BABTA. Hotel Industry Trends and Hot Topics. August 20, Advito

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1 August 20, 2015 BABTA Hotel Industry Trends and Hot Topics

2 Industry trends & forecasts 2

3 2016 Industry Forecast Hotel North America +4% to 6% Europe +1% to 3% Latin America +4% to 6% Middle East -1% to +1% Asia -2% to 0% Advito industry forecast for 2016 will be available in early September Source: Advito 2016 Industry Forecast Africa +1% to 2% SW Pacific +0% to 2% 3

4 North America - hotel rates for 2016 With little new capacity, strong demand in the U.S. will push up average daily rates across the region by +4% to 6%. Canada +1% to 3% U.S. +4% to 6% Mexico +0% to 2% Source: Advito 2016 Industry Forecast 4

5 Europe - hotel rates for 2016 Strong increases in some key markets will push rates up by +1% to 3%. Portugal -2% to +2% Iceland +0% to 2% Ireland +3% to 5% Source: Advito 2016 Industry Forecast Norway +1% to 3% Sweden +0% to 2% Finland -1% to +1% U.K. Denmark +1% to 3% +2% to 4% Netherlands +0% to 2% Belgium Germany +0% to 2% +0% to 2% Czech +1% to 3% France -1% to +1% Spain -1% to +1% Switzerland +2% to 4% Italy +1% to 3% Austria +0% to 2% Greece -4% to +1% Russia -2% to +0% Turkey +4% to 6% 5

6 Asia - hotel rates for 2016 Rates across the region will change by -2% to 0% thanks to rapid capacity growth in major markets. China Korea -1% to +1% -3% to +1% Japan +3% to 5% India -3% to +1% Hong Kong +0% to 2% Vietnam +0% to 2% Thailand +0% to 2% Malaysia -1% to +1% Singapore +0% to 2% Taiwan +0% to 2% Philippines +0% to 2% Indonesia -3% to -1% Source: Advito 2016 Industry Forecast 6

7 Latin America - hotel rates for 2016 Continuing under-supply of rooms will drive hotel rates up by 4% to 6%. Brazil +4% to 6% Chile +2% to 4% Argentina +4% to 6% Source: Advito 2016 Industry Forecast 7

8 Middle East - hotel rates for 2016 Hotels rates should be essentially flat in 2016, although there may be small increases in markets with stronger demand. Israel -1% to +1% Saudi Arabia +0% to 2% Qatar +0% to 2% United Arab Emirates -2% to +0% Source: Advito 2016 Industry Forecast 8

9 Africa - hotel rates for 2016 Markets with strong demand growth and limited supply will help to push average rates up by +1% to 2%. Nigeria +4% to 6% Source: Advito 2016 Industry Forecast 9 South Africa +0% to 1%

10 San Francisco forecast San Francisco +9% to 11% Source: Advito 2016 Industry Forecast 10

11 USD Rate San Francisco Average Daily Rate (ADR) trend 350 San Francisco ADR Trend San Francisco Quarter Source: Advito analysis 11

12 USD Rate Average Daily Rate (ADR) trends at major markets 350 ADR Trend San Francisco New York Chicago London Paris Quarter Source: Advito analysis 12

13 2015 hotel market trends and observations that will continue into 2016 Negotiated rates Yield management tactics Amenities/ Value adds 13

14 2015 hotel market trends and observations that will continue into 2016 Negotiated Rates Suppliers remain bullish Independents being competitive Integration of Transient / Meetings / project Significant high volume no longer means lower rate Amenities Value Adds Increase in amenity inclusions Breakfast: 61% to 64% YOY Internet: 85% to 91% YOY Same Day Cxl: 76% to 81% YOY Emphasis on loyalty programs Change in Wi-Fi offerings Yield Management Tactics Push for Dynamic Pricing Chain-wide agreements Stronger push for 24 hr cxl Source: Advito 2015 Sourcing Analysis 14

15 San Francisco Market spotlight 12.0% 10.0% KPI % Change YTD Jun 2015 vs YTD Jun 2014 (STR) 9.6% 11.3% 80% 60% Tier Breakdown of Accepted Properties (Advito) 61% 59% 8.0% 6.0% 4.0% 2.0% 0.0% 1.5% 40% 20% 0% 23% 20% 5% 5% 11% 17% Luxury Upper Upscale Upscale MidScale Occupancy ADR RevPar 2014 Season 2015 Season % Amenity Inclusions at Accepted Properties (Advito) Same Day Cx. 56% 63% Internet 84% 87% Breakfast 13% 12% 0% 20% 40% 60% 80% 100% 2014 Season 2015