Are you FIT? - Annual Sales, Marketing and Revenue Conference

Report
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
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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
– Gallia bvba
– Discover Travel & Tours
– AC Tours
– Buro ScanBrit
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Domestic FIT Terms and conditions
What is the cancellation policy?
6 pm the day prior to arrival
How will the hotel receive payment for
these bookings?
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?
No the rate is net
What rate code will bookings be made
on and how will bookings be received?
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
Distribution
Channels
FI
20% min, tax
inclusive
20%, taxable
static
B2C, B2B
dynamic
B2C, B2B
25% min,
taxable
31% min,
taxable
20-50%++,
taxable
dynamic
B2B
dynamic
B2B, Opaque
Room
Allotment /
Freesale
All
X2
Z9
D2
Direct
Contract
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Australia
Austria
Belgium
China
Denmark
Finland
France
Germany
Great Britain
Total Properties
FI
FI %
Z9
Z9 %
D2
D2 %
177
65
49
34
23
42
309
188
150
22
47
33
23
39
160
186
85%
34%
96%
97%
100%
93%
52%
99%
177
35
12
34
23
39
36
1
100%
54%
24%
100%
100%
93%
12%
1%
158
19
43
19
23
23
309
187
89%
29%
88%
56%
100%
55%
100%
99%
276
217
79%
154
56%
142
51%
Greece
India
Ireland
44
24
11
0
2
11
0%
8%
100%
29
8
11
66%
33%
100%
24
24
11
55%
100%
100%
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
100%
100%
25%
0%
90%
0%
100%
0%
55%
35%
2%
100%
25
121
2
36
38
27
27
16
83
9
35
15
100%
68%
25%
46%
95%
96%
100%
70%
100%
26%
55%
100%
22
141
4
42
39
26
27
19
81
34
24
15
88%
80%
50%
54%
98%
93%
100%
83%
98%
100%
38%
100%
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Revenue % FY 2013
FI
Z9
20%
1%
D2
22%
X2
57%
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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)
RATE
RATE_DESC
RNS
REVENUE
FY14 (Dec-Jul)
RNS
REVENUE
D2
NET RATE TIER 2
3,695
$320,358
2,497
$242,088
FI
FIT-NET TO CLIENT
2,077
$243,983
2,029
$271,145
X2
NET RATE AND DYNAMIC TOUR PROGRAM
5,277
$655,843
2,682
$340,350
Z9
VIP DYNAMIC RATE PLAN
1,837
$171,714
1,644
$170,849
12,886
$1,391,898
8,852
$1,024,432
Grand Total
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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
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Key Partners – D2 / Z9
GTA
HotelBeds
Tourico
Transhotel
Go Global
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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
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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
• Rate plans : X2, Z9, D2
leisure net rates
• Payment via Virtual
single use Credit
Top ten countries booked via connectivity:
• USA
• Germany
• France
• Great Britain
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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
Orlando
London
Prague
Los Angeles
Rome
Paris
Milan
Venice
New York
Madrid
Total Top 10 Destinations
%Growth
61%
24%
1%
64%
19%
22%
5%
63%
164%
-9%
+30%
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38% Top Ten
vs Total
Any Questions?
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