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Cendant TDS Day. Understanding Cendant Travel Distribution Services & How GTA Fits Into The Bigger Picture – Sales Focus. 23 rd September 2005. Objectives. To give you an overview of Cendant and the TDS businesses To give you an overview of the Galileo business - PowerPoint PPT Presentation
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Cendant TDS Day
Understanding Cendant Travel Distribution Services & How GTA Fits Into The Bigger Picture – Sales Focus
23rd September 2005
Objectives
• To give you an overview of Cendant and the TDS businesses
• To give you an overview of the Galileo business
• To explain how we can work together on joint customer propositions
+
Travel distribution industry model
Business
TravelersSuppliers
Airlines
Hotels
Car Rental
Vacation Rental
Tours
Rail
Cruises
ConnectivitySystems
GlobalDistribution
Systems
Travel Agencies
Offline
Tour Wholesaler
OnlineDirect Connect
1 Based on research from PhoCusWright, Thomas Weisel and Cendant Estimates
$873 Billion1
Leisure
PROVIDING A
COMPETITIVE
ADVANTAGE
PHASE 4
Innovation
PROVING
CUSTOMER
VALUE
PHASE 3
Delivery
PROVING
CUSTOMER
VALUE
2001 2002 - 2003 2004 - 2005 2006 onward
INTEGRATION
OF THE
BUSINESSES
PHASE 2
Alignment
TDS: A brief history
PHASE 1
Construction
TDS Provides All Pieces of the Jigsaw
Business
TravelersSuppliers
Airlines
Hotels
Car Rental
Vacation Rental
Tours
Rail
Cruises
ConnectivitySystems
GlobalDistribution
Systems
Travel Agencies
Offline
Tour Wholesaler
OnlineDirect Connect
1 Based on research from PhoCusWright, Thomas Weisel and Cendant Estimates
$873 Billion1
Leisure
ConnectivitySystems Travel
Agencies
Offline
Tour Wholesaler
Online
GlobalDistribution
Systems
Deep Dive into the B2B Business
Client Segmentation – Who We Sell To
Online Travel AgenciesTravel Suppliers
Travel Agents (Leisure & Corporate) Government & Industry
B2B Services – What We Sell
Service BrandProduct Name
Global Distribution Service
GALILEO
Wholesale/Tour Operator
gta, WBS, RBS
Merchant Content / Consolidator / Retail
TRAVEL 2 / TRAVEL 4
Hotel Inventory Mgmt, Res & Sales
TRUST INTERNATIONAL
Hotel CRS connectivity & switching
WIZCOM
B2B Services
Service BrandProduct Name
Orbitz Airline Supplier Link
ORBITZ SUPPLIER LINK
Airline/Agency Marketing Intelligence
AGENT FLASH
THOR Offers marketing, distribution and 24 hr emergency services
TRAVEL BOUNDFIT and Group travel to Travel Agencies
Focus on Galileo GDS
How The Global Distribution System Works
Who is Galileo
Part of Cendant Corporation since 2001
UK’s leading GDS with 42% market share
Represented in 107 countries
Operates one of the world’s largest commercial data centres
21 servers in Denver - USA
Handles 175 million requests a day
Galileo Content – What Do We Sell?
Agencies book products in the GDS from the content listed on behalf of vendors
Hotels Car Rental CruisesFlights
Car Ferry CrossingsPackage Holidays Car ParkingRail Tickets
Process – How We Sell To Leisure Agencies
Travel AgentConsumers
Agents Mark Up Brochure
Contract
Galileo
Account
Manager
Travel
agency
revenue
GDS Content
Contract
Travel Agent
Brochure
Financial Assistance
Financial Assistance
Galileo Key Competitors
GDSGlobal New EntrantsCRS
GTA & Galileo – Selling a Future Joint Proposition
What TDS Means For You
Consider What We Had Until Recently
Supply-Driven Distribution
InventorySupply
Distribution
Traveller
Tour Operator/
Wholesaler
Retailer
Consider What We Have Today – Galileo & GTA
Demand-Driven Distribution
Tour Operator/Wholesaler
Singles
Couples
Families
Retailer/Packager
Supplier/Retailer/Packager
Travel Club/Credit Card/
Timeshare, etc
Traveller
Business Travellers
Adventure Travellers
Older Travellers
GTA & Galileo – Selling a Future Joint Proposition
Over 20,000 directly contracted hotel and
self-catering properties in more than 3,000
destinations
Over 1,000,000 land services including, car transfers and
regular sightseeing
The complete package
43,000 travel agency locations
480 airlines
26 rental car companies
60,000 hotel properties
430 tour operators
A Preview Of The Future
How do we work together moving forward?
1.
Customer Approach:How should a GTA
salesperson bring Galileo into customer discussion?
• Take 45 minutes discussing the following 4 categories in your group
Record your thoughts on the handout given
Present back to the larger group
3.
Lead Passing:At which point and in what way do I involve a Galileo salesperson?
2.
Value Proposition:How does an integrated Galileo/GTA purchase benefit the customer?
4.
Product Opportunities:What quick-win opportunities
exist to integrate
GTA/Galileo products?
What next?
Q3 05 Q4 05 Q1 06 Q2 06
Sales Planning and Development (SPD) will support the GTA integration and field adoption in the following ways:
• Development of the Galileo/GTA commercial offering• Implementation of Siebel at GTA• Consolidation of reports and design of an integrated business metrics strategy• Development and communication of value proposition• Development of a sales toolkit to support integrated sales (from pre-sale through close)
• Conduct internalneeds analysis; interview key stakeholders
• Conduct market analysis (integrate customer data) to understand where opportunities lie• Begin Siebel implementation
• Deliver commercial offering (end Sept)
• Release value propositions pairedto customer types/tiers (November)
• Release initial version of toolkit (end Dec)
• Release draft of metrics strategy and sample reports
• Release revised toolkit
• Release final report pack and metrics
• Release revised commercial offering (as needed)
• Complete Siebel implementation
OPERATE and SELL!