Adapting revenue management strategies to retain price-sensitive customers

In Airlines, Asia, Investments, Reports, Travel Distribution, Yield Management by Simon Crompton-Reid1 Comment

At Aviation Outlook Asia 2012, Steven Greenway, Head of Commercial, Scoot, expounded on several strategies to retain price-sensitive customers including:

  • Revenue manage by exception
  • Volume driven
  • Multi-channel strategy
  • Bundled and unbundled
  • Supplement fare revenue with ancillaries
  • Connectivity
  • Innovation

Click here to download this presentation by Scoot.

Aviation Outlook Asia 2013 is Asia's C-level conference for the world's most dynamic aviation market. It congregates the region's full-service and legacy airlines to learn from regional and global players and discuss new business strategies to thrive in Asia's aviation industry. Be part of an unparalleled networking platform where best practices are shared, new ideas are explored and partnerships are established!

Held for the 6th year, this event will host over 300 aviation attendees, including emerging aviation giants in the regions of Southeast Asia, Indochina and North Asia. Key executives from international airlines will also be here to look for solutions to drive business growth and continue prospering in the Asian market.

Do you provide a product or solution which helps to propel the Asian aviation industry forward? Do you want to showcase your product or solution to 300 aviation attendees? If so, contact Francesca McKee at +65 6322 2325 or to find out more on how you can leverage on this opportunity to reach out to these leaders in the aviation space in Asia


  1. William Ross

    Steven, you have to be joking mate!
    Your strategy for retaining price sensitive customer, mostly young, inexperienced and price critical flyers, seems to be to piss them, their friends & families off to the max by abandoning them when things go wrong, I.e late flights, missed connections, cancelled flights etc. etc.
    No refunds, inaccessible and unhelpful service cntr, the list goes on.
    Check your company Facebook page. You’re losing a whole generation of customers right at the start of their travel lives.
    Your zany clever marketing presents u as a “Gen Y” friend so when you do the dirty on them, they feel it deeply. They feel like there is nobody they can go to for help, not even Consumer Protection Authorities. Your current behaviour illustrates how to LOSE a customer base in one easy lesson. At every opportunity you have to save a customer & gain all their friends & families, you fail miserably, just to save a few bucks. Yes, I got burnt too & I’m not going away anytime soon.
    Feel f u mate when half ur staff are undoing the good.

Leave a Comment