More emphasis is being placed on how to better sell air travel. There are lessons always to be learned from other industries, especially those built upon the sales process.
The focus is changing from products to consumers and methods
The ancillary revenue revolution is focusing less on product development and more on retail methods. The big categories, such as checked bags, comfort- and convenience-adding features, and the sale of loyalty miles or points, are slowly being checked off the list by revenue-savvy carriers. Now the same airlines are enhancing the sale and promotion of a la carte services at their websites and through global distribution systems and travel agencies. The effort is paying off with 20 to 22 percent revenue increases attributed to better methods. It’s an opportunity that’s certain to catch the attention of any airline executive worried about the twin threats of a challenging economy and uncertain oil prices.
More emphasis is being placed on how to better sell air travel. There are lessons always to be learned from other industries, especially those built upon the sales process. A recent conversation with the sales manager for a top Chevrolet dealership in Wisconsin yielded timeless and simple advice. Stuart Sinclair has been in the business of selling cars for 28 years; he has enjoyed sales success while maintaining a reputation for being consumer-focused.
Choice and Creativity: Carriers Build Ancillary Revenue by Empowering a Consumer’s Right to Choose
Theodore is the Co-Founder and Managing Editor of TravelDailyNews Media Network; his responsibilities include business development and planning for TravelDailyNews long-term opportunities.
