amer al halabi regional manager octopustravel

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Amer Al HalabiAmer Al HalabiRegional ManagerRegional Manager

OctopusTravel.comOctopusTravel.com

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• Emirates continues to be the leading airline in the region Emirates continues to be the leading airline in the region – In an independent report, UBS Bank highlights the fact that Emirates has In an independent report, UBS Bank highlights the fact that Emirates has

ordered 45 A380 super jumbos, almost three times as many as the next ordered 45 A380 super jumbos, almost three times as many as the next largest Airbus customer for this double-decker largest Airbus customer for this double-decker

• Qatar is where the action isQatar is where the action is– Figures to the end of November 2004 show that Qatar’s hotels enjoyed Figures to the end of November 2004 show that Qatar’s hotels enjoyed

average occupancy of 76 per cent throughout the year – a substantial year-average occupancy of 76 per cent throughout the year – a substantial year-on-year increase and witness to its rapidly-developing MICE market on-year increase and witness to its rapidly-developing MICE market

• Bahrain International Airport enjoys a record One Million Bahrain International Airport enjoys a record One Million passengers for 2004.passengers for 2004.– Preliminary statistics released by His Excellency Shk. Ali Bin Khalifa Al Preliminary statistics released by His Excellency Shk. Ali Bin Khalifa Al

Khalifa, Minister of Transportation, show that 2004 was the busiest year in the Khalifa, Minister of Transportation, show that 2004 was the busiest year in the history of the airporthistory of the airport

• Dubailand cited as one of the top regional attractions Dubailand cited as one of the top regional attractions – Mega resorts come under discussion at Arabian Hotel Investment ConferenceMega resorts come under discussion at Arabian Hotel Investment Conference

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• Middle East Strategy Advisors (MESA) predict challenges for GCC Middle East Strategy Advisors (MESA) predict challenges for GCC hotel owners searching for operators and brands.hotel owners searching for operators and brands.– The rapid growth in the number of up-market hotels in the GCC countries is The rapid growth in the number of up-market hotels in the GCC countries is

exciting for the tourism industry and business world alike. exciting for the tourism industry and business world alike.

• Focus on Saudi pilgrim tourismFocus on Saudi pilgrim tourism– A recent study shows that revenues from Umrah during the last season A recent study shows that revenues from Umrah during the last season

totalled around SR12 billion, an increase of 550,000 over the previous season. totalled around SR12 billion, an increase of 550,000 over the previous season. Of this, SR9 billion was netted from overseas pilgrims Of this, SR9 billion was netted from overseas pilgrims

• Air Arabia expands network with new A320Air Arabia expands network with new A320– Air Arabia received its new Airbus A320 aircraft recently – Air Arabia received its new Airbus A320 aircraft recently –

bringing the fleet to five aircraft. bringing the fleet to five aircraft.

• Bahrain on lineBahrain on line– Microsoft and Bahrain's Ministry of Industry and Microsoft and Bahrain's Ministry of Industry and

Commerce introduce B-OnLine Commerce introduce B-OnLine

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CountryPopulation (2005 Est.)

Usage, inDec/2000

Internet Usage / Latest Data

Use Growth (2000-2005)

Penetration (% of Popul.) (%) of M.E.

