Training

Pricing is the first step towards selling the air services. The contemporary complicated framework requires a sophisticated pricing approach to produce the appropriate tools for an effective Revenue Management, which is important for the airlines in their effort to maximize their revenues and profits. The evolution of revenue management, when it comes to the scientific background and practices underlines the role of the revenue management analyst in decision making process upon market understanding. Transport, as a key element of tourist activity, should consider the needs of the customers that are continuously changing, beyond pricing strategies. However, pricing and revenue management are always at the forefront with strategies that may stimulate the demand in individual or group travel. Current trends in market segmentation and product customization also play an important role in airline services leading in a contemporary approach of revenue management. The “digital advantage” that has been inherited to the individuals by the Covid19 era should by exploited by the travel industry in terms of distribution and do-it-yourself (d-i-y) processes. In any case, travel behavior analyses would clarify the passenger segments towards efficient revenue management practices, while operational issues affect the way of building RM strategies and monitoring daily schedule changes.

The course should be attended by employees in airlines’ commercial directorates. That is to say, pricing analysts, revenue management analysts, demand analysts, sales teams and distribution analysts may attend the course. Especially, for the new entries this course is ideal to introduce Revenue Management and Pricing and their importance for the profitability of the airline companies.

The Art of pricing in airlines:

• Pricing Techniques

1. Cost based pricing
2. Competition based pricing
3. Market based pricing
4. Dynamic Pricing
5. Continues Pricing

• The role of reporting in Pricing
• Pricing Strategies
• Alliances, codesharing and interline agreements

Revenue Management Fundamentals 

• An introduction to Revenue Management
• Revenue Management Fundamentals
• The art of Revenue Management

1. Consumer Surplus
2. Booking Curve and Seasonality
3. Spoilage (Dilution and Spill)
4. Overbooking

• The role of Revenue Management Analyst
• Network Planning, Scheduling and Revenue Management
• O&D Revenue Management
• Group Revenue Management

Revenue Management Trends

• The evolution of RM science
• The Contemporary Revenue Management

1. Managing RM software systems
2. The role of Distribution channels in RM
3. Market Segmentation
4. Dynamic Pricing
5. IATAs NDC

• The emergence of airline products within RM:

1. Product segmentation 
2. Product customization
3. Ancillaries
4. Variable Opaque Products

Managing Crises & Challenges

• Airlines: Sensitivity in the External Environment and Crises
• Case Study: Covid19 or SARS-COV2 Pandemic Crisis
• RM approach towards service reengagement
• Corporate Social Responsibility / Environmental, Social, and Governance in Airlines