Correspondence: Brian Wishlinski, PROS Revenue Management, 3100 Main Street, Suite 900, Houston, TX 77002, USA. Tel: +1 713 335 7935; E-mail: bwishlinski@prosrm.com

¹Brian Wishlinski is the Group Vice President for Product Management in PROS Revenue Management's Airline Group. He is responsible for the vision and strategy of PROS suite of airline solutions, including O&D-based revenue management, hybrid revenue management and pricing strategy. Prior to joining PROS, Brian led the effort to implement O&D revenue management at Delta Air Lines. Additional airline experience includes work at SH&E and American Airlines. Brian earned a master's degree in transportation at Northwestern University, as well as an MBA in marketing from DePaul University and a bachelor's degree in chemical engineering from the University of Michigan.

Received 29 March 2006.

Abstract

Revenue management departments have relied on scientific solutions to maximise their airlines' revenue performance. As new science and technology become available, airlines are compelled to implement the new functionality. For many reasons, although, these enhancements sometimes fail to deliver the projected benefits. This article discusses four approaches that have been used to implement revenue management solutions successfully at a number of airlines. These approaches include building an effective program, assessing and mitigating risk, understanding the underlying forecasting and optimization science and getting users to love the new solution. Two case studies — covering hybrid revenue management and PNR no-show forecasting implementations — will be used to articulate these principles.