Shelly Irrgang. Vice President, Sales Carlson Hotels, Americas

Transcription

1 Shelly Irrgang Vice President, Sales Carlson Hotels, Americas 1

2 RADISSON GLOBAL SALES 2

3 GROWING VALUE WITH REVENUE GENERATION GLOBAL REVENUE GENERATION OPPORTUNITY RevPAR Index 4 Points Brand Website Contributio n 3 Points Revenue Optimizatio n 1 Point 1 Point 1 Point Travel Intermediarie s Loyalty Program Sales 10 RevPAR Index Points 2010 Total 3

4 RADISSON GLOBAL SALES West Coast Canada Midwest Aligning Nordics through UK & Ireland Russia, Baltics, C.I.S. Germany, Austria, Switzerland East Coast Geography Southern Europe Benelux China Japan Middle East/GCC Segmentation India Hong Kong South East Asia Africa Australia 4

5 RADISSON GLOBAL SALES West Coast Canada Midwest Aligning Nordics through UK & Ireland Russia, Baltics, C.I.S. Germany, Austria, Switzerland East Coast Geography Southern Europe Benelux China Japan Middle East/GCC Segmentation India Hong Kong South East Asia Africa Australia 5

6 INTERNATIONAL TOURIST ARRIVALS Percent 15% % /08 Change 5% * 0% -5% % World Europe Asia Pacific Americas Africa Middle East * Provisional figure or data Source: World Tourism Organization (UNWTO) 6

7 EXPANDING OUR PRESENCE Canada Midwest West Coast East Coast UK & Ireland Southern Europe Benelux Finland Nordics Russia, Baltics, C.I.S. Germany, Austria, Switzerland Middle East/GCC India China Hong Kong Japan South East Asia Existing Offices Added in 2010 Opening 2011 Africa 18 Global Sales Offices Worldwide Australia 7

8 GLOBAL SALES OFFICE STRUCTURE AMERICAS GLOBAL SALES OFFICE LEADS ESTABLISHED Kaaren Hamilton East Coast Brad Penrith West Coast and Midwest 8 Sandy Russell Canada

9 GLOBAL SALES OFFICE STRUCTURE AMERICAS GLOBAL SALES TEAM OFFICES Vancouver Los Angeles Ottawa Minneapolis Toronto Boston New York Chicago New Jersey Omaha Washington D.C. Cincinnati Dallas San Antonio Atlanta Orlando 9

10 RADISSON GLOBAL SALES West Coast Canada Midwest Aligning Nordics through UK & Ireland Russia, Baltics, C.I.S. Germany, Austria, Switzerland East Coast Geography Southern Europe Benelux China Japan Middle East/GCC Segmentation India Hong Kong South East Asia Africa Australia 10

11 SEGMENTATION STRATEGY GROUP & MEETINGS BUSINESS TRANSIENT GOVERNMENT AIRLINE LEISURE 11

12 SEGMENTATION STRATEGY GROUP & MEETINGS BUSINESS TRANSIENT GOVERNMENT AIRLINE LEISURE 12

13 GROUP & MEETINGS SEGMENT RESULTS USD Million s Group & Meetings Revenue % Strategically added resources Recovery over 2008 volumes

14 GROUP & MEETINGS SEGMENT FACTS AND FIGURES Theatre recovery to historical activity Middle East and Asia/Pacific - end of 2011 Europe and North America More local and regional meetings Source: MeetingNews and CWT Meetings and Events 14

15 GROUP & MEETINGS SEGMENT NEW LOOK AND FEEL 15

16 GROUP & MEETINGS SEGMENT NEW LOOK AND FEEL 16

17 GROUP & MEETINGS SEGMENT NEW LOOK AND FEEL 17

18 GROUP & MEETINGS SEGMENT NEW LOOK AND FEEL 18

19 GROUP & MEETINGS SEGMENT STRATEGIC THIRD PARTY RELATIONSHIPS 19

20 GROUP & MEETINGS SEGMENT STRATEGIC THIRD PARTY RELATIONSHIPS Your role: Update database and respond Request For Proposals and LeadStar 20

