Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Analysis and Business Model Comparison – Hotel.de and Marriott Marriott – Hotel Chain Hotel.de – Hotel Search site

1 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Agenda Website introduction Business models Business model comparison Business strategy Customer benefits comparison Usability Room availability check

2 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Marriott International Inc. worldwide operator and franchisor of hotels and related lodging facilities leading lodging company headquarters in Bethesda, Maryland, United States ca. 3,000 lodging properties in U.S. & 67 other countries hotels and resorts divided into 5 portfolio of brands ca. 151,000 employees worldwide in 2008 hotel.de AG founded in 2001 with 16 employees, 420 employees in 2008 operates a worldwide online hotels best-price-search and reservation service one of the leading online reservation systems over 210,000 registered hotels worldwide and 500,000 hotel reviews headquarters in Nuremberg, Germany one of the Germanys fastest growing technology ventures Chosen Websites

3 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Hotel.de Business model

4 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Marriott.com Business model

5 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Business model comparison Large number of business actors Self-produced content Special offers and additional services Seamless integration of external services Rich multimedia news through web, , RSS Online job search, information and application Main revenues generated by customer bookings Fewer business actors Supplier and user generated content Best-price offers and hotel reviews as main focus Loose cooperation with external service providers News merely via newsletter Online job advertisements only Main revenues from commission fees

6 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Business Strategy Tourism core services, cooperate network focus on online reservation special access points for resellers Possibly derived from resource based view allocation of an integrated platform “Market-Maker” Online and phone reservation incentives for resellers Possibly derived from Marked based view allocation in a niche classical simplified tourism distribution system

7 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Customer benefits comparison No booking fees to pay storing of personal information for a faster management of a reservation in future No booking fees to pay storing of personal information for a faster management of a reservation in future offering of special propositions providing the lowest rates more detailed information (pictures, facilities etc.) offers special rates (e.g. Senior rate) search option for special propositions sorted by themes overview of numerous offers + BP hotel reviews from other customers further advantages for large business customers services for special events specifying additional preferences hotel’s own online shop Marriott reward-system reservation in the vicinity of an address / sightseeing / POI or on the basis of certain events

8 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Usability Technical Invalid links0,09%0,4% HTML validity188 Errors85 Errors CSS validity13 Errors10 Errors Usability with CSS off-- Usability with JavaScript off+ (some features disabled) Usability with cookies off-+ RSS FeedsMarriott eBreaks- Usability on handheldAutomatic recognition of handheld devices Completely dependent on the browser Extra mobile website+- Steps to book67 General Usability

9 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan Availability check Availability check for a room in Berlin on Nov 1 st 2008: Offer 3 hotels within a radius of 20 kilometers to the city center search limited to offers from franchisees, subsidiaries and Marriott hotels 344 hotels within a radius of 20 kilometers to the city center (3 of them from Marriot) Price prices between euro on the selected day prices between 25 – 4100 euro on the selected day identical prices for the 3 Marriott hotels Services directions and transfer service to the hotel map with the locations of the hotels directions to the hotel an overview of fairs within desired reservation dates map with the locations of the hotels

10 Analysis and Business Model Comparison – Hotel.de and Marriott Hong-Son Dang-Nguyen, Oktay Gül, Svyatoslav Hresyk, Firas Jradi, Mayooran Thillainathan The End Any questions?