The distribution network of in-flight sales is undoubtedly one of the most restricting in terms of marketing : complex logistics, no shop window displays, non-specialist sales people, highly heterogeneous customers.
Yet the competition from duty-free airport shops and also traditional sales outlets, internet shopping and e-commerce underline the need for an active marketing strategy.

A.I.R. can work to the benefit of its client companies by developing tried, tested and effective marketing strategies.

- Products :

A.I.R.’s permanent contacts with suppliers and its purchasing power allow it to sample products before they are launched on the local market, or to have exclusive products developed.

- Prices :

The AIRPLAN information system coupled with the in-flight sales computers allows easy operation of price-off offers or exchanging vouchers which customers may have been given, thus maximising the penetration of the in-flight sales drive.

- Promotion :

A.I.R.’s sales analysis techniques (structure of transactions) and its contacts with suppliers eases the delivery of joint-promotion operations or cross-marketing, which has a positive impact on the average in-flight shopping basket.

By alternating the use of these different levers, an active marketing strategy keeps the passenger interested in the sales programme.