Eye for Travel Travel Distribution Summit - Chicago, September 2013

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With many travel brands trending towards partnerships, collaborations and even mergers, are you making the most of the options available?

Discover the benefits of partnerships both within the travel industry and outside

* Shared loyalty: Discover independent loyalty programmes that could help you leverage new business
* Learn how to offer more through partnerships without remaining competitive
* Figure out which partnerships make sense for your business- who are you looking for, and why?

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Eye for Travel Travel Distribution Summit - Chicago, September 2013

  1. 1. Profit from Partnerships: Use Other Brands to Leverage Bookings and Improve Loyalty Bryan Lip, Senior Director Partnerships & Global Head of Search, Expedia EAN
  2. 2. Lodging Partner Services Expedia Technology Group
  3. 3. Your Brand & Economies of Scale “EAN’s job is to help our partners succeed.” “It’s a separate company to allow it to do just that.”
  4. 4. Co-opetition for Success Savvy way to cut costs & boost sales Focus on your core strengths – demand generation, unique customer base, re-engagement Ample scope to create value in joint ventures such as cost sharing research, best practice It's not new - Apple and Samsung, Toyota and Peugeot, Asus and Google.
  5. 5. Total Partner Return™ 7 Keys: Loyalty & Repeat Customers X X X Offline Sales Commission Conversion Traffic - - X - Cancellations Support Costs Average Order Value
  6. 6. Co-brand vs Private Label: Patterns of repeat bookers to branded sites: At least 50% come back to where they bought Why is this important? • Co-branding will lead your customers to return directly to the point of sale • Protecting your brand is key to it’s integrity and to customer loyalty
  7. 7. Expertise… • • • Doubled total sales… Conversion 7-12% Millions of incremental $
  8. 8. Using loyalty for repeat business 45% % of customers with more than one transactions on the partner site 40% 35% % of GBV from customers with more than one transactions on the partner site 30% 25% 20% 15% 10% 5% 0% Airline 1 Airline 2 Airline 1- Consistent loyalty offer. 42% of hotel revenue comes from loyal repeat bookers Airline 2- Airline offers aggressive promotions, but not a consistent program Airline 3- No loyalty offers Airline 3
  9. 9. Contact Information: Bryan Lip, Senior Director Partnerships & Global Head of Search email: blip@expedia.com facebook.com/ExpediaAffiliateNetwork web: www.ean.com blog.expediaaffiliate.com

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