Auckland Airport | Determination NZ | April 2011 Repositioning AKL – Growing High Value Customer Base determination nz

Facts 2 Days 350 Airlines 750 Airports 2300 Attendees 28,000 Meetings Facts 2 Days 350 Airlines 750 Airports 2300 Attendees 28,000 Meetings Routes – Competition for aircraft is fierce Routes “speed dating” for airlines/airports

Market Development Loop Market Development Model & Techniques Learning from results to improve our knowledge and develop sustainable market structure. Securing capacity growth is a fundamental outcome of the demand stimulation. Stimulate through influencers, remove impediments to growth (Visas etc), create market segmentation, building high value markets, develop market structure. Target growth market segments through considered and detailed analysis of markets. Work with key influencers for the route and market. This can be industry partner, airline, airline executive, politician, consumer opinion leaders or distribution agent.

Need to stand out from the crowd Routes “speed dating” for airlines/airports

In Guangzhou previously limited promotion as less capacity

Develop programmes to advance capacity

Guangzhou Daily Travel session: 4 th Jan 2011 GZL & AIAL JV adverts about CNY and high season products

Build the alliance connections and advance the market.

Develop greater connections and more capacity

34 international destinations 10

Auckland Airport | Determination NZ | April 2011 We have already gained commitment to an extra 1.5 million seats in the last 2 years.

Auckland Airport | Determination NZ | April 2011 Population size of countries accessed by direct flight

Auckland Airport | Determination NZ | April 2011 If we target high net value passengers

Auckland Airport | Determination NZ | April 2011 Asia is NZ Tourism’s growth engine

Auckland Airport | Determination NZ | April 2011 Asia for Building India Traffic Volumes

Auckland Airport | Determination NZ | April 2011 Competing with Australia – International Arrival Forecasts

AKL’s existing First & Business Class demand generates a 42% loading in Premium Seats 17

However, AKL has approximately the same number of premium seats as MEL 18

Over the coming year, premium seats at AKL are expected to rise by 113k, or 11% 19 Overall international seat capacity at AKL is expected to rise 9% to YE April 2012

CZ has a very high proportion of premium cabin seats in the AKL market 20 It is expected that 15.8% of the UA AKL-IAH service seats will be in premium cabins

Singapore and London have the highest proportion of premium cabin demand 21

Auckland Airport | Determination NZ | April 2011 China is scarily big with massive wealth! 1.34 billion people China replaced the United States as NZ's second-largest export market at US$2.66 billion. 57 million outbound trips in 2010 NZ currently 0.2% of market. One in every 175 people in Shanghai has personal wealth of US $1.5 Million. Estimated 4,000 RMB billionaires in China. 30% of London luxury good sales made to Chinese travellers.

Auckland Airport | Determination NZ | April 2011 Outbound growth of 77% over next 10 years to over 100 million Growth of 77% Get ready for the growth

Facts Internet users in China 420 million 19.8 hours per week per user USD 36.5 billion online shopping 176 million social network users 265 million on online gaming Facts Internet users in China 420 million 19.8 hours per week per user USD 36.5 billion online shopping 176 million social network users 265 million on online gaming Targeting the wealth and social media 30 % of London premium goods sales sold to Chinese travelers. By 2015 China will be No 1 market for luxury goods, with annual sales of $14.6 billion Mercedes Benz report 128 % growth in first 10mths of year. “

Auckland Airport | Determination NZ | April 2011 Development of high value travel from China

Auckland Airport | Determination NZ | February 2011

Auckland Airport | Determination NZ | April 2011 Current O&D leaders outside of Australia.

Auckland Airport | Determination NZ | April 2011 The European connection market still dominated by UK and Germany

Auckland Airport | Determination NZ | April 2011 There are 101k o/D passengers per year between NZ & Latin America.

Auckland Airport | Determination NZ | April 2011 There are a further 311k O/D passengers per year between Australia & Latin America.

Auckland Airport | Determination NZ | April 2011 There are 1.2m O/D passengers per year between Asia & Latin America.

Auckland Airport | Determination NZ | April 2011 Develop connections! The Sky Team hub partner development

Auckland Airport | Determination NZ | April 2011 TNZ Active Considerer Research also reveals size of Asia/Americas Market% of Active ConsiderersNumber of Active Consideres USA9.80% 22,300,000 India26.00% 21,100,000 China21.80% 16,900,000 Korea26.60% 8,900,000 Japan6.20% 5,400,000 Australia28.70% 4,900,000 UK10.50% 4,900,000 Germany7.70% 4,000,000 Canada14.00% 3,800,000 Singapore26.00% 700,000 92,900,000

Auckland Airport | Determination NZ | April 2011 Queenstown just emerging as destination for visitors

AKL’s existing First & Business Class demand is still centred on key routes. 38

Premium Cabin Yields: Europe 39

Premium Cabin Yields: China 40

Premium Cabin Yields: South East Asia 41

Premium Cabin Yields: South Asia, Middle East & Africa 42

Auckland Airport | Determination NZ | February 2011