The continuing evolution: Customer-centric revenue management

This paper presents a new paradigm for revenue management — customer-centric revenue management. In an effort to retain profitable customers, airlines are investing in advanced analytics to gain insights into customer traits and preferences. Central to the data analytics and data mining initiatives is the revenue management and inventory control process for recommending the right offer to a customer and sales channel. A range of initiatives are discussed for acquiring new customers and retaining existing customers, followed by current trends and demands from the airline community.