Hospitality partnership for Installers. May 2017

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Darrell Townsend
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1 Hospitality partnership for Installers May 2017

2 Contents What is happening in the hotel market? What does this mean for their TV and wifi needs? What is the business opportunity and vision? How will a partnership with TRIAX work? How will working with TRIAX benefit you? 2

3 Number of nights in billions Number of hotels/rooms in development Hotel market is growing in EU Total hotel nights is growing Number of nights spent in hotels and similar accommodation in EU-28.. As is monthly pipeline for new hotel developments Monthly number of hotels and rooms in the development pipeline in Europe in 2016/17 Hotels Rooms , , , , , , , , , , , , ,251 1,038 1,017 1,017 1,007 1,016 1, ,131 1,139 1,152 Jan 17 Dec 16 Nov 16 Oct 16 Sep 16 Aug 16 Jul 16 Jun 16 May 16 Apr 16 Mar 16 Feb 16 Jan 16 Source: Eurostat; STR Global

Occupancy rate Key hotel metrics also look healthy Occupancy rates are still growing Occupancy rate of the hotel industry in EU 28 from 2010 to 2016 RevPar is still growing in most leading EU cities

4 Occupancy rate Key hotel metrics also look healthy Occupancy rates are still growing Occupancy rate of the hotel industry in EU 28 from 2010 to 2016 RevPar is still growing in most leading EU cities Monthly number of hotels and rooms in the development pipeline in Europe in 2016/17 Europe Eastern Europe Northern Europe Southern Europe Western Europe 90.0% 80.0% 70.0% 60.0% 50.0% 40.0% 30.0% 20.0% 10.0% 0.0% Source: STR Global

But profitability is still a challenge Revpar rates are still below 2007 peak Average RevPar in EU in real terms (2007=100) And OTAs are also eating into

5 But profitability is still a challenge Revpar rates are still below 2007 peak Average RevPar in EU in real terms (2007=100) And OTAs are also eating into hotel margins UK example of development in selling costs OTAs like booking.com charge 10-20% commission and also drive growing expectations on hotel services 5

guest-facing touchpoints Source : Hospitality Technology Group: 2017 Lodging

6 Investments in guest-facing technology are still high on the agenda Hotels plan increased technology investments in 2017 with widespread plans to upgrade guest-facing touchpoints Source : Hospitality Technology Group: 2017 Lodging Technology Study amongst Hotel IT Managers in US representing over 15,200 hotels 6

7 Improving guest experience is a core focus for hotels Forget about Just like home, we need to offer Even better than home COO of French hotel group Source : Hospitality Technology Group: 2017 Lodging Technology Study 7

8 Contents What is happening in the hotel market? What does this mean for their TV and wifi needs? What is the business opportunity and vision? How will a partnership with TRIAX work? How will working with TRIAX benefit you? 8

In-room TV still essential, but the role is changing Everyone is still investing to have in-room TVs BUT requirements are already changing Increasing scrutiny on how TV packages impact: Revenue per

9 In-room TV still essential, but the role is changing Everyone is still investing to have in-room TVs BUT requirements are already changing Increasing scrutiny on how TV packages impact: Revenue per available room per month SmartTVs (HotelTVs) replacing Set-top Boxes In 2015, 90% of new installations involved SmartTVs VOD playing a smaller role than in past Cloud solutions replacing Onsite server solutions Opex replacing Capex 90% of Triax projects are already cloud-based Source: Hospitality Technology 2016, Lodging Technology study 9

Wifi is a key driver of hotel guest choice Good wifi service is a key selection criteria for hotel

customer complaints If the TV system goes down, we might not hear for half a day, if the wifi goes

10 Wifi is a key driver of hotel guest choice Good wifi service is a key selection criteria for hotel guests Wifi access is a key activity for guests during their stay and poor Wifi is a key driver of customer complaints If the TV system goes down, we might not hear for half a day, if the wifi goes down we have a complaint within 5 minutes (One corporate customer threatened to move all of their business away (3000 room nights p.a.) if we did not fix the wifi within eight hours Denmark Hotel General Manager Source: Opinium Reseach in February 2016 with 1028 UK adults and 100 UK hoteliers 10

