Consumers
have become very savvy e-commerce shoppers, with high expectations for both ease
and personalization as they search and purchase products online.
While airlines
have been talking about the need to modernize their retailing strategies for
some time, work has certainly accelerated in recent years, particularly as IATA’s
New Distribution Capability (NDC) standard has been more widely adopted.
But there is
still a long way to go.
Prior to
joining Sabre two years ago as vice president of product management for retail
intelligence and revenue optimization, Bhaskara Guntreddy spent more than two
decades working for Etihad and Emirates airlines in revenue management and
innovation roles.
In a
discussion with PhocusWire editor in chief Mitra Sorrells, Guntreddy explains
why offer optimization is so difficult to achieve and offers concrete tips for
airlines as they work to create more personalized offers.
Guntreddy discusses
the need for a “value measurement framework,” as well as the importance of
trust, a “glass box” rather than “black box” approach. And he explains why
airlines should move from a focus on lowest price to offers that are the most
relevant and offer the best value for the money.
Watch the
full interview below.
Key strategies for airlines to achieve offer optimization