Revenue Management and Dynamic Pricing: Part I
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Transcript of Revenue Management and Dynamic Pricing: Part I
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Revenue Managementand Dynamic Pricing:
Part I
Revenue Managementand Dynamic Pricing:
Part I
E. Andrew BoydChief Scientist and Senior VP, Science and
ResearchPROS Revenue Management
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OutlineOutline Concept Example Components
Real-Time Transaction Processing Extracting, Transforming, and Loading Data Forecasting Optimization Decision Support
Non-Traditional Applications Further Reading and Special Interest
Groups
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Revenue Management in Concept
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What is Revenue Management?What is Revenue Management? Began in the airline industry
Seats on an aircraft divided into different products based on different restrictions
$1000 Y class product: can be purchased at any time, no restrictions, fully refundable
$200 Q class product: Requires 3 week advanced purchase, Saturday night stay, penalties for changing ticket after purchase
Question: How much inventory to make available in each class at each point in the sales cycle?
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What is Revenue Management?What is Revenue Management? Revenue Management:
The science of maximizing profits through market demand forecasting and the mathematical optimization of pricing and inventory
Related names: Yield Management (original) Revenue Optimization Demand Management Demand Chain Management
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RudimentsRudiments
Strategic / Tactical: Marketing Market segmentation Product definition Pricing framework Distribution strategy
Operational: Revenue Management Forecasting demand by willingness-to-pay Dynamic changes to price and available
inventory
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Industry PopularityIndustry Popularity
Was born of a business problem and speaks to a business problem
Addresses the revenue side of the equation, not the cost side 2 – 10% revenue improvements common
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Industry AccoladesIndustry Accolades
“Now we can be a lot smarter. Revenue management is all of our profit, and more.”Bill Brunger, Vice President
Continental Airlines
“PROS products have been a key factor in Southwest's profit performance.”
Keith Taylor, Vice President Southwest
Airlines
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Analyst AccoladesAnalyst Accolades
“Revenue Pricing Optimization represent the next wave of software as companies seek to leverage their ERP and CRM solutions.”
– Scott Phillips, Merrill Lynch
“One of the most exciting inevitabilities ahead is ‘yield management.’ ”
– Bob Austrian, Banc of America Securities
“Revenue Optimization will become a competitive strategy in nearly all industries.”
– AMR Research
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Academic AccoladesAcademic Accolades
“An area of particular interest to operations research experts today, according to Trick, is revenue management.”
Information Week, July 12, 2002.
Dr. Trick is a Professor at CMUand President of INFORMS.
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Academic AccoladesAcademic Accolades
As we move into a new millennium, dynamic pricing has become the rule. “Yield management,” says Mr. Varian, “is where it’s at.”
“To Hal Varian the Price is Always Right,” strategy+business, Q1 2000.
Dr. Varian is Dean of the School of Information Management and Systems at UC Berkeley, and was recently named one of the 25 most influential people in eBusiness by Business Week (May 14, 2001)
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Application AreasApplication Areas
Traditional Airline Hotel Extended Stay Hotel Car Rental Rail Tour Operators Cargo Cruise
Non-Traditional Energy Broadcast Healthcare Manufacturing Apparel Restaurants Golf More…
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Dynamic PricingDynamic Pricing
The distinction between revenue management and dynamic pricing is not altogether clear Are fare classes different products, or
different prices for the same product?
