Airline Distribution Strategies
and e-Commerce
Classroom and In-Company Course (5 days/40 hours)
Take an insider look at today's leading distribution models and strategies, gaining tools to optimize your
company’s distribution processes.
Through a series of business cases and exercises, learn how to implement an efficient distribution strategy that
leverages both traditional marketing and e-commerce resources.
Objectives
Key topics
▪ Understand the role of distribution and e-commerce
▪ Distribution channels
 Direct and indirect sales
 Cost and determinants
 IT systems and interfaces
 The right mix of distribution channels
▪ E-commerce
 E-CRM
 E-distribution
 E-pricing
 E-sales
▪ Marketing and e-marketing
 Quality and complaint management
 Preparing for a crisis
 Direct and indirect sales
 Costs and determinants
 Viral marketing
▪ NDC (New Distribution Capability)
 What, why, who
 Developing the standards
 Consumer and agent benefits
in the airline's organization, structure and
processes
▪ Discuss current day distribution models and the
IATA NDC (New Distribution Capability) initiative
▪ Identify the best airline distribution strategies on an
operational and management level
▪ Learn how to leverage e-commerce in your
distribution strategy
▪ Explore industry best practices and apply them
toward future profitability
Target audience
Airline management working in:
▪ Strategy and business development
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Marketing, communications and distribution
Yield and revenue
Information technology
Finance and audit
Certificate awarded
An IATA Certificate is awarded upon successful
completion of the course and final examination.
This course can also be applied toward an IATA
Diploma in:
▪ Airline Business Development
Activities
This is a highly interactive course, involving business
cases, discussion-oriented presentations, media
materials, and interactive group exercises.
Breakdown by session
Day 1
Day 2
Airline structure overview
Marketing
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Legal framework
NDC and Resolution 787
Market and customer
Strategy and business model
Price, yield and revenue
Distribution channels
Sales strategy
Advertisement
Corporate communication
Quality and complaint management
Preparing for crisis
Direct and indirect sales
Costs and determinants
IT systems and interfaces
Alternative models
Market management
Day 3
Day 4
Distribution channels
e-Commerce
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Direct and indirect sales
Cost and determinants
IT systems and interfaces
The right mix of distribution channels
e-CRM
e-Distribution
e-Pricing
e-Sales
Day 5
e-Marketing
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The 4 C’s
The 4 P’s
The right marketing mix
Viral marketing
In-Company delivery
This course can be delivered at the location of your choice. Contact us to learn how we can
customize this course for your organization.
Contact us: www.iata.org/training-contact
www.iata.org/training/courses/pages/talm32.aspx