| Presenter |
Title |
Affiliation |
Abstract |
|
Bonson Lam
Gabriel Leung
|
Cargo Demand Forecasting
|
Industry specialist and mentor |
Air cargo demand forecasting has historically received less analytical attention than passenger demand forecasting within aviation economics. However, structural changes in global supply chains—including the increased adoption of just‑in‑time logistics and rising demand for time‑ and temperature‑critical goods—have heightened the strategic importance of air freight. This study examines air cargo demand using both top‑down (macroeconomic and trade‑based) and bottom‑up (microeconomic and network‑based) forecasting approaches. Where appropriate, established passenger demand modelling techniques—such as Quality of Service Index analysis, market share allocation, and route back‑tracking—are adapted to assess their applicability to cargo markets. The study also investigates the continued transport of low‑value cargoes by air and examines the apparent divergence between relatively low cargo load factors and the sustained operation of dedicated freighter services. |
|
Houman Goudarzi
|
Leveraging exogenous signals as leading indicators for unconstrained flight demand prediction |
ZYTLYN Technologies |
Traditional flight demand models rely heavily on booking data to forecast demand. However, in an era of rapid market shifts and evolving consumer behavior, true "unconstrained" demand—unfolds the latent interest that exists before capacity limits or pricing hurdles are applied, making unconstrained demand signals powerful, e.g. for price elasticity models. Houman Goudarzi will explore various aspects related to unconstrained demand signals, and furthermore the use of exogenous signals will be expanded on—such as events, weather, exchange rates, as second degree leading indicators used as features in predictive models of unconstrained demand. Houman will present a case study focused on the methodology of denoising unconstrained flight demand through cleaning but also through calibration against exogenous signals that have a causational relationship with demand. Concluding with an example of joint analytics of unconstrained vs. constrained flight signals. |
|
Muge Tekin
Kalyan Talluri
|
Estimation using marginal competitor sales information |
Rotterdam School of Management |
An abiding challenge for firms is understanding how customers value their product relative to competitors. This is hard to quantify because, while prices are public, rival sales are not. In industries like aviation and hospitality, aggregated competitor sales can be obtained from third-party brokers, yet this data is rarely used in revenue management due to a lack of suitable models. We develop a constrained maximum likelihood method to address key challenges: (i) competitor data is aggregated across multiple lengths-of-stay; (ii) the no-purchase segment is unobservable; (iii) private group sales reduce competitor capacity and affect prices; and (iv) the partial-information likelihood is intractable. Monte Carlo simulations show our method recovers true parameters and outperforms existing approaches on real booking data. |
|
Joanna Kuras
Liudmila Gorkun-Voevoda
|
From Invention to Innovation: Leading Large‑Scale Methodological Change in Revenue Management Forecasting |
Swiss International Air Lines (Lufthansa Group) |
Building on Jonas Rauch’s theoretical case for disentangling ('A Practical Perspective on “Disentangling Capacity Control from Price Optimization"', AGIFORS 2025), this presentation shows how Lufthansa Group moved from concept to operational reality based on the example of transforming its demand forecasting method. Such a fundamental shift in methodology cannot succeed through technical implementation alone: it requires bold, out‑of‑the‑box transformation leadership to challenge entrenched mindsets, reshape processes, and guide users into a new, disentangled RM logic. We share how this enabled the step from invention to innovation - and the key learnings it offers for any future major change in Revenue Management. |
|
Kalyan Talluri
Dmitrii Tikhonenko
|
What price did the competitior charge? The peculiar airline cargo RM estimation problem |
Imperial College Business School |
In airline cargo RM the firm has to price or respond to a bid without knowing what the competitor is pricing. It becomes very difficult to estimate customer price-sensitivity as we not only do not observe no-purchasers or the prices they paid, but even for those who purchased our product or service, we do not know to what they compared our price to. Potentially one can eventually learn the true price-sensitivity and other parameters, but it would just require too many samples and becomes infeasible in volatile fast-changing markets such as airline cargo. In this talk we leverage existing data (schedules, own bids, wins, worldACD data) to device an econometric method to estimate this, and recover the expected price they paid at the competition. |
