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Thursday , April 27 2017

Melissa Kalan

Melissa Kalan is the Founding Director of Australian Revenue Management Association (ARMA).

Ancillary revenue: strategic, consistent, targeted

Recently on a business trip I hired a rental car and was inundated with numerous up-selling options by the sales agent at the check-in counter. I found this amusing, as I knew the strategy was to increase ancillary revenue, and I was impressed at the consistent level of up-selling to customers taking place from across the counter. They almost convinced …

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