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The new normal customer: New decision criteria determine how airlines can adapt their revenue management, sales and distribution

Remember the good old days, when travelling was so simple? You just had to book a ticket and hop on the plane. However, the current pandemic has brought a paradigm shift in terms of decision-making criteria for travelling. Covid-19 has led to new personal factors determining the willingness to travel and the ability to travel has been significantly influenced by new external factors. The impact on the airline business and its current revenue management and sales structures is immense. Airlines need to understand these changes and react with flexible adjustments to their RM and sales strategy.

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This article is part of Lufthansa Consulting’s ongoing series Shaping flexible organizations: how to deal with Covid-19 uncertainties focusing on the new decision criteria of customers and how to adapt the revenue management, sales and distribution strategy. 

If you are working for an airline, airport, ground handler, OEM, MRO or an aviation authority, we invite you to follow our article series on shaping flexible organizations.

Other articles in the series “Shaping flexible organizations”

A customer experience perspective on how to deal with COVID-19-induced uncertainties

Flexible rightsizing of airline staff in times of uncertainty

Shaping flexible organizations: an organizational perspective

Stronger together: airline partnerships as a means of surviving COVID-19 and thriving thereafter

Shaping flexible organizations: how to deal with COVID-19-induced uncertainties
 

Award

Best of Consulting

For the second time in a row Lufthansa Consulting has been awarded the renowned consultancy prize "Best of Consulting" by the German weekly business news magazine WirtschaftsWoche. The “Excellent” award went to a successful Air Service Development project with Auckland International Airport, the largest airport of New Zealand and the third busiest international airport in Australasia. Lufthansa Consulting and its client Auckland International Airport are incredibly pleased about the award and that the WirtschaftsWoche jury could also be convinced of this successful project. Both look very much forward to their further productive and prosperous cooperation.