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From Revenue Management to Revenue Strategy
Agenda
▍ Digital Disruption
▍ The Impact of an RMS
▍ Revenue Strategy & Open Pricing
▍ A Real GameChanger
▍ Duetto Today
Digital Disruption
Industry at a Crossroads
1970s 1980s 1990s 2000s 2010s 2013
Separation of
ownership,
brand, and
management
Product
segment...
THEN NOW NEXT
Market
Power
10x
1x
Rise of Gatekeepers
Threats and Opportunities
GDSs OTAs
Meta
TMCs
Google/
FB
iOS/A
Historically Travelers Booked Directly
with Stay Brands
6
Consumer Stay Brands
Courtesy
Getting between your customers
Consumer Stay Brands
v
Booking Brands Courtesy
Multi-Dimensional Purchase Path
6.5 Digital Touch Points
Visit up to 38 Websites
Over 6 Day Period
Including 10
Hotel Webs...
New Players Value Shift
$303B $672B $400B
$12B $74 $17B
$20B $13B $9B
A Growing Problem
▍ 300 channels and growing
▍ Unprecedented consumer transparency
▍ Limited knowledge/visibility for hote...
Customer Acquisition
Comparative Costs as % of Revenue
Revenue
Cost %
3-6% 4-6%
15-25%
Commissions are Skyrocketing
37%
20%
2009 2010 2011 2012
%
Increase
Commission
Increase
Total Revenue
Increase
Elevating your Revenue Strategy
Regional
Office
Owner Hotel Brand
Property
Management
Collaboration across hotel
Operations
Sales &
Marketing Distribution...
Win with Insights
Customer-Centric Data Sets
Macroeconomic
Data
Air Travel
Competitive
Pricing
Reviews &
Social Media
Web
...
What if We Could Understand Future
Demand?
Optimize Every Booking
Comprehensive
Information
Open Pricing
Actionable Insight
Right Price
Right Customer
Right Channel
Redefine Pricing Strategy
▍ Independently price every single segment, offer and
room type
▍ Maximize revenue over high dem...
Questions?
Revenue Management como Diferencial Competitivo
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Revenue Management como Diferencial Competitivo

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Patrick Bosworth, CEO Duetto

Publicada em: Educação
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Revenue Management como Diferencial Competitivo

  1. 1. From Revenue Management to Revenue Strategy
  2. 2. Agenda ▍ Digital Disruption ▍ The Impact of an RMS ▍ Revenue Strategy & Open Pricing ▍ A Real GameChanger ▍ Duetto Today
  3. 3. Digital Disruption
  4. 4. Industry at a Crossroads 1970s 1980s 1990s 2000s 2010s 2013 Separation of ownership, brand, and management Product segmentation; financial engineering First online booking; enter Expedia Online distribution explodes complexity Crowded value chain Meta search; enter tech giants & new gatekeepers
  5. 5. THEN NOW NEXT Market Power 10x 1x Rise of Gatekeepers Threats and Opportunities GDSs OTAs Meta TMCs Google/ FB iOS/A
  6. 6. Historically Travelers Booked Directly with Stay Brands 6 Consumer Stay Brands Courtesy
  7. 7. Getting between your customers Consumer Stay Brands v Booking Brands Courtesy
  8. 8. Multi-Dimensional Purchase Path 6.5 Digital Touch Points Visit up to 38 Websites Over 6 Day Period Including 10 Hotel Websites
  9. 9. New Players Value Shift $303B $672B $400B $12B $74 $17B $20B $13B $9B
  10. 10. A Growing Problem ▍ 300 channels and growing ▍ Unprecedented consumer transparency ▍ Limited knowledge/visibility for hotels ▍ Declining profitability
  11. 11. Customer Acquisition Comparative Costs as % of Revenue Revenue Cost % 3-6% 4-6% 15-25%
  12. 12. Commissions are Skyrocketing 37% 20% 2009 2010 2011 2012 % Increase Commission Increase Total Revenue Increase
  13. 13. Elevating your Revenue Strategy
  14. 14. Regional Office Owner Hotel Brand Property Management Collaboration across hotel Operations Sales & Marketing Distribution Revenue Management
  15. 15. Win with Insights Customer-Centric Data Sets Macroeconomic Data Air Travel Competitive Pricing Reviews & Social Media Web Shopping Weather
  16. 16. What if We Could Understand Future Demand?
  17. 17. Optimize Every Booking Comprehensive Information Open Pricing Actionable Insight Right Price Right Customer Right Channel
  18. 18. Redefine Pricing Strategy ▍ Independently price every single segment, offer and room type ▍ Maximize revenue over high demand and need periods ▍ Keep all channels open and benefit from the “billboard effect” 19
  19. 19. Questions?

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