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“Making the most of IDS as part of your Revenue Management strategy” SMILE Conference May 2008 eRevMax Inc, Sascha Hausm

“Making the most of IDS as part of your Revenue Management strategy” SMILE Conference May 2008 eRevMax Inc, Sascha Hausmann, COO. “Making the most of IDS as part of your Revenue Management strategy”. Where when and why do you book your travel and how do you do it?

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“Making the most of IDS as part of your Revenue Management strategy” SMILE Conference May 2008 eRevMax Inc, Sascha Hausm

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  1. “Making the most of IDS as part of your Revenue Management strategy”SMILE Conference May 2008eRevMax Inc,Sascha Hausmann, COO

  2. “Making the most of IDS as part of your Revenue Management strategy” • Where when and why do you book your travel and how do you do it? • How Internet Distribution Systems impact the way hotels need to view revenue management • “To position or not to position…” - Parity versus maximizing opportunities at producing IDS • Recent booking trends and the impact on revenue management   • Summary: Right Time, Right Place, Right Price. Revenue Management in a world wide web. • Rate Tiger Product Suite

  3. eRevMax Inc. / Rate Tiger - Key Facts WHO ARE WE ? • RATE TIGER – We build software for hotels (since 2002) that • Simplifies competitor analysis • Centrally manages rates and availability • Automates revenue management • Products for Hotels, Hotel-Groups / Chains, Hostels and Distribution Channels

  4. Where when and why do you book your travel and how do you do it? Where: 44% of the UK population bought online in 2007 (BBC) 53% of all travel in the US was bought online in 2007 (Phocus Wright) 35% of all travel in Europe was bought online in 2007 (Phocus Wright) Best deals on the internet overall amongst all offered products on the web: • Travel (hotels & flights) • Consumers have high expectations

  5. Where when and why do you book your travel and how do you do it? When: • Internet: 24/7 • Travel agent: During business hours

  6. Where when and why do you book your travel and how do you do it? Why: • Price: PERCEPTION: cheaper on the Web • 24/7: much easier you can book when it’s convenient • Benchmarking: Compare different hotels • Wide choice: a wide range of shops and products • Quick: book within a few minutes (really ?)

  7. “How Internet Distribution Systems impact the way hotels need to view revenue management” What is Revenue Management ? “ … Revenue Management is the process of understanding, anticipating and reacting to consumer behaviour in order to maximize revenue or profits… “ (Wikipedia, April 2008) and not the art of being the cheapest!

  8. “How Internet Distribution Systems impact the way hotels need to view revenue management” Whatinfluences consumer behaviour ? • Product In hoteliers’ control • Location A set parameter • Price In hoteliers’ control • Availability Driven by the market and the hotelier • Convenience In hoteliers’ control • Impression In hoteliers’ control Conclusion: 5 out of 6 can be influenced by the hotel

  9. “How Internet Distribution Systems impact the way hotels need to view Revenue Management” Today, the consumer decides differently … • Internet bookings: 2000: 3-5% 2007: 50% (US) / 35% (EU) (Wikipedia)

  10. “How Internet Distribution Systems impact the way hotels need to view Revenue Management”

  11. “To position or not to position…” - Parity versus maximizing opportunities at producing IDS Hotels have the choice now... 1. Different rates at different sites 2. Keep your rate parity at all sites

  12. “To position or not to position…” - Parity versus maximizing opportunities at producing IDS

  13. Recent booking trends and the impact on revenue management  

  14. Summary: Right time, right place, right price. Revenue Management in a world wide web. Right Time – Consider: • Market conditions (trade shows, events) • Level of occupancy • Consumer trends & behaviour • Competition

  15. Summary: Right time, right place, right price. Revenue Management in a world wide web. Right Place – Research: • Global vs. national vs. regional extranet? • Offline vs. online? • Question: which extranets produce at the Right Time?

  16. Summary: Right time, right place, right price. Revenue Management in a world wide web. Right Price – Manage: • Segmentation of client mix (corporate / leisure / weekday / weekend / etc.) • Balance between occupancy and rates • Competitiveness of rates • Consider consumer benchmarking abilities

  17. Where is my business coming from? Who are my competitors and how do I compare? Which channels do I need to work with? What should be my pricing strategy? How or how often should I update my distribution channels? How do I monitor results? … Ask yourself… Online RTStrategy

  18. Market – Online Distribution Market Overview Channelsof Distribution Demand Segments Airline CRS (GDS) Switch Hotel CRS Hotels TRADITIONAL Pegasus Chain CRS Chain Franchises Travel Website Sabre Who will help to manage this chaos ? WorldSpan RepresentationCompany IndependentProperties Travel Agents CORPORATETRAVEL Amadeus RT Integration Galileo GROUP CONVENTION Event ManagementCompanies Hotel/MotelGroups I-CRS RT Integration IndependentHotels Call Centers LEISURE TRAVEL INTERNET BASED Travel Websites ResortsInns, B&B’s

  19. RateTiger Product Suite Helping hoteliers to better manage online revenue and distribution ... RTStrategy (coming soon)

  20. Products • Benchmarking for Hotels / Groups / Travel sites • Competitor rate information on travel and hotel sites • Weekly report or online real time (both accessible at any time) • 300 websites connected / 3,000 hotel sites configured • Several packages available RTStrategy

  21. Products • Rate & Inventory Allocation • Manage multiple travel websites in one screen • Optional status quo (Pro version) • Currently over 250 sites • Several packages available RTStrategy

  22. Products • Combination of RTShopper and RTAllocator • From competitor analysis to rate update • Additional functions • Available in two versions RTStrategy

  23. Products • Low cost revenue management system • Based on how hotels determine rates • Three strategies • Lowest rate guarantee available for all strategies • Additional features RTStrategy RTStrategy (coming soon)

  24. Products RTStrategy • The Corporate products: • RTCorp: your single interface solution for managing a chain of hotels • RTWeb: your competitive intelligence report provider for travel websites • RTConnect: your global distribution management switch

  25. … OR very simple … WithoutRateTiger WithRateTiger Time consuming process?You can’t add more sites? Confused? With RateTiger you willManage More by Managing Less

  26. Thank You UK Sales Office: eRevMaxMonmouth House, 3rd Floor, 40 Artillery Lane London E1 7LS, United Kingdom Tel: +44 (0) 20 7422 7528 Fax: +44 (0) 20 7375 0341 E-mail: uk@erevmax.com Web: www.ratetiger.com

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