Transforming the Supplier-Driven Booking Experience

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Robert Cole's portion of the presentation created for the Tnooz-Monetate "Transforming the Supplier-Driven Booking Experience" webinar.

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: robert@rockcheetah.com
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 7

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