|
Jakub Figura
Stanislaw Robak
Maria Browarska
Maciej Pawelczyk
Hadar Sharvit
|
Quantifying External Shocks in Airline Demand: A Multi-Agent LLM Approach to Automated Event Intelligence |
Fetcherr |
Incorporating rare external events into airline demand forecasting remains a challenge. Manual curation and third-party feeds fail to quantify events at scale, lacking the responsiveness to address emerging shocks. We propose a multi-agent LLM-based pipeline to automate event discovery and quantification. Our framework extracts normalized attributes, including location, time, and severity, via web-grounded retrieval and evidence-backed validation. By converting complex global events into structured records, the system maintains model alignment with real-world conditions. Validated across historical scenarios, it demonstrates significant accuracy gains over baselines reliant on endogenous signals. Automating discovery improves disruption performance, scales efficiently, and supports robust forecasting, revenue management, and network planning under planned and unexpected shocks. |
|
Gopal Ranganathan
|
A Unified Microsegment-Based Mathematical Framework for Airline Network Revenue Optimization Endogenizing Demand |
Quad Optima |
Network Revenue Management (NRM) is traditionally formulated as a capacity allocation problem under exogenous demand, solved using large-scale linear programming and dynamic programming methods. These approaches rely on demand forecasts that are typically modeled as functions of price alone, with all other behavioral and operational drivers assumed to be embedded in historical observations. We propose a framework that endogenizes demand as a function of airline actions, market context, and operational state. The framework combines microsegment-level Bayesian regression, differentiable revenue modeling, and Monte Carlo–based optimization. We show that the proposed formulation strictly generalizes classical network revenue management models, reduces demand estimation bias, avoids the curse of dimensionality inherent in dynamic programming, and yields computationally scalable optimization. |
|
Marc Nientker
|
Willingness-to-pay: A modern causal inference approach |
ADC |
The shift from class-based to continuous, dynamic pricing demands more accurate willingness-to-pay (WTP) estimates, yet standard methods yield biased results when pricing decisions are correlated with unobserved demand drivers. Addressing this endogeneity problem requires causal inference techniques capable of controlling for confounders that are neither directly observable nor fully understood. We introduce a modern econometric framework for WTP estimation that builds on recent advances in Poisson regression with direct and interactive fixed effects. By capturing confounders' influence across the full itinerary context rather than isolating individual variables, the method enables robust estimation without requiring prior knowledge of each confounder's exact nature. We present the theoretical foundations, empirical validation on real airline data, and implications for revenue management practice. |
|
Yacine Nabet
Mathias Lecuyer
Elie Lelouche
|
A Test-Set Paradigm for Elasticity Evaluation in Time-Series Revenue Management Models |
Wiremind |
The test-set paradigm, which makes data-driven decisions—from architecture to model selection—on held-out data, is key to deep learning’s success. Price optimization though requires predicting the unobservable demand’s elasticity to price: how do we then apply the test-set paradigm? Existing evaluations fall short: simulations are not data specific; A/B tests are only safe for already good models; and minimizing the deviation between optimal and observed prices reduces to predicting past observed prices. We propose two new approaches to evaluate a model’s elasticity on held-out data. First, we leverage orthogonal learning to assess a model’s performance under small deviations from typical prices. Second, we use Regression Discontinuity Designs to estimate the effect of observed price changes in a test set, to evaluate a model’s elasticity under a different assumption (continuity of potential outcomes) than that (observed confounders) of typical elastic models. |
|
Rutger Lit
Sebastian Andres Orellana Montini
|
A scalable blueprint for airline revenue management experiments: switchback design for seat pricing tests |
ADC
LATAM Airlines
|
