Travel Agent Business
Rebounding +24.6% Yr/Yr
Higher rated +40%
Repeat business
82% of GDS transactions
come from Travel Agents
Travel Agencies – Why the Turn Around?
Time is more valuable than $$ Arrangements are too complex Consequences of making a mistake are too dire
Too much chaos – too many choices
Hotels are more savvy in discounting through OTA’s
Consortia value
Agency groups joined in a common venture
Multiplier for TA distribution Rate compliance and squatter audit
Monitor and motivate program usage
Effective marketing channels and intel
Consortia Differences
TRAVEL MANAGEMENT COMPANIES VS CONSORTIA
THE TRAVELER
THE TRAVEL AGENT
DECISION MAKER
In the TMC world, the travel manager is the decision maker, and has the greatest point of influence on where the traveler stays
In the consortia world, where there are fewer managed travel accounts, the use of a travel agent is voluntary and travelers use them for their expertise
Consortia Differences
Corporate Leisure
MARKET MIX
BRICK AND MORTARHOME BASED
Be selective – look for the program that offers you corporate and leisure business – weekday and weekend occupancy!
Filling your properties
S M T W T F S
MARKET MIX
Corporate programs fill your hotels midweek, leaving weekends suffering
Filling your properties
S M T W T F S
MARKET MIX
Hotel programs that offer the right mix of corporate and leisure business help fill your property all week long.
Consortia Differences
ADDITIONAL SERVICES
Call Center
Booking Engine
Training and Support
Different consortia offer agencies different services – this directly impact which consortia agencies use
Consortia Crossover
ConsortiaA
ConsortiaB
DU
PLIC
ATE IA
TA
s
Often agencies choose to work with more than one consortia – this is why their IATA number appears on more than one list
Why Travel Agencies Choose Multiple Consortium?
Differences in hotel contento Market mixo Geographic mix
Access to ancillary serviceso Strong block space programo Strong 24/7 supporto Commission collection support
MORE THAN ONE PROGRAM … MORE THAN ONE LIST
Most Corporate
Most Hotel
s Japan
Best Ancillary Programs
Best Reac
h
Some examples of these differentservices
Marketing Tools
Use those tools available to you Run promos that support consortia
rates Take advantage of market intel Create FAM opportunities Act on rate audit results
Communicate Successes
Share the message down to property level and repeat
Develop relationships at leadership level
Engage other departments Look at total volume by consortia
Program Evolution
Increased value on “better than BAR” Parity challenge More value adds More consortia intel
Consortia Value• Travel Agent
biz is good
• 40% higher ADR
• Repeat customers
• Critical distribution
• Right Market Mix
Maximize ROI• Right market
mix
• Targeted marketing opps
• Attention to rate loading
• Use market intel
Future Trends • Better than BAR rates
• Value Ads
• Globalization
• Survival of Fittest