Education
2004-05, MSc in Economics, LSE, merit full scholarship
2000-03, BSc in Economics, LSE, first class
1995-00, A-Level & GCSE, Uppingham
2000-03, BSc in Economics, LSE, first class
1995-00, A-Level & GCSE, Uppingham
Appointments
2024-now, Partner, Ink
2023-now, East India Club, Non-Executive Director
2021-now, Airline Revenue Economics, Editor
2012-now, Ranson Pricing Limited, Consultant
2011-12, Qatar Airways, Analyst, Product Development
2007-11, Qatar Airways, Analyst, Revenue Management
2005-07, Analysys Mason, Consultant, Telecoms Pricing, Costing & Regulation
2004, Reed Executive, Economist, Chairman's Office
2023-now, East India Club, Non-Executive Director
2021-now, Airline Revenue Economics, Editor
2012-now, Ranson Pricing Limited, Consultant
2011-12, Qatar Airways, Analyst, Product Development
2007-11, Qatar Airways, Analyst, Revenue Management
2005-07, Analysys Mason, Consultant, Telecoms Pricing, Costing & Regulation
2004, Reed Executive, Economist, Chairman's Office
Selected Clients
Airlines: Air Vanuatu, British Airways Comair, kulula, SunExpress, Vistara
Airbus: Digital Transformation Office, Innovation, Marketing, Messaging, Rapid Architecture Lab, Strategy
Travel technology: Afro Atlas Travel Network, AirBright, Airbus BizLabs, Caeli Nova, Inflight VR, Ink, Laytrip, SurveyApp, Vertical Aerospace
Other: Airbus Bank, Kenya Airline Pilots Association
Airbus: Digital Transformation Office, Innovation, Marketing, Messaging, Rapid Architecture Lab, Strategy
Travel technology: Afro Atlas Travel Network, AirBright, Airbus BizLabs, Caeli Nova, Inflight VR, Ink, Laytrip, SurveyApp, Vertical Aerospace
Other: Airbus Bank, Kenya Airline Pilots Association
Award-winning projects
Cordillera emergency Oxygen system by Caeli Nova: Winner 2022, cabin systems
Airbus Cabin Vision 2030: Winner 2021, visionary concepts
Inflight VR: Runner-up 2019, customer journey experience
Qatar Airways Qsuite: Winner 2018, cabin concept
Qatar Airways Touch PMU: Winner 2011, commendation prize
Airbus Cabin Vision 2030: Winner 2021, visionary concepts
Inflight VR: Runner-up 2019, customer journey experience
Qatar Airways Qsuite: Winner 2018, cabin concept
Qatar Airways Touch PMU: Winner 2011, commendation prize
Television
BBC Watchdog, 2019: Advice to producers on airline pricing policy & consumer rights
BBC Rip Off Britain: No-show fees & return ticket auto-cancellation (24-Jan-2019)
BBC Rip Off Britain: Overbooking & involuntary offloads (3-Jan-2018)
BBC Rip Off Britain: Online booking algorithms & ticket price increases (20-Jan-2017)
BBC Rip Off Britain: No-show fees & return ticket auto-cancellation (24-Jan-2019)
BBC Rip Off Britain: Overbooking & involuntary offloads (3-Jan-2018)
BBC Rip Off Britain: Online booking algorithms & ticket price increases (20-Jan-2017)
Publications
Editor of Airline Revenue Economics: revman.substack.com
Financial Times, 25-Feb-2024: "Fewer trips, fewer planes: business travellers rethink old habits"– with Philip Georgiadis (quote)
Low Cost & Regional Airline Business, Vol. 25, Issue 2: “Breaking the Mould – Why do airlines fail to support disruptive seating solutions” – with Alexander Preston (quote)
Bloomberg 12-Jan-2022: “Airlines are flying blind on what’s driving passenger behaviour” – with David Fickling (quote)
Airline Passenger Experience Vol. 10, Ed. 4 Nov/Dec 2020: “A Global Outlook: How COVID-19 will change air travel” – with Katie Sehl (quote)
Onboard Hospitality #79 Jun/Jul 2019: “Wireless IFE: Let’s talk money”
Airline Passenger Experience Vol. 9 Ed. 3 Jun/Jul 2019: “Finding Treasure: personalisation is the key to finding ancillary revenue opportunities” – with Katie Sehl
Financial Times, 25-Feb-2024: "Fewer trips, fewer planes: business travellers rethink old habits"– with Philip Georgiadis (quote)
Low Cost & Regional Airline Business, Vol. 25, Issue 2: “Breaking the Mould – Why do airlines fail to support disruptive seating solutions” – with Alexander Preston (quote)
Bloomberg 12-Jan-2022: “Airlines are flying blind on what’s driving passenger behaviour” – with David Fickling (quote)
Airline Passenger Experience Vol. 10, Ed. 4 Nov/Dec 2020: “A Global Outlook: How COVID-19 will change air travel” – with Katie Sehl (quote)
Onboard Hospitality #79 Jun/Jul 2019: “Wireless IFE: Let’s talk money”
Airline Passenger Experience Vol. 9 Ed. 3 Jun/Jul 2019: “Finding Treasure: personalisation is the key to finding ancillary revenue opportunities” – with Katie Sehl
Presentations & lectures
Mega Event, London
“Airline & Travel Retailing – How To Make It Succeed” (26-Apr-2023)
“YQ Charges On Redemptions –Revenue Drivers Or Yield Busters” (25-Apr-2023)
Airfi Customer Day, The Hague, 21-Apr-2023
“Aircraft as service platforms: modelling the revenue contribution of IFEC”
Co-brand & Travel Rewards Conference, Wilmington, Delaware, 21-Sep-2022
“Crypto, NFTs, alternate rewards & blockchain loyalty – how will they work?”
