Main IATA navigation

Revenue Management for Practitioners with simulation (Classroom, 4 days)

DescriptionPrices & Registration
Did you know that in the past 3 years, 557 participants from 76 countries have taken this course with IATA?


Gain a competitive advantage with this advanced course on airline revenue management (RM) concepts, and validate your learning using our sophisticated airline management revenue simulator. Learn how to maximize your revenue by achieving a balance between demand, reservation scheduling and variable pricing, and strengthen your analytical skills for critical tasks and situations. In this 4-day course you will evaluate the different revenue management systems currently available, analyze inventory control, pricing issues and recent trends.

Our unique RM simulator will enable you to experience hands-on management of your own airline in a competitive environment using the full range of tactics and features of a complex revenue management system. Learn how to defend your market share and optimize revenues, react to specific simulated effects such as denied-boarding and no-shows, and adapt your strategy when competitors enter the market.

This course is available at IATA Training Centers, Regional Training Partner locations, and on-demand as in-company training.

Course format

  • This classroom course provides 4 days (32 hours) of instruction delivered by an official IATA Instructor.
  • Student performance will be based on an assessment


  • Participants should have a minimum of 2 years of experience in revenue management or similar
  • Recommended level is Management and Professional
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or equivalent for other languages.

Next class

May 28 - May 31, 2018 - Germany, Frankfurt (IATA)
2 additional classes are scheduled. See all

What you will learn

After completing this course you will be able to:

  • Review your revenue management processes
  • Review your pricing approach
  • Apply specific RM steering methodologies
  • Analyse and use your Revenue Management System more effectively
  • Handle demand influences (seasonality and events)
  • Explain and handle the characteristics of connecting traffic
  • Choose the right systems
  • Appraise competitor behavior and develop counter strategies
  • Counter spiral-down effects: self-fulfilling prophecy

Course content

  • Pricing approaches / dynamic pricing
  • Fare integrity through booking class assignment
  • Determination of the right business rules
  • Flight categorization
  • RM systems (leg-based / O&D-based): forecast and optimization
  • Handling market changes: calibrate and influence RM systems
  • Overbooking and denied boarding
  • Cancelations and decrementing
  • Spiral-down effect in RM systems
  • Connecting traffic principles (Bid pricing vs. bucket control)
  • How to react to competitor behavior

Download the course outline


  • Simulation exercises

To request a demonstration of the Revenue Management Simulator please send your email addresses, phone number, company name and job title to: training.airline@iata.org

Related courses

Who should attend

This course is recommended for airline and non-airline staff and specialists in:

  • Revenue management and pricing
  • Network planning, scheduling

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.

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

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


Thomas Grostad, Widero Flyveselskap AS
This is an excellent course for every employee working with revenue management no matter what level of expertise you already possess in the discipline. The course takes you through the essential subjects in revenue management, triggers a curiosity to further enhance knowledge in the field, and also fill the gaps you may have in the area. The course help every employee working with revenue management to shape a healthy mindset needed to maximize revenue for its company.

Tony Santos, Kuwait Airways
This course is an excellent compilation of study materials which is must for any Pricing/Revenue management staff. IATA has done a splendid job to have the course tailor-made and suitable with practical solutions.

Subject areas

Find related courses:

Need Help?

Contact us

Our mission is to represent, lead and serve the airline industry

Additional information