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With many travel brands trending towards partnerships, collaborations and even mergers, are you making the most of the options available? Discover the benefits of partnerships both within the travel industry and outside * Shared loyalty: Discover independent loyalty programmes that could help you leverage new business * Learn how to offer more through partnerships without remaining competitive * Figure out which partnerships make sense for your business- who are you looking for, and why?
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Profit from Partnerships: Use Other Brands
to Leverage Bookings and Improve Loyalty Bryan Lip, Senior Director Partnerships & Global Head of Search, Expedia EAN
Lodging Partner Services
Expedia Technology Group
Your Brand & Economies of Scale
“EAN’s job is to help our partners succeed.”
“It’s a separate company to allow it to do just that.”
Co-opetition for Success
Savvy way to cut costs & boost sales
Focus on your core strengths – demand generation,
unique customer base, re-engagement
Ample scope to create value in joint ventures such
as cost sharing research, best practice
It's not new - Apple and Samsung, Toyota and
Peugeot, Asus and Google.
Total Partner Return™ 7 Keys:
Conversion Average
Order Value
Commission Cancellations Support Costs
Offline Sales
X X X
Loyalty
& Repeat
Customers
- -
Traffic
X
-
Co-brand vs Private Label:
Patterns of repeat bookers to branded sites:
Why is this important?
• Co-branding will lead your customers to return directly to the point of sale
• Protecting your brand is key to it’s integrity and to customer loyalty
At least 50%
come back to
where they
bought
Expertise…
• Doubled total sales…
• Conversion 7-12%
• Millions of incremental $
Using loyalty for repeat business
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Airline 1 Airline 2 Airline 3
% of customers with morethan one transactions onthe partner site
% of GBV from customerswith more than onetransactions on the partnersite
Airline 1- Consistent loyalty offer. 42% of hotel revenue comes from loyal repeat bookers
Airline 2- Airline offers aggressive promotions, but not a consistent program
Airline 3- No loyalty offers
Contact Information: Bryan Lip, Senior Director Partnerships & Global Head of Search
email: blip@expedia.com facebook.com/ExpediaAffiliateNetwork
web: www.ean.com blog.expediaaffiliate.com
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