Airline & Travel Payments Summit, London, 15-Jun-2022
“Web 3.0 – Payment & distribution implications: NFT´S & blockchain, crypto, augmented reality & the metaverse”
Webinars with AI Airline Information
“Bleisure: challenge or opportunity?” (13-Sep-2022)
“Replacing revenue management with retailing optimisation” (8-Mar-2022)
“Blockchain & airline revenue – goldmine or fool’s gold” (25-Feb-2022)
“Airline NDC & travel partners” (26-Jan-2022)
“NDC & loyalty” (8-Dec-2021)
“Revenue Management 101 for Loyalty Executives” (3-Aug-2021)
“Touchless experiences” (4-May-2021)
“COVID passports: the magic bullet to restoring travel?” (8-Apr-2021)
“Current challenges for RM” (6-Apr-2021)
Ancillary Merchandising Conference
“Revenue & passenger experience” (Co-organiser, online, 2-Nov to 4-Nov-2021)
Caribbean Council, Caribbean Air Travel & Tourism
“Transforming regional connectivity & reducing costs” (online, 25-Nov-2020)
Airbus Airline Labs
“Living the high life – selling your seats in the 2020s” (Toulouse, 27-Mar-2020)
“Develop & price attractive airline products” (Guiyang, 31-May-2019)
“The importance of revenue management” (Zanzibar,16-May-2019)
“Pricing & revenue management in the 2020s” (Toulouse, 27-Feb-2019)
“Plugging leaks in the revenue pipeline” (Miami, 14-Nov-2018)
IATA GAPS
“How can airlines & suppliers work together better & faster?” (Warsaw, 16-Oct-2019)
“The role of virtual reality in passenger experience” (Athens, 3-Oct-2018)
Passenger Experience Conference
“Onboard digitalisation: raising the bar & creating opportunity” (Hamburg, 5-Jun-2023)
“Challenging the cabin status quo” (Hamburg, 1-Apr-2019)
“Unlocking your inner retailer” (Hamburg, 8-Apr-2013)
University guest lectures for students
“Life in airline pricing” for BSc Economics students (Newcastle U, 15-May-2018)
“Introduction to pricing” for BSc Business students (Northumbria U, 20-Sep-2017)
Newcastle Startup Week
“Pricing strategy for startups” (16-May-2017 & 15-May-2018)
“Airline & Travel Retailing – How To Make It Succeed” (26-Apr-2023)
“YQ Charges On Redemptions –Revenue Drivers Or Yield Busters” (25-Apr-2023)
Airfi Customer Day, The Hague, 21-Apr-2023
“Aircraft as service platforms: modelling the revenue contribution of IFEC”
Co-brand & Travel Rewards Conference, Wilmington, Delaware, 21-Sep-2022
“Crypto, NFTs, alternate rewards & blockchain loyalty – how will they work?”
