Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party...
-
Upload
rategain -
Category
Technology
-
view
6.509 -
download
0
description
Transcript of Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party...
![Page 1: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/1.jpg)
Strike the Most Profitable Balance
between Direct & Third Party
Inventory
Multi Channel
Distribution
Presenter – Bhanu Chopra,
CEO
![Page 2: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/2.jpg)
#1#1How do you determine
optimal distribution balance?
![Page 3: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/3.jpg)
3 star independent property Boutique Property 5 star property affiliated with a Chain
• Focus more on domestic guests
• Balanced sales infrastructure• Limited negotiation muscle• Heavily leveraged on local
corporate and travel agents
Result: Focus on Local OTAs
• Focus more on leisure and business travelers
• Lean sales infrastructure• No Negotiation Muscle• Heavily leveraged on transient
segment
Result: Development of larger set of distribution channels
“It Depends”...on your Niche
• More urban and targets international guests
• Well evolved sales infrastructure
• Big negotiation muscle ( Multi property Deal)
• Healthy mixture of negotiated and non Negotiated business
Result : Brand.com; Corporate mandated channels, focus on global channels that deliver global traffic
![Page 4: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/4.jpg)
Types of booking•Lastminute/DistressedDriven by:•ADR•Lead Period•Room Nights
Demographics•Profile•Source markets
Acquisition costs•Commission•Marketing
Macro Level Conditions•Current Market Demand/Supply i.e. Competition•Future demand•Economic conditions
Carefully analyze the Drivers
![Page 5: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/5.jpg)
#2#2Use OTAs
for branding & visibility
![Page 6: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/6.jpg)
“Jo Dikhta Hai, Wohi Bikta Hai”
7.5 – 26% increase
in average daily direct
reservations is the impact
of billboard effect
8% -10% of
Google’s ad revenues
come from OTAs
Every 1 reservation on
Expedia.com leads to 3-8
reservations on your direct channel
15 sites as an average is
what travelers look at
Use OTAs for branding & visibility
![Page 7: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/7.jpg)
#3#3 Distribution 3.0(Start looking beyond OTAs)
![Page 8: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/8.jpg)
Private Sales
![Page 9: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/9.jpg)
Private Sales| Social Media
![Page 10: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/10.jpg)
Private Sales| Social Media | Auctions
![Page 11: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/11.jpg)
Private Sales| Social Media | Auctions | Business Listing
![Page 12: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/12.jpg)
Private Sales| Social Media | Auctions | Business Listing | Maps
![Page 13: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/13.jpg)
Private Sales| Social Media | Auctions | Business Listing | Maps
![Page 14: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/14.jpg)
Private Sales| Social Media | Auctions | Business Listing | Maps| Meta Search
![Page 15: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/15.jpg)
Private Sales| Social Media | Auctions | Business Listing | Maps| Meta Search | Mobile
![Page 16: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/16.jpg)
Private Sales| Social Media | Auctions | Business Listing | Maps| Meta Search | Mobile
![Page 17: Multi-Channel Distribution: Strike the Most Profitable Balance between Direct & Third Party Inventory](https://reader036.fdocuments.in/reader036/viewer/2022070303/54b5da8e4a795927118b458e/html5/thumbnails/17.jpg)
Questions