Customer Relationship Management

June 2001

A blueprint for customer relationship

management in the travel industry

Prepared for IBM Travel and Transportation

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Introduction
Contents
“...customers now take the basics for granted and increas-
2 Introduction ingly want a company to desire to help them [and] to treat
3 CRM initiatives them in a personal, caring way.”
7 Relationship management
for airline or hotel This quote from Lord Marshall, the Chairman of British Airways Plc, is a
15 Physical architecture common sentiment being expressed by the major travel operators around
17 Methodology the world.

In the competitive travel industry, customer satisfaction no longer guarantees

customer loyalty. Deregulation, increased parity of products, the availability
of new and diverse direct distribution channels, industry alliances, and
many other factors have combined to force operators in the travel industry
to focus on new differentiators in order to maintain current and develop
greater marketshare.

In response to this new environment, travel providers are undertaking initia-

tives centered on identifying, developing and retaining high-value customers,
under the overall banner of customer relationship management or CRM.

CRM is the disciplined application of customer information to build customer

relationships through:

• Continually refining insights into customer needs, habits, and economics

• Developing targeted and tailored value propositions based on those inputs
• Strategically focusing business resources on activities that build long-term
customer and economic value.

This paper introduces the IBM approach to this new set of challenges within
the travel industry and describes the solutions blueprint which frames the
offerings from IBM in the market.
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CRM initiatives
The overall strategic business objective of CRM is to build loyal customer
relationships, where companies can anticipate their customers’ needs and use
information to personalize relationships, providing customers with confidence
and trust in their dealings with the organization. Under this overall strategy,
CRM translates into a multitude of specific projects or tactics, ranging from
introducing new, diverse distribution channels aligned with people’s changing
lifestyles, to understanding customer value and using this to prioritize
marketing and service resources. CRM focuses on three imperatives of
customer relationships:

• Customer acquisition – Who are the profitable customers and how do we

attract them?
• Customer development – How do we deliver what the customer wants, how
they want it, when they want it to optimize profits and revenue?
• Customer retention – How do we build and sustain customer loyalty?

There are many means of achieving these goals, including:

• Understanding customer value and lifecycle to prioritize marketing and

service resources
• Using customer information to target promotional offers and cross-selling
activities effectively
• Using customer information in the design and development of products
and services
• Recognizing customers as individuals at all customer-contact points
• Offering personalized or mass-customized service
• Utilizing multiple alternate channels for marketing, sales and service
transactions in order to improve service and reduce cost
• Increasing the “share of customer” through greater penetration of travel-
related products.
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The benefits of implementing effective customer relationship management

practices and solutions are dramatic. Contrary to common misconceptions,
CRM initiatives can result in reduced costs and increased profits. Loyal cus-
tomers are typically less sensitive to price and therefore drive yields upwards
rather than diminishing them. Marketing to loyal customers is also far more
cost-effective than acquiring new ones. Research has shown that identifying
and developing new customers is between four and ten times more costly than
retaining existing ones. Distribution costs may also fall as distributing and
marketing products through the optimal channel mix for the individual will
optimize returns compared with promoting and using inappropriate and
ineffective means.

CRM does not just mean differentiated service for high-value customers.
Personalization, for instance, need not be limited to those customer segments.
The availability of Internet channels such as the Web and e-mail reduces the
cost of mass customization. Using these channels, travel providers can person-
alize service for the masses without incurring heavy overhead or developing
personal, one-to-one relationships for large numbers of people.

Simulation exercises performed across many industries by Bain & Co.1 have
shown that CRM will be by far the greatest source of competitive advantage in
the future; with only a 5% increase in retention resulting in a profit increase
of up to 125%.
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An integrated, customer-centric approach

The benefits of CRM are unchallenged, but the development of integrated
solutions and practices to deliver these advantages requires careful planning
and consideration. IBM has therefore developed a blueprint to support the
travel industry in moving to a more integrated customer-centric approach.
Figure 1: CRM blueprint.

The blueprint consists of a functional architecture, solution components, a

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technical framework, and methodology. The overall architectural model for

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Customer recognition A number of organizations in the travel sector have already implemented many
of these solution components. However, the true benefits of CRM will be
Contact channels
realized only with integration and seamless flows of information and process
among customer information systems, customer intelligence solutions, and
customer access points.
Channel management

IBM recognizes that the investments required to achieve the ultimate goals
Operational processes
and applications of relationship management are considerable in terms of time, solutions,
processes and policies. The blueprint is therefore designed to support any
Decision systems number of entry points, allowing operators to position their existing environ-
ments within an overall framework to help develop a strategic vision and to
prioritize investment to areas where the greatest rewards can be achieved.
Data
The three high-level components to the IBM CRM blueprint are customer
information, customer intelligence and customer access.
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Customer information is the foundation for any CRM initiative, and allows
an accurate picture of customer needs and wishes to be built. Typically, this
information is a collection of data elements acquired from backend operational
systems, such as customer loyalty and reservations systems, and customer
contact, complaint and feedback solutions. Information captured falls into the
following categories:

