This document provides an overview of TravelClick and the solutions it provides to help hotels optimize performance, grow revenue, and strengthen their brand. TravelClick delivers expertise globally through local account management and service teams. It has over 33,000 hotel customers in 176 countries. The document outlines TravelClick's five business lines that work together to improve hotel performance, including central reservation systems, web solutions, mobile solutions, GDS and Pegasus UltraDirect integrations, and channel management. It also summarizes key market trends in hospitality, highlighting the importance of social media, business intelligence, meeting consumer expectations, mobile, and distribution management. The document emphasizes how TravelClick can help hotels succeed in this changing market environment.

1. Revenue Generating
Integrated Solutions, the future
for Hoteliers
Rome
Alejandro Lista
Director of E-commerce
Southern Europe
11/22/2013

2. TravelClick provides expert
solutions to hotels to optimize
performance, grow revenue,
and create a stronger brand.
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3. Our team delivers global expertise and local
knowledge to grow Hotels revenue.
Our dedicated field sales, account management, and service teams have deep knowledge of the
communities where your hotels operate, and they draw from proven industry experience.
33,000+ hotel customers 176 countries 800+ employees
Atlanta Barcelona Chicago Dubai Hong Kong Houston London Melbourne
New York Orlando Philadelphia Shanghai Singapore Tokyo
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4. We’ve been a leader for more than 12 years,
guiding 33,000+ hotels of all types and sizes.
Independent &
Small size Groups
Mid-Sized
Brands
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5. We have five lines of
business that will work
together to improve
Hotels performance.
•iHotelier® Central Reservation System™
•iHotelier® Web 3.0™
•iHotelier® Mobile™
•iHotelier® GDS & Pegasus UltraDirect™
•EZYield Channel Management™
•iHotelier® VoicePro™
•iHotelier® Demand™
•iHotelier® PMS Integrations™
• Rate360®
• Agency360®
• Demand360®
• Enterprise Solutions™
• Travel Agent (GDS) Media™
• Display Marketing™
• Pay-Per-Click Advertising
• Custom Websites
• Search Engine Optimization
• Social Media Optimization
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6. MARKET TRENDS
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7. Highlights | Second Quarter 2013
The Brand Website revenue contributed 20.7% of the
$10 billion total revenue booked and 63 million room nights
Revenue by Channel
2013 Q2
Web = Hotel proprietary Web site
or brand Web site
Web
20,7%
OTA = Online travel agency such as
Expedia, Orbitz, Priceline
GDS = Global distribution systems
Sabre, Galileo, Worldspan,
Amadeus
OTA
10,2%
GDS
16,3%
CRO
14,8%
CRO = Central reservations office for
contact center reservations via voice,
chat or email
Direct
38,0%
Direct = Reservations taken directly
on property such as walk-ins,
meetings/groups, direct call in
Source: TravelClick Demand360. Top 50 markets worldwide from participating brands. Revenue in USD.
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8. Highlights | Second Quarter 2013 Revenue
International
Web
15,3%
CRO
9,8%
OTA
11,3%
GDS
14,9%
Direct
48,7%
United States
Web
21,6%
OTA
10,1%
GDS
16,5%
CRO
15,6%
Direct
36,1%
Source: TravelClick Demand360. Top 50 markets worldwide from participating brands.
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9. At-A-Glance | Global Trends: Europe
-5,7%
Istanbul
Lisbon
London
0,3%
7,5%
11,4%
3,9%
4,2%
-3,1%
-1,3%
-4,2%
Madrid
4,1%
4,2%
Milan
1,0%
0,8%
1,8%
0,2%
Moscow
Paris
8,6%
OCC
ADR
RevPAR
6,9%
7,1%
0,4%
0,8%
1,3%
1,2%
2,1%
3,3%
Prague
Rome
-1,2%
-2,5%
-3,7%
-3,1%
Tel Aviv
Vienna
Warsaw
8,9%
3,1%
3,3%
0,2%
-3,0%
-26,8%
5,4%
-22,7%
5,6%
4,1%
Zurich
-30%
-25%
-20%
-15%
-10%
-5%
0%
5%
10,2%
10%
15%
Percent Change
ADR are in Local Currency. Source: Smith Travel Research. Q2 2013.