Revenue management tends to focus on inventory availability rather than price Reality is that revenue management and
dynamic pricing are inextricably linked
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Traditional Revenue ManagementTraditional Revenue Management Non-traditional revenue management and
dynamic pricing application areas have not evolved to the point of standard industry practices
Traditional revenue management has, and we focus primarily on traditional applications in this presentation
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Managing Airline Inventory
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Airline InventoryAirline Inventory
A mid-size carrier might have 1000 daily departures with an average of 200 seats per flight leg
EWREWRSEASEA
LAXLAX IAHIAH
ATLATL
ORDORD
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Airline InventoryAirline Inventory
200 seats per flight leg 200 x 1000 = 200,000 seats per network day
365 network days maintained in inventory 365 x 200,000 = 73 million seats in inventory
at any given time
The mechanics of managing final inventory represents a challenge simply due to volume
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Airline InventoryAirline Inventory
Revenue management provides analytical capabilities that drive revenue maximizing decisions on what inventory should be sold and at what price Forecasting to determine demand and its
willingness-to-pay Establishing an optimal mix of fare products
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Fare Product MixFare Product Mix
Should a $1200 SEA-IAH-ATL M class itinerary be available? A $2000 Y class itinerary?
EWREWRSEASEA
LAXLAX IAHIAH
ATLATL
ORDORD
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Fare Product MixFare Product Mix
Should a $600 IAH-ATL-EWR B class itinerary be available? An $800 M class itinerary?
EWREWRSEASEA
LAXLAX IAHIAH
ATLATL
ORDORD
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Fare Product MixFare Product Mix
Optimization puts in place inventory controls that allow the highest paying collection of customers to be chosen
When it makes economic sense, fare classes will be closed so as to save room for higher paying customers that are yet to come
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Components
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The Real-Time Transaction ProcessorThe Real-Time Transaction Processor
Real Time Transaction Processor (RES System)
Requests for Inventory
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The Revenue Management SystemThe Revenue Management System
Revenue Management System
ForecastingOptimizatio
n
Extract, Transform, and
Load Transaction Data
Real Time Transaction Processor (RES System)
Requests for Inventory
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AnalystsAnalysts
Revenue Management System
ForecastingOptimizatio
n
Extract, Transform, and
Load Transaction Data
Real Time Transaction Processor (RES System)
Requests for Inventory
Analyst Decision Support
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The Revenue Management ProcessThe Revenue Management Process
Revenue Management System
ForecastingOptimizatio
n
Extract, Transform, and
Load Transaction Data
Real Time Transaction Processor (RES System)
Requests for Inventory
Analyst Decision Support
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Real-Time Transaction ProcessorReal-Time Transaction Processor The optimization parameters required by
the real-time transaction processor and supplied by the revenue management system constitute the inventory control mechanism
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Real-Time Transaction ProcessorReal-Time Transaction Processor
