How to Create and Implement Proactive Revenue Management Workflows

Posted by Marios Prokopiou on Tue, Oct 08, 2019

Airline executives know that a more successful revenue management department starts with strategies that incorporate market and owned data and pinpoint revenue opportunities. These strategies drive coordinated decision making among revenue management, sales and network planning departments. But most importantly, they help revenue management analysts be more proactive. RM analysts who spend most of their day proactively identifying revenue opportunities constantly outperform. Thus, creating and implementing revenue management strategies that drive proactive workflows ought to be an important part of every revenue management team’s agenda.


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Four Ways to Keep Your Revenue Management Team on Track

Posted by Marios Prokopiou on Mon, Sep 09, 2019

Last year, I wrote about why hiring analytics geeks is crucial to building a successful revenue management team, making the case that analytical firepower would help airlines and hospitality organizations be better equipped to handle challenges created by predictive analytics and data optimization. The ideal revenue management team would actually include a mix of geeks (science, engineering and economics grads who are capable of running in-depth analyses, and visualizing and solving complex problems) and veterans, who have valuable industry experience. Providing mentorship programs so these people can advance to leadership positions is also crucial to your team’s success.


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Want a More Effective Revenue Management Team? Hire and Develop Analytics Geeks

Posted by Marios Prokopiou on Mon, Jul 09, 2018

According to a new Hospitality Sales & Marketing Association International survey, two of the top challenges that revenue management professionals face are the evolution of predictive analytics, and the optimization of data and up-to-date technology to advance decision making. Both challenges can be addressed by adding analytical firepower to your revenue management staff, and that starts with hiring more analytics geeks.


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No More Silos: How Integrated Commercial Functions Improve Travel Provider Efficiency and Profits

Posted by Marios Prokopiou on Thu, Aug 10, 2017

When a travel provider’s commercial functions operate in a silo, with each section having its own key performance indicators and metrics, and its own data sets in different databases, it creates headaches for commercial executives. Isolated decisions made by the heads of commercial functions exacerbate the problem. Instead of focusing on profitability, each commercial function often ends up shaping and implementing models that focus on revenue. Inefficiencies, uncoordinated decisions and high costs abound.


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Airline Revenue Managers Behaving More Like Discount Retail Marketers

Posted by Alain Boutros on Tue, Nov 17, 2015

Another day, another “limited-time” promotion …

Nov. 4, 2015: Need a pick-me-up? We’re serving a double shot of savings with up to 45% off base fares.  And today only, we’re sweetening things up with an extra 20% on top for fall and winter travel. With all that energy, you’ll want to book your extra savings by midnight tonight!


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