EXPERT OPINION
Simple solutions
for effective sales
Merchandizing with Amadeus provides a possibility for agencies to
differentiate their offer to travelers.
Tatyana Akulova,
General Manager,
Amadeus Central Asia
and Caucasus
One of the main travelers’ require-
ments is comfort. However, everybody
understands it differently. Somebody
prefers entertainment on board and is
ready to pay extra for such programs,
and the others prefer comfortable de-
parture formalities and pleasant flight
waiting time. For those with children,
it is important to have infant food
on board. Other travelers would pre-
fer minimum cost, excluding any extra
services.
Travelers’ requirements to the car-
riers’ offer and their transparency is
growing. Clients expect a more per-
sonalized and individualized approach.
This trend makes merchandizing a
strategically important tool, promot-
ing the services and maintaining a
competitive ability in all sale chan-
nels for both the airlines and travel
agencies.
Merchandizing technology helps the
agencies to personalize their offers,
set up long-term relations with clients
and gain additional profit.
Owing to merchandizing technology it
is also possible to reduce the trans-
portation costs for passengers, which
is implemented through a provision of
extra optional services.
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world monitor
That means that the specific catego-
ries of airline fares would not include
the default selection of seats on the
plane, luggage transportation or
meals. For travelers who do not need
these services, the transportation cost
would be lower. Those who want such
services would be able to purchase
them for extra money.
Thus, travel agencies would gain a
tool to improve the passengers’ ser-
vice quality owing to expert advice,
individual approach to travel arrange-
ments of each passenger and potential
economy for the travelers.
Our com pany provides the agencies
with advanced technology for select-
ing and booking extra airlines services
not requiring any additional develop-
ments due to integrated solutions.
Nowadays the Amadeus merchandiz-
ing technology is being used by 118 air
companies throughout the world and 27
are under the implementation process.
Over 90% of extra services sold include
luggage and seats services on board.
However, demand for other services
such as board meals is growing too.
The number of people who booked ex-
tra services in our system has grown
by 28% in 2017.