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

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?