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Supporting an Expended Footprint in the European Market

Supporting an Expended Footprint in the European Market. The Role of Railways in International Tourism International Conference Merano, April 14-15 2011. Trends in the Travel Market. Travel is a Convenience and Multi-Modal. Cost and Environmental Pressure.

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Supporting an Expended Footprint in the European Market

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  1. Supporting an Expended Footprint in the European Market The Role of Railways in International Tourism International Conference Merano, April 14-15 2011

  2. Trends in the Travel Market Travel is a Convenience and Multi-Modal Cost and Environmental Pressure A la Carte Service – Value for Money My Sofa, My Potatoes, My Internet Consumers are trading Time with Money and look for a Travel Experience

  3. Trends in the Travel Market • The Challenge is to meet the needs of different target customer segments… and provide them with an end-to-end product offer • Trip characteristics (e.g. advance purchase, weekend vs. weekday, number in party, business vs. leisure market) • Distribution Channel (e.g. consolidators, traditional agencies, groups, online, etc.) • Demographic or psychographic affiliation (e.g. families, double income married couples no kids, retirees, single urbanites)

  4. Four Steps to Success! Product and Value Added Services Access to Global Demand Revenue Management to Develop Revenue IT Platform as Enabler to New Services, New Revenues

  5. Product and Value Added Services – Nice Moscow Despite the time difference (4:00 vs. 49:55) there is demand in the market for a different travel experience where the lower cost of the ticket can be compensated with a range of additional ancillary services

  6. A Multiple Channel Strategy to Increase Demand Global distribution System to sell through all agencies worldwide Direct Channel and Web portals to sell directly to the customers Corporate booking tools for beyond Russian International airports Travel Advisors to share Travel experience and get new travellers and increase repeat business Integration is key! Today European customers are using all of the above, so for a Railways operator it is important to track each customer behaviour to reward Loyal Customers

  7. Revenue Management – Filling the Empty Seats! • Revenue Management is the best tool to allow the development of a wider price ranges • It is not about increasing fares, it is about providing specific tariffs for the various segments of customers and ultimately increase market share!

  8. IT Platform as Enabler! • Transitioning to a new web based generation platform will only support the introduction of new services, access to global distribution, and enable a more commercially friendly approach with Loyalty or Revenue Management Revenue Management Current Legacy IT Platform Web Based Pseudo Inventory Loyalty Capacity Planning GDS, Web portals, etc.

  9. Sabre: Global Solution, Local Presence • Sabre is the leader in travel and transportation since 1960, and have the experience of helping railways such as the French Railways to move to a new reservation platform allowing SNCF to implement still today the state of the art commercial practices Sabre Russia: more than 20 years of experience on the Russian Market, number 1 distributor with 55% market share

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