Transforming the Supplier-Driven Booking Experience

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Robert Cole's portion of the presentation created for the Tnooz-Monetate "Transforming the Supplier-Driven Booking Experience" webinar.

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Transforming the Supplier-Driven Booking Experience

  1. 1. Transforming the Supplier Driven Booking Experience Tnooz-Monetate Webinar February 13, 2012Image Credit: jiazi (cc|flickr)
  2. 2. 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)
  3. 3. 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)
  4. 4. 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)
  5. 5. 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)
  6. 6. 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)
  7. 7. 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)
  8. 8. 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

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