Welcome to Jaz Hotels & Resorts Sales Department

Reem Makram Group Director of sales & Marketing Christine Fawzy Executive Secretary NaglaMadi Deputy GDOS&M & Contracting Dept. Sara Amin Hadir Hamdy Dina Reda Marian Magdi Samer Roushdy DOS&M HGR. & Makadi Mohamed Bohy DOS&M LXR & Oasis Ashraf Halawa DOS&M SSH & Dahab Ahmed Fouad DOS&M Mirabel Mouchira Helmy DIR of Yield & Rev. Nancy Georggy Corporate DIR. Of MRKT Khaled Khozamy Asst. DOS&M Seastar. Naama . Lido Paradise Ahmed A. Seod Asst. DOS&M HRG Hany El Hady Asst. DOS&M RMF 2 Yield MGR Sameh Samir Senior graphic Desg. Dina Moenes MRK MGR Mayada Mah. PR. MGR Mohamed Hekail Asst. DOS JLV . Borg El Arab Ahmed A. Zeid Asst. DOS Corp. -Hany Gerges -Nehad Adel Tawfik Omar S. Sale MGR Corp.+ Almaza AliceBakhoum Senior Sales MGR. Amira K. Sales MGR 2 Asst. Yield Reham Mostafa Sales MGR Dina Biksawy E- MRK Sup. Milania Salib E- com Sup. Moh. Rashed Asst. CR MGR -Inas Sharab -Rania Ammar 2 Yield Coord. -Heba Sami -Rana Atef Abdallah Ibrahim -Joseph Samaan John Adel Sales Exec. Nermine George -Hany Maher

Volume of business 2013Tui, Travco & 3rd Parties VOB total

Tui, Travco, 3rd Parties share 12 VS 13

YTD VOB 2012 VS 2013

Jaz share (main T/O) 2011 VS 2012 VS 2013:

Yield & Revenue Department Yield department Goal in 2014 : Developing pricing strategy that will encourage maximum capacity and Revenue. How we are thinking in Yield Department? Analyzing available Data in terms of Flights capacity for each destination. Focusing on active markets in each destination. Considering Competition activities for each hotel. Considering hotels situation in terms for last minute, short, medium and long term plans.

Taking decisions for last minute actions: Last minute actions: sole and only goal is trying to maximize hotel revenue by capturing extra gust nights in the property in need; this is usually done for the coming month The decision in this aspect is to be taken based on property situation. Medium Term actions: are developed based on hotel situation, expected business and the hotel history during the targeted period , this should be done and reviewed for the next 3 months with hotel DOS&M and hotel Manager. Long term actions:this course of actions is planned for more than 3 months and for coming seasons. This action is basically planned based on flight capacity to the destination, and for the last 3 years destination political situation; seeking always to have a stable and powerful start for the upcoming quarter. Of course all the above actions planning is coordinated and orchestrated by yield department; DOS&M in charge of the destination and the hotel GM.

What Yield department needs from the people involved in revenue decision? To be always aware and sure that all the needed data collection and analysis before taking the decision is conducted and that we are trying as much as possible to take the right decision at the right time to achieve the best results. In brief we need “trust”

South Sinai overview Market trends The holidaymaker package prices dropped dramatically due to the low demand and limited flights’ Capacities from main source markets. Over the past three years, five stars Sharm hotels maintain an aggressive rate dumping strategy. Low demand on Sinai peninsula led tour operators to follow a strong low rates driven policy, Last minute bookings versus forecasting.

South Sinai overview Flow of business A remarkable drop on major source market feeders ( i.e. Nordic, Italian German , East European) in addition to reducing capacities from essential markets ( i.e UK , Russia and CIS) - Mice Business completely disappeared. - The Local market and Summer Middle east vacationers are still maintaining a stable demand on Sharm Hotels.

South Sinai overview Objectives Enlarging our market share from existing source markets. Joint marketing activities, new accounts - Maximize Sharm hotels exposure in challenging markets ie Baltic , east Europe. - Efforts towards budgeted 2014 Figures , however ADR Budget is still remain challenging.

Marsa Alam overview Coming year overview challenges Egypt security situation still not stable at International TV media Poorly Europe Economy situation reflect negatively to guests booking Egypt destination Decrease flight capacity of TUI (UK, Nordic, Poland, German ) Baltic (Nova Tours) , Russian (Mostravel and others Russian tour operators ) Cost increase for power supply, food, beverage and taxes increase. Competing Destinations in summer season(Turkey – Spain – Greece – Canarias – Morocco-Tunisia) And winter season destinations (UAE – Thailand - Maldives ) New opening hotels in the destination and aggressive competition rates of our competitors hotels in the destination

Marsa Alam overview Flight capacities with tour operators Decreased flight capacity of TUI (UK, Nordic, German ) Italy market decreased flight capacity ( In Viaggi- Alpitour) Baltic Nova Tours cancelled Marsa Alam operation TUI Poland canceled Marsa Alam operation Russian tour operators canceled the direct flights to RMF example Mostravel, Anex T ours and others Russian tour operators operating direct to RMF in peak periods only through PGS ,Anex and Flash Tours. However the most of Russian tour operators sale Marsa Alam from Hurghada Air Port by car transfer.

