At Reservamos SaaS we raised our clients’ payment acceptance rate by +15 points, reaching rates above 80%; while we kept the fraud levels and chargebacks practically at 0%. Do you want to know how we achieved it?
The holiday seasons have once again had significant flows of travelers who are eager to go out and visit their favorite destinations. And now more travelers seek to plan and complete their purchases through the digital sales channel. However, many times we find bus companies afraid to grow their eCommerce due to the challenge of accepting payments and the ability to reduce chargeback levels.
And the big question that arises when peak sales seasons arrive is, how to guarantee safer transactions for both passengers and bus companies. At Reservamos SaaS we achieve two great goals. On the one hand, so far this year the payment acceptance rate has registered a gradual growth, reaching 15 points above the average, while fraud levels have been practically 0%. Even during high season, which usually shows a drop of 3% in the risk acceptance rate compared to the number of transactions, it maintained its growth, minimizing the risks for customers.
How did we do it?
Raising online sales does not have to represent a headache for bus companies. Limiting the digital sales channel growth by fearing high fraud levels and chargebacks is a serious mistake that reduces company competitiveness. Today the market demands greater access to simple purchasing processes and from the comfort of any mobile device.
Two key factors influence achieving safer sales. First, implementing control and measurement tools for payment attempts is required. And the second factor, and perhaps more important, is the experience in the use of these tools.
This experience has allowed us to develop actions such as:
User profiling.
Risk control strategies before the high season.
Creation of personalized error messages for users, which would allow them to know the reason for the failure in a transaction and follow up on it: “Insufficient funds” or “Contact your bank to review your operation”.
In Mexico, the industry-standard payment acceptance rate is below 65%. At Reservamos SaaS we have managed to raise that minimum average above 75%, reaching numbers above 80% and maintaining the percentage of chargebacks at almost 0%.
In Colombia, the average rate also went from 60% to 75%. In this case, in addition to the previously mentioned actions, we improved the funnel with the most used payment method called PSE Avanza. That made it possible to guarantee much safer and more efficient operations.
Market understanding and good risk management are essential when seeking to optimize performance in the digital sales channel.
– Pamela López, Head of Payments & Risk.
At Reservamos SaaS, analyzing and improving every aspect of our eCommerce platform is essential. And the payment stage is essential during the sales funnel, as travelers choose the brands and companies with which they can connect more quickly, easily, and efficiently.
Part of our digital transformation requires having a team and talent capable of knowing and anticipating market behavior and thus proposing innovative solutions that allow us to maintain a strengthening of our clients’ eCommerce, regardless of the level of demand they have. That is why at Reservamos SaaS we have developed a technological infrastructure specially designed so that bus companies can grow their eCommerce and connect with digital travelers through them.
When starting any project, a determining factor for its success is to surround oneself with expert voices that help make more accurate decisions.
Having the advice and experience of mentors to guide our path can make a difference between failure and success, not only in the business world but in any field. In that sense, something that has characterized Reservamos SaaS since its inception has been the ability of its founders, Andrés Sucre, Sebastián Gómez, and Adrián Cuadros, to listen to expert individuals, who over time have become advisors, guides, and even investors.
In this blog post, we want to introduce you to the Board of Advisors that integrates Reservamos SaaS and share a little more about their experience in sectors such as tourism, technology, and business. The advice of this expert team has provided us not only with specialized knowledge in the bus travel sector but also a deep understanding of the latest trends and technologies in the market, as well as the necessary vision to make Reservamos SaaS the technological ally for any bus company that wants to accelerate its digital transformation and improve the experience for travelers.
Albert Serrano is the Managing Director for Spain at Privalia & Veepee, a leading online flash sales retailer operating in several European countries. Privalia & Veepee offers discounted deals on fashion, beauty, and home products to its members.
Serrano joined Privalia in 2007 as a Finance Manager, and over the years, he has held various leadership positions within the company. In 2014, he was appointed as the Managing Director for Spain, overseeing the growth and development of the business in the country.
Serrano has played a key role in the expansion of Privalia & Veepee in Spain. Under his leadership, the company has grown its membership base, expanded its product offerings, and improved its customer experience. He has been instrumental in driving innovation and implementing new technologies to enhance the company’s online platform.
