Airlines

How we see the industry

Following a period of intensive consolidation in the early 90's, the industry is now on the rise again. The large international airlines face global competition in which effective strategic alliances are an important element of success. The European market is characterized by increasing liberalization. The entry of new, flexible, lower priced carriers into the market and growing competition amongst the national airlines have resulted in a general decline in prices. Because of this intense price competition, effective market segmentation and a corresponding strategy of customization (including a two-system strategy, brand policy, etc.) are becoming more and more important. Other significant strategy and marketing challenges facing this industry are the dramatic changes in sales structure and the advance of the Internet.

Consulting services

We support your marketing and strategy development efforts with the following consulting activities:

• Development of the best strategies for pricing, service and product strategies for the optimal market launch
• Pricing audits
• Development of the most effective pricing strategies (including pricing, service and product customization) for maximum exploitation of the customers' willingness-to-pay
• Development of decision support models to accurately evaluate the effectiveness of various marketing options
• Market segmentation and corresponding marketing strategies specific to individual target groups
• Development of effective customer loyalty concepts
• Our recommendations are always based on a solid foundation of quantitative analysis. We research the available secondary information and conduct our own primary surveys. We then support our clients in implementing the recommended strategies and monitor the results change from being product-driven to market-driven.

Project example

• Introduction of a "Comfort Class" for an Airline
• Comprehensive decision support model for European air traffic
• Pricing audits and price optimization in intercontinental air traffic

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