ancillary revenue strategies to boost your bottom line · ancillary revenue strategies to boost...

Ancillary Revenue Strategies to Boost Your Bottom Line Capitalise on Data and Mobile Dominance to Personalise Offers and

Drive Higher Revenues

How well do you really know

your customer?

How much of this knowledge is based on intuition instead of

proven facts?

How to use…

To really get to know your customer

Ancillary Revenue Strategies to Boost Your Bottom Line

How to get to know your customer 4

Booking

Journey

The pillars…

Ancillary Revenue Strategies to Boost Your Bottom Line

The pillars 5

Ancillary

Optimization Personalization

The booking process in 2005

Ancillary Revenue Strategies to Boost Your Bottom Line

Optimizing the booking process

6

Inspiration & Search

Passenger details

Purchase Flight

The new booking process

Ancillary Revenue Strategies to Boost Your Bottom Line

Optimizing the booking process

7

Inspiration & Search

Passenger details

Purchase Flight

Interest

Marketing

online

Ancillary Revenue Strategies to Boost Your Bottom Line

Bookings versus product views 8

According to data talks a potential customer visits an airline´s page 17 times before he actually books

Bookings, only 6% of the relevant data

Views

Bookings

Departure date Days before departure

Ancillary Revenue Strategies to Boost Your Bottom Line

Bookings versus product views 9

Interest

searches

bookings

The new booking process

Ancillary Revenue Strategies to Boost Your Bottom Line

Optimizing the booking process

10

Inspiration & Search

Passenger details

Purchase Flight

Personalization

Pre-selection

“favorites”

The new booking process

Ancillary Revenue Strategies to Boost Your Bottom Line

Optimizing the booking process

11

Inspiration & Search

Passenger details

Purchase Flight

Ancillary

Optimization

using RM systems

Dynamic pricing

1 0 - 500 KM

2 501 - 1000 KM

3 1001 - 1500 KM

4 1501 - 2000 KM

5 2001 - 2500 KM

6 2501 - 3000 KM

7 3001 - ++ KM

Seat revenue based on distance

Ancillary Revenue Strategies to Boost Your Bottom Line

Ancillary Optimization

12

Seat revenue based on seat number

Ancillary Revenue Strategies to Boost Your Bottom Line

Ancillary Optimization

13

FE

DC

BA

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Ancillary revenue based on…

Ancillary Revenue Strategies to Boost Your Bottom Line

Ancillary Optimization

14

Destination

Flight season

Ticket price

Anticipation

Moment in booking journey

Passenger profile

Flight Occupation

Ancillary inventory

Sales channel

The new booking process

Ancillary Revenue Strategies to Boost Your Bottom Line

Optimizing the booking process

15

Inspiration & Search

Passenger details

Purchase Flight

“Moving” /

overbooking

Special offers

Upgrading

Booking Journey

Ancillary Revenue Strategies

Ancillary Revenue Strategies to Boost Your Bottom Line

Ancillary Revenue Strategies 16

Ancillary

Optimization Personalization

Offer the right

products at the

right time

Know the value of

your products

Get to know what

“moves” your

customer

Thank you!