Transcript Are you FIT? - Annual Sales, Marketing and Revenue Conference
Workshop Are you FIT?
Mark Smith, Joanne Scurr – Best Western Kevin Sharp – BWI
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Are you FIT ?
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Agenda
• • • • • What is FIT?
Leisure Pricing Overview Domestic FIT Overview Key Operators Discussions
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Who currently offers FIT rates?
Every Best Western Hotel offers FIT, the X2 rate is compulsory.
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What is FIT?
• • FIT is a leisure rate used by Tour Operators and Ground Handlers What does FIT stand for? There are a variety of answers to this question including fully inclusive tour, foreign independent traveller, flexible independent travel
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Who are our Domestic FIT clients?
• • There are 64 operators contracted by Best Western Great Britain who have agreed to the terms and conditions of our Domestic FIT programme The top operators include: – Superbreak – Discover Travel & Tours – Buro ScanBrit
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– Gallia bvba – AC Tours
Domestic FIT Terms and conditions
What is the cancellation policy?
How will the hotel receive payment for these bookings?
6 pm the day prior to arrival Please do not charge the guest, you will be paid automatically by Best Western for the B&B cost Please do not disclose the rate to the guest Is the rate commissionable to the client? What rate code will bookings be made on and how will bookings be received? No the rate is net Bookings will be made on the 8M and received via memberweb What is the Best Western Distribution fee 5.05%
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Leisure Pricing Overview
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Rate Plan Discount Type
FI X2 Z9 D2 Direct Contract 20% min, tax inclusive 20%, taxable 25% min, taxable 31% min, taxable 20-50%++, taxable static dynamic dynamic dynamic Room Allotment / Freesale
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Distribution Channels
B2C, B2B B2C, B2B B2B B2B, Opaque All
Australia Austria Belgium China Denmark Finland France Germany
Great Britain
Greece India Ireland
Total Properties
177 65 49 34 23 42 309 188
276
44 24 11 Ireland (Int'l Ops) Italy Korea Mexico Netherlands Norway South America Spain Sweden Switzerland Thailand Turkey 25 177 8 78 40 28 27 23 83 34 64 15 25 177 2 0 36 0 27 0 46 12 1 15
FI
150 22 47 33 23 39 160 186
217
0 2 11 100% 100% 25% 0% 90% 0% 100% 0% 55% 35% 2% 100%
FI %
85% 34% 96% 97% 100% 93% 52% 99%
79%
0% 8% 100% 25 121 2 36 38 27 27 16 83 9 35 15
Z9
177 35 12 34 23 39 36 1
154
29 8 11
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100% 68% 25% 46% 95% 96% 100% 70% 100% 26% 55% 100%
Z9 %
100% 54% 24% 100% 100% 93% 12% 1%
56%
66% 33% 100% 22 141 4 42 39 26 27 19 81 34 24 15
D2
158 19 43 19 23 23 309 187
142
24 24 11 88% 80% 50% 54% 98% 93% 100% 83% 98% 100% 38% 100%
D2 %
89% 29% 88% 56% 100% 55% 100% 99%
51%
55% 100% 100%
Revenue % FY 2013
Z9 1% FI 20% X2 57% D2 22%
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Revenue by Region % FY 2013
N. AMERICA 56% INTL 44%
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Business to Best Western GB Hotels by Rate plan
FY13 (Dec-Nov) FY14 (Dec-Jul) RATE
D2 FI X2 Z9
Grand Total RATE_DESC
NET RATE TIER 2 FIT-NET TO CLIENT NET RATE AND DYNAMIC TOUR PROGRAM VIP DYNAMIC RATE PLAN
RNS
3,695 2,077 5,277 1,837
12,886 REVENUE
$320,358 $243,983 $655,843 $171,714
$1,391,898 RNS
2,497
REVENUE
$242,088 2,029 2,682 1,644 $271,145 $340,350 $170,849
8,852 $1,024,432 THINK BIG, START SMALL, ACT NOW!
Global Net Tour Rates
• • • •
Solicitation
FI: Feb 2015 for 2016/2017 program year, option to back-fill 2015/2016 Z9: Feb 2015 D2: Not annually solicited X2: Mandatory load for all properties
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Leisure NET Rate - Key Partners
• • • • •
Key Partners – D2 / Z9
GTA HotelBeds Tourico Transhotel Go Global • • • • • • •
Key Partners – FI / X2
British Airways Holidays – UK Hotels 4U (Thomas Cook) – UK Exit Reizen – Netherlands Alpharooms – UK Destinations of the World – Dubai Miki Travel – UK Jetair (TUI) – Belgium
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GTA is a World leader in the provision of ground travel products and services to the fully independent travel (FIT) industry • • • Process over 21,000 bookings every day and Sell 12 million room nights every year 86 offices in 38 Countries
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As part of the Kuoni Group GTA now handles all of the FIT business for the entire Group
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GTA
ELECTRONIC CHANNEL:
• • • Global Partnership with BWI since 2010...
Pegasus Electronic Booking Channel Z9 and D2 Leisure Net Rates Virtual Single Use Credit Card Payment Terms
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GTA
•
PRODUCTION YTD 2014 BY REGION (ALL CHANNELS) REGION
Western Europe North America/Canada Scandinavia Far East Eastern Europe Middle East Australasia South America
%age
53% 27% 5% 5% 4% 4% 2% 1%
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Hotelbeds a part of TUI Travel • Global market presence selling product and services in over 150 countries • 12m customers • 23m room nights
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Accommodation brands
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Hotelbeds current situation
• • • • BWI Global agreement Booking channel HBSI • • •
Top ten countries booked via connectivity:
USA Germany France Rate plans : X2, Z9, D2 •
Great Britain
leisure net rates Payment via Virtual single use Credit • • • • • Netherlands Mexico Brazil Sweden Italy • Canada
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Hotelbeds current situation
• 2014 Direct agreements performance YTD Europe +11% North America +29% Latin America +37% Meapac +60% Direct= 88% of total volume
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Performance 2014 vs 2013 YTD
Top 10 Destinations %Growth
Orlando
London
Prague Los Angeles Rome Paris Milan Venice New York Madrid
Total Top 10 Destinations
61%
24%
1% 64% 19% 22% 5% 63% 164% -9%
+30% THINK BIG, START SMALL, ACT NOW!
38% Top Ten vs Total
Any Questions?
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