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Success is a journey not a destination – Arthur Ashe
@ PhocuswrightMarch 2017
The Journey (Yatra)
2006 2008 2010 2012 2014 2016
Internet Users
450 MM
Internet
Users 300 MM
Internet Users
30 MM
Smartphone
Users 250 MM
Smartphone
Users 50 MM
Internet
Users 200 MMInternet
Users 100 MM
100 Employees
Acquisition of TSI
1,000 Employees
Acquisition of
Travelguru
e-Cash starts
Listing on NASDAQ
Launch of in city
activities ; Uber In-
app Integration
B2E segment launched
1 Million Customers
Mobile Offerings Launch
✪Launch
The “Yatra”
KFA closure 4G launch
Indian consumer spends beginning to
Inflect but India is not China (as yet!!)
India
2006India
2016
1,700800
1,600462
28 bl11 bl
229.3
94.5
40030
2923.5
Per Capita GDP ($)
Domestic Tourist Visits (ml)
Travel Industry Size ($)
Outbound Tourists (ml)
Inbound Tourists (ml)
Internet Users (ml)
Smartphone Users (ml)
35%~ 5%Online Travel
China
2015
8,027
4,100
151 bl
120
99
706
526
25%
Travel Industry –Ever evolving competition
Pre 2005
Customer Travel Agent
2006>
Customer Travel AgentOTA
2017>Travel AgentOTAMobile
Supplier DirectMeta Search
Wallets /Horizontals
How to succeed in a hyper competitive market
PAGE 9
Yatra’s ecosystem links all channels and products
Differentiate your business model
Complete
offerings
Air9 Domestic carriers
275+ International carriers
Hotels & Lodging62,000+ Indian properties
plus growing homestays
Holiday packages
Rail, bus,
activities, others
Multi-channel
customer access
Direct-to-consumer
“B2C”
157m visits1 (Jan-Dec’16);
4.9m customers2
Corporate travelers
“B2E”
Corporate customers have
1.4m+ employees
Travel agents
“B2B2C”
16,000+ registered agents
across India3
Yatra is on a common platform. An affinity program (e-cash), which allows customers to
transfer value with them across channels, builds cross-sales and loyalty
1. Data for flagship brand Yatra.com only and excludes data from B2E and B2B2C businesses
2. Cumulative as of December 31, 2016; does not include data for B2B2C businesses
3. As of December 31, 2016
PAGE 10
Yatra has a differentiated strategy in hotels
Differentiate your business model
Yatra has India’s largest hotel inventory, especially in the key “budget” category
in Tier 2 and Tier 3 cities
1. Management estimates, as of December 2016
2. Management estimates from company websites, press articles, and filings
Yatra’s 62k+ units by market segment1
2.5k
8k
53k
Yatra's budget hotels
Yatra's mid-segmenthotels
Yatra's premiumhotels
Competition
30k-40k hotels2
Target segment: Focus on “Budget” category,
especially in Tier 2 and Tier 3 cities
• Provide most choice to our customers
• Offer inventory that matches Indian
consumers’ preferences
• Budget hotel network is harder to replicate
Marketing: Avoid creating “artificial” demand
through deep price
Demand: Focus on cross sell; expand
customer base thru alliances, drive brand pull
Key elements of Yatra’s hotel strategy
Greatest penetration in “budget” category
62k+ hotels
PAGE 11
Ranking of most trusted companies in India1
Yatra’s category ranking has improved to No. 3 in 2016
Yatra’s foundation is built on customers’ trust and loyalty
Strength of brand is driving high activity from direct trafficTotal sessions (millions) & contribution from unpaid sources (%)2
86
117 120 64%
79%
88%
9M FY 15 9M FY 16 9M FY 17
1. Source: The Economic Times brand equity index (Jan 2017)
2. Unpaid sources are traffic arriving on flagship brand Yatra.com without payment to advertisers or third parties
Unpaid visits %
Total visits
(million)
Focus on customer
Build brand connect with Consumers
Started the trend of Celebrity endorsement for the category2006
2012
Build Alliances
Yatra’s mobile app to be pre-loaded on 35 million
Reliance “LYF” branded phones
Yatra Mini app
Corporate
travel app
Yatra.com app
The Future
Internet of Things
Automation Content
PersonalizationNew Revenue Streams
What Could The Future Hold
For Travel Industry?
Thank you