Helping airlines solve their retail challenges 

All airlines offer some form of retail service to customers, whether traditional duty free, ancillary services, pre-order or buy onboard.  Whatever the nature of your offer the potential return can be impacted by the choices made, the level of visibility and control throughout the retail value chain and the partners an airline selects.  The team at Versilia is the most experienced in the global airline industry today and are enhanced by knowledge from high street retail, retail systems design and retail supply chain operations. 


Whether seeking to reduce the cost of shrinkage and wastage or wanting to design a retail operating model for the next 5 years, Versilia has the subject matter expertise and benefit of many years direct involvement to support airlines in solving their retail issues. 


1. Onboard retail opportunity assessment

Analysis of your market, demographics, competition, and existing programmes (if appropriate) to understand the potential value generation of the inflight retail programme and wider ancillary revenue opportunities to inform board strategic decision making.

2. Strategy Design

Working alongside airline teams to review and design the retail strategy and operating model. This can include identifying the best retail approach, channel selection, efficiencies, strategic partnerships and integration with the wider airline ancillary, commercial, customer and digital strategies.

3. Tenders 

Managing the full inflight retail tender process for an airline. Services can include SME support, drafting tender documentation, assessing bids and aiding selection. Versilia can also assist with bespoke offer and pitch support for brands looking to break into the airline space.

4. Supplier Benchmarking

Assessing the market for specific aspects of the retail value chain including product, catering, logistics, systems, analytics and crew support to offer greater choice to airlines and deliver additional value.

5. Cost Management & Operational Efficency

Identifying and delivering cost savings and efficiencies. Areas of focus include optimised loading, waste reduction, shrinkage controls, reducing consumables consumption, tax optimisation and sourcing the best value onboard products.

6. Channel development & Innovation

Opportunities include expanding the retail categories offered, developing an online and pre-order sales capability, loyalty programmes, IFE, home fulfilment, bundled services and innovation scanning to ensure your airline maximises the potential offered by the latest technology.

7. Analytics

The full suite of next generation analytics solutions for optimised real-time decision making including bespoke management reporting, deep dive reviews of retail performance and AI tools for fresh food loading management.

You are not alone 

If you are unsure how to overcome a challenge in your existing retail programme or want to scope the potential of the market for your airline, the experts at Versilia can help.

Please contact us today


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Registered office: 1 Rushmills, Northampton, NN4 7YB UK. UK Reg. No. 10107963
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