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Strike the Most Profitable Balance between Direct & Third Party Inventory Multi Channel Distribution Presenter – Bhanu Cho...
#1 How   do you determine optimal distribution balance?
<ul><li>3 star independent property  Boutique Property   5 star property affiliated with a Chain </li></ul><ul><li>Focus m...
<ul><li>Types of booking </li></ul><ul><li>Lastminute/Distressed </li></ul><ul><li>Driven by: </li></ul><ul><li>ADR </li><...
#2 Use OTAs for branding & visibility
<ul><li>“ Jo Dikhta Hai, Wohi Bikta Hai” </li></ul>7.5 –  26%   increase in average daily direct reservations is the impac...
#3 Distribution 3.0 ( Start looking beyond OTAs )
Private Sales
Private Sales | Social Media
Private Sales | Social Media | Auctions
Private Sales | Social Media | Auctions  | Business Listing
Private Sales | Social Media | Auctions  | Business Listing  | Maps
Private Sales | Social Media | Auctions  | Business Listing  | Maps
Private Sales | Social Media | Auctions  | Business Listing  | Maps | Meta Search
Private Sales | Social Media | Auctions  | Business Listing  | Maps | Meta Search  | Mobile
Private Sales | Social Media | Auctions  | Business Listing  | Maps | Meta Search  | Mobile
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Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory

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Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory

Presenter - Bhanu Chopra, CEO, RateGain

Travel Distribution Summit, Mumbai, Eyefortravel.com

Published in: Technology, Business, Travel
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Transcript of "Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory "

  1. 1. Strike the Most Profitable Balance between Direct & Third Party Inventory Multi Channel Distribution Presenter – Bhanu Chopra, CEO
  2. 2. #1 How do you determine optimal distribution balance?
  3. 3. <ul><li>3 star independent property Boutique Property 5 star property affiliated with a Chain </li></ul><ul><li>Focus more on domestic guests </li></ul><ul><li>Balanced sales infrastructure </li></ul><ul><li>Limited negotiation muscle </li></ul><ul><li>Heavily leveraged on local corporate and travel agents </li></ul><ul><li>Result: Focus on Local OTAs </li></ul><ul><li>Focus more on leisure and business travelers </li></ul><ul><li>Lean sales infrastructure </li></ul><ul><li>No Negotiation Muscle </li></ul><ul><li>Heavily leveraged on transient segment </li></ul><ul><li>Result: Development of larger set of distribution channels </li></ul>“ It Depends” ... on your Niche <ul><li>More urban and targets international guests </li></ul><ul><li>Well evolved sales infrastructure </li></ul><ul><li>Big negotiation muscle ( Multi property Deal) </li></ul><ul><li>Healthy mixture of negotiated and non Negotiated business </li></ul><ul><li>Result : Brand.com; Corporate mandated channels, focus on global channels that deliver global traffic </li></ul>
  4. 4. <ul><li>Types of booking </li></ul><ul><li>Lastminute/Distressed </li></ul><ul><li>Driven by: </li></ul><ul><li>ADR </li></ul><ul><li>Lead Period </li></ul><ul><li>Room Nights </li></ul><ul><li>Demographics </li></ul><ul><li>Profile </li></ul><ul><li>Source markets </li></ul><ul><li>Acquisition costs </li></ul><ul><li>Commission </li></ul><ul><li>Marketing </li></ul><ul><li>Macro Level Conditions </li></ul><ul><li>Current Market Demand/Supply i.e. Competition </li></ul><ul><li>Future demand </li></ul><ul><li>Economic conditions </li></ul>Carefully analyze the Drivers
  5. 5. #2 Use OTAs for branding & visibility
  6. 6. <ul><li>“ Jo Dikhta Hai, Wohi Bikta Hai” </li></ul>7.5 – 26% increase in average daily direct reservations is the impact of billboard effect 8% - 10% of Google’s ad revenues come from OTAs Every 1 reservation on Expedia.com leads to 3-8 reservations on your direct channel 15 sites as an average is what travelers look at Use OTAs for branding & visibility
  7. 7. #3 Distribution 3.0 ( Start looking beyond OTAs )
  8. 8. Private Sales
  9. 9. Private Sales | Social Media
  10. 10. Private Sales | Social Media | Auctions
  11. 11. Private Sales | Social Media | Auctions | Business Listing
  12. 12. Private Sales | Social Media | Auctions | Business Listing | Maps
  13. 13. Private Sales | Social Media | Auctions | Business Listing | Maps
  14. 14. Private Sales | Social Media | Auctions | Business Listing | Maps | Meta Search
  15. 15. Private Sales | Social Media | Auctions | Business Listing | Maps | Meta Search | Mobile
  16. 16. Private Sales | Social Media | Auctions | Business Listing | Maps | Meta Search | Mobile
  17. 17. Questions
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