But hotels need help to manage their wifi investments wisely A concern is that our 1 gigabit line is getting too slow and we have to bring in another 1 gigabit line UK hotel IT director How can we

11 But hotels need help to manage their wifi investments wisely A concern is that our 1 gigabit line is getting too slow and we have to bring in another 1 gigabit line UK hotel IT director How can we stop one guest using up all the bandwidth? Sometimes we are overloaded by people updating ios Austria Hotel IT Director We ve hired in an external IT-professional to take care of our Wi-Fi Denmark Hotel Manager Source : Hospitality Technology Group: 2017 Lodging Technology Study amongst Hotel IT Managers in US representing over 15,200 hotels 11

Interactivity and customization of guest touchpoints will continue to grow Growing adoption of guest communications platforms Traditionally for high-end hotels Mid-market hotels need the sales

12 Interactivity and customization of guest touchpoints will continue to grow Growing adoption of guest communications platforms Traditionally for high-end hotels Mid-market hotels need the sales channel Guest expectations also grow Soon the norm for all public buildings (eg, hospitals) BYOC is next big thing Guest s own screen and content Increases demand for HIGH SPEED INTERNET Pre- and Post-Stay functionality Concierge services Online marketing could be a game changer! 2017, TRIAX A/S

with the ultimate goal of providing and selling more hotel services Services are important for customer satisfation and to future margins Our economy-end customers are getting inspired by Ryanair.

13 with the ultimate goal of providing and selling more hotel services Services are important for customer satisfation and to future margins Our economy-end customers are getting inspired by Ryanair. They will try to sell everything (incl.tv) as an add-on service Head of Technology of System Integrator Booking.com / Hotels.com are eating our margin, so we make the money on the guests from the sports, spa and other services General Manager of Danish Hotel Source: Zyxel Hospitality report, March

14 Contents What is happening in the hotel market? What does this mean for their TV and wifi needs? What is the business opportunity and vision? How will a partnership with TRIAX work? How will working with TRIAX benefit you? 14

15 Blue ocean opportunity in mid and economy market Independents and small chains (< 4 hotels) Larger chains (>4 hotels) Upmarket Mid-market Economy Hotels looking to trusted local partners to help assemble a solution - but you need suppliers who can provide integrated solutions - Over 90,000 hotels with 3 mio rooms in Europe Budget 15

16 TRIAX already provides a range of TV and wifi solutions 16

17 TRIAX solutions are also well-established and proven in the market More than 7000 headends installed + Over 3000 other solutions installed since /31/ , TRIAX A/S 17

TRIAX s hospitality solution delivers a wide range of guest interactions Simple platform that supports a wide range of interactive hospitality solutions Services are delivered via APPs, made

18 TRIAX s hospitality solution delivers a wide range of guest interactions Simple platform that supports a wide range of interactive hospitality solutions Services are delivered via APPs, made Available for guest on the online PORTAL, Accessible on all TOUCHPOINTS inside and outside the hotel (the Web, Smartphones, Tablets, PCs, Displays and TVs) Managed through a unified BACKOFFICE TRIAX In Touch APP PORTAL TOUCHPOINT BACKOFFICE 2017, TRIAX A/S 18

19 The big advantage: one solution across all hotel touchpoints Separate solutions for each touchpoint One integrated platform Built around a wide menu of guest applications Delivered everywhere, at any time, and on any device /05/ , TRIAX A/S

Box app is a digital library that offers

guests with easy access to hotel and local

displays your reviews and online reputation

advertisement in guest information channels

20 Built around a wide and growing menu of guest applications A few examples The Media Box app is a digital library that offers newspapers and magazines. The weather app displays local weather information The Hotel Info app provides your guests with easy access to hotel and local information The Customer Alliance app displays your reviews and online reputation The HotelADS app allows you to place advertisement in guest information channels The Train timetable app offers access to the timetables and live information for local stations 20

21 That deliver services everywhere In-room TV Digital Signage Tablet (in room) Guest device (onsite, incl. HSIA) Kiosk Guest device (remote access) 21

