TUI GROUP Annual General Meeting 2018 Friedrich Joussen CEO
TUI From trading company to integrated tourism group FINANCIAL INDICATORS Earnings guidance >10%: outperformed for 3 consecutive years Balance sheet further strengthened TRANSFORMATION Disposal of non-core businesses Synergies delivered Hotels and cruises deliver ~60% of earnings (a) 50% DAX: +23% 40% FTSE: +11% 30% 20% TUI TSR (b) : +42% 10% 0% -10% TUI SHARE PRICE DIVIDEND PROPOSAL : 65 CENTS PER SHARE GROWTH Turnover growth Market share gains EMPLOYEES Employees are TUI Strong employee engagement (a) Incl. Destination Services (b) Total Shareholder Return (TSR) 2 TUI AG Annual General Meeting 2018
Challenges and opportunities: External factors and megatrends DIGITALISATION GEOPOLITICAL FACTORS NEW CUSTOMER GROUPS OTAs remain strong Plus: Cloud Artificial Intelligence Blockchain Terrorism Nationalism Climate change Generation Y Mobile communications Social media Experience Brands GROWTH OF THE GLOBAL TRAVEL MARKET REMAINS INTACT 3 TUI AG Annual Hauptversammlung General Meeting 2018 2018
Earnings guidance again outperformed in financial year 2017 FINANCIAL INDICATORS 2017 / IMPROVEMENT IN % INVESTMENTS OF 1.1BN IN FJ17: DEV. OF ROIC TURNOVER: 18.5bn (a) Guidance: at least. +3% +12% 24% Guidance: at least +10% UNDERL. EBITA: 1,102m (a) +12% 22% UND. EARNINGS PER SHARE: 1.14 (a) +34% LEVERAGE RATIO: 2.5x +24% FY16 FY17 DIVIDEND PROPOSAL: 65 CENTS PER SHARE (a) 1) Veränderung At constant currency inklusive Währungseffekt 4 TUI AG Annual Hauptversammlung General Meeting 2018 2018 Veränderung zum Vorjahr (zu konstanten Wechselkursen)
Hotels & Resorts Profitable growth and increase in ROIC PROPORTION OF GROUP EARNINGS INCREASED INCRASE IN ROIC 203 (a) 235 (a) 304 +17% 357 Hotels & Resorts 15A (a) 16A 17A Capacity (in`000) 35,706 37,306 39,163 Occupancy (%) 79 78 79 Revenues per bed ( ) 56 60 63 ROIC (%) 10.5 12.3 13.2 FY14 FY15 FY16 Underlying EBITA Hotels & Resorts (m ) FY17 28 new hotel openings since the merger Of which 10 opened in FY 2017 TUI Group September 2017 (a) Blue Diamond not included 5 TUI AG Annual General Meeting 2018
Cruises Profitable capacity expansion continued PROPORTION OF GROUP EARNINGS INCREASED CLEARLY DEFINED SEGMENT STRATEGY +34% 256 TUI Cruises and Marella Cruises ca. 30% capacity expansion 191 Stable occupancy and slight increase in rates Hapag Lloyd Cruises 10 (a) 81 (a) Rate increase at constant capacity Cruises segment: ROIC 17: 20% FY14 FY15 FY16 FY17 Underlying EBITA Cruises segment (m ) TUI Group September 2017 (a) Marella Cruises not included 6 TUI AG Annual General Meeting 2018
Sales & Marketing Growth in market share and stable earnings DEVELOPMENT OF UNDERLIYNG EBITA ( m) INTACT GROWTH 1m additional customers in FY17 23-24 Successful rollout of brand migration -32 26-15 -6 younger 554 571 526 more direct more digital Record trading performance Q1 2018 FY16 Northern Region Central Region GJ17 Western Pre-FX, Region TUI fly sickness incident & AB TUI fly sickness incident Air Berlin insolvency FX effects FY17 TUI Group September 2017 7 TUI AG Annual General Meeting 2018
Strategic positioning for further growth STRATEGIC POSITIONING OUR AMBITION (EBITA m) DIGITALISATION (CUSTOMERS) Vertical integration Global double diversification ~1,500 Customer data and CRM platform GROWTH Continuation of the transformation through reinvestment of the gains on disposal <50% OF FUTURE EARNINGS GROWTH 779 (a) 953 1.001 1.102 >10% CAGR DIGITALISATION (OFFERING) Blockchain platform >50% OF FUTURE EARNINGS GROWTH FY14 FY15 FY16 FY17 FY18 FY19 FY20e (a) Pro forma EBITA 8 TUI AG Annual General Meeting 2018
Customer-related digitalisation: Personalised offerings for 20 million customers à 900 BOOKING/HOLIDAY COUNTDOWN FLIGHT / TRANSFER HOTELS & CRUISES FLIGHT Wellness Postbooking call Recommendations during log-in into TUI App Recommendations on booking confirmation site Improved sales process in agency Selective follow-ups during Internet search Recommendations during processing / viewing of booking Reminder to choose seat & offer of premium upgrade Recommendations during flight check-in Offer excursion package Offer room upgrade during check-in Choose room (during hotel check-in) Reminder on in-flight sales at airport Reminder on in-flight sales at airport Late check-out for customers with late flight departure times EARNINGS POTENTIAL PER CUSTOMER THROUGH INDIVIDUALISATION OF OFFERINGS 1:1 9 TUI AG Annual General Meeting 2018
Customer-related digitalisation: Initial experience from Nordic source markets Strategy TRADITIONAL Segmented products DIGITAL Individualised offerings 1:1 Annual campaigns 1,400 8,600 6x Contacts 114m sent 4m sent ~30x Target purchasing probability 0.5% 20% 40x 10 TUI AG Annual General Meeting 2018
Offering-related digitalisation: Low-risk entry into new markets with simultaneous reduction in risk capacity 20 MILLION CUSTOMERS Example China Risk capacity 100 MILLION BED NIGHTS AND 5 BILLION EUROS WORTH OF HOTEL PURCHASES 11 TUI AG Annual General Meeting 2018
TUI s investment story: Doubling of earnings by FY20 without raising additional capital EBITA 2x ~ 1,500m 1,102m 779m (a) FY14 FY17 FY20 Trading Product Platform (a) Pro forma EBITA 12 TUI AG Annual General Meeting 2018