Introducing our Airline Strategic Pricing program, a comprehensive three-day training designed for professionals eager to elevate their expertise in pricing within the airline industry. Throughout this intensive program, participants will gain invaluable insights and practical skills essential for crafting and executing effective pricing strategies tailored to the dynamic competitive landscape of the aviation sector. From understanding the fundamentals of pricing strategy formulation to mastering advanced segmentation techniques rooted in market maturity analysis, attendees will delve deep into industry best practices. Moreover, participants will have the opportunity to hone their soft skills, fostering better collaboration and communication with sales teams to drive pricing initiatives effectively. For those seeking additional specialization, optional one-day extensions offer in-depth exploration into implementing Branded fares, Matrix Pricing and ancillary services strategies, as well as understanding the opportunities and challenges of Origin and Destination (O&D) pricing. Join us on this transformative journey to unlock the full potential of strategic pricing in the airline industry and propel your career to new heights.

Target Audience: Intended for current or aspiring pricing analysts and managers, as well as professionals in flight and demand analysis, commercial operations, and marketing teams

Format: In-person classroom training

Duration: 3 days (24 hours)

Schedule: One training is scheduled per quarter, with additional sessions available upon request

Location: Paris - Charles de Gaulle Airport (other locations available on request)

Language: English (other languages are available on request)

Prerequisites: This program is designed for professionals with a foundational understanding of airline fare construction

Cost: €2,250 per participant (VAT of 20% applies at French locations)

Eligible discount: The third participant from the same organization and training date receives a 50% discount

Gain strong foundations to become a successful member of a pricing and revenue management team. Acquire practical skills for daily pricing tasks.

1. Gain comprehensive understanding of strategic pricing: One of the key objectives of our training program is to provide participants with a comprehensive understanding of strategic pricing within the context of yield management. Throughout the course, participants will explore the intricate links between pricing, revenue management, yield management, and total revenue management, gaining insight into how these elements intersect and influence one another in the airline industry. Additionally, the training offers a brief historical background of pricing in commercial aviation, providing context for current practices and strategies. Participants will also have the opportunity to recall the foundational principles of revenue management, ensuring a solid understanding of the underlying concepts.

2. Review the fundamental concepts of revenue management from a pricing role perspective: The training program delves into the fundamental concepts of revenue management, emphasizing the critical relationship between inventory and pricing to create dynamic pricing strategies. The course examines the rationale behind pricing strategies for high demand versus low demand scenarios, exploring how seasonal pricing fare structures intersect with inventory and revenue management system (RMS) driven demand strategies. Additionally, participants will gain insights into the continuous pricing approach and its application in optimizing revenue generation.

3. Learn how to build a pricing structure for commercial airline:A significant portion of the training will focus on building a strategic pricing structure. Participants will have the opportunity to review the basics of setting prices using various approaches through practical exercises. The course places emphasis on understanding how pricing operates under conditions of uncertainty within the airline industry. An intensive section will be dedicated to exploring willingness to pay and price sensitivity, including calculations and interpretations of price elasticity. By mastering these concepts, participants will be equipped to develop effective pricing strategies that optimize revenue and respond dynamically to market conditions.

4. Applying the concepts of price differentiation and market segmentation: participants will learn how price differentiation operates at both the product and service levels, and how it intersects with ancillary pricing strategies. Through practical exercises, participants will have the opportunity to apply price discrimination and customer segmentation strategies in real-world scenarios. By mastering these techniques, participants will be able to tailor pricing strategies to different market segments, optimize revenue, and enhance customer satisfaction.:A significant portion of the training will focus on building a strategic pricing structure. Participants will have the opportunity to review the basics of setting prices using various approaches through practical exercises. The course places emphasis on understanding how pricing operates under conditions of uncertainty within the airline industry. An intensive section will be dedicated to exploring willingness to pay and price sensitivity, including calculations and interpretations of price elasticity. By mastering these concepts, participants will be equipped to develop effective pricing strategies that optimize revenue and respond dynamically to market conditions.

