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Expedia's Global Lodging Supply

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Hari Nair - Expedia

Hari Nair - Expedia


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  • Aria 4,000 room capacity
  • Source: Acquisition DB Report
  • Source: Acquisition DB Report
  • Source: Acquisition DB ReportAMER 1600 +3%APAC 5,200 +27%EMEA 8570 +12%LATAM 1570 +17%
  • 132,000 Partners72% ESR28% EEM/VenereSource: Acquisition DB Report
  • AMER, source GPCQ3 2012
  • Wants to hit home the number of MMs we have around the world to support them – making sure we have the best rates and availability possible, for them to serve to their customers. Also even possibly call out the number of “nerds” (analyst) we are investing in as well… to make sure we are getting the correct inventory and ratesIn LPS we have 726 Market Managers dedicated to hotel supply (up 9% vs LY). We are here to supportMarket Management = 726668 LY MM Count = 9%
  • And we are Industry experts with travel experience. We negotiate the best deals with out partner hotels because we understand the business.We manage content in 33 different languages,
  • We are located in 25 countries and 45 offices. We are local experts that know the markets that we negotiate rates and inventory with, and in many cases have even worked in these hotelsLocal market presenceLocal market managersGlobal best practice/experienceLocal expertiseDeep travel and online experienceThe hotels give us inventory because we provide the bestHigh personal serviceRevenue management adviceBusiness intelligenceInsightful reportingNeeds matching
  • YTD 2012Global numbers95% MeetBeat
  • Call out the importance of Same Day here… and how we are securing deals and focusing on Same day, to make sure we have the best rates and availability…. To have inventory for your customer. Comment:Exponential growth of >2000% YoY
  • YTD 2012Global numbers93% MeetBeat
  • Focused to get you the best deals and inventoryOf the Top 50 Brands in the world, we are working with 48 of them47 Strategic Accounts managed 54 Key Accounts managed 11 Locations
  • Your production depends on promotions (as promotions drive conversion). Expedia has the best deals for you to serve to your customers. How does EAN Compare?AMER – 37%EMEA – 42%APAC – 53%LatAM – 57%
  • Work with EAN more closely in 2013 to make sure you have access to all these promotions. You can access via API so that you can have these deals to merchandize on your own sites….
  • Hcom DRR Test
  • At Expedia, we see a lot of value in the package customers - the package customers book further out (53 days vs. 24 days), with a higher ADR ($162 vs. $129), and stay longer (4 nights vs. 2 nights)
  • … and often times we display better rates and savings than our competitorsA package vacation from SFOto Miami South BeachTravel: Feb 2nd– 9th 2013Flights: AA 272 (9pm – 5:10am) AA 431 (7:55am – 11:25am)
  • Jan – Nov 2012, Package Savings %
  • After the team’s great efforts we’ve seen improvements across the whole site experience and these are the results:Attractive first picturePlentiful of pics (up to 15)Enough reviewsRelevantPoints of interestUpsale opportunitiesLocalization
  • We’ve been carefully addressing customer languages in our different POSa by localizing our sites and the content such as:Room namesRoom level contentSpecial check-in instructionsHotel level promotional contentImage descriptionsHotel name and addressSource content in native language
  • Slide represents the content efforts,all items our team has been enhancing.YTD we have made ready for sale 40,000 properties or 75% of our room night/shopper coverage.
  • ETP is a new program, that we launched earlier this year, that gives travelers the option of when to pay – they can either pay Expedia at the time of the booking (Expedia Collect) or pay at the hotel when they check-out (hotel collect). Talking points from the Oct 4th press release on ETP:http://press.expediainc.com/index.php?s=43&item=515“Our research showed that travelers prefer to have a choice of whether they pay for their reservation up front or pay at the hotel at the time of stay, which is why we developed the Expedia Traveler Preference program. In addition to better serving our travelers, early test results indicate that the hotels in the program receive more bookings at greater value, which ultimately leads to more revenue,” said Melissa Maher, senior vice president, Expedia, Inc.At this early stage, we already have more then 13,000 hotels signed up for ETP, including large global and regional chains as well as many independent hotels”The preliminary results confirm that in addition to better serving our valued customers, participating hotel partners are benefiting from significant revenue increases through increased booking volumes and increased booking values making ETP a “win-win” for travelers and hoteliers alikeFor participating hotel partners, early testing shows significant improvement in two areas:More bookings: Participating hotels are receiving more bookings when a traveler is offered a choice of how they would like to pay (Expedia Collect or Hotel Collect) compared to non-participating hotels where travelers are only presented with a single option. Bookings with longer length of stays: Offering a choice to travelers of how they would like to pay is improving the value of the bookings that Expedia, Inc. provides its hotel partners. ETP bookings in our initial tests were of greater value, in many cases due to an average length of stay increase of approximately 5%.Another benefit realized by participating hotels is improved placement in hotel search results giving them greater potential exposure to more than 50 million unique visitors that shop for and book travel on Expedia and Hotels.com sites each month. Search result placement is driven in part by conversion rates (the measurement of how often a shopper viewing a hotel books that hotel) as well as booking volumes. Given the consumer preference towards choice of payment options as demonstrated in early tests, hotels participating in the ETP program are not only getting a greater share of bookings from those travelers exposed to their hotels but they are moving up in the search results, providing them with exposure to even more travelers, which in turn leads to even more bookingsHotel Collect-style bookings are more commonplace in Europe and, perhaps not surprisingly, during testing, Expedia, Inc. found that the ETP program was particularly popular with European travelers. For North American and non-European hoteliers, this increased appeal with Europeans could mean a higher mix of valuable international bookings via Expedia, Inc. websites
  • Transcript

