A leading airline was seeking to identify the root cause of non-performance across key sectors in a specific region, find potential solutions and thereby enhance revenue
WNS leveraged its proprietary Commercial Planning Suite, a cloud-based analytics platform, to gain a unified view across passenger and ancillary revenue streams, and generate actionable insights
The solution delivered key benefits including identification of ~10 percent revenue growth opportunity
Airlines have access to enormous amounts of data from multiple sources, including customers, online travel agencies and third-parties. However, the key challenge for airlines is in synthesizing this data using the right analytical tools to generate actionable insights in real-time. These insights help identify potential revenue improvement opportunities across key business functions such as sales and distribution, and revenue management.
Its performance was dipping across key sectors in a specific region. The airline was unable to identify the problem areas that were impacting its potential to improve revenue and increase market share.
WNS deployed its proprietary Commercial Planning Suite (CPS) to provide an end-to-end solution to the airline’s challenges. CPS is a cloud-based platform, which creates an integrated view across key commercial areas, enables trend analysis and root cause analysis, and generates actionable insights.
CPS has been built on the foundation of a data infrastructure platform and leverages a variety of decision-support solutions, data visualization and analytical tools.
Advanced analytics was applied to the data sources to generate intuitive dashboards across passenger and ancillary revenue streams, and offer insights on:
Performance of key agents across competition to ensure fair share
Distribution mix to identify opportunities and enhance revenue
Traffic mix and identification of gaps when benchmarked with competition
Analyzes Key Performance Indicators (KPIs) across flights, sectors, routes, and Origin and Destination (O&D)
Analyzes class-mix and its implications on revenue generation
Views and analyzes the performance of codeshare and interline partners at various levels of aggregation to identify opportunities and gaps
Delivers insights into the distribution channel mix and opportunities to optimize the same
Understands partner performance and its impact on the overall revenue
Analyzes the performance of alliance partners across key revenue parameters; offers insights into productivity and pricing, which in turn allows for revenue enhancing opportunities and negotiation of agreements
Identifies opportunities to re-negotiate key elements such as pricing, Special Prorate Agreements (SPAs) and availability with partner carriers
Enables periodic review of SPAs and Multilateral Proration Agreements (MPAs) to maintain competitiveness and ensure that agreements continue to be mutually beneficial to all parties
The insights generated by CPS enabled better performance-related communication between the airline’s sales team and trade partners, paving the way for increasing market share. Other key benefits delivered include:
~20 percent improvement in team productivity as the time taken for the entire process of insight generation was reduced significantly
Identification of 7-10 percent revenue improvement opportunity in O&D demand
Identification of 5-10 percent improvement opportunity in ancillary revenues by analyzing key contributors, trends and marketing opportunities
Identification of 2-3 percent improvement opportunity in quality of revenue by ensuring an optimal class-mix in ticket pricing
CPS is a cloud-based, state-of-the-art, decision-support platform that harmonizes data for various commercial functions from disparate sources. The platform adopts an integrated approach to drive higher revenue and efficiency. Its cloud-based big data repository of revenue, cost of sales and related information enable quick and high-impact decision-making. CPS can be accessed across geographies on multiple devices.
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