A New Yield Management Approach for Continuous Multi-Variable Bookings: The Airline Cargo Case

  • Stefano Gliozzi
  • Alberto Maria Marchetti
Part of the Applied Optimization book series (APOP, volume 79)


Yield Management is a well-known methodology whose main goal is to maximize a parameter (usually the revenue, but sometimes the profit, the yield, or the load factor) that can be obtained from a given supplied perishable resource under a stochastic demand which will pay different prices. Here a new Yield Management method is described, particularly suited in multi-variable environments, where more than one resource defines the capacity to be optimized. A typical case is the airline cargo, where each reservation uses simultaneously both the resources that a cargo plane offers: volume and weight. This innovative Yield Management method can be employed in the usual mono-dimensional environment of seat optimization as well, and its peculiarity is to leverage the stochastic linear programming technology based on scenarios, to take into account not only the randomness of the demand, but also the underlying relationship among all the intervening stochastic variables. For example in a cargo environment, the stochastic nature of the revenue is considered together with the demand uncertainty in weight and volume. This implies that many simplifications, adopted by other solutions to overcome the complexity of the problem, can be avoided, obtaining a higher accuracy, while the method remains intrinsically consistent, robust and secure.

Yield Management can be approached in several ways; thus a short introduction to Yield Management is reported to give the correct positioning of our solution with respect to others. Then the method is described with reasonable detail together with a discussion of its advantages.


yield management revenue management stochastic linear programming forecasting systems 


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Copyright information

© Springer Science+Business Media Dordrecht 2003

Authors and Affiliations

  • Stefano Gliozzi
    • 1
  • Alberto Maria Marchetti
    • 2
  1. 1.Business Consulting Services, CRM SolutionsIBMUSA
  2. 2.Business Consulting Services, Travel and Transportation SectorIBMUSA

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