We present a large-scale application of switchback experiments for seat ancillary pricing, drawing on joint work with LATAM Airlines using daily route-level data. We examine switchback designs from three perspectives: theoretical intuition, simulation studies calibrated to airline operations, and evidence from historical transactions. A two-way fixed effects framework explains why repeated within-route switching increases effective sample size and dampens demand shocks, confirmed through placebo experiments and power analyses on LATAM's production data. Across all three perspectives, switchback designs consistently outperform traditional fixed-route experiments, reducing standard errors by 30–70 percent while maintaining reliable inference. This allows revenue impact to be measured within weeks rather than months, offering a practical and scalable experimentation blueprint for airline revenue management teams. |
|
Laurie Garrow
Antonio Ramirez
|
Estimating Airline Price Sensitivity from Choice Set Data Using Multinomial Logit Models |
Georgia Institute of Technology |
We estimate price sensitivity using multinomial logit (MNL) models applied to PassengerSim choice set data. Choice sets reflect realistic, airline-specific offerings and include the airline’s own fares, the lowest competitor fare, and a no-fly option, preserving key tradeoffs and mimicking choice-based sampling. Estimated price coefficients are negative and decline in magnitude as departure approaches, indicating lower price sensitivity closer to departure. Results are robust to alternative definitions of early and late booking windows but may vary with additional trip characteristics. We use the MNL coefficients to compute price elasticities and translate them into FRAT5 curves. The resulting sensitivities are airline- and market-specific. We are evaluating the revenue impacts of using user-input versus estimated FRAT5 values. |
|
Pedro Sfriso
Marcio Rubio Martins Zacheo
|
From Forecasting Demand to Managing Booking Pressure |
AE Studio |
While traditional revenue management models forecast unconstrained demand effectively, they do not always explicitly capture the pressure that builds along the booking curve. We introduce the Demand Pressure Index, a practical way to guide how price and inventory should evolve over time. Instead of looking only at how full a flight is, it also considers how fast bookings are coming in and how close departure is.The framework also helps identify situations where sales begin to plateau after aggressive price moves, signaling that protection may have gone too far and adjustments are needed. Deployed at Azul Airlines as a thin intelligence layer above its RMS, the approach improved sell-out timing and delivered measurable revenue gains without disrupting existing workflows. It does not replace core systems; rather, it detects demand imbalances and converts them into bounded price or inventory adjustments with guardrails and stateful updates to ensure stability. |
|
Laleh Kardar
Ravi Kumar
|
Enhancing Price Elasticity Estimation for Airline Dynamic Pricing via KDE-Based Sampling and Clustering |
PROS |
We address the challenge of estimating price elasticities of passenger demand in airline dynamic pricing when no-purchase data is unavailable. Building on a two-stage Poisson semi-parametric framework that combines machine learning with causal inference techniques, we propose two enhancements to improve robustness in sparse data settings. First, we apply a KDE-based sampling strategy to densify sparse regions of the feature space without imposing strong parametric assumptions. This improves model stability in underrepresented segments. Second, we introduce a top-down clustering approach that replaces rigid partitioning with data-driven groupings that respect operational constraints while capturing behavioral variation across segments. Empirical results on real airline transaction data show that these enhancements lead to more stable and differentiated elasticity estimates, supporting more effective and interpretable pricing decisions. |
|
Daniel Fry
|
Airline Revenue Management and Welfare Economics: A First Look |
Alaska Airlines and Hawaiian Airlines |
In this presentation, I will explore some past research applying standard welfare economics tools to analyze the welfare impact of revenue management as applied in the airline industry. I will then begin to explore how the modeled representation of revenue management can be enriched and how standard welfare economics tools might be altered to improve the overall welfare model. |
|
Michael Lockett
Ghadi M Fouad
|
A Hybrid Approach to Optimising Ancillary Seat Revenue |
British Airways |
