Airline Distribution Strategies and e-Commerce (classroom)
Did you know that in the past 5 years, 135 participants from 33 countries have taken this course with IATA?
About the course
5-day (40 hours) classroom course
The Airline industry is undertaking the transition process towards more customer-centricity and the implementation of modern retailing best practices. The aim of this transition is to improve “repeat purchase” by addressing most customer travel needs, safeguard the existing customer reach via third parties, generate more revenues and optimize customer acquisition and indirect distribution costs. In this 5-day IATA Airline Distribution Strategies and e-Commerce course, you will learn about todays and future airline distribution technologies, the revenue potential of different distribution channels and associated costs (digital channels, GDS, NDC, partnerships).
Upon completion of the course, you will have the toolset and the skillset to distinguish between various airline customer profiles and map out the most common customer journeys and most effective sales touchpoints. The course also outlines modern e-commerce sales and profit maximization capabilities and builds your capacity on how industry best practices can be mapped, project managed and rolled out at your airline in line with your business model. The learning methodology is based on the concept of “experiential learning” and consists of highly engaging and interactive real life case studies.
Course Code: TALM-32
Course format
Prerequisites
- Recommended level is Intermediate and Advanced.
- The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.
How to register
In-house training
To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.
Next class
Italy, Milan (PRO-HST)
18 - 22 September, 2023
Register before Jun 18, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 28 Aug
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 173009
English
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2 additional classes are scheduled
United States, Miami (IATA, ACCET Accredited)
23 - 27 October, 2023
Register before Jul 23, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 02 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 171987
English
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United Kingdom, London (IATA)
27 November - 1 December, 2023
Register before Aug 27, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 06 Nov
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 173035
English
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What you will learn
Upon completion of this course you will be able to:
- Learn about the past, modern and future airline distribution technologies and costs (digital channels, GDS, NDC, partnerships)
- Discuss key strategic considerations for airlines from customer reach, revenue independence and cost of customer acquisition
- Distinguish between various airline customer profiles and map out most common customer journeys and sales touchpoints
- Map out the short- and long-term pros and cons of shifting from legacy distribution systems to modern day retailing tools and methodologies
- List modern e-commerce sales maximization capabilities and how to apply them in practice
Course content
The key topics that are covered during this course include:
- Airline distribution technologies and channels
- Role of GDS, new industry entrants and NDC
- Strategic aspects: customer reach, revenue independence and customer acquisition cost
- Industry shift towards customer centricity
- Customer journey and sales touchpoints
- The use and value added of historical data
- Changing customer profiles and expectations
- E-commerce tools and airline best practices
- Distribution channel and payment mix management strategy
- SEO, CRO, AB Testing and other methods
- Multi-channel targeting
Activities
- Cases studies
- Presentations
- Interactive group exercises
Who should attend
This course is recommended for:
- Airline or Airport commercial decision makers
- Sales channels (web and app) managers
- Data scientists, BI and IT managers
- Biz development and product managers
- Pricing and Revenue Management professionals
- Marketing and e-commerce professionals
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