DFWDFW EWREWR
Y AvailY Avail
M AvailM Avail
B AvailB Avail
Q AvailQ Avail
110110
6060
2020
00
DFW-EWR: $1000 Y $650 M $450 B $300 Q
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Real-Time Transaction ProcessorReal-Time Transaction Processor
Nested leg/class availability is the predominant inventory control mechanism in the airline industry
DFWDFW EWREWR
Y AvailY Avail
M AvailM Avail
B AvailB Avail
Q AvailQ Avail
110110
6060
2020
00
DFW-EWR: $1000 Y $650 M $450 B $300 Q
M Class Booking
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Real-Time Transaction ProcessorReal-Time Transaction Processor
A fare class must be open on both flight legs if the fare class is to be open on the two-leg itinerary
SATSAT DFWDFW EWREWR
Y ClassY Class
M ClassM Class
B ClassB Class
Q ClassQ Class
5050
1010
00
00
Y ClassY Class
M ClassM Class
B ClassB Class
Q ClassQ Class
110110
6060
2020
00
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Extract, Transform, and Load Transaction DataExtract, Transform, and Load Transaction Data Complications
Volume Performance requirements New products Modified products Purchase modifications
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Extract, Transform, and Load Transaction DataExtract, Transform, and Load Transaction Data
PHG 01 E 08800005 010710 010710 225300 XXXXXXXX 000000 I 01 1V XXXXXXXX SNA US XXX 05664901 00000000 XXXXXXXXX XXX I R 0 0PSG 01 OA 3210 LAX IAH K 010824 1500 010824 2227 010824 2200 010825 0227 HK OA 0 0 PSG 01 OA 9312 IAH MYR K 010824 2330 010825 0037 010825 0330 010825 0437 HK OA 0 0
PHG 01 E 08800005 010710 010711 125400 XXXXXXXX 000000 I 01 1V XXXXXXXX SNA US XXX 05664901 00000000 XXXXXXXXX XXX I R 0 0PSO 01 EV 0409 KPSG 01 OA 1221 LAX IAH K 010825 0600 010825 1325 010825 1300 010825 1725 HK OA 0 0PSG 01 OA 0409 IAH MYR K 010825 1455 010825 1636 010825 1855 010825 2036 HK OA 0 0 PSO 01 EV 4281 Y PSG 01 OA 4281 MYR IAH Y 010902 0600 010902 0714 010902 1000 010902 1114 HK OA 0 0PSG 01 OA 5932 IAH LAX K 010902 0800 010902 0940 010902 1200 010902 1640 HK OA 0 0
PHG 01 E 08800005 010710 010712 142000 XXXXXXXX 000000 I 01 1V XXXXXXXX SNA US XXX 05664901 00000000 XXXXXXXXX XXX I R 0 0PSO 01 EV 0409 KPSG 01 OA 1221 LAX IAH K 010825 0600 010825 1325 010825 1300 010825 1725 HK OA 0 0PSG 01 OA 0409 IAH MYR K 010825 1455 010825 1636 010825 1855 010825 2036 HK OA 0 0PSO 01 EV 4281 Y PSG 01 OA 4281 MYR IAH L 010903 0600 010903 0714 010903 1000 010903 1114 HK OA 0 0 PSG 01 OA 5932 IAH LAX K 010902 0800 010902 0940 010902 1200 010902 1640 HK OA 0 0
PHG 01 E 08800005 010710 010716 104500 XXXXXXXX 000000 I 01 1V XXXXXXXX SNA US XXX 05664901 00000000 XXXXXXXXX XXX I R 0 0PSO 01 EV 0409 K PSG 01 OA 1221 LAX IAH K 010825 0600 010825 1325 010825 1305 010825 1725 HK OA 0 0PSG 01 OA 0409 IAH MYR K 010825 1455 010825 1636 010825 1855 010825 2036 HK OA 0 0 PSO 01 EV 2297 L PSG 01 OA 5932 IAH LAX K 010903 0800 010903 0940 010903 1200 010903 1640 HK OA 0 0PSG 01 OA 2297 MYR IAH Q 010903 1140 010903 1255 010903 1540 010903 1655 HK OA 0 0
PHG 01 E 08800005 010710 010717 111500 XXXXXXXX 000000 I 01 1V XXXXXXXX SNA US XXX 05664901 00000000 XXXXXXXXX XXX I R 0 0PSO 01 EV 0409 K PSG 01 OA 1221 LAX IAH K 010825 0600 010825 1325 010825 1300 010825 1725 HK OA 0 0PSG 01 OA 0409 IAH MYR K 010825 1455 010825 1636 010825 1855 010825 2036 HK OA 0 0 PSO 01 EV 2297 Q PSG 01 OA 0981 IAH LAX Q 010903 1420 010903 1608 010903 1820 010903 2308 HK OA 0 0PSG 01 OA 2297 MYR IAH Q 010903 1140 010903 1255 010903 1540 010903 1655 HK OA 0 0
11
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44
55
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Demand Models and ForecastingDemand Models and Forecasting How should demand be modeled and forecast?
