2. Book Direct

3. OTA Net Revenue as a Percentage of Total CRS Revenue
Consistent with the industry, Choice has seen significant OTA growth over the last five years
OTA Net Revenue as a Percentage of Total CRS Revenue

4. OTAs have perpetuated the ‘lowest price’ claim for the past decade

5. Reminder: Third party rates are expensive
BAR Rate: $100
15%+ Commission: $15*
Net Rate: $85
* Other System and royalty fees apply, based on brand and channel of booking.

6. Competitors Launched Member-Only Discounts to Combat OTA Growth
Marriott “It Pays to Book Direct” August 2015
Hilton “Stop Clicking Around” February 2016
IHG “Your Rate”
May, 2016

7. Choice’s Book Direct Strategy
Price Confidence
Unique Benefits
Product Confidence

8. Price Confidence

9. Product Confidence or
77%
1M+

10. Unique Benefits with Choice Privileges

11. A/B test winners are implemented to drive hotel bookings
We’re continuously optimizing your lowest cost channel to drive conversion
A/B test winners are implemented to drive hotel bookings

12. Questions?