Working the MarketGermany/Austria/SwitzerlandChristian HribarEMEA Regional Meeting 2007: Working the Market Germany/Austria/Switzerland Christian Hribar EMEA Regional Meeting 2007


Slide2: Austria Bosnia H Bulgaria Cyprus Czech Republic Germany Greece Hungary Liechtenstein Macedonia Poland Rumania Slovakia Switzerland Turkey


Corporate Travel: Corporate Travel Germany: Forecast for 2007 is positive Germany + 19%, Europe + 40%, Intercontinental + 39% Overall increase in Online bookings + 45% Overall increase in Low Cost Carriers + 54% Lower travel cost opens new markets DUS-Thessaloniki, Venice HAM-Edinburgh, Dublin, Venice, Klagenfurt MUC- Dublin, Moscow, Athens, Thessaloniki, Rimini, Nice, Florence, Bari, Naples, Palermo CGN-Manchester, Salzburg, Porto, Bilbao, Dublin, Genova, Marseille


Market Trends Business Travel Germany : Market Trends Business Travel Germany 150,66 million Business trips from Germany (+4 Mil.) 84% small and midsize companies 78% (+ 6%) BT in Germany, 14% (-5%) Europe, 8% (-1%) intercontinental BT-spend € 46,2 bil. (+2,2%) - average spent € 146 p.P.p.D (+€40) Worldwide 51,3 (+3%) million overnights - – at € 142,-- (+€10) Average length of 2,3 days Hotelbooking-behaviour: 8% (17%) via Internet/Travelportals 67% (56%) direct via brand website (25%!)/fax/phone/mail 17% (21%) via Travel Agencies, 4% (5%) via Travel Management portals 4% (1%) other ways Source VDR- Verband Deutsches Reisemanagement 2006


Business Travel- Corporate: Business Travel- Corporate Top Corporate Managed Accounts: Siemens AG Phillips Adidas AG Commerzbank UBS SAP AG Deutsche Bank e.on RWE Deutsche Börse G. Procter & Gamble EMEA Henkel KGaA DaimlerChrysler Finanzverbund Swiss RE Munich Re Novartis Roche Volkswagen (VW) BMW Group NEW: Serono Deutsche Bahn AG Deutsche Post/DHL Bertelsmann Philipp Morris/Kraft Foods International Bayerische Landesbank TMG (Vodafone/Arcor/ Demag/ZF Sachs) ZDF (TV) PUMA AG


Travel Industry Accounts D/A/CH: Travel Industry Accounts D/A/CH Key Accounts: American Express Travel/ Amex –MTS/ HRG Central Europe/BCD Travel/Carlson Wagonlit Travel/FCMDER Business Travel/btaTravel-Switzerland/ LCC – Lufthansa City Centers Business Plus E-commerce: Ehotel/hotel.de /derhotel.com/tui-hotels.com/HRS -> Trend: Role has changed now to „Consultants“ - offer corporate clients own IBE/own RFP Tools for Corporate RFP‘S - Only reachable through „Preferred Partnership Status“ – NO ACCESS!


Groups: Groups Agencies: MARITZ–Starcite /Maxsense /Penta / Audience/ Atlantik Network / VOK DAMS / Ten & One /Intercom/KOGAG Increase in smaller specialized Agenices Majority national & regional destinations/International slight increase Shorter and smaller meetings, but more frequently Focus on day conferences Venues at external event locations/internal meeting/ facilities Shorter lead times (15-60 days) Demand of values (commissions on F&B) Corporates: Siemens AG MSD Texas Instruments Clarins Jafra Cosmetics Novartis BMS Bertelsmann SonyEricsson DBV Winterthur SAP Allianz HypoVereinsbank Merill Lynch VW Daimler Chrysler


Tour Operator – Leisure market: Tour Operator – Leisure market Holiday-spend € 53,3 bil (+ 0,2) - average spent € 67 p.P.p.D (+€4) TUI (Airtours/1-2-Fly/Wolters/oft/TUI/Discount Travel/Dr. Tigges) -> TUI Interactive – www.tui-hotels.de Thomas Cook (Neckermann Reisen/Thomas Cook Reisen/Bucher) REWE Touristik (Dertour/ADAC/ Meiers Weltreisen/ITs/Atlas Reisen) - -> www.derhotel.com Other specialized Operators: Windrose Reisen/Nova Golf Reisen/KIWI Tours/Hauser/Studiosus, The Net (independent leisure association with C&M Frankfurt, Ottowitz&Probst Munich; Cosa Travel Zurich) High end leisure catalouges: DER Deluxe/Airtours/Thomas Cook ->Trend: - High increase in Cruises - Still only 3% of their business is through their websites!


How to work the market? : How to work the market? Roadshows & Events: MICE Road Show DUS/CGN April 23-26, 07 Global Hotel Showcase July 3-5, 07 (ZRH/FRA/MUC) Roadshow South Germany September 17. – 21.o9.07 Swiss Roadshow (GVA/ZRH) October 15 – 19, 2007 Roadshow North Germany – November Leisure & Golf Showcase January 29-38,2008 Target the “right” accounts Networking through Regional Office in Munich Send promotions for Consortia‘s to „Partnerhsip Coordinators“ Arrange appointments with BTC‘s through Regional Office BAR Rates! Load rates for corporates! Floating Rate Structure Famtrip opportunities for Agents Marketing Opportunities (Consortia’s)


The team in the new Munich Office: The team in the new Munich Office Christian Hribar, Regional Director Caroline Steimle, Coordinator Global Sales Martin Gahn, Revenue Account Manager Stephan Brauer, Senior Manager Global Sales