Airline Revenue Management Strategy 101: It's All About Alignment

Revenue management has been long been touted as a strategic tool but what exactly is the “strategy” that is being referred to?  When it was initially introduced, the airlines which invested in revenue management technology pursued a quantitative and analytical approach that differentiated them from airlines with simpler pricing. But are “analytical” and “quantitative” still defined as a “strategy” that differentiates an airline from its competitors?

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How Data Fragmentation Puts Airline Revenue at Risk

Much is written about siloed departments at airlines. At the largest airlines, each major function could have hundreds of employees housed on different floors – or in different countries, with different sub-cultures, and very various focuses. Sales and operations in particular, have disperse workforces spread across the global network.

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What You Need to Know About Turning Airline 'Lookers' Into 'Bookers'

The standard metric for customer conversion on travel websites is the look-to-book ratio; how many site visits does it take before someone actually makes a purchase? If a travel supplier can just get more lookers to actually book, its revenue will increase and the unit cost of distribution will fall. Thus airlines, hotels, and travel distributors track look-to-book and are constantly seeking initiatives that can improve booking performance.

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