Key Priorities & Activities

Transcription

1 Key Priorities & Activities Olivier Jacquin Senior Vice President Sales, Marketing & Distribution

2 FORWARD LOOKING STATEMENTS This presentation includes forward looking statements relating to the prospects and growth strategy of Rezidor. These forward-looking statements generally can be identified by reference to future periods or by phrases such as Rezidor or its management believes, expects, anticipates, foresees, forecasts, estimates or other words or phrases of similar import. Similarly, statements in this document that describe Rezidor s business strategy, outlook, objectives, plans, intentions, scenarios or goals are also forward-looking statements. The information should not be interpreted as guarantees of the future occurrence of such facts and data. Although we believe the expectations reflected in such forward-looking statements are based upon reasonable assumptions, we can give no assurance that our expectations will be attained or that results will not materially differ. These data, assumptions and estimates may change as a result of uncertainties related to the economic, financial, competitive or regulatory environment. The forward-looking statements contained in this document are made only as of the date here of. Rezidor expressly disclaims any obligation or undertaking to release publicly any updates of any forward-looking statements contained in this document to reflect any change in its expectations or any change in events, conditions or circumstances on which any forward-looking statement contained in this document is based. Rezidor operates in a competitive and rapidly changing environment. It is therefore not in a position to predict all of the risks, uncertainties or other factors that may affect its business, their potential impact on its business, or the extent to which the occurrence of a risk or a combination of risks could have results that are significantly different from those included in any forward-looking statement. None of these forward-looking statements constitutes a guarantee of actual results.

3 Always tuned in to Revenue Generation OSLO COLOGNE BERLIN OSLO PARIS FRANKFURT BRUSSELS LONDON STOCKHOLM LONDON

4 Important Dates 2011 Building the Revenue Pillars Global Sales Appointment and GRC organisation! Carlson Global Business Conference January February March April May June M T W T F S S M T W T F S S M T W T F S S * M T W T F S S M T W T F S S M T W T F S S - Orlando US Asia Sales Mission July August September October November December M T W T F S S M T W T F S S M T W T F S S M T W T F S S M T W T F S S M T W T F S S Global Revenue Council Brussels Global Revenue Council - London Rezidor Board Meeting

5 Revenue Generating Goals EMEA GLOBAL

6 Global Revenue Generating Goals 2.9 Points Brand Websites 1.9 Points Revenue Optimization 0.8 Points Travel Intermediaries 1.8 Points Loyalty Program 2.0 Points Sales Total Point Increase 9.4 End State Annual Incremental Revenue RevPAR Index USD 128 Million USD 83 Million USD 36 Million USD 80 Million USD 87 Million USD 414 Million = Incremental Revenue vs. 2010

7 Rezidor Revenue Generating Goals Rezidor RGI (points) 2015 Sales 2011 Incremental Revenue Travel Intermediaries Loyalty Program Revenue Optimisation Brand Websites 30 MEUR 2 points RGI 30 MEUR 2 points RGI 15 MEUR 1 point RGI 15 MEUR 1 point RGI 30 MEUR 2 points RGI

8 Incremental Revenue Generation Goal

9 Brand Website Objectives by pts RGI (30 MEUR Incremental Revenue) 23% of Room Revenue via Brand Web

10 I still haven t found what I m looking for SEARCHES A MONTH (The 10th most searched travel word) RESULTS (Google, Yahoo & Bing combined)

11 but we re working on it! 1. Search Engine Marketing 5.1 Million visits Revenue 33.4 MEUR SEO SEM 2. Search Engine Optimisation 18.3 Million visits Revenue 54.5 MEUR 3. Affiliate Marketing Increasing our reach 50% of web revenue is associated with SEO and SEM FY December 2011 vs FY December 2010

