The hyper-competitive and dynamic travel and hospitality industry demands fast, reliable, well-informed and innovative strategies / actions, to enable the players to stay ahead of the growth and profitability curve. However, the complexity and magnitude of airline / hotel operations make continual monitoring and analysis a daunting task. This is further complicated by a siloed approach of key commercial functions that are often unable to deliver the desired results due to the lack of a unified view, essential for delivering a synergized and optimal output. Critical areas such as revenue management, sales, pricing and marketing lack actionable and time-bound analytical insights, further hampering revenue optimization. Stemming revenue leakage is another key ‘unfulfilled need’ area, which compromises on the revenue generating efforts of organizations. The deluge of data, along with the inability of organizations to derive timely and meaningful insights, creates hurdles for such organizations to succeed amid stiffening competition.

Therefore, a solution that can enable the Commercial team to continually monitor, analyze and take quick decisions, backed by sound insights, can ably differentiate between a well-executed, profitable strategy and a poorly executed one.

WNS’ commercial planning suite adopts an integrated approach to the business imperatives of airlines and hotels to drive higher revenues and efficiency for them. The solution aims to create a unified view across key commercial areas, enabling trend analysis, root cause analysis and actionable insights. It leverages upon an array of decision-support solutions, data visualization and analytics tools, built on the foundation of a data infrastructure platform. A cloud-based, big data repository stores all the relevant revenue data – both historical and current – to drive quick, high-impact decision-making. The solution can be easily integrated with an airline’s / hotel’s reservation, revenue accounting & management systems, and can be accessed across devices to support the full spectrum of strategy development, planning and execution.

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Key features (Airlines)

  • Analyses KPIs across flights, sectors, routes, Origin & Destinations (O&Ds), and so on
  • Analyses class-mix and its implications on revenue generation
  • Drives insights into the traffic mix to support key decisions on pricing, network changes, inventory management, demand analysis and others
  • Performs proactive monitoring and analysis of the revenue leakage areas
  • Supports the forecasting capabilities of the revenue management systems by maintaining certain hygiene factors
  • Quickly helps identify the sales efforts on daily, weekly and monthly bases
  • Leverages upon an intuitive mechanism to identify and understand attributes that impact performance, ensuring faster and focused solutions
  • Monitors tactical efforts undertaken to boost the performance
  • Delivers insights into the distribution channel mix and provides opportunities to optimize the same
  • Includes features such as performance analyzer (up to the lowest denominator), cost of sale analyzer and contract builder, among others
  • Views and analyzes the performance of code share / interline partners at various levels of aggregation, to quickly identify opportunities and gaps
  • Understands partner performance and its impact on the overall revenues
  • Identifies opportunities to re-negotiate the key elements such as pricing, Special Prorate Agreements (SPAs) and availability, among others with the partner carriers
  • Enables periodic review of SPAs / Multilateral Proration Agreements (MPAs) to maintain competitiveness and ensure that agreements continue to be mutually beneficial to the parties involved

Key features (Hotels)

  • Analyses KPIs across hotels, rooms, F&B and other ancillary revenue streams
  • Analyses segment-mix and its implications on revenue generation
  • Delivers insights into the distribution channel mix and provides opportunities to optimize the same
  • Drives insights into the product mix (room types) and its overall impact on the revenues
  • Analyses booking pace across key attributes to identify changes in booking pace and reasons for the same
  • Quickly helps identify the sales efforts on daily, weekly and monthly bases
  • Leverages an intuitive mechanism to identify and understand attributes that impact performance, ensuring faster and focused solutions
  • Monitors tactical efforts undertaken to boost the performance
  • Helps analyse the source vs. channel mix to better optimise revenues
  • Drives insights toward total revenue production by market segment and distribution channel to understand the true value of each of them
  • Drives analytics around ancillary revenues such as spa, concierge services, car services and others
  • Quickly helps monitor slow-moving items to enable the F&B team to devise strategies around it
  • Drives customer insights to identify shift in their booking patterns and source of booking, among others

Key business benefits

  • Strategically integrate the information flowing through the commercial planning functions, including pricing, sales, revenue management and others to optimize revenues across the organization
  • Deploy a decision support system that is intuitive and enables decision-making through relevant, reliable, root-cause-based insights, focusing not only on revenue creation but also on revenue protection
  • Focus on solutions and innovations rather than disparate data and its validity
  • Leverage upon the seamless data storage and management capabilities through cloud-based big data repository to rapidly respond to evolving market conditions

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