Darío Okrent is the Chief Digital Officer at ALSEA, a leading multi-brand restaurant operator in Latin America and Spain. ALSEA operates more than 4,000 restaurants and coffee shops in various countries, including Mexico, Brazil, Argentina, Chile, Spain, and Portugal. As the Chief Digital Officer, Darío Okrent is responsible for developing and executing the company’s digital strategy, including eCommerce, digital marketing, and technology innovation. He joined ALSEA in 2017, bringing with him extensive experience in the digital space.
Before joining ALSEA, Okrent held leadership positions at various companies, including Samsung Electronics, Telefonica, and BBVA. He has a proven track record of successfully implementing digital strategies that drive growth and enhance customer experiences.
Okrent holds a degree in Industrial Engineering from the Universidad de Buenos Aires and an MBA from the IE Business School in Madrid. He is a frequent speaker at digital and technology conferences and is considered an expert in the field.
Enrique Perezyera is the Non-Executive Chairman of Microsoft Corporation in Mexico. In this role, he provides strategic guidance and leadership to Microsoft’s operations in the country.
With over 30 years of experience in management roles within the technology industry, Perezyera brings extensive knowledge and expertise to the table. He has held various executive positions at Microsoft, such as Vice President of the Latin America region and Vice President of Worldwide Services. He has also collaborated with companies such as Hewlett Packard,IBM, Oracle, Sugar CRM, and Salesforce, and his leadership has been instrumental in generating significant results and growth in markets such as Mexico, Brazil, and other regions of Latin America.
Additionally, he has served on the boards of several technology companies, including Nortel Networks, Neoris, and Softtek. Recently, Perezyera was appointed as President for Mexico at the global digital accelerator Neoris.
Félix Velázquez is the Director of Ancillary, Pricing, and Revenue Management at Viva Aerobus, a Mexican ultra-low-cost airline. In his role, Velázquez is responsible for managing the airline’s ancillary revenue streams, pricing strategies, and revenue management systems.
Velázquez joined Viva Aerobus in 2011 and has held various positions within the company, including Revenue Management Manager and Pricing Manager. He has been instrumental in implementing revenue management systems and strategies that have helped the airline to optimize its pricing and increase its ancillary revenue.
Under Velázquez’s leadership, Viva Aerobus has been able to offer more personalized and flexible products and services to its customers while generating additional revenue. He has played a key role in the development of the airline’s ancillary revenue streams, including baggage fees, seat selection, and onboard sales.
Pablo Slough joined the Google team in November 2009 and worked as Country Manager in the Mexico offices for 2 years. Later on, at Google, he led a global team focused on positioning marketing solutions, and at YouTube, he served as Head of Branded Content Business. He is currently the DEI Strategy & Insights, Executive Recruiting.
Before joining Google, Pablo was director of OCESA Digital at CIE México, the regional director of digital communications at Universal McCann México, and worked in Emerging Markets at West Merchant Bank and Banco do Brasil Securities.
He was a co-founder and managing director of Plush, a consulting company specializing in interactive design, research, marketing, and strategy solutions, and cofounder and business development director of dooyoo, which won the ISPA Award for Best Consumer Portal and the Future Publishing Award for Web Innovation. He was also a co-founder and director of ventures linked to business development in Spain and England and a financial consultant.
Paulo Andrade is a former CEO of Marcopolo Mexico, a subsidiary of Marcopolo S.A., a Brazilian multinational manufacturer of buses and coaches. Marcopolo Mexico is one of the largest bus manufacturers in Mexico, producing a range of vehicles for both domestic and international markets.
With over 30 years of experience in management roles, Andrade has gained extensive expertise in the automotive industry. He joined Marcopolo in 2009 as Vice President of Operations for the company’s Mexican operations, and in 2014, he was promoted to CEO of Marcopolo Mexico. During his tenure, he successfully led the company’s growth and development in the country.
Throughout his career, Andrade has specialized in training and managing national and international businesses, as well as implementing international strategic alliances, developing strategies, launching products, restructuring commercialization models, expanding businesses into new markets and segments, and diversifying portfolios.
Rodrigo has over 15 years of experience in the tourism and transport sectors. He is the Executive Director of Talaria Marketing, a marketing consultancy agency for companies and tourist destinations.
He started his career at Aeroméxico as the Director of Marketing and Club Premier. He then worked at SABRE as the Director of Marketing, Public Relations, and Business Development, and at Travelocity as the Vice President for Mexico and LatAm.
