Title: Success factors for the implementation of Air Cargo Revenue Management solutions

Authors: Bjoern Becker, Raja G. Kasilingam

Addresses: Lufthansa Cargo AG, Gate 25, Building 420, Room 5054, 60594 Frankfurt Airport, Germany. ' Sabre Inc., 3150 Sabre Drive Southlake, Texas 76092, USA

Abstract: For a long time Air Cargo Revenue Management (ACRM) has been an underdeveloped part of the revenue management subject. Many cargo airlines, or cargo divisions of passenger airlines, have started to implement IT-supported cargo revenue management solutions during the last few years. This paper describes the process of implementing Sabre|s CargoMax as the Revenue Management system at various airlines, including Lufthansa Cargo, the benefits achieved from this, and also the complexities and pitfalls. Critical success factors for future implementation projects are derived from those experiences.

Keywords: logistics; ACRM; air cargo revenue management; operations research; cargo airlines; project management; decision support systems; DSS; critical success factors; information technology.

DOI: 10.1504/IJRM.2008.020624

International Journal of Revenue Management, 2008 Vol.2 No.3, pp.254 - 271

Published online: 05 Oct 2008 *

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