Bahrain 707,357 40,000 195,700 389.30% 27.70% 1.10%Iran 68,458,680 250,000 4,800,000 1820.00% 7.00% 24.80%Iraq 26,095,283 12,500 25,000 100.00% 0.10% 0.10%Israel 6,986,639 1,270,000 3,040,000 139.40% 43.50% 15.70%Jordan 5,788,340 127,300 457,000 259.00% 7.90% 2.40%Kuwait 2,530,012 150,000 567,000 278.00% 22.40% 2.90%Lebanon 4,461,995 300,000 500,000 66.70% 11.20% 2.60%Oman 2,398,545 90,000 180,000 100.00% 7.50% 0.90%Palestine(West Bk.) 3,997,861 35,000 145,000 314.30% 3.60% 0.70%Qatar 768,464 30,000 140,800 369.30% 18.30% 0.70%Saudi Arabia 21,771,609 200,000 1,500,000 650.00% 6.90% 7.70%Syria 18,586,743 30,000 610,000 1933.30% 3.30% 3.10%Turkey 73,598,181 2,000,000 6,000,000 200.00% 8.20% 31.00%United Arab Emirates 3,750,054 735,000 1,110,200 51.00% 29.60% 5.70%Yemen 19,600,009 15,000 100,000 566.70% 0.50% 0.50%TOTAL Middle East 259,499,772 5,284,800 19,370,700 266.50% 7.50% 100.00%

Middle East Internet UsageMiddle East Internet Usage

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Frequency of Travel AbroadFrequency of Travel AbroadAllAll EgyptEgypt SaudiSaudi UAEUAE LebaLebaKuwaitKuwaitJordanJordanOmanOman

BahrainBahrain

ArabiaArabia -non-non

All Accessing InternetAll Accessing Internet 2975629756 91639163 87978797 45434543 706706 28372837 22972297 529529 884884

%% %% %% %% %% %% %% %% %%

Once a month or moreOnce a month or more 33 22 33 33 33 33 22 33 44

Once every 2-3 monthsOnce every 2-3 months 44 11 66 66 33 66 44 66 77


Once every 6 monthsOnce every 6 months 99 44 1212 1313 66 1414 1010 1111 1010


Once a yearOnce a year 2929 1515 3434 4242 2323 3838 2323 3535 3030

Less often than once a yearLess often than once a year 4545 7474 3232 2222 5757 2222 4949 3333

3333

Mean (times per year)Mean (times per year) 2.12.1 1.31.3 2.52.5 2.62.6 1.91.9 2.72.7 2.12.1 2.72.7 3.03.0

• Internet browsers travel abroad nearly 2-3 times a year on an average• Travel frequency is the least among people staying in Egypt & Lebanon

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Preferred AirlinesPreferred AirlinesEgyptEgypt SaudiSaudi UAEUAE LebaLebaKuwaitKuwaitJordanJordanOmanOman

BahrainBahrain

ArabiaArabia -non-non

Base: All Accessing InternetBase: All Accessing Internet 91639163 87978797 45434543 706706 28372837 22972297 529529

884884

%% %% %% %% %% %% %% %%

Saudi Arabian AirlinesSaudi Arabian Airlines 55 7373 11 11 11 44 00 11

Egypt AirEgypt Air 6565 55 44 22 88 11 33 11

Emirates AirlinesEmirates Airlines 33 44 4949 66 99 66 1515 55

Gulf AirGulf Air 22 55 1313 22 33 33 3737 7171

Kuwait AirwaysKuwait Airways 11 00 00 11 6262 11 00 11

Royal Jordanian AirlinesRoyal Jordanian Airlines 00 11 33 11 11 5353 11 11

Middle East Airlines (AirLiban)Middle East Airlines (AirLiban) 00 00 11 33 5353 44 11 00

00

• The National carrier in the respective country seems to be the preferred airline

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E-Travel Market in GCCE-Travel Market in GCC

• 45% of the GCC travelers are using the internet as 45% of the GCC travelers are using the internet as their main source of information for their Travel their main source of information for their Travel arrangement.arrangement.

• 15% of them are using their credit card or make 15% of them are using their credit card or make make direct booking online.make direct booking online.

• Travel agents remain the most widely used method Travel agents remain the most widely used method of booking holidays.of booking holidays.

• Reservation can be done online but 20% of those Reservation can be done online but 20% of those who make Online booking pay offline.who make Online booking pay offline.