Small numbers / level of detail Unobserved demand and unconstraining Elements of demand: purchases, cancellations, no
shows, go shows Demand model … the process by which consumers
make product decisions Demand correlation and distributional assumptions Seasonality
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Demand Models and ForecastingDemand Models and Forecasting Holidays and recurring events Special events Promotions and major price initiatives Competitive actions
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OptimizationOptimization Optimization issues
Convertible inventory Movable inventory / capacity modifications Overbooking / oversale of physical inventory Upgrade / upward substitutable inventory Product mix / competition for resources /
network effects
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Decision SupportDecision Support
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Non-Traditional Applications
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Two Non-Traditional ApplicationsTwo Non-Traditional Applications Broadcast
Business processes surrounding the purchase and fulfillment of advertising time require modification of traditional revenue management models
Healthcare Business processes surrounding patient
admissions require re-conceptualization of the revenue management process
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New AreasNew Areas
Contracts and long term commitments of inventory
Customer level revenue management Integrating sales and inventory
management Alliances and cooperative agreements
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Further Reading and Special Interest Groups
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Further ReadingFurther Reading
For an entry point into traditional revenue management Jeffery McGill and Garrett van Ryzin,
“Revenue Management: Research Overview and Prospects,” Transportation Science, 33 (2), 1999
E. Andrew Boyd and Ioana Bilegan, “Revenue Management and e-Commerce,” under review, 2002
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Special Interest GroupsSpecial Interest Groups
INFORMS Revenue Management Section www.rev-man.com/Pages/MAIN.htm Annual meeting held in June at Columbia
University
AGIFORS Reservations and Yield Management Study Group www.agifors.org
Follow link to Study Groups Annual meeting held in the Spring
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Revenue Managementand Dynamic Pricing:
Part II
Revenue Managementand Dynamic Pricing:
Part II
E. Andrew BoydChief Scientist and Senior VP, Science and
ResearchPROS Revenue Management
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OutlineOutline
Single Flight Leg Leg/Class Control Bid Price Control
Network (O&D) Control Control Mechanisms Models
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Single Flight Leg
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Leg/Class ControlLeg/Class Control
DFWDFW EWREWR
Y AvailY Avail
M AvailM Avail
B AvailB Avail
Q AvailQ Avail
110110
6060
2020
00
DFW-EWR: $1000 Y $650 M $450 B $300 Q
At a fixed point in time, what are the optimal nested inventory availability limits?
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A Mathematical ModelA Mathematical Model Given:
Fare for each fare class Distribution of total demand-to-come by class
Demand assumed independent
Determine: Optimal nested booking limits
Note: Cancellations typically treated through
separate optimization model to determine overbookinglevels
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A Mathematical ModelA Mathematical Model
When inventory is partitioned rather than nested, the solution is simple Partition inventory so that the expected
marginal revenue generated of the last seat assigned to each fare class is equal (for sufficiently profitable fare classes)
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A Mathematical ModelA Mathematical Model
Nested inventory makes the problem significantly more difficult due to the fact that demand for one fare class impacts the availability for other fare classes The problem is ill-posed without making
explicit assumptions about arrival order
Early models assumed low-before-high fare class arrivals
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A Mathematical ModelA Mathematical Model
There exists a substantial body of literature on methods for generating optimal nested booking class limits Mathematics basically consists of working
through the details of conditioning on the number of arrivals in the lower value fare classes
An heuristic known as EMSRb that mimics the optimal methods has come to dominate in practice
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An Alternative ModelAn Alternative Model
The low-before-high arrival assumption was addressed by assuming demand arrives by fare class according to independent stochastic processes (typically non-homogeneous Poisson) Since many practitioners conceptualize
