Transforming the supplier driven booking experience in travel

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Travel suppliers have more control of the online purchasing experience than ever before. However, they still face many challenges to drive ancillary revenue throughout the entire process.

How do airlines, hotels, cruise lines and other suppliers connect their data and knowledge of the traveller to the right offer at the right time?

Learn how leading travel brands use effective upsells and cross-sells in their merchandising. Understand how advances in technology make it possible to offer additional products and services beyond the one big purchase.

Panellists for this FREE webinar were:

Robert Cole, founder, RockCheetah Consulting
Kurt Heinemann, chief marketing officer, Monetate
Kevin May, editor and moderator, Tnooz
Gene Quinn, CEO and producer, Tnooz

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Transforming the supplier driven booking experience in travel

  1. 1. Transforming the SupplierDriven Booking Experience Webinar February 13, 2013 #TnoozMonetate
  2. 2. KKevin May Gene QuinnEditor & Moderator CEO & Producer
  3. 3. PanelistsRobert Cole Kurt HeinemannFounder Chief Marketing OfficerRockCheetah Monetate
  4. 4. Poll no. 1
  5. 5. Poll no. 2
  6. 6. Poll no. 3
  7. 7. Transforming the Supplier Driven Booking Experience Tnooz-Monetate Webinar February 13, 2012Image Credit: jiazi (cc|flickr)
  8. 8. Understanding the Traveler• Multi-Step Travel Cycle• Types of Travel Transactions• Conversion to LoyaltyTnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 1Image Credit: don j schulte @ oxherder arts (cc|flickr)
  9. 9. Multi-Step Travel Process• Inspiration• Research• Planning• Validation• Booking• Travel Experience• SharingTnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 2Image Credit: RobW_ (cc|flickr)
  10. 10. Types of Travel Transactions• Stand-alone Component• Value Added Combination• Bundled Purchase• Dynamic Packaging• Sequential Packaging• Distributed PackagingTnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 3Image Credit: hirotomo (cc|flickr)
  11. 11. Revenue Opportunities• Sales Transaction – Upgrade – Multiple Quantities – Increase Duration• Ancillary Product Sale – Add Separate Product – Bundle with a Related Product• Question – How to Maximize Lifetime Customer Value?Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 4Image Credit: sun dazed (cc|flickr)
  12. 12. Conversion to Loyalty• Encounter a Stranger• Convert to Visitor• Convert to Shopper• Convert to Customer (1x)• Convert to Returning Customer (2x)• Convert to Repeat Customer (3x+)• Question – Is a Repeat Customer a Loyal Customer?Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 5Image Credit: VinothChandar (cc|flickr)
  13. 13. Loyalty is Based on Shared Values Value Drives Transactions ● Values Drive LoyaltyTnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 6Image Credit: maistora (cc|flickr)
  14. 14. Thank YouQuestions? Copies of the Presentation? Comments?Robert Coleskype: robertkcoletwitter: @robertkcolephone: +1.262.309.9560web: rockcheetah.comemail: robert@rockcheetah.comTnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 7
  15. 15. Poll no. 4
  16. 16. Q&A
  17. 17. Thank You!Replay and presentation from today’s webinar will be available at www.tnooz.com Please send your questions to kevin@tnooz.com

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