Improvement in customer management based on revenue management and RFM in an interprovincial passenger transport company

Authors

DOI:

https://doi.org/10.26439/ciii2024.7788

Keywords:

demand, forecasting, pricing, revenue management, RFM model

Abstract

This study investigates demand-based pricing using the RFM tool to analyze consumer behavior and increase profits in a transportation company. First, demand is forecasted for representative months using a Time Series forecasting model. Then, revenue management techniques are employed to establish optimal prices. Additionally, promotional strategies are proposed to enhance customer loyalty and maximize profits. The effectiveness of the proposed algorithm was validated through experiments with both simulated and real data, demonstrating that the application of RM and RFM tools leads to a significant 6,99 % improvement in seat occupancy rates and a 15,51 % increase in profits. This innovative approach promises to transform revenue management and promotional strategic planning in the transportation sector.

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Author Biographies

  • Cintia Lucero Ccalla Surco, Facultad de Ingeniería Industrial Universidad de Lima, Perú

    Bachiller en Ingeniería Industrial por la Universidad de Lima. Con experiencia en las áreas de Commercial Strategy y Business Intelligence. Especializada en optimización de procesos y Data-Driven.

  • Fiorella Munayco Rojas, Facultad de Ingeniería Industrial Universidad de Lima, Perú

    Bachiller en Ingeniería Industrial por la Universidad de Lima. Con experiencia en las áreas de Digital Ad Operations y Data Analyst. Especializada en Dashboard & Analytics.

  • José Antonio Taquía Gutiérrez, Facultad de Ingeniería Industrial Universidad de Lima, Perú

    Doctor en Gestión de empresas por la Facultad de Ingeniería Industrial de la Universidad Nacional Mayor de San Marcos. Magister en Ingeniería Industrial por la Universidad de Lima. Ingeniero Industrial por la Universidad de Lima. Tiene amplia experiencia en el diseño e implementación de tecnología orientada al análisis de datos y metodología de investigación científica con proyectos desarrollados en operaciones, cadenas de abastecimiento, analítica en retail y servicios de educación.

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Published

2025-02-28

Issue

No. 003 (2024): III Congreso Internacional de Ingeniería Industrial

Section

Ponencias