Adam White Chairman Hotel and Apartment Strategy Group 19.6.17

Mission Statement The Hotel and Apartment Strategy Group (HASG) will work to demonstrate and reinforce to Hoteliers and Serviced Apartment Companies the value and necessity for third party selling and distribution versus direct channels and to lobby for parity on price, availability and content to satisfy the customer requirement.

Accommodation Sector Overview For too long in the Business Travel industry has the accommodation sector been seen as the secondary service and the secondary revenue stream to that of air. In an increasingly commoditised airline world TMC’s must seize the opportunity, working with selected supplier partners, to grow the use, the understanding and in doing so improve the customer service offered to our business travellers. We at the GTMC are determined to change this and in doing so improve the lot of all stakeholders.

The Facts The facts speak for themselves. In an industry that has more ‘data’ than is good for itself. It is still a challenges to turn this data into meaningful ‘Information’ and hone in on the numbers that really matter. So here are just two macro ones that I think will help us focus. The GTMC members account for nearly 85% of all managed business travel in the UK. Currently only 49% our bookings have accommodation attached.

The Challenge So the challenge is clear, we need to work together to get our attachment rates up. To do this we need to concentrate today and going forward to really understand and address what I am calling our “Ten P’s”

GTMC “Ten P’s” 6. Process 7. Payment 8. People 9. Promotion 10. Potential Product Price Position Place Provision of Information

The GTMC HASG My final comment is to personally thank all of our hard-working HASG members and supplier partners for their support not just today but throughout the year as we work together to make a real difference in the accommodation sector. Special thanks go out to Marriott for sponsoring our Accommodation Mini Conference today. So the challenge is set. The Ten P’s are our route to greater attachment rates. Let’s make it happen!

Thank You 19.6.17