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