fvw – Magazine for Tourism & Business Travel quoting pricing expert Dr. Friesen

fvw - Magazine for Tourism & Business Travel quoting pricing expert Dr. Friesen
Copyright fvw – Magazin, 2018

In its volume as of December 7, 2018 the fvw – leading magazine for tourism & business travel – quotes Dr. Friesen on the implementation of the new data standard NDC (New Distribution Capability) in the airline industry. Its implementation opens up new possibilities in the area of dynamic pricing both for travel agents and airlines. For a successful start, however, there are still some obstacles to overcome.

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Are airline passengers ready for personalized dynamic pricing? A study of German consumers

Mark Friesen et al. (Journal of Revenue Pricing Management, Vol. 17 (2), Seite 115-120)

Today, dynamic pricing in most industries is an established form of pricing. The technological changes (NDC, Big data, IoT, etc.) in the airline industry allow further steps for price differentiation culminating in either personalized or personalized dynamic pricing. Personalized dynamic pricing as we define it is not to be confused with the traditional dynamic pricing of today‘s Revenue Management practices. This paper explores the factors influencing the successful introduction of personalized dynamic pricing at the example of the German airline market: (1) technological advances in data mining and the ability to detect customer preferences, (2) the ability to accurately determine customer’s willingness-to-pay by predictive analytics, (3) the use of personal data by airlines and its acceptance by consumers as well as (4) the medium-term impact on customer loyalty and the associated risks for the sustainability of the whole airline business model.

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Parking still has room to grow – Optimizing parking revenue at European airports

Mark Friesen (Parking Trend International, Vol. 27, No. 4, S. 37)

In some cases, international airports generate up to 50 percent of their overall annual revenue by marketing and renting space, in other words through non-aviation business. Parking maintenance at an airport plays a large part in this. 2,000 to 3,000 euros per parking space per year is not an uncommon rate. However, a study by QUINTA Consulting shows that European airports, unlike U.S. airports, are nowhere close to maximizing the revenue potential offered by professional parking management.

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Why it is NOT a good idea to buy Swiss Chocolate in Germany – International Price Management between Price Parity and Customer Value

Mark Friesen

The strong Swiss frank has made shopping for all kind of products in Switzerland a quite expensive enterprise. Compared to retail prices in neighbouring countries like Germany Swiss prices always tend to be higher due higher purchasing power and willingness to pay of Swiss consumers. However, a recent study of QUINTA Consulting shows that retail prices for milk chocolate are surprisingly higher in Germany than in Switzerland. Despite the unfavorable exchange rate the study indicates that four of six chocolate brands are more expensive in Germany. To make international price management a success the study suggests three pricing principles: 1. use of price discrimination and versioning for exclusive Swiss retail products to create additional customer value, 2. application of psychological means of price promotion and transparency to help customers to perceive Swiss retail prices differently, and 3. to communicate retail price changes to the Swiss consumer as fairly and early as possible.

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New customer-centric tariff models – improved value-based parking for operators and customers alike

Mark Friesen (Parking Trend International, Vol. 27, No. 2, S. 38-41)

A common practice when establishing parking fees for short-term parking are tariff models that for the most part are based on hourly billing increments so as to reach a maximum in the course of the day. In the past few years, other service industries have proven that more equitable customised solutions are possible. Tariff models that place greater emphasis on the customer value are a concept that both on- and off-street parking space operators can benefit from.

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