GLOBAL RAIL DISTRIBUTION SOLUTION. Enjoy Europe Travel by Train!

Transcription

1 GLOBAL RAIL DISTRIBUTION SOLUTION Enjoy Europe Travel by Train!

2 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 ) Territory Asia, Australia & New Zealand, Africa & Middle East, South America French Companys 50% SNCF - 50% SBB Business Model Mainly and historically General Sales Agents (GSAs), both wholesalers and retailers: Rail Europe's network has 140+ GSAs in 45 countries Strong presence on the market through 7 representative offices in Japan, Australia, South Korea, India, Latin America, China and UAE Business 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

3 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 airlines They expect same prices than domestic customer Internet opened new ways of shopping Increase 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 drivers Rail is a complex and heterogenic product making it difficult to distribute Point 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)

4 2/ DISTRIBUTION DEFINITION 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 Pre-sales Sales services Direct off-line shops Indirect off-line GSA Indirect on-line GSA Direct on-line Post-sales Direct off-line Call Centre Indirect off-line Sub-agents Indirect off-line Travel Agency Indirect on-line Sub-agents Indirect on-line Travel Agency channels

5 2/ DISTRIBUTION DEFINITION Direct off-line shops Indirect off-line GSA Indirect on-line GSA Direct on-line Direct off-line Call Centre Indirect off-line Sub-agents Indirect off-line Travel Agency Indirect on-line Sub-agents Indirect on-line Travel Agency Channel is a medium to have a relationship with a customer: It could be DIRECT or INDIRECT General Sales Agents Sub-agents/Travel agencies Direct customers It could be ON-LINE or OFF-LINE Shops Call centre B2C site Travel agents site

6 2/ DISTRIBUTION DEFINITION Pre-sales Product management Distribution network management Marketing and communication Point of sale management Sales Quotation and booking engine Payment services Printing and Ticket delivery services After-sales engine and services Distribution support to user and customer Post-sales Accounting and financial services Reporting Currency and stock control Reconciliation Customer service

7 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 Inventory 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

8 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)

9 4/ DISTRIBUTION SOLUTIONS SYSTEM MODEL AMTRAK SNCF/ EUROPE VIA RAIL 1. Data layer: multi carrier solution LOCAL DB / RE4A AMTRAK JAPAN SNCF/ EUROPE AUSTRALIA VIA ASIA LOCAL SOUTH AMERICA 2. Business logic layer: split in product and market logic EURONET WEBSERVI CES / RAIL ENGINE B2B SITES GDS CONNECTO R WHITE LABEL B2C SITES GDS 3. GUI layer: multi channel/user profile solution CUSTOMERS

10 SYSTEM MODEL AMTRAK SNCF/ EUROPE VIA RAIL 4/ DISTRIBUTION SOLUTIONS LOCAL DB / RE4A AMTRAK SNCF/ EUROPE VIA LOCAL Data layer: multi-carriers solution JAPAN AUSTRALIA ASIA SOUTH AMERICA EURONET AMTRAK SNCF/ EUROPE VIA RAIL LOCAL DB / RE4A 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) DESKTOP CLIENT WEBSERVI CES / RAIL B2B SITES ENGINE WHITE B2C SITES LABEL CUSTOMERS 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

11 4/ DISTRIBUTION SOLUTIONS Business logic layer: split in product and market logic 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. 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

12 SYSTEM MODEL AMTRAK SNCF/ EUROPE VIA RAIL 4/ DISTRIBUTION SOLUTIONS LOCAL DB / RE4A GUI layer: multi channel/user profile solution AMTRAK JAPAN SNCF/ EUROPE AUSTRALIA VIA ASIA LOCAL SOUTH AMERICA EURONET DESKTOP CLIENT WEBSERVI CES / RAIL ENGINE B2B SITES GDS CONNECTO R Desktop client: full client for call centre Webservices: XML system to system solution for full integration Rail Engine: XML/HTML semi integrated solution DESKTOP CLIENT WEBSERVI CES / RAIL B2B SITES ENGINE WHITE B2C SITES LABEL CUSTOMERS GDS CONNECTO R GDS White label: private label website GDS B2C sites: full merchant site for direct customer WHITE LABEL B2C SITES B2B sites: full merchant site for direct customer GDS connector: connection to 2 major GDS Functionality level On-line Travel agency Customers Regular Travel agency Train specialist Travel agency Functionality level Webservices/ Rail Engine White Label B2C sites B2B sites GDS DESKTOP User skill level User skill level

13 4/ DISTRIBUTION SOLUTIONS DISTRIBUTION MODEL Distribution model: a rail BSP solution AMTRAK SNCF/ EUROPE VIA RAIL RAIL EUROPE 4A 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 GSA GSA GSA B2C SITES ONLINE AGENTS/ B2B SITES Allows the management of different payment forms: Direct mode of payment (all channels): Credit card SUB AGENTS Bank transfer SUB AGENTS Paypal Electronic waller Indirect mode of payment Credit line CUSTOMERS Cheques Cash

14 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 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

15 5/ APPENDIX: DISTRIBUTION DEFINITION Pre-sales Sales Post-sales Pre-sale services : Product management Product procurement (carrier contracting etc..) Product localization & packaging (adaptation to market and cultural/language difference) Distribution network management Contract and account management Sales force Commission management (gross or net) Marketing and communication Brochure Media push Public relation On-line and off-line marketing Point of sale management Point of sale Training Point of sale administration

16 5/ APPENDIX: DISTRIBUTION DEFINITION Pre-sales Sales Post-sales Sales service: Product and Quotation services: Real time solution multi-products and multi suppliers Pass type, Point to Point type, Specialty trains type, Yield managed trains type Booking engine: unique booking reference management of carrier reference Payment services: direct and indirect payments multiple support from cash to credit card Printing engine: Multiple carrier format Ticket delivery services multiple ticket support (PDF, ATB, value papers) E-ticketing After-sales engine and services Distribution support: Product support Process and user support System support

17 5/ APPENDIX: DISTRIBUTION DEFINITION Pre-sales Post sales service Accounting and financial Travel agency billing (upfront or monthly) Carrier reporting Financial reconciliation Cash management Currency management Stock management Customer service Customer feedback and complaints Sales Post-sales

18 5/ APPENDIX: DETAILED VALUE CHAIN PER CHANNEL

19 5/ APPENDIX: DETAILED VALUE CHAIN PER CHANNEL

20 THANK YOU Contact: Laurent Descambs Rail Europe 4A Ecommerce and Information System Director