The document discusses integrated solutions for hoteliers to optimize performance, grow revenue, and strengthen their brand. It summarizes TravelClick's offerings which include central reservation systems, web and mobile booking engines, channel management, and business intelligence solutions to help hotels increase direct bookings and revenues. It also highlights the importance of an omnichannel strategy that includes distribution across online travel agencies, search engines, metasearch sites and a mobile-friendly website to meet the needs of today's travelers.

1. Alejandro Lista
Director of E-commerce
Southern Europe
Revenue Generating
Integrated Solutions, the future
for Hoteliers
MILANO

2. TravelClick provides expert
solutions to hotels to optimize
performance, grow revenue,
and create a stronger brand.

3. Our team delivers global expertise and local
knowledge to grow Hotels revenue.
Our dedicated field sales, account management, and service teams have deep knowledge of the
communities where your hotels operate, and they draw from proven industry experience.
33,000+ hotel customers 176 countries 800+ employees
Atlanta Barcelona Chicago Dubai Hong Kong Houston London Melbourne
New York Orlando Philadelphia Shanghai Singapore Tokyo

4. We’ve been a leader for more than 12 years,
guiding 33,000+ hotels of all types and sizes.
Independent &
Small size Groups
Mid-Sized Brands

5. We have five lines of
business that will work
together to improve
Hotels performance.
●iHotelier® Central Reservation System™
●iHotelier® Web 3.0™
●iHotelier® Mobile™
●iHotelier® GDS & Pegasus UltraDirect™
●EZYield Channel Management™
●iHotelier® VoicePro™
●iHotelier® Demand™
●iHotelier® PMS Integrations™
● Rate360®
● Agency360®
● Demand360®
● Enterprise Solutions™
● Travel Agent (GDS) Media™
● Display Marketing™
● Pay-Per-Click Advertising
● Custom Websites
● Search Engine Optimization
● Social Media Optimization

6. MARKET TRENDS

7. The Brand Website revenue contributed 20.7% of the
total revenue booked
Global Highlights | 2012
Revenue by Channel
2012
Source: TravelClick Demand360. Top 50 markets worldwide from participating brands. Revenue in USD.
Direct = Reservations taken directly
on property such as walk-ins,
meetings/groups, direct call in
CRS = Central reservations office
for contact center reservations via
voice, chat or email
Web = Hotel proprietary Web
site + Mobile site or brand Web
site
OTA = Online travel agency
such as Expedia, Booking,
Venere, HRS
GDS = Global distribution
systems Sabre, Galileo,
Worldspan, Amadeus

8. Global interest for accommodation
1 Source Google research data,
Italian market interest for accommodation
Intern
ational
Dom
estic

9. Global interest for European accommodation
1 Source Google research data,
ITALY represents the 10%

10. GDS statistics for all Hotels linked to Milano airports for the
last 24 months

11. MILAN Performance Q1-2013 vs Q1-2012
Occupancy +2%
62.1% in 2013 vs 60.9% in 2012
ADR -1.3%
138.73€ in 2013 vs 140.53 in 2012
RevPar +0.7%
86.15€ in 2013 vs 85.59€ in 2012
Source STR Global

12. Hotel searches on Mobile are growing very
fast globally
One in Seven
searches
originate from a
mobile device¹
42% of travelers research or
book accommodations on a
mobile device platform2
5-10% of web
bookings come
from a mobile
device3
65 percent of mobile
bookings are same day4
By 2015, 81% of
cell phone users
will have smart
phones5
More people will access the
internet via mobile devices
than desktops6
1 Google research data, 2012 4 Orbitz data, Dec 2011
2 Smarter Travel 5 Goldman Sachs. June 2011
3 TravelClick Data – sampling of 1600 iHotelier clients with MobiBook. 6 IDC New Media market Model, Sep 2011

13. Where do people go when they leave your
site?
68%
The percent of
consumers who
consult online
reviews before
booking
22
The number of
sites the average
travel researcher
visits before
booking
9.5
The average
number of online
research sessions
a consumer
conducts before
booking
Google Think Insights: 5 Stages of Travel

14. Major Market Trends in Hospitality
Trend 1: Social media is the cornerstone of marketing strategy
Trend 2: Business Intelligence (BI) at every level. The new face of successful travel
companies:
Competitor Analysis - Market Penetration - Distribution costs by channel.
Trend 3: Meeting the expectations of the modern consumer:
Improve customer experience - deliver relevant data - engage the customer - embrace
new channels - Integrate online, offline and social - retain customer loyalty.
Trend 4: Semantic technology (finally) becomes relevant in the travel value chain
Evaluate opportunities – Experiment to see what works
Trend 5: Mobile provides a unique platform for more direct distribution
The new mobile devices facilitate continuous engagement - mobile marketing becomes
more personalized and relevant
*Source: PhoCusWright Inc.

