E V O L V I N G T R A V E L C O N S O R T IA
Quarterly Member MeetingWednesday - January 25, 2012 San Antonio, TX
P R E S E N T E D T O :
I N T R O D U C T I O N
Who we are
Why we’re here
Why the subject matter is relevant and important to you
A look at how HICKORY is evolving travel consortia
What we’d like you to consider
C O N F I D E N T I A L
I N T R O D U C I N G T H E N E W H I C K O R Y
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C O N F I D E N T I A L
Everything has changed including the name.
The new HICKORY is a powerful global partnership delivering significant measurable ROI to agencies and suppliers alike.
The new Management & Advisory Team is comprised of seasoned executives from across the industry (OTAs, Agencies, Consortia, Airlines, Hotels and Technology companies).
We’re solving the problems that have plagued the consortia industry for years.
W H A T W E ‘ R E S O L V I N G F O R
Lack of measurability
The data challenge
Need to be part of multiple consortia
Conflicting interests
Supplier unfriendly
Lack of flexibility
Service challenge
Too many “empty promises”
C O N F I D E N T I A L
T H E F O R M U L A: H O W W E D O I T
Partner Centric Approach – Our Agency and Supplier partners are the focus of everything we do. Our mission is to make your business better.
Revenue Management - Data & analysis driven revenue management to optimize performance and identify opportunities.
Education – the ability to effectively engage agents is a cornerstone to our businesses. Influencing behavior is more than marketing, rather, an ongoing process of education, communication and support all towards optimization.
Technology – using the current advancements in technology to support/enhance agent behavior in the GDS complimented by a robust, yet intuitive, alternative platform for agents to book travel and related services.
Marketing – using advanced strategies, enabled by the next generation of technology, all tied to measurable ROI.
Operations – our seasoned executive team and partner advisors can assist Agency owners/management in improving/enhancing core parts of the business.
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C O N F I D E N T I A L
O U R N E W A G E N C Y P A R T N E R P R O G R AM
Features core vertical travel programs (Air, Hotel, Car)• Enhanced by new technology, robust revenue sharing
program and expanded supplier relationships with…• Centralized revenue management, planning & analysis
and…• Supported by comprehensive data capture and analysis.
Including new product additions focused on high need, high return areas for agencies:
• Commission recovery• Business intelligence• SMM – Strategic Meetings Management• Education and networking• Consolidated, low cost fulfillment • New business opportunities
And the services that agencies need to service high value corporate clients
• 24/7• Global Support
The HICKORY Agency Partner Program is designed
to strengthen your Agency’s DNA
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C O N F I D E N T I A L
O U R N E W A G E N C Y P A R T N E R P R O G R AM
Two Tier Partnership Program• Partner Agencies• Associate Agencies
Additional Partner Agency Benefits• Regional exclusivity• Access to Global Network • Top tier revenue sharing• Dedicated Partner Care team • Preferred pricing on all programs• Seat on HGP agency advisory council
PROGRAM AVAILABILITYAIR, HOTEL and CAR Programs & Traveler Services
NOW
COMMISSION RECOVERY NOW
BUSINESS REVIEW NOW
BUSINESS INTELLIGENCE NOW
PARTNERHQ (with ongoing product launches)
FEBRUARY 1
MICE/SMM Platform FEBRUARY 15
GLOBAL NETWORK 2Q12
24/7 Support 2Q12
Fulfillment Platform 3Q12
Lead Generation 3Q12
A G E N C Y E N G A G E M E N T & P A R T N E R C A R E
How it works:
• Financial benefit analysis
• Pre-contract interview
• Assign dedicated Partner Care manager
• Diagnostic review & assessment
• Participation recommendation
• Setup, Implementation and training
• Periodic follow-ups to measure and optimize partnership performance supported by the HGP revenue management team
Agency Partners are the primary focus of everything we do. Our customer centric process is simple:
• Engage with the agency owner/ management to understand the business
• Identify the need areas where HICKORY programs, products and services can have a bottom line impact
• Deliver a solution set that is custom tailored to the agency’s needs
• Take an active role in the ongoing delivery of that solution set to achieve the agency’s goals.
• Provide tangible, measurable results.
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C O N F I D E N T I A L
A G E N C Y P L A T F O R M - T O U C H P O I N T S
• HICKORYU• Implementation • Training• Partner Care• HICKORY Events
• HickoryTravel.com• PartnerHQ• Emails• Messaging and
biasing
• POS Biasing• POS Messaging• Agent behavior
tracking
OFFLINE ONLINE GDS
Centralized Management by HICKORY Revenue & Marketing Managers
H F H P R O G R A M F E A T U R E S
HICKORYFORHOTELS
Segment Capture &
Data Integrity
Commission Recovery
Real-TimeBusiness
Intelligence
Multiple Content Sources
Revenue Management
& Supplier Relations
Multiple BookingChannels
Biasing &Behavioral Influencing
EconomicIncentives
R E V E N U E S H A R I N G P R O G R A M
We don’t look to make money on your volume, we look to help you make MORE money on your volume.
HICKORY offers Agency Partners a robust revenue sharing program• Available for the Air and Hotel Programs• The majority of the revenue earned on volume goes back
to Agency Partners• Our revenue managers identify targeted revenue
optimization opportunities• Supported by real time reporting so you know what
you’re earning at all times
Revenue share is determined by:• Partner vs Associate agency• Amount of Volume committed• Level of participation in our Programs• Pct volume on preferred suppliers• Response to biasing • Booking platform
Transparent ProgramData supportedAdvanced paymentsRevenue managedSingle source
C O M M I S S I O N R E C O V E R Y P R O G R A M
Provided in partnership with eCommission Solutions and CTS Systems, our COMMISSION RECOVERY program solves three significant industry challenges:• Real time data capture• Data integrity• Recovery of unpaid commissions
HFCR is a single source, fully integrated “end to end” solution for:• Segment capture• File matching and reconciliation• Dunning • Commission recovery• Reporting
Applies to all hotel and rental car bookings (Non ARC, BSP Segment Commission Data and Payment Consolidation) across all GDS platforms
Direct feed into HICKORY Business Intelligence providing you with unparalleled data integrity and real time reporting.
Timely dataReduced operating costs Increased commission recovery rateFound revenueIncreased data integrityReal-time reporting and revenue managementEnables participation in HICKORY revenue sharing program
W E ‘ L L M A K E Y O U R B U S I N E S S B E T T ER
HICKORY’s value proposition:• Incremental revenue• Consolidated data• Timely and accurate data • Robust analytics• Increased purchasing power• Increased profitability on travel sold• Enhanced management over agents• New business opportunities• Operational support in key areas
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W E G U A R A N T E E I T…
How we do it:• Real time data capture• Consolidated data• Centralized supplier relations
and Revenue management • Ongoing analysis• High “Touch” partner platform• Real time business intelligence• Innovative solutions for
influencing agent behavior• Partner problem solving
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HICKORY Guarantees its Agency Partners a
positive ROI
T H A N K Y O U
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