The Revenue Pipeline

Revenue production within a passenger carrier is the product of many interconnected departments and their sequential activities. This collection of activities is called the Revenue Pipeline (see diagram) to emphasize the need to look at revenue generation in a holistic way.

A revenue pipeline audit might reveal for example, that a passenger carrier’s guidelines about fare flexibility or excess baggage fees are not always enforced at check-in. The front-line staff could be unaware of or lacking training about the impact of waivers and how they can cause leakage in the revenue stream.

Unless everyone working at a passenger carrier is committed to effective merchandising, and departmental strategies are aligned, the potential increase in revenue may be undermined.

Consider who in customer service and operations might benefit from our revenue management training.