Exploring Life Presentation of KILROY 1
Our Vision We want to be the preferred source of services to students and other young people who have a desire to explore life through travel and personal education. We aim to build a profitable and sustainable business through market leadership in the areas where we operate. 2
Our Company History The short version: 1946 Student organizations in all Nordic countries establish travel agencies 1951 SSTS, Scandinavian Student Travel Service, was established to purchase flight seats on behalf of all the Nordic student travel agencies 1991 SSTS and the Nordic student travel agencies merge and take the name KILROY travels 1996 KILROY establish own travel company in the Netherlands 2000 KILROY group travel is established across the Nordic countries 2004 KILROY education is established in Sweden 2007 KILROY education is established in Norway 2008 KILROY education is established in Denmark, Finland and the Netherlands 2008 KILROY blogs is launched as a community for youth and students abroad 3
Our Company Owners, Board & Financials KILROY International A/S (Parent company of the KILROY Group) Sales *) Headquarters in DKK 1.1 billon Denmark 100% (EUR 140 million) SSTS as SSTS as (Danish Holding Conmpany) (Danish Holding Conmpany) 73.1% 26.9% Eignarhaldsfélagið Eignarhaldsfélagið EBITDA *) Management Number of FTE *) Management Kilroy ehf. Kilroy ehf. DKK 19 million 300 plus (EUR 2.5 million) Board Arnar Thorisson , Chairman, Chairman Eignarhaldsfélagið Kilroy Equity *) Liquidity Ratio *) Tapio Kiskiinen , former CEO of HYY Group DKK 37 million 1.11 Sigurdur H. Kiernan , CEO Investum (EUR 5 million) Claus H. Hejlesen , CEO KILROY Group Robert Doeleman , staff representative *) Estimated 2008 4
Our Company Multi channel distribution Web is first point of contact IBE Call Centres E-mail Shops 5
Our Company Sales outlets Sweden Norway Stockholm Oslo (2) Gothenburg Bergen Linköping Trondheim (2) Lund Umeå Uppsala Denmark 23.500 pax 23.500 pax Copenhagen Odense Aalborg 23.000 pax Aarhus Finland Helsinki Tampere 24.000 pax Turku 13.000 pax Netherlands Amsterdam Gronningen Utrecht 6
Our Customers 82% of our customers are 20-34 years old 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% Below 15-19 20-24 25-29 30-34 35-39 40-44 45-49 50-54 55-59 60-64 65-69 Above 15 69 Source: Sales stats for 2007 and 2008 7
Our Customers Where do they go? 29% 20% 20% 5% 12% 14% Our customers get around: Latest count listed 173 countries in one year! 8
Our Company Strong brand position Aided awareness: Whereas the Nordic markets are our original base, our position in the Netherlands is being developed from “scratch”! Denmark 71% Finland 76% Norway 64% Sweden 65% The Netherlands 13% 0% 10% 20% 30% 40% 50% 60% 70% 80% Source: Survey performed by Zapera during fall 2008 and based on more than 1.000 respondents in each market. 9
Our Customers Are Loyal • To KILROY � • Let them be your customers too
Why correct availability ? • Available fares may not be shown leading to no sale • Unavailable bookings = Unhappy Customers selecting another airline or online site
How to block ”bad” airlines • Temporary exclusion by flight & date • Exclude by carrier & destination • Exclude by carrier & countries • Total block of airline
Possible future steps • Sell before displaying fare • Use Direct Access • Use airline web page for availability • ”Anything to prevent bad customer experience”
The Magic Triangle Agency Airline Sabre
Why is it Magic ? • Combined we have the customers, seats and connectivity • Successfull cases with coorporation between the three parts have made UC’s vanish and sales increase to the benefit of all parts • Airlines have learned a lot, not only how online customers are presented with availability but also offline and own customers
How to get started • Get internal support that this is a problem ! • Contact either agency or Sabre • Participate in a meeting with all three parts • Allocate resources to analyze errors • Don’t give up – the reward is rewarding !
?? QUESTIONS ??
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