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: 5 days (40 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)

Airline management working in:

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

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.

About IATA Classroom Training
We train more than 10,000 aviation professionals annually through our global network of IATA Training Centers, Regional Training Partners, and in private in-company sessions. Our 200+ classroom courses are developed using IATA’s unique industry insight and delivered by IATA Instructors, experts in their fields. More

Further training
Graduates of this course can apply for the Harvard ManageMentor (HMM) distance learning program at a special graduate price.