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CAPA Australia Pacific Aviation & Corporate Travel Summit
Sydney 1 August 2018
Dean EastonTitle, Manager Hotel Sourcing
Email : [email protected] : 4dconsulting.com.au
LinkedIn : 4th Dimension Consulting Australia
Welcome
4D BUSINESS TRAVEL CONSULTING
AGENDA
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A look at our presentation agenda
What we will cover today
FINDING SAVINGS Sourcing savings in a constrained markets
4D MARKETUPDATE
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DISCUSSION
Q&A
BEST DAILY RATESFinding the balance between fixed contracted rates & OTA’s
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Global TeamGlobal Business with experts based around the world
UNITED KINGDOMLondon team experienced
program re-engineering and
sourcing
UNITED STATES
Based in Philadelphia and Boston,
a team of Senior Advisors and
Sourcing Specialists managing
global programs
AsiaTeams dedicated to BI, Data
Analytics, Research and Supplier
Audits.
AUSTRALIA
Located in Sydney & Melbourne a
team of Senior Business Advisors and
Sourcing Specialists managing global
programs
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Inbound Visitors
Australia = 9M75% Holiday & Visiting Friends11% Business & Conferencing7% Education
New Zealand = 4M81% Holiday & Visiting Friends11% Business & Conferencing2% Education
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2017 Hotel Occupancy
89%SYDNEY
86%MELBOURNE
77%PERTH
74%BRISBANE
79%ADELAIDE
80%HOBART
80%QUEENSTOWN
82%AUCKLAND
80%WELLINGTON
75%CHRISTCHURCH
2018 Annualised forecast +2% national average
4th Dimension FocusGlobal Hotel Corporate Purchase Trends
Q2 2018
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Oceania Q2 2018 ARR
$262SYDNEY
Market ARR Analysis
AUSTRALIA Q1 VS Q2 2018 ARR $1 TO AU$197
NEW ZEALAND Q1 VS Q2 2018 ARR -$6 TO NZ$205
$209MELBOURNE
$193PERTH
$188BRISBANE
$180DARWIN
$184ADELAIDE
$186HOBART
$207CANBERRA
$188HAMILTON
$243AUCKLAND
$175CAIRNS
$189NEWCASTLE
$204WELLINGTON
$192CHRISTCHURCH
PERTH
CHRISTCHURCH
BRISBANE
+ $1
- $10
+ $3
SYDNEY
AUCKLAND
MELBOURNE
- $8
- $14
- $3
+ 0.4%
- 4.5%
+ 1.5%
- 3.0%
- 5.2%
- 1.4%
Local Currency ARRVar. Q1 vs Q2 2018
AU$ & NZ$ LOCAL CURRENCY
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Why have a Hotel Program
Discount Savings Preferred Suppliers
Core features of a corporate hotel program
Leakage Care SatisfactionCompliance
Enhance land attachment within reservations
Enhance Duty of Care coverage
Compliance to right rates & leverage future
negotiations
Maximize traveler satisfaction
Maximize hard dollar hotel discount savings
Capture soft dollar rate savings (wifi, shuttle,
breakfast)
Increase preferred property coverage
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0
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2
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Best RateTravel
Program(Budget)
Rate Caps(decrease
10%)
Best RateTravel
Program(Midscale)
NegotiatedRate
Program(Budget)
Pier DiemAllowance
Rate Caps(increase
10%)
Chain WideDeals
LoyaltySchemes &
Value
NegotiatedRate
Program(Midscale)
Best RateTravel
Program(Upscale)
Rate Caps(increase
40%)
NegotiatedRate
Program(Upscale)
No HotelTravelPolicy
Traveller Satisfaction
Cost Saving
Pros & Cons of Contracted vs Best Rate of Day
Open Hotel ProgramO
PTI
MIS
ATI
ON
SC
ALE
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WHAT IS WORKING WELL
TODAY?
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WHAT IS NOTWORKING WELL
TODAY?
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• Leverage Hotel Partnerships
• Rate Value Adds
• Employee Diversity & Property Choice
• Triumvirate Hotel Rate Choice
• Continuous Sourcing
• Category Management Plan
• Small Meetings & Events Strategy
• RFP Outsource Savings & Value = ROI
4D Optimised Hotel Programs
H HHHH
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Hotel Openings
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Sydney
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How many ways can your traveller
book a room today?
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Client Negotiated Rates
More than just a negotiated rate program
Hotel Rate Options
Chain HotelDiscounted Rates
TMC DiscountedRates
OTA, ConsortiaDistressed Inventory
Hotel BAR
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• Triumvirate Hotel Rate Choice
• Seasonality of rates
• Low Supply & Strong Demand
• Employee Choice
• Continuous Sourcing
• Continuous Program Management
Optimising Hotel Programs
H HHHH
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DISCUSSION
D4
Questions & Answers
CHALLENGE LEGACY THOUGHT AND SYSTEMS TO PROVIDE BETTER SOLUTIONS
Website : 4dconsulting.com.auLinkedIn : 4th Dimension Consulting Australia