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White paper

Achieving flexible sales through merchandising recovery guide

As travel restrictions are gradually lifted, we see a recovery in passenger numbers, albeit with a high degree of uncertainty. Today, airlines need to determine how they can best maximize their revenue with those passengers that are flying at this stage. This recovery guide focuses on merchandising, which can be a significant airline revenue source.

In the current crisis, airlines are looking for new ways to drive traffic back to their websites, increase basket size, and instill confidence in travelers that it's safe to travel. Airlines can define merchandising strategies to personalize offers, boost demand, and reinforce their brand in the market by analyzing traveler behavior.

A1.4 pp increase of ancillary services salesas a percentage of global revenue in 2020 shows that airlines can deliver good quality merchandising results during a crisis with the right strategy and tools.

The main components in a merchandising strategy
The importance of personalization to create the right offer, to the right person, at the right time, and using the most effective channel
How analytics and a test-and-learn methodology can help airlines determine what merchandising strategy best fits their business model and customers.

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Achieving flexible sales through merchandising recovery guide

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