Kenya Airways has implemented Sabre’s Air Vision Group Optimizer platform to streamline group revenue management processes and provide a more holistic view of each booking.
According to studies, group bookings approximately make up 10 percent of total seats sold across the industry but today airlines face a challenge in maximizing revenue from each seat. Allocating too many seats to group bookings too far in advance can result in missed opportunities to market higher fares later, a potentially significant revenue loss for airlines.
Most group bookings are also manually managed.
“Kenya is a popular tourist and business destination and an important market for group travel and we are committed to helping Kenya Airlines to tap into this market by optimising its group revenue. By considering each group’s total need, value and spend, the airline can use the opportunity to fill low-demand flights and create upsell opportunities for tailored products and services,” said Dino Gelmetti, Vice President EMEA, Airline Solutions at Sabre.
Sabre’s Group Optimizer will enable Kenya’s flag carrier to compare the potential revenue opportunity from a new group reservation request against the projected revenue for individually-sold seats on the same flight, automatically identifying the most profitable option available.
This new decision support capability can improve revenue by as much as two per cent, Sabre Corporation says.
By implementing Group Optimizer the airline will, in addition, be able to offer self-service capabilities to its agencies and travel buyers, empowering them to initiate, monitor and track their group requests online and provide support for the use of multiple payment options.
With its quick turnaround time, Sabre’s AirVision Group Optimizer is able to accomplish group travel reservations in minutes rather than days, reducing booking request time for the airline’s customers.
Sebastian Mikosz, Group Managing Director, and CEO, Kenya Airways added, “With this new tool, we, therefore, aim to improve sales effectiveness for our customers as well as increase customer satisfaction by providing tailored offers, while also maximising the revenue contribution from group business.”
It will be delivered via a partnership with Infiniti Software Services.