Airline & Travel Payments Summit, London, 15-Jun-2022
“Web 3.0 – Payment & distribution implications: NFT´S & blockchain, crypto, augmented reality & the metaverse”
Webinars with AI Airline Information
“Bleisure: challenge or opportunity?” (13-Sep-2022)
“Replacing revenue management with retailing optimisation” (8-Mar-2022)
“Blockchain & airline revenue – goldmine or fool’s gold” (25-Feb-2022)
“Airline NDC & travel partners” (26-Jan-2022)
“NDC & loyalty” (8-Dec-2021)
“Revenue Management 101 for Loyalty Executives” (3-Aug-2021)
“Touchless experiences” (4-May-2021)
“COVID passports: the magic bullet to restoring travel?” (8-Apr-2021)
“Current challenges for RM” (6-Apr-2021)
Ancillary Merchandising Conference
“Revenue & passenger experience” (Co-organiser, online, 2-Nov to 4-Nov-2021)
Caribbean Council, Caribbean Air Travel & Tourism
“Transforming regional connectivity & reducing costs” (online, 25-Nov-2020)
Airbus Airline Labs
“Living the high life – selling your seats in the 2020s” (Toulouse, 27-Mar-2020)
“Develop & price attractive airline products” (Guiyang, 31-May-2019)
“The importance of revenue management” (Zanzibar,16-May-2019)
“Pricing & revenue management in the 2020s” (Toulouse, 27-Feb-2019)
“Plugging leaks in the revenue pipeline” (Miami, 14-Nov-2018)
IATA GAPS
“How can airlines & suppliers work together better & faster?” (Warsaw, 16-Oct-2019)
“The role of virtual reality in passenger experience” (Athens, 3-Oct-2018)
Passenger Experience Conference
“Onboard digitalisation: raising the bar & creating opportunity” (Hamburg, 5-Jun-2023)
“Challenging the cabin status quo” (Hamburg, 1-Apr-2019)
“Unlocking your inner retailer” (Hamburg, 8-Apr-2013)
University guest lectures for students
“Life in airline pricing” for BSc Economics students (Newcastle U, 15-May-2018)
“Introduction to pricing” for BSc Business students (Northumbria U, 20-Sep-2017)
Newcastle Startup Week
“Pricing strategy for startups” (16-May-2017 & 15-May-2018)
Airbus
Service Delivery Platforms for Digital Transformation Office: Economic modelling study applying the principles of revenue management, pricing & network planning to demonstrate the potential for Airbus platforms to generate up to $15.48 ancillary revenue per passenger for a selection of five significant Airbus customers
Flexible seating for Innovation: Full analysis of the economics of seats that can be configured as either business class or premium economy to support an investment decision, covering systems integration, scheduling, willingness to pay & revenue management, demonstrating $2.5k profit for Airbus customers per seat set per week
Marketing aircraft for Marketing & Messaging: Advice & a series of workshops covering how airlines structure their organisations, generate projects & make procurement decisions, supporting a full re-write of collateral to focus less on technical information transfer, more on facilitating discussion & reduce time to decision
Cabin & cargo of the future for Rapid Architecture Lab: Wide-ranging study of the revenue economics of applying the Internet of Things to aircraft, demonstrating how intelligent & agile seating, lighting, galley spaces & cargo holds potentially deliver $50,000m global revenue potential for Airbus customers by 2040
Seat-as-a-service revenue study for Strategy: Detailed revenue modelling & advice supporting a $1,000m research & development investment decision, covering revenue economics, use cases & airline marketing messages, showing $25,000m global revenue potential for Airbus customers by 2040
Airline pricing evaluation for Airbus Consulting: Commercial study of Air Tahiti covering pricing & revenue management, interline & ancillary revenue
Training for Airbus BizLabs: Commercial workshops & follow-up enablement for a selection of Airbus-sponsored startups in Toulouse & Hamburg, helping 30 new businesses understand their airline & airline supplier customers
Business models for Airbus Bank: Provided insight & advice regarding airline commercial data, loyalty, marketing revenue management & sales processes to help the bank evaluate the revenue potential of 12 investment projects across Africa & Asia
Flexible seating for Innovation: Full analysis of the economics of seats that can be configured as either business class or premium economy to support an investment decision, covering systems integration, scheduling, willingness to pay & revenue management, demonstrating $2.5k profit for Airbus customers per seat set per week
Marketing aircraft for Marketing & Messaging: Advice & a series of workshops covering how airlines structure their organisations, generate projects & make procurement decisions, supporting a full re-write of collateral to focus less on technical information transfer, more on facilitating discussion & reduce time to decision
Cabin & cargo of the future for Rapid Architecture Lab: Wide-ranging study of the revenue economics of applying the Internet of Things to aircraft, demonstrating how intelligent & agile seating, lighting, galley spaces & cargo holds potentially deliver $50,000m global revenue potential for Airbus customers by 2040
Seat-as-a-service revenue study for Strategy: Detailed revenue modelling & advice supporting a $1,000m research & development investment decision, covering revenue economics, use cases & airline marketing messages, showing $25,000m global revenue potential for Airbus customers by 2040
Airline pricing evaluation for Airbus Consulting: Commercial study of Air Tahiti covering pricing & revenue management, interline & ancillary revenue
Training for Airbus BizLabs: Commercial workshops & follow-up enablement for a selection of Airbus-sponsored startups in Toulouse & Hamburg, helping 30 new businesses understand their airline & airline supplier customers
Business models for Airbus Bank: Provided insight & advice regarding airline commercial data, loyalty, marketing revenue management & sales processes to help the bank evaluate the revenue potential of 12 investment projects across Africa & Asia