15. HOW TO SUCCED IN A FAST
CHANGING MARKET

16. Hoteliers need to face this complex and
changing market.
Branding
Service
Guests
Corporate
Sales
Distribution
Channel
Revenue
Management
Marketing

17. Your website needs to reflect an unique property or
brand style and features, but always combined with
the Best Practices to convert.

18. Robust content management system (CMS) that
allows Hotels easily maintain the website fresh
and updated.

19. Social media optimization drives direct bookings:
●845m monthly active users
●2.7b likes/comments a day
●250m photos uploaded/day
●250m monthly active users
●500m users signed up
●340m tweets sent/day
●1 trillion views in 2011
●1 hour uploaded/second
●3 billion hrs watched/month
Engage your customers with Social integration into your
Booking Process

20. Your Hotel needs to be where the customers
are and engage them:
Social media optimization drives direct bookings, example of Hotel BLOOM!
Increased fan base by 300% in
less than two months
Sold 10 extra room nights directly
from hotel’s Facebook party tab
Gained 450 new email subscribers
Was awarded the IAC
Best Hotel and Lodging
Social Media Campaign

21. Your Hotel needs to be where customers are
and drive more DIRECT Business

22. Your Hotel needs to be where customers
search to drive more DIRECT Business

23. Business Intelligence solutions provide you
with actionable insights to increase hotel
revenue.
Price rooms…
Promote products…
Target customers…
Allocate inventory…
…with precision,
to win the right
customers and
maximize Hotel
revenue

24. Demand
See your market’s future
production across all
channels
Agency
See your competitors’
production by
travel agent
Rate
See your competitors’
rates
Business Intelligence is Key for taking the
right decisions and increase Hotels’ revenue.
How should I price to
maximize ADR and
occupancy?
RATE360
To what agencies
should I target my
sales activities?
AGENCY360
What should I do now
to impact my future
bookings?
DEMAND360
& DESTINATION INSIGHTS

25. Mobile statistics*
The ADR for a typical Mobile booking versus web booking is 15 USD higher
Close to 50% of all Mobile bookings are made with 0 to 1 day lead time
The average mobile reservation is 25% higher in total revenue value versus web
bookings
Hotels receive a minimum of at least 2 direct voice bookings via the iHotelier
mobile click to call
* TravelClick Data – sampling of 1700 iHotelier clients with MobiBook.

26. A mobile-friendly website is a “must” for
every hotel:
5-10% of web
bookings come
from a mobile
device3
65 percent of mobile
bookings are same day4
By 2015, 81% of
cell phone users
will have smart
phones5
More people will access the
internet via mobile devices
than desktops6
One in Seven
searches
originate from a
mobile device¹
42% of travelers research or
book accommodations on a
mobile device platform2
1 Google research data, May 2011 4 Orbitz data, Dec 2011
2 Smarter Travel 5 Goldman Sachs. June 2011
3 TravelClick Data – sampling of 1600 iHotelier clients with MobiBook. 6 IDC New Media market Model, Sep 2011

27. Your hotel needs an integrated solution for
real-time distribution management across all
channels.

28. Electronic Distribution Map

29. Your web booking engine should help you to:
Build your brand
With a cutting-edge technology
Increase RevPAR
With intelligent upsell of stay length, rooms and add-on services
Drive more bookings
In fewer clicks with optimized navigation and clear calls to action
Have full control of the booking experience
Allowing you to sell the way you want

30. Up-sell and cross-sell
functionality
Turn lookers into bookers with engaging visual cues
and clear calls to action
Optimized navigation precipitates conversion in ~20% fewer clicks
How to drive more direct bookings and
increase RevPAR with your Booking Engine.
Select Dates Select Rooms Add Enhancements Confirm Reservation

31. Increase Occupancy and Revenue for each stay:
Add a day before or after dates
selected to increase occupancy.
Up sell Room categories and ancillary
products/services to increase Revenue
for each stay.
Flexible date calendars to
allow guests to see when best
rates are available to stay. But
most important help you to
increase occupancy the days
your hotel need it.

32. Hotel needs to control content also on their
booking engine and not only on the website.
Flexible
configuration for all
design aspects
Create multiple
themes for
promotional offer
merchandising
Easy photo and
media content
administration
Preview real-time,
prior to publishing
to live site
Enhanced
customizations for
button styles,
header gradients
and colors

33. Customize the online booking experience to engage
customers and get more direct bookings.

34. Hotel will capture more on-the-go bookings
with a mobile booking engine:
Increase
direct
Bookings to
your hotel…
42% of travelers research or book accommodations on a mobile device1
40% book within 1 day of arrival2
25% book on the same day of arrival2
1
SmarterTravel
2
Based on iHotelier Mobile customer data

35. Hotels need to have a Next Generation Seamless
connectivity to all 4 GDS.
+19% growth in GDS revenue and bookings for TravelClick European hotels in 2012.

