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PPT3 Nueschen Jupiter pptx - HSMA · PDF file Individuelle Strategien face to face Sales Control Commitments Display Low commission Routes to market Cash Exclusive partnerships Own

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  • Bettenbanken

    “The dark side or the guiding light in the dark?”

    Mark Nueschen Head of Sales Hotelbeds

    HSMA - Pricing & Distribution Day 2013

  • Was ist eine ‘Bedbank’?

  • 1. Allgemein 2. Im Tourismus 3. Nr.1 weltweit

  • Vermittler

  • Vermittler: Zwischen

  • Vermittler: Zwischen

    Produkt(besitzer)

  • Vermittler: Zwischen

    Produkt(besitzer) Kunde(nbesitzer)

  • Vermittler: Zwischen

    Produkt(besitzer) Kunde(nbesitzer)

    Mehrwert

  • Link

  • Transaktor

  • Strategisch

  • 13

    Im Tourismus

  • Individuelle Strategien face to face

    SalesSales

    ControlControl CommitmentsCommitments

    DisplayDisplay Low commissionLow commission

    Routes to marketRoutes to market

    CashCash

    Exclusive partnerships

    Exclusive partnerships

    Own the clientOwn the client

    Cost efficiencyCost efficiency SalesSales

    CompetitivenessCompetitiveness FlexibilityFlexibility

    ConversionConversion High marginHigh margin

    Routes to productRoutes to product

    CashCash

    Exclusive partnerships

    Exclusive partnerships

    Own the clientOwn the client

    Cost efficiencyCost efficiency

  • 15

    Hotel

    Accommodation wholesaler

    Non travel companies

    (WL)

    Airlin e

    Cruis e

    Tour Operator

    Flash Sales

    Final Customer

    IT platform

    Comparison tool

    Social media

    DMC

    Searc h

    engine

    Wer ist der Besitzer des Kunden?

    WEB

    OTA Vertical travel

    agency

    Corporate travel

    agency

    Independent & network

    TA

    GDS

  • Who is who?

  • Hotel

    Accommodation wholesaler

    Non travel companies

    (WL)

    Airlin e

    Cruis e

    Tour Operator

    Flash Sales

    Final Customer

    IT platform

    Comparison tool

    Social media

    DMC

    Searc h

    engine

    WEB

    OTA Vertical travel

    agency

    Corporate travel

    agency

    Independent & network

    TA

    GDS

  • Hotel

    Accommodation wholesaler

    Non travel companies

    (WL)

    Airlin e

    Cruis e

    Tour Operator

    Flash Sales

    Final Customer

    IT platform

    Comparison tool

    Social media

    DMC

    Searc h

    engine

    WEB

    OTA Vertical travel

    agency

    Corporate travel

    agency

    Independent & network

    TA

    GDS

  • “Only hotel” Datenbank XML Vertrieb Web Vertrieb

    Keine Endkundenbesitzer

    �% direkte Verträge vs 3rd Party �Welche Zielgebiete �Welche Quellmärkte

  • A cc

    o m

    m o

    d at

    io n

    D es

    ti n

    at io

    n

    S er

    vi ce

    s

    Local Regional Global

    B2B

    GTA / Kuoni

    Medhotels

    Transhotel

    Tourico

    DOTW

    Iberoservice

    Destination Asia

    MTS

    B2B Competitive Landscape

    Destination perspective

  • A cc

    o m

    m o

    d at

    io n

    Local Regional Global

    GTA / Kuoni

    Hotels4U Medhotels

    Transhotel

    Tourico

    YouTravel

    Metglobal

    Lowcostbeds

    OnHolidayGroup

    B2B Competitive Landscape

    Alba

    EAN

    Sunhotels

    Totalstay

    MikiTravel

    Market perspective

  • Spielverderber? Nein. Keine Kundendaten sind im Spiel. Betten- banken sind reine Facilitators, Intermediaries mit konkretem Mehrwert.

  • 23

    Jeder Hotelier sollte sich zwei Fragen stellen . . .

  • Wer ist mein Kunde?

  • Wer bringt mich

    (effizient) zum Kunden?

  • Konkreter Mehrwert:

    �Exklusive routes to market � Quellmarkt � Sales point �Aggregator �Display �Booking pattern

  • Airlines Only Hotel

    •Booking.com •Expedia

    •HRS •Hotelopia

    •Hotels.com

    Booking flow

    •Booking.com •Expedia

    •GDS •Hotelbeds

    •Tourico •GTA

    Package

    •Hotelbeds •Tourico

    •GTA •LCB •NT

    •OHG

  • Reisebüros Deutschland

    •Bedsonline •Travelcube

    •Lowcostbeds •Transhotel

    •D Veranstalter •X Veranstalter

    •Bistro direkt •GDS

    Europa

    •Hotelbeds E UK FR •GTA UK FR •LCB •NT •OHG

  • OTA Touroperator

    Flash Benefit Programs

  • Und Hotelbeds?

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