Building For A Global Success<br />Presented to <br />   December 16, 2010<br />Ghent, Belgium<br />Art Norins<br />CEO No...
Nor1 Investments<br />Seed Investments<br />Jürgen Großmann (one of many seed investors)<br />	- Current President and CEO...
About Nor1<br />Embraced by major brands, independents and management companies as a powerful tool to drive incremental re...
About Nor1<br />Technology Partners<br />
About Nor1<br /><ul><li> 80+ Team Members
 Revenue generated </li></ul>70+ Countries<br />30+ Currencies<br /><ul><li> Headquartered in Sunnyvale, California, in Si...
 European offices located in Frankfurt, Germany </li></li></ul><li>Nor1 Team<br />Nor1 Team<br />(January 2010)<br />Sunny...
Solution Overview<br />
Solution Overview<br />
Analytics<br />Measuring and Increasing What Matters:<br />Revenue Per Available Guest<br /><ul><li>Targeted Offers are th...
Nor1 History<br />Nor1’s David Levin & Art Norins<br />(Based on IT office)<br />Wiesbaden, Germany • December 2004<br />
Nor1 History<br />Grand Hotel<br />(initial research & pilot hotel for Nor1 solution)<br />Zell am See, Austria • December...
Nor1 History<br />Grand Hotel<br />(Nor1 / Based on IT Team with Grand Hotel Reservation Manager)<br />Zell am See, Austri...
Nor1 History<br />The Nor1 Team <br />(On the way to the kick-off meeting)<br />Frankfurt am Main Airport • May 2005 <br />
Nor1 History<br />Art Norins with local television crew<br />Frankfurt am Main Airport • May 2005<br />
Nor1 History<br />Hotel Conference Room<br />(Official Nor1 kick-off meeting)<br />Wiesbaden, Germany • May 2005<br />
Nor1 History<br />Trust offices<br />(brainstorming session with Mickey Lutz, CIO of Cendant & Mentor)<br />Niederrad, Ger...
Nor1 History<br />Trust Offices <br />(Art Norins and Richard Wiegmann, Managing Director of Trust)<br />Niederrad, German...
Nor1History<br />Nor1 Team with team from Trust<br />(HITECH Conference)<br />Barcelona, Spain • June 2005<br />
Solution Overview<br />The opportunity to request a discounted room upgrade at time of booking that is not awarded/confirm...
Guest is committed to upgrade if awarded
Premium inventory can continue to be sold at maximum rate
Guest only pays if awarded a discounted room upgrade; with no risk to guest
If guest not awarded, originally confirmed room and rate are kept</li></li></ul><li>Solution Overview<br />Why Hoteliers U...
Increased Guest Satisfaction
Ease of Use - Nor1 Revenue Analysts provide high level of support & guidance </li></ul>ADR<br />Net Profit <br />Net Reven...
Solution Overview<br />Discounted eStandby room offer is placed <br />on the confirmation page<br />
Solution Overview<br />Explanation of the eStandby process<br />Guest selects their desired upgrades<br />eStandby<br />.C...
Solution Overview<br />Explanation of the eStandby process<br />Guest selects their desired upgrades<br />eStandby<br />.C...
Solution Overview<br />Guests must confirm that they understand their upgrade requests are not guaranteed<br />
Solution Overview<br />eStandby<br />EMAIL<br />Conversion Rate<br />Nor1 can also deliver eStandby offers via pre arrival...
Solution Overview<br />
Solution Overview<br />City Skyline View Room<br /><ul><li>Deluxe room, located on the 10th floor or higher.
Northeast exposure, facing beautiful downtown Vancouver.
Enjoy unobstructed city views.</li></ul>$39<br />Extra for the entire stay<br />Additional Nor1 Products<br />Select eStan...
Find out at check-in if your discounted Extended Late Check Out is available.
Extended Late Check Out is a one time charge on day of departure.</li></ul>$49<br />Extra for the entire stay<br />Select ...
Enjoy the convenience of up to nine (9) additional hours in your room.
Unpack, relax and then enjoy the wonderful service and amenities of the property.
Note: The standard check-in time is 3pm.  If awarded, this request will be fulfilled upon arrival.</li></ul>$59<br />Extra...
Analytics<br />Measuring Loyalty…And Applying to Pricing<br />It takes more than an equation to create a loyal guest.<br /...
