Airline Distribution Strategies and e-Commerce

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About the course

5-day (40 hours) classroom course

IATA Airline Distribution Strategies and e-Commerce aviation training 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.

Download the Outline

Course Code: ALC022VEEN02

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

Airline Distribution Strategies and e-Commerce

United States, Miami (IATA)
17 - 21 November, 2025
Register before Oct 27, 2025 to take advantage of the USD100 Early Bird discount. *Terms apply
We recommend registering by 26 Oct to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 1729273
English
USD 2,175
USD 2,825
Regular*
USD 3,150

Airline Distribution Strategies and e-Commerce

United Kingdom, London (IATA)
27 April - 1 May, 2026
Register before Oct 27, 2025 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 05 Apr to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002293
English
USD 1,706
USD 2,194
Regular*
USD 2,438

Airline Distribution Strategies and e-Commerce

United Arab Emirates, Abu Dhabi (IATA)
29 June - 3 July, 2026
Register before Dec 29, 2025 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 08 Jun to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002344
English
USD 1,706
USD 2,194
Regular*
USD 2,438

Airline Distribution Strategies and e-Commerce

Spain, Madrid (IATA)
10 - 14 August, 2026
Register before Feb 10, 2026 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 20 Jul to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002395
English
USD 1,706
USD 2,194
Regular*
USD 2,438

Airline Distribution Strategies and e-Commerce

United States, Miami (IATA)
28 September - 2 October, 2026
Register before Mar 28, 2026 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 06 Sep to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002446
English
USD 1,706
USD 2,194
Regular*
USD 2,438

Airline Distribution Strategies and e-Commerce

Switzerland, Geneva (IATA)
23 - 27 November, 2026
Register before May 23, 2026 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 02 Nov to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3011822
English
USD 1,706
USD 2,194
Regular*
USD 2,438

Airline Distribution Strategies and e-Commerce

Singapore, Singapore (IATA)
7 - 11 December, 2026
Register before Jun 07, 2026 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 16 Nov to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002542
English
USD 1,706
USD 2,194
Regular*
USD 2,438

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.

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