Finding the Right Price

When most people think about aviation, they picture aircraft in the sky or Cabin Crew welcoming passengers on board. Behind every successful journey, however, is a network of professionals working behind the scenes to keep Kenya Airways competitive in an ever-changing global market. 

For Nico Chen, Commercial Field Pricer for the Asia Pacific region, every day is about balancing numbers, strategy and market intelligence to ensure Kenya Airways remains well-positioned in one of the world's most competitive aviation markets. 

Starting the day with the market 

Nico's workday begins with a close look at the latest market developments. 

"My day usually begins at my desk reviewing emails and monitoring forward bookings, market information and competitor pricing," he explains. 

With Asia several hours ahead of Kenya, collaboration with the Commercial team at Headquarters comes later in the day. 

"Because of the time difference between Asia and Kenya, much of my communication with headquarters happens in the afternoon. This is when we align on market performance, pricing strategies and any adjustments needed to remain competitive." 

Staying ahead of the competition 

The aviation market between China and Africa has grown significantly in recent years, bringing increased competition as more airlines expand into the region. 

For Nico, that means constantly analysing the market to ensure Kenya Airways remains both competitive and commercially sustainable. 

"The market between China and Africa has become increasingly competitive, with more airlines launching routes and adding capacity. My role is to identify Kenya Airways' strengths within this competitive landscape and set strategic, reasonable prices while maintaining a healthy Cost Per View (CPV)." 

A role that has evolved 

Nico's journey with Kenya Airways has seen him grow alongside the business. 

"When I first joined Kenya Airways, I worked as a Sales Executive," he says. "Over time, my role evolved into pricing and market analysis." 

Today, his responsibilities extend beyond pricing. He analyses market trends, develops pricing strategies and provides commercial insights that help support the wider sales team. 

A memorable milestone 

One experience stands out in Nico's career. 

Following the opening of Billing and Settlement Plan (BSP) sales in China, the team travelled extensively to meet travel agents across different cities, introducing them to Kenya Airways' products and conducting training sessions. 

"Encouraging agents to issue KQ BSP tickets was challenging and sometimes tiring," Nico recalls. "But it was also very fulfilling to see the results of our efforts." 

The experience reinforced the importance of building relationships and creating awareness in new markets. 

Finding balance

Working in a fast-paced commercial environment requires focus, but Nico knows the importance of switching off. 

His favourite way to recharge is cycling. 

"It allows me to enjoy the scenery, reconnect with my body and clear my mind," he says. "It helps me relax and return to work with renewed energy." 

Cycling also keeps him motivated, providing the balance needed to perform at his best each day. 

Powered by teamwork 

When asked what he enjoys most about his role, Nico doesn't hesitate. 

"Working with a supportive and highly coordinated team in China is very rewarding. We collaborate closely and support one another to achieve our shared goals." 

It's a reminder that while pricing may be driven by data and analysis, success ultimately comes down to people working together. 

Whether he's monitoring market trends, developing pricing strategies or exploring new cycling routes after work, Nico's role reflects the dedication and expertise that help keep Kenya Airways connected to the world. Behind every fare is careful planning, collaboration and a commitment to delivering value for our customers while supporting the airline's continued growth.