Travel Tech
Pricing eVTOL services for Vertical Aerospace: Developed a commercial framework covering pricing & revenue generation for Vertical Aerospace to help the manufacturer understand the economics of their new aircraft type – presented key insights to airline customers at the manufacturer’s “Vertical Pioneers” research group
Airline clearing house plan for Afro Atlas: Business plan & associated insights covering potential launch of a mobile payments-based clearing house service for African airlines & their partners, with up to 90% lower costs and real-time processing than standard industry clearing services
Consolidated airfare plan for Afro Atlas: Business plan & associated insights covering potential launch of an African air fare consolidator
Go-to-market for SurveyApp: Advice, insights & a selection of blog articles supporting a customer research platform’s business development efforts across UK airports
Go-to-market for Epic Conjoint: Two-day workshop for an established conjoint analysis business considering whether or not they should try to sell to airlines
Market entry for Butterfly Seating: Full go-to-market strategy covering revenue analysis, prospect definition & pitch creation for a selection of full-service carriers & low-cost carriers, resulting in expression of interest by four airlines & product launch with an overnight coach service
Pricing strategy for Caeli Nova: Advice to the management team to develop a full value-based pricing strategy including product decomposition, benefits specification, scenario planning & definition of price levels & discounting corridors, leading to interest from five leading airlines
Market entry for Laytrip: Data-driven market entry strategy for a pre-seed startup, covering fare & schedule analysis across 600 markets
Marketing & monetisation strategy for AirBright: Alignment of startup & airline business models through construction of a rigorous quantitative analysis, showing how dynamic illuminations of aircraft fuselages can generate up to $150k profit per aircraft per year
Airline clearing house plan for Afro Atlas: Business plan & associated insights covering potential launch of a mobile payments-based clearing house service for African airlines & their partners, with up to 90% lower costs and real-time processing than standard industry clearing services
Consolidated airfare plan for Afro Atlas: Business plan & associated insights covering potential launch of an African air fare consolidator
Go-to-market for SurveyApp: Advice, insights & a selection of blog articles supporting a customer research platform’s business development efforts across UK airports
Go-to-market for Epic Conjoint: Two-day workshop for an established conjoint analysis business considering whether or not they should try to sell to airlines
Market entry for Butterfly Seating: Full go-to-market strategy covering revenue analysis, prospect definition & pitch creation for a selection of full-service carriers & low-cost carriers, resulting in expression of interest by four airlines & product launch with an overnight coach service
Pricing strategy for Caeli Nova: Advice to the management team to develop a full value-based pricing strategy including product decomposition, benefits specification, scenario planning & definition of price levels & discounting corridors, leading to interest from five leading airlines
Market entry for Laytrip: Data-driven market entry strategy for a pre-seed startup, covering fare & schedule analysis across 600 markets
Marketing & monetisation strategy for AirBright: Alignment of startup & airline business models through construction of a rigorous quantitative analysis, showing how dynamic illuminations of aircraft fuselages can generate up to $150k profit per aircraft per year
Inflight VR
Loyalty: Evaluated the revenue economics of integrating VR into airline loyalty programmes, demonstrating revenue potential to airlines of $900 per headset per year & profit margins to airlines of $650 per headset per year
Partnership strategy: Assessed a range of content, duty free, in-flight retailing & logistics partners as part of a 5,000 headset rollout programme
Data & analytics: Created the first set of analytics & insights based on end-user behaviour using the headset & in the VR environment, covering user experience, menu & interface interaction, content experience & feedback survey
Product positioning: Analysed in-flight entertainment products, modelling installation costs, operating costs & revenue potential compared to Inflight VR’s solutions to show performance of VR compared with other products & services
War gaming: Created a series of up to nine exercises to help the commercial team plan for meetings with airlines, covering key questions, objections, divergent analytical methods & stakeholder decision capability, supporting five contracts
Content strategy: Evaluation of willingness to pay, analytics & insights for 500+ content pieces provided by 40 suppliers at both airline & passenger levels
Sales strategy: Insights & advice for the sales team covering VR integration into airline networks, passenger journeys & marketing messages
Pricing strategy: Full value-based pricing strategy driven by customer fleet, network & business models, leading to contracts with Iberia, SunExpress & Qatar Airways, & the development of a standardised pricing model appropriate for scale-up
Partnership strategy: Assessed a range of content, duty free, in-flight retailing & logistics partners as part of a 5,000 headset rollout programme
Data & analytics: Created the first set of analytics & insights based on end-user behaviour using the headset & in the VR environment, covering user experience, menu & interface interaction, content experience & feedback survey
