Smaller airlines are absorbing lessons from the grown-ups, adopting the revenue management practices of larger carriers to compete more effectively, writes Murray Smyth of Transport Tehnology Consulting

Originally developed in the 1980s by pioneering major US carriers and a few specialist service providers, airline revenue management has been widely adopted throughout the industry. This reflects the promise and fulfilment of significant improvements in revenue per passenger, per flight and for the airline as a whole. Such improvements have been variously quantified and claimed, mostly by directly interested parties, in revenue increments ranging from 3-10% a year. However, revenue management has remained something of a mystery to most, both inside and outside aviation.

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