BTO - Buy Tourism Online Day ONE 3 dicembre 2013 RICHARD WIEGMANN, Visioni http://www.buytourismonline.com/eventi/richard-wiegmann/ I trend dell’Hospitality Distribution secondo il CEO di Trust International Speech VISIONI: Richard Wiegmann CEO Trust International Intervista a Richard Wiegmann: Luciano Scauri Consulente in revenue management Gloria Puig Sainz Expedia La redazione di BookingBlog

1. WHAT´S
NEXT IN
TRAVEL
DISTRIBUTION
Richard Wiegmann
CEO
Trust International

2. THE STATUS QUO

3. THE STATUS QUO

4. WHATS NEXT ?

5. YOUR DISTRIBUTION
STRATEGY

6. MY LIFE IN 30 SECONDS

7. THE STATUS QUO

8. AT A CONCERT
1990
2013

10. REFLECTION
EXPERIENCE
INSPIRATION
THE CUSTOMER
JOURNEY
SEARCH
BOOKING

11. INDUSTRY PERFORMANCE
6,0
5,0
4,0
% change over
last year
3,0
2,0
1,0
0,0
-1,0
-2,0
-3,0
-4,0
Asia-Pacific ($)
Americas ($)
Occupancy
Europe (€)
Average Daily Rate
Middle East & Africa
($)
RevPAR
YTD July 2013 vs 2012 Source: STR Global

12. CHANNEL MIX - ALL
Real July 2012
Voice/System
6%
others
11%
GDS
43%
IBE
24%
Real July 2013
Voice/System
7%
others
9%
GDS
37%
IBE
26%
OTA
21%
Source: Trust|iView by Trust International
OTA
16%

13. MIX – INTERNET VS GDS
Real July 2012
Internet
48%
GDS
52%
Real July 2013
Source: Trust|iView by Trust International
Internet
54%
GDS
46%

14. 3RD QUARTER 2013 REVENUE
Source: TravelClick Demand 360

15. INTERNATIONAL ADR
BY CHANNEL
Source: TravelClick Demand 360

16. 3RD PY INTERNET REVENUE
IN MILLION USD
Source: TravelClick Demand 360

17. LARGEST GLOBAL TRAVEL COMPANIES
1850
1994
1996
American Express Carlson Wagonlit Expedia.com
1998
2006
Priceline.com
BCD Travel
Founded in 1850
Founded in 1994
Founded in 1996
Founded in 1998
Founded in 2006
Revenue 2 Billion$
Revenue 1.62 Bill $
Revenue 4.5 Bill $
Revenue 6.4 Bill$
Revenue 800 Mio$

18. IATA TRENDS
Airline Passengers
2012
2030
2.97 Billion
5.9 Billion
Jobs
2012
2030
+ 26 Mio
Economic Value
2012
2030
22 Trillion
69 Trillion

19. WHATS NEXT ?

21. FUTURE OF TRAVEL
Augmented Reality – Mobile Reality at the Airport or Hotel

22. FUTURE OF TRAVEL
Personalization and Information – just for you

23. DISTRIBUTION IS CHANGING
Travelocity is teaming up
with longtime rival Expedia
and powers hotel price
comparison on Microsoft Bing
Google taking its
HotelFinder seriously
Metasearches buying OTAs
Priceline buying Kayak

24. TRAVEL TRENDS
New Ideas every day
BlablaCars or FlightCars
Last-minute bookings are
growing substantially
Mobile and social integration
Content is king - value of
videos, pics and micro-blogging
Multi-channel environment
Rate Parity and Search
360° System Solutions

25. YOUR DISTRIBUTION
STRATEGY

26. REFLECTION
INSPIRATION
THE CUSTOMER
JOURNEY
EXPERIENCE
SEARCH
BOOKING

27. THE SOCCER APPROACH

28. THE NEW DISTRIBUTION DESIGN PLAYBOOK
Distribution Strategy is
The Design of a
driven by the business
distribution strategy is
strategy
a holistic approach
Distribution Design for
Continous
the future is better than
re-configuration
design for now
is needed

29. RECONFIGURE

30. THE NEW DISTRIBUTION DESIGN PLAYBOOK
THE NEW DISTRIBUTION DESIGN PLAYBOOK
Distribution Strategy is
The Design of a
driven by the business
distribution strategy is
strategy
a holistic approach
Distribution Design for
Continous
the future is better than
re-configuration
design for now
is needed
Healthy
disengagement

31. DISENGAGE

32. THE NEW DISTRIBUTION DESIGN PLAYBOOK
Distribution Strategy is
The Design of a
driven by the business
distribution strategy is
strategy
a holistic approach
Distribution Design for
Continous
the future is better than
re-configuration
design for now
is needed
Healthy
disengagement
The design of a distribution
strategy is a fundamental
process, not a repair job

33. Richard Wiegmann
Trust International
rwiegmann@
trustinternational.com
t. +49 173 704 9467
s. richard.wiegmann
trustinternational.com