Jessie Yang's presentation to the Travel Daily GM Summit 3 August 2018 @ Park Hyatt Bangkok

1. JESSIE YANG
GM, CTRIPTHAILAND

2. Prosperity to SEA
through Travel
By Jessie Yang
GM, Ctrip Thailand

3. 1 Ctrip at a Glance

4. Ctrip Profile
4
• Founded in 1999
• Listed on Nasdaq since 2003
• Market Cap grew 50 times since IPO
• 2017 GMV - USD 88 billion1
• Online Travel Market Share in China – around 2/3
• 300 million registered members & 170 million monthly
active users
Note: 1 Ctrip organic GMV excluding Skyscanner, USD1.00=RMB6.91

5. One-stop Travel Shop at Your Fingerprint
Homepage, My Trip, Customer service, My
account
Search Engine
Vacation, Attraction tickets, Cruise tours,
Destination Guide, Customized tours
Packaged tours
member hotels & vacation rentals in >200
countries/territories
Hotel inventory ensures availability and
instant confirmation
Accommodation
Flights service network covering over 5,000
cities globally
Other transportation: Cars, Trains, Ferries
Transportation
Attractions, Surrounding Tours, Gourmet
List, Cab calling, Guide
In-destination Service
Wifi rental & phone card, Insurance & Visa,
Currency exchange, Shopping and etc.
More services

6. Huayuan
Suanya
Chanyouji
Strong partnership eco-system
Source: Company filings and other public information
2016
2015
2014
2013
2012
201120102009

7. Expanding globally with Asia Pacific as a focus
Asia Pacific is the priority 2nd layer countries are Europe and North America Other countries are lower priority
• Cover 15 countries / 13 languages
• 25M registered users
• 100%+ revenue growth YOY
• Asia Pacific market is the priority
One stop travel service provider
• 131M outbound trips in 2017
• Over 40% outbound Chinese went
to SEA in 2017
• 1/5 outbound Chinese visited
Thailand in 2017
• Outbound trips expected to grow
to 200M by 2020
China outbound opportunity
• Nearly 80M monthly active users
• 154 countries; over 30 languages
Leading travel search company

8. 2 Thailand Market In-depth

9. Customer behavior-Departure Cities
Source: Company data
1
2
3
4
5
6
7
8
9
10
Shanghai
Beijing
Shenzhen
Guangzhou
Hangzhou
Chengdu
Nanjing
Tianjin
Wuhan
Chongqing
Top 10
Departure Cities

10. Customer behavior-Traveler Profile
Source: Company data
China
Females
56%
Males
44%
Individual
40%
Groups
60%
15%
14%
17%
20%
24%
10%
Below 20
20-29
30-39
40-49
50-59
Above 60
• Dominating travelers: female & 20y-40y
• Though more group travelers now, we see
a great increase on individual travelers
• Our suggestion: targeting
individual/young/female travelers

11. 37.22%
29.74%
18.85%
8.07%
3.80%
1.26% 0.57% 0.50%
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
35.00%
40.00%
1days 2days 3days 4days 5days 6days 7days 8-28 days
percentage
Note: 2018 Jan – Mar.
• Average range of stay is 2.1 days
• CNY average range of stay is 2.2 days
Customer behavior-Length of Stay

12. • Same day booking quite strong for China
Market
• High seasons tends to book slightly longer
than low season
• CNY average lead time is 40.4 days & 50+
days is about 30 % of overall bookings
• Other period lead time average 24.8 days
Note: 2018 Jan – Mar.
Customer behavior-Lead Time
same day
13.98%
1-3 days
15.80%
4-7 days
8.55%
8-14 days
11.53%
15 - 21 days
9.84%
22 -30 days
10.14%
30-50 days
13.85%
>50day
16.31%

13. 3 Marketing Opportunity

14. Marketing Tools / Opportunity
PC/App Banner Live Steaming
Social Media
Online/Offline Precious Marketing

15. 15
Live Steaming Example
1 26 hotels in 5 different cities cooperate
with Ctrip
Background
2 22-25 Sep, 2017
Period
3 Divide team into 4 and going to Koh
Samui, Phuket, Chiangmai, Pattaya.
Finally all team arrive Bangkok.
Live
4
Famous Thai Star and King of boxing
joined live show
Highlights

16. 16
Suitable scene:
Hotels that need precise marketing, massive exposure,
or business during a certain period
Bring new customers to hotel
Significantly enhance the exposure of
hotel brand or property
Increase hotel booking and RN
Precious marketing -- Directional Coupon
Exclusive coupon of hotel brand or property can
be displayed in Ctrip App hotel coupon center

17. Head Property
WOW Hotels
 Explore guest favored overseas hotels
 Service and facilities that guests concern
 Value-added gift box such as free breakfast or free
upgrade…etc.
Production

18. Chinese Preferred Hotel

19. 30 Million Chinese
are estimated to SEA in 2018

20. Thanks!