Travelport – Hospitality

1. Travelport – Hospitality Oslo – February 2011

2. Who are we? Mathias Andersson, Country Manager Nordic Countries Paul Adams, Regional Director, Hospitality and Car Rental

3. Who is Travelport? Dedicated to creating exceptional travel experiences Worldspan Travelwire Galileo GTA Octopustravel Business Intelligence IT Services & Software

4. Travelport global reach – active in 140+ countries

5. Travelport is a strong global GDS provider to TMCs A major part of our global volumes come from our TMC customers The global TMC players figure as some of our largest customers

6. Travelport has a large number of corporate GDS deals • Travelport works directly with corporations in co-operation with TMCs GDS direct deals not common in Scandinavia yet Direct relationship typically relating to specific products, data services and commercials Corporations

7. Corporate deals with many components The Traveller: The Travel Manager: CFO:

8. Travelport works with the booking tools our corporate customers want to work with

9. How are large hotel chains booked Source: Travelclick.net

10. GDS technology remains channel of choice for TMC • What Channels are you using to book hotels and approx. what share of bookings go through these? Additional note: Consistency with Recent Longtail agentsurvey which indicated ~37% of Non Air product booked via GDS (base 448)

11. Technology as an enabler (GDS) Desktop tools Agency service and corporate control Interactive service Corp. profile support Corporate rates Contracted fees Traditionally air focused? Corporate Booking Tools Supporting corporate control Workflow based Restrictive Corp. profile support Corporate rates Contracted fees Traditionally air focused? Online sales Bargain hunting Wide choice No restrictions Strong usabilityfocus Diverse terms and conditions Hotel focused • Technology is in place but must overcome three key obstacles • Content • Usability (hospitality) • Human behaviour

12. The human behaviour – for the corporate traveller choice is abundant Controlled? Is there a better price? Is there a better hotel at same price? Efficient? Good corporate citizen? Booking Tool Convenient service? Get advice – and a scapegoat? Almost a good corporate citizen? Agency Merchant site Time consuming? Flexible terms? Extra content?

13. Technology allows for policy and preference support • Company policy • Quota achievement tracking • Traveller preference • Merchandising as part of shopping parameters Multi-level policy management Preference shopping

14. Content as the defining component of steering Is GDS content enough? • Strong workflow support • Stable, secure and real-time • Strong on larger properties and chains but also offering individual properties Adding specialised corporate hotel content HOTELZON • Strong workflow support • Stable and secure • Focused on more remote/local properties addressing ”specific needs” Adding multiple Merchant suppliers in structured workflow • Introducing unstructured content into structure • Broadening reach as ”channel of last resort” • Mainly leisure focused Broadening GDS content to include fully “corporate enabled” content from both GDS and e.g. Hotelzon Extending reach where wanted to merchant content – making it possible to include in the corporate space

15. The Travelport way forward Merchandising Add-sell and Up-sell Profile shopping Product information Significantly increased investment and focus on hospitality Broad content Extending the GDS beyond the GDS Integrated Multi-channel API Air, rail, hotel and car

16. Key The integrated approach Current Future Standalone API Customers Travelport Points of Sale OTA’s & Travel Agents Software developers Corporate & Multi National Universal Desktop Traversa ViewTrip Travelport Universal API Supports individual GDS messages Encapsulated business logic messaging Universal Record Universal Profile Multiple content sources Multi GDS AIR, CAR, HTL Rail Content Hub Air Content Hub Merchandising Hub Future content hubs Direct connect to rail suppliers Unbundled Services e.g. hotels/ meta search Air content including LCC

17. “All-In” Price Displays and Contextual Advertising

20. Real-time Rates and Last Room Availability • Benefits • Hotels will often still be available in the GDS when other systems working on allocations may already be sold out (Last Room Availability) • Find rooms easily in the GDS even during the busiest travel periods of the year!

21. Best Available Rates Programme Industry first and leading hotel programme of its kind • More than 173 chains contracted- representing 84.9% of total inventory • Lowest public, non-restricted rates available with the same booking conditions Benefits • Increased booking confidence time saving & improved efficiency through a streamlined shopping process BAR indicator on screen

22. Hotel Images and rich media

23. Illustrating corporate online success – Hotelzon MANAGEMENT Preference management and reporting Total spend reporting Security reporting Supporting variety of payment models • Focused on hotel proposition Customer driven content 15 000 corporate customers CONTENT USER EXPERIENCE Kiruna (Northern Swedish town) GDS: 1 hotel, 100+ rooms Hotelzon: 6 hotels 10-20 rooms (Trip Advisor: 11 hotels)

24. Conclusion Technology is there to support online steering and purchasing of hotels, but content and the human factor are probably more important Technology supports content, usability and experience improvements Most players are still focused on the air component, leading to hotels being under-explored both online and offline