demand astotal demand-to-come, models based on stochastic processes frequently cause confusion
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A Leg DP FormulationA Leg DP Formulation
With Poisson arrivals, a natural solution methodology is dynamic programming Stage space: time prior to departure State space within each stage: number of
bookings State transitions correspond to events such as
arrivals and cancellations
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…
T T-1 T-2 T-3 1 0
n
n+1
n+2
n+3
…
Sea
ts R
emai
ning
Time to Departure
Cancellation
No Event / Rejected Arrival
Accepted Arrival
… … … … … …
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A Leg DP FormulationA Leg DP Formulation
V(t,n): Expected return in stage t, state nwhen making optimal decisions
V(t,n) = maxu [ p0 (0 + V(t-1,n) ) No event (1- p0) c (0 + V(t-1,n-1) ) + Cancel (1- p0) (fi<u) i (0 + V(t-1,n) )
Arrival/Reject (1- p0) (fiu) i (fi + V(t-1,n+1) ) ] Arrival/Accept
u(t,n): Optimal price point for making accept/reject decisions when event in
stage t, state n is a booking request
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A Leg DP FormulationA Leg DP Formulation
DP has the interesting characteristic that it calculates V(t,n) for all (t,n) pairs Provides valuable information for decision
making Presents computational challenges
This naturally suggests an alternative control mechanism to nested fare class availability Bid price control
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V(t,n) =Expected Revenue
V(t,n) =Expected Revenue
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…
8480
V(t,n) =Expected Revenue
V(t,n) =Expected Revenue
V(t,n+1) – V(t,n) =Marginal Expected
Revenue
V(t,n+1) – V(t,n) =Marginal Expected
Revenue
345345
338338
330330…
T
…
352
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n
n+1
n+2
n+3
Sea
ts R
emai
ning
Bid Price Control:
With n+1 seats remaining, accept only arrivals with fares in excess of 345
Bid Price Control:
With n+1 seats remaining, accept only arrivals with fares in excess of 345
345345
338338
330330
…
T
…
352
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Bid Price ControlBid Price Control
Like nested booking limits, there exists a substantial literature on dynamic programming methods for bid price control
While bid price control is simple and mathematically optimal (for its modeling assumptions), it has not yet been broadly accepted in the airline industry Substantial changes to the underlying business
processes
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Bid Price ControlBid Price Control
Solutions from dynamic programming can also be converted to nested booking limits, but this technique has not been broadly adopted in practice
Bid price control can be implemented with roughly the same number of control parameters (bid prices) as nested fare class availability
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Network (O&D) ControlControl Mechanisms
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Network ControlNetwork Control
Network control recognizes that passengers flow on multiple flight legs An issue of global versus local optimization
Problem is complicated for many reasons Forecasts of many small numbers Data Legacy business practices
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Inventory Control MechanismInventory Control Mechanism The inventory control mechanism can
have a substantial impact on Revenue Marketing and distribution
Changes to RES system Changes to contracts and distribution channels
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Example:
Limitations of Leg/Class Control
Example:
Limitations of Leg/Class Control
SATSAT DFWDFW EWREWR
Supply: 1 seat on the SAT-DFW leg 1 seat on the DFW-EWR leg
Demand: 1 $300 SAT-DFW Y passenger 1 $1200 SAT-DFW-EWR Y passenger
$1200 Y
$300 Y
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Example:
Limitations of Leg/Class ControlExample:
Limitations of Leg/Class Control
Optimal leg/class availability is to leave one seat available in Y class on each leg
SATSAT DFWDFW EWREWR
Y ClassY Class
M ClassM Class
B ClassB Class
Q ClassQ Class
11
00
00
00
Y ClassY Class
M ClassM Class
B ClassB Class
Q ClassQ Class
11
00
00
00
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Example:
Limitations of Leg/Class Control
Example:
Limitations of Leg/Class Control
SATSAT DFWDFW EWREWR
$1200 Y
$300 Y
With leg/class control, there is no way to
closeSAT-DFW Y while
leaving SAT-DFW-EWR Y open
Supply: 1 seat on the SAT-DFW leg 1 seat on the DFW-EWR leg
Demand: 1 $300 SAT-DFW Y passenger 1 $1200 SAT-DFW-EWR Y passenger
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Limitations of Leg/Class ControlLimitations of Leg/Class Control The limitations of leg/class availability as a
