Success factors for the implementation of Air Cargo Revenue Management solutions

Bjoern Becker · Raja G. Kasilingam

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Supply Chain and Inventory Management Aviation Industry Analysis and Trends Corporate Governance and Management

Abstract

For a long time Air Cargo Revenue Management (ACRM) has been an underdeveloped part of the revenue management subject. Many cargo airlines, or cargo divisions of passenger airlines, have started to implement IT-supported cargo revenue management solutions during the last few years. This paper describes the process of implementing Sabre's CargoMax as the Revenue Management system at various airlines, including Lufthansa Cargo, the benefits achieved from this, and also the complexities and pitfalls. Critical success factors for future implementation projects are derived from those experiences.

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