1. Gustavo Syllos - AMLAT April 2009 1 BRAZIL SALES REVIEW – 1st Quarter 2009 SALES FOCUS

2. Gustavo Syllos - AMLAT April 2009 2 Introduction Leader in Hospitality in Latin America  Accor = 166 Hotels / Brazil market = 10k Hotels Known as Corporate Hotel in Brazil and LATAM  Only 3 hotels well positioned as leisure (Foz, Spa do Vinho, Guaruja)  Tour Operators volume decrease in last 4 years Since 2006, several changes in Sales Structure  Central Sales reduced 25% / high turn over in Hotel Sales  Hotel Sales reporting to Operations until 2008 Since 2007, Sales & RM working together  First Hotel chain to work with dynamic pricing and not to work with Agencies Special Rates (AGV)  Rates grading and CO levels built by RM + Sales

3. Gustavo Syllos - AMLAT April 2009 3 Market Overview – HOTEL BUSINESS TMC’s: Only in Brazil they are formally organized. Competition still practices Travel Agencies Rates (AGV). Quite few are developing SBT. Travel Managers Well organized in Brazil (NBTA basis) and Argentina. Pushing for 2 years contract and flat rates. OLTA Biggest are HOTELDO and E-HTL. Online connection projects still in development. Tour Operators Dominate small hotel chains pushing prices down. Pushing on flat rates DMC’s Due to dollar devaluation, started to sell to Corporate. Flat Rates in dollar hard to negotiate. Quite few are online. Payment / Remuneration Comission: 10% Form of payment: Invoicing for most countries : Credit Card 50% / Invoicing 45% / Cash 5% (Midscale Brazil)

4. Gustavo Syllos - AMLAT April 2009 4 MAIN COMPETITIVE SET BRAZIL

5. Gustavo Syllos - AMLAT April 2009 5 10 People 8 Sales People 8 GSAs Sales presence of other players Best Worse Sales & Presence : Accor vs. main competitors Brazil - 2008, Based on available data - Sales (Corporate)Sales (Hotel Sales) Hotels 5 Sales People36 Sales People 16 5 People 50 People 25 25 Sales People 100 Sales People 65 4 People 10 People 4 15 Sales People 100 Sales People 144 (87mid) 4

6. Gustavo Syllos - AMLAT April 2009 6 Opinions collected during sales calls IMAGE

7. Gustavo Syllos - AMLAT April 2009 7 SALES ISSUES Market volume  Reduction of RN in big Corporate Accounts - Migration to cheaper hotels / Ibis and independent competitors  Reduction of International Corporate Travel (Air France – 40%!)  Loading delays for new rates Tracking  CUBES FR x COGNOS BR - Need to define perimeter - Misinformation impacts Performance analysis &  Missing KPI’s unification - RR with governmental taxes (Operations) without taxes (Sales) - Total Revenue (including F&B, rooms) x RR only Sales Portfolio & contracting  Coverage perception - Left segments without sales attendance (leisure, government etc) - 23% Hotel refusal in RFPs for 2009 Image  Lack of consistent presence in media and trade publications

8. Gustavo Syllos - AMLAT April 2009 8 LATAM SALES ORGANIZATION

9. Gustavo Syllos - AMLAT April 2009 9 TEAMS RELATIONSHIP AND ACTION

10. Gustavo Syllos - AMLAT April 2009 10 SALES FOCUS Midscale / Upscale  Ibis does not provide reporting - impossible to track volume Sofitel  Alignment with Sofitel Hotel Sales teams for: - RFP / MICE sales / Intraregional Sales / Outbound Sales Areas  New Sales Area Managers to speed decisions processes and alignment with regional RM and Operations Tools  ASA to allow shared management / performance management  New BI tools to allow Hotel Sales to work in KAM model

11. Gustavo Syllos - AMLAT April 2009 11 CORPORATE PROGRAMS 1st Q 09

12. Gustavo Syllos - AMLAT April 2009 12 2009 status – Booking Channel Top TMCs 1st Q

13. Gustavo Syllos - AMLAT April 2009 13 PERFORMANCE vs COMPETITION TMC BRASIL – TOTAL HOTEL SALES – Brazil 2008 Room nightsVendas (R$)Média (R$)% Accor432.40066.438.587,74153,6513,86% Atlantica312.66249.591.575,62158,6110,34% Blue Tree138.17722.268.693,52161,164,64% Meliá99.29215.059.612,43151,673,14% Estamplaza80.67916.632.964,34206,163,47% Transamerica37.2247.310,438,04196,391,52% Outros hotéis2.103.329302.197.093,45143,6863,02% TOTAL3.203.763479.498.965,14149,67100,00%