Main IATA navigation

HomeTrainingSearch Courses

Ancillary Revenue Strategies (Classroom, 4 days)

DescriptionPrices & Registration
Did you know that in the past 4 years, 207 participants from 24 countries have taken this course with IATA?


Ancillary revenue is generated through direct or indirect sales to passengers as a part of the travel experience, through a la carte features, commission-based products, frequent flier programs, and advertising sold by the airline. In the last decade ancillary revenues have grown to approach US$50 billion within the airline industry.

Ancillary Sales are now common practice in all airlines, from ultra-low cost carriers to premium legacy carriers. Through case studies and discussions learn how ancillary sales work, the impact on airline and distribution systems, and how to develop ancillary revenue.

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.


  • There are no prerequisites for this course
  • 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

Oct 01 - Oct 04, 2019 - United States, Miami (IATA, ACCET Accredited)
3 additional classes are scheduled. See all

What you will learn

Upon completion of this course you will be able to:

  • Recognize different types of ancillary revenues and how they change revenue streams
  • Determine the range of benefits that can be expected
  • Assess the risks associated with the ancillary revenues implementation
  • Evaluate ancillaries’ offer and which sales channels to distribute
  • Determine the cost and value of ancillary revenue implementation
  • Identify the system requirements including, revenue management and pricing

Course content

  • Ancillary sales and their impact on airline and distribution systems
  • History of ancillary revenue
  • Ancillary revenue streams
  • Impact of ancillary revenue on IT systems
  • Importance of ancillary revenues
  • Costs and revenue associated with ancillary products
  • Implementation challenges
  • Passenger services under the airline ancillary service
  • Distribution channel management

Download the course outline


  • Case studies
  • Examples

Who should attend

This course is recommended for:

  • Airline sales and marketing managers
  • Airline finance and account managers
  • Distribution managers
  • Website and IT managers

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.

Subject areas

Find related courses:

Need Help?

Contact us

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

Additional information