21 GROUP & MEETINGS SEGMENT HOTEL-TO-HOTEL EMPLOYEE LEAD REFERRAL PROGRAM 21

22 GROUP & MEETINGS SEGMENT LEADSTAR Group rooms only Group rooms with meeting space and F&B Meeting space only with F&B Extended stays 22

23 SEGMENTATION STRATEGY GROUP & MEETINGS BUSINESS TRANSIENT GOVERNMENT AIRLINE LEISURE 23

24 BUSINESS TRANSIENT SEGMENT RESULTS USD Million s Business Transient Revenue % Gaining lift in room nights Must keep pace and exceed market rate lift More informed pricing decisions

25 BUSINESS TRANSIENT SEGMENT FACTS AND FIGURES Year-overyear change Percent 10% 5% 0% -5% NBTA U.S. Business Travel Outlook U.S. Domestic Plus International Outbound Total U.S. Business Travel Trips Total U.S. Business Travel Spending Spending is outpacing trips Must adjust our pricing accordingly -10% -15% Source: NBTA Foundation Quarterly Forecast of Business Travel Activity, Q

26 BUSINESS TRANSIENT SEGMENT MAIN OBJECTIVES More preferred hotels Better response rates Higher rates & share 26

27 BUSINESS TRANSIENT NEW OPPORTUNITIES Club Carlson for Business Concur Connect Enhanced content and e-receipts 27

28 SEGMENTATION STRATEGY GROUP & MEETINGS BUSINESS TRANSIENT GOVERNMENT AIRLINE LEISURE 28

29 GOVERNMENT SEGMENT RESULTS USD Million s 25 Government Revenue %

30 GOVERNMENT SEGMENT FACTS AND FIGURES CWT Government travel awarded >50% of government spend USD 10.8M from the Army State markets expanding 30

31 SEGMENTATION STRATEGY GROUP & MEETINGS BUSINESS TRANSIENT GOVERNMENT AIRLINE LEISURE 31

32 AIRLINE SEGMENT LEVERAGING GLOBAL RELATIONSHIPS 32

33 AIRLINE SEGMENT LEVERAGING GLOBAL RELATIONSHIPS Robert van-den Born Director, Travel Industry Sales and Crew Rezidor Greg Lagiovane Director, Global Sales Patrick Tong Director, Global Sales Asia Pacific 33

34 AIRLINE SEGMENT WINS & MILESTONES 2010 January February March April May July October December Determined airline focus Major U.S. carriers assigned Solicitation calls Greg Lagiovane Delta Matt Ronk American, Southwest, Continental Esther Collado-Baker United Fernando Carranza U S Airways Delta template development Delta opportunities identified Delta strategy developed Delta training program - CIS Mall of America USD 350K Segment lead established -Greg Lagiovane -Strategy development 34

35 SEGMENTATION STRATEGY GROUP & MEETINGS BUSINESS TRANSIENT GOVERNMENT AIRLINE LEISURE 35

36 LEISURE SEGMENT NEW DEDICATED FOCUS Domestic and inbound Global to the Americas Lynn Myerson Director, Leisure Sales 36

37 USD Million s300 WINNING THE REVENUE BATTLE Business Transient Revenue USD Million s 300 Government Revenue USD Million s 300 Group & Meetings Revenue USD Million s Total Revenue

38 RADISSON GLOBAL SALES WE CAN BE SUCCESSFUL TOGETHER UTILIZE ALL GLOBAL SALES RESOURCES UNDERSTAND SEGMENT OPPORTUNITIES ENGAGE, PARTICIPATE AND RESPOND 38

39 Shelly Irrgang Vice President, Sales Carlson Hotels, Americas 39