URL) Services Restaurant Spa and Wellness Offers and Events Order taxi

22 Any time in the guest journey pre-stay stay post-stay Info about the stay Pre-booking of services Special offers, Vouchers (via or URL) Services Restaurant Spa and Wellness Offers and Events Order taxi or rental car (GPS) Feedback More destinations Vouchers 31/05/ , TRIAX A/S

And on any device Each application works

of management tools for In Touch Hosting

content across all touchpoints IP TABLET

23 And on any device Each application works across all relevant touchpoints One set of management tools for In Touch Hosting & APP-Shop IP In Touch CMS & BackOffice APP-Pool INFO-APP Customising what apps appear on each touchpoint Updating content across all touchpoints IP TABLET in-room Mobile devices DIGITAL SIGNAGE TV in-room 23

24 A flexible platform for tailored solutions Support the whole guest journey (from pre-stay, during and post-stay) Intuitive, responsive and customizable guest interface Runs on all devices (SmartTV, SmartPhone, Tablets, PC/Laptop) Browser (HTML5) based cloud platform (redundant and 24/7/365 surveillance) 5/31/ , TRIAX A/S 24

25 Contents What is happening in the hotel market? What does this mean for their TV and wifi needs? What is the business opportunity and vision? How will a partnership with TRIAX work? How will working with TRIAX benefit you? 25

26 Our vision is centred around you Preferred connectivity partner to professionals Reliable & Innovative 2017, TRIAX A/S 26

service their customers with our full solutions range Established hospitality business Sell, install

27 Our focus is to build a network of highly skilled local installation partners TRIAX will build a pan-european network of skilled installation partners who are trusted to plan, sell, install and service their customers with our full solutions range Established hospitality business Sell, install and service Work with customers on long-term plans Installers/ Integrators Hotel 5/31/ , TRIAX A/S 27

28 We will build our business with a network of expert partners Exclusive promotions and tools Training and service support Support for new leads and bidding Expert hospitality partners Actively promote TRIAX solutions Invest to train staff on IP, wifi, TV and service solutions Build and share project pipeline 28

marketing materials Installation support (eg, how-to guides) Aftersales backup and support Training on commercial and

29 Support for hospitality partners In Touch CMS & BackOffice APP-Pool INFO-APP In Touch CMS & BackOffice APP-Pool INFO-APP Dedicated TRIAX experts for support in sales and project planning Growing menu of online tools and services Sales and marketing materials Installation support (eg, how-to guides) Aftersales backup and support Training on commercial and technical aspects of all solutions Early or exclusive access to demo set-up s and kits 24/7 monitoring on cloud-based services 29

30 Contents What is happening in the hotel market? What does this mean for their TV and wifi needs? What is the business opportunity and vision? How will a partnership with TRIAX work? How will working with TRIAX benefit you? 30

services TV hardware Interactive kiosks and tablets

31 Business opportunity 1 - Our partners can earn from a growing set of services Pre- and poststay services TV hardware Interactive kiosks and tablets Wifi and IP hardware Digital signage Information services 31

32 Income Initial hardware Business opportunity 2 - Build a solid base of recurring revenue Moving from a typical sales/ delivery cycle Creating a longer-term revenue stream Establishing stable revenue base for your business + - Sell Deliver Sell Ongoing service revenues 32

33 Business opportunity 3 Secure more repeat business from existing customers Example of a typical 60 month contract Exclusive window for targeted promotions to renew services and contracts Typical point where hotel starts competitive tender Start of contract 48 months 52 months 60 months 33

34 Business opportunity 4 Shift to a business dialogue with hotel Traditional discussion on hardware Standard functions and features Focus on overall solution Revenue and cost opportunities for hotel Capex outlay Opex and financing options Service fees as an extra cost Service as part of the overall benefits Focus on next installation Focus on multi-project plan 34

35 Copyright 2017 TRIAX. All rights reserved. The TRIAX Logo and TRIAX, TRIAX Multimedia are registered trademarks or trademarks of the TRIAX Company or its affiliates. All information in this presentation are subject to change without further notice and may only be distributed after agreement with TRIAX. THANK YOU FOR LISTENING 31/05/

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