With Expedia Group already considered a giant in consumer travel, its B2B arm—Private Label Solutions—is fine-tuning how partners, from airlines to banks, leverage Expedia’s suite of tech and supply solutions. Aileen Chan, Vice President, APAC Sales, Private Label Solutions at Expedia Group, stopped by the WiT Studio to discuss the growth of Expedia’s B2B division, adopting new tech and the company’s greater ambitions to personalise partner products.
Our Private Label Solutions division is all about equipping other businesses to offer tailored travel services to their customers,” says Chan.
Watch the full interview here:
With Expedia Group, it’s all about the numbers, literally.
The first number – 60,000.
With over 60,000 partners worldwide, Private Label Solutions isn’t just about tech—it’s about tapping into what Chan calls a “demand for customization and control.”
Expedia Group’s B2B arm has seen exponential growth, and Chan attributes this to an acute focus on the diverse needs of Asia Pacific markets. “Asia Pacific, though we call it a region, isn’t really one region, right? There are so many different local nuances, whether you’re in Malaysia or you’re in Thailand, it’s already different and super fragmented. So, we realised very early on that our partners in this part of the world, what they really want is actually control over their own transactions,” Chan explains.
“Giving our partners the flexibility to manage transactions their way is fundamental. This approach is one reason we’ve grown so rapidly here.”
The second number – 25 billion.
Last year, Expedia Group’s B2B business facilitated bookings worth $25 billion, translating to over 100 million room nights. “It’s a huge number,” Chan reflected with pride. “We didn’t achieve this overnight. It’s been years of building relationships and understanding what our partners in each region truly need.”
A major contributor to Expedia’s success has been its embrace of technology, particularly AI-driven innovations. “AI is changing everything in travel,” Chan said.
The third number – 700,000.
“In one quarter alone, we addressed 700,000 requests from travellers and agents that had booked through our white label template site as well as our TAAP solution. So you can imagine, this brings a lot of convenience and efficiency to the traveller and to our agents,” Chan shares.
The fourth number – 2.5 billion.
Chan also mentions that Expedia’s AI-backed fraud prevention system stopped $2.5 billion in fraudulent activities last year. “And now, our partners in Private Label Solutions can access this fraud prevention solution as well.”
Expedia Group’s expansion into B2B might raise questions about competition with its consumer brands, such as Expedia.com and Vrbo. But Chan views it as complementary: “There are entire segments and regions where we don’t operate directly, and Private Label Solutions enables us to reach those travellers through our partners.” She highlighted the distinct markets for business travellers, which often do not intersect with consumer travel. “Our partners have their own unique customer bases and loyalty programs,” she notes. “This isn’t about competing; it’s about creating synergy.”
On the supplier side, Chan illustrates how Private Label Solutions acts as a bridge, connecting hotels and other travel suppliers to markets they may otherwise find challenging to penetrate. “Think of a hotel in Brazil wanting to attract travellers from Malaysia. Our network can make that happen, quickly and cost-effectively,” she says. Partnerships with companies like Traveloka in Indonesia and MakeMyTrip in India provide suppliers with the reach they need across Asia Pacific’s fragmented market.