control mechanism largely eliminate revenue improvements from anything more sophisticated than leg/class optimization
For this reason, carriers that adopt O&D control also adopt a new inventory control mechanism Requires tremendous effort and expense to
work around the legacy inventory environment
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Alternative Control MechanismsAlternative Control Mechanisms While there are many potential inventory
control mechanisms other than leg/class control, two have come to predominate O&D revenue management applications Virtual nesting Bid price
Note that the concept of itinerary/fare class (ODIF) inventory level control is impractical
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Virtual NestingVirtual Nesting
A primal control mechanism similar in flavor to leg/class control A small set of virtual inventory buckets are
determined for each leg Nested inventory levels are established for
each bucket Each leg in an ODIF is mapped to a leg
inventory bucket and an ODIF is available for sale if inventory is available in each leg bucket
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Virtual NestingVirtual Nesting
SAT-DFW-EWR Y maps to virtual bucket 3 on leg SAT-DFW and virtual bucket 1 on leg DFW-EWR
Total availability of 10 for SAT-DFW-EWR Y
SATSAT DFWDFW EWREWR
Bucket 1Bucket 1
Bucket 2Bucket 2
Bucket 3Bucket 3
Bucket 4Bucket 4
100100
6060
1010
00
Bucket 1Bucket 1
Bucket 2Bucket 2
Bucket 3Bucket 3
Bucket 4Bucket 4
4040
00
00
00
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Virtual NestingVirtual Nesting
SAT-DFW Y maps to virtual bucket 4 on leg SAT-DFW SAT-DFW Y is closed
SATSAT DFWDFW EWREWR
Bucket 1Bucket 1
Bucket 2Bucket 2
Bucket 3Bucket 3
Bucket 4Bucket 4
100100
6060
1010
00
Bucket 1Bucket 1
Bucket 2Bucket 2
Bucket 3Bucket 3
Bucket 4Bucket 4
4040
00
00
00
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Bid Price ControlBid Price Control
A dual control mechanism A bid price is established for each flight leg An ODIF is open for sale if the fare exceeds
the sum of the bid prices on the legs that are used
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Bid Price ControlBid Price Control
SATSAT DFWDFW EWREWR
$1200 Y
Bid Price = $400 Bid Price = $600
SAT-DFW-EWR Y is open for sale because$1200 $400 + $600
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Bid Price ControlBid Price Control
SATSAT DFWDFW EWREWR
Bid Price = $400 Bid Price = $600
$300 Y
SAT-DFW Y is closed for sale because$300 < $400
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Virtual NestingVirtual Nesting
Advantages Very good revenue performance Computationally tractable Relatively small number of control parameters Comprehensible to users Accepted industry practice
Disadvantages Not directly applicable to multi-dimensional resource
domains Proper operation requires constant remapping of
ODIFs to virtual buckets
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Bid Price ControlBid Price Control
Advantages Excellent revenue performance Computationally tractable Comprehensible to users Broader use than revenue management
applications Places a monetary value on unit inventory
Disadvantages Growing user acceptance, but has not reached
the same level as primal methods
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Network (O&D) ControlModels
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A ModelA Model
The demand allocation model (also known as the demand-to-come model) has been proposed for use in revenue management applications, but is typically not employed
For all of its limitations, the demand allocation model brings to light many of the important issues in revenue management
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Demand Allocation ModelDemand Allocation Model
Max i I ri xi
s.t. i I(e) xi ce e E (e)
xi di i I (i)
xi 0 i I I = set of ODIFs
E = set of flight legs
ce = capacity of flight e
di = demand for ODIF i
ri = ODIF i revenue
I(e) = ODIFs using flight exi = demand allocated to ODIF i
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Leg/Class ControlLeg/Class Control
Max i I ri xi
s.t. i I(e) xi ce e E (e)
xi di i I (i)
xi 0 i I
The variables xi can be rolled up to generate leg/class availability
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Virtual NestingVirtual Nesting
Max i I ri xi
s.t. i I(e) xi ce e E (e)
xi di i I (i)
xi 0 i I
Once ODIFs have been assigned to leg buckets, the variables xi can be
rolled up to generate leg/class availability
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Bid Price ControlBid Price Control
Max i I ri xi
s.t. i I(e) xi ce e E (e)
xi di i I (i)
xi 0 i I
The dual variables e associated with the capacity constraints can be used as bid
prices
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Network Algorithms:
Leg/Class ControlNetwork Algorithms:
Leg/Class Control Network algorithms for generating nested
