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What the interview covers
The real cost of static pricing
14 years of revenue management experience distilled into one conversation. Inside: exactly where the loss comes from and why most agencies don’t realise how much they’re giving away.
How smart pricing works in practice
Rule-based engines, dynamic pricing, machine learning – the interview walks through what each level looks like in practice and when human override still makes more sense than the algorithm.
Private fares and the NDC opportunity
Sellers spend months negotiating deals with airlines. Paul explains how to actually capture that value, and why NDC changes the math on ancillary revenue across modern retail channels.
The build vs. buy dilemma
Why building an in-house pricing engine takes longer and costs more than most agencies expect, and where AI will have the biggest practical impact in the next three to five years.
Travel agencies spend months negotiating private fares with airlines, fighting for every margin. Then they apply the same flat price to every route, every season, every cabin class – and give most of it back. The deal is already there. The pricing strategy to capture it usually isn’t.
Paul Ryumugabe
VP Revenue Management & Data, TPConnects Technologies
Paul Ryumugabe, VP Revenue Management & Data, boasts 16+ years in the travel industry, including a decade leading Revenue and Pricing teams. Paul’s distinguished career also features a stint as Interim Chief Revenue Officer at ODIGEO group, underscoring his deep expertise in optimizing profitability, driving data-driven growth, and shaping strategic commercial operations within the global travel market.
Frequently Asked Questions
Who is this interview for?
Travel sellers, consolidators, and travel technology teams who want to understand where revenue is being lost and what a more structured pricing approach looks like in practice.
Is the recording available after I register?
Yes. You’ll receive a link immediately on submission and can watch at any time.
What if I have questions after watching the interview?
This is a recorded interview. If you have questions after watching, you can reach our team directly.
Iris brings together 60+ NDC and low-cost carriers and 4 GDS providers into a single platform, with a built-in pricing engine designed to help travel sellers capture every point of margin.
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Certified & trusted by industry leaders
As a trusted IATA strategic partner and certified technology provider, we build modern retailing solutions chosen by leading airlines and travel sellers worldwide.
Certified & trusted by industry leaders
A trusted IATA strategic partner and certified technology provider, we build modern retailing solutions chosen by leading airlines and travel sellers worldwide.
