Enhance your revenues while keeping costs under control

New disruptive technologies, the ubiquitous availability and use of digital devices like smartphones and the commoditization of the airline products make it harder and harder to stay competitive. Improving customer experience is imperative to ensure long term profitability and competitiveness for your airline. A comprehensive customer management approach is therefore essential in today’s successful and professional airline business.

The knowledge of customer needs along their journey, as well as market requirements and the beneficial capitalization on an effective customer interaction are critical business success factors. 

We at Lufthansa Consulting will help you create a strategy to leverage the potential of digital transformation by using advanced analytics to obtain customer insights and produce meaningful passenger experiences. We will help you to harmonize customer oriented processes and build adequate organizational structures.

Sustaining a competitive airline product satisfies your existing customers and increases their loyalty. Aviation product innovations help you to win new customers, increase your market share and boost revenues.
We are experienced in evaluating in-flight and ground product and service performance along the entire customer journey. Focusing on customer satisfaction, revenue enhancement and cost reduction we define measures to optimize your airline’s product and service quality.
Establishing processes, defining roles and evaluating ideas stimulates your aviation product innovation capabilities. We also offer market entry support to shorten time-to-market for your product and service ideas.
Based on your individual requirements we help you to develop the optimal strategy for setting up or enhancing your aviation customer loyalty management as a profit driver targeting both the external attractiveness of your program and internal efficiency.
How much additional profit will an increase in your marketing budget generate? With advanced aviation marketing management and selective evaluation methods we support you in measuring the impact of your marketing programs and campaigns.
Is your brand promise consistent and recognizable across all touchpoints? Using customer insights we help to optimize your airline brand management and passenger satisfaction to achieve increased customer loyalty.

The aeronautical business is an airport’s core competency and the basis for commercial success. Air Service Development (ASD) aims at achieving higher revenues earned through aeronautical sources but is also linked to greater non-aeronautical revenues. Airports of all sizes benefit from sustainable traffic growth, an enhanced destination portfolio and more airline customers. 

Unlocking this potential is a challenge for airports because airline network decisions drive the airports’ business development opportunities. Our experts understand the airline planning process and airline commercial decision criteria. We provide the necessary airline network management skills and the essential access to relevant traffic data and tools. Successful negotiations are achieved by understanding that airlines focus on a different set of KPIs to airports.

For more than two decades, Lufthansa Consulting’s experts have supported airports in their Air Service Development activities. Our experts typically start with a market potential analysis to assess the airport’s true demand for air services. We use Route Studies to illustrate the potential of relevant unserved and underserved routes. This is supported by an airport incentive scheme tailor-made to the type of traffic the airport client wants to attract. Finally, Lufthansa Consulting and the airport jointly approach the target airlines with these ready-to-use marketing materials to demonstrate the route’s potential. In addition, we develop ASD marketing strategies, offer airline commercial optimization workshops and ASD training.

To ensure competitiveness and sustainability, your airline should adapt to market needs and customer requirements. By introducing a customer-centric strategy your airline can gain a competitive advantage and optimize the cost-revenue ratio of your sales and distribution. The key is to define a sales strategy that results in offering what your customers actually desire, rather than concentrating on selling products. Customers have become used to a customized product offer, which serves their specific needs. One way to meet this requirement is to start merchandising airline products, rather than relying on traditional sales techniques. In addition, defining the appropriate ancillary product strategy helps you not only to increase your revenues, but also to enhance your customers’ experience by offering them exactly the services they require.

Our experts offer solutions which allow you to adapt your airline sales and distribution strategy to the needs and requirements of your customers thus introducing a customer-centric approach. Services include preparation for NDC, merchandising as well as ancillary revenue strategies.

Our airline network planning experts advise you in developing network and fleet strategies for both passenger and cargo airlines. We offer airline network consulting to improve your overall network, identify the ideal schedule scenario or define your long-term fleet development. Your airline operates with optimized capacity and aircraft utilization due to our airline scheduling experience, tools and databases.

Whether you are a regional airport or an international hub, we offer air service development strategies to help you to acquire and retain airline customers. Our consultants are experienced in market potential analysis, air traffic forecast and in identifying underserved routes. We evaluate the most suitable aircraft to serve the identified routes and recommend the optimal frequencies.

Our expert evaluations help your aviation business to establish a sustainable network and capacity that meets market demands.

Our experts develop the appropriate airline pricing and revenue management strategies based on your business model, target customers and your individual competitive environment. You will actively be supported by our specialists in implementing processes to improve your demand forecast and to optimize your revenues. Innovate your ancillary revenue strategy to offer the right fare families or branded fares, and explore the opportunities that NDC can offer you. 

An optimal IT solution is crucial for your pricing and revenue management processes. Our consultants have a detailed insight into the available systems in the marketplace and will assist you every step of the way in evaluating, selecting, customizing and implementing the most appropriate tools for your airline. If you plan to introduce a Premium Economy cabin or Economy Plus fares, we accompany you through the process considering all revenue management and product aspects.