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Cost Effectiveness and Revenue Optimization in Ground Operations (Classroom, 3 days)



Discover strategies to control costs and improve your revenue performance as an airline or service provider. Gain a focused ground operations perspective on resource optimization, subcontracting and product segmentation to make the right decisions in your operations.

Available as: Classroom & In-Company course
Duration: 3 days (24 hours)
Recommended level: Professional & Management
Prerequisites: None

What you will learn

  • Identify the key cost elements in your ground handling activities
  • Make an informed decision about insourcing and outsourcing services
  • Establish a baseline for measuring service levels and maintaining consistency
  • Find and select the right equipment and IT systems to increase productivity
  • Understand the “legacy” and “budget” carrier pricing models and fee structures
  • Provide optimal customer service and meet stakeholder expectations

Course content

  • Cost Analysis
    • Manpower
    • Buying and leasing ground support equipment (GSE)
    • Commissions and royalties
    • Overheads
  • Outsourcing and insourcing
    • Key decision drivers
    • Contract duration and Service Level Agreements (SLAs)
  • Manpower and GSE planning
    • Legislation issues
    • lT solutions and new technology
    • Not buying more than you need
    • Communications solutions
    • Multitasking best practices
    • "Smart" handling
  • Revenue Optimization
    • Baggage handling
    • Handling passengers with reduced mobility (PRM)
    • Business jet handling
    • Airline ticketing and local support
    • Pricing models and strategies

Download full outline (pdf)

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 participants obtaining a grade of 90% or higher.

Who should attend

  • Airline management involved in airport operations or finance
  • Ground service provider management


Additional information

© International Air Transport Association (IATA) 2014. All rights reserved.