Net Travel 2000 presentation

A Diverse Customer Focused Web Strategy to Shift Buyer Behavior & Increase Stakeholder Value Assistant Vice President of E-Commerce Interval International Adjunct Professor Graduate Business School University of Miami William J. Brown

This Presentation Will Be Available Online ,[object Object],[object Object],[object Object],[object Object],[object Object]

What We’ll Discuss Today: ,[object Object],[object Object],[object Object],[object Object]

Timeshare: A Growing Industry ,[object Object],[object Object],[object Object],[object Object],Source: American Resort Development Association

Leisure Travelers Interested in Using the Internet Source: The YPB Yankelovich Partners 2000 National Leisure Travel Monitor * Denotes statistically significant difference from prior year 48* 43 Make car rental reservations 52* 46 Make airline reservations 52* 48 Make hotel reservations 64* 57 Get information and prices 2000 % 1999 % Leisure travelers who are interested in using the Internet or services such as Expedia or Travelocity to:

Online Distribution Growth ,[object Object],[object Object],Source: 2000 PhocusWright eCommerce Survey 971% 750 70 Vacation/Tour/Cruise Change 2001 $m 1999 $m Distribution Channel

Interval International ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Web Initiatives Built on Solid Foundation ,[object Object],[object Object],[object Object],[object Object]

Interval’s Affluent, Web-Savvy Membership ,[object Object],[object Object],[object Object],[object Object],[object Object],Source: 1999 Simmons Proprietary Research Study

High Propensity to Purchase Online ,[object Object],[object Object],[object Object],[object Object],Source: 1999 Simmons Proprietary Research Study

Interval’s Goals for the Web ,[object Object],[object Object],[object Object],[object Object],[object Object]

Credit card order processing Website for product/service information Customer support via the Web Website for corporate information (www.interval-intl.com) Web access to order information Inference Engine Full Online Exchange Measuring Interval’s Web Progress Credit: Geoffrey Moore E-Commerce Escalator, adapted from “Living on the Internet” Core Context

Internet Enabled Core Business Functionality ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

State of Convergence: Offline Competencies – Online Components Under development ,[object Object],[object Object],[object Object],Promotional program launched June 2000 MBNA Consumer Credit Card & Rewards Program Promotional program launched March 2000 Membership Upgrade Package Partnership with YouDecide.com (CFN) Insurance Fully Enabled, plus Web-only products such as II-Savers Getaways Enabled; Amadeus/ProLogic/Vendors Air/Car/Cruise/Hotels Under “highest-priority” development; implementation to begin 4 th Quarter 2000 Full Self-Service Vacation Exchange Status of Internet Offering Existing Member Products, available through traditional call center

[object Object],[object Object],[object Object],[object Object],[object Object],Site Traffic Internet Initiatives to Date

Online Getaway Sales: Approaching 35% of Total Getaways Sold 1999 2000 To Date August 12

Online Renewals Surging Membership renewals conducted through IntervalWorld.com

Online Member Inquiries (Self-Help, in-place of Call Center) Total, self-service exchange status inquiries since inception of functionality = 457,991 Savings in opportunity costs, based on average customer service cost of $6.75 per call = $3,091,439

How Are We Shifting Buyer Behavior?

[object Object],[object Object],Clear Statement of Exclusive Value

Internet-Only Discounts ,[object Object],[object Object],[object Object],[object Object]

Expanded Resort Directory & Tools ,[object Object],[object Object],[object Object],[object Object]

Cohesive, Unified Marketing Messages ,[object Object],[object Object],[object Object],[object Object]

E-Mail Marketing Initiatives ,[object Object],[object Object],[object Object]

Online Travel Interval members may search for fares or purchase airline tickets , hotel or car rental reservations, at Interval negotiated rates

Select Alliances Build on Demographics ,[object Object],[object Object],[object Object],[object Object],[object Object]

IntervalWorld Delivers Even More Value ,[object Object],[object Object],[object Object]

Internet Lead Generation Initiatives

Mass Market: Compelling Internet Opportunities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: Cyber Dialogue

Mass-Market Initiatives ,[object Object],[object Object],[object Object],[object Object]

Interval’s Access to Resort Vacation Inventory ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Where are Timeshare Web sites today? Let’s take a look at the top companies by total annual sales revenue …

40% 87% 33% 40% 27% Source: Vacation Industry Review January/February 2000

A Few Conclusions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Still, the Opportunities are Just Being Scratched ,[object Object],[object Object]

Net Travel 2000 presentation

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