In short, the Ancillary Revenue Framework (Post-Booking) was designed based on the hands-on experience and best practices of those in the ecommerce and airline industries. If you are an airline ancillary revenue professional, this framework can help you increase your ancillary revenue. It provides you with a step-by-step maturity evaluation for the four key areas and guides you in how to advance your skills in each area. This framework was first presented at the 11th Ancillary Merchandising Conference in Mallorca. You can read about why you need to master post-booking if you want to become an airline ancillary revenue leader here.
The idea to create an ancillary revenue post-booking framework was conceived during the typical airline – IT solution provider discussions. Experiences and research from various airline booking and post-booking engines (IT solution provider’s view) provides one piece of the puzzle. On the other hand, real practical experience from implementation of ancillary strategy (airline ancillary professional’s view) can be even more valuable for you as an airline professional. The final aspect was gathering ecommerce upselling and cross-selling best practices (digital marketing professional’s view) that can help you improve your e-retailing skills.
As a result, we identified four key areas you can work on, which are laid out in the framework. If you want a successful ancillary upselling and cross-selling process, you need a consolidated strategy that integrates all areas. These areas are:
However, we wanted further validation of the framework. This is why Diggintravel and Switchfly conducted a survey that included 23 airline ancillary revenue professionals. You can learn more and review the full results of the Global Ancillary Revenue Survey results here.
Most of all, our survey was primarily designed to get real feedback from airlines about their processes and tactics in each of the four key areas. Based on the survey results and analysis, we fine-tuned the framework. Additionally, we created guidelines you can use to benchmark your processes and plan your next steps in each area.
One of the first findings from the survey was that many airlines are at different maturity stages in each area and process. Therefore, we first created a step-by-step post-booking ancillary revenue maturity model for each of the four key areas. Based on this framework, you can assess the maturity of your processes. In addition, you can find survey stats to benchmark yourself against the ancillary revenue leaders.
Download the PDF version of the ancillary revenue post-booking framework here. Additionally, if you want the Global Ancillary Revenue Survey PDF Report, you can download it here.
In the future, we’ll dig in (we are Diggintravel, after all!) deeper into the four key areas and provide you with more guidelines for the key processes of each. Make sure you download the framework and subscribe to our newsletter to be the first to receive new materials!
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