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- A complex and out of date system eroded trust in Yield Management practice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
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.”
Jason Tucker
Director of Alliances & Integrated Supply Chain, Anglian Water
An award-winning team
