Introduction
Flights bring in roughly 80% of Cleartrip's revenue, and the company has said it wants to reduce that dependence by growing hotels, trains and buses. Hotels are the most attractive of these: commissions are higher than on flights, and every flight booked to a leisure destination is a potential hotel booking. Cleartrip describes itself as a "fourth-ish" player in hotels, so there is room to grow.
One of Cleartrip's hotel discovery features is Explore Hotels by Vibe, which lets users pick a trip mood (for example beach, romantic or workcation) and see curated hotels. At launch it covered 11 vibes across 18 destinations and more than 5,000 hotels. The prompt asks how to improve it so that more flight bookers also book a hotel on Cleartrip.
Restate the goal in metric terms early: "We want to raise the hotel attach rate on flight bookings, using Explore by Vibe as the main surface." That keeps the rest of the answer focused.
Step 1
Clarifying Questions (5 mins)
- Why it matters: Many travellers book flights first and hotels days later.
- Hypothetical answer: Any Cleartrip hotel booking for the destination and dates of a flight booked on Cleartrip, within 30 days.
- Impact on approach: We can design for both checkout and post-booking moments.
- Why it matters: A feature hidden in the hotels tab will never reach flight bookers.
- Hypothetical answer: Inside the hotels section; it isn't shown in the flight flow.
- Impact on approach: Distribution is likely part of the problem, not only the feature itself.
- Why it matters: Domestic leisure (Goa, Jaipur, Udaipur) dominates volume; international (Dubai, Bangkok) has higher order values.
- Hypothetical answer: Domestic leisure first.
- Impact on approach: We'll focus on the destinations already covered by vibes.
- Why it matters: Cleartrip is trying to reduce discount spend on its way to breakeven.
- Hypothetical answer: Avoid solutions that depend mainly on extra cashback.
- Impact on approach: Solutions should create value through relevance and convenience, not subsidies.
Practice similar questions
Subscribe to access the full answer
.png){kind=logo}