• Demographic profiles
• Loyalty membership information
• Service preferences
• Purchase and travel history
• Contact information
• Online behavior

Customer information can then be exploited to provide customer intelligence,

which translates raw data into true customer knowledge. It is this intelligence
which allows travel companies to personalize operational workflow and
begin the process of ongoing dialogue. The customer intelligence component
includes such activities as data-driven customer segmentation, lifecycle model-
ling, prediction and scoring, targeting, and true customer value management.
The intelligence layer also embraces the decision systems which influence
the behavior of operational transactions according to any combination of
customer-related criteria, allowing for operational processes to be modified to
become “customer-centric.”
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The third area, customer access, relates to all customer transactions and
“touchpoints.” It encompasses selecting the correct mix of inbound channels
to allow choice and convenience, and the most appropriate outbound channel
to promote penetration of marketing efforts. Customer recognition, service
personalization, and the results of any transaction must be consistent and
seamless across all automated and assisted channels.

These high-level components can be mapped to a more detailed blueprint for

each part of the travel industry.

Relationship management for a major airline or hotel

The architecture shown in Figure 2 applies to a typical large-scale scheduled
airline operator or a large hotel chain.

Customer Information
The customer information layer collects customer attributes from any number
of operational systems to allow the airline or hotel to develop a customer-
focused model of its operations.

Airlines have typically used booking information as the primary entity to track
activity, meaning that much of the information in backend systems is keyed
by Passenger Name Record, or PNR. However, the PNR presents an incomplete
picture, so the construction of a customer-based information warehouse is
critical. Typically data may be collected from up to 30 operational systems to
produce the complete view required to support effective CRM. This should
include the following essential data sources:

• Reservations system
• Departure control system
• Frequent flyer program
• Revenue accounting
• Customer contact system (call-center)
• Baggage management
• Web site
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A hotel will also collect data from many operational systems to produce
a complete view, including:

• Central reservations system

• Property management system
• Loyalty program
• Back-office systems
• Customer contact system (call-center)
• Food and beverage systems
• Web site

Ticketing/ Service
Marketing Reservation confirmation Check in delivery Arrival Follow-up
Figure 2: CRM architecture for
a major scheduled airline. The Customer recognition
architecture for a hotel will be
Customer contact channels
similar, but the super processes
will include shuttle services, Channel management
guest services, food and beverage,
Customer related travel super processes
and checkout instead of departure Product development Yield management Cabin service
control, airport and cabin services, Contact management Ticketing Baggage handling
and baggage handling. Campaign management Departure control Complaint management
Reservation Airport services Loyalty administration
Decision systems

Customer recognition

Operational data
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Airline check-in example

An airline passenger may check in through one of three contact media –

telephone, kiosk, or face-to-face at a check-in desk. Whichever channel is
selected, the process will be identical. The passenger will present the necessary
information to the agent, kiosk interface or Interactive Voice Response (IVR)
system for the booking to be retrieved from the departure control system.

Information from the customer service system and the frequent flyer application
has been consolidated into the data warehouse. Business intelligence and data
mining tools have categorized the passenger as a “valuable customer” with a
predicted high lifetime value. In addition, the customer service system contains
a report that the passenger recently travelled on a long-haul sector in a seat with
a broken in-flight entertainment system. Extracts from the data warehouse are
replicated in an online customer database designed specifically to support the
decision systems in realtime.

At the time of check-in the passenger’s identity is passed to the decision

systems to identify any “special” action which needs to be taken. Due to the
status of the passenger and in recognition of the customer services incident,
it is decided that the passenger should be upgraded to first class. The
decision system will automatically implement the upgrade via the departure
control system and generate a prompt to explain why.

At the time of check-in the passenger is automatically upgraded to first class

and is given the reason, either verbally by the check-in agent, as a prompt
on the kiosk interface, or as a synthesized message generated by the IVR.
To complete the customer service loop, a letter is automatically generated
afterwards to apologize for the incident and reinforce the action taken.