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Reluctance to e-commerceReluctance to e-commerce

• For those who do not use their credit cards;For those who do not use their credit cards;

• 68% fear of misuse.68% fear of misuse.• 11% No need.11% No need.• 2.9% prefer cash.2.9% prefer cash.• 2.4% Do not like credit card2.4% Do not like credit card• 4.4% Prefer face to face deal.4.4% Prefer face to face deal.• Major banks do still advise their customers Major banks do still advise their customers

not to make any big transaction online.not to make any big transaction online.

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What is the internet used forWhat is the internet used for

• Get InformationGet Information 42,3%42,3%• StudyStudy 9,1%9,1%• Learning/researchLearning/research 1,1%1,1%• EntertainmentEntertainment 34,5%34,5%• Or sentimental needsOr sentimental needs 0,9%0,9%• Making friendsMaking friends 5,5%5,5%• Get free resources (e-mail account, personal Get free resources (e-mail account, personal

homepage, download resources)homepage, download resources) 2,7%2,7%• Communication (receive/send e-mail, SMS, fax)Communication (receive/send e-mail, SMS, fax) 1,8%1,8%• Stock tradingStock trading 1,0%1,0%• On-line purchasingOn-line purchasing 0,3%0,3%• Business activitiesBusiness activities 0,2%0,2%• Jumping on the bandwagon – for curiosityJumping on the bandwagon – for curiosity 0,4%0,4%• OtherOther 0,2%0,2%

Success of the Online travel IntermediarySuccess of the Online travel Intermediary

• Travel is an ideal product to sell over the Internet – you don’t have to taste, touch or see it to purchase

• People are now more comfortable buying online – especially accommodation and point-to-point, short haul flights

• The internet is quick, easy and convenient to use – at a time that suits your customer

• Online travel offers customers a wide choice of flights, hotels, package holidays or car hire – Octopus complements your web sites and fulfils your customers needs - no need to check multiple sites – a one stop shop!

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Enormous impact to the travel industryEnormous impact to the travel industry• Consumers have access to near perfect information

» They will find what they want, via the channel they want to use» They will shop around – there is little to no loyalty to brand

• Agency will provide each partner with information relevant to him, » We are surveying our customers – and the marketplace, we segment

them, and we tailor offers to our business partners needs

• Increased, not decreased, demand for cross-channel sales» It’s of course a must to have lower prices online, but we are also

available and equipped to assist/advise online customers on bookings via other (of-line) channels through Customer Service Centers across the world

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We Service our Partners….We Service our Partners….

Through:Through:

• Co- Brand and Partner Branded websitesCo- Brand and Partner Branded websites

• First Class Customer support in Local Language via Call CentresFirst Class Customer support in Local Language via Call Centres

• First Class Account Management to Drive the Business Conversion First Class Account Management to Drive the Business Conversion

• FREE Reservation systems allowing Travel Agents to place bookings on behalf of FREE Reservation systems allowing Travel Agents to place bookings on behalf of customerscustomers

• Facilities to search for, maintain and amend bookings Facilities to search for, maintain and amend bookings on-lineon-line

• Facilities to take on-line and off-line paymentsFacilities to take on-line and off-line payments

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• Affiliate PartnersAffiliate Partners– Low Cost Airlines and Scheduled CarriersLow Cost Airlines and Scheduled Carriers

• as click through and white-label through XMLas click through and white-label through XML– RailRail

OctopusTravel.com distributes through OctopusTravel.com distributes through

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• as click through and white-label through XMLas click through and white-label through XML

– RailRail

– Financial InstitutionsFinancial Institutions


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• as click through and white-label through XMLas click through and white-label through XML– RailRail– Financial InstitutionsFinancial Institutions

– On-Line Tour Operators and Travel AgenciesOn-Line Tour Operators and Travel Agencies


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• as click through and white-label through XMLas click through and white-label through XML– RailRail– Financial InstitutionsFinancial Institutions– On-Line Tour Operators and Travel AgenciesOn-Line Tour Operators and Travel Agencies

• Search engine optimisationSearch engine optimisation– Word search on Google, Yahoo, MSN, etc.Word search on Google, Yahoo, MSN, etc.


