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The encyclopedia · Sales & Retail · Marketing decision · 2019

United deleted its award chart — and miles became whatever United priced them at

United deleted its award chart in November 2019 — dynamic pricing, no published floor or ceiling. Members called it robbery; United called it flexibility.

United Airlines · 2019-11-15

What happened

For decades, United MileagePlus sold miles against a published award chart: a known price for a known cabin on a known route, with saver caps. On 5 April 2019, United announced the chart's end: from 15 November, award pricing on United flights would be dynamic, with no published minimum or maximum. The same flight on adjacent dates could cost 50% more.

United said partner awards would not change 'in the short term' — and stopped publishing the partner chart too. Members tracked what that meant within a day: East Asia partner awards on EVA and ANA rose 3,000 miles; holiday itineraries jumped 10,000 miles per person; domestic awards once capped around 32,500 miles became uncapped. Over the following years the uncapped ceiling kept rising — first-class awards to Europe that cost 60,000 miles one-way later priced at 175,000 to 295,000.

United's framing was that raising prices on in-demand flights 'lets us offer lower prices on other flights' — flexibility, not devaluation. The member verdict was less diplomatic: 'highway robbery', 'scam', 'stealth devaluation'. The analyst verdict was colder still: United would get away with it, because the program's real customers were credit-card issuers buying miles in bulk, not flyers spending them. The chart had been a contract with members; dynamic pricing converted it into a price the program sets, and the members' miles became whatever United decided they were worth that day.

Why it happened

  • A published chart caps the program's liability per award; removing the cap does not change the miles members hold, it changes what the program owes on them.
  • 'No change to partner awards in the short term' plus an unpublished partner chart is a devaluation with the serial numbers filed off — the increases arrived without a price list to prove them.
  • Loyalty programs answer to credit-card partners who buy miles in bulk; member backlash is noise the program can outlast, which is exactly what United calculated.
What it costthe award chart, and the cap in itembarrassing

The lesson

A loyalty currency with a published price is a promise; one without is a discretion — with no chart behind your miles, their value is whatever the issuer's revenue management decided this morning.

Sources

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