Demystifying Distribution 2.0

TABLE OF CONTENTS Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . . . .16 Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .22 Historical Perspective . . . . . . . . . . . . . . . . . . . . . . . . .24 State of the Industry . . . . . . . . . . . . . . . . . . . . . . . . . .26 Global and Strategic Issues . . . . . . . . . . . . . . . . . . .30 Proliferation of channels, segments, media, brands . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .30 Organizational change . . . . . . . . . . . . . . . . . . .30 Business intelligence . . . . . . . . . . . . . . . . . . . .31 The evolving world of the internet . . . . . . . . . .32 Brand equity, customer engagement, content .33 Emerging technologies, emerging markets . .34 Sustainable revenue . . . . . . . . . . . . . . . . . . . . .37 NEWSFLASH—Asia Pacific . . . . . . . . . . . . . . . . . . . .36 Technology Infrastructure: Reservation Distribution Network . . . . . . . . . . . . . .41 Central Reservation Systems (CRS) and Property Management Systems (PMS) . . . . . . . . .50 Best place to track information: PMS . . . . . . .50 Getting a CRS . . . . . . . . . . . . . . . . . . . . . . . . . .50 Recent developments in CRS . . . . . . . . . . . . .52 Global Distribution Systems (GDS) . . . . . . . . . . . .54 GDS promotional opportunities . . . . . . . . . . . .54 Divergent directions for GDS . . . . . . . . . . . . .55 Pegasus evolving role . . . . . . . . . . . . . . . . . . . .57 Online Travel Agencies and other Internet Models . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .59 Merchant . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .60 Opaque/Auction . . . . . . . . . . . . . . . . . . . . . . . .61 NEWSFLASH—Europe . . . . . . . . . . . . . . . . . . . . . . . .61 Retail . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .62 12 PUBLISHING PARTNERS TIG GLOBAL | PEGASUS SOLUTIONS Niche . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .62 General travel and airline sites . . . . . . . . . . . . .63 Promotional portals and referral sites . . . . . . .63 Trip planning sites and meta-search . . . . . . . .65 Issues Related to OTAs and other web models . . . . . . . . . . . . . . . . . . . . . . . . . . . .68 –rate parity, rate integrity, frequent stay points, benefits of OTA vs. suppliers HOT TOPIC—Way over Zonder: The booming market in vacation rentals . . . . . . . . . .69 HOT TOPIC—Dynamic Packaging: If you build it, they will book . . . . . . . . . . . . . . . . . . . .71 Distribution Costs . . . . . . . . . . . . . . . . . . . . . . . . . . . . .76 Costs, cost/benefit, factoring in media costs . .77 Incorporating media expenses into the equation . . . . . . . . . . . . . . . . . . . . . . . .78 Channel Management . . . . . . . . . . . . . . . . . . . . . . . . .81 HOT TOPIC—The Secret Sauce for cheaper, better network connections . . . . . . . . . . . . . . . . . . . .83 B2B and Groups/Meetings . . . . . . . . . . . . . . . . . . . .86 Corporate business travel sites . . . . . . . . . . . .86 NEWSFLASH—Look to Book: A distribution marketing success story . . . . . . . . . . .87 Corporate rate RFPs and contracting . . . . . . .87 Groups and meetings . . . . . . . . . . . . . . . . . . . .88 HOT TOPIC—Wakeup call for the small group market: a sales or revenue management issue? . . . .91 Search Engines . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .96 Google, Yahoo and Microsoft . . . . . . . . . . . . . .97 Search engine trends in travel . . . . . . . . . . . . .97

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Demystifying Distribution 2.0 - Executive Summary Table of Contents Executive Summary

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