In the Journal of Revenue and Pricing Management, Volume 1, Number 3, Part I of this two–part paper discussed the business process associated with the group passenger market segment. While Part I outlined the problems and challenges faced in the current environment, Part II discusses how they can be transformed into revenue opportunities with industry best practice and revenue management system automation. With the dynamic combination of adopting new group business process and implementing automation, Part II addresses how an airline can increase its revenue, fill seats that otherwise would have gone empty, increase load factor, reduce overhead costs and overall improve the bottom line. All this can be realised through sound pricing decisions, negotiation tactics consisting of vital economic intelligence, and better inventory management — while at the same time not displacing higher–revenue demand. Furthermore, with the element of system automation, an airline can substantially increase the volume of business it generates while achieving economies of scale in productivity.
