Airline Revenue Management (5cr)

Objectives (course unit)

The course aims at developing revenue generation understanding through optimal practice of revenue management and pricing (RMP) principles. After a successful participation of the course the participant should have proficiency in: *Understanding fundamental airline revenue management terminology, and is able to calculate and describe variables for performance considerations *Interpreting RMP concepts and business drivers such as bid-price, willingness to pay, price elasticity, yield management, capacity constraint, forecasting, budgeting, dynamic pricing, and define fare products & fare families *Applying KPIs impact considerations on airline route and O&D performance *Assessing Pricing, Demand & Inventory impact through market specific evaluation parameters *Analysing qualitative and quantitative revenue management data and variables for driving business initiatives from a holistic commercial perspective *Articulating and creating a Pricing Strategy formulation for positioning an airline in its market(s)

Content (course unit)

Examples of exercises during the course of the studies: - Quiz (test your knowledge!) Landscape and terminology - Ex: KPI and key performance evaluation terminology - Ex: Segmentation calculations - Ex: Segmentation open questions assessment - Ex: Market shares calculation and storyline creation - Ex: Commercial Analyst Case: Canvas Creation with assessment presentation - Ex: Route Performance calculation and assessment based on KPI evaluation - Ex: Performance analysis: "Job interview case" - Ex: Budgeting and Forecasting evaluation Case: Manager assessment - Task: Creating Fare Families i.e. Ticket Types - Task: Creating Fare Products - Task: Assessing considerations for Pricing Structure Frame

Assessment scale

H-5

Further information

Grading and evaluation will be based on: - 50% Theme Exercises or an Exam based on session exercises - 50% Creating a Pricing Strategy Report and recording a video presenting the Pricing Strategy