5. Mastering fare fencing pricing tactics will be a cornerstone of the training: participants will explore a wide range of possible fare fences and engage in advanced practical exercises focused on this topic. This segment of the training will constitute a significant portion of the total duration, providing participants with comprehensive insights and hands-on experience in implementing effective fare fencing strategies.

6. Leveraging pricing strategies via distribution channels: participants will review the fundamentals of airline fare distribution and examine their significance in shaping global pricing strategies. Through in-depth analysis and case studies, participants will gain a deeper understanding of how distribution channels influence pricing decisions and learn how to effectively leverage them to optimize revenue.

7. Be familiar with the concept of Consumer Welfare: Participants will be sensitized to the impacts of implementing dynamic and discriminatory pricing strategies, considering both legislative frameworks, common consumer sensitivities and potential negative impacts on branding.

8. Pricing strategies in a competitive environment: Half of the training is dedicated to studying common pricing strategies to adopt based on market characteristics and the competitive landscape. By the end of the training, participants will be equipped to strategically structure their pricing actions and respond to competitive threats in accordance with best industry practices.

9. Establishing the basics of strategic pricing: participants will gain clarity on why airlines discount their fares and learn how to effectively implement discounting strategies while maximizing revenue. Additionally, the course will explore scenarios of proactive versus reactive pricing actions, providing insights into when and how to adjust pricing strategies in response to market dynamics. Furthermore, the training will delve into the missions, roles, and internal processes of the Pricing Department. Participants will understand the significance of efficient pricing processes in maintaining and developing successful pricing strategies. The course will underscore the importance of establishing successful relationships with the sales team, emphasizing collaboration and alignment between pricing and sales functions for optimal results.

10. Reading and Taking Pricing Actions from Revenue Management Reporting: This training segment will involve practical case studies to help participants read and interpret the most common airline commercial and revenue management reports. The objective is to enable participants to take appropriate pricing actions aligned with the magnitude of observed gaps.

11. Understanding Typical Pricing Strategies and Tactics: this training session will introduce participants to typical pricing strategies and tactics based on the competitive environment. Through the exploration of two pricing strategy matrices that have proven successful for airlines of all sizes, locations, and network configurations, participants will gain insights into effective pricing approaches. The goal is to familiarize participants with these strategies so they can quickly identify and implement the right pricing structures, distribution strategies, and tactical activities. This section will particularly emphasize the importance of defining the right benchmarks for carriers and price positioning strategies.

As a conclusion and opening to new pricing strategy trends, we will explore the awareness of the challenges and methods of O&D pricing, the Matrix Pricing strategies associated with Branded Fares, as well as the evolution towards pricing driven by total revenue management, and of course, continuous pricing.

At Airline Tactics Academy, our trainings are meticulously crafted by airline commercial and revenue management experts, for professionals. We understand the intricate challenges and demands of the industry, which is why our courses are designed to equip you with practical skills that you can immediately apply in your day-to-day operations.

Unlike traditional academic programs, our trainings focus more on honing skills rather than imparting mere knowledge. Each course is developed with a deep understanding of the dynamic airline industry landscape, ensuring that you gain relevant insights and actionable strategies to enhance your performance and drive success.

Our team of instructors comprises seasoned professionals with extensive experience in airline commercial and revenue management. They bring real-world expertise and practical insights into the classroom, enriching your learning experience with valuable industry perspectives and best practices.

Whether you're a newcomer to the industry or a seasoned professional, our trainings are designed to empower your career growth and elevate your skill set to new heights. Join us at Airline Tactics Academy and embark on a journey of continuous learning and professional development.

At Airline Tactics Academy, we are your trusted partner for team development. With our comprehensive catalog of trainings and customized options, we tailor our programs to perfectly fit your team's development needs, location, and business model characteristics. Whether you're looking to upskill your entire team or focus on specific areas of improvement, we provide flexible solutions that align with your goals and objectives. Partner with us and empower your team to thrive in today's competitive airline industry landscape.