PhoCusWright Inc.

Thank you for attending

2006-10-02T16:32:00.000+02:00

Thank you for joining us at The PhoCusWright Travel Conference in Brussels. We sincerely appreciate your participation and contribution.

Although The PhoCusWright Travel Conference is over, we strive to continue enhancing the conference experience for our attendees. Speaker presentations will be available on myphocuswright.com. In addition, the video on-demand theatre will be available on 5 October. Myphocuswright is available to all conference attendees. Your Username and Password are required for access to myphocuswright. (If you don't remember what they are, click "forgot password" and enter your email address.) Please contact +1 860 350-4084 x500 for information regarding Web site access for interested colleagues.

We are busy putting the finishing touches on our executive conference on the other side of The Pond. Mark your calendars to join us this 13-15 November for The PhoCusWright Executive Conference in Hollywood, California USA. Complete conference information can be found on our Web site. Early registration savings are still available. Register before 31 October 2006 to take advantage of a discounted price.

Please share any thoughts about the conference: speakers, program or logistics. We welcome your feedback and look forward to seeing you at a future PhoCusWright event.

what is the differentiator?

2006-09-27T14:16:00.000+02:00

From a European customer's perspective, what is the differentiator between Expedia and the other large US OTAs?

via SMS

merchandising as merchant

2006-09-27T14:08:00.000+02:00

The retail model looks like it is growing faster. The industry would prefer this but you continue to push the merchang model. Any plans to offer retail on the same level as merchandising as merchant.

via SMS

Question for Dermot

2006-09-27T14:03:00.000+02:00

Will Expedia start displaying user generated content from Trip Advisor? Phrased another way: Why did Expedia decide to launch a separate traveler review service on Expedia rather than using the millions available from Trip Advisor?

via SMS

trip advisor into expedia?

2006-09-27T14:02:00.000+02:00

Are you planning to integrate trip advisor into expedia?

via SMS

metasearch - does it commoditize hotels?

2006-09-27T13:40:00.000+02:00

In a previous session, some said that metasearch commoditizes hotels. Do you agree?

via SMS

Rate Parity

2006-09-27T13:29:00.001+02:00

You briefly mentioned rate parity as a strategy uniting all your brands. There are many challenges and training issues that have to be tackled. Many studies have showed that the majority of hotels with a "Best Available Rate Guarantee" are delivering.
What system do you have set up to evaluate this internally? How succussful are you?

Accor's top-down approach

2006-09-27T13:29:00.000+02:00

In my experience as a merchant, there are many times where your individual hotels would be happy to work with us because they need to fill their rooms. But corporate regulations - BRG among them - prevents us contracting them. Does Accor's top-down business approach restrict room revenues for individual properties?

via SMS

To Michael Flaxman:

2006-09-27T13:27:00.000+02:00

You do not distribute the lowest tier of hotels through third parties because of the costs, but you are willing to take a voice reservation? What is your view on measuring the cost of this channel?

via SMS

Dynamic Pricing

2006-09-27T13:25:00.000+02:00

Can you share with us how successful your dynamic pricing strategy has been?
What challenges have you had?
Are you planning on using dynamic rates for negotiated rates?

DIY booking tools

2006-09-27T12:47:00.000+02:00

TUI indicated growth in DIY booking tools. Is corporate travel embracing such and if yes, how much less do you charge your clients, all other things being equal?

via SMS

Follow up message: If adopted, do they include dynamic packaging?

