Airline tactics
In the past years we have seen airlines received a lot of useful information about the travel behaviour from their customers. The introduction of the frequent flyer cards gave them useful information about to which destinations and when their customers fly.
All the information was downloaded in the computers. The yield control department monitored the flights and noticed which flights are popular and which not. Based on historical database and the information from the frequent flyers, airlines have been able to determine which flights and times of departure were popular, in business and economy class.
The useful information has been used for the marketing strategy of the airlines. They have the tools that allows them to manipulate the availability on the classes on board. Since they just cannot raise the fares, they simply close the cheapest classes on board in order to maximize the sales of the tickets. So indirectly the frequent flyer cardholders have contributed to the increase of the travel budget.
Only the experienced agents understand the airline strategy and only a very few know how to use this strategy for the benefit of their clients.
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