Ancillary seating remains a significant yet under-optimised revenue opportunity, constrained by historic pricing granularity, and the complexity of modelling customer willingness-to-pay across diverse booking attributes and purchase contexts. This presentation introduces a hybrid framework for seat pricing that combines machine learning based behavioural models, analytically and commercially defined pricing policies, and reinforcement learning based optimisation. The objective is to deliver a pricing solution that improves revenue performance while remaining controllable, robust and commercially interpretable. The results illustrate how a hybrid approach can bridge the gap between advanced analytics and commercial requirements, enabling scalable and interpretable seat pricing strategies. The framework also provides a foundation for extending atomic price optimisation to a broader range of ancillary products and bundled offers within modern airline retailing. |
|
Kevin Wang
|
What’s the value of a seat? A revenue management approach to airline seat pricing |
United Airlines |
The pricing of seat assignments is a complex problem, as airlines must balance multiple objectives driven by diverse customer seat preferences and varying entitlement levels. Existing revenue management approaches do not account for the intricacies introduced by entitlements and the impact of available inventory on customer choice behavior. We extend the traditional revenue management optimization framework by introducing two key innovations: (1) the concept of non-rejectable demand to model customers entitled to complimentary seat selection, and (2) a load factor-dependent demand model for customers whose seat selection decisions are influenced by both price and cabin occupancy. We explore how these considerations can alter optimal pricing strategies and how they can lead to counterintuitive pricing outcomes. Our findings highlight the inherent complexities of the seat pricing problem and the importance of our extensions for achieving optimal pricing policies. |
|
Indrajit Chatterjee
Qun (Russel) Sui
Anubhav Jain
Joseph Mathews
|
DNA of Demand: Unlocking Travel Intent for Better Demand Forecasts |
United Airlines |
Understanding travel intent is critical for optimizing revenue management, as it directly dictates market seasonality and price elasticity. Business travelers typically exhibit lower price sensitivity and distinct seasonal patterns compared to Leisure passengers. Furthermore, within the leisure segment, passengers traveling for Vacation versus those Visiting Friends and Relatives (VFR) may also display divergent behaviors and sensitivities. In this presentation, we demonstrate how Machine Learning models can leverage trip attributes (without incorporating any personal information) to uncover these underlying travel intents. By identifying the intent behind each trip, we can establish a more robust foundation for demand forecasting and revenue management decisions. |
|
Aldair Alvarez Diaz
Philippe Gendreau
Dounia Lakhmiri
Tu-San Pham
Yossiri Adulyasak
Jean-François Cordeau
|
Reducing seat spoilage through no-show prediction and risk-aware optimization |
Ivado Labs |
Underutilization of seat capacity due to passenger no-shows remains a critical challenge for airline profitability. In this talk, we present a solution integrating machine learning and optimization developed for a major North American leisure carrier to mitigate seat spoilage through dynamic sellable capacity adjustments. The solution leverages a multi-level predictive architecture to translate granular booking data into robust flight-level no-show distributions. This stochastic input is then fed into a risk-aware optimization module that balances the trade-off between marginal revenue from additional seats sold and operational costs of denied boardings. The solution provides Revenue Management analysts with automated recommendations and transparency into risk metrics. This end-to-end solution has been successfully validated in production, demonstrating a significant reduction in unutilized capacity and a measurable uplift in both load factor and revenue. |
|
George Jebran
Salvatore Certo
|
Learning Multi-Horizon Airline Booking Curves from Raw Search Signals Using End-to-End Deep Learning |
ATPCO / 3Victors |
Accurate multi-horizon booking forecasts are central to airline revenue management, yet leveraging raw search data remains challenging due to bot-driven noise and aggregator distortions. Rule-based debotting approaches are often brittle and difficult to scale. We investigate whether an end-to-end deep learning architecture can instead learn booking-predictive representations directly from minimally processed search logs. Route-level booking curves are modeled as advance purchase vectors and trained on realized outcomes using learned route and search embeddings. We present early empirical results across selected markets, benchmarking against classical booking curve methods and evaluating stability across horizons. Findings highlight both the predictive potential of raw search signals and the robustness considerations required for practical RM deployment. |
|
Darius Walczak
|
Remarks on Algorithmic Collusion in the Context of RM |
PROS |
