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  • Trivago English

    Transféré par

    Isabela Moreira Pereira
    113 vues10 pages
    1) Trivago is considering a partnership with a South African company to expand into the growing South African market. 2) Through market research, Booking.com was identified as the top potential partner based on its large South African portfolio, strong service reputation and credibility. 3) Trivago's sales pitch to Booking.com focuses on the benefits of the partnership, including leveraging Trivago's strong brand and advertising campaigns to drive more users to Booking.com's platform in South Africa. The partnership would allow Booking.com to focus on its core service while benefiting from Trivago's expertise and technology.

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    1) Trivago is considering a partnership with a South African company to expand into the growing South African market. 2) Through market research, Booking.com was identified as the top potential partner based on its large South African portfolio, strong service reputation and credibility. 3) Trivago's sales pitch to Booking.com focuses on the benefits of the partnership, including leveraging Trivago's strong brand and advertising campaigns to drive more users to Booking.com's platform in South Africa. The partnership would allow Booking.com to focus on its core service while benefiting from Trivago's expertise and technology.

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    © All Rights Reserved
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    113 vues10 pages

    Trivago English

    Transféré par

    Isabela Moreira Pereira
    1) Trivago is considering a partnership with a South African company to expand into the growing South African market. 2) Through market research, Booking.com was identified as the top potential partner based on its large South African portfolio, strong service reputation and credibility. 3) Trivago's sales pitch to Booking.com focuses on the benefits of the partnership, including leveraging Trivago's strong brand and advertising campaigns to drive more users to Booking.com's platform in South Africa. The partnership would allow Booking.com to focus on its core service while benefiting from Trivago's expertise and technology.

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    sur 10

    Project: South Africa

    Prospecting and Sales pitch

    Project in a nutshell
    Situation

    New pointof-sale for


    South Africa

    The
    potential
    partner

    Considerati
    on

    Prospectin
    g

    Focus: local
    end customers

    Methodology

    Booking.com

    Assumptions:
    based on
    Trivagos
    platform

    Results

    Portfolio
    Connection

    Sales Pitch

    Prospecting: Start point


    What Trivago want?
    Fulfill shareholders expectation
    Take advantage on the growing market/
    economy
    Meet local end customer expectations

    What our potential partners


    must have?

    Local knowledge and local portfolio


    Able to think local and act Global
    High credibility and branding
    Strong Service care

    Trustful and high credibility


    partnerships

    Easy booking process

    Long term partnership

    Time in the business (experience)

    Expertise and experience from partners

    User friendly and technically efficient


    website

    Smooth process of booking

    Clear cancelation policies

    Market Research: Find the potential


    partner
    Google
    South
    African
    hotel
    associati
    on

    Skift.com

    Potenti
    al
    Partner
    Review
    Centre.co
    m

    Online
    Surveys

    Social
    Media

    Data consolidation and Analysis


    KPI**/ OTA

    KPI
    weight

    Agoda

    Booking.c
    om

    Room for
    Africa

    Portfolio
    connection

    Portfolio/ knowledge
    in SA

    35%

    4.5

    4.5

    2.5

    Service**

    35%

    3.7

    4.7

    2.3

    Credibility

    20%

    2.4

    3.7

    4.7

    Experience

    10%

    100%

    3.4

    4.8

    2.7

    3.2

    TOTAL***

    *KPI metric: 1 (min) to 5


    **Service: local call center, easy
    navigation, search tools, overall
    appearance

    Prospecting: approaching the


    potential partner
    How to make the right approach?
    Prospective Speech
    Find the right contact : Decision
    maker
    Offer a partnership not just a
    product
    Contact with emphasis on: Trivagos
    name
    Keep key points for first physical
    meeting

    Final Ranking:
    1st: Booking.com SALES PITCH
    2nd:Portfolio Connection
    3rd: Agoda
    4th:Room for Africa

    We want you to be our partner in


    South Africa
    Why South Africa?
    Booming Economy
    Increase purchase power of
    middle class
    Why not go alone as a OTA?
    Unifying trend listen to the voice
    of customer
    The business model that will lead
    in the future
    *source: World development indicators

    What does Trivago has to offer?


    Benefit from Trivagos brand
    name
    Benefit from Trivagos advertise
    campaigns in different media
    channels
    Turn your focus on your core
    service and leave the rest with
    trivago

    Our
    tools

    Our
    Strong
    Brand
    Our
    Experti
    se

    Benefit from Trivagos platform


    Better quality data with trivagos
    services

    Successful
    partnership

    How will our partnership increase


    your profit
    Increase your daily users access
    Will decrease you costs with unsure
    marketing campaigns
    Better cost structure
    Work closer to your competitors
    Focus on a better price strategy
    Consulting partnership

    *Hypothetical numbers

    Your question counts!


    Thank you!

    Isabela Moreira Pereira

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