Radoslaw Dutkowski | Director Ancillary & Product

Radoslaw Dutkowski, Director Ancillary & Product, flynas

I have over more than 12 years’ experience in airline business, from the commercial as well as technology perspective covering aspects such as e-commerce, ancillary services, airport and inflight product and marketing. 

My current role at flynas is a senior management position focused on designing and managing long-term roadmap for ancillary and product growth as well as innovation, efficient sales strategy for ancillary services with full P&L responsibility for financial results and a consistent airport and inflight product aligned with the business strategy and brand. 

My previous role as Director eCommerce and Ancillary Services at LOT Polish Airlines was mainly concentrated on delivering successful sales strategy of airline products in all direct, mostly electronic, omni-channels. Apart from the major scope such as airline tickets sales I was also responsible for the development of ancillary services starting from a la carte products, through commission based partnerships to retail such as on board duty free, as well as pre- and post-order at LOT Polish Airlines retail shop. The role also included full P&L responsibility for sales results for all online, domestic and international point of sales and the department budget. All my previous roles were closely related to the scoping, development and management of different systems in airline commercial area. I managed or were involved as an expert in several major projects related to Passenger Service Systems such as the Reservation System migration (Altea Amadeus/MARS Mercator) , Departure Control migration (SSCI Sabre), Weight and Balance migration and upgrade (Load Manager Sabre), Electronic Miscellaneous Document implementation, both Standalone and Associated for direct channel (EMD Sabre), Revenue Management and airline web-based/mobile ready self-service system integration with different PSS providers among others Amadeus, Sabre and Mercator. It includes enabling merchandising capability on major GDS – Amadeus, Sabre and Travelport as well and New Distribution Capability. 

I am perceived as airline business e-commerce and merchandising expert resulting in public appearances on international conferences and executive meetings.


Day Two @ 12:10

Panel: More choices, more ancillary revenues: New generation of revenue management strategies

For airlines, the increasing complexity in their operations and the frustrations as well as changing behaviours of customers are calling for a need of a new generation of revenue management strategies and systems.
  • Commercial and revenue steering strategies
  • Why is it so hard to manage both prices and inventory in real time?
  • Personalised ancillary sales: Can personalisation actually lead to more revenue? If so, where are airlines missing the mark on personalisation? How can airlines deliver on the increasingly complex promises they make to customers?
  • More choices, more revenues: What are the new ancillary products in the marketplace? How to further monetise the travel convenience?
  • Working with partners: What makes it a successful partnership?

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