Take an insider look at today's leading distribution models and strategies, while gaining tools to optimize your company’s distribution processes.

Through a series of business cases and exercises, learn how to implement an efficient distribution strategy that leverages both traditional marketing and e-commerce resources.

This course is the updated version of Managing Distribution Channels and Costs.

Available as: Classroom and In-company
Duration: 3 days (24 hours)
Recommended level: Professional and Management
Prerequisites: None

• Understand the role of distribution and e-commerce in the airline's organization, structure and processes
• Discuss current day distribution models and the IATA NDC (New Distribution Capability) initiative
• Identify the best airline distribution strategies on an operational and management level
• Learn how to leverage e-commerce in your distribution strategy
• Explore industry best practices and apply them toward future profitability

• Distribution channels
  • Direct and indirect sales
  • Cost and determinants
  • IT systems and interfaces
  • The right mix of distribution channels
• E-commerce
  • E-CRM
  • E-distribution
  • E-pricing
  • E-sales
• Marketing and e-marketing
  • Quality and complaint management
  • Preparing for a crisis
  • Direct and indirect sales
  • Costs and determinants
  • Viral marketing
• NDC (New Distribution Capability) initiative
  • What, why, who
  • Developing the standards
  • Consumer and agent benefits
• Activities
  • This is a highly interactive course, involving business cases, discussion-oriented presentations, media materials, and interactive group exercises.

Download full outline (pdf)

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on all exercises and exams. A special distinction is awarded to participants obtaining a grade of 90% or higher.

Airline management working in:

• Strategy and business development
• Marketing, communications and distribution
• Yield and revenue
• Information technology
• Finance and audit