Skip to main content

Test Home
You & IATA


You are here: Home » Training » Search Courses

Cargo Revenue and Yield Management (Classroom, 4 days)

DescriptionPrices & Registration


This course provides you with a solid foundation of cargo revenue management, price optimization, and revenue steering in the air cargo industry. Over four days, you will gain a comprehensive, valuable and practical insight into revenue management drivers and constraints in the air cargo industry though lectures and exercises. You will explore demand and capacity forecasting, and examine the importance and complexity of scheduling, providing you with the potential to have a direct impact on your company’s performance.

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.

Next class

May 17 - May 20, 2016 - Switzerland, Geneva (IATA)

2 additional classes are scheduled. See all

What you will learn

Upon completion of this course you will be able to:

  • Outline the process of revenue steering and price optimization in the air cargo industry
  • Understand the role and principles of revenue management
  • Recognize yield management systems and how to monitor the performance
  • Appreciate overbooking factors, discounted allocations and respective inventory control
  • Understand the delicate balance between demand and supply for effectively managing revenue and contributions

Course content

  • Overview of the of the drivers and constraints of the air cargo industry
  • How structural changes and trends influence revenue management
  • Revenue management principals, optimization and its benefits
  • Contribution methods and margin calculations
  • Demand/capacity forecasting and handling of over-bookings
  • Marketing segmentation, product and pricing
  • Scheduling

Download full outline and schedule


  • Group work
  • Discussions

Who should attend

This course is recommended for:

  • Frontline and supervisors from cargo agents, consolidators, freight forwarders, airlines involved in the transport of air cargo
  • Individuals wishing to enhance or refresh their knowledge
  • Individuals new to their role or 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

Subject areas

Find related courses:

Additional information

© International Air Transport Association (IATA) 2016. All rights reserved.