Béatrice de Rotalier has been the guiding light for Delta Air Lines in France, during a 38-year career with this American airline. Today, 30 September 2025, she is stepping down as Delta's Commercial Director for France. In an exclusive interview with Voyages d'Affaires, she gives us her assessment and outlook for Delta Air Lines.
There is a lot of talk at Delta Air Lines about a business class light product, probably by the beginning of 2026. Where does this idea of a business class offer without additional services come from?
Béatrice de Rotalier - The idea was born in the Middle East. Qatar Airways was one of the first to say: you can travel in business class, but without all the extras. Etihad and Emirates have since followed suit. In Europe, this type of offer is still limited. But Delta is giving it serious thought, since there is a demand for it.
But is this a good idea for airlines?
Béatrice de Rotalier - The relevance of such an offer is open to debate. Psychologically, it may be perceived negatively by the high-contribution passenger. However, aircraft are not "elastic". In other words, you can't change the configuration of the cabins every week depending on how full they are. The issue is therefore to know whether a fare sub-segmentation really makes sense in order to make business class more profitable with a more attractive fare. But this does not include the same range of ancillary services.
What does this mean in practical terms?
Béatrice de Rotalier - Either a slightly lower introductory fare (e.g. -10 %), or restrictions on the product on offer. This would, for example, encourage passengers to pay more if they wanted a special seat or a higher baggage allowance. But nothing has yet been decided. Delta's CEO mentioned the idea recentlypromising a decision by the end of the year.
How is the market faring, given the more difficult relations between the United States and Europe?
Béatrice de Rotalier - The leisure sector has been hardest hit by the geopolitical situation between the United States and the rest of the world. For business travellers, it's not a question of "love or hate" for the United States, but rather of taxation, commercial uncertainty and sometimes environmental issues. As a result, companies and business travellers are rationalising their trips. People only travel if they have to. Executives continue to visit their customers face-to-face. But certain categories of business travellers have all but disappeared. This is particularly true of MICE travel.
Are all US destinations equally resilient to the slowdown in demand?
Béatrice de Rotalier - No. New York remains solid thanks to its role as a decision-making and financial centre. Atlanta, for example, depends on local business flows. Another obstacle is local costs. They have become prohibitive for meals, hotels, tips, etc. Everything is more expensive, which is changing travel habits.
What is the outlook for the French market in 2026?
Béatrice de Rotalier - In particular, Delta is looking to strengthen its routes from France to New York, Seattle and Boston. Delta will be launching a new seasonal service between Boston and Nice-Côte d'Azur airport on 17 May. There will be three weekly flights operated by A330-900neo.
What new products are available in business class?
Béatrice de Rotalier - There are many of them. Like premium champagne, new travel kits from Misoni (mattresses, bags), and a more upmarket positioning for our lounges, especially in the United States. We offer exceptional comfort, in particular with check-in closer to the lounge and almost direct access to boarding. This is a real plus for frequent travellers.
Finally, what is the most memorable moment of your career?
Béatrice de Rotalier - The most significant event was 11 September. The most surprising for me was the US Airways takeover of Delta. As for my fondest memory of the airline, it's the trips organised with the veterans of the Second World War. It was an unforgettable experience.
