Booking flows, ancillaries, offer & order and retailing capabilities for airline direct sales.
30 articles
Loyalty programmes are highly profitable, but over-monetising them breaks their value. How to balance revenue, points liability and perceived value.
Corporate travellers are the most profitable and see least of the modern offer. How to bring NDC to TMCs and booking tools without losing servicing.
Airlines know first who travels, when and where, yet destination spend goes elsewhere. How to sell transfers, activities and services in a single order.
With connectivity and connected seatbacks, the cabin becomes another digital channel. How to sell on board with ecommerce offer, identity, payments and data.
Continuous pricing and algorithmic ancillary prices capture more value only when tested, measured and governed before scaling. Here is how to do it.
A cancellation shows what the airline relationship is worth. Proactive digital handling turns the worst part of the trip into a reason to book direct again.
Airlines now sell, change bookings and add extras on WhatsApp with AI agents. How to run messaging as a real ecommerce channel, not a support tool.
With dynamic offers and orders, payment stops being the end of checkout and links distribution, accounting and experience. What changes and how to prepare.
The industry targets 2027 for selling with Offers & Orders. The ecommerce challenge is redesigning catalogue, servicing, payments and measurement.
Preparation is not about adding a chatbot, but making offers and actions machine-readable, authorisable and auditable. An airline whose offers only a human can parse will be invisible to the agents that book on a traveller's behalf.
Strategy should optimise offer continuity and incremental contribution by market, not only cost per booking. The cheapest metasearch bid can still deliver the customer the airline would have won anyway.
Direct profitability should be measured as incremental contribution and relationship value, not as the absence of commission. Avoiding a commission is not the same as making money; the two get confused more often than they should.
