Correspondence: Clay Cutshall, PROS Revenue Management, 3100 Main Street, Houston, TX 77002, USA. Tel: +1 713 335 5151; Fax: +1 713 335 8144; E-mail: ccutshall@prosrm.com

¹Clay Cutshall is a Senior Product Manager for PROS Revenue Management in their Airline Group. He is responsible for the direction of several components within the PROS suite of airline solutions and is involved in the implementation of the O&D solution for various clients. Prior to joining PROS, Clay was a Specialist in Revenue Management Development and Training with USAirways. Clay holds a bachelor's degree in international business from The George Washington University.

²Jens Weisbrodt is a Project Manager in the Revenue Management Solutions Development Group at Lufthansa German Airlines. He is responsible for process design, system requirements management and quality assurance. Prior to joining Lufthansa, he worked as a business process consultant at Accenture in the financial services industry. Jens earned a master's degree in industrial engineering at the University of Karlsruhe/Germany.

Received 9 November 2005.

Abstract

The implementation of an Origin and Destination (O&D) revenue management system at an airline is a substantial endeavour. An aspect that should not be overlooked is ensuring the analyst community that will be using the system is involved in the implementation and is comfortable with the solution being provided. The analysts must be assured they can work efficiently and properly using the new tools. This article will look at the steps taken to address the needs of the analysts and how the proper comfort level was reached in the implementation of the PROS O&D Optimizer at Lufthansa German Airlines.