PayPal and Webjet propel a 10% MoM increase in Pay in 4 sales

Australia and New Zealand’s leading online travel agency, Webjet, enables customers to compare, combine and book all domestic and international travel elements. Their customer-friendly booking engine powered by the latest tech includes flights, accommodation, car hire, holiday package deals, and travel insurance. The company maintains a strong focus on customer satisfaction, innovation, and creativity.

The opportunity – Webjet collaborates with PayPal on customer-centric solutions

With a strong focus on customer experience, Webjet wanted to enable choice and convenience for their customers. Webjet has long used PayPal Checkout to allow customers to pay quickly and securely online. The Webjet team leveraged that steadfast relationship to help innovate and improve the customer experience.

“When you talk about companies, the reality is you're talking about people,” says Michael Gulliver, Global Payments Manager at Webjet. “Our relationship with PayPal is unique because of our PayPal support team. They maintain a good relationship with our CEO, the product people, the tech people, the people who do the reconciliation, and everyone in our business.”

With a shared focus on customers and innovation, Webjet collaborated with PayPal to implement cutting-edge solutions and a targeted co-marketing campaign to better serve their customers.

The solution – Webjet implemented PayPal Braintree, Pay in 4, and launched a co-marketing campaign

Webjet made the decision to implement PayPal Braintree as one of their payment processors. PayPal Braintree enabled Webjet to process PayPal, credit and debit cards, and alternative payment methods (APMs) in a single integration. They also launched PayPal’s Pay Later solution, Pay in 4.¹

Pay in 4 enabled Webjet to offer customers the option of dividing their total into four interest-free payments. With the first payment due at checkout and the remaining three due every two weeks thereafter, Webjet offered customers increased payment flexibility. Both the integration of PayPal Braintree and the launch of Pay in 4 went smoothly, with responsive support from the PayPal team. According to Gulliver, “Everything happened efficiently.”

Enhanced security and payment options from PayPal Braintree with the flexibility offered by Pay in 4 poised Webjet well for the needs of their customers.

As travel ramped back up, the company created several co-marketing campaigns with PayPal to promote the new payment options. Leveraging PayPal’s status as a trusted payments brand, one co-branded campaign focused on a promotional giveaway during Webjet’s Black Friday sale. Live in Australia throughout November 2022, this campaign prompted customers to pay using PayPal or Pay in 4 for the chance to win substantial Webjet e-gift cards.

Another Pay in 4 campaign, aligned with Melbourne’s 2023 Fashion Festival, incorporated creative in-person advertising such as co-branded billboards.

Success metrics

PayPal Pay in 4 metrics from the 2023 MFF co-marketing campaign

• +4% MoM AOV.²
• +10% MoM TTV.²
• +6% MoM increase in transactions per booking.²
• +56% of transactions with Webjet were by first-time PayPal users.²

The impact – The campaign boosted the use of PayPal and Pay in 4 on Webjet

Gulliver found the newly implemented PayPal solutions effective and helpful and rated PayPal Braintree a “10 out of 10”, praising its reliability and low level of integration effort.

“One of the most important attributes of payments is you just want to be able to know that the power is on,” he says. “If I'm hearing nothing, that's great news. PayPal Braintree just works; it has never been down.”

The 2023 Melbourne Fashion Festival (MFF) co-marketing campaign, which reached approximately 12.2 million people around Australia, successfully boosted the use of PayPal and Pay in 4 on Webjet. It resulted in a 4% increase in average order value (AOV) when compared to the previous period (18 days prior).² Total transaction value also increased 10% for the same time frame.² Of the bookings paid for with PayPal Pay in 4 during the campaign period, 56% of the transactions were by customers using PayPal for the first time at Webjet.²

The co-marketing campaign only confirmed for Webjet the value of their relationship with PayPal and the power of the solutions PayPal provides. After closing the runway as a sponsor of Melbourne’s Fashion Week, PayPal’s Pay in 4 made its way to one of Webjet’s co-branded billboards.

As for the future, Webjet is already integrating PayPal Braintree in New Zealand and hopes to implement it in additional markets. PayPal Braintree supports Webjet’s goal of extending the company’s global reach by enabling multicurrency transactions and offering multiple APMs. “We're working on expanding PayPal Braintree into New Zealand, and it's being done really well," notes Gulliver.

After that, Webjet plans to employ Pay in 4 in Australia for its other consure-facing brands, Airportcarrental and motorhome republic.

“The gold standard is PayPal in terms of the length of the relationship, the depth of the relationship, and the width of the relationship,” says Gulliver. “That's what others need to get to.”