[Second Semester – Compulsory Course for Stream 1, Elective Course for Streams 2 & 3]
Within the framework of supply and demand management in the airline industry, revenue management is particularly valuable knowledge for management executives, as it is intrinsically connected to demand forecasting, seasonality phenomena, and the concept of consumer surplus, which forms the basis of modern revenue management techniques. Revenue management through optimized pricing strategies and other commercial actions drives airlines to maximize revenue and increase profitability. The evolution of revenue management incorporates relevant information systems and digital distribution channels.
Upon completion of this course, participants will be able to:
- Recognize the significance of revenue management in airlines.
- Understand the basic principles of revenue management and the notion of consumer surplus.
- Identify demand seasonality and apply demand forecasting methods.
- Comprehend the booking curve and perform revenue management analyses.
- Produce relevant Key Performance Indicators (KPIs).
- Understand specific revenue management terms, such as capacity, dilution, leakage, and overbooking.
- Apply revenue management techniques in pricing and flight monitoring.
- Acknowledge the contribution of digital distribution channels and their implications on airline revenue.
- Discuss and revisit marketing actions that support revenue management strategies with the aim of maximizing revenue.