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Art Norins - Building for a global success

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Art Norins - Building for a global success

  1. 1. Building For A Global Success<br />Presented to <br /> December 16, 2010<br />Ghent, Belgium<br />Art Norins<br />CEO Nor1<br />art.norins@nor1.com<br />+1.408.640.0372<br />
  2. 2. Nor1 Investments<br />Seed Investments<br />Jürgen Großmann (one of many seed investors)<br /> - Current President and CEO of RWE AG <br /> Essen, Germany <br /> - Owner of Georgsmarienhütte Holding GmbH<br /> Hamburg, Germany<br />Series A<br />
  3. 3. About Nor1<br />Embraced by major brands, independents and management companies as a powerful tool to drive incremental revenue and increase guest satisfaction.<br />Hotel Chains & Management Companies<br />
  4. 4. About Nor1<br />Technology Partners<br />
  5. 5. About Nor1<br /><ul><li> 80+ Team Members
  6. 6. Revenue generated </li></ul>70+ Countries<br />30+ Currencies<br /><ul><li> Headquartered in Sunnyvale, California, in Silicon Valley
  7. 7. European offices located in Frankfurt, Germany </li></li></ul><li>Nor1 Team<br />Nor1 Team<br />(January 2010)<br />Sunnyvale, California<br />
  8. 8. Solution Overview<br />
  9. 9. Solution Overview<br />
  10. 10. Analytics<br />Measuring and Increasing What Matters:<br />Revenue Per Available Guest<br /><ul><li>Targeted Offers are the key to serving each guest as an individual, generating immediate revenue, and fostering loyalty that assures long term revenue</li></li></ul><li>Nor1 History<br />Based on IT<br />(Software company that built Nor1 prototype for equity)<br />Wiesbaden, Germany • December 2004<br />
  11. 11. Nor1 History<br />Nor1’s David Levin & Art Norins<br />(Based on IT office)<br />Wiesbaden, Germany • December 2004<br />
  12. 12. Nor1 History<br />Grand Hotel<br />(initial research & pilot hotel for Nor1 solution)<br />Zell am See, Austria • December 2004<br />
  13. 13. Nor1 History<br />Grand Hotel<br />(Nor1 / Based on IT Team with Grand Hotel Reservation Manager)<br />Zell am See, Austria • December 2004<br />
  14. 14. Nor1 History<br />The Nor1 Team <br />(On the way to the kick-off meeting)<br />Frankfurt am Main Airport • May 2005 <br />
  15. 15. Nor1 History<br />Art Norins with local television crew<br />Frankfurt am Main Airport • May 2005<br />
  16. 16. Nor1 History<br />Hotel Conference Room<br />(Official Nor1 kick-off meeting)<br />Wiesbaden, Germany • May 2005<br />
  17. 17. Nor1 History<br />Trust offices<br />(brainstorming session with Mickey Lutz, CIO of Cendant & Mentor)<br />Niederrad, Germany • May 2005<br />
  18. 18. Nor1 History<br />Trust Offices <br />(Art Norins and Richard Wiegmann, Managing Director of Trust)<br />Niederrad, Germany • May 2005<br />
  19. 19. Nor1History<br />Nor1 Team with team from Trust<br />(HITECH Conference)<br />Barcelona, Spain • June 2005<br />
  20. 20.
  21. 21. Solution Overview<br />The opportunity to request a discounted room upgrade at time of booking that is not awarded/confirmed until time of check-in.<br />Just-in-time Inventory Consumption<br /><ul><li>Upgrade requests are NOT guaranteed and are based on availability at the hotel’s discretion
  22. 22. Guest is committed to upgrade if awarded
  23. 23. Premium inventory can continue to be sold at maximum rate
  24. 24. Guest only pays if awarded a discounted room upgrade; with no risk to guest
  25. 25. If guest not awarded, originally confirmed room and rate are kept</li></li></ul><li>Solution Overview<br />Why Hoteliers Use<br /><ul><li>No Financial Risk – 100% Performance Based compensation structure. No additional fees or costs. Nor1 and Hotel interests aligned
  26. 26. Increased Guest Satisfaction
  27. 27. Ease of Use - Nor1 Revenue Analysts provide high level of support & guidance </li></ul>ADR<br />Net Profit <br />Net Revenue<br />RevPAR<br />RevPAG<br />Guest Satisfaction<br />Front Desk Staff Satisfaction<br />
  28. 28. Solution Overview<br />Discounted eStandby room offer is placed <br />on the confirmation page<br />
  29. 29. Solution Overview<br />Explanation of the eStandby process<br />Guest selects their desired upgrades<br />eStandby<br />.COM<br />Conversion Rate<br />20%<br />
  30. 30. Solution Overview<br />Explanation of the eStandby process<br />Guest selects their desired upgrades<br />eStandby<br />.COM<br />Conversion Rate<br />20%<br />
  31. 31. Solution Overview<br />Guests must confirm that they understand their upgrade requests are not guaranteed<br />
  32. 32. Solution Overview<br />eStandby<br />EMAIL<br />Conversion Rate<br />Nor1 can also deliver eStandby offers via pre arrival email to increase revenue opportunities<br />8%<br />
  33. 33. Solution Overview<br />
  34. 34. Solution Overview<br />City Skyline View Room<br /><ul><li>Deluxe room, located on the 10th floor or higher.