Question for Mike Buckman

2006-09-27T12:39:00.000+02:00

How do you differentiate from OTA on the low end of the corporate market?

via SMS

Google's algorithms

2006-09-27T11:43:00.000+02:00

You frequently change your Google algorithms, leaving the advertising company uncertain how to maximise natural search. Is there anyway to get better understanding of this before changes are made so we don't fall off the results page? Is this Google's way to maximise PPC?

via SMS

Question for Esteban

2006-09-27T11:42:00.000+02:00

Today its Travel, Google. When will this be Google Travel?
via SMS

Booking travel on Google

2006-09-27T11:40:00.000+02:00

Will I ever be able to book on Google without going to a 3rd party website?

via SMS

Google selling travel

2006-09-27T11:26:00.000+02:00

Wouldn't Google want to sell travel and compete with OTAs?

via SMS

Google's rate structure v.2

2006-09-27T11:25:00.001+02:00

You misread the question. The question was:
Google charges up to 40 per cent more than yahoo. How will you alter rate structure to stay competitive.

via SMS

Esteban

2006-09-27T11:25:00.000+02:00

Today its Travel, Google. When will this be Google Travel?

Question for Google

2006-09-27T11:23:00.000+02:00

Since most online ad network campaigns are measured by view through cookies and you reach 86% of online users, what keeps Google for taking credit for most online conversions?

Google and metasearch

2006-09-27T11:07:00.000+02:00

Why is google not going into metasearch (like Kelkoo for example)?
via SMS

Google's rate structure

2006-09-27T11:06:00.000+02:00

Google charges up 2 40 per cent more than yahoo. How will you alter rate structure to stay competitive?
via SMS

Google travel in Europe?

2006-09-27T11:05:00.001+02:00

What are the plans for google travel in Europe?

via SMS

Metasearch and Europe

2006-09-27T11:05:00.000+02:00

A new metasearch engine is launched almost every week. Now SideStep has entered the European market. How big is the metasearch market in Europe? Too crowded already?

via SMS

Question for Metasearchers:

2006-09-27T11:03:00.000+02:00

Question for the metasearchers:

Do you have any data on whether the customers you are capturing are:

1) Customers who transact with OTAs (good news for suppliers) OR
2) Customers who shop on OTAs but go directly to supplier websites (bad for suppliers)

via SMS

Do OTAs agree with M. Ball?

2006-09-27T11:02:00.000+02:00

Do OTAs agree with Michael Ball that their commission levels will fall over time? Will they move to a fixed transaction fee model?

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OTAs

2006-09-27T10:52:00.000+02:00

Mike – the numbers indicate OTAs are on the decline vs. suppliers. What can or will you do to address this?
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For Metasearch Panelists

2006-09-27T10:31:00.000+02:00

You skirted Lorraine's earlier question about how you make money. Will each of you please explain your revenue model--how do you get paid?

Taxes and fees

2006-09-27T10:30:00.000+02:00

How do you feel about the recent decision of the European Union to force more clarity in the pricing claims. Is this a challenge or an opportunity for you. How you you compare fees, taxes, cancellation policies, and for hotels room types.

For Metasearch companies

2006-09-27T10:28:00.000+02:00

Do you see a difference in booking a hotel vs. an airline?
Are you not commodotizing hotels?

Value Proposition

2006-09-27T10:21:00.000+02:00

For the Travel Meta Searchers:

Are you concerned that your primary value proposition is finding the best price?
Do you truly believe this is a long term proposition? As hotel chains and OTAs focus on Best Price Guarantees how are you planning on developing other USPs?

voluntary chains

2006-09-27T10:06:00.000+02:00

How do voluntary chains work with OTAs, especially as many independent hotels prefer to use extranets versus using the CRS (and the cost associated with the CRS)?
via SMS

Michael

2006-09-27T10:00:00.000+02:00

You said 20% of your biz comes from online. How much further would you like to push that needle and how much would you save by pushing that up to 30%?

a travel 2.0 minded hotelier ...

2006-09-27T09:55:00.000+02:00

might just think worldhotels is not much more then a TAG. A grouping of hotels.