Product positioning: Analysed in-flight entertainment products, modelling installation costs, operating costs & revenue potential compared to Inflight VR’s solutions to show performance of VR compared with other products & services
War gaming: Created a series of up to nine exercises to help the commercial team plan for meetings with airlines, covering key questions, objections, divergent analytical methods & stakeholder decision capability, supporting five contracts
Content strategy: Evaluation of willingness to pay, analytics & insights for 500+ content pieces provided by 40 suppliers at both airline & passenger levels
Sales strategy: Insights & advice for the sales team covering VR integration into airline networks, passenger journeys & marketing messages
Pricing strategy: Full value-based pricing strategy driven by customer fleet, network & business models, leading to contracts with Iberia, SunExpress & Qatar Airways, & the development of a standardised pricing model appropriate for scale-up
Kenya Airways Pilots Association
Transformation Plan: Details available on request
Vistara
Capacity optimisation: Evaluated opportunities to retain three-cabin configuration, move to a two-cabin aircraft or move to a one-cabin all-economy model, demonstrating viability of the three-cabin arrangement & avoiding a $5m revenue loss
In-flight entertainment: Business case evaluation for a wireless connectivity & downloadable content model, covering offer strategy, pricing strategy & asset management under both freemium & sponsorship, resulting in $2m rollout programme
Ancillary revenue: Full evaluation of on-board buy-on-board food & beverage offering, covering paid, freemium & free business models across both domestic & international markets, resulting in $2m projected revenue growth
Organisational design: Created a “revenue engineering” career pathway for pricing & revenue management professionals permitting promotion to management pay grades without needing to manage people & resulting in lower staff turnover
Loyalty strategy: Developed plans to rollout affiliate marketing as part of the airline’s frequent flyer programme, with $5m annual revenue potential
In-flight entertainment: Business case evaluation for a wireless connectivity & downloadable content model, covering offer strategy, pricing strategy & asset management under both freemium & sponsorship, resulting in $2m rollout programme
Ancillary revenue: Full evaluation of on-board buy-on-board food & beverage offering, covering paid, freemium & free business models across both domestic & international markets, resulting in $2m projected revenue growth
Organisational design: Created a “revenue engineering” career pathway for pricing & revenue management professionals permitting promotion to management pay grades without needing to manage people & resulting in lower staff turnover
Loyalty strategy: Developed plans to rollout affiliate marketing as part of the airline’s frequent flyer programme, with $5m annual revenue potential
Air Vanuatu
Finance transformation: Developed new processes for billing, revenue accounting & revenue integrity supporting $1m revenue growth & $300k cost saving
Revenue transformation: Wide-ranging study including domestic fares, performance analysis, affiliate commission, interline pricing, fare review, inventory optimisation & overbooking, supporting $5m annual revenue growth
Interline transformation: Specified plans for a long-term interline development strategy with Qantas & Chinese Airlines to generate $300k directly & support $5m growth in longhaul arrivals
Reporting transformation: Performed gap analysis of existing reports with best-practice & specified new standards incorporating USD rather than local currency & covering revenue, forward booking, forecasting & post-departure data
Revenue transformation: Wide-ranging study including domestic fares, performance analysis, affiliate commission, interline pricing, fare review, inventory optimisation & overbooking, supporting $5m annual revenue growth
Interline transformation: Specified plans for a long-term interline development strategy with Qantas & Chinese Airlines to generate $300k directly & support $5m growth in longhaul arrivals
Reporting transformation: Performed gap analysis of existing reports with best-practice & specified new standards incorporating USD rather than local currency & covering revenue, forward booking, forecasting & post-departure data
SunExpress
Partnership audit: Evaluation of network, connectivity, interline pricing, special prorate agreements & flight interruption pricing for a range of partnership opportunities, leading to $10m annual revenue growth
Pricing strategy training: Led interactive training workshops covering aspects of technical pricing & interline mechanics helpful for non-pricing specialists, including revenue accounting, network planning, scheduling & ground services
Pricing strategy training: Led interactive training workshops covering aspects of technical pricing & interline mechanics helpful for non-pricing specialists, including revenue accounting, network planning, scheduling & ground services
British Airways Comair & kulula
Organisational design: Revenue management department restructure, including skills gap analysis, organisation re-design, preparation of job descriptions & specification of key performance indicators for tactical & strategic roles
Big data analysis: Applied data from revenue accounting, advance bookings & demand forecasts to create relevant insights, reports & dashboards for the management team & individual contributors managing flights
Codeshare strategy: Developed a strategy for network connectivity integration & interline pricing for three large airlines operating to & from South Africa, leading to $1m annual revenue growth
Fare & pricing audit: Full network fare evaluation across both brands, leading to pricing improvements delivering $10m annual revenue growth.
