Improving yield management at a travel & leisure operator

The issue

A leading leisure travel group needed to make a change in Yield Management practice to optimise commercial outcomes
Profitability under strain due to increased competition and uncertain market conditions
A complex and out of date system eroded trust in Yield Management practice
Limited understanding of commercial impact of pricing decisions and a lack of operational control
No alignment behind informed vision to guide the development, deployment and industrialization
Capability gaps
Siloed understanding of the potential impact of digital technologies

What we did

Market analysis
Developed strategy & analytical model to explore critical aspects of Yield Management Operating Model
Developed blueprint roadmap to deliver vision & clear programme structure
Business transformation
Executive coaching
People & culture change
Flexible approach enabled client to retain ownership

The results

Estimates over next four years indicate cumulative improvements in gross margin, uplift in aircraft utilisation & increase in spend per customer
Improved cross-functional collaboration
Uplift in gross margins for last season
Commercial mindset taking hold in organisation

20M

exceeded the gross profit margin improvement target

25%

reduced customer loss

14%

reduction in operating costs

What we have achieved with our clients

Award-Winning Procurement Transformation Programme

Driving market focused resource allocation decisions

Providing a clear route to meet sustainability objectives for a major UK Airport

See all case studies

What our clients say

“As a result of Curzon’s support a strategic and digital leap has been made in how we manage the entire asset lifecycle to transform our Developer Service experience. This is a programme and a product that sets a new benchmark within the industry.”