A practical approach to airline pricing
Pricing sits at the center of airline commercial performance. PAX Aviation Consulting supports airlines with focused reviews of pricing processes, strategy, market positioning and fare structures, with recommendations designed around each carrier’s commercial context.
Pricing process assessment
Review current pricing workflows, responsibilities and decision processes to identify gaps, inefficiencies and opportunities for improvement.
Pricing strategy development
Support the development or refinement of pricing approaches aligned with market position, customer segmentation and commercial priorities.
Competitive analysis
Assess competitor pricing behavior and market context to support more informed pricing decisions.
Fare structure and branded fares
Review fare structures, product differentiation and branded fare concepts to help create a clearer and more commercially effective offer.
Distribution support
Consider how pricing decisions interact with distribution channels and the way offers reach customers and trade partners.
What a focused pricing review can uncover
A useful pricing review does more than compare fares. It looks at how decisions are made, how quickly the airline responds to market changes, whether the fare structure supports the product strategy, and whether the pricing team has the information and governance needed to act consistently.
Depending on the airline, the review may also examine how pricing works with revenue management, sales, distribution and commercial technology. The objective is to identify practical improvements that can make pricing decisions clearer, faster and better aligned with the airline’s commercial goals.
Typical areas of focus
- Pricing governance, responsibilities and approval flows
- Competitive monitoring and market-response processes
- Fare structure complexity and maintainability
- Branded fare design and product differentiation
- Consistency across markets, channels and points of sale
- Pricing inputs used by revenue management and commercial teams
Independent, experienced airline consulting
Engagements are led by Frans van den Broek, Founder & Principal Consultant at PAX Aviation Consulting, bringing 35+ years of airline industry experience across commercial disciplines.
PAX Aviation Consulting brings more than 35 years of airline industry experience across commercial disciplines. Engagements are approached with a practical focus on the airline’s own context, priorities and operating environment.
Frequently asked questions
What does an airline pricing assessment typically review?
A pricing assessment can cover governance, workflows, fare structure, competitive monitoring, branded fares, decision rights and the way pricing interacts with revenue management and distribution.
When should an airline review its pricing strategy?
A review can be useful when market conditions change, fare structures become difficult to manage, competitive behavior shifts, product differentiation is unclear, or commercial teams are preparing for a broader transformation.
Can pricing consulting include branded fares?
Yes. Branded fares can be reviewed from both a product and pricing perspective, including structure, differentiation, customer logic and the relationship with distribution.
How does pricing connect with revenue management?
Pricing and revenue management are closely linked. Pricing defines the commercial offer and fare structure, while revenue management determines how capacity and availability are controlled over time.