Transforming the Supplier-Driven Booking Experience

Transforming the Supplier Driven Booking Experience

Tnooz-Monetate Webinar February 13, 2012

Image Credit: jiazi (cc|flickr)

Understanding the Traveler

• Multi-Step Travel Cycle

• Types of Travel Transactions

• Conversion to Loyalty

Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 1 Image Credit: don j schulte @ oxherder arts (cc|flickr)

Multi-Step Travel Process

• Inspiration

• Research

• Planning

• Validation

• Booking

• Travel Experience

• Sharing Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 2 Image Credit: RobW_ (cc|flickr)

Types of Travel Transactions

• Stand-alone Component

• Value Added Combination

• Bundled Purchase

• Dynamic Packaging

• Sequential Packaging

• Distributed Packaging

Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 3 Image Credit: hirotomo (cc|flickr)

Revenue Opportunities

• Sales Transaction – Upgrade

– Multiple Quantities

– Increase Duration

• Ancillary Product Sale – Add Separate Product

– Bundle with a Related Product

• Question – How to Maximize Lifetime Customer Value?

Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 4 Image Credit: sun dazed (cc|flickr)

Conversion to Loyalty

• Encounter a Stranger • Convert to Visitor • Convert to Shopper • Convert to Customer (1x) • Convert to Returning Customer (2x) • Convert to Repeat Customer (3x+) • Question

– Is a Repeat Customer a Loyal Customer?

Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 5 Image Credit: VinothChandar (cc|flickr)

Loyalty is Based on Shared Values

Value Drives Transactions ● Values Drive Loyalty Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 6 Image Credit: maistora (cc|flickr)

Thank You

Questions?

Copies of the Presentation? Comments?

Robert Cole skype: robertkcole twitter: @robertkcole phone: +1.262.309.9560 web: rockcheetah.com email: [email protected]

Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 7