Improve airline sales and distribution performance
Airline distribution choices affect reach, cost of sale, commercial flexibility and the customer proposition. PAX Aviation Consulting supports airlines in reviewing sales and distribution strategy and the commercial arrangements behind each channel.
Commercial sales and distribution strategy
Review channel roles, commercial priorities and the balance between direct and indirect sales.
Agency contracts
Assess agency commercial arrangements and contract structures from an airline sales and distribution perspective.
Cost-of-sale assessment
Examine channel economics and cost of sale to support better informed distribution decisions.
Interline and SPA reviews
Support reviews of interline and special prorate agreement arrangements where they form part of the airline’s commercial distribution strategy.
Channel performance improvement
Identify opportunities to improve the effectiveness and commercial contribution of key sales and distribution channels.
Look beyond channel cost alone
Airline distribution decisions are rarely one-dimensional. A channel that appears expensive may still provide valuable reach or revenue quality, while a lower-cost channel may require investment elsewhere in the customer journey. A strong review therefore considers cost, revenue contribution, reach, control and strategic importance together.
The objective is to create a clearer picture of how each channel contributes to the airline’s commercial model and where changes in contracts, technology, processes or channel strategy could improve overall performance.
Typical areas of focus
- Direct versus indirect distribution strategy
- Agency relationships and commercial agreements
- Distribution cost-of-sale assessment
- Channel contribution and performance measurement
- Interline and SPA commercial arrangements
- Alignment between distribution strategy and technology roadmap
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 airline distribution consulting cover?
It can cover distribution strategy, direct and indirect channels, agency relationships, cost of sale, interline and SPA arrangements, channel performance and the commercial implications of technology choices.
How should airlines think about distribution cost of sale?
Cost should be evaluated together with revenue contribution, customer reach, channel quality and strategic value. The cheapest channel is not automatically the best channel.
Can PAX review agency agreements and channel economics?
Yes. Reviews can look at commercial terms, channel contribution, cost structure and whether agreements remain aligned with the airline’s sales and distribution strategy.
Does distribution consulting include NDC and direct channels?
Where relevant, modern distribution choices can be considered as part of the broader channel strategy, including the commercial role of direct channels and new distribution capabilities.