For Michael

2006-09-27T09:52:00.000+02:00

What are your thoughts on Amadeus's proposal to do for what hotels technologically speaking what it has done for the airlines, in terms of sophisticated back door management, etc.?

managed business travel figures

2006-09-27T09:47:00.000+02:00

Why don't you have figures on the managed business travel?

via SMS

a comment regarding online vs offline statistics

2006-09-27T09:25:00.000+02:00

Many tour operators now have websites that "brochure" their offerings online. While it appears like an online booking process, they are handing off their sales to the travel agents. Not doing so might in fact damage their profitable relationships with these travel agents. (note this is parallel to the hotel relationship with tour operator).
These still profitable relationships can not be damaged and cause a lingering affect of manual offline processing. Still however online presence is dramatically impacting their successes and even though we do not count them as part of online travel sales it can not be ignored.

for Brent

2006-09-26T18:11:00.000+02:00

CEOs usually have vision, develop strategy and then execution. Tough to execute in your new role?

Next... in integration of companies acquired, what would you do different?

via SMS

UGC influence?

2006-09-26T18:04:00.000+02:00

Do you agree UGC will significantly influence online purchases? If so, how does it impact OTAs?

via SMS

the playing field

2006-09-26T17:58:00.000+02:00

How much will Yahoo Travel's strategy change the playing field?

What's your prediction for google?

via SMS

Question for Annalisa

2006-09-26T17:43:00.000+02:00

With deeper understanding using search, you still have the high level desire key words pulling up the same search answers... please explain how better understanding the audience changes scaling numbers. In other words, is there business to be found here?

via SMS

true cost of direct distribution

2006-09-26T17:19:00.000+02:00

The panelists say they don't know the true cost of direct distribution, but also say bookings through their sites have increased because of investment on sites, so can they define new ROI?

via SMS

another for all 4 panelists

2006-09-26T17:04:00.000+02:00

How much are you spending to upgrade your web sites?

via SMS

curious...

2006-09-26T16:57:00.000+02:00

I am curious.

How does the panel value, the announcement of Philippe Chereque of Amadeus, they will launch a hotel distribution platform?

Peter Franken
www.CorporateFocus.eu

conversion rate

2006-09-26T16:56:00.000+02:00

What conversion rate is considered a success and how much has the bar been raised?

via SMS

online vs offline

2006-09-26T16:54:00.001+02:00

is a "skype me" - voice call generated from the property site offline business? Or is it an extra way to guide the user through the site's content ?

for all 4 panelists:

2006-09-26T16:54:00.000+02:00

1) Do you feel overwhelmed by all the new distribution / search options like yahoo travel and
2) What is real cost of direct distribution for hotels?

via SMS

user generated content

2006-09-26T16:51:00.000+02:00

How will suppliers integrate user generated content, especially for their own products?

via SMS

CRM

2006-09-26T16:39:00.000+02:00

How often does Jumeirah contact a customer on average off- and online per year?

via SMS

Yahoo results

2006-09-26T15:53:00.000+02:00

If Yahoo doesn't have a commercial deal with Air Berlin, for example, will Air Berlin be returned in the results?

via SMS

user content moderated?

2006-09-26T15:51:00.000+02:00

Do you moderate your user content? What happens if the user comments are very negative about a big advertiser.

via SMS

accuracy

2006-09-26T15:34:00.000+02:00

In your example you said the idea is to provide relevant, trustworthy content, but your example recommended a romantic hotel that no longer exists. Do you edit content to ensure accuracy? And if so, where does the editing stop?

Influence metrics

2006-09-26T15:28:00.000+02:00

What percentage of trip purchases are influenced by traveller reviews?

Affiliate networking question for Thies

2006-09-26T15:15:00.000+02:00

What are your thoughs on affiliate networks? What per cent of Tui revenue is attributed to affiliate partners? What service is required to support this business?

via SMS

Offline response vs. online

2006-09-26T12:58:00.000+02:00

What would you consider a good offline response and how does this compare with online?

via SMS

viral marketing

2006-09-26T12:57:00.000+02:00

what are your views on viral marketing in travel?

via SMS

Revenue Share

2006-09-26T12:56:00.000+02:00

David, Chris - if you're confident of the good value of your clients, why don't you work on revenue share?

