Commercial
Our commercial services tailored for the aviation sector help businesses capture market opportunities, optimize revenues and stay agile in a competitive environment.
Our Commercial Solutions
Network and fleet
Route development
Econometric analysis
Pricing and revenue management
Sales and distribution
Network and fleet
An airline’s network strategy, fleet or aircraft selection, optimization and scheduling decisions form the backbone of its commercial strategy and operational efficiency.
Network and fleet
Description
Our experts support your airline in one of the most important decisions it will make, built on a comprehensive market analysis, air traffic forecast (passenger and cargo) and scenario modelling. Operating the right routes, with the right aircraft, allows your airline to optimally serve its target markets, capturing share of passenger and/or cargo volumes while delivering cost and operational efficiency. An airline’s network can be further enhanced through the right alliances, code shares and partnerships.
With industry-standard data sources and network planning models, we help you achieve profitable growth. Working with our team, with industry experience and expertise across a wide range of business models and geographies, will deliver the most reliable outcomes.
Network and fleet
Benefits
- A well-considered and realistic network and fleet plan to optimally serve your target market
- A long-term view of network opportunities helps your airline to establish a vision and business plan, and supports investments in aircraft and infrastructure
- Regular reviews and optimization of network plans, including bank structures and partnerships, help your airline meet its strategic ambitions while targeting financial returns
Route development
Developing a robust, reliable plan for an airline, airport or service provider requires a perspective on the future development of passenger and cargo volumes.
Route development
Description
Our experts build on their years of experience and statistical tools to deliver detailed, well-reasoned forecasts that aid business planning. For airlines, this typically flows into network and fleet planning. For airports, our near and long-term air traffic forecasts support route development and infrastructure planning.
In particular, our experts can prepare your airport or tourism authority to approach an airline by developing a comprehensive and compelling pitch for new or expanded services that really stands out above the rest. Our support ranges from broader Tourism or Air Service Development strategies to tactical, customized pitches for airline meetings at events such as the Routes conferences. These are comprised of market analysis, catchment analysis and detailed route performance modelling using airline network planning tools.
Route development
Benefits
- A rigorous forecast of future air passengers or cargo based on a sound, structured approach as a basis for airline network or fleet planning, long-term airport master planning, perspectives on growth of aviation services and commercial due diligence
- A compelling, customized and quantitatively rigorous pitch for airports seeking to secure new or increased service from an airline
- Our experts use industry standard airline network planning tools and “speak the language” of the airline planning teams, increasing your airport’s chances of success
Econometric analysis
You cannot improve what you cannot measure. Our deep analytics, tailored to your aviation business, help define and make transparent key performance indicators for your company.
Econometric analysis
Description
This includes route performance, profitability and commercial metric calculations, but can be extended to operational KPIs, financial metrics and more, depending on the needs of each customer. If required, these can also be translated into CXO dashboards or functional reports. Throughout the process, our experts will also train your in-house teams and empower them to continue to work with the concepts, processes and tools provided.
In addition, our experts perform economic impact analysis and similar studies for all participants in the aviation ecosystem.
Econometric analysis
Benefits
- Articulation of key industry standard metrics, customized as needed to your aviation business
- Transparency of metrics and meaningful analytics for internal and external stakeholders
- Training of teams and knowledge transfer
Pricing and revenue management
Airline Pricing and Revenue Management are core commercial disciplines and key to success in the aviation industry. To unlock untapped revenue potential and realize revenue maximization, our experts help air carriers to design or review their Revenue Management and Pricing strategy, processes and organization.
Pricing and revenue management
Description
Reaching beyond, our team looks at an airline’s entire commercial offer to make best use of Dynamic or Continuous Pricing and offer personalization, including ancillaries and bid prices. Our state-of-the-art approach entails refined data-driven tactics based on predicted customer behavior, aiming at maximum commercial maturity with an optimum fare structure, offer management and revenue steering. Our clients appreciate our hands-on support in developing and implementing revenue maximizing strategies.
Pricing and revenue management
Benefits
- Achieve revenue maximization and discover new revenue potential
- Effective and efficient processes in Pricing and Revenue Management
- Hands-on implementation support to guide your airline during the introduction phase
Sales and distribution
Lufthansa Consulting helps airlines in their transition to airline retailing by setting up or optimizing their commercial strategies, processes and organizations.
Sales and distribution
Description
We support our airline clients in making the required process and organizational adaptations to successfully introduce offer and order management with New Distribution Capability (NDC) and ONE Order concepts. This enables our clients to realize customer-centric and effective sales and client management. Our experts empower carriers to design a yielding omni-channel management to improve the cost-revenue ratio of their distribution by making effective use of B2B and B2C marketing tools. We provide hands-on support in implementing the recommended changes to ensure knowledge transfer and sustainable value creation through Airline Retailing.
Sales and distribution
Benefits
- Customer-centric and efficient sales processes and organization to enable Airline Retailing
- Optimized cost-revenue ratio by an effective omnichannel management
- Successful transition to state-of-the-art offer & order management with NDC and ONE Order
How can we help with our airline and airport consulting services?
Get in touch with our team of experts to discuss how we can help you fulfill your business aspirations.
We look forward to hearing from you.