1. Phil Andreopoulos Vice President Global Sales Europe Marriott International AIPC conference Amsterdam, Tuesday July 3, 2012

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3. Part One:Impact of the financial crisis on the global lodging industry Part Two:Overview of the global lodging industry today Part Three:Hotel pricing philosophies Agenda

4. Part One: How did the global lodging industry fare during the financial crisis?

5. RevPAR is the hotel industry’s global standard measurement tool. Revenue per Available Room (RevPAR) is the total revenue generated through bedroom sales, over a given time period, divided by the total number of bedrooms available over the same period. Part One: How did the global lodging industry fare during the financial crisis?

6. Who are the main players in today’s global market? Part Two: Overview of the global hotel industry

10. Source: Otus 2009 1.9m 3.8m Part Two: Overview of the global hotel industry While Europe is the largest lodging market in the world, it is highly fragmented

11. Source: Smith Travel Research Part Two: Overview of the global hotel industry Current State

12. Source: Smith Travel Research Part Two: Overview of the global hotel industry Pipeline

13. Source: Smith Travel Research Part Two: Overview of the global hotel industry Pipeline

14. With so much new supply and growing demand, how do hotels maximise RevPAR? Part Three: Pricing philosophies

15. GroupIndividual Part Three: Pricing philosophies Getting the right balance between Group and Individual travellers

16. GroupIndividual Often contracts far in advance Guaranteed revenue (depending on contract terms) or can ‘wash out’ (if terms not robust enough) Helps forecasting / rate setting Often has Food and Beverage revenue attached Provides base business / confidence Can create pockets of low occupancy pre and post Ability to cancel on day of arrival with no charge Established and predictable patterns of demand Seasonal – established corporate / leisure seasons Corporate preferred hotel programs Wholesaler deals for Leisure segments Ability of the hotel to manage demand Part Three: Pricing philosophies Getting the right balance between Group and Individual travellers.

17. DirectIntermediary Part Three: Pricing philosophies

18. Fira de Barcelona – 2012 Events Calendar Source: Fira de Barcelona Website Part Three: Pricing philosophies Barcelona Case Study

19. Source: Barcelona Tourisme Part Three: Pricing philosophies Barcelona Case Study

20. Barcelona rate check during October: Source: hilton.com Arrival at the Barcelona Hilton: Tuesday October 2, 1 night:191 Euros Tuesday October 9, 1 night:341 Euros Tuesday October 16, 1 night:191 Euros Tuesday October 23, 1 night:216 Euros Tuesday October 30, 1 night:191 Euros Part Three: Pricing philosophies Barcelona Case Study

21. Maximising the supply versus demand curve in Barcelona: - Corporate accounts, lone business travellers - Group demand from exhibitions - Group demand from smaller meetings - The leisure traveller - Changing / seasonal airlift Part Three: Pricing philosophies Barcelona Case Study

22. Thank you and questions…?