“Intelligence makes GOL fly”: Danillo Barbizan details strategies that project the company into the future internationally

Balance in relationships with B2C, B2B and tourism trade customers

GOL maintains a balanced model between direct and indirect sales, serving end consumers, companies, and tourism agents. "B2B will always be highly relevant, especially when we consider purchasing travel sooner. In B2C, we work with a strategy of purchasing further in advance," explains Barbizan, emphasizing the importance of segmenting service to different profiles.

The “Intelligence makes us fly” campaign reinforces GOL’s democratic essence

Recognized as Brazil's most punctual airline for six consecutive months through June 2025, GOL invests in innovation and creativity to stand out in the market. The new campaign launched in June features the concept "Intelligence makes us fly," connecting the company's democratic essence with functional attributes. "The campaign highlights ingenious feats, involving adaptability and creativity, to demonstrate the intelligence that drives GOL to innovate and facilitate access to aviation—something inherent in the company's DNA," comments the executive.

Equality and restructuring strengthen indirect channels

Under new commercial management, GOL implemented policies that promote greater equality among sales channels. "Many of our customers were willing to increase their sales with us, but differences in regulations often hindered this growth. Equality undoubtedly strengthened our channels," Barbizan emphasizes. Furthermore, alignment with the Flight Network/Planning area made the process more efficient, treating sales as an extension of the Revenue Management policy, but with commercial policies customized to the needs of each channel.

Corporate restructuring for greater competitiveness

In corporate sales, GOL has been adopting a new pyramid of agreements aimed at expanding its base and adding value to customers. "The practice of corporate discounts remains important, but it's part of a larger project we've implemented, with new tiers and a fully focused and dedicated team for corporate support and management—this is the big gain," says Barbizan.

International expansion: focus on new strategic routes

GOL has been focusing significant efforts on international tourism, aiming for 25% of its network to be international by 2029. In late 2024, the airline launched direct flights to Cancún, Aruba, and San José, solidifying its position as the leader in exclusive Caribbean flights from Brazil. In 2025, new routes such as Brasília-Bogotá, Manaus-Bogotá, Belém-Miami, and São Paulo-Bariloche expanded its network, with a direct São Paulo-Caracas flight scheduled for August. "We are moving from being a Brazilian company operating internationally to becoming a multinational company," says the executive.

Data-driven business intelligence

To ensure agility and assertiveness in sales, GOL created the Sales Development department, which integrates data from more than 50 internal sources. "This allows our sales team to more clearly understand pain points and act proactively, using actionable insights to gain a competitive edge," explains Barbizan, highlighting the role of technology as an essential ally in personalization and customer loyalty.

Report: Mary de Aquino.

Photo: Divulgação Gol.