@ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet...

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Success is a journey not a destination Arthur Ashe @ Phocuswright March 2017

Transcript of @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet...

Page 1: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru

Success is a journey not a destination – Arthur Ashe

@ PhocuswrightMarch 2017

Page 2: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru

The Journey (Yatra)

Page 3: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru
Page 4: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru
Page 5: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru

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

Page 6: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru

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%

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Travel Industry –Ever evolving competition

Pre 2005

Customer Travel Agent

2006>

Customer Travel AgentOTA

2017>Travel AgentOTAMobile

Supplier DirectMeta Search

Wallets /Horizontals

Page 8: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru

How to succeed in a hyper competitive market

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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

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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

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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

Page 12: @ Phocuswright · Smartphone Users 250 MM Smartphone Users 50 MM Internet Users 200 MM Internet Users 100 MM 100 Employees Acquisition of TSI 1,000 Employees Acquisition of Travelguru

Build brand connect with Consumers

Started the trend of Celebrity endorsement for the category2006

2012

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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

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The Future

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Internet of Things

Automation Content

PersonalizationNew Revenue Streams

What Could The Future Hold

For Travel Industry?

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Thank you