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• Search engine optimisationSearch engine optimisation– Word search on Google, Yahoo, MSN, etc.Word search on Google, Yahoo, MSN, etc.

• Portal Alliance MarketingPortal Alliance Marketing– MSN,MSN,– PricelinePriceline– Ask Jeeves, Kelkoo, etc.Ask Jeeves, Kelkoo, etc.– Banner advertisingBanner advertising


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• Search engine optimisationSearch engine optimisation– Word search on Google, Yahoo, Wanadoo, etc.Word search on Google, Yahoo, Wanadoo, etc.

• Portal Alliance MarketingPortal Alliance Marketing– MSN, PricelineMSN, Priceline– Ask Jeeves, Kelkoo, etc.Ask Jeeves, Kelkoo, etc.– Banner advertisingBanner advertising

• Retail booking systemsRetail booking systems– RBS, Flightscanner etc.RBS, Flightscanner etc.

• as click through or via XML Linksas click through or via XML Links


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Current Regional PartnersCurrent Regional Partners

• Air ArabiaAir Arabia• Air SaharaAir Sahara• Al Jazeera ChannelAl Jazeera Channel• American Express Middle EastAmerican Express Middle East• Jazeera AirwaysJazeera Airways• Middle East Airlines Middle East Airlines • MSN ArabiaMSN Arabia• Qatar AirwaysQatar Airways• Royal Air MarocRoyal Air Maroc• Royal JordanianRoyal Jordanian• Saudi Airlines Saudi Airlines

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Conversion

TrafficAwareness

Octopus Strategic ApproachOctopus Strategic Approach

Retention

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CreateCreateAwarenessAwareness

• Brand AdvertisementsBrand Advertisements• Public RelationsPublic Relations

Building AwarenessBuilding Awareness

DriveConversion

DriveTraffic

CreateRetention

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Off Line AdvertisingOff Line AdvertisingOff Line AdvertisingOff Line Advertising

• Through co-branded Off line advertising in Newspapers– Special Hotel

Deals– Free Hotel

Vouchers

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Flight Flight MagazineMagazineadvertisingadvertising

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On-line Distribution StrategyOn-line Distribution Strategy

• Online distribution Online distribution PartnershipsPartnerships

• Search engine trafficSearch engine traffic• Repeat CustomersRepeat Customers

Conversion

TrafficTrafficAwareness

Retention

Awareness Driven Traffic +Awareness Driven Traffic +

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Providing Multilingual One Stop Shopping Solutions to the Airline Industry


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Powering Vacation Solutions for the regions Carriers

Powering Vacation Solutions for the regions Carriers

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Special Customer Channel SegmentSpecial Customer Channel SegmentAirline Student SitesAirline Student Sites

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Destination Affiliate - DubaiDestination Affiliate - Dubai

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Destination Affiliate - OmanDestination Affiliate - Oman

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Co-Branding with On-Line Travel AgentsCo-Branding with On-Line Travel Agents

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Co-Branding with On-Line Travel AgentsCo-Branding with On-Line Travel Agents

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MSN Portal PartnershipMSN Portal Partnership

Multiple Multiple placements placements driving trafficdriving traffic

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Loyalty programs for Finance CompaniesLoyalty programs for Finance Companies

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Web VisibilityWeb Visibility

• We Promote OctopusTravel.com across the webWe Promote OctopusTravel.com across the web• We operate many different sitesWe operate many different sites• We Increase sales through presence on affiliate sitesWe Increase sales through presence on affiliate sites• We have an effective Search Engine StrategyWe have an effective Search Engine Strategy• We use targeted Pay-for-Click campaignsWe use targeted Pay-for-Click campaigns• We continually Evaluate Results and Revise ActionWe continually Evaluate Results and Revise Action