Dorian
Skoosh
via SMS

Rumors

2006-09-26T12:25:00.002+02:00

There are rumors Amadeus is looking at buying the competition, ie Galileo. Would European regulation preclude such a transaction?

via SMS

New platform?

2006-09-26T12:13:00.000+02:00

When are you going to launch HDP? When are you planning to see return on investment?

Question for Philippe - Car rental distribution system

2006-09-26T11:49:00.000+02:00

Phillipe - What are your plans for providing a next generation car rental distribution system like cartrawler?

via SMS

Question for the indian roundtable discussion

2006-09-26T10:47:00.000+02:00

Is an English only service a barrier to entry in that market or is it not an issue?

via SMS

Question to Ashwin, Deep & Dhruv

2006-09-26T10:38:00.000+02:00

Are you seeing diversification between the Indian OTA:s or is everyone trying to go for as big a share as possible in the mainstream customer segment first?

Indian Online Travel Market

2006-09-26T10:33:00.000+02:00

Is the indian online travel market nearly entirely domestic or to neighbouring countries? Is there much long haul business to europe?

via SMS

Comment for Adrian Currie

2006-09-26T10:25:00.001+02:00

web 2.0 is here and not 'still a bit away', and is not only Google Maps.

via SMS

Question for Jan

2006-09-26T10:25:00.000+02:00

Jan, what percentage of room revenue do you think an independent hotel should allocate to marketing itself online?

Dorian Skoosh
via text message

Question for Jan

2006-09-26T10:23:00.000+02:00

Jan showed a comparison with direct website bookings at about 7.50, how about the cost of the investment for an independent hotel to create a website which can compete with brand websites?

via text message

Question for Jan and Talkbackers

2006-09-26T10:10:00.000+02:00

Do you think the cost of driving demand to an independent web site will still lower result in a lower cost of sale than say a third party retail booking?

via SMS

how level is the field?

2006-09-26T10:04:00.000+02:00

Surely larger branded hotels are seeking to achieve top placement in Google and within the GDSs and presumably have greater resources to commit to this endeavor, even with the leveling effect of the Internet.

Going forward, what factors will come into play in determining whether the Internet continues to level the playing field? Will this tendency increase or decrease?

Question for Jan.

2006-09-26T09:34:00.000+02:00

Where is the opportunity for brands now?

BTW excellent presentation.

via SMS

OTAs and LCCs

2006-09-26T09:32:00.000+02:00

OTAs do actually have access to some key LCCs already, either via aggregators or direct connections.

via SMS

TUI in the UK and Germany

2006-09-26T09:30:00.000+02:00

According to Ram, TUI does well in UK. Why can't they do the same in Germany? What is different?

via SMS

Workshops Today -- 15.00 & 16.30

2006-09-25T13:08:00.000+02:00

1. Hitwise Workshop: Online Competitive Intelligence
2. h2c consulting: Optimizing Hospitality Distribution Channels and Implementation of Dynamic Pricing Strategies
Go to Reception for more information.

Welcome to The PhoCusWright Travel Conference!

2006-09-18T22:09:00.000+02:00

The PhoCusWright Travel Conference will be a notable event this year. The program is pioneering, the speaker roster unrivaled, the attendees highly motivated. And PhoCusWright is behind the scenes to ensure pithy, provocative content while everything runs smoothly. A collection of keynote addresses, roundtables, one-on-one interviews, point/counter-point, peer talkback and special presentations will expose the travel industry community to the biggest ideas, brightest minds, tested solutions and difficult lessons.

Thank you for coming. We're very pleased you've chosen to be part of this special industry gathering. And on behalf of the entire PhoCusWright team, we are looking forward to ensuring your experience is invaluable in many ways.

Enjoy!