Airline revenue management has historically focused on bookings – that is, flight purchases. Bookings form the basis for the huge databases upon which demand forecasts – by fare class, by flight, by day – are developed. A multiyear booking database is used to form the models that allocate seats on a flight across the range of fares. In general, RM is not involved with other steps in the travel purchase funnel, although as ancillary fees have grown, analysts are increasingly interested in what customers buy after they have purchased their flight.
Source: Eye For Travel
Consider this: airlines need to rethink the travel funnel to sell more