The Future of Revenue Recognition- Understanding the Complexity
Hotelchamp: The Future of Direct Revenue
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Transcript of Hotelchamp: The Future of Direct Revenue
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KRISTIAN VALK, MARCH 2017
The Future of Direct Revenue
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Established to
Increase Direct Bookings &
Build Guest Relations
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1.
4 out of 5 online
bookings are claimed
by Booking & Expedia
Biggest Trends Hotel Industry
2. 3.
Legal action by
authorities
Industry focus on direct
revenue
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Why is direct revenue
so important?
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1.
Optimize pricing
strategy (market)
First: Fix the basics
2. 3.
Best rate guarantee on
direct channels
Optimize website user
experience
(also mobile!)
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Insight 1
On average, people check out
… websites
before making a choice
Understanding how people search online
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Insight 1
On average, people check out
22 websites
before making a choice
Understanding how people search online
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Insight 2
Up to 75% of users have
visited the hotel’s website
before making a booking
Understanding how people search online
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Analyzing the user journey
Most people search
online for hotels
Global giants dominate
online travel traffic
75% visit the hotel website
after finding the hotel
Convince to
book direct
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PERSONALIZATION
HOW TO MAKE IT RELEVANT?
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Let’s Follow the Customer’s Journey PERSONALIZATION
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Let’s Follow the Customer’s Journey
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Big Data Analysis to improve your offering
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Personalized hotel website for every visitor
Visitor Characteristics & Behavior Personalized Journey
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PERSUASION
HOW TO CONVINCE VISITORS?
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The 7 key principles of influence: (by Robert Cialdini)
1. Reciprocity
2. Commitment & Consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity
7. Unity (NEW!)
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Understanding the Principles of Influence
Re-use towels: Message to the guest in the bathroom
✓ Help the hotel save energy
✓ Partner with us to help the environment
✓ Almost 75% of guests reuse towels
✓ 75% of the guests who stayed in this room reuse towels
Avg increase re-use
+16%
+31%
+44%
+49%
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Meet our product
An extended package of advanced and powerful tools
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PERSONALIZATION & PERSUASION
WINNING COMBINATION
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Key Solution to Boost Direct Bookings and Build Guest Relations
Visitor identified
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Unique Customer Journey Example
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Unique Customer Journey Example
Hurry up! Rooms go fast
during Christmas!
We love Christmas, our hotel will be
completely decorated!
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Unique Customer Journey Example
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BOOST DIRECT REVENUE
BUILD GUEST RELATIONS
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Gift voucher for EHMA participants
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Thank you!
Questions?
Hotelchamp Offices
Amsterdam, NL (HQ)
Groningen, NL (Dev center)
Berlin, DE
Barcelona, ES
Contact
+31 20 26 13 844
www.hotelchamp.com
Kristian Valk
Founder & CEO
+31 6 50 24 74 61
Social Media
linkedin.com/company/hotelchamp
facebook.com/hotelchamp
twitter.com/hotelchamp_com
Contact