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Galileo Concierge Live!Increasing your Revenue
Through Non-traditional Distribution
Christine DeZarnRegional Director, Hotel and Car Distribution
Sue O’Hearn-BrennanGalileo Hotel Product Manager
July 11, 2007
Agenda
> What is a “non-traditional” distributor• Who are they?
• How is my market changing?
> How do I talk to non-traditional distributors?• What is JumpStart?
• Why do I need it, and how do I get it?
• What is Complete Pricing Plus?
• Why do I need it, and how do I get it?
> Frequently asked questions
> Additional questions
What is a Non-traditional Distributor?
> Traditional Distributor• Travel agency, full-service or limited service
• Compensated primarily by commission
• Supplier pays all distribution costs
• “Travel professional” interaction, usually involves human intervention throughout selling process
> Non-Traditional Distributor• Tour operator, specialty online retailer, destination portal
• Compensated by net + mark-up, sometimes commission
• Distributor is willing to share cost of distribution for content that otherwise requires offline management processes, fax, etc.
• Consumer-direct or B2B interaction, rarely involves human intervention throughout selling process
How is my market changing?
> Traditional distributors are decreasing in number• Consolidating
• Differentiating to non-traditional models
> Non-traditional distributors are increasing in number• Focused on consumer behaviors, online destination research
• Targeting individuals with buying discretion (leisure)
• Wholly reliant upon the “structure” of data received
• Willing to pay for automated shopping and reservations
• Taking on risk due to e-commerce legalities
How do I work with non-traditional distributors?
> What is JumpStart?• Distributor uses Galileo Web Services, an interface used by software
developers to build custom software and web sites
• Distributors share the booking cost with suppliers for inventory and rates currently accessed by fax or offline processes
• Controlled by Pseudo City Code, normal Galileo processes
> Why should I be concerned about data “structure”?• Today’s Non-traditional distributors can not easily conduct business
without it (and in some cases can not conduct business at all)
> What’s in it for me?• More points of distribution and specialty consumer targeting mean more
bookings
• Cost savings for the property
• Data transparency
How do I reach non-traditional distributors?
> Activate “Inside Shopper” if not already in place
> Agree to make negotiated and FIT rates available for participating JumpStart distributors
> Ensure your data appears in the correct fields (not a given!)
> Educate properties and GDS departments on consumer “self-service” use of GDS data, implications
> Respond to address consumer service issues appropriately and quickly, if they occur (help distributors manage risks!)
> Commit to adopt expansion of data provision, to include all taxes and service fees, triple/quad occupancy, pricing for children, extra bedding, meal plans, room views and other important leisure data elements for consumer shopping!
How Do I Commit?
… to adopt expansion of rates and data elements for consumer shopping???
… especially when the GDS restricts the data I can send?
Restricted No Longer with RoomMaster’s Complete Pricing Plus
What is Complete Pricing Plus?
Project Initiated to Meet Expressed Needs of:
1. HEDNA Leisure Committee:
– “Can’t market /sell leisure products adequately thru GDS
2. Agencies
– Can’t shop/book leisure through automated systems – have to call property majority of time due to uncertainty regarding:– Room View
– Meals Included
– Bedding Configuration
– Total Rate, including children
Requirements Validated by:
– Supplier and Agency Focus groups
– Major Internet Booking Engine (IBE)
What is Complete Pricing Plus?
It is….
the Next Generation of Hotel Pricing
What is Complete Pricing Plus?
FEATURES:
> Enhanced Pricing on Property Availability Displays – Complete Price Plus can include all taxes, surcharges, rate changes, PLUS• Age-Specific Children Pricing • Extra Bedding Pricing (Cribs, Beds, Roll Aways)• Extra Adult Pricing
> + Indicator-Defined Room Descriptive data on Property Availability* and Rule Displays• Open Travel Defined Codes for Room View, Meals included, Bedding
Configuration, Smoking
> + Indicator-Defined Rule Data on Property Availability* and Rule Displays• Indicators for: Credentials required, Rate Category, Commissionable,
Deposit/Prepay/Guarantee • Formatted Deposit, Guarantee, Prepayment and Cancel Policies
> + Multiple Room Availability* Indicator
> + Expanded Rate Data* (rate breakout, rate components) *Enhanced Feature for Structured Data Users
Complete Pricing Plus
BENEFITS:
Significantly Enhances/Facilitates:
1. Leisure distribution• Cost of Children, extra beds included upfront
• Key Room data is confirmed (view, meals, bedding configuration) at availability and stored in booking
2. Distribution through on-line channels • Formatted/indicator driven data allows IBEs to identify best
rates for customer and/or filter rates not appropriate
3. Multi-lingual distribution• Indicators allows key room and rule data to be displayed in IBE
language of choice
Why Do I Want Complete Pricing Plus?
1. Competitive Edge• IBEs - often limit content to chains with preferred functionality and/or
provide these chains with more favorable merchandising• Agency preference for chains that support higher levels of
functionality
2. Reduced Customer Service Issues Traveler arrives at hotel with documented knowledge of:• Complete Price (including applicable “extra options” charges, rate
changes, taxes/surcharges) • Applicable Room View and Meal information • Requested Bedding configuration • Guarantee/Deposit/Cancel policies
3. Reduced System Hits• IBEs obtain required data from Property Availability response –
reduces need for Rules queries to obtain rate breakdown, deposit/cancel requirements, etc..
Complete Pricing Plus - How Do I Get It?
Current Status:
• General Release in all markets YESTERDAY (July 10th)
• Launch Partners - Supranational Hotels and Columbus Reservation Service via Wizcom Switch
• Pegasus Switch - in development, targeted October 2007
Minimal Participation Pre-requisites:
• Triples and Quads
• Complete Pricing
Key Functional Pre-requisites:• Pricing / validation of pricing qualifiers (i.e., children, bedding) on
Property Availability
• Return of mandatory room/rule data indicators on Property Availability
If Interested - Contact your Relationship Manager
FAQ’s
Q: What effort is required on the hotel’s side to participate in Complete Price Plus?
A: There are both participation prerequisites and functional requirements that must be met that I mentioned previously. More detailed information can be found in the data format guide.
Because this is an industry leading enhancement, it’s likely that your CRS interface will require development - but also likely that the development can be leveraged to enhance functionality on your chain web site.
Q: Who participates in JumpStart?
A: A current list is always on the supplier secured site
Additional Questions?
“Building Exceptional Travel Experiences”
Thank you for joining today’s
Concierge Live session!