Implementing Progressive Pricing for Ancillary Services

JetSJetSmart, a leading low-cost airline in South America, wanted to introduce progressive pricing for certain ancillary products (services that can be purchased multiple times per passenger, per flight segment).

The goal was to enable a pricing model where subsequent purchases of the same service (such as extra baggage) would follow a defined multiplier logic, adjusting the price depending on the quantity selected. This required the airline's website to dynamically calculate and display adjusted prices during both the booking and post-booking flows.

Challenge

JetSmart's tech stack is built around Navitaire's New Skies® platform, where standard SSR (Special Service Request) and fee configurations are not designed to support this type of flexible, quantity-based pricing out of the box.

The challenge was to:

• Enable detailed control over SSR pricing logic
• Ensure seamless integration with New Skies for both initial booking and post-booking purchases
• Avoid impacting performance or user experience on the website

Solution: a rule engine built for agility

The progressive pricing feature delivered immediate revenue uplift by optimizing how ancillary services are priced when purchased in multiples. JetSmart gained the ability to:

• Apply pricing strategies that align with market demand
• Encourage early, bundled purchases by making subsequent ones more costly
• Maintain operational consistency without requiring backend system changes

What we learned

Progressive pricing can be successfully implemented on legacy platforms through lightweight middleware, avoiding large-scale system changes. By making the logic into configurable rules, the business gained control and agility. It's a scalable approach for ancillary revenue optimization.