Research report

Thinking like a retailer: 5 key merchandising considerations for airlines

Frost & Sullivan

Frost & Sullivan, are the world leader in growth consulting and the integrated areas of technology research, market research, mega trends, economic research, best practices, training, customer research, competitive intelligence, and corporate strategy.

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"Thinking like a retailer", a new Frost & Sullivan report commissioned by Amadeus, gives readers insight into the 5 essential elements airlines must consider in their merchandising strategy to unlock the retail mindset.

5 key merchandising considerations for airlines

The crux of the report is about the impact and performance of different merchandising techniques. It considers what, when and how airlines can best satisfy their traveler needs and desires to meet their revenue generation and customer satisfaction KPIs. For example, what products and services are most relevant at which specific time in the traveler journey? Which channel and device should be employed when to bring the greatest revenue returns? How does traveler targeting and travelers' perception of value, impact airline performance?

The report gives concrete ROI figures plus clear guidance and insight on how to approach the "what, when and how" questions that airlines need to answer and execute to become true retailers.

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Merchandising, Research