THINK BIG, START SMALL, ACT NOW! Workshop Are you FIT? Mark Smith, Joanne Scurr – Best Western Kevin Sharp – BWI

THINK BIG, START SMALL, ACT NOW! Are you FIT ?

THINK BIG, START SMALL, ACT NOW! Agenda What is FIT? Leisure Pricing Overview Domestic FIT Overview Key Operators Discussions

THINK BIG, START SMALL, ACT NOW! Who currently offers FIT rates? Every Best Western Hotel offers FIT, the X2 rate is compulsory.

THINK BIG, START SMALL, ACT NOW! What is FIT? FIT is a leisure rate used by Tour Operators and Ground Handlers What does FIT stand for? There are a variety of answers to this question including fully inclusive tour, foreign independent traveller, flexible independent travel

THINK BIG, START SMALL, ACT NOW! Who are our Domestic FIT clients? There are 64 operators contracted by Best Western Great Britain who have agreed to the terms and conditions of our Domestic FIT programme The top operators include: – Superbreak – Gallia bvba – Discover Travel & Tours – AC Tours – Buro ScanBrit

THINK BIG, START SMALL, ACT NOW! Domestic FIT Terms and conditions What is the cancellation policy?6 pm the day prior to arrival How will the hotel receive payment for these bookings? Please do not charge the guest, you will be paid automatically by Best Western for the B&B cost Please do not disclose the rate to the guest Is the rate commissionable to the client? No the rate is net What rate code will bookings be made on and how will bookings be received? Bookings will be made on the 8M and received via memberweb What is the Best Western Distribution fee 5.05%

THINK BIG, START SMALL, ACT NOW! Leisure Pricing Overview

THINK BIG, START SMALL, ACT NOW! Rate PlanDiscountTypeDistribution Channels FI20% min, tax inclusive staticB2C, B2B X220%, taxabledynamicB2C, B2B Z925% min, taxable dynamicB2B D231% min, taxable dynamicB2B, Opaque Direct Contract 20-50%++, taxable Room Allotment / Freesale All

THINK BIG, START SMALL, ACT NOW! Total PropertiesFIFI %Z9Z9 %D2D2 % Australia %177100%15889% Austria652234%3554%1929% Belgium494796%1224%4388% China343397%34100%1956% Denmark23 100%23100%23100% Finland423993%3993%2355% France %3612%309100% Germany %11%18799% Great Britain %15456%14251% Greece4400%2966%2455% India2428%833%24100% Ireland11 100%11100%11100% Ireland (Int'l Ops)25 100%25100%2288% Italy %12168%14180% Korea8225%2 450% Mexico7800%3646%4254% Netherlands403690%3895%3998% Norway2800%2796%2693% South America27 100%27100%27100% Spain2300%1670%1983% Sweden834655%83100%8198% Switzerland341235%926%34100% Thailand6412%3555%2438% Turkey15 100%15100%15100%

THINK BIG, START SMALL, ACT NOW! Revenue % FY 2013

THINK BIG, START SMALL, ACT NOW! Revenue by Region % FY 2013

THINK BIG, START SMALL, ACT NOW! Business to Best Western GB Hotels by Rate plan FY13 (Dec-Nov)FY14 (Dec-Jul) RATERATE_DESCRNSREVENUERNSREVENUE D2NET RATE TIER 23,695$320,3582,497$242,088 FIFIT-NET TO CLIENT2,077$243,9832,029$271,145 X2NET RATE AND DYNAMIC TOUR PROGRAM5,277$655,8432,682$340,350 Z9VIP DYNAMIC RATE PLAN1,837$171,7141,644$170,849 Grand Total 12,886$1,391,8988,852$1,024,432

THINK BIG, START SMALL, ACT NOW! Global Net Tour Rates Solicitation FI: Feb 2015 for 2016/2017 program year, option to back-fill 2015/2016 Z9: Feb 2015 D2: Not annually solicited X2: Mandatory load for all properties

THINK BIG, START SMALL, ACT NOW! Leisure NET Rate - Key Partners Key Partners – D2 / Z9 GTA HotelBeds Tourico Transhotel Go Global Key Partners – FI / X2 British Airways Holidays – UK Hotels 4U (Thomas Cook) – UK Exit Reizen – Netherlands Alpharooms – UK Destinations of the World – Dubai Miki Travel – UK Jetair (TUI) – Belgium

THINK BIG, START SMALL, ACT NOW! Process over 21,000 bookings every day and Sell 12 million room nights every year 86 offices in 38 Countries GTA is a World leader in the provision of ground travel products and services to the fully independent travel (FIT) industry

THINK BIG, START SMALL, ACT NOW! As part of the Kuoni Group GTA now handles all of the FIT business for the entire Group

THINK BIG, START SMALL, ACT NOW! GTA ELECTRONIC CHANNEL: Global Partnership with BWI since Pegasus Electronic Booking Channel Z9 and D2 Leisure Net Rates Virtual Single Use Credit Card Payment Terms

THINK BIG, START SMALL, ACT NOW! PRODUCTION YTD 2014 BY REGION (ALL CHANNELS) REGION %age Western Europe 53% North America/Canada 27% Scandinavia 5% Far East 5% Eastern Europe 4% Middle East 4% Australasia 2% South America 1% GTA

THINK BIG, START SMALL, ACT NOW! Hotelbeds a part of TUI Travel Global market presence selling product and services in over 150 countries 12m customers 23m room nights

THINK BIG, START SMALL, ACT NOW! Accommodation brands

THINK BIG, START SMALL, ACT NOW! Hotelbeds current situation BWI Global agreement Booking channel HBSI Rate plans : X2, Z9, D2 leisure net rates Payment via Virtual single use Credit Top ten countries booked via connectivity: USA Germany France Great Britain Netherlands Mexico Brazil Sweden Italy Canada

THINK BIG, START SMALL, ACT NOW! 2014 Direct agreements performance YTD Europe +11% North America +29% Latin America +37% Meapac +60% Direct= 88% of total volume Hotelbeds current situation

THINK BIG, START SMALL, ACT NOW! Performance 2014 vs 2013 YTD Top 10 Destinations %Growth Orlando61% London24% Prague1% Los Angeles64% Rome19% Paris22% Milan5% Venice63% New York164% Madrid-9% Total Top 10 Destinations +30% 38% Top Ten vs Total

THINK BIG, START SMALL, ACT NOW! Any Questions?