The%20 Clash%20of%20 Online%20 Travel%20 Intermediaries

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The%20 Clash%20of%20 Online%20 Travel%20 Intermediaries

  1. 1. The Clash of Online Travel Intermediaries Presented by: Claudia Roth Area Vice President Europe, Middle East, Africa
  2. 2. 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.
  3. 3. 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
  4. 4. 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
  5. 5. Leading Hotels in UAE Since February 1st, 2005 LHW is present in Dubai with its own Sales & Reservation Office
  6. 6. The Leading Hotels in UAE WHY?
  7. 7. 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
  8. 8. 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
  9. 9. Important Factors in the online world • The power of the brand – Leading Hotels • Pricing integrity • Inventory management
  10. 10. 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!
  11. 11. Thank you for your attention

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