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10. All International destinations (excl. Americas)
Third Party Internet Revenue
(In Millions USD)
$27
Expedia
$22
$22
$61
Booking
Priceline
$25
$12
$2
$2
$3
$16
$18
$18
OTA Other
$11
Hotels.com
Orbitz
Hotwire
Travelocity
$8
$7
$5
$4
$4
$2
$2
$1
$4
$4
$5
2013 Q2
2012 Q2
2011 Q2
Source: TravelClick Demand360. Top 25 International markets from participating brands. Transient reservations.
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11. Global interest for accommodation
International
Domestic
26%
Italian market interest for accommodation
74%
1 Source Google research data,
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12. Global interest for European accommodation
ITALY represents the 10%
1 Source Google research data,
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13. GDS figures for all Hotels linked to ROM for the last 24 months
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14. Rome’s Performance YTD-2013 vs YTD-2012
Occupancy +0.2%
67.6% in 2013 vs 67.4% in 2012
ADR +7%
124.71€ in 2013 vs 116.52 in 2012
RevPar +7.2%
84.18€ in 2013 vs 78.51€ in 2012
Source STR Global
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15. Hotel searches on Mobile are growing very
fast globally
One in Seven
searches
originate from a
mobile device¹
5-10% of web
bookings come
from a mobile
device3
By 2015, 81% of
cell phone users
will have smart
phones5
42% of travelers research or
book accommodations on a
mobile device platform2
65 percent of mobile
bookings are same day4
More people will access the
internet via mobile devices
than desktops6
1 Google research data, 2012
2 Smarter Travel
3 TravelClick Data – sampling of 1600 iHotelier clients with MobiBook.
4 Orbitz data, Dec 2011
5 Goldman Sachs. June 2011
6 IDC New Media market Model, Sep 2011
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16. Where do people go when they leave your
site?
22
9.5
68%
The number of
sites the average
travel researcher
visits before
booking
The average
number of online
research sessions
a consumer
conducts before
booking
The percent of
consumers who
consult online
reviews before
booking
Google Think Insights: 5 Stages of Travel
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17. Major Market Trends in Hospitality
Trend 1: Social media is the cornerstone of marketing strategy
Trend 2: Business Intelligence (BI) at every level. The new face of successful travel
companies:
Competitor Analysis - Market Penetration - Distribution costs by channel.
Trend 3: Meeting the expectations of
the modern consumer:
Improve customer experience - deliver relevant data - engage the customer - embrace
new channels - Integrate online, offline and social - retain customer loyalty.
Trend 4: Semantic technology (finally) becomes relevant in the travel value chain
Evaluate opportunities – Experiment to see what works
Trend 5: Mobile provides a unique platform for more direct distribution
The new mobile devices facilitate continuous engagement - mobile marketing becomes
more personalized and relevant
*Source: PhoCusWright Inc.
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18. HOW TO SUCCED IN A FAST
CHANGING MARKET
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19. Hoteliers need to face this complex and
changing market.
Distribution
Service
Channel
Guests
Corporate
Branding
Sales
Revenue
Management
Marketing
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20. Your website needs to reflect an unique property or
brand style and features, but always combined with
the Best Practices to convert.
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21. Robust content management system (CMS) that
allows Hotels easily maintain the website fresh
and updated.
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22. Social media optimization drives direct bookings:
−845m monthly active users
−250m monthly active users
−1 trillion views in 2011
−2.7b likes/comments a day
−500m users signed up
−1 hour uploaded/second
−250m photos uploaded/day
−340m tweets sent/day
−3 billion hrs watched/month
Engage your customers with Social integration into your
Booking Process
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23. Your Hotel needs to be where the customers
are and engage them:
Social media optimization drives direct bookings, example of Hotel BLOOM!
Increased fan base by 300% in
less than two months
Sold 10 extra room nights directly
from hotel’s Facebook party tab
Gained 450 new email subscribers
Was awarded the IAC
Best Hotel and Lodging
Social Media Campaign
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24. Your Hotel needs to be where customers are
and drive more DIRECT Business
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25. Your Hotel needs to be where customers
search to drive more DIRECT Business
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26. Business Intelligence solutions provide you
with actionable insights to increase hotel
revenue.
