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