Big data analysis: Applied data from revenue accounting, advance bookings & demand forecasts to create relevant insights, reports & dashboards for the management team & individual contributors managing flights
Codeshare strategy: Developed a strategy for network connectivity integration & interline pricing for three large airlines operating to & from South Africa, leading to $1m annual revenue growth
Fare & pricing audit: Full network fare evaluation across both brands, leading to pricing improvements delivering $10m annual revenue growth.
Qatar Airways Product Development
Qsuite business case: Full revenue-side economic analysis of the $100m award-winning business class product featuring privacy doors & family spaces
A380 & B787 commercial strategy: Defined marketing, pricing, revenue management & sales strategies for 10 incoming A380 & 30 B787
LOPA optimisation: Quantitative study to optimise LOPAs, galley diagrams & loading plans across A320, A330, A350, A380, B777 & B787
Aircraft programmes: Extensive passenger behaviour study aligning seat, cabin, galley, design & aesthetics with revenue return on $200m investment
Mystery shopping programme: Comprehensive customer experience evaluation covering 20 routes using both external & internal auditors
Waste & fuel optimisation audit: Built analytical tool kit based on a wide range of data sources to help waste & fuel specialists identify $50m savings
All-premium aircraft: Revenue-side business case to evaluate a single-aisle 42 seat all business class arrangement, resulting in deployment in May 2014
Product & service investment business case: Full $100m cost- & revenue-side analysis for wine investment programme, chinaware, holloware, service trolleys, non-electrical galley equipment, food & beverage, children’s entertainment & amenity kits
Advertising: Tender, selection & collaboration with external advertising agency to develop marketing collateral for B787 aircraft, providing advice on the passenger journey & target segments for a $25m advertising campaign
Service delivery: Provided insights, data & advice to the Service Design Team & brigade of chefs regarding passenger profiles across 100 routes & markets
Ground services: Conducted quantitative analysis of passenger flows through Doha International Airport to help Ground Services develop services for unaccompanied minors, passengers with long connections, families & passengers requiring assistance
Lounge monetisation & expansion plan: Developed a revenue-side business case for a lounge network, including impact on demand & passenger revenue as well as advertising & sponsorship, resulting in $10m construction at Bangkok, London & Paris
Passenger profiles: Consolidated revenue & passenger insights into 56 traveller archetypes, with application across almost every area of operations
Passenger research & focus groups: Introduced a customer research programme, incorporating, focus group routes into product development
Contracts & Procurement: Directed a full multi $bn policy review covering budgeting, tendering, evaluation, decision-making & delegation of authorities
A380 & B787 commercial strategy: Defined marketing, pricing, revenue management & sales strategies for 10 incoming A380 & 30 B787
LOPA optimisation: Quantitative study to optimise LOPAs, galley diagrams & loading plans across A320, A330, A350, A380, B777 & B787
Aircraft programmes: Extensive passenger behaviour study aligning seat, cabin, galley, design & aesthetics with revenue return on $200m investment
Mystery shopping programme: Comprehensive customer experience evaluation covering 20 routes using both external & internal auditors
Waste & fuel optimisation audit: Built analytical tool kit based on a wide range of data sources to help waste & fuel specialists identify $50m savings
All-premium aircraft: Revenue-side business case to evaluate a single-aisle 42 seat all business class arrangement, resulting in deployment in May 2014
Product & service investment business case: Full $100m cost- & revenue-side analysis for wine investment programme, chinaware, holloware, service trolleys, non-electrical galley equipment, food & beverage, children’s entertainment & amenity kits
Advertising: Tender, selection & collaboration with external advertising agency to develop marketing collateral for B787 aircraft, providing advice on the passenger journey & target segments for a $25m advertising campaign
Service delivery: Provided insights, data & advice to the Service Design Team & brigade of chefs regarding passenger profiles across 100 routes & markets
Ground services: Conducted quantitative analysis of passenger flows through Doha International Airport to help Ground Services develop services for unaccompanied minors, passengers with long connections, families & passengers requiring assistance
Lounge monetisation & expansion plan: Developed a revenue-side business case for a lounge network, including impact on demand & passenger revenue as well as advertising & sponsorship, resulting in $10m construction at Bangkok, London & Paris
Passenger profiles: Consolidated revenue & passenger insights into 56 traveller archetypes, with application across almost every area of operations
Passenger research & focus groups: Introduced a customer research programme, incorporating, focus group routes into product development
