Galileo Concierge Live!Increasing your Revenue

Through Non-traditional Distribution

Christine DeZarnRegional Director, Hotel and Car Distribution

Sue O’Hearn-BrennanGalileo Hotel Product Manager

July 11, 2007

Agenda

> What is a “non-traditional” distributor• Who are they?

• How is my market changing?

> How do I talk to non-traditional distributors?• What is JumpStart?

• Why do I need it, and how do I get it?

• What is Complete Pricing Plus?

• Why do I need it, and how do I get it?

> Frequently asked questions

> Additional questions

What is a Non-traditional Distributor?

> Traditional Distributor• Travel agency, full-service or limited service

• Compensated primarily by commission

• Supplier pays all distribution costs

• “Travel professional” interaction, usually involves human intervention throughout selling process

> Non-Traditional Distributor• Tour operator, specialty online retailer, destination portal

• Compensated by net + mark-up, sometimes commission

• Distributor is willing to share cost of distribution for content that otherwise requires offline management processes, fax, etc.

• Consumer-direct or B2B interaction, rarely involves human intervention throughout selling process

How is my market changing?

> Traditional distributors are decreasing in number• Consolidating

• Differentiating to non-traditional models

> Non-traditional distributors are increasing in number• Focused on consumer behaviors, online destination research

• Targeting individuals with buying discretion (leisure)

• Wholly reliant upon the “structure” of data received

• Willing to pay for automated shopping and reservations

• Taking on risk due to e-commerce legalities

How do I work with non-traditional distributors?

> What is JumpStart?• Distributor uses Galileo Web Services, an interface used by software

developers to build custom software and web sites

• Distributors share the booking cost with suppliers for inventory and rates currently accessed by fax or offline processes

• Controlled by Pseudo City Code, normal Galileo processes

> Why should I be concerned about data “structure”?• Today’s Non-traditional distributors can not easily conduct business

without it (and in some cases can not conduct business at all)

> What’s in it for me?• More points of distribution and specialty consumer targeting mean more

bookings

• Cost savings for the property

• Data transparency

How do I reach non-traditional distributors?

> Activate “Inside Shopper” if not already in place

> Agree to make negotiated and FIT rates available for participating JumpStart distributors

> Ensure your data appears in the correct fields (not a given!)

> Educate properties and GDS departments on consumer “self-service” use of GDS data, implications

> Respond to address consumer service issues appropriately and quickly, if they occur (help distributors manage risks!)

> Commit to adopt expansion of data provision, to include all taxes and service fees, triple/quad occupancy, pricing for children, extra bedding, meal plans, room views and other important leisure data elements for consumer shopping!

How Do I Commit?

… to adopt expansion of rates and data elements for consumer shopping???

… especially when the GDS restricts the data I can send?

Restricted No Longer with RoomMaster’s Complete Pricing Plus

What is Complete Pricing Plus?

Project Initiated to Meet Expressed Needs of:

1. HEDNA Leisure Committee:

– “Can’t market /sell leisure products adequately thru GDS

2. Agencies

– Can’t shop/book leisure through automated systems – have to call property majority of time due to uncertainty regarding:– Room View

– Meals Included

– Bedding Configuration

– Total Rate, including children

Requirements Validated by:

– Supplier and Agency Focus groups

– Major Internet Booking Engine (IBE)

What is Complete Pricing Plus?

It is….

the Next Generation of Hotel Pricing

What is Complete Pricing Plus?

FEATURES:

> Enhanced Pricing on Property Availability Displays – Complete Price Plus can include all taxes, surcharges, rate changes, PLUS• Age-Specific Children Pricing • Extra Bedding Pricing (Cribs, Beds, Roll Aways)• Extra Adult Pricing

> + Indicator-Defined Room Descriptive data on Property Availability* and Rule Displays• Open Travel Defined Codes for Room View, Meals included, Bedding

Configuration, Smoking

> + Indicator-Defined Rule Data on Property Availability* and Rule Displays• Indicators for: Credentials required, Rate Category, Commissionable,

Deposit/Prepay/Guarantee • Formatted Deposit, Guarantee, Prepayment and Cancel Policies

> + Multiple Room Availability* Indicator

> + Expanded Rate Data* (rate breakout, rate components) *Enhanced Feature for Structured Data Users

Complete Pricing Plus

BENEFITS:

Significantly Enhances/Facilitates:

1. Leisure distribution• Cost of Children, extra beds included upfront

• Key Room data is confirmed (view, meals, bedding configuration) at availability and stored in booking

2. Distribution through on-line channels • Formatted/indicator driven data allows IBEs to identify best

rates for customer and/or filter rates not appropriate

3. Multi-lingual distribution• Indicators allows key room and rule data to be displayed in IBE

language of choice

Why Do I Want Complete Pricing Plus?

1. Competitive Edge• IBEs - often limit content to chains with preferred functionality and/or

provide these chains with more favorable merchandising• Agency preference for chains that support higher levels of

functionality

2. Reduced Customer Service Issues Traveler arrives at hotel with documented knowledge of:• Complete Price (including applicable “extra options” charges, rate

changes, taxes/surcharges) • Applicable Room View and Meal information • Requested Bedding configuration • Guarantee/Deposit/Cancel policies

3. Reduced System Hits• IBEs obtain required data from Property Availability response –

reduces need for Rules queries to obtain rate breakdown, deposit/cancel requirements, etc..

Complete Pricing Plus - How Do I Get It?

Current Status:

• General Release in all markets YESTERDAY (July 10th)

• Launch Partners - Supranational Hotels and Columbus Reservation Service via Wizcom Switch

• Pegasus Switch - in development, targeted October 2007

Minimal Participation Pre-requisites:

• Triples and Quads

• Complete Pricing

Key Functional Pre-requisites:• Pricing / validation of pricing qualifiers (i.e., children, bedding) on

Property Availability

• Return of mandatory room/rule data indicators on Property Availability

If Interested - Contact your Relationship Manager

FAQ’s

Q: What effort is required on the hotel’s side to participate in Complete Price Plus?

A: There are both participation prerequisites and functional requirements that must be met that I mentioned previously. More detailed information can be found in the data format guide.

Because this is an industry leading enhancement, it’s likely that your CRS interface will require development - but also likely that the development can be leveraged to enhance functionality on your chain web site.

Q: Who participates in JumpStart?

A: A current list is always on the supplier secured site

Additional Questions?

“Building Exceptional Travel Experiences”

Thank you for joining today’s

Concierge Live session!