Journal of Revenue and Pricing Management

, Volume 17, Issue 6, pp 381–393 | Cite as

Dynamic pricing of airline offers

  • Thomas FiigEmail author
  • Remy Le Guen
  • Mathilde Gauchet
Practice Article


Airlines have started to focus on expanding their product offerings beyond flights to include ancillary products (e.g., baggage, advance seat reservations, meals, flexibility options), as well as third-party content (e.g., parking and insurance). Today, however, offer creation is rudimentary, managed in separate processes, organizations, and IT systems. We believe the current approach is inadequate and that the key to profitability is to manage offers consistently in an integrated Offer Management System (OMS). However, realizing this vision, will require significant advancements in the science of pricing and in distribution. The entire scope of an OMS cannot be covered in a single paper. Hence, to provide depth, we will focus on what we believe is one of the most critical components of the OMS—Dynamic Pricing of airline offers. Finally, we discuss various industry initiatives that will enable deployment of Dynamic Pricing of the flight product alone or the broader scope of OMS.


Revenue Management System Offer Management System Dynamic Pricing Ancillary Price Optimization Machine Learning Distribution NDC 



We thank Jason Coverston, at Navitaire, for sharing his insights on Navitaire’s Ancillary Price Optimization (APO). We also thank Stephane Lecourtois for sharing his knowledge on merchandising.


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Copyright information

© Macmillan Publishers Ltd., part of Springer Nature 2018

Authors and Affiliations

  1. 1.Amadeus Airline ITKastrupDenmark
  2. 2.Amadeus Airline IT, Amadeus S.A.S.Sophia Antipolis CedexFrance

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