The pressure is on to grow your business, while operating on a tight budget. To do so means getting the right data. Customer profiling provides key customer insight that can help businesses better manage their marketing dollars to increase ROI.

1. Type your Name here Type your Designation, Department here Travel Distribution Summit Workshop “ The Power of Customer Profiling” Grace Wong Fares & Non-Air Content Marketing Department

2. Do you know the no. of passengers traveling each year? 922 million passengers Source: Tourism highlights Y2009 edition

3. Do you know which are the world’s top tourism destinations? France, United States, Spain, China, Italy, United Kingdom, Ukraine, Turkey, Germany, Mexico Source: Tourism highlights Y2009 edition

4. Do you know the most common purpose of travel? Travel for leisure, recreation and holidays accounted for half of the international travel Source: Tourism highlights Y2009 edition

5. Do you know the demographics of your travellers? 56% are male frequent travelers Source: FrequentFlier.com

6. Do you know the demographics of your travellers? 77% traveled 3 or more times during the past 12 months; 25% logged 10+ trips Source: FrequentFlier.com

7. Do you know the demographics of your travellers? 95% participate in airline frequent flyer programs; 46% are members of 4 or more programs. Source: FrequentFlier.com

8. Do you know the demographics of your travellers? 98% are 25 years or older; 61% are over 45 Source: FrequentFlier.com

9. Do you know the demographics of your travellers? 53% spend 11+ hours/week online Source: FrequentFlier.com

10. Do you know the demographics of your travellers? 50% of the travellers are in the management level Source: FrequentFlier.com

11. So what does this mean?

15. 1. Better understand your customers

16. Understanding the Customer

17. Understanding the Customer Personally

18. Understanding : Getting to Know Needs & Wants

19. Understanding : Leverage it How can the travel consultant get the profile details into the PNR?

20. Faster, More Accurate Bookings Create your query and highlight the profile you want to create the PNR for Clicking on ‘PNR’ icon brings you the window shown on the next page …

21. Aisle Seats, Vegetarian, First Class,… Abacus Whiz copies and pastes the fields from the Windows Clipboard The fields displayed above are coded with the syntax that you would use when you create a PNR You may select or unselect the fields to create the PNR (but the header field must definitely be ticked)

22. 2. Convert customer knowledge into higher revenue

23. Target: Right customer, Right time, Right offer

24. Target: Right Message for Right Needs

25. Target: Right Message, Right Channel Abacus Hotel – Ad placements Ad 1 Ad 2 Ad 3 Premium positioning of Banner Ads (185 x 125 pixels) that captures travel agents’ attention when they sign-in for hotel bookings.

26. Target: Right Message, Right Channel Abacus eServices – Ad placements Premium positioning of Banner Ads (180 x 150 pixels) that captures your audience’s attention immediately Ad 1 Ad 2 Ad 3

27. Target: Right Message, Right Channel Abacus VirtuallyThere AD 3 Ad 2 Ad 3 Ad 1 Premium positioning of Leaderboard Ad (728 x 90 pixels) that captures your audience’s attention immediately Captive positioning of Banner Ads (180 x 150 pixels) that captures travellers’ attention when they sign-in for their travel itinerary.

28. Target: Right Message, Right Channel Abacus VirtuallyThere Ad 4 Captive ositioning of Banner Ad ( 728 x 90 pixels ) that captures your audience’s attention immediately

29. 3. Build profitable long term relationships

30. Build customers relationships through great follow-ups

31. Service your customer relationships by planning outreach activities

32. Service your customer relationships by planning outreach activities

33. 4. Keep customers coming back year after year

34. Retain Your Best Customers

35. Retain & increase ROI

36. Retain groups for higher yields

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40. Thank You Thank You