Revenue management (RM’) algorithms are ubiquitous in the airline industry and help utilize capacity efficiently and to price their products properly to improve their revenues. These pricing algorithms are often deployed in competitive environments, for which the old issue of cartel formation, collusive prices, and appropriate regulations remain valid. Many of the pricing algorithms operate at least semi-autonomously and a natural question arose whether (autonomous) algorithmic collusion is possible and then preventable. The subject has attracted considerable attention in the last five years or so and there is a growing body of research exploring various aspects of the problem. In the presentation we review salient results available in the literature, both recent and earlier ones, and provide our understanding and opinion on their relevance for the practice of RM. |
|
John Elder
John Bruer
James Graham
Randi Griffin
|
Calibrating RM Systems: A framework and practical lessons |
Boston Consulting Group |
Airline RM systems have become increasingly complex and automated, requiring real-world observation and calibration to sustain performance. We present a framework that evaluates pricing actions at sufficient granularity to enable rapid, targeted tuning during in-market tests. Implemented price changes are matched to unactioned controls via stratified sampling across decision-making drivers. Post-intervention uplifts in revenue, yield, and bookings are measured, with load forecasts incorporated to assess dilution and displacement risk. Pockets of underperformance are isolated, diagnosed, and translated into concrete adjustments. Applied at scale, the approach has delivered clear RASK improvements across multiple RM enhancement initiatives. We also discuss practical considerations: embedding calibration within RM organizations and leveraging automation, including AI-assisted pattern detection, to surface performance gaps and suggest specific system refinements. |
|
Alexander Papen
Thomas Fiig
ChungWai Kong
|
Round Trip Network Optimization in RM |
Amadeus
Singapore Airlines
|
Airlines have for decades mastered network optimization to account for the loss in revenue by displacing passengers on the connecting legs. Round trips, are commonly simplified by splitting the itineraries into one way bounds. This reduces demand sparsity and enables day by day leg decomposition of the network optimizer. However, this approximation breaks down under directional demand asymmetry. For Singapore Airlines’ London–Singapore market, the two RT flows peak in different seasons, resulting in bound based optimization that misestimates leg bid prices and leads to suboptimal controls. We extend the classical network optimization methodology to reflect the dependency between outbound and inbound. Simulations on realistic scenarios show ~2% revenue uplift. The approach maintains existing execution logic and scales to realistic network sizes. |
|
Thomas Fiig
Michael Defoin-Platel
|
How AI is changing Revenue Management & Dynamic Pricing? |
Amadeus |
Artificial Intelligence (AI) is one of the most transformative technologies of our time, reshaping decision-making across all industries. For airline RM, this raises a pressing question: what will AI’s impact be? Could decades of proven RM science suddenly become obsolete, or will AI’s role be more complementary – augmenting RMS rather than replacing them? We find that AI is unlikely to disrupt RM science. Instead, the most promising path seem to be hybridization by combining interpretable parametric models with AI corrections. A further shift will come from agentic AI, where shopping agents act as delegated consumers, optimizing the total offer rather than individual products. We discuss what this evolution could mean for future dynamics and competitive behavior |
|
Arpit Ganeriwal
|
Leveraging Internal Ground-Truth to Classify Competitive Business and Leisure Demand |
United Airlines |
This study presents a robust methodology for classifying airline PNRs into business and leisure segments using machine learning. By leveraging internal "ground truth" (loyalty data and survey responses), we developed a high-accuracy XGBoost model using booking, customer, and destination attributes. This logic was then "mirrored" onto industry ticketing data (DDS), enabling granular classification of competitor traffic (AA/DL). Our validation confirms that the industry model's results for United align closely with internal data, proving its reliability for competitive benchmarking. The model is now a core commercial tracking tool, even inspiring enhancements in RM demand forecasting systems. The next phase explores sub-segmenting leisure into "Vacation" vs. "VFR" to quantify distinct price elasticities—a critical step for refining RM strategies in an evolving "bleisure" market. |