Airport Route Development and Commercial Management (Classroom, 5 days)


The airport business model is undergoing a massive transformation as airports around the world are becoming privatized, self-financed entities. Today’s airports are expected to finance US$350B of infrastructure development, while keeping airport charges in check and keeping commercial activities profitable.

This course will teach you how to design and implement a development strategy for two key revenue generators, routes, and commercial management. Through exercises, you will learn how to determine the right mix of aeronautical and non-aeronautical services being offered to satisfy the customers, airlines and bottom line of any airport.

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

Course Code: TAPG-47

Course format

  • This classroom course provides 5 days (40 hours) of instruction delivered by an official IATA Instructor.
  • Student performance will be based on an assessment


  • Participants should have a good knowledge of airport business and operations
  • 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

Next class

Airport Route Development and Commercial Management (Classroom, 5 days)

Sweden, Stockholm (IATA)
19 - 23 October, 2020
Register before 28 Sep, 2020 for a USD100 discount
Please register by 28 Sep
All prices are before tax. Class no: 109897 English
Dev. Nations
USD 2,590
USD 3,330
USD 3,700

1 additional classes are scheduled

Airport Route Development and Commercial Management (Classroom, 5 days)

United States, Miami (IATA, ACCET Accredited)
7 - 11 December, 2020
Register before 08 Sep, 2020 for a 20% discount
Please register by 16 Nov
All prices are before tax. Class no: 109899 English
Dev. Nations
USD 2,590
USD 3,330
USD 3,700


The IATA Training Center in Miami is ACCET Accredited

A regional course discount (up to 10% discount) is available for classroom courses at IATA Training Centers in the Americas (excluding Canada).

To claim the discount, enter 'LatAmTraining' in the promotional code field during your registration. The discount will be deducted automatically from the course price. This discount will be applied in addition to any qualifying early bird promotion.

Miami Training Center Information

What you will learn

On completion of this course you will be able to:

  • Determine your airport’s position in the competitive airport landscape
  • Design and implement an effective route development strategy
  • Formulate a comprehensive commercial strategy to boost non-aeronautical revenue
  • Find synergies between your aeronautical and non-aeronautical profit sources
  • Evaluate new and alternative revenue streams

Course content

  • Airport business environment and economics
  • Business and commercial marketing strategy
  • Differentiation in route development
  • Redefining the commercial consumer strategy
  • Selecting the optimal commercial product mix
  • Property management and other non-aeronautical revenue streams
  • Marketing intelligent investments
  • Commercial management structure

Download the Outline

Who should attend

This course is recommended for:

  • Airport managers and consultants
  • Airport operations managers and consultants
  • Airlines affected by airport privatization

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.

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