  35. 35. Northeast exposure, facing beautiful downtown Vancouver.
  36. 36. Enjoy unobstructed city views.</li></ul>$39<br />Extra for the entire stay<br />Additional Nor1 Products<br />Select eStandby Xtra Offer<br />Save<br />$33 for the entire stay<br />Xtra Late Checkout<br /><ul><li>Enjoy your room for an extra 4 hours.
  37. 37. Find out at check-in if your discounted Extended Late Check Out is available.
  38. 38. Extended Late Check Out is a one time charge on day of departure.</li></ul>$49<br />Extra for the entire stay<br />Select eStandby Xtra Offer<br />Sunday November 2, 2010<br />You can check out as late as 4:00 pm instead of 12:00 pm.<br />Save<br />$43 for the entire stay<br />Early Arrival Opportunity - 6am – 12pm<br /><ul><li>By selecting this option, you may be able to check-in between 6am and 12pm if a room is available.
  39. 39. Enjoy the convenience of up to nine (9) additional hours in your room.
  40. 40. Unpack, relax and then enjoy the wonderful service and amenities of the property.
  41. 41. Note: The standard check-in time is 3pm. If awarded, this request will be fulfilled upon arrival.</li></ul>$59<br />Extra for the entire stay<br />Select eStandby Xtra Offer<br />Save<br />$53 for the entire stay<br />8:00 am<br />Estimated Arrival Time:<br />
  42. 42.
  43. 43. Analytics<br />Measuring Loyalty…And Applying to Pricing<br />It takes more than an equation to create a loyal guest.<br />Much effort, analysis, trial and error will be necessary to understand how best to consider loyalty when customizing an offer set and pricing. Nor1 has started the process of defining the lifetime value of a guest and how to maximize.<br />
  44. 44. Up-Sell Intelligence Platform<br />Relevant Up-Sell<br />Opportunities That Drive<br />Revenue and Guest Satisfaction<br />Executive Summary<br />
  45. 45. About Nor1<br />About Nor1<br />Silicon Valley Meets the Hospitality Industry<br />For more than five years Nor1 has provided cutting edge revenue <br />optimization tools to leading hotels of all sizes<br />• The Nor1 team is a blend of technology thought leaders (Ph.D.s – analytics engineers and software development<br /> professionals) and seasoned, proven hospitality experts – who together deliver world-class solutions and an<br /> amazing speed to market advantage.<br />• Nor1’s goal is to align itself directly with the hotelier’s motives and to make available and optimize the use<br /> of the latest technology focusing on generating incremental revenue and increasing guest satisfaction via an<br /> Up-Sell Platform.<br />• Every Nor1 product and service is built by listening closely to property level staff and their guests as well as<br /> combining proven hospitality methods with state-of-the-art technology.<br />• Nor1 patents and patents pending are focused on perishable inventory serving a variety of industries.<br />
  46. 46. Nor1 Vision…Relevancy, Relevancy, Relevancy<br />Driving Incremental Revenue and Guest Satisfaction via:<br />Customized (Highly Relevant) Up-Sell Offer Platform built by<br /> 1. Multi-System Integration<br /> 2. World Class Analytics/Intelligence<br /> 3. Guest Focused Product Set<br />The 3 Principles of Guest Offers<br />Relevancy, Relevancy, Relevancy<br />Most organizations make too many communications that are not relevant, thus risking alienation of guest.<br />Relevancy drives guest satisfaction and incremental revenue!<br />
  47. 47. 1. Integration. . .Coordinated Communication<br />Integration that allows high level data collection and guest interaction (deep integration with booking engine, emails, and Opera). Each guest interaction is used to learn how to satisfy guest and generate additional incremental revenue during next communication touch point. What Nor1 learns post confirmation is used to create relevant emails and at check-in. Satisfying the guest is the key to revenue and future stays.<br />Nor1 specializes in communicating<br />with guest at post confirmation,confirmation email, pre-arrivalemail and on property touch points<br />(Red Arrows)<br />
