Driving Pricing, Revenue & DistributionTarandeep Singh, Director Revenue Management for Hire (AMEA) & Manila Ops

25 June 2013

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

Source : STR Data as of 18 June 2013

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

Source : STR Data as of 18 June 2013

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

Source : STR Data as of May 2013

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

�Market Appropriate Rate

�Dynamic Pricing

�Discounts & Restrictions

�Segment Impact

�Flex discounts

�Clarity of Thoughts

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

© 2009 Revenue Analytics, Inc. All Rights Reserved.

Ra

te

Occupancy

Contribution

The perfect balance between

Rate and Occupancy generates

greatest profit

Searching all possible price points two nights to find the

optimal rates to maximize contribution

The Optimizer evaluates all potential

BFRs to find the optimal BFR

that maximizes contribution

The Power of Price Optimization

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

1. Estimated $13.6 billion in travel

bookings via mobile in 2013

2. For mobile sales, last-minute is king.

3. Email messages are increasingly being

viewed (and shared) on mobile

devices.

4. Paying for mobile search campaigns

seems to be an effective way to

targeting travelers.

5. The ideal situation is to have both a

mobile web and an app strategy.

6. Reviews matter.

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

T-Retailing B2C T-Retailing B2B

Inventory Management Big Data

Better and more relevant product Social Graph mining

Up selling capability Flexible Partnerships

Improved user experience Loyalty & Trust

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

Flow with it!!

Trace your

offers with

codes

Look out for

Reviews for

your Comp Set

Assign a team to

monitor and respond to

reviews based on

keyword alerts and

quality

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Asia, Middle East & Africa Revenue ManagementPrivate & Confidential | © 2013 IHG. All rights reserved

Expansive Mid Lifers

Digital Baggage

Urban Tension

Predictive service

Circular not linear