36. Growing GDS awareness of your Hotel on
the outside of “Just Connecting”...
GDS Media
It reaches decision makers (Travel Agent) at the point of sale for
a specific booking date.
GDS Preferred Placement
Over 98% of qualified GDS transactions are generated directly
from Page One results
Consortia Participation
Consortia hotels received 5 times more reservations than
non Consortia hotels

37. Demand Drivers is key to get incremental
bookings and reduce Hotel distribution
costs…
Metasearch
Partnerships
● Increased demand driven directly
to your web booking engine
● Competitively position hotels to
drive direct bookings
● Preferred commercial terms
resulting in reduced customer
acquisition costs
OTA
Partnerships
● Increased distribution resulting
in more bookings
● Preferred placement on the
shelf
● Preferred commercial terms,
including reduced margins
Consortia/
Mega Agency
Partnerships
● Increased business travel
demand and bookings
● Favorable subscription pricing
● Preferred placement in GDS
● Access to travel agent offices
globally
● Centralized management of RFP
content, submission and rate
audits

38. …and work with dozens of partners to drive
demand to Hotels and mainly to their direct
channels.
Consortia
Metasearch
Online Travel Agent
Corporate

39. Preferential placement in point of sale tools
Coordinated Global agency visits
Exclusive marketing opportunities to over 60 thousand
agents worldwide.
Global partnership opportunity offering worldwide exposure
Only large hotel groups can gain this status on their own
www.g-h-s.com
Key Benefits in Consortias for Hotels
worldwide with Fully Preferred Partnerships

40. iHotelier PMS Connect
Seamlessly synchronize reservations directly into your
Property Management System, allowing for true last room
availability, with PMS Connect.
Your Hotel’s
Property
Management
System
Rates / Availability
Reservations

41. Real time reporting to take the right decisions
Integrated, simple and flexible manager level reports with rate codes, credit cards,
LOS, pace information create the base for strategic decisions

42. ● Paid Search
● SEO
● Social Media
● Display Advertising
● Affiliated Marketing
Attract
● Best Practices Design
● Best Rate Guarantee
● Dynamic Rate Display
● Integrated Booking
Engine
Convert
● Email Acquisition
Strategy
● Email Marketing
● Pre / Post Stay Email
Marketing
● Social Media
Retain
● Website Analytics
● Online Marketing
Performance
Review
● Data Driven
optimization
Analyze
Hotels need to have an E-Commerce Strategy

43. The media landscape is complex, and hotels
need help getting in front of potential guests
with a holistic Media approach .
Hotel
Guest

44. Online research activities
Online marketing
strategy:
Google: “best things to see in Milan”
Travel Content Sites: guide to Milan
TripAdvisor: things to do in Milan
Airline Sites: Complete flight reservation
Google: “Boutique hotels near DUOMO”
TripAdvisor: Reviews
Your website: In-depth property research
Google: “Hotel Amore”
OTA: Shop/book travel
Travel Agent: Shop/book travel
Growing high quality traffic to Hotel website is
key to maximizing online revenues.
It needs to be focused on the right channels
Research
Shop
Buy
Acquire new
customers
Make it easy to
book direct
Convert Travel
Agent shoppers

45. Behavior How to target
this behavior
Search your market on Google PPC (Paid Search) geo/generic terms
Read travel content sites Travel Intent Display (Contextual Marketing)
Booked a flight to your market Travel Intent Display (Behavioral Marketing)
Behavior How to target
this behavior
Search for your property on Google PPC (Paid Search) brand terms
Visit your site but don’t book Display Remarketing
View your TripAdvisor page TA Business Listings & Check Rates
An effective online marketing strategy for
Hotel targets two groups of qualified leads:
Shoppers: People coming to, or researching the market
Converters: People who show interest in your property

46. It is time for looking at an integrated media
solution
● ONE integrated media strategy
● ONE contract
● ONE point of contact
● ONE performance package
PPC DRM
Travel
Intent
Display
Trip
Advisor
To holistic media planning
and management
From products
managed in isolation…
● SEPARATE products and objectives
● SEPARATE contracts
● SEPARATE points of contact
● SEPARATE performance reports
Travel
Agent
Media
Pay-Per-ClickDRMTrip Advisor
Travel Agent
Media
Travel Intent
Display

48. GRAZIE!