To engender loyalty, improve client performance and ensure that deals with corporate accounts generate incremental value, airlines need better data and new thinking on tailored discounts and service add-ons, according to McKinsey. 

As it is, some airlines "struggle to quantify" the impact of individual client relationships on route profitability, a McKinsey spokesperson wrote by email in response to questions about a company paper published last month. 

Rather . . .

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