Contracts & Procurement: Directed a full multi $bn policy review covering budgeting, tendering, evaluation, decision-making & delegation of authorities
Qatar Airways Revenue Management
Hub monetisation: Directed a full pricing review ex-Doha travel based on customer behaviour analysis across first, business & economy cabins, close collaboration & negotiation with commercial leadership team over two years leading to a $50m annual revenue increase
Regional monetisation: Directed a detailed quantitative study of customer buying behaviour across all markets globally for a full network fare review over two years, leading to a $100m annual revenue increase
Cabin upgrade strategy: Led a three-part partnership of revenue, loyalty & marketing departments to develop operational cabin upgrade policies based on targeting passengers with propensity to pay for premium but no previous experience outside economy, demonstrating $10m revenue potential
Baggage: Commercial policy owner of all Qatar Airways baggage policies globally, including a thorough tidying up of allowances & exceptions to generate a 5% revenue increase & 2% reduction in handling costs by introducing simplification & efficiency into a previously chaotic process
Special events: Project manager for working groups covering the 2008 Olympics in Beijing & 2010 FIFA World Cup in Johannesburg, creating inventory availability strategies for the revenue management team to implement immediately following each nation’s results & generating approximately $5m low-risk revenue growth in 2008 & a further $7m low-risk revenue growth in 2010
Flydubai market entry response: Project manager for a working group developing a strategy to handle the arrival of a low-cost competitor in Doha, limiting revenue dilution by 85%
Qatar stopover: Developed a policy establishing fares & routes eligible for a complimentary Doha stopover product, generating $5m annual profit
Fare class structure review: Conducted quantitative analysis of historical & future demand to determine the extent to which changing the existing fare class structure could grow revenue – recommended no change to the commercial management team
Advance seat reservation: Evaluated the economics of an advance seat selection policy proposed by the marketing department, leading to $10m mid-risk revenue growth
“Traders’ Club” loyalty programme: Evaluated the business case for a special loyalty programme proposed by the ground services department offering excess baggage instead of lounge access, recommending a no-go on implementation & avoiding a $5m loss
Distribution channel price parity: Delivered a strategic framework & associated policies for fare distribution, levels & rules across all distribution channels, eliminating $25m in uneconomic practices, incorporated legal advice for competition law compliance
Fuel surcharge: Conducted analysis to determine $50m revenue impact, then developed & rolled out a regional structure aligned with local regulatory requirements
Analyst training programme: Developed three-stage programmes for new recruits, established specialists & team managers covering pricing economics & methods, product positioning, customer behaviour analysis & use of airline's pricing toolkit
GDS full content review: Analysis & evaluation of fare opportunities distributed through alternative channels & closed user groups plus business case & recommendation to eliminate the existing processes for a $25m revenue increase
Migration to O&D control: Benchmarking, SWOT & scenario analysis to determine minimum acceptable yield, quantitative analysis to determine fare close-out criteria, standards definition for fare basis groups & incorporation of surcharges into process
Pricing & RM toolkit: Developed, calibrated & applied tools for product positioning, connection evaluation & promotion business case evaluation
Market management in Asia: Operational pricing for nine stations in Sep- to Dec-2007, analysis of field intelligence & competitor price data, fare class realignment for move to O&D RM
Regional monetisation: Directed a detailed quantitative study of customer buying behaviour across all markets globally for a full network fare review over two years, leading to a $100m annual revenue increase
Cabin upgrade strategy: Led a three-part partnership of revenue, loyalty & marketing departments to develop operational cabin upgrade policies based on targeting passengers with propensity to pay for premium but no previous experience outside economy, demonstrating $10m revenue potential
Baggage: Commercial policy owner of all Qatar Airways baggage policies globally, including a thorough tidying up of allowances & exceptions to generate a 5% revenue increase & 2% reduction in handling costs by introducing simplification & efficiency into a previously chaotic process
Special events: Project manager for working groups covering the 2008 Olympics in Beijing & 2010 FIFA World Cup in Johannesburg, creating inventory availability strategies for the revenue management team to implement immediately following each nation’s results & generating approximately $5m low-risk revenue growth in 2008 & a further $7m low-risk revenue growth in 2010
Flydubai market entry response: Project manager for a working group developing a strategy to handle the arrival of a low-cost competitor in Doha, limiting revenue dilution by 85%
