Amadeus Insights
Contents
Amadeus Insights
Close
Priority:
Merchandising
Some 78% of Business Travel Agencies in the ten key countries surveyed said they ‘frequently’ suggest additional add-ons, such as hotels or ground transport, when planning a trip, although 11% of Business Travel Agencies never do so today.
Like Online Travel Agencies, Business Travel Agencies suggest the main reason for offering add-ons is not to drive more revenue for their business. Rather, these companies are seeking to ‘offer the full end-to-end trip to our customers’ (66%) and to better meet the needs of their corporate customers and to remain relevant by ‘being a one-stop-shop’ (61%).
Both Online Travel Agencies and Business Travel Agencies are working to become the sole destination for a traveler as they build a trip. This data suggests that for agencies, delivering long-term value to the traveler and being able to provide a full service across the end-to-end trip is more important than short-term revenue gains.
On top of air travel, how often do Business Travel Agencies suggest additional add-ons such as hotels, car rentals, rail, insurance or transfers to your customers?
Why do Business Travel Agencies suggest additional add-ons such as hotels, car rentals, rail, insurance, transfers to your customers on top of air travel?
%
To be able to service a full end-to-end trip for our customers
%
To be a one-stop-shop to meet traveler needs
%
To gain a mark-up and drive revenue from that content
%
Other
How important or unimportant is it to merchandise airline products currently?
At the same time, some 88% of Business Travel Agency respondents view merchandising airline products as ‘important’ with a third viewing it as ‘very important’.
Why is it important for Business Travel Agencies to be able to merchandise airline products well?
For Business Travel Agencies, the top reason for investing in merchandising capabilities is to meet the needs of airlines, followed by meeting the needs of travelers as a ‘one-stop-shop’.
%
To build stronger relationships with airline partners
%
To be a one-stop-shop to meet traveler needs
%
To keep up with options available on airline and competitive websites
%
To gain a mark-up and drive revenue from merchandising
%
To gain access to more airline content
Business Travel Agencies are looking to technology providers to assist them in the objective of selling travel products beyond air travel, with respondents planning to invest in technology to create real-time packages and to better control inventory.
Finally, Business Travel Agencies are seeking rich content to support their merchandising drive.
When it comes to selling travel products beyond air travel, such as hotels, car rentals, rail, transfers and insurance, where do Business Travel Agencies think technology can help the most?
When thinking about merchandising the end-to-end trip, what do Business Travel Agencies consider the highest priorities?
%
Accessing rich content like expanded descriptions or images to better sell the product
%
Being able to shop and compare different types of content easily
%
Upselling to a better rate option
Back to Investment Priorities