Business travelers are high-yield customers who are less price sensitive. They travel more often, book closer to departure, choose more expensive seats, and pay more.
Corporate sales and business travelers represent a significant revenue stream, driving up to 55 –75% of profit for top airlines, but yet, they account for as few as 10% of passengers.1
As airlines look to drive revenue and generate profit, the ability to capture, keep, and grow corporate sales is critical. But before you can drive significant revenue through corporate sales, you have to rethink the manual, and often error-prone process.
Common Challenges and How PROS Solves Them
Are you delivering the right offers with the right mix of discounts and soft factors to capture more corporate business at higher revenue? Are you relying on a one-size-fits-all process with limited flexibility?
In order to win corporate buyers, keep them, and increase their spend, your sales teams need to create tailored discounts and benefits that align with each organizations’ priorities. AI-fueled sales intelligence can help your teams leverage data to deliver revenue optimal quotes that offer the right mix of discounts and soft factors/incentives.
The ability to configure discounts with market- and account-specific strategies and parameters such as negotiated numbers of trips, fare types, route specifications, total flown revenue, and soft factors like lounge access and baggage is extremely complex. You need a solution that allows your teams to manage and amend deals—in bulk—while supporting different T&Cs per country, region, and different currencies, as well as the ability to renew, extend, and terminate quickly and easily.
With PROS Airline Corporate Sales, you’re able to create optimal offers for each company, taking all these factors into account, delivering exceptional customer experiences and maximum revenue.
Is your corporate quoting process inefficient? Does quoting require multiple iterations with layers of approvals across several teams?
The current process for corporate sales contracting is inefficient and error prone. It takes days, or even weeks and requires many iterations. PROS Airline Corporate Sales allows your sales team to quote directly within your CRM, with optimized workflows and automation for every use-case, plus centralized discount rules to deliver faster quotes.
With an AI-based solution that delivers offers spanning your full airline product portfolio and streamlines collaboration with rule-driven approvals across corporate account managers, revenue management, and pricing teams you can:
- Quote faster, increasing efficiency by 67% on average
- Reduce email communications by up to 75%
Is it difficult to manage corporate quotes across joint venture and alliance partners?
Most corporate sales solutions don’t have the capability for airlines to collaborate across external partners which increases complexity and creates inefficiencies. You need a single solution for your teams that includes shared access for your partners. This allows partners to access quotes assigned to them and add incentive structures and pay plans into their lines of business.
With rule-driven scoring and approvals, line-level discounting structure and summary metrics, PROS allows you to streamline collaboration and maintain, manage, and manipulate all contract rates.
Do you have poor visibility over account-level insights? What about corporate performance and expected pay-out?
Data visibility is crucial to corporate sales management. Whether it’s current performance, expected pay-out or priority sales engagements, your team needs access to actionable, deal-level analytics at a moment’s notice.
With the PROS Airline Corporate Sales, your sales staff are equipped with what they need to deliver exceptional customer experiences demanded by this profitable business segment.
To learn more about PROS Airline Corporate Sales, please contact us at airlines@pros.com.
1Jane L. Levere, “Best guess on when business travel will recover? It could be years,” New York Times, July 13, 2020, nytimes.com.