Qatar stopover: Developed a policy establishing fares & routes eligible for a complimentary Doha stopover product, generating $5m annual profit
Fare class structure review: Conducted quantitative analysis of historical & future demand to determine the extent to which changing the existing fare class structure could grow revenue – recommended no change to the commercial management team
Advance seat reservation: Evaluated the economics of an advance seat selection policy proposed by the marketing department, leading to $10m mid-risk revenue growth
“Traders’ Club” loyalty programme: Evaluated the business case for a special loyalty programme proposed by the ground services department offering excess baggage instead of lounge access, recommending a no-go on implementation & avoiding a $5m loss
Distribution channel price parity: Delivered a strategic framework & associated policies for fare distribution, levels & rules across all distribution channels, eliminating $25m in uneconomic practices, incorporated legal advice for competition law compliance
Fuel surcharge: Conducted analysis to determine $50m revenue impact, then developed & rolled out a regional structure aligned with local regulatory requirements
Analyst training programme: Developed three-stage programmes for new recruits, established specialists & team managers covering pricing economics & methods, product positioning, customer behaviour analysis & use of airline's pricing toolkit
GDS full content review: Analysis & evaluation of fare opportunities distributed through alternative channels & closed user groups plus business case & recommendation to eliminate the existing processes for a $25m revenue increase
Migration to O&D control: Benchmarking, SWOT & scenario analysis to determine minimum acceptable yield, quantitative analysis to determine fare close-out criteria, standards definition for fare basis groups & incorporation of surcharges into process
Pricing & RM toolkit: Developed, calibrated & applied tools for product positioning, connection evaluation & promotion business case evaluation
Market management in Asia: Operational pricing for nine stations in Sep- to Dec-2007, analysis of field intelligence & competitor price data, fare class realignment for move to O&D RM
Analysys Mason Pricing, Costing & Regulation
Market definition for national regulatory authorities: Economic analysis of consumer & business segments based on “hypothetical monopolist” tests in Kenya & Singapore
Due diligences for corporate finance & private equity: Full due diligences of fixed & mobile operators, using financial & operating benchmarks to build market portraits
Network costing for Oman Mobile: Economic modelling covering technical, geographic, legal & economic constraints for a pricing defence to the local regulator
Mobile license $4.2bn bid for Etisalat: Benchmark analysis & business planning, tender preparation, compilation of necessary legal documents, HR strategy, liaison with JP Morgan, co-ordination of document translation into Arabic
Broadband demand modelling for UK government: Forecast demand for broadband products & services based on customer behaviour & scenario analysis
Regulatory framework review for the European Commission: Research to determine the views of operators regarding how to improve the existing regulatory framework
Mobile termination rates study (internal project): Analysis of global inter-operator pricing, showing the impact of regulatory decisions on competition & connectivity
Due diligences for corporate finance & private equity: Full due diligences of fixed & mobile operators, using financial & operating benchmarks to build market portraits
Network costing for Oman Mobile: Economic modelling covering technical, geographic, legal & economic constraints for a pricing defence to the local regulator
Mobile license $4.2bn bid for Etisalat: Benchmark analysis & business planning, tender preparation, compilation of necessary legal documents, HR strategy, liaison with JP Morgan, co-ordination of document translation into Arabic
Broadband demand modelling for UK government: Forecast demand for broadband products & services based on customer behaviour & scenario analysis
Regulatory framework review for the European Commission: Research to determine the views of operators regarding how to improve the existing regulatory framework
Mobile termination rates study (internal project): Analysis of global inter-operator pricing, showing the impact of regulatory decisions on competition & connectivity
Reed Executive Chairman's Office
Innovation in e-commerce for CEO James Reed: Report showing analysis of e-commerce revenue contribution of travel, retailing & entertainment
University science parks for Professor Sir Alec Reed: Stakeholder interviews at four leading universities & report showing how research translates into viable businesses
Welfare to work policy for CEO James Reed: Research report determining the extent to which the UK government’s policy programme met their objectives
University science parks for Professor Sir Alec Reed: Stakeholder interviews at four leading universities & report showing how research translates into viable businesses
Welfare to work policy for CEO James Reed: Research report determining the extent to which the UK government’s policy programme met their objectives