The hyper-competitive, dynamic airline industry demands fast, reliable, well-informed and innovative strategies / actions, to enable the players to stay ahead of the curve in terms of profitability and growth. However, the complexity and magnitude of airline operations makes continual monitoring and analysis a daunting task. This is further complicated by a siloed approach of key commercial functions that fail to deliver the desired results due to the lack of a unified view, essential for delivering a synergized output. Critical areas such as Revenue Management, Sales, Pricing, Network Planning, Code Share & Alliances lack actionable and time-bound analytical insights, further hampering revenue optimization. Revenue integrity is another key area, which compromises on the revenue generating efforts of airlines worldwide. As per industry estimates, airlines can prevent at least 1-2 percent revenue loss by addressing these challenges. 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 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 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

  • Analyses KPIs across flights, sectors, routes, Origin & Destinations (O&Ds), etc.
  • 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, etc.
  • 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, contract builder, etc.
  • 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), availability, etc. 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 business benefits

  • Strategically integrate the information flowing through the commercial planning functions, including scheduling, pricing, sales, revenue accounting and management to optimize passenger, cargo and ancillary revenues
  • 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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