DRIVING REVENUE OUTCOMES with TRADE
DRIVING REVENUE OUTCOMES with TRADE
1. BACKGROUND & BIO
Who is this GUY?
WHO IS THIS GUY? ▸ Flight Centre – Global Product – Strategic Procurement & Yield/Pricing Global Leader ▸ IHG – NT – Marketing, Operational Leadership, & Multi Hotel Revenue Management ▸ Carnival Australia – Revenue & Market Planning Manager
▸ Voyages – Revenue Management
“
The world is forever new. The bull or optimist has no eyes for past or present, but only for the future, where streams of revenue play in his imagination.
MAXIMISE PROFIT Right room, right price, right time, right customer, right channel
2. WORKING WITH OFFLINE TRADE
WHEN I SAY WHOLESALE WHAT DO YOU SEE?
A DIRECT BOOKING STRATEGY
▸
Do you have a direct booking strategy?
▸
Can you fill your hotel without travel trade?
CASE STUDY
▸ Corporate procurement rep in hotel
▸What do you do?
WORKING WITH TRADE
▸ Case Study ▸ 5k RNTS per year ▸ Now 60k RNTS per yr ▸ How?
SO WHATS CHANGED? ▸ Not just about wholesale rates
▸Channel Manager ▸VCC
▸Connectivity
WHY DO PEOPLE USE TRAVEL RETAILERS?
▸ Trusted Advisor ▸Recommendations ▸Retail need Wholesale
▸Widest Choice ▸Total Destination
CONTROL DISTRIBUTION
▸ Global Distribution ▸ Global Marketing
▸ We KNOW who we sell to ▸ Global Insights – help you grow ▸Multi- Channel
SO WHAT IS NEXT? “Our product manager, who has a strong sales and technical background, always keeps us current with market trends and recommends rate strategies as well as promotions to help us drive the business. We value our partnership very much and would highly recommend this company to any hotelier.”
▸ Make contact - RELATIONSHIP ▸Ask how they will help you
▸Get connected ▸Cohesive plan
KEY POINTS
▸ Long term PARTNERSHIP ▸ RELATIONSHIPS are key
▸ Sell ALL product – widest choice ▸ Connectivity ▸ Transact how YOU WANT TO ▸ Global insights = targetted growth
THANKS! Any questions?
1. BACKGROUND & BIO
Who is this GUY?
WHO IS THIS GUY? ▸ Flight Centre – Global Product – Strategic Procurement & Yield/Pricing Global Leader ▸ IHG – NT – Marketing, Operational Leadership, & Multi Hotel Revenue Management ▸ Carnival Australia – Revenue & Market Planning Manager
▸ Voyages – Revenue Management
“
The world is forever new. The bull or optimist has no eyes for past or present, but only for the future, where streams of revenue play in his imagination.
MAXIMISE PROFIT Right room, right price, right time, right customer, right channel
2. WORKING WITH OFFLINE TRADE
WHEN I SAY WHOLESALE WHAT DO YOU SEE?
A DIRECT BOOKING STRATEGY
▸
Do you have a direct booking strategy?
▸
Can you fill your hotel without travel trade?
CASE STUDY
▸ Corporate procurement rep in hotel
▸What do you do?
WORKING WITH TRADE
▸ Case Study ▸ 5k RNTS per year ▸ Now 60k RNTS per yr ▸ How?
SO WHATS CHANGED? ▸ Not just about wholesale rates
▸Channel Manager ▸VCC
▸Connectivity
WHY DO PEOPLE USE TRAVEL RETAILERS?
▸ Trusted Advisor ▸Recommendations ▸Retail need Wholesale
▸Widest Choice ▸Total Destination
CONTROL DISTRIBUTION
▸ Global Distribution ▸ Global Marketing
▸ We KNOW who we sell to ▸ Global Insights – help you grow ▸Multi- Channel
SO WHAT IS NEXT? “Our product manager, who has a strong sales and technical background, always keeps us current with market trends and recommends rate strategies as well as promotions to help us drive the business. We value our partnership very much and would highly recommend this company to any hotelier.”
▸ Make contact - RELATIONSHIP ▸Ask how they will help you
▸Get connected ▸Cohesive plan
KEY POINTS
▸ Long term PARTNERSHIP ▸ RELATIONSHIPS are key
▸ Sell ALL product – widest choice ▸ Connectivity ▸ Transact how YOU WANT TO ▸ Global insights = targetted growth
THANKS! Any questions?
