Case Study: Lufthansa Cargo achieves double-digit online sales growth with PROS real-time pricing and eCommerce solutions

Lufthansa Cargo’s Online Sales Picks up Double-Digit Growth

Lufthansa Cargo, a leading global air-freight carrier moving 1.6 million tons annually, faced a slow, high-cost quoting process—thousands of emails and calls daily, inconsistent pricing, over-discounting, and limited analytics. The company sought to make booking as easy as passenger travel and to give its pricing team centralized, science‑based control for consistent rate optimization.

Lufthansa launched the Rapid Rate Response portal (Dec 2019) using PROS Commerce Platform and Real‑Time Pricing, combining dynamic pricing, customized algorithms, and analytics. The result: real‑time spot quotes and booking in minutes, double‑digit percentage growth in online sales, fewer manual touchpoints (one confirmation email when needed), improved productivity, and more disciplined, scalable pricing and yield management.

Lufthansa Cargo

Lars Mueller

Director of Pricing