The Clash of Online Travel
Intermediaries
Presented by:
Claudia Roth
Area Vice President
Europe, Middle East, Africa

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.

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

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

Leading Hotels in
UAE
Since February 1st, 2005
LHW is present in Dubai with
its own Sales & Reservation
Office

The Leading Hotels
in UAE
WHY?

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

Distribution
• Technology used within Leading Hotels
to support local sales activities:
• LW GDS code
• Toll-free lines with native speakers
• www.lhw.com
• Active SEO & SEM
• Voice web support in local languages
• Leading Vacation (dynamic packaging)
• Extensive onward distribution partners

Important Factors
in the online world
• The power of the brand – Leading Hotels
• Pricing integrity
• Inventory management

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!

Thank you for your
attention