Issue link: https://pros.com/learn/i/1172830
4 4 Tactics to Master Airline Merchandising TIP SHEET Copyright © 2020, PROS Inc. All rights reserved. This document is provided for information purposes only and the contents hereof are subject to change without notice. This document is not warranted to be error -free, nor subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission. | TS102020v02 About PROS PROS Holdings, Inc. (NYSE: PRO) provides AI-powered solutions that optimize selling in the digital economy. PROS solutions make it possible for companies to price, configure and sell their products and services in an omnichannel environment with speed, precision and consistency. Our customers, who are leaders in their markets, benefit from decades of data science expertise infused into our industry solutions. To learn more, visit pros.com/products/airline-merchandising-software/ In a highly competitive and ever-changing online travel market, it might seem that airlines are lagging behind in digital retailing. The major roadblocks for diversified ancillary strategies do relate to existing limitations in commercial systems, but also have to do with a shift in mindset and adopting change. However, carriers that realize content is their primary asset and start with these 4 tactics lay the foundations for mastering airline merchandising. Let Go of Legacy Practices and Experiment with Data and Artificial Intelligence Shift to an agile mindset. Business-as-usual in the digital economy and legacy systems are a barrier for innovation so you need to make change part of how your organization functions. With the current pace of digitization, only 8% of companies say their business model would remain economically viable 2 . The core focus of carriers like you and your competition should be introducing next-gen eCommerce systems for retail fit for the digital economy. Together with investments in business intelligence, AI, and machine learning, you can pave the path to digital retail based on data and the latest SaaS-based technology. Don't stop with technology; transform your organization. In addition to the tech stack, carriers are creating new roles and departments3 around ancillary revenue management, digital projects, data science, and analytics. Identify where your talent and skill gaps are. Set cross-departmental ancillary revenue objectives across eCommerce, revenue management, sales, and distribution and drive a shared merchandising strategy across the entire commercial organization. 4 Sources 1 CarTrawler/IdeaWorks Company 2019 2 McKinsey Digital 2018 3 PROS/Hanover Airline Digitization Study 2019