Airline Business Diversification: Generating Ancillary Revenues (LIVE virtual classroom)



You can also take this course in-person, in a classroom: Take a look at the CLASSROOM schedule

Did you know that in the past 3 years, 196 participants from 26 countries have taken this course with IATA?

About the course

4-day (24 hours) LIVE virtual classroom course

IATA Aeronautical Information Management (AIM) aviation training course

IATA’s Airline Business Diversification: Generating Ancillary Revenues course will assist you to navigate many emerging industry disruptions and changes with new commercial opportunities and challenges in aviation. You will deepen your understanding on the impact of new technologies, evolving customer profile and preferences, as well as increasing competition and new business models in travel. You will learn how leading airlines are responding by focusing on improving their digital and analytical capabilities to shift towards an “a la carte” product offering. The course also provides the rationale and possible blueprint for this shift towards more customer centricity to maximize the share of the trip-related spending by their customers.

Download the Outline

Course code: TALG-82-VC

Course format

  • The live sessions of this virtual classroom course are delivered by an official IATA Instructor.
  • The course will take you approximately 24 hours to complete and be held over 4 consecutive days.
  • There will be 3 live interactive virtual classroom sessions per day, each session will be 90 minutes.
  • The live sessions will require your participation, with multiple Q&A sessions and additional time spent on self-study material including projects, research, additional reading and videos.
  • Student performance will be based on an assessment.

Technical requirements

Please verify your hardware, software and network to support your upcoming course with IATA Training.


  • Recommended level is Entry-level and Intermediate.
  • 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

To arrange in-house training for your company: Complete the in-house training request form or contact the B2B Training Specialist in your region.

Virtual venues

We schedule our virtual classroom courses through one of 3 virtual venues, each in a different time zone for your convenience. For more information, please visit our page on virtual classroom timing or contact our Customer Portal.

Please check the exact schedule of each class below (View more details) and click ‘Register’.

Next class

Airline Business Diversification: Generating Ancillary Revenues (LIVE virtual classroom)

Virtual Session Americas (IATA)
10 - 13 July, 2023
Register before Jun 19, 2023 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 26 Jun
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172271
USD 1,440
USD 1,880
USD 2,100

2 daily LIVE sessions:
9:00-10:30 & 11:30-13:00 Miami/Montreal
15:00-16:30 & 17:30-19:00 Geneva/Paris
17:00-18:30 & 19:30-21:00 Dubai
13:00-14:30 & 15:30-17:00 UTC
Please note that these timings may be subject to change.

What you will learn

Upon completion of this course you will be able to:

  • Discuss the strategic importance and revenue potential of ancillary products and services
  • Apply a customer focus and customer journey-based view to ancillary strategy design and execution
  • Explain how and why airlines worldwide are adapting an “unbundling” approach to improve competitiveness
  • Make the differentiation between the most important airline and partner ancillary products and services
  • Recognize and apply best practices for using data and e-commerce methods to maximize revenue
  • Develop your own roadmap for achieving modern and effective airline retailing and e-commerce

Course content

The key topics that are covered during this course include:

  • The growing critical importance of airline ancillaries
  • The airline customer journey and ancillary strategy
  • Ancillary revenues as a competitive advantage
  • The cross-functional impact of ancillary revenues
  • Business models and the customer segment impact
  • Maximizing the “share of customer wallet”
  • Internal and external distribution systems
  • Branded fares and high value ancillary products
  • Retailing and improving e-commerce capabilities
  • Segmentation and offer personalization
  • A/B testing, CRO and multi-channel targeting


  • Pre-course learning materials
  • Interactive classroom sessions
  • Group exercises
  • Case studies
  • Individual assessment

Who should attend

This course is recommended for:

  • Airline sales and business development staff
  • Airline directors of non-commercial functions
  • Airline systems and sales channel managers
  • Airline brand and marketing professionals
  • Aspiring beginners interested aviation careers

Certificate awarded

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.

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