    • 1. Lodging UpdateHari NairVice PresidentMarket Management© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 1
    • 2. LODGING IS A BIG PART OF OUR BUSINESS
    • 3. That’s enough to sell out theAria…. for 71+ years© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 3
    • 4. ~162,000 Hotels Worldwide
    • 5. 17,000 HotelsAcquired YTD
    • 6. 2011 2012 EMEA AMER APAC LATAM 70K 79K 46K 48K 20K 25K 9K 11K +12% +3% +27% +17%© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 7
    • 7. 162,000 Chains 53,000 Partners 132,000 Independent 79,000 GDS 30,000© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 8
    • 8. AMER Property Counts on Expedia vs. Booking.com Expedia Common 26,181 Booking 9,250 21,720© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 9
    • 9. Industry Experts with Travel Experience• 49% have a degree or certificate in Hospitality Management• 31% have worked in hotel revenue management• 39% have worked in a hotel sales or marketing• 35% have 10+ years in the 49% 31% 39% 35% hospitality industry Hospitality Revenue Sales or 10+ Years Management Management Marketing Experience © Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 11
    • 10. LPS Lodging Offices
    • 11. Rates Content Availability
    • 12. © Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 15
    • 13. Meet % 10.0% 91% 9.0% 8.0% 7.0% Beat %6.0% 4.8% 5.0% 4.0% 3.0% 2.0%Jan Feb Mar Apr May Jun Jul Aug Sep Oct© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 16
    • 14. 55% Bookings Same Day >1Million Transactions in 2012 54% Growth Average© 2011 Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 17
    • 15. © Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 18
    • 16. Meet % 19.0% 83% 17.0% 15.0% 13.0% Beat %11.0% 8.9% 9.0% 7.0% 5.0% 3.0%Jan Feb Mar Apr May Jun Jul Aug Sep Oct© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 19
    • 17. Work closely with suppliers Public Market Partner TelephoneSpeaking Visits Events
    • 18. © Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 21
    • 19. PromotionsJan – Nov 2012, % Room Nights Sold as a promotion
    • 20. Promotions© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 25
    • 21. Promotions Packages 2 days longer stays Length of Stay 29 days further out Booking Window $33 higher rates Average Daily Rate
    • 22. Promotions Packagesoffers a savings of $543Beats the competitor rate by $855offers a savings of $82
    • 23. Promotions Packages Expedia’s global savings per transaction is $115 25% 23% 22% 18% 18% 17% 12% Las Vegas Orlando Maui San Diego Puerto Rico Cancun Rome© 2011 Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 28
    • 24. • The right hotels?• The right content?• The right rate plans?• The right geography? CONTENT• The right localization?• The right key words? MATTERS!• The right landing pages? © Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 29
    • 25. Promotions Packages ContentDescriptive assortmentHotel description ones! of PICTURESReviews, positive types what points ofQuality, anddepends on with PICTURESConversion room with nearbyyou show interest Complete Descriptions 11% higher conversion $7 higher ADR 5  15 Quality Photos Doubling # of Reviews 4% higher conversion 3% $3 higher ADR $2
    • 26. Promotions Packages Content© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 31
    • 27. LANDING PAGESTHEMELANDMARKSLOCALISATIONMAPSORT ORDERSEMPICTURESNEIGHBORHOODSGUEST REVIEWSROOM DETAILS© Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Inc| 32
    • 28. Pay Now Pay Later
    • 29. Promotions Packages Content ETP© 2011 Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Partner Services Group | 34
    • 30. Promotions Packages Content ETP© 2011 Expedia, Inc. All rights reserved. Confidential and proprietary. Expedia Partner Services Group | 35
    • 31. Bringing you the best Thank You