  48. 48. Integration. . .Highlight on Property Level (Opera)<br />Guest arrives at check-in<br />Nor1 analyzes inventory, personas recommends upgrades to offer<br />Guest accepts; Nor1 auto-updates PMS and check-in is finalized<br />
  49. 49. 2. World Class Analytics/Intelligence. . . Used Real Time<br />Large investment in Ph.D. level expertise,<br /> Analytics Engineers and World Class Software Developers <br />teamed up with hospitality industry veterans<br />Not only reporting -<br />Nor1 uses real time analytics at <br />each touch point to customize offer <br />or communication to guest. <br />Right Product, <br />Right Price, <br />at the Right Touch Point <br />
  50. 50. World-Class Analytics. . .Matching Guests and Properties<br />Property Identities <br />(Persona, Inventory and Product mix) <br />Relevant Offers<br />Guest Identities <br />(Persona & Profiles) <br />=<br />+<br />Personas Are Key<br />Personas (sophisticated mathematical models) drive the Nor1 <br />Recommendation Engines, which determine relevant offers<br />Nor1 Guest Profile<br />Descriptive<br />Backward Looking<br />Hotel Nonspecific<br />Trip Nonspecific<br />Nor1 Trip Persona<br />Predictive<br />Forward Looking<br />Hotel Specific<br />Trip Specific<br />The guest’s Profile is defined independent of any specific reservation, while the guest’s<br />Trip Persona is defined only for a particular reservation.<br />
  51. 51. 3. Guest Focused Product Sets<br />
  52. 52. Nor1 leverages its technology and 3rd partyrelationships. . . adding value to hospitality partners<br />Nor1 is currently in the trial of an exciting new initiative that would potentially<br />benefit all property segments.<br />3rd Party Ads (Revenue Generating System) matches guests to the three<br />most relevant off-property guest requests: restaurants, ground transportation<br />and local events.<br />Note: Nor1 is forging strategic partnerships with the following companies: Facebook and Groupon are sister Accel portfolio companies.<br />
  53. 53. Opportunities beyond up-sellfor your organization. . .let’s talk<br />The extent of integration, the focus on guest satisfying products, and relevant<br />communications with the guest are allowing Nor1 to create valuable<br />intelligence about the guest.<br />Intelligence that can be used by other applications:<br />Nor1 can provide guest intelligence to marketing, e-commerce, and<br />loyalty programs that can be used in a variety of applications.<br />Nor1 is interested in exploring these opportunities <br />more fully with your team.<br />
  54. 54. Sneak Peak into another Nor1 Feature Product<br />Future Revenue and Guest Satisfaction will be built<br />on data collection today<br />Playing “Catch-Up” will not be easy<br />Tremendous future value will be created by collecting, evaluating, and using<br />information (data about your property) to match your property and specific<br />rooms (by room number) to the needs, desires, and satisfaction of each<br />guest. Nor1 has started collecting room number information for all of<br />its hotels.<br />Future Products using this data:<br /><ul><li> Ability for a guest to request a room number and, if awarded, pay </li></ul>a premium using the Nor1 product.<br /><ul><li>Initial step in pricing and managing each room - an industry direction that</li></ul>will provide a considerable competitive advantage. The landscape of the<br />industry is changing; data will be used to drive revenue, brand differentiation and loyalty.<br />
  55. 55. Company Confidential <br />Do Not Copy or Distribute<br />All Rights Reserved © 2010 Nor1 Inc.<br />“Nor1”, “Powered by Nor1”, “Nor1 Upgrade Your Life”, “eStandby”, “eStandby Upgrade”, and “Nor1 Upgrade” are representative of <br />some of the logos and trademarks <br />registered by Nor1, Inc.   <br />Copyright © 2004-2010 Nor1, Inc. <br />All Rights Reserved<br />The Nor1 system and/or its use is covered by Patent 7,249,062 B2 and other patents pending.<br />Frankfurt:<br />Kennedyallee 93, 60596<br />Frankfurt am Main, Germany<br />T: +49 (0)69-1753 6994 – 0<br />Silicon Valley:<br />440 N. Wolfe Road<br />Sunnyvale, California 94085<br />United States of America<br />T: +1 (408) 850-9937<br />www.nor1.com<br />

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