Rodrigo is a recognized entrepreneur, mentor, and philanthropist. Rodrigo has been a mentor in Endeavor for more than 10 years, where he has become one of the most active mentors to entrepreneurs in the areas of marketing, eCommerce, and business development. He is also notable for volunteering for various projects that have an impact on developing economies.
We have integrated the market occupancy percentage into the Competitor Monitor to provide you with a more accurate analysis.
The constant use of our digital ecosystem by our allies in Reservamos SaaS has enabled a constant improvement of our solutions to be more precise and tailored to the needs of bus companies.
The Competitor Monitor, one of the modules of BrainPROS, our Revenue Management solution, has proven to be a very useful tool for bus companies to access data that answers key questions about their market; and from there, generate more accurate strategies that help increase their revenue.
An important piece of data integrated into the information displayed by the Competitor Monitor is the competitor occupancy percentage. This helps the operational teams of bus companies provide relevant information, without the need to take extra steps outside the solution.
The new occupancy percentage graph provides the following benefits:
More agile visualization of the competition’s occupancy during a specified period.
The bus company can quickly identify when a competitor has higher occupancy.
Identify the competition’s offerings that are directly related to their occupancy.
The Competitor Monitor is the only tool on the market that currently provides bus companies with not only price tracking but also occupancy, to visualize the supply vs. demand of each individual competitor. In this way, we bring relevant data that can help bus companies continue to drive their digital growth.
We increase your online sales with the help of the A/B Testing tool on the Reservamos SaaS eCommerce platform.
The Reservamos SaaS development team has integrated a tool into their working methodology that allows them to test the effectiveness of the functionalities developed in production for the eCommerce platform.
Through A/B Testing, the Reservamos SaaS team can monitor and learn which launch implemented on your eCommerce site works better among travelers. This will allow them to analyze user behavior more accurately and make improvements that encourage higher conversion and completed sales.
The A/B Testing tool enabled on the Reservamos SaaS eCommerce platform works for all sales channels of your bus company and will help us validate user behavior toward the functionalities you decide to implement on your digital sales channel. This will allow greater agility and precision in the innovations your company wants to implement, in order to adapt to a more attractive and suitable offer for travelers’ needs.
The main objective of the A/B Testing tool is that our development and product teams can measure and compare each functionality in production, in a segment of the user base of each brand, to know its impact. This way, we identify which one generates significant improvements in the behavior of travelers and an increase in the conversion rate and sales.
With the help of A/B Testing, we perform the following actions:
Detailed segmentation to define objectives using the properties and filters available in the analytical module of the eCommerce platform.
Integration with metrics and data to obtain historical information about travelers and create more appropriate filters for each measurement.
Creation of differentiated experiments for each of the brands.
Through A/B Testing, we work with your bus company to give you direct access to the feedback that travelers provide when navigating your digital sales channel. This way, we can implement functionalities together with the certainty that they will have a positive impact on your travelers.
With the help of Reservamos SaaS technology and our support, your company stays ahead while we help you guarantee more satisfying shopping experiences, adapted to your travelers’ preferences.
Competitor Monitor will enable you to monitor the OTAs and airlines you choose, to generate more attractive strategies for your travelers.
Increasing your bus company’s competitiveness and revenue requires tools that give you a broad view of your market behavior quickly and easily. And that can adapt to show you competitors from different sectors that can influence your market.
Based on industry knowledge and learning from our partners, our technology teams have added OTAs and airlines to our Competitor Monitor solution to offer your company a greater diversity of market data and make it easier for you to make decisions to achieve much more strategic objectives by looking at the behavior of these competitors.
Competitor Monitor is a web-based tool that is part of Reservamos’ SaaS technology ecosystem and allows pricing analysts, data analysts, operations managers, and sales managers, among other members of the bus company, to visualize and analyze market performance to make better decisions on pricing strategies and inventory optimization.
To monitor OTAs, Competitor Monitor will enable you to:
Visualize both the sales of bus lines offered in an OTA and the breakdown by brand. In addition, the system can detect the brands integrated into the OTA and automatically add them to the monitoring system. In this way, our technology monitors you, while you take care of the strategies.
In the case of airlines, you can monitor the behavior of air routes that can influence your market.
Competitor Monitor facilitates the analysis of public market data and brings your company up-to-date and automatic market information, such as routes, schedules, capacity, and prices, using Data Science techniques. And best of all, you don’t need any integration!
If you would like to learn more about how the Competitor Monitor works, we would be happy to schedule a demo.
