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'We are targeting 7 to 12 per cent
of the market share in the first 2 years'
 Delhi-based
Calleo Distribution Technologies Pvt Ltd, is the exclusive distributor
for Worldspan products and services in the Indian subcontinent. J B
Singh, CEO and director, Calleo Distribution Technologies, divulges
his strategies and plans for the Indian travel trade to Praveen K Singh
in an exclusive interview. Following are the excerpts:
What has Calleo done so far to promote Worldspan
products and services in India?
It’s almost nine months since we started the organisation
and initially we concentrated on being well-equipped with all the required
technologies, infrastructure, staffing, resources and strategies, before
entering the market. We spent a huge amount of time in recruiting, training
people, testing all equipment and hardware available in the market. We
ensured everything so that when we take off, we do justice to the Worldspan
products.
Now, we have the best available infrastructure and technology
in the market. We have a highly qualified team of professionals to serve
the market by providing sales, service and support to agencies choosing
Worldspan as their primary travel technology provider. We have created
a state-of-the-art facility to support the Worldspan partnership. The
facility is fully equipped to manage the Worldspan help desk, training
and networking requirements to service and grow travel agency customers
in India. We offer expertise in Worldspan products, and extensive experience
through diverse travel industry backgrounds in the airline, global distribution
system (GDS), call centre and travel agency markets.
What response have you received from the market so
far?
We've received tremendous response from the industry
so far. In the first two months of our operations, we received more than
200 accounts. We are extremely happy with the response we got from the
market.
How you are going to approach the Indian travel agencies?
Will your focus be region-wise or nationwide?
We are an India-based technology distributor and service
provider and an exclusive distributor for Worldspan in the Asia Pacific
region. We are specialised distributors of travel technologies, e-commerce
solutions and consulting, sales and support services. Headquartered in
New Delhi, we hold distribution rights for Worldspan in nine markets.
We have planned to approach the market region-wise.
After Delhi, our next destination is Mumbai, which will give us a strong
foothold in the western region of the country. Soon we will also enter
southern and eastern India. We have also started our operations in Pakistan.
How will BSP certification from IATA benefit Worldspan's
distribution in India?
I think BSP certification is a pre-requisite in today's
environment. With Worldspan getting the BSP certification, travel agencies
in our region can reap the benefits and profits of using the travel industry's
most advanced travel management and e-commerce solutions. Another key
benefit for agencies is that Worldspan is the only major GDS provider
that does not compete with travel agencies as a travel retailer.
Who all are your current clientele (in airlines and
non-airline sectors)?
Globally we have almost all international airlines,
we are as good as any GDS and we are the second largest in the world.
Being the largest operator for bookings for online
travel agencies, what's your target in India?
Globally, Worldspan is the largest transaction processor
for online travel agencies, having processed 61 per cent of all GDS online
air transactions in the last year. In India, we have kept a time frame
of two years to achieve a market share of 7 to 12 per cent.
Which domestic carriers does Worldspan have on-board
for e-ticketing?
Among the domestic players we have signed Kingfisher
Airlines as the first operator. Talks are on with two to three more operators,
which will be finalised soon.
Which are the other technological solutions you plan
to provide, other than GDS?
We have a complete array of products and services for
planning, booking and managing travel. We are working closely with many
e-commerce companies. We are offering full consultation, integration and
everything. We are offering services as per the need of the industry.
We provide custom-based services to agencies.
What is your strategy to market Worldspan products
and services?
As we know, every agency wants to be equipped with the
latest and best technology available in the market to manage the growth.
Worldspan is technologically very advanced. For example, it can give a
grid of 49 fare auctions in a single entry. In any traditional GDS, what
you get in 49 entries, you will get in one entry with Worldspan, which
has a strong international presence and sets the pace globally in airline
merchandising, selling and ticketing technologies. The USP of our products
is ease of work.
In your view, how would you tackle fictitious bookings?
Fictitious bookings are the abuse of sincere and reliable
business. I would like to tell you that recently, we scrapped our ties
with five travel agencies in Pakistan because of fictitious bookings.
But we are clear about our business, as we don't want to promote deceitful
practices.
For online booking, which travel website (B2C portals)
in India, you are targeting?
We are open for collaboration. At the international
level we have Internet booking products and solutions for four of the
world's largest online travel Websites - Expedia, Hotwire, Orbitz and
Priceline.
What's your plan for non-IATA members, who conduct
considerable business? How do you plan to bring them into your ambit?
We are exploring methods to involve subagents too.
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Worldspan
has partnered with L.P., the Atlanta-based global travel technology provider,
and Calleo Distribution, the New Delhi-based technology distributor and service
provider, to provide advanced travel technologies, service and ongoing support
for travel agencies throughout the Indian subcontinent. Calleo holds exclusive
distribution rights for Worldspan products and services in the Indian subcontinent.
