Our Expertise
A business’s pricing strategy has a considerable impact on its revenue. At Aérogestion, we help our clients to define – or refine – their pricing strategy with a view to optimising their market position. We analyse past sales records in order to identify purchasing behaviours, subsequently constructing a pertinent price grid based on product and client segmentation. A complete benchmarking study is a prerequisite for adopting either an alignment strategy or a differentiation strategy.
As well as revamping price grids, we also implement dynamic pricing. If revenue management is to be envisaged, prices must first of all be recalibrated and tied into the business’s sales policy and marketing strategy.
OUR SPECIALIST FIELDS
Pricing Strategy
Defining sales & marketing policies, constructing price grids, setting up report systems, analysing profitability in light of the pricing strategy
Business Intelligence
Analysing market position in relation to the competition, implementing business intelligence solutions tailored to the specific business sector
Training
Training teams, reviewing work practices, setting up key price performance indicators
IMPLEMENTING A PRICING STRATEGY
Audit
Analysing market position in relation to the competition, analysing sales performance and profitability per type of service/product, analysing client behaviour
Segmentation
Establishing client segmentation with a pricing grid that caters for the different client profiles
Pricing Strategy
Defining a pricing policy in line with the business model, auditing sales and distribution policies, analysing results, defining long-term strategies
Benefits
Creating more opportunities
Coherency between positioning, market threats and opportunities, supply and demand, etc.
- Optimising sales and prices
- Generating additional revenue by optimising by-products
- Optimising direct and indirect distribution channels
- Aligning supply and demand: the right price for the right client
Our References
Ongoing since 2015
Thalasso N°1
Support during the development of an IT system:
- Auditing production and distribution solutions
- Drawing up the remit for improving the production system
- Managing migration to a later version of the production solution
- Developing report tools
Open-air accomodations, 2017
Sandaya
Advice on evolving towards a dynamic pricing strategy:
- Audit of – and then work on enhancing – business intelligence and reservation tools (aggregating and reprocessing data)
- Construction of a report system featuring vital key indicators in order to define future commercial actions
- Weekly recommendations on pricing initiatives to be taken
- Comparative study of business intelligence tools
2015
Appart’City
Aérogestion works with the Appart’City Group to optimise its Yield Management methods and systems, drawing inspiration mainly from best practices devised by airlines:
- Audit of price grids and Yield Management tools in place.
- Supporting Appart’City in its transformation process, including reviewing its pricing policy
- Advice on enhancing Yield Management tools
- Assistance putting revenue optimisation solutions in place
Mobile-home villages, 2016
Siblu
- Audit of client database
- Compiling past statistics in a database in order to monitor key indicators: unit revenue, number of clients, churn rate
- Analysis of evolution in unit revenue prior to revamping the pricing strategy
Since 2013
Nice Côte d'Azur Airport
Implementing a yield strategy tailored to the car parks at Nice Airport:
- Introducing seasonal price modulation
- Advice on developing price management tools
- Defining budgets
- Setting up Yield Management methods and procedures
2016
French Bee
Setting up the Revenue Management Department:
- Defining a pricing strategy to reflect the airline’s low-cost stance: designing products, classes and fare levels
- Implementing solutions and working methods linked to revenue management
- Operational deployment of flight optimisation (monitoring growth of flight reservations and forecasts, optimising revenue through load factor and price variables)
Defining the flight programme to destinations on Reunion Island and other potential destinations
Ongoing since 2014
Air Caraïbes
Research for, and implementation of, a long-haul service:
- Choosing the fleet, helping to negotiate leasing contracts
- Setting up the operational structure
- Setting up commercial representation
- Implementing and supervising Revenue Management
- Consultancy and assistance for the negotiation of aircraft and engine contracts
Auditing the maintenance set-up for the regional fleet
Regular missions since 2005
Aircalin
- Interim management of the Revenue Management Department; recruiting and training the new Revenue Manager; scheduling (2014 to 2016)
- Analysing the profitability of international routes and various business sectors (2005)
- Research into adapting sales policy to foster the development of tourism
- Drawing up the Concerted Tourism Development Plan for New Caledonia within a consortium of experts
- Defining then implementing Aircalin’s New Business Plan
Ongoing
Openskies
Support and advice during a Merger/Acquisition project, providing assistance with operational issues and everyday management, plus managing the network and yield management:
- Interim management (designated manager, supervision of operational activities)
- Assistance with yield management, pricing, flight programme management, network development, and managing the slot portfolio
- Assistance setting up codeshare agreements
- Commercialisation of VIP flights on demand
- Support in upgrading inventory management and commercialisation systems
2007-2008
Air Service Gabon
- Economic performance review of routes, analysis of pricing structures in place and possible enhancements, analysis of inventory organisation and identification of necessary changes
- Analysis of systems in place and identification of possible improvements
- Suggesting enhancements to work practices in order to identify and subsequently optimise high-potential flights
- Skills transfer
- Supporting teams with the implementation of new work practices to validate new skills
2006
Air Tahiti Nui
Support for launch of the Paris-Papeete route from 2001 to 2003:
- Drawing up a Business Plan
- Providing a Network and Sales Manager
- Researching potential markets via a connection in New York
- Economic and commercial appraisal and diagnosis at the request of the General Manager in 2006
- Identification of avenues to be explored for a return to equilibrium
2008
Air Seychelles
- Analysis of route profitability, analysis of price structures in place and opportunities linked to the market, analysis of inventory organisation and identification of necessary changes
- Analysis of solutions in place and recommendations on enhancements
- Review of work practices with a view to maximising dynamic flight management
2006
Camair-Co
Putting in place inventory, distribution and reservation solutions when the airline was created:
- Designing the flight programme plus implementation in various distribution networks (GDS, website, etc.)
- Setting up the price grid and work practices
- Initialising flights in reservation systems
- Interim management