www.dolphind.com

Company and Product Presentation

INTERMEDIARYTECNOLOGY

-WHERE NEXT

Roberto Da Re - CEO

© Dolphin Dynamics Ltd.

Internet Booking EnginesAccounting

Advanced Reporting

1980 1990 1995 2000 2005 2010 2015

CRM

Technology focus over the years

Aggregation & Integration

DOS to Win

IBM PS/2

???

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www.dolphind.com

Automate the manual process

� Generic advertising

� Customer comes looking

� Search by Destination/Date

� Product sourced

� Product offered

� Product hopefully sold

© Dolphin Dynamics Ltd.

www.dolphind.com

Where next ?

Time to move beyond automation of manual processes

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www.dolphind.com

Towards a new process

� Engage

� Get to know the customer

� Interact via any channel

� Personalise experience

� Source adequate product

� Personalise communication

� Differentiate from competitors

� Inspire

� Recommend the right products

© Dolphin Dynamics Ltd.

www.dolphind.com

© Dolphin Dynamics Ltd.

www.dolphind.com

www.dolphind.com

www.dolphind.com

Where are we in travel ?

� Suppliers are already working on it

� Frequent Flyer & CC programs

� Fare unbundling

� IATA’s NDC

� Hotel Rewards program

� But intermediaries are way behind

� Some large OTAs experimenting (Travelocity & Expedia agreement?)

� I never received an “Amazon like” email!

� Offline better than online

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www.dolphind.com

New team members?

� The “Travel Editors” ?

� What might these people need to do?

� Catalogue product types

� Manage product locations

� Create engaging information

� Configure recommendation engine

� Monitor customer search logs

� Create marketing campaigns across multiple channels

- Monitor open rates and Click throughs

- Conversions / DDI results / etc..

© Dolphin Dynamics Ltd.

www.dolphind.com

Closing

� The next frontier for Intermediary Technology is moving from “process automation” to proactive “retailing”

� Requires considerable investment to do it on-line

� Requires a new mentality and employees with different skill sets

� Probably the only way to remain relevant in the distribution landscape

© Dolphin Dynamics Ltd.