How should Cleartrip use Flipkart's ecosystem, including SuperCoins and the Flipkart app, to win travellers from MakeMyTrip?

Introduction

Cleartrip is the only major Indian online travel agency owned by an e-commerce giant. Flipkart gives it things no rival has: a travel tab inside an app used by hundreds of millions of shoppers, Flipkart's payment stack, SuperCoins loyalty points (Cleartrip users earn 2 SuperCoins per ₹100 spent and can redeem them on bookings), and the reach of sale events like Big Billion Days. MakeMyTrip, the market leader, has stronger brand recall in travel, a larger hotel business and a profitable model.

The question is how Cleartrip should use Flipkart's ecosystem to win travellers from MakeMyTrip. Key objectives:

1. Turn Flipkart's reach into repeat Cleartrip travellers, not one-time sale buyers.
2. Use loyalty and payments to make Cleartrip the default for Flipkart's most valuable users.
3. Do it without simply outspending MakeMyTrip on discounts.

Step 1

Clarify the Strategic Goals (3-4 minutes)

• Which MakeMyTrip customers are we trying to win?

• Why it matters: MakeMyTrip's loyal frequent flyers and its occasional leisure travellers need different strategies.
• Expected answer: Urban, digitally active travellers who take three to eight trips a year and already shop on Flipkart.
• Impact on approach: We'll focus on the overlap between Flipkart's high-value shoppers and frequent travellers.

• What does "win" mean: first booking, share of wallet, or loyalty?

• Why it matters: Winning a first booking is easy with discounts; winning share of wallet requires habit.
• Expected answer: Share of the traveller's annual trips booked on Cleartrip.
• Impact on approach: Loyalty and cross-category value matter more than acquisition offers.

• What can we change on Flipkart's side?

• Why it matters: Cleartrip doesn't control Flipkart's homepage, SuperCoins rules or payment products.
• Expected answer: Joint roadmap with Flipkart, subject to its own priorities.
• Impact on approach: Initiatives must create value for Flipkart too.

Strategic assumptions:

1. The target is frequent travellers who are also active Flipkart shoppers.
2. Cleartrip wins on ecosystem value (loyalty, payments, convenience), not on lowest price.
3. Flipkart will invest if travel lifts its own engagement.