News and Research

Airline Retail
Simply Magnifique
Jay Sorensen, whose company IdeaWorksCompany offers airlines advice on ancillary revenue, recently studied a variety of retail opportunities at locations where the customer remains in one place and product is brought to the seat, not unlike the situation on airplanes. He reviewed sales in restaurants, on trains and at a sport arena.  “In every case there were two things that were consistent,” he says of his findings. “First, they were very visible with the product. If the customer can’t see it, they’re not going to buy it. And second, a motivated sales person ends every sale with ‘What else can I get you?’ The person asks for the sale.”