In a similar way, should the passenger use Italian as their first language,
the automatic check-in processes can be personalized to communicate in
Italian. A customer-centric approach can be built up around all customer
contacts and transactions, not just those in service recovery.
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In both cases, the information captured will include the following:

• Survey results
• Booking history
• Future bookings
• Travel information
• Revenue information
• Service history
• Mileage or loyalty points accrual and redemption
• Program membership
• Preferences
• Demographics
• Online habits

The data is analyzed using industry-specific algorithms to provide the

understanding necessary to make decisions and personalize the airline’s or
hotel’s relationship with its customers. The results of this analysis activity
will be stored in the information layer.
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The analysis can be grouped into three main areas:

• Segmentation – Grouping customers according to similar characteristics

• Scoring – Understanding customers’ propensity to perform certain actions
• Prediction – Forecasting future customer characteristics

Decision Systems
The decision systems comprise the following functions:

• Lifetime value models

• Targeting rules for sales and marketing campaigns
• Service personalization rules and prompts
• Service recovery rules

These functions will act upon the customer information using predefined
criteria to determine the way in which operational transactions should
be influenced.
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For example, the decision systems may analyze contact histories to identify
the most effective channel for targeting certain customers and target customers
through the channel with the highest proven success rate. The decision systems
may also analyze travel trends to segment those customers most suited to
a specific promotion and use these as the target audience for a campaign.
Complaint information may be used to instigate service recovery actions by
offering additional rewards through the loyalty system, or by upgrading a
traveller on their next flight or visit.

The decisions made have one common aim – to treat important customers
as individuals by providing personalized, high-quality service.

Customer super processes

Existing customer processes will be modified and enhanced to become
“customer-focused” based on the different rules and prompts dynamically
derived from the decision systems. The processes in themselves are unlikely
to change, but their behavior will alter. Examples may include:

• Enabling processes for multiple channels

• Support for extended operating hours and changed operating environments
• Utilizing customer information to introduce priorities, recognition and
personalization of service
• Integrated collection of customer feedback
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Channel management
The overall architecture operates on the underlying premise that each
customer-related process can take place through any combination of contact
channels, with consistency of response and experience being supported
through active channel management techniques. Channel management will act
as the gateway between the physical channel and the operational transaction,
controlling the information provided irrespective of whether the channel
is a reservations office, Internet booking facility, self-service kiosk, or any
other medium.

Customer recognition
All of the systems and processes combine to optimize customer recognition.
At all contact points, customers should be seen as individuals. They should
receive personalized mailings and personalized greetings at check-in and other
assisted contact channels. Their preferences for booking, payment, channel and
service will be honored. Online forms should be pre-filled, and personalized
messages and offers targeted to specific individuals. Ultimately service recovery
actions will reward customers for their value and their continued loyalty.

In many cases the operational transactions will directly process the data held
in operational systems using relatively static channels, although there are
numerous instances when decision systems will dictate the course of action
to be taken.
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Hotel marketing example

Marketing may be performed through any combination of channels, using

information stored in a customer data warehouse to personalize transactions
and select appropriate products to be offered to potential customers.

One specific loyalty program member may have a history of regularly

staying in a particular hotel between Monday and Thursday, over a prolonged
period. Using advanced analysis techniques, this traveller may be segmented
as having a profile typical of someone working on a temporary business
assignment, where repetitive behavior is demonstrated over a finite period.

As with many business hotels, the hotel in question is promoting weekend

breaks to address the problem of low weekend demand. The campaign
management system receives information saying that this traveller is a likely
candidate for a weekend break with their spouse. The contact management
system is used to discover which communications medium the traveller most
often uses to make bookings. This guest usually books through the hotel Web
site. Since the traveller is a member of the hotel chain loyalty program and
has entered his Internet e-mail address as part of the program registration, the
campaign management system sends the traveller details of the offer in the form
of a direct e-mail appended to the booking confirmation of the traveller’s next
business stay.

If the traveller had a history of booking directly with the hotel, then the campaign
management system may have selected the hotel outbound call center as the
chosen communication media, or may even have sent a text message to his
registered mobile telephone or pager.

Additional information in the passenger’s profile may result in the offer being
communicated in the customer’s natural language or even, in cooperation
with a partner airline, may include convenient air travel information for the
customer’s spouse.
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Physical architecture
A total CRM architecture of this type need not be implemented as a whole.
CRM is a customer-centric approach to business rather than a fixed solutions
architecture. In any situation, operators will possess many of the components
shown implemented in a variety of forms. This means that there are many
alternative architectures available to support the IBM blueprint, and IBM
consultants work with many vendors’ technologies to design the optimal
solution for each client. Figure 3 depicts the generic architecture which
will deliver the benefits of CRM through existing operational transactions.
The generic architecture can be broken down into two discrete threads; the
processing required to capture data from operational systems, building the
data warehouse and adding value to that data through business intelligence;
and the transaction system processing appropriate to the business function.

