AUSTRALIA NEW ZEALAND SOUTH PACIFIC

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1 AUSTRALIA NEW ZEALAND SOUTH PACIFIC

2 Welcome to the AOT Group AOT is Australasia s leading Travel Distribution Company offering a complete range of Australian, New Zealand, South Pacific and global travel products and services to Wholesale, Government, Corporate and Retail customers worldwide. Established in 1987 the AOT Group today has over 580 staff located in 16 locations worldwide including, Melbourne, Canberra, Sydney, Gold Coast, Brisbane, Auckland, Nadi, Mumbai, Shanghai, Hong Kong, Singapore, Jakarta, Milan, Munich, Rarotonga and London. Andrew Burnes Chief Executive Officer AOT s success has been built on establishing long term partnerships with some of the best travel distribution partners selling our regions around the world. We continue to nurture these great partnerships and build prosperous new relationships with global travel partners every year. Via our retail travel agency customers in Australia and New Zealand, our wholesale partners around the world, the Australian Government including the Army, the Navy and the Airforce and over 190 Commonwealth entities and direct to the public, the AOT Group sells over 1.6 million room nights per annum. With our experience, professionalism and robust technology solutions, the AOT Group offers mutually beneficial solutions for our supplier partners, travel agents, wholesalers and travellers right around the world. We welcome the opportunity to discuss how we can assist you in selling your product via AOT global channels. Cinzia Burnes Chief Operating Officer Andrew Burnes CEO

3 About the AOT Group AOT has five main operating divisions offering travel services to the leisure and government sectors: Wholesale Sunlover Holidays is a leading wholesaler of Australian travel product and is renowned for delivering specialist product knowledge, an extensive product range and a high standard of customer service. With a team of over 100 dedicated travel experts that excel in reservations, sales and marketing and product development, Sunlover Holidays service bookings and enquiries from travel agents and consumers across Australia and New Zealand via a range of web portals and online partners. Territory Discoveries are the destination specialists for Australia s Northern Territory, offering more than 2,500 genuine outback experiences, from guided day tours to short breaks or extended journeys throughout the Top End and Central Australia. Formerly a Government Business Division of Tourism NT, Territory Discoveries is now operated by the AOT Group under a three year licence agreement with Tourism NT. Air New Zealand Holidays is operated by the AOT Group in partnership with Air New Zealand in both the Australian and New Zealand markets. Specialising in leisure holidays in New Zealand, Australia, the South Pacific and USA/Canada, Air New Zealand Holidays distributes products through all Air New Zealand channels including their 26 Holiday Shops, website, and via other trade channels. Inbound AOT Inbound is a leading full service destination management company selling travel in 45 countries globally, with eight Sales and Marketing offices around the world. This division specialises in both FIT and Group travel markets including leisure, ad-hoc, conference, incentives, cruise ship shore excursions, as well as online content partnerships. AOT Inbound operates 7 days a week, offering a comprehensive collection of experienced foreign language staff in our Reservations Centres located in Melbourne, Auckland and Nadi. ATS Pacific was established in 1981 is now recognised as a leader in inbound travel management in Australia, New Zealand, Fiji and the South Pacific. We provide specialised and bespoke Group and FIT itinerary planning and destination management services for the trade. We also cater for various market segments including Cruise (Fiji), C&I and Sporting Events. ETA (Experience Tours Australia) is the largest specialist destination management company working across 16 Countries in Asia. Established in 1987, ETA became part of the AOT Group in October 2008, and with expansion over time now has five Global Sales Offices in Shanghai, Hong Kong, Jakarta, Singapore and Mumbai. Online AOT operates an online business-to-consumer division selling last-minute and year round accommodation with brands including needitnow.com.au, bestrates.com.au, travelmate.com.au and needtoescape.com.au Government AOTHotels is the official online portal for AOT s Government Services Division and is the officially appointed Accommodation Program Manager by the Department of Finance and Deregulation for the Australian Government to exclusively contract and book all domestic accommodation for more than 190 Commonwealth Entities. Transport Tourist Transport Fiji (TTF) is 60% owned by AOT and has the largest fleet of passenger transport vehicles in Fiji. Based in Nadi, TTF provides SIC and private transfers, operates a twice daily Coral Sun express service from Nadi to Suva, operates Day Tours under the Great Sights brand and adventure tour packages under the Feejee Experience brand.

4 AOT Australia Contracting Team The AOT Group Contracting Team negotiates rates and allocations on behalf of all AOT s divisions and consists of Destination and Contracting Managers with geographical responsibilities. Dominique Atzenhoffer Senior Destination & Contracting Manager TAS, VIC M: E: Chris Forde Destination & Contracting Manager QLD (exc. Brisbane & Sunshine Coast) M: E: Mia Sweeney Destination & Contracting Manager SA, Brisbane & Sunshine Coast M: E: Samantha Waldron Senior Destination & Contracting Manager NSW, ACT & WA (exc. Broome and the Kimberleys) M: E: Nerida Hilli Destination & Contracting Manager Northern Territory & Broome and the Kimberleys M: E: Mark Ehlers Contracting Manager Government Services M: E: Teresa Tan Contracting Manager ETA M: E: Fellicia Samantha Contracting Coordinator E: Elissa Calella Junior Contracting Coordinator E:

