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An approach to offer management: maximizing sales with fare products and ancillaries

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Journal of Revenue and Pricing Management Aims and scope

Abstract

With the growth in ancillary sales, an area of increasing importance for airlines is the concept of offer management, which entails the creation of dynamic, custom, personalized offers consisting of a flight itinerary and ancillary products offered by an airline. This practice-oriented, overview paper provides an end-to-end, future-oriented framework for determining the composition of optimal base fare and ancillary bundles by customer trip-purpose segment followed by 1:1 personalization to maximize total sales. Our focus in this paper is primarily on the proposed offer management framework and its sub-components.

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Notes

  1. Air Canada currently has the Air Canada Altitude Program https://altitude.aircanada.com/status/home.

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Authors and Affiliations

  1. Sabre Research, 3150 Sabre Drive, Southlake, TX, 76092, USA

    Ben Vinod, Richard Ratliff & Vikram Jayaram

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  1. Ben Vinod
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  2. Richard Ratliff
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  3. Vikram Jayaram
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Correspondence to Ben Vinod.

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Vinod, B., Ratliff, R. & Jayaram, V. An approach to offer management: maximizing sales with fare products and ancillaries. J Revenue Pricing Manag 17, 91–101 (2018). https://doi.org/10.1057/s41272-017-0121-1

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  • DOI: https://doi.org/10.1057/s41272-017-0121-1

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