Airlines in the Asia-Pacific region face a range of architectural problems when implementing more sophisticated retail strategies. Sam Chamberlain, Chief Product Officer at FLYR, sat down with us at Aviation Festival Asia to share more about overcoming these and setting new differentiators in a competitive market.

What airlines really need to do is focus on how they can leverage things like Offer-Order technology that sits on top of the PSS, then start trying out dynamic and continuous pricing.

Low-cost carriers (LCCs) have been immensely successful in bringing travel to more customers across APAC. For legacy airlines, Chamberlain says they need to stop ‘fighting the wrong fight’ by trying to compete on price, and instead focus on ‘delighting’ their passengers. In the event of disruption, these airlines can use their customer data to provide a tailored service, for example granting lounge access to families or adding bonus personalised ancillaries.

Low-cost carriers are built on a very simplified business model. They don’t have the infrastructure or the products to do things like that, nor to retail and distribute it in the same way.

One airline with an advanced retail infrastructure that is neither legacy nor low-cost is Riyadh Air. FLYR have partnered with the new Saudi carrier to create a PSS-free retail architecture, opening an office in Riyadh to support their work. Chamberlain says the company continues to seek new opportunities across APAC – and the globe – while consolidating the Offer-Order platform that has delivered so much success.

Instead of thinking what exactly is the next trend, we think how we can make sure that we are flexible enough that we’ve got quality in our platform and scalability in our platform that it can be made available to the next trends.

🎥 Watch the video to get the full interview with Sam Chamberlain.

Questions asked include:

  • How is continuous pricing developing in Asia? Is the market mature enough/are airlines ready? 
  • What about real-time data? What role will that have in making legacy carriers more competitive against LCCs on price? 
  • You recently consolidated your presence in Saudi Arabia with a permanent HQ. How do FLYR see demand for their tech changing across Asia, where would you like to expand next?
  • Which emerging digital trend do you think will have the most impact on travel retail? At FLYR, where are you looking to invest next? 

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