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Effective Web PresenceEffective Web Presence

1.1. High visibilityHigh visibility

2.2. Target “lookers” as well as “bookers”Target “lookers” as well as “bookers”– We see 100 “shoppers” for every “buyer”We see 100 “shoppers” for every “buyer”

3.3. Attractive and informative site(s)Attractive and informative site(s)– Multi images, Travel Guides, Currency Multi images, Travel Guides, Currency

Converters Converters – Virtual tours, photo galleries, Interactive maps, Virtual tours, photo galleries, Interactive maps,

etc.etc.

4.4. Helpful and friendly Local Customer Helpful and friendly Local Customer Service SupportService Support

– Never say no!Never say no!

• Global spend on search is predicted to exceed $11 Billion by 2008 Global spend on search is predicted to exceed $11 Billion by 2008 (excluding local search)(excluding local search)

Search Market Growth Search Market Growth StatisticsStatistics

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Search Engine MarketingSearch Engine Marketing• Can be Can be

compared to compared to advertisingadvertising on on the webthe web

• Tailor ads to Tailor ads to appear when appear when users enter users enter their search their search termsterms

• Pay per ClickPay per Click

Guarantees Guarantees exposure (can exposure (can optimise ads and optimise ads and price for ranking)price for ranking)

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ConversionConversion

TrafficAwareness

Marketing StrategyMarketing Strategy

Retention

Qualified Traffic Qualified Traffic (Shoppers)(Shoppers)

• Know your Know your customers need customers need and deep link into and deep link into the relevant the relevant productproduct

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www.octopustravel.com.hk/hotels.reservations/Hong Kong.htn –30k – 29 Nov 2004

Elements which convert look to Elements which convert look to bookbook

Innovative SearchInnovative Search

• Let the consumer see a hotel search result – not just a LINKLet the consumer see a hotel search result – not just a LINK• Let the LINK include real-time pricing based on availabilityLet the LINK include real-time pricing based on availability

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DynamicDynamicreal time real time pricing for pricing for packages packages including including customer’s customer’s choice of choice of airline and airline and hotel and hotel and travel datestravel dates HotelHotel

AirlineAirline

Dynamic Packaging for On-line Tour OperatorsDynamic Packaging for On-line Tour Operators

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Conversion

TrafficAwareness

Marketing StrategyMarketing Strategy

RetentionRetention

CRMCRM

• Know Your Know Your CustomerCustomer

• Create special Create special offers targeted at offers targeted at the individual and the individual and use this in e-mail use this in e-mail campaignscampaigns

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Affiliate e-mailmarketing

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Seasonal Seasonal e-maile-mailcampaignscampaigns

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ConclusionConclusion• For efficient distribution, create flexible distribution For efficient distribution, create flexible distribution

channelschannels• Enable B2B2C One-stop shop Web sitesEnable B2B2C One-stop shop Web sites• Engage Co-Branding with market leaders to reduce Engage Co-Branding with market leaders to reduce

investmentinvestment• Create First Class Customer Service SupportCreate First Class Customer Service Support• Let Customer Choice drive your product strategyLet Customer Choice drive your product strategy

Winners in the Tourist Industry will be those Winners in the Tourist Industry will be those Organisations, Airlines, as well as Intermediaries, Tour Organisations, Airlines, as well as Intermediaries, Tour

Operators and Agents, who understand and anticipate the Operators and Agents, who understand and anticipate the needs of the Customer, On-line as well as Off-line,needs of the Customer, On-line as well as Off-line,

and who distribute and deliver at the lowest cost leveland who distribute and deliver at the lowest cost level

THANK YOU THANK YOU FOR YOUR ATTENTIONFOR YOUR ATTENTION

amer al halabi regional manager octopustravel

Documents

year increase

online booking

travel agents

substantial year

travel arrangement

busiest year

market hotels

gcc hotel owners