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<p>As part of airline consulting projects over the last few years, we observe an increasing number of system vendors that offer more flexibility for users to adjust the output of the optimiser. The number of interventions and the rationale given by the users is often the trigger for the request by the commercial leadership asking to perform a review of the current work processes and practice. This trend is becoming more prominent with the introduction of offer optimisation, and vendors often market the capability under the label of “retailing &amp; merchandising”. This paper raises awareness and provides guidance to airlines as to how they should manage the application of interactions to ensure that the optimiser is not overwritten resulting in a negative impact on revenues.</p>

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Managing revenue strategies and merchandising rules to avoid revenue dilution

  • 期刊论文

  • 发表日期：

    2026年6月2日

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  • Dieter Westermann,
  • Jerry Foran

摘要

As part of airline consulting projects over the last few years, we observe an increasing number of system vendors that offer more flexibility for users to adjust the output of the optimiser. The number of interventions and the rationale given by the users is often the trigger for the request by the commercial leadership asking to perform a review of the current work processes and practice. This trend is becoming more prominent with the introduction of offer optimisation, and vendors often market the capability under the label of “retailing & merchandising”. This paper raises awareness and provides guidance to airlines as to how they should manage the application of interactions to ensure that the optimiser is not overwritten resulting in a negative impact on revenues.