leg/class availability are not typically used Limitations of the control mechanism and fare
structure eliminate much of the value
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Network Algorithms:
Virtual Nesting ControlNetwork Algorithms:
Virtual Nesting Control Optimization consists of determining the ODIF
to leg/bucket mapping, and then calculating nested leg/bucket inventory levels Best mappings prorate ODIF fares to legs, and then
group similar prorated fares into the same bucket The best proration methods depend on demand
forecasts and realized bookings, and change dynamically throughout the booking cycle
With ODIFs mapped to buckets, nested bucket inventory levels are calculated using the nested leg/bucket algorithm of choice
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Network Algorithms:
Bid Price ControlNetwork Algorithms:
Bid Price Control Bid prices are normally generated directly
or indirectly from the dual solution of a network optimization model
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Resource Allocation ModelResource Allocation Model
Observations A 200 leg network may have 10,000 active
ODIFs, leading to a network optimization problem with 10,000 columns and 10,200 rows
With 20,000 passengers, the average number of passengers per ODIF is 2
Typically, 20% of the ODIFs will carry 80% of the traffic, with a large number of ODIFs carrying on the order of .01 or fewer passengers pernetwork day
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Resource Allocation ModelResource Allocation Model
Max i I ri xi
s.t. i I(e) xi ce e E (e)
xi di i I (i)
xi 0 i I
Many small numbers
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Level of Detail ProblemLevel of Detail Problem
The level of detail problem remains a practical consideration when setting up any revenue management system What level of detail do the existing data
sources support? What level of detail provides the best revenue
performance? At what point does forecast noise overcome
improvements from more sophisticatedoptimization models?
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Level of Detail ProblemLevel of Detail Problem
As a rule, even with the many small numbers involved, network optimization algorithms perform consistently better than non-network algorithms
Dual solutions are typically much more robust and of better quality than solutions constructed from primal ODIF allocations
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
Network (O&D) ControlOptimization Challenges
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A Network DP FormulationA Network DP Formulation
Network DP formulation Stage space: time prior to departure State space within each stage:
multidimensional, with number of bookings on each of M flights
State transitions correspond to events such as ODIF arrivals and cancellations
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A Network DP FormulationA Network DP Formulation
V(t,n1,…,nM): Expected return in stage t, state (n1,…,nM) when making optimal decisions
u(t,n1,…,nM,k): Optimal price point for making accept/reject decisions when event in
stage t, state (n1,…,nM) is a booking request for ODIF k
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A Network DP FormulationA Network DP Formulation
Observations A 200 leg network with an average of 150
seats per flight leg would have 150200 states per stage
With 10,000 active ODIFs, assuming only single passenger arrivals and cancellations, each state would have ~20,000 possible state transitions
Gives rise to ~20,000 “bid prices” per state
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An Alternative View of DPAn Alternative View of DP
Consider a booking request at time t for ODIF k in a specific state (n1,…,nM). Suppose the request, if accepted, would cause a move to state (m1,…,mM). The booking should be accepted if the fare of ODIF k exceeds u(t,n1,…,nM,k) = V(t,n1,…,nM) - V(t,m1,…,mM)
Note that only two values of
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An Alternative View of DPAn Alternative View of DP
Note that the only difference of two values of V(.) are required for making the decision
This leaves open the possibility of using any variety methods for estimating V(.) Opportunity for “large, infrequent” inventory
requests
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A Network DP FormulationA Network DP Formulation
Active research on approximation techniques for very large scale dynamic programs Will this work lead to demonstrably better
results for traditional revenue management… … in the existing distribution environments? … in new but practical distribution environments? … under a variety of demand assumptions?
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Revenue Managementand Dynamic Pricing
Revenue Managementand Dynamic Pricing
E. Andrew BoydChief Scientist and Senior VP, Science and
ResearchPROS Revenue Management