Marsa Alam overview Competition hotels in destination South Marsa Alam is taken big share from Italy market Hotels (Fantazia , Gorgonia , Settemari Clubs) Grand and Resta Reef Hotels Lagoon Beach In Viaggi Club International chain hotels (Hilton- Intercontinental Port Ghalib – Concord Moreen) Akassia, Sentido, Three corners Fayrouz, Oriental Bay Rate dumping Most of competitors hotels dumping their yield action by percentage between 25% up to 40% during the season since 2011 Support needed from GM Offering free add value from our main producers and key accounts during low demand period Approved yield action to be on reasonable rate vs. to competitors hotels in matching in the market Free upgrade to higher room category to supporting tour operators during the season Monitoring for gust recommendations at HolidayCheck and TripAdvisors

Hurghada & Makadi Overview Flights & Market trends All Main Tour Operators package prices dropped dramatically due to the instability political & security status of the country that consequently resulted of unstable & low demand as well as the limited flights during this winter, however the demand is just starting to change and the Tour operators are feeling it and have started as well to have seasonal additional flights during the April Vacation / Easter period. The trend of flight increases (Versus the Winter Season) will continuing throughout the coming summer 2014, just for example Rewe Touristik are planning to 35,000 seats next summer, meanwhile SLR are planning to have around 45,000 seats, FTI plans for 52,000 seats; with the exception of Thomas Cook who are showing negative figures for next summer , I believe that all other German TO are optimistic in terms of number of guests expectations; especially when compared to the current winter season; with an expectation of 7.5% increase next summer Vs summer 2013. In regards of the Russians the plans are still not confirmed, usually they are late planners. We have as well to highlight that good expectation from the East European Markets; mainly the Polish Market who is growing each year and around 6 to 7 flights are planned up till now and they will have the final decision by next March. UK Market have been of good support to the destinations, and there is a lot of plans as well throughout the next summer.

Hurghada & Makadi Overview Flights & Market trends Over the past three years, five stars hotels maintain an aggressive rate dumping strategy as well as increases in add values and all inclusive formulas, this had been affecting all the destination in terms of the income generated; as previously stated by the ministry of tourism that the tourist daily spending amount in Egypt dropped with over 35% in 2013 versus 2012. Last minute bookings trend is dominating, this is one of the reasons that the TO are insisting of increasing and extending their EBD in a trial to stop the increase of the lat minute booking, as it is not healthy by all means. We have to highlight that the type of clientele has significantly changed over the past crisis years, and now the share of last minutes clients who are looking mainly to a limited budget trip; and not looking for Egypt, is increasing in a scary way; Meanwhile the large segment of the repeater normal Egypt clients, the uncertainty of the safety measures and the current political situation made the decision for making holiday in Egypt and North Africa difficult.

Hurghada & Makadi Overview Objectives Enlarging our market share from existing source markets, & Maximize our hotels exposure in all markets: Through Joint marketing activities (Flyers, Work Shops, TV Campaign, Trade fairs ….etc….) and adding new account, as well as reactivating other older accounts. - Efforts towards budgeted 2014 Figures , however ADR Budget is still remain huge challenge to all of us.

Iberotel Borg El Arab & Jaz Little Venice Overview Markets overview The real challenge of 2014, will be forecasting not only flow of tourism, hotels occupancies etc. But also will be a short and medium term vision of political, security and uprising actions among public … where sudden drifts in directions and stability might be the general day to day trend of the whole year with the new parliamentary & Presidential elections. Conclusion, the year 2014 is considered a turning point, either we manage to regain our position as a profitable operation or continue grabbing available opportunities. IB BEA :Italian Market, the main player in the area, got better in position during the summer 2013 season that is expected to continue in summer 2014 and encouraged the market to further grow in the area to expend towards the area of Borg El Arab.

Iberotel Borg El Arab & Jaz Little Venice Overview Goals and objectives Achieve the set budget occupancy, revenue, ARR and Rev PAR. Increase quota of gulf market production for summer 14 by applying competitive rates to Local Travel agencies working in the Gulf Region Generate demand on the hotel during winter season, through continuous communication with local corporate accounts and local communities. Increasing scope of business from mice accounts utilizing hotels meeting facilities. IB BEA: increase the stable crew business and long stay production throughout the whole year. IB BEA : Focus on the Italian Market through different tour operators for summer 2014.

E-commerce Department Online Revenue & Room nights progress 2011 vs 2012 vs 2013

E-commerce Department Focus in 2014 Increase the exposure of the hotels by: Increasing the number of active third parties. Increasing the hotels ranking on each third party. Improving the invoice payment system in order to improve the chain’s performance on the major extranets like booking.com & expedia. Focus on developing the business with the Online Wholesalers to overcome the weakness caused by the closure of the exclusive hotels on third parties. Requirements IN 2014 Strongly need to have a Channel Manager to achieve better performance & decrease errors probability. Strongly need to have a proper shopper tool to be able to take right & effective actions based on real analysis

Thank you for your attention

Welcome to Jaz Hotels & Resorts Sales Department