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RETAIN & GROW Case Study 1: Jonathan Davies, Head of E-commerce and Relationship Marketing, Eurostar As Head of E-commerce & Relationship Marketing for Eurostar, Jon has responsibility for Eurostar's online sales and marketing in all markets and manages customer relationship management including the Frequent Traveller loyalty scheme. In his 4 years at Eurostar Jon has managed a three-fold increase in online sales making Eurostar.com Eurostar's most significant direct channel. Prior to Eurostar Jon was responsible for online sales at London Underground and managed the launch of Oystercard.co.uk. Econsultancy comment: “St Pancras to Paris in just over two hours eh…?! Maybe if we’re nice to Jon we can blag a free ticket? Eurostar is now looking increasingly to compete with the short haul airlines and repeat travellers are clearly very valuable. The battle ground is largely one of convenience and experience — so how are Eurostar using interactive channels to keep people loyal to train travel? How is e-mail being used to target different behavioural segments? How is web content being used to deliver brand experiences that drive loyalty and increased spend? Find out from Jon…”

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