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The%20 Clash%20of%20 Online%20 Travel%20 Intermediaries


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  • 1. The Clash of Online Travel Intermediaries Presented by: Claudia Roth Area Vice President Europe, Middle East, Africa
  • 2. The Leading Hotels of the World, Ltd. is the prestigious luxury hospitality organization representing more than 420 of the world’s finest hotels and resorts.
  • 3. Company Profile • Luxury hospitality organisation • 435 hotels in over 70 countries, 85’000 rooms world-wide • Brand Extension in 1999 - Leading Small Hotels of the World (100 rooms or less) • Diversity of hotels both in style and locations – City Centre, Resorts, Golf, Spa • NEW: The only spa accreditation program in the world: Leading Spas
  • 4. Hotels per Regional Office - EMEA Dubai Switzerland 14 Hotels 32 Hotels Stockholm 6% 13% 3 Hotels Frankfurt 1% 35 Hotels 15% Paris 37 Hotels Johannesburg 15% 20 Hotels 8% Moscow London 4 Hotels 20 Hotels 2% 8% Milan Madrid 49 Hotels 26 Hotels 21% 11% Based on Directory 2005
  • 5. Leading Hotels in UAE Since February 1st, 2005 LHW is present in Dubai with its own Sales & Reservation Office
  • 6. The Leading Hotels in UAE WHY?
  • 7. Reasons for office opening • Growth opportunity in developing market • Personal relationships are still a very important selling tool in UAE • Service and local customer support are the key issues to set Leading Hotels apart, due to increasing competition and overflow of products through numerous channels • Local presence shows long-term commitment
  • 8. Distribution • Technology used within Leading Hotels to support local sales activities: • LW GDS code • Toll-free lines with native speakers • • Active SEO & SEM • Voice web support in local languages • Leading Vacation (dynamic packaging) • Extensive onward distribution partners
  • 9. Important Factors in the online world • The power of the brand – Leading Hotels • Pricing integrity • Inventory management
  • 10. Conclusion Successful distribution is based on: • Understanding the needs and the buying behaviour of your customers • Develop effective distribution and channel management strategy • Assess the value of the traditional direct sales approach • Know the online intermediaries which complement your business strategy!
  • 11. Thank you for your attention