How Japan Airlines is Modernizing Revenue with PROS Continuous Pricing

With more than 15 years of partnership, PROS has played a key role in supporting Japan Airlines’ revenue management evolution. As part of its modernization roadmap, JAL selected PROS Continuous Pricing as a foundational step, enabling greater pricing flexibility beyond traditional booking classes, expanding customer choice, and unlocking new revenue opportunities.

A key part of this evolution is seamless integration within JAL’s broader IT ecosystem. PROS Continuous Pricing connects with existing availability, shopping, and booking platforms, including Amadeus RAAV, enabling precise, dynamic pricing across sales channels while maintaining the control and scalability needed for modern airline retailing.

In this customer interview, Kenta Arakawa, Senior Manager of Revenue Management & Distribution Strategy, and Kentaro Goto, Senior Manager of Revenue Management Operations, Planning & Support at Japan Airlines, share how PROS supports JAL’s modernization roadmap, from Offer & Order transformation to continuous pricing adoption, and the impact it will have on both revenue performance and customer experience.

Watch the video to learn how Japan Airlines is building a smarter, more flexible retail ecosystem with PROS Continuous Pricing.

Video Highlights

• 0:51 – PROS and JAL have a long history together. How is PROS supporting your revenue strategy today?
• 1:40 – As airline retailing brings momentum, how is JAL approaching the Offer & Order transformation, and what role does PROS play in enabling that progress?
• 2:12 – As airlines move toward a customer centric model with continuous pricing, what led JAL to select PROS? How do you plan to integrate continuous pricing into your retail ecosystem?
• 3:02 – What benefits does continuous pricing bring from both a revenue strategy perspective for JAL and a value perspective for your customers? What outcomes do you expect to achieve?

Frequently Asked Questions

Full Transcript

I’m Kenta Arakawa. I’m a senior manager of revenue management and distribution strategy.

I’ve been working for this department for ten years and recently we developed some task force for offer order and we realized we need some distribution strategy that’s why we covered distribution strategy as well. Very nice to meet you.

My name is Kentaro. I’m senior manager in revenue management planning department.

And I have been working in revenue management system enhancement for the past seven years. Thank you.

Yeah, as I said, we have a long history. We’ve been working together more than fifteen years. So it starts from right after we went bankruptcy.

At that time, we have a two companies, domestic organization and international organization. But thanks to PROS, we merged into together and also we used the PROS O&D RM system and also you helped us of serve the professional service to think about what is the best practice for It’s a great help. Thanks to PROS.

Honestly, we just kicked off the offer order task force. But as everyone knows, PROS has very high strength in the offer optimization and revenue management area. So I believe and I am confident that PROS can build a roadmap with us.

So as he explained, PROS has a strength in offer optimization area as well as revenue management territory. So towards offer optimization, yeah, everyone knows classless pricing, but PROS has already had such mechanism. So we thought it is the best solution for us and it fit our purpose. That’s why we selected PROS system towards best offer & order mechanism to provide the maximum value to the customer.

I think there are two things.

First, for JAL, we can get more incremental revenue.

And as a second for the customer, more opportunity to purchase the ticket.

Currently, customers have a limited opportunity to buy at the RBD level. But in the future, after implementing PROS module, we can offer ladder-less opportunities to the customers to purchase.

I believe it will be the new value to the customers.

Thank you.

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