Aeroflot developed an incentive system of sales of additional services

2020: Development of the system of targeted sales promotion of additional services

Aeroflot developed the system of targeted sales promotion of additional services. On December 21, 2020 the Innopolis University reported about it. The project of this marketing tool increasing efficiency of communications with the client was created by a team of experts of airline during training of anti-recessionary leaders and commands of digital economy in the KLIK program organized by the University Innopolis together with the University 20.35.

This development of airline after implementation will add and will improve the instrument of intellectual customer analysis which can potentially purchase additional services: additional baggage, menu to order, choice of the place, flight insurance, reservation of a transfer and hotel.

To offer clients necessary for them dopuslug, the tool analyzes data of run and behavior of the passenger on 30 parameters: a profile, the history of purchases dopuslug and communications from airlines, flight activity and others. The mathematical model which allows to understand better behavior of passengers is the cornerstone of a prototype, is able to find the hidden patterns and predicts the probability of purchase of additional services.

The offered tool will help to organize aim communications with clients, having raised income from sale of additional services and having optimized expenses due to failure from inefficient mailings.

In total 243 employees of Aeroflot united in 16 commands participated in the KLIK program. 4 projects of airline after acceleration got to final TOP 100 of the program — the system of targeted marketing offers, the concept of the contactless airport, an analytical monitoring system of efficiency of technical support of work in the mode of remote access, schedule system and forecasting of a delay of runs. All projects are directed to quality improvement of work of airline and the services provided to clients.

Training in the joint program of the University Innopolis and the University 20.35 there underwent 5,249 people who in commands developed 651 projects.