12 Ongoing Website Development 2011: More than 60 web projects launched 2012: Working towards a global solution

13 Revenue Optimisation Objectives by pts RGI (30 MEUR Incremental Revenue)

14 The right the right time for the next 120 days Full integration of Stay Night Automated Pricing (SNAP) Automated price-setting for any given stay night Roll-out in all applicable Leased and Managed hotels, by Q1 2012

15 Travel Intermediaries Objectives by pt RGI (15 MEUR Incremental Revenue)

16 Strengthening partnerships through preferred agreements Hotel Search Flight Hotel + Flight Car Hire Cruise KEY ACTIVITIES Improving production through existing partners Doubling our share with Carlson Wagonlit Tavel Adding other 3rd party e-commerce partners Enhancing SME Program through new partnerships

17 Loyalty Program Objectives by pt RGI (15 MEUR Incremental Revenue) 2.5M members in EMEA by 2015

18 Driving new enrolments and promoting active loyalty 2015 Targets Global 13 M EMEA 2.5 M Key Activities: Aggressive enrolment at property level Global 7.8 M EMEA 1.6 M Dedicated member campaigns Launch of SME Program December 2011 FY December 2011

19 Higher value proposition Higher customer loyalty New member enrolments +429, % Greater share of occupancy +2 points +19% Increasing room redemptions +15, % Member vs non-member ADR 182 USD +44 USD Strong Elite Contribution: 5% of membership, 48% of the business FY December 2011 vs 2010

20 Extensive Loyalty Program 1. Meetings & Events: Meeting Planner Program 10,000 members in EMEA Total Revenue 22 MEUR 2. Small & Medium Enterprises: Club Carlson for Business Launch Q but +1,000 new accounts already signed FY December 2011

21 Sales Objectives by pts RGI (30 MEUR Incremental Revenue) 200 MEUR MICE MEUR Corporate

22 Full integration of online tools the World s Leading Sales Applications 1. Salesforce.com - Globally aligned sales support system with integration between GSO and property, roll-out by Q Automated online lead referral and response tool for business groups integration with Brand Websites, Third Party sites and Salesforce.com Accounts & Contacts Marketing & Leads Opportunities & Quotes Jigsaw Clean Data & Calendaring Real-time Analytics Partner Management Workflow & Approvals Social Monitoring Mobile

23 Growing contribution from our Key Accounts Top 100 Key Accounts 1.1 Million room nights (+15%) Expansion of Key Accounts through new Global PCR Program Massive Small & Medium Enterprises (SME) development through Club Carlson and new partnerships Trend: > 90% of Top 50 RFPs completed > Forecast 2% RFP rate increase > Volume increase target 6% FY December 2011; Room nights Like for Like

24 Driving the Meetings & Events segment Total MICE 20% of Rezidor revenue 118 MEUR confirmed through GSOs (+17%) Focus on Pharma Securing Preferred Partner agreements Building on SME Industries MEUR Pharmaceutical/Medical 39 Manufacturing/Transport /Construction 13 Finance & Consulting 9 Entertainment/Sports 8 Automotive Industry 7 Trend: > 45 day booking pattern > More events, on a smaller scale FY December 2011 vs YOY 2010

25 +300 events & tradeshows in 2012 Largest ever! segments markets National international

26 Revenue Generation Organisation

27 Revenue Generating FTEs Survey 2011 by Hotel Region Middle East UK Germany Russia Turkey+ S.E. Europe Baltics France Norway Poland Benelux 2,204 positions Africa - South CH & IT Sweden Ireland Denmark Africa - North Iceland Other

28 Revenue Generation Organisation 2012 Largest addition of people ever! 26 New FTEs Revenue Optimisation = 4.5 Marketing & CRM = 6.5 Sales = 14

29 Revenue Generation Organisation 2012 Total FTEs Revenue Optimisation 26.5 Marketing & CRM Sales PR Including 3 locally funded FTEs; excluding 6 GSR members; including FTEs funded by Carlson (CRM)

30 Revenue Generation Organisation 2012

31 MERCI!