PRICING PRINCIPLES FOR AIRLINES | Aviationia

What is revenue management and why is it needed in the airline industry of today and tomorrow? As competition and various economic pressures increase, all airlines need to maximize revenue in order to succeed and grow. This masterclass is designed to help you achieve greater profits through effective pricing strategies and tactics. Pricing is a key business tool that is often set aside from strategy and performance management. Adding just 1% to top-line revenue can contribute 7-10% to operating profits. Participants will be provided with practical tools to better understand pricing in the aviation industry, as well as the frameworks for setting the right competitive price to optimise profits. Pricing principles will be reinforced through case studies, requiring participants to solve numerical pricing challenges.

Why Pricing Principles for Airlines?

• • To compare and contrast the key principles of pricing strategy
    To compare and contrast the key principles of pricing strategy
    To receive practical tools for managing pricing, and gain an awareness of the more specialised approaches to pricing
    To learn a framework for incorporating pricing into the development of products and services from the outset
    To gain wider perspectives on pricing, the behaviours it drives, and its central importance to business performance
    To evaluate the effectiveness of your pricing strategy

Programme

• 1. How to identify and use price elasticity in making sound pricing decisions
• 2. How to price proactively to achieve business goals
• 3. The importance of price in differentiation versus commoditisation
• 4. How to integrate pricing decisions into product development
• 5. Price promotions and how to manage them profitably – managing dynamic pricing
• 6. Managing price transparency, control and signals – Price and Revenue Optimisation (PRO)

Who Should Attend?

Personnel from marketing, finance, sales and planning, individuals/firms participating in new product development, and those at the forefront of price competition, or being confronted by low-cost operators who are commoditizing price

Concluding Remarks

Participants will learn to recognise pricing issues and develop successful pricing strategies for existing markets, or to incorporate pricing into the development of new airline products and services. Also, attention will be placed on providing a strong basis for the way organisations think about pricing, particularly, when aligning price with the marketing, sales and innovation teams.

Meet your Trainer

Having nearly 30 years of experience in aviation across academia, industry and government entities, with a focus on managing commercial links between airlines, airports and tourism boards, Professor Gavin Eccles has been holding leadership positions and delivering tailored consultancy globally. His portfolio includes Emirates, British Airways, American Airlines, United Airlines, Qantas, easyJet, Jet2, Eurowings, amongst others, and he served as CCO for SATA Group where he had brought new thinking and managed networks, revenue, sales, and marketing & strategy development. He was a Board Advisor to Turismo de Portugal and participated on projects with ANA Airports Portugal for the opening of international air routes to the country. Awarded a Master of Philosophy from The University of Surrey and an Honours Degree in Management from Sheffield Hallam University, Gavin is ever-dedicated to continuously imparting practical solutions to managerial challenges through his executive mentorship.