Marketing processes
Figure 3: Physical architecture. Channel 1
Transaction processing
application Sales and enquiry
Channel 2
Service delivery
Operational systems

Channel 3
Customer processing
Follow-up
application

Customer profiling
Customer database

Forecasting

Data warehousing Segmentation

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An extract of key attributes from the data warehouse will be replicated into an
online customer database to provide realtime access to customer information
for rapid decision making.

The operational transaction processing and the systems and channels which
are involved will depend upon the process being supported. However, irrespec-
tive of the transactions being addressed, all channels should be coordinated
by a common framework to establish consistency of experience, conduct
and results.

Implementation of the decision layer will also depend upon the nature of
the business process being handled. Direct marketing processes may use a
campaign management tool to provide this function, whereas other service
recovery processes may use a series of triggers and stored procedures in the
customer database.
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Methodology
IBM approaches the specification, design and implementation of CRM
solutions using a specific methodology, which has been successful in
numerous engagements. Figure 4 provides an overview of the methodology.

The methodology consists of a set of activities, tasks and deliverables designed

to take business opportunities and evolve them into solutions that meet or
even exceed the users’ expectations. The sequence of these activities and
tasks represents a logical flow of work aimed at producing tangible, short-
term deliverables.

An overall CRM solution is usually composed of several, interlocked applica-

tions. The method is designed so that functionality may be delivered in an
incremental way, as the business requires, rather then waiting for all the
solution’s components to be analyzed and delivered together. Each successive
iteration capitalizes on the investments made earlier, and thus progressively
reduces the effort needed to deliver later components.

All engagements normally begin with a business discovery phase, to promote

an understanding of the current solutions environment and to specify clearly
the business problems which need to be addressed. The result of this is
designed to be a framework model based upon the IBM solutions blueprint,
which will position the customer’s existing solution(s) as part of an overall
CRM vision. If appropriate, the business requirements prototyping phase can
be used, as this is often the most effective way of capturing user requirements.
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Figure 4: CRM deployment Information resource management

methodology. Infrastructure planning Information management enablement

Business Solution Solution Solution Solution

discovery definition development validation deployment

Business requirement Data discovery Solution modeling

prototyping

Solution analysis

When the solution requirements are confirmed, the Solution Definition phase
can commence. This focuses on defining how the business requirements will
be fulfilled, identifying preexisting components to be used, areas of new
development required, data relationships, and so on. This is complemented
by a data discovery phase, during which the data to support the information
requirements will be mapped and modelled.

Following the definition of the solution, its realization can start. This com-
prises the development, validation and deployment phases, which are designed
to ensure that a solution meeting the agreed business requirements is delivered
as planned. The development phase may be complemented by iterations of
the solution modelling phase to synthesize the results of business discovery,
solution definition, and data discovery activities and to develop a model of the
technical solution that addresses the client’s business requirements.
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About IBM Travel and Transportation

The IBM Travel and Transportation Industry Solutions Unit provides a broad
range of products, services and integrated solutions to the travel industry
worldwide, including airlines, global distribution systems, hotels, car rental,
tour operators, travel agents, cruise lines, and rail operators.

Directly and in partnership with key industry solution providers, IBM develops,
markets and supports industry-specific solutions, products and services. This
includes key IBM products, technologies and services to enable reservation
and property management systems; electronic ticketing; self-service devices
such as check-in kiosks; and a range of e-business applications based on
Internet technologies.

For further information about IBM Travel and Transportation, please visit:

ibm.com/industries/travel
 © Copyright IBM Corporation 2001

Further Reading
IBM Global Services
This paper is designed to provide Route 100
Somers, NY 10589
a high-level description of IBM’s
U.S.A.
approach to CRM within the travel
Produced in the United States of America
industry. The following lists impor- 06-01
All Rights Reserved
tant works which address the overall
IBM, the IBM logo and the e-business logo
issue of acquiring, developing and
are trademarks or registered trademarks of
retaining loyal customers: International Business Machines Corporation
in the United States, other countries, or both.

Other company, product and service names may

Gambel P., Stone M., Barnes B. and
be trademarks or service marks of others.
Woodcock N. Up Close and Personal;
References in this publication to IBM products
Customer Relationship Marketing at and services do not imply that IBM intends to
make them available in all countries in which
Work. Kogan Page, 2000.
IBM operates.
1
Reicheld, F. The Loyalty Effect: The Hidden
Thompson H. The Customer- Force Behind Growth, Profits and Lasting Value.
Harvard Business School Press, 1996.
Centered Enterprise.
McGraw-Hill, 1999.

Peppers D., Roger M. One to One

B2B: Customer Development
Strategies for the Business-to-
Business World. Doubleday, 2001.

Seybold P. The Customer Revolution.

Crown Publishing, 2001.

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