Expedia MD: How we're rallying around the customer

In CMO's series of CEO-level profiles, we chat with MD of Expedia, Georg Ruebensal, about his views on modern marketing strategy and the CMO

Expedia MD, Georg Ruebensal
Expedia MD, Georg Ruebensal

Expedia Australia’s managing director, Georg Ruebensal, talks about how the group is striving to improve customer lifetime value.

Marketing and digital… go hand-in-hand for us. Too many companies have very different presentations of their offline and online presence, but we see each as an extension of the other. As a full-service online travel agent, we don’t own the end product (the hotel room or airline seat), we are only selling a ‘commodity’. Therefore, apart from the scope and range we offer, our product differentiator is user experience. Whether we talk to customers at the top of the funnel through an inspirational TV campaign, target travellers when they are ready to buy through retargeting or other direct response channels, or address those in the final purchase stages on our website, the core brand story remains the same: Expedia is the place to go for any of your travel needs.

As a CEO, my perception of marketing… has and hasn’t changed in recent years. The importance of marketing hasn’t changed at all, but yes, our understanding of it certainly is continuously evolving. Gone are the days when we only looked at brand, database and search engine marketing. The business opportunities – and risks – have increased considerably, with new players and concepts that didn’t exist a few years ago. Then there’s the ever-evolving social landscape, retargeting and custom audiences to address, plus a new breed of meta and affiliate travel sites. All of these provide new opportunities to position our products and services.

Today’s CMO… must integrate and work with all teams to ensure our brand message reflects our products and lives across all touchpoints – from advertising, customer acquisition and retail to the offline and post-trip experience. Equally important is identifying and capitalising on new trends and marketing opportunities, which almost always these days are data driven.

We are developing a business culture focused on customer centricity… by striving to understand what our customers think about Expedia, from booking until they have returned from their trip. To do this, we have implemented a Net Promoter Score (NPS) across many touchpoints. We have a large screen with our current NPS in the staff kitchen, and each new rating we receive pops up in a coloured tile with the products booked and customer commentary. That alone is driving good conversations. The NPS is also fully embedded into our KPIs, driven by a dedicated customer experience director, and has the same business prominence as the financial results. We are now translating a 1-point change in NPS into actual financial gain/loss based on customer lifetime value, making it even more tangible for everyone to rally behind our customer value proposition.

Related: Dell, Expedia share how they're striving to improve customer engagement

Big data recently helped us… enhance our US flight search capabilities. The average number of searches a customer makes per booking has increased from 15 to 48 over the past few years. Our recommendation service, which will soon launch in Australia, uses patterns from how other travellers search for the same route, and finds alternatives such as different airports, dates or airline combinations.

One game-changing technology trend impacting our industry… is the advance of multi-device shopping. Understanding our customers’ path to purchase is no longer as straightforward as it used to be and the relevancy of technology previously used has been reduced. This is something that impacts all of our customer touchpoints and marketing channels, so making smart technology investments has become an even greater priority.

About the company

Expedia is an online-based travel agency providing business and consumer booking services for flights, hotels, car rentals, tours and holiday package deals. The US-based company has 20 localised websites, plus mobile apps and Facebook properties, and claims to have millions of users planning travel activities via its site every month.

This article originally appeared in CMO's June 2014 magazine edition. To subscribe to your complimentary copy of our print title or our weekly newsletter, subscribe here .

Follow CMO on Twitter: @CMOAustralia, take part in the CMO Australia conversation on LinkedIn: CMO Australia, or join us on Facebook: https://www.facebook.com/CMOAustralia, or check us out on Google+: google.com/+CmoAu

Signup to CMO’s email newsletter to receive your weekly dose of targeted content for the modern marketing chief.

Join the CMO newsletter!

Error: Please check your email address.
Show Comments

Supporting Association

Blog Posts

The evolving role of the CMO

They say that “change is the only constant”. It’s fair to say that in the 20 years I’ve been in marketing positions, the role of the CMO has changed completely.

Tim Tez

Chief product and marketing officer, MetLife

Transform your marketing analytics to outperform your competition

As digital and offline brand experiences diversify, more customer data is becoming available to marketers. At the same time, the number of tools available to analyse this data is increasing rapidly. Leading marketers are taking advantages of these shifts and transforming their marketing analytics practices to outperform their competitors.

What CMOs get wrong with content marketing

Content marketing: It’s everywhere you look, and it’s a proven component of an effective marketing strategy. And yet more than half of all marketing professionals struggle with a lack of internal content creation resources.

Aaron Agius

Co-founder and managing director, Louder Online

Working with Kim was an absolute career highlight for me. She is creative, strategic, innovative and a forward thinker. She is a true l...

Anonymous

Helloworld scraps CMO role

Read more

It's the biggest disappointment for me because i mostly use whatsapp and separate it from my facebook account. I use high level encryptio...

amiron carro

Facebook will use Whatsapp users' personal data to target ads

Read more

I have consistently the worst customer experiences from AUSPOST. I regularly send packages and letters via registered post service, and t...

Winnifred Antoinette Mok

Aus Post's customer chief: CX is about convenience, control and choice

Read more

Such a great new you've shared with us I really agree with the records you shared as this is true that this report may able to quantify t...

Lucy Eva

Report: Mobile app time dominates Australian smartphone usage

Read more

It is heartening to see that the South Pole Group use a Balanced Scorecard to monitor progress. In such a complex area where communicatio...

Clive Keyte

How South Pole Group is tapping media intelligence for customer conversion

Read more

Latest Podcast

More podcasts

Sign in