The Lodging Conference 2011

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1 The Lodging Conference 2011 Business Intelligence Tim Hart 9/26/2011

2 TravelClick provides expert solutions so that hotels can optimize performance, grow revenue, and create a stronger brand. 9/26/2011 2

3 Our team delivers global expertise and local knowledge to grow your revenue. Our dedicated field sales, account management, and service teams have deep knowledge of the communities where your hotels operate, and they draw from proven industry experience. 30,000+ hotel customers 147 countries 600+ employees Atlanta Barcelona Chicago Dubai Hong Kong Houston London Melbourne New York Orlando Philadelphia Shanghai Singapore Tokyo 9/26/2011 3

4 We have five lines of business that work together to improve your performance. ihotelier PMS Connectivity ChannelDirect Channel Management MobiBook Hotelligence360 MarketVision Demand Position MarketVision Price Position MarketVision Destination Insights SearchVIEW GDS Media Display Marketing Pay-Per-Click Advertising Custom Websites Search Engine Optimization Social Media Optimization 9/26/2011 4

5 We gather a vast amount of market intelligence every day. Data Set Rate Agency Demand We gather over 10 billion rates per month from over hundreds of sources We gather rates from more than 356 sources: 196 hotel brand.com sites 160 online travel agencies GDS We have 100% of reservations made through the four major GDS We receive every booking from: Sabre Galileo Worldspan Amadeus We receive daily future demand data from major brands for a 365- day horizon We receive all reservations and group sales blocks from: Marriott Four Seasons Hilton Gaylord Hyatt Omni Intercontinental Kimpton Starwood Loews Future Historical Frequency Daily Daily Daily 9/26/2011 5

6 Today s Topics Introduction to Forward Looking Market Demand Market Outlook 9/26/2011 6

7 There are well established measures for understanding your past performance within your competitive set. PAST Occupancy Index August 2011 ADR Index RevPAR Index Group Transient Total /26/2011 7

8 By collecting market data at the booking detail, we can diagnose why performance was what it was. Occ Index August 2011 ADR Index RevPAR Index WHAT? WHY? Group Transient Total Demand Share: By Segment By Channel By Length of Stay By Source Market By Rate Tier By Loyalty Membership Brand. com Revenue Fair Share Index August 2011 CRS Direct GDS OTA Total Retail Negotiated Discount Qualified Wholesale Total /26/2011 8

9 Future demand data allows you to monitor your performance for future dates, as demand builds, and take necessary action. Occ Index October 2011.March 2012 ADR Rank RevPAR Rank Occ Index ADR Rank RevPAR Rank Group f 5 4 of of 5 3 of 5 Transient.83 4 of 5 5 of 5 Retail.34 5 of 5 4 of 5 Negotiated.42 2 of 5 5 of 5 Discount of 5 2 of 5 Qualified of 5 3 of 5 Wholesale of 5 1 of 5 FUTURE Evaluate retail pricing Evaluate discounts 9/26/2011 9

10 Frequently updated (daily) pace reporting allows you to monitor whether your actions are working. Occ Index October 2011 March 2012 VS Last Week VS Last Year Occ Index VS Last Week VS Last Year Group Transient Retail Negotiated Discount Qualified Wholesale Losing share week over week in the transient segment, especially in the retail sub-segment 9/26/

11 Detailed channel performance reporting lets you focus and measure your actions even further. Brand. Com Occupancy Index September 2011 CRS Direct GDS OTA Retail Negotiated Discount Qualified Wholesale Far more production in OTA channel than competitors. Expedia Hotels.com Hotwire Priceline Travelocity Discount /26/

12 Forward looking market and share reporting leads to more market aware decision making. Strategy and Planning Demand Generation Pricing/Reve nue Management Forecasting market demand Measuring market and share performance at the micro-segment level Setting strategy and plans based on market demand and share expectations Targeting/evaluating marketing/promotions based on share performance Correlating price and competitive price position to demand share performance 9/26/

