2017 RTO Summit. Educating the Clueless Revenue Manager

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1 2017 RTO Summit Educating the Clueless Revenue Manager

2 2

3 Sold through a channel that few have ever heard of. 3

4 How Are 26 Million Room Nights Sold To International Visitors? 4

5 By Receptive Tour Operators (RTOs) 5

6 What you Will Learn What are RTOs? The RTO Landscape NAJ Trax RTO Statistics Pros and Cons How it Works Conclusion 6

7 THE RECEPTIVE TOUR OPERATOR (RTO) LANDSCAPE RTO SUMITT 2015: 7

8 What are RTOs? International Distributors of attractions and hotels Wholesaler to wholesalers and Travel Agents Financial intermediary between U.S. suppliers and international wholesalers Hotel brokers for resale via overseas travel agents RTO SUMMIT

9 What do RTOs Offer? FIT online booking systems Escorted group tours Fly-Drive programs M.I.C.E. tour programs Meet and greet and ground services RTO SUMMIT

10 RTO Subsectors Bed Banks Traditional, Legacy Subsidiaries Niche or Regional 10

11 RTO Subsectors BREAKDOWN OF SUBSECTORS Bed Banks 1 Traditional Legacy Operators 10 Subsidiaries of International Travel Operators 15 Niche or Regionally Specialized Operators 206 RTO SUMMIT

12 BEDBANK CONSOLIDATION TOURICO HOLIDAYS Part of Hotelbeds HOTEL BEDS (The Mother Ship) GTA TRAVEL (part of Hotelbeds) CHARACTERISTICS: Technology Driven Hotel Aggregators Sell Mostly FIT s (Worldwide sales operations) 250,000+ hotels 12

13 Traditional Legacy RTOs CHARACTERISTICS: Full Line of North American product FIT, Escorted Groups, MICE Ad hoc Groups, Fly-Drive) Still Sell offline Through Tariffs and Online Examples ATI (oldest US-owned RTO) ALLIEDTPRO (division of Kuoni) 13

14 Niche and Regional RTOs ROCKY MOUNTAIN HOLIDAY TOURS (National Parks in West) SWEET MAGNOLIA TOURS (Specializes in Southern USA) CHARACTERISTICS: Regionally focused Country-focused New RTO s EURO USA TOURS (Denmark, Norway, for MICE Groups) 14

15 Subsidiaries of International Travel Operators Subsidiary of Japan Travel Bureau with 300 offices in Japan New World Travel The America Specialists Subsidiary of DER in Germany Owned by China Travel Service 15

16 NAJ TRAX RTO PRODUCTION SUMMARY RTO SUMITT 2017: 16

17 RTOs Tracked Tourico Hotelbeds AlliedTpro American Ring ATI Meeting Point International (formerly Fti) New World Travel City Tours City Tours Maine (formerly Tourco) Columbia Crossroads Rocky Mountain Holiday 17

18 2014 Trax Report Overview 11 Tracked RTOs Sold: Total RTO Room Night Sales 11 RTOs All Other RTOs 18

19 2014 Trax Report Overview Total Sold by all RTOs: Total Group Nights Sold: Total Overseas Leisure Nights Sold: 19

20 Trax Report Overview FIT vs. Groups 11 Tracked RTOs Sold: Groups FIT Overseas Leisure RN 11 RTOs Other 20

21 Group Breakdown Sub Segment % of Group Total % Change ESCORTED 40.4% -8.4% AD HOC GROUPS 44.1% 15.3% M.I.C.E. 15.6% 68.3% 21

22 YoY Growth % Total International Arrivals 8.8% RTOs Growth Total Growth of International Arrivals vs. Growth of RTOs 22

23 Total Room Nights Sold Cities with Cities Tracked 2007 RN Sold 2014 RN Sold % Change 500,000+ RN 8 5,057,000 8,877, % 50, ,000 RN 19 1,130,000 2,481, % Under 50,000 RN , , % RN = Room Nights Total 95 6,502,000 12,025, % 23

24 Group Room Nights Sold Cities with Cities Tracked 2007 RN Sales 2014 RN Sales % Change 500,000+ RN 8 754,000 1,361, % 50, ,000 RN , , % Under 50,000 RN , , % Total 95 1,227,000 2,396, % RN = Room Nights 24

25 Cities Change Miami/Miami Beaches Large* Destinations Highest Growth TOP FIVE CITIES CAGR 2014 Room Nights 153.8% 16.8% 1,181,738 Los Angeles 96.8% 11.9% 804,319 Las Vegas 89.4% 11.2% 1,409,847 New York City 67.5% 9.0% 2,581,723 San Francisco 66.7% 8.9% 653,631 *500,

26 Medium* Destinations Highest Growth TOP FIVE CITIES Cities Change CAGR 2014 Room Nights Fort Lauderdale % 51.5% 193,269 New Orleans 377.4% 29.8% 139,333 Dallas 333.2% 27.7% 65,765 San Antonio 322.5% 27.1% 84,302 Reno/Sparks 248.0% 23.1% 53,882 *50, ,000 26

27 Small* Destinations Highest Growth Cities Change TOP FIVE CITIES CAGR 2014 Room Nights Austin % 113.3% Biloxi/Gulfport % 102.4% 14,033 Little Rock % 75.0% 2,132 Greenville MS % 52.4% 833 Whitefish 667.4% 40.4% 727 *Under 50,000 27

28 Cities Change Other* Destinations Highest Growth TOP FIVE CITIES CAGR 2013 Room Nights Newport % 113.5% 645 Buffalo WY 486.0% 142.1% 1,907 Moab 195.1% 24.2% 1,008 Logan 124.3% 49.8% 24,034 Louisville 111.6% N/A 1,651 *Not reported for entire period 28

29 PROS AND CONS OF USING RTOS RTO SUMITT

30 RTO Advantages + Assumes currency and financial risk of collections + Delivers business during year round + Fewer Cancellations + Hotels can begin yielding earlier than with OTA s + Has access to international groups and M.I.C.E. + Offers Free Advertising in Int l markets + Flexibility to sell at higher rates during peak periods + Can help hotels upsell to superior rooms + Moves distressed inventory at higher yields than OTA s RTO SUMMIT

31 RTOs Disadvantages x Another middleman x Need rates 18 months in advance (in case of traditional operators national operators) x Perception of low-yield tourism class business (rarely true) x Tiered rate discount can seem unnecessary in strong economy x Sales from traditional brochure wholesalers can take 2-3 years to materialize RTO SUMMIT

32 HOW IT WORKS RTO SUMITT

33 Who Adds Value? Tier of Distribution % Discount Value Added Receptive Operator 7-10% Assumes financial risk, sales force, distribution, language, advertising In-Country Operators 10-15% Provides distribution and marketing through travel agent network and/or direct to consumer retail websites Travel Agent 10% Handles direct sales to customer base RTO SUMITT

34 Tiered Pricing Model $100 RTO Net $ International Operator $ Travel Agent $ Consumer RTO SUMITT

35 Win-Win You = Their Creative Team RTOs = Your International Distribution Team RTO SUMMIT

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