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How to boost sales in your aviation business

The air traffic around the world is rapidly increasing but that doesn’t mean that all kinds of aviation businesses are also making a profit.

When it comes to aviation, the dynamics of business are pretty unique. You have to deal with a number of factors in order to keep the profit flowing in, and the stakes are always high in terms of maintaining service quality.

Sure, you can hire the best marketing managers and sales team to get good sales, but that still doesn’t guarantee that the business will be great all the time.

This is where the aviation consulting companies come into play. Wherever your aviation business starts to tumble and your internal efforts can do just so much, the aviation consultants help you get back on feet.

Aviation Analysts International has been doing the same for more than a decade and hence, we know how to tackle business challenges in the aviation industry.

Sales is a recurring point of worry across various verticals of the aviation industry, therefore, we thought of addressing some practical tips on how to boost sales in your aviation business. These tips come straight from our renowned global aviation services, that are operational in 9 different countries.

Boost Sales In Your Aviation Business

Sales in any type of aviation business depend upon two factors – the product and the service. For instance, a typical airline sells two things to its customers – a means of transport and assistance in making through to the destination.

Similarly, if you have these two factors in control, your business will automatically make better sales than it currently is. We have segregated various ways for improving both the things.

Improving the Product

  • Identifying the pain and pleasure points   

The first step in your next strategic meeting would be to identify the areas that are performing the best and worst in your business. For most aviation companies, the product can’t be tremendously changed. If they’re selling air travel to the clients, they can’t switch to parachutes. But what they can do is identify where is air travel being sold for profitably and where it is facing tough competition.

This will help you take major decisions regarding channelizing your marketing efforts. The areas that are performing well can be given some push with loyalty offers, whereas, areas with lower performance can be restructured to try a different approach.

This can be done using analytical systems that compile large streams of data in order to find probable improvement measures. Most aviation business, especially the ones that operate on a lower end are not equipped for this.

They can contact aviation consulting companies that provide business analytics for aviation businesses, to churn out the KPIs. This will help them get the picture cleared out and make plans in the right direction.  

  • Applying the results

After you have spent considerable time in scrambling data about your sales performance, you have to apply the results.

This part is tricky as now you’d have to compare your performance with relevant customer data and industry performance. For instance, you find out that your product is doing great in a given market, and you wish to incentivize the customers of that market for the same. But, do you know why are the customers attracted to your product? Is it a need or a wish?

Such questions need to be answered before you make future plans regarding your sales strategy. Usually, the top aviation consulting firms are able to generate some brilliant solutions using this kind of data.

Quoting WOW airlines, who were able to identify the strong market gap of affordable travel from North America to Iceland. They captured the opportunity and made arrangements for cheaper air tickets for the tourists coming from North America, a tactic that gave a huge boost to their sales.

  • Increasing the Market Hold

They often say – “cooperate to dominate”, which is very true for the aviation industry. The whole industry works like a clockwork where one provider is dependent upon the other supplier to make things work out for everyone in the pipeline.

Collaborations and partnerships have been a great way to expand business and increase the market hold of your company. Partnerships can work in two ways; either you partner with a business competitor to increase sales, or you extend one of your business lines to other providers.

Many aviation businesses like to partner up with aviation security service agencies and airport management agencies, that take care of the processes that are hard to manage in-situ. This helps the business to increase its foothold in the industry while distributing stress on individual processes.

Improving the Service

  • Uniting various customer service departments

One of the major anomalies being faced by customers of today is that they experience different levels of customer service at different endpoints.

The airport staff would treat them really well but the cabin crew would be ignorant, then the flight’s food will be really good, but the behavior exhibited by the crew members would be unprofessional. Such things make the customers confused on what to feel about the service, and they eventually break off.

Therefore, one of the most necessary improvements that must be made in your customer service system is that it should work unanimously. The same level of quality and customer satisfaction should be provided in all departments.

The staff should be uniformly trained on maintaining standards and keep the processes aligned for consistent performance in each department. After all, the customer takes back the whole journey as experience in their minds and not one or two good things about your service.  

The bigger players of aviation often employ the top aviation consulting firms for employee training purposes in hopes of improving their overall performance.

  • Building customer relationships

With so many options to choose from, it’s easy for customers to wander off to a new company if they don’t have any good reason to stick to you.

That is why it’s so important to build customer relationship right from the moment they first interact with you. This can be done in a number of ways. You can offer loyalty programs, special offers for frequent customers and or promote something that customers appreciate about your service.

They key to building stronger relationships is making sure that specific customer needs are met. Customers like to revisit the places where they have been treated well no matter how the conditions were. Even if something goes wrong in the flight, the attendants posses the power to woo customers with their dedication to customer service.

Hence, by laying emphasis on fulfilling specific customer needs, an airline can make loyal customers without having to award freebies to customers in hopes of luring them back to them.

  • Adapt to Customers Changing Needs

As the aviation industry continues to change and grow, customer expectations are also changing. They may not be paying attention to things that were hallmarks of quality 10 years ago.

The thing with modern airlines and intervention of technology is that now these changes take place much faster. It takes no less than 2 years before a key aviation innovation is rolled out to almost all airplanes in the industry.

This makes it important to constantly track user habits and adapt your customer service accordingly. You need to stay in line with what customers really want in your business, and how you can address those needs as they change.

This again demands for airline consulting firms who could help you with processes like customer research and training employees for unparalleled customer experience.

Conclusion

In the nutshell, the article talks of six ways of improving sales in your aviation business.

  • Identifying the pain and pleasure points    
  • Applying the results
  • Increasing the Market Hold
  • Uniting various customer service departments
  • Building customer relationships
  • Adapt to Customers Changing Needs

These are proven sales boosting techniques that aviation companies employ for better results. We have worked with a number of organizations in the past that have struggled to make substantial profits even when rapid growth in customer base was being observed.

When it comes to aviation, the dynamics of business are pretty unique. You have to deal with a number of factors in order to keep the profit flowing in, and the stakes are always high in terms of maintaining service quality.

Sure, you can hire the best marketing managers and sales team to get good sales, but that still doesn’t guarantee that the business will be great all the time.

This is where the aviation consulting companies come into play. Wherever your aviation business starts to tumble and your internal efforts can do just so much, the aviation consultants help you get back on feet.

Aviation Analysts International has been doing the same for more than a decade and hence, we know how to tackle business challenges in the aviation industry.

Sales is a recurring point of worry across various verticals of the aviation industry, therefore, we thought of addressing some practical tips on how to boost sales in your aviation business. These tips come straight from our renowned global aviation services, that are operational in 9 different countries.

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