13 Top 25 North American Markets 12 Month Outlook 9/26/

14 Nationally, business on the books for the coming 12 months is up 2% over same time last year. Room Nights 12,000,000 10,000,000 8,000,000 6,000,000 4,000,000 2,000,000 0 Top 25 North American Markets Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Group Transient Var % to LY Full Yr Var % 12.0% 10.0% 8.0% 6.0% 4.0% 2.0% 0.0% -2.0% -4.0% Var % to LY 9/26/

15 All major segments of demand are tracking ahead of last year in both occupancy and ADR. Room Nights ADR Group +2.3% +4.3% Transient Business Transient Leisure +2.1% +8.4% +0.7% +7.5% Negotiated, Retail Discount, Qualified, Wholesale Year over year variance % to same time last year for demand on the books for future 12 months in top 25 North American markets 9/26/

16 Group commitments for the first 8 months of 2012 are up over same time last year, though recent sales pace has been weak. 15.0% Group New Sales (past 30 days) and On the Books Year over Year Variance 10.0% 5.0% 0.0% -5.0% -10.0% -15.0% -20.0% OTB Var % New Sales Var % Avg OTB Var% Avg New Sales Var % 9/26/

17 Group occupancy growth has stalled, though group ADR growth has slowly returned. 25.0% Group YoY Variance % Occ ADR 20.0% 15.0% 10.0% 5.0% ADR = $ % 0.0% -5.0% -10.0% -15.0% 2010-Q Q Q Q Q Q Q Q Q Q Q3 Note: ADR excluded beyond Q /26/

18 In the transient segment, business growth is declining. Leisure demand is flat. ADR is growing in both. 30.0% 20.0% 10.0% 0.0% Business Occ ADR ADR = $ % -10.0% 25.0% 20.0% 15.0% 10.0% 5.0% 0.0% -5.0% -10.0% 2010-Q Q Q Q Q Q Q Q4 Leisure ADR = $ % 2010-Q Q Q Q Q Q Q Q4 9/26/

19 Transient occupancy growth is declining across all channels except OTA. Transient Room Nights Q GDS 20% OTA 12% DIR 26% WEB 25% CRS 17% 50.0% YoY Room Nights Var% 40.0% 30.0% 20.0% 10.0% 0.0% -10.0% WEB CRS DIR GDS OTA 20.0% YoY ADR Var % 15.0% 10.0% 5.0% 0.0% -5.0% -10.0% 9/26/

20 OTA growth is led by Expedia and Hotels.com. All other OTA s are down versus last year % 80.0% 60.0% YoY Room Nights Var% Orbitz Travelocity Priceline 40.0% 20.0% 0.0% -20.0% Hotwire Hotels.com Expedia -40.0% 2010-Q Q Q Q Q Q Q Q4 Expedia Hotels.com Hotwire Priceline Travelocity Orbitz 9/26/

21 Discount levels versus retail ADR have been maintained as rates have increased; OTA discounts are narrowing. 45.0% 40.0% 35.0% 30.0% 25.0% 20.0% 15.0% 10.0% 5.0% 0.0% Discount Off Retail ADR Segment/ Channel Q ADR Retail $ Discount Off Retail Discount $ % Qualified $ % Negotiated $ % OTA $ % Discount Qualified Negotiated OTA 9/26/

22 The outlook for most markets is continued occupancy growth. However, nine markets lag same time last year. Detroit Philadelphia Indianapolis Seattle Houston Chicago Boston San Diego Toronto San Francisco St Louis Orlando Los Angeles New York All Markets San Antonio Charlotte Phoenix Atlanta Tampa Washington DC Honolulu Dallas Minneapolis St Paul Denver Miami YoY Room Nights Variance % Future 12 Months 2.1% Darker bars = group segment is primary driver of poor performance -20% -15% -10% -5% 0% 5% 10% 15% 20% 25% 9/26/

23 Summary Demand has slowed in all three major segments (group, transient business, transient retail). Leisure demand is not growing. ADR is experiencing healthy growth, up across all three segments. ADR growth has been supported by retail rate growth, improved group pricing, higher mix of group and business demand, and by maintaining discount levels. RevPAR growth will be ADR driven in the near term (Q3/Q4). Slower occupancy growth may begin to hold back pace of ADR improvement. 2012? Keep an eye on group sales pace over the next days. 9/26/

24 Tim Hart September 21, 2011 This Presentation is Online: 9/26/

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