Price rooms…
Promote products…
Target customers…
…with precision,
to win the right
customers and
maximize Hotel
revenue
Allocate inventory…
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27. Business Intelligence is Key for taking the
right decisions and increase Hotels’ revenue.
Agency
Demand
See your competitors’
rates
See your competitors’
production by
travel agent
See your market’s future
production across all
channels
How should I price to
maximize ADR and
occupancy?
To what agencies
should I target my
sales activities?
What should I do now
to impact my future
bookings?
RATE360
AGENCY360
DEMAND360
& DESTINATION INSIGHTS
Rate
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28. Mobile statistics*
The ADR for a typical Mobile booking versus web booking is 15 USD higher
Close to 50% of all Mobile bookings are made with 0 to 1 day lead time
The average mobile reservation is 25% higher in total revenue value versus web
bookings
Hotels receive a minimum of at least 2 direct voice bookings via the iHotelier
mobile click to call
* TravelClick Data – sampling of 1700 iHotelier clients with MobiBook.
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29. A mobile-friendly website is a “must” for
every hotel:
One in Seven
searches
originate from a
mobile device¹
5-10% of web
bookings come
from a mobile
device3
42% of travelers research or
book accommodations on a
mobile device platform2
65 percent of mobile
bookings are same day4
By 2015, 81% of
cell phone users
will have smart
phones5
More people will access the
internet via mobile devices
than desktops6
1 Google research data, May 2011
2 Smarter Travel
3 TravelClick Data – sampling of 1600 iHotelier clients with MobiBook.
4 Orbitz data, Dec 2011
5 Goldman Sachs. June 2011
6 IDC New Media market Model, Sep 2011
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30. Your hotel needs an integrated solution for
real-time distribution management across all
channels.
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31. Electronic Distribution Map
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32. Your web booking engine should help you to:
Build your brand
With a cutting-edge technology
Drive more bookings
In fewer clicks with optimized navigation and clear calls to action
Increase RevPAR
With intelligent upsell of stay length, rooms and add-on services
Have full control of the booking experience
Allowing you to sell the way you want
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33. How to drive more direct bookings and
increase RevPAR with your Booking Engine.
Select Dates
Select Rooms
Add Enhancements
Confirm Reservation
Optimized navigation precipitates conversion in ~20% fewer clicks
Turn lookers into bookers with engaging visual
cues and clear calls to action
Up-sell and cross-sell
functionality
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34. Increase Occupancy and Revenue for each stay:
Add a day before or after dates
selected to increase occupancy.
Flexible date calendars to
allow guests to see when best
rates are available to stay. But
most important help you to
increase occupancy the days
your hotel need it.
Up sell Room categories and ancillary
products/services to increase Revenue
for each stay.
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35. Hotel needs to control content also on their
booking engine and not only on the website.
Create multiple
themes for
promotional offer
merchandising
Preview real-time,
prior to publishing
to live site
Easy photo and
media content
administration
Flexible
configuration for
all design aspects
Enhanced
customizations for
button styles,
header gradients
and colors
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36. Customize the online booking experience to engage
customers and get more direct bookings.
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37. Hotel will capture more on-the-go bookings
with a mobile booking engine:
42%
40%
25%
of travelers research or book accommodations on a mobile device1
book within 1 day of arrival2
book on the same day of arrival2
Increase
direct
Bookings to
your hotel…
1
2
SmarterTravel
Based on iHotelier Mobile customer data
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38. Hotels need to have a Next Generation Seamless
connectivity to all 4 GDS.
+19% growth in GDS revenue and bookings for TravelClick European hotels in 2012.
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39. Growing GDS awareness of your Hotel on
the outside of “Just Connecting”...
GDS Media
It reaches decision makers (Travel Agent) at the point of sale for
a specific booking date.
GDS Preferred Placement
Over 98% of qualified GDS transactions are generated directly
from Page One results
Consortia Participation
Consortia hotels received 5
non Consortia hotels
times more reservations than
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40. Demand Drivers is key to get incremental
bookings and reduce Hotel distribution
costs…
Metasearch
Partnerships
OTA
Partnerships
Consortia/
Mega Agency
Partnerships
• Increased demand driven directly
to your web booking engine
• Competitively position hotels to
drive direct bookings
• Preferred commercial terms
resulting in reduced customer
acquisition costs
• Increased distribution resulting
in more bookings
• Preferred placement on the
shelf
• Preferred commercial terms,
including reduced margins
• Increased business travel
demand and bookings
• Favorable subscription pricing
• Preferred placement in GDS
• Access to travel agent offices
globally
• Centralized management of
RFP content, submission and
rate audits
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41. …and work with dozens of partners to drive
demand to Hotels and mainly to their direct
channels.
Online Travel Agent
Corporate
Metasearch
Consortia
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42. Key Benefits in Consortias for Hotels
worldwide with Fully Preferred Partnerships
Global partnership opportunity offering worldwide exposure
Only large hotel groups can gain this status on their own
Preferential placement in point of sale tools
Coordinated Global agency visits
Exclusive marketing opportunities to over 60 thousand
agents worldwide.
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www.g-h-s.com

43. Seamlessly synchronize reservations directly into your
Property Management System, allowing for true last room
availability, with PMS Connect.
iHotelier PMS Connect
Your Hotel’s
Property
Management
System
Rates / Availability
Reservations
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44. Real time reporting to take the right decisions
Integrated, simple and flexible manager level reports with rate codes, credit cards,
LOS, pace information create the base for strategic decisions
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45. Hotels need to have an E-Commerce Strategy
•
•
•
•
•
Analyze
Convert
Paid Search
SEO
Social Media
Display Advertising
Affiliated Marketing
Attract
•
•
•
•
Best Practices Design
Best Rate Guarantee
Dynamic Rate Display
Integrated Booking
Engine
• Email Acquisition
Strategy
• Email Marketing
• Pre / Post Stay Email
Marketing
• Social Media
• Website Analytics
• Online Marketing
Performance
Review
• Data Driven
optimization
Retain
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46. The media landscape is complex, and hotels
need help getting in front of potential guests
with a holistic Media approach .
Guest
Hotel
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47. Growing high quality traffic to Hotel website is
key to maximizing online revenues.
It needs to be focused on the right channels
Online research activities
Online marketing
strategy:
Google: “best things to see in Milan”
Research
Travel Content Sites: guide to Milan
TripAdvisor: things to do in Milan
Acquire new
customers
Airline Sites: Complete flight reservation
Shop
Google: “Boutique hotels near DUOMO”
TripAdvisor: Reviews
Your website: In-depth property research
Make it easy to
book direct
Google: “Hotel Amore”
Buy
OTA: Shop/book travel
Travel Agent: Shop/book travel
Convert Travel
Agent shoppers
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48. An effective online marketing strategy for
Hotel targets two groups of qualified leads:
Converters: People who show interest in your property
Behavior
Search for your property on Google
Visit your site but don’t book
View your TripAdvisor page
How to target
this behavior
PPC (Paid Search) brand terms
Display Remarketing
TA Business Listings & Check Rates
Shoppers: People coming to, or researching the market
Behavior
Search your market on Google
Read travel content sites
Booked a flight to your market
How to target
this behavior
PPC (Paid Search) geo/generic terms
Travel Intent Display (Contextual Marketing)
Travel Intent Display (Behavioral Marketing)
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49. It is time for looking at an integrated media
solution
From products
managed in isolation…
PPC
Trip
Advisor
DRM
Travel
Agent
Media
Travel
Intent
Display
• SEPARATE products and objectives
• SEPARATE contracts
• SEPARATE points of contact
• SEPARATE performance reports
To holistic media planning
and management
Travel
Intent
Display
Travel
Agent
Media
Pay-PerClick
DRM
Trip
Advisor
• ONE integrated media strategy
• ONE contract
• ONE point of contact
• ONE performance package
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50. 11/22/2013
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51. GRAZIE!
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