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Cargo Revenue and Yield Management (Classroom, 4 days)

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Learn the fundamental procedures and skills required for cargo revenue management and price optimization. During this course you will gain solid basic knowledge on the factors involved in optimizing pricing and revenue steering in the air cargo industry. Learn the difference between revenue management for air cargo and passengers, forecasting approaches, and gain a comprehensive, valuable and practical insight into revenue management procedures.

Course format: This course is available at IATA Training Centers, regional training partner locations, and on-demand as in-company training. This course provides 32 hours of instruction delivered by an official IATA Instructor.

Prerequisites: Participants should have prior knowledge of Air cargo procedures

Recommended level: Intermediate and Management

Next class

May 16 - May 19, 2017 - Spain, Madrid (IATA)
2 additional classes are scheduled. See all

What you will learn

Upon completion of this course you will be able to:

  • Understand the air cargo industry in regards to revenue steering optimization of pricing
  • Identify the revenue management role and its principles
  • Understand yield management systems and performance monitoring
  • Recognize overbooking factors, discounted allocations and respective inventory control
  • Understand the delicate balance between demand and supply for managing revenue and its contribution effectively

Course content

  • Overview of the of the drivers and constraints of the air cargo industry
  • Structural changes and trends and their influence on revenue management
  • Revenue management principals, optimization and benefits
  • Contribution methods and margin calculations
  • Demand/capacity forecasting and handling of overbookings
  • Marketing segmentation, product and pricing
  • Scheduling

Download full outline and schedule


  • Group work
  • Discussions

Who should attend

This course is recommended for:

  • Frontline cargo agents and supervisors
  • Consolidators, freight forwarders, and airlines
  • Individuals who are new to their responsibility or recently joined the cargo industry

Certificate awarded

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 participant obtaining a grade of 90% or higher.

This course is a step toward earning an IATA Diploma in:

Additional information

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

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