Lures B2B seg­ment

This year, Ex­pe­dia will look to achieve a stronger foothold in the B2B seg­ment by launch­ing new pro­grammes and cash-based com­mis­sion struc­tures for agents.

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For Ex­pe­dia, 2018 was a good year! The online travel por­tal was able to meet all goals it had set for the year. Shi­raz Khan, Sales Man­ager— In­dia, Ex­pe­dia, says, “We have achieved ev­ery­thing we

de­cided to. The hi­er­ar­chy struc­ture and mar­ket per­for­mance went as planned. Go­ing for­ward, we are tar­get­ing agents from all Tier-I, II, and III cities, who are seek­ing ex­pan­sion. Agents can ex­plore their op­tions with Ex­pe­dia’s di­rect in­ven­to­ries and en­joy the best com­mis­sions in the world.”

Khan says that Ex­pe­dia has teams sit­ting in all mar­kets to as­sist agents. “Our man­age­ment also in­volves it­self and we have di­rect cus­tomer sup­port from Ex­pe­dia for the agents. How­ever, our best of­fer­ing is the com­mis­sion. Agents don’t need to re­mind us, they get them au­to­mat­i­cally with dis­counted prices. Hence, where they earn four B2B sys­tems, we are giv­ing them at least 12 per cent al­to­gether,” he says. What ben is that all com­mis­sions come di­rectly from Singapore. “The agents are quite happy about that be­cause noth­ing gets de­layed. We give our com­mit­ment that we will pro­vide the com­mis­sion within 25 days from the check-in date, and it comes as sched­uled,” he claims.

Ex­pe­dia also of­fers an af­fil­i­ate pro­gramme to the travel trade. “We have this af­fil­i­ate pro­gramme for the B2B seg­ment. Ear­lier, Ex­pe­dia was only de­liv­er­ing to end users. With this pro­gramme, we are cater­ing to the B2B seg­ment as well.”

For pro­mo­tion and mar­ket­ing, they are par­tic­i­pat­ing in travel shows and reach­ing out to agents in sev­eral ways. “We are dis­tribut­ing col­lat­er­als,

movie tick­ets, rais­ing com­mis­sions, and have also put spe­cial con­di­tions in place, within the sys­tem, where we in­crease the com­mis­sions for those who achieve or go be­yond a cer­tain level. We are run­ning close to seven pro­mo­tional themes,” shares Khan.

Khan says that when it comes to the North, Ex­pe­dia is do­ing well in Delhi, Haryana, and Pun­jab. In the West, it’s per­form­ing well in Mum­bai and in the East, it has good pres­ence in Ben­gal. In the South, Ex­pe­dia is present in Chen­nai and Ben­galuru. The por­tal is now ex­pand­ing its roots with a view to cap­tur­ing smaller cities in the next two to three months.

Shi­raz Khan Sales Man­ager—In­dia Ex­pe­dia

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