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Enjoy EuropeTravel by Train!
GLOBAL RAIL DISTRIBUTION SOLUTION
1/ PRESENTATION OF RE4A
Rail Europe is the worldwide leader in distribution of European Railways’ products. A joint venture between the French National Railways (SNCF) and the Swiss Federal Railways (SBB), Rail Europe distributes and promotes European Railways products, as well as Amtrak, the US rail operator and in 2010 other non European rail products (Canada, Australia, India, Korea etc…)
TerritoryAsia, Australia & New Zealand, Africa & Middle East, South America
French Companys50% SNCF - 50% SBB
Business ModelMainly and historically General Sales Agents (GSAs), both wholesalers and retailers: Rail
Europe's network has 140+ GSAs in 45 countriesStrong presence on the market through 7 representative offices in Japan, Australia, South
Korea, India, Latin America, China and UAEBusiness model changing since 2007 with big focus on on-line distribution thanks to
• B2C websites, 23 Rail Europe web sites in Australia, Japan, South Africa, Latin America, …• B2B websites, 4 travel agent websites in the relevant markets and more to come
1/ PRESENTATION OF RE4A
Over recent years rail distribution has greatly changed:• Competition intensified:
between mode of transportations (car, coach and air)between carriers (opening of competition in Europe next year)between distributors (rail becomes a must have for retailers)
• Customers get more educated and expect to get the same offer wherever they live:They expect a standard buying experience like airlinesThey expect same prices than domestic customer
• Internet opened new ways of shoppingIncrease comparison between providers« Shopping around», customers buy from several retailers« Not seen, not sold », strong competition from alternative mode of transportation like car better known by customers
• Profitability and productivity became critical driversRail is a complex and heterogenic product making it difficult to distributePoint of sales are looking for a rail one stop shop distribution solution
As a consequence Rail Europe has moved from classic rail wholesaler model to 360° distributor model:
• Multi-services distributor (Marketing, Product, Sales, Customer care, Systems)• Multi-carriers consolidator (European carriers, AMTRAK and others to come)• Multi-channels point of sales (on-line, off-line, direct, indirect)
Pre-sales
Sales
Post-sales
services
channels
Indirect off-lineGSA
Direct on-line
Indirect off-lineSub-agents
Indirect off-lineTravel Agency
Indirect on-line GSA
Indirect on-lineSub-agents
Indirect on-lineTravel Agency
Direct off-line shops
Direct off-lineCall Centre
Distribution definition : set of services throughout which customers have access to suppliers products and services
Distribution solution consists of a matrix of channels and services
2/ DISTRIBUTION DEFINITION
Indirect off-lineGSA
Direct on-line
Indirect off-lineSub-agents
Indirect off-lineTravel Agency
Indirect on-line GSA
Indirect on-lineSub-agents
Indirect on-lineTravel Agency
Direct off-line shops
Direct off-lineCall Centre
Channel is a medium to have a relationship with a customer:• It could be DIRECT or INDIRECT
General Sales AgentsSub-agents/Travel agenciesDirect customers
• It could be ON-LINE or OFF-LINEShopsCall centreB2C siteTravel agents site
2/ DISTRIBUTION DEFINITION
Pre-sales
Sales
Post-sales
2/ DISTRIBUTION DEFINITION
• Product management• Distribution network management• Marketing and communication• Point of sale management
• Quotation and booking engine• Payment services • Printing and Ticket delivery services• After-sales engine and services• Distribution support to user and customer
• Accounting and financial services• Reporting• Currency and stock control• Reconciliation• Customer service
3/ OUR DISTRIBUTION VISON AND DRIVERS
As distribution specialist we believe that rail by is a solid offer outside domestic markets when distributed globally.
The key successful factors for rail distribution are
• Product lines: Global product offering, being “the rail expert”
• Distribution Channels: be everywhere ("not seen, not sold"… )
• Networks: Global presence, being on every markets
• Customers: Seize all opportunities to address all customer groups leisure and corporate
• Services: permanently improve productivity
Inventory
4/ DISTRIBUTION SOLUTIONS
RAIL GDS
Euronet is Rail Europe’s proprietary RAIL GDS solution
An ever-expanding distribution system• Initially developed for the sales of passes on the non European markets, Euronet
is now an integrated distribution system, at the forefront of technology• Built on a technical robust platform, the application is available 24/7/365, in 60+
countries• Euronet is in constant development, and benefits from the expertise of an IT team
of more than 50 developers and an integrated support desk
A complete distribution system• Multi-inventories• Multi-markets• Multi-channels• Integrating RAIL BSP (advanced back-office and reporting facilities)
4/ DISTRIBUTION SOLUTIONS
CUSTOMERS
AMTRAK
API
SNCF/EUROPE
API
VIA RAIL
API
LOCAL DB / RE4A
EURONET
AMTRAKLOGIC
SNCF/EUROPE
LOGIC
VIALOGIC
LOCALLOGIC
JAPANLOGIC
AUSTRALIA LOGIC
ASIALOGIC
SOUTH AMERICA
LOGIC
WEBSERVICES /API
RAIL ENGINE
B2C SITESWHITE LABEL
B2B SITES
SYSTEM MODEL
GDS CONNECTO
R
GDS
1. Data layer: multi carrier solution
2. Business logic layer: split in product and market logic
3. GUI layer: multi channel/user profile solution
4/ DISTRIBUTION SOLUTIONS
CUSTOMERS
AMTRAK
API
SNCF/EUROPE
API
VIA RAIL
API
LOCAL DB / RE4A
EURONET
AMTRAKLOGIC
SNCF/EUROPE
LOGIC
VIALOGIC
LOCALLOGIC
JAPANLOGIC
AUSTRALIA LOGIC
ASIALOGIC
SOUTH AMERICA
LOGIC
DESKTOP CLIENT
WEBSERVICES /API
RAIL ENGINE
B2C SITESWHITE LABEL
B2B SITES
SYSTEM MODEL
GDS CONNECTO
R
GDS
Local Database for:• Rail passes (Eurail, Interrail and soon non European passes)• Kilometric fares not linked to an inventory• Specialty/luxury trains with/without local inventory
AMTRAK
API
SNCF/EUROPE
API
VIA RAIL
API
LOCAL DB / RE4A
Data layer: multi-carriers solution
Real time connections to:• SNCF reservation system
Resarail (hosting as well high speed trains like Eurostar, Thalys, Lyria etc….)
• “Hermes” for other European trains
• AMTRAK• UK trains system (in progress)• VIA RAIL (in progress)
4/ DISTRIBUTION SOLUTIONS
Product logic:• Product rules (selling rules,
booking rules and after-sales rules) maintained locally or not
• 6 engines: itinerary engine, quotation engine, booking engine, ticketing engine, after-sale engine.
Business logic layer: split in product and market logic
Market logic:• Market localization: multiple language supported depending on the product• Multiple currency management• Booking fee management• Point of sale management (commission, access etc…)• Ticket delivery management
4/ DISTRIBUTION SOLUTIONS
CUSTOMERS
AMTRAK
API
SNCF/EUROPE
API
VIA RAIL
API
LOCAL DB / RE4A
EURONET
AMTRAKLOGIC
SNCF/EUROPE
LOGIC
VIALOGIC
LOCALLOGIC
JAPANLOGIC
AUSTRALIA LOGIC
ASIALOGIC
SOUTH AMERICA
LOGIC
DESKTOP CLIENT
WEBSERVICES /API
RAIL ENGINE
B2C SITESWHITE LABEL
B2B SITES
SYSTEM MODEL
GDS CONNECTO
R
GDS
GUI layer: multi channel/user profile solution
User skill level
Functionalitylevel
Customers
Train specialist
Travel agency
Regular Travel agency
On-line Travel agency
Desktop client: full client for call centre
Webservices: XML system to system solution for full integration
Rail Engine: XML/HTML semi integratedsolution
White label: private label website
B2C sites: full merchant site for direct customer
B2B sites: full merchant site for direct customer
GDS connector: connection to 2 major GDS
User skill level
Functionalitylevel
B2C sites
DESKTOP
B2B sites
Webservices/ API
White Label
Rail Engine
GDS
DESKTOP CLIENT
WEBSERVICES /API
RAIL ENGINE
B2C SITESWHITE LABEL
B2B SITESGDS
CONNECTOR
GDS
4/ DISTRIBUTION SOLUTIONS
AMTRAK SNCF/ EUROPE VIA RAIL
RAIL EUROPE 4A
GSA
CUSTOMERS
GSA
GSA
SUB AGENTS
SUB AGENTS
ONLINE AGENTS/ B2B SITES
B2C SITES
DISTRIBUTION MODEL
Acts like a clearing house / a BSP• Possibility to use direct or indirect payment
method• RE4A collects the money from the end
consumer or GSA depending on payment method and channel
• RE4A bares all payment charges• The balance between what is owned and due to
the GSA automatically calculated
Allows the management of different payment forms:
• Direct mode of payment (all channels):Credit cardBank transferPaypalElectronic waller
• Indirect mode of payment Credit lineChequesCash
Distribution model: a “rail BSP” solution
5/ APPENDIX
RE4A distribution solution in numbers (September 2009):• 30+ train carriers• 140+ General Sales Agents• 800+ Sub-agents• 18 Web services implementations• 8 Rail Engine implementations• 23 B2C sites• 4 B2B sites• 1050+ on-line travel agents• 2 GDS partners• 8 languages• 12 currencies• 7 representative offices around the world• 3 support centers (NY, Paris, Mumbai)• 1.5 million passengers
5/ APPENDIX: DISTRIBUTION DEFINITION
Pre-sale services :• Product management
Product procurement (carrier contracting etc..)Product localization & packaging (adaptation to market and cultural/language difference)
• Distribution network managementContract and account managementSales forceCommission management (gross or net)
• Marketing and communicationBrochureMedia pushPublic relationOn-line and off-line marketing
• Point of sale managementPoint of sale TrainingPoint of sale administration
Pre-sales
Sales
Post-sales
Sales service:• Product and Quotation services:
Real time solutionmulti-products and multi suppliersPass type, Point to Point type, Specialty trains type, Yield managed trains type
• Booking engine: unique booking referencemanagement of carrier reference
• Payment services: direct and indirect paymentsmultiple support from cash to credit card
• Printing engine:Multiple carrier format
• Ticket delivery servicesmultiple ticket support (PDF, ATB, value papers)E-ticketing
• After-sales engine and services• Distribution support:
Product supportProcess and user supportSystem support
Pre-sales
Sales
Post-sales
5/ APPENDIX: DISTRIBUTION DEFINITION
Post sales service• Accounting and financial
Travel agency billing (upfront or monthly)Carrier reporting Financial reconciliationCash managementCurrency managementStock management
• Customer serviceCustomer feedback and complaints
Pre-sales
Sales
Post-sales
5/ APPENDIX: DISTRIBUTION DEFINITION
5/ APPENDIX: DETAILED VALUE CHAIN PER CHANNEL
5/ APPENDIX: DETAILED VALUE CHAIN PER CHANNEL