5 Technology Supplier Manager AOT Supplier Manager tool has been developed to allow supplier partners to quickly and easily manage a range of information relating to their products and services in AOT s systems. This information is then used in AOT s internal systems to sell the supplier s products via our multiple distribution solutions. There are three main parts to Supplier Manager: Property Information where you can update areas including; Property Description, Property Information, Directions, Contact Information and Images. Inventory Management Inventory is key for all AOT s divisions. We contract two different types of allocation, one pooled allotment used in all divisions of AOT, except for Government and a dedicated allocation for Government. In the Inventory Management section of Supplier Manager, an accommodation provider can easily see where the Contracted Inventory is running low and top up accordingly using the Selfmanaged Allotment functionality. Any Self-managed Allotment, if provided, can be updated either by topping up or reducing to meet the needs of the property. Self-managed Allotment can also be closed out by the provider if required. Providing allotment is vital to assisting AOT to sell your product through our global distribution system. Product with Instant Availability is prioritised on all our sites over rooms or product available only On Request. Service Management this section of the system allows you to manage media and specifically images for individual products/ rooms types. For instance, you could add an image of your standard room which will then link directly to that service in AOT s system and assist in selling the service/room. Online Contracting & Allotments Accommodation rates for the 2016/17 program year will again be contracted online. The Online Contract will prepopulate some key information to assist with this process, please ensure you review this information and edit as required. In completing our 2016/17 contract, we ask you to consider that the allotment you provide is shared by all AOT Group divisions (except for Government) and that our business is showing significant growth. The contracted inventory will feed through to all our year round websites and our xml client partners. We have an increasing number of opportunities to provide product for sale through various channels which require instant confirmation. Supplying us with a year round allotment is essential so we can distribute and sell your product. We also ask that you take into account that booking lead times are getting shorter. We have the capability of handling split release backs, i.e. we can take 5 rooms with a release back period of 7 days and 5 rooms with a release back period of 2 days. Please keep in mind that year round inventory you provide to the AOT Group include businesses that are now operated by AOT (such as ATS Pacific and Territory Discoveries), will now need to be allocated to AOT in quantities to ensure we have sufficient inventory to cover all brands. Once you have entered all information including rates, please ensure you check the information. For your records, a copy of the contract will be ed to you as soon as you submit. Please review this document and alert your Contracting Manager to any discrepancies ASAP. ecommerce The AOT Group operates Australia, New Zealand and the South Pacific s leading online booking engine. We have made considerable investment to develop the very best Trade Only web booking engine for Australia, New Zealand and the South Pacific. Your product updates and specials can be fed to our worldwide distribution clients quickly and efficiently via our websites and XML API s.

6 Partnerships & Commitment PREFERRED SUPPLIER PARTNER Preferred Supplier Partners (PSP) The highly successful AOT PSP scheme for the Inbound Division offers our supplier partners preferential business in return for a Best Price Guarantee commitment. This guarantee enables us to offer our global partners the assurance of the AOT PSP price commitment. Building on the positive track record of the existing AOT Inbound PSP Scheme, which continues to channel increasing amounts of business through our Preferred Suppliers (it s grown to over 80% of all inbound bookings), the scheme has now been extended to ATS Pacific making it the most comprehensive preferred scheme in the Inbound industry. The PSP scheme has the objective of identifying and supporting Preferred Supplier Partners in order to deliver consistent and sustainable volume growth through our global distribution businesses. Training Opportunities Our well-established PSP training workshops present a unique opportunity to train AOT, ETA and ATS Pacific staff in a one-on-one environment. These workshops are the only opportunity to access our Operations staff for product training. The format enables staff at all levels to learn something new and suppliers can tailor their training to the needs of each staff member. Gold Supplier Program Partners are also given unique training opportunities with staff. Including; walk throughs of our Reservations Centre and product updates, supplier product workshops and product updates for sales and marketing staff. PREMIUM PARTNER Program Premium Partner Program This is the Premium Partner Program for our Wholesale brands, Sunlover Holidays, Air New Zealand Holidays and Territory Discoveries, that provides you with preferred status for domestic distribution, including: Preferential promotion of your product though brochures, websites, third party portals and AOT consumer sites, preferred Supplier indicator in our Reservations system and brochures. Marketing opportunities including invitations to participate in co-operative advertising and marketing opportunities, including marketing campaigns, priority for ad-hoc advertising opportunities, first option to participate in special events, e.g. STARs (our Travel Agent Reward Program) and the opportunity to feature on home page tiles for both Sunlover Holidays and Air New Zealand Holidays consumer and retail travel agent websites. The AOT Famil / Trade Travel Department At AOT we acknowledge the important role famils play in staff development and knowledge. We have a dedicated famil unit organising the logistics of famils for our worldwide partners. Planning for an individual famil for a staff member or a famil group, our experienced team will liaise with our supplier partners to ensure the best conditions are granted and the right products are considered. We understand that the best ways for us to sell your product is to experience it first hand if you would like to be involved in the AOT Famils area or find out more about becoming involved please contact: Contact Us INBOUND WHOLESALE GOVERNMENT SERVICES ONLINE TRANSPORT The AOT Group World Headquarters 179 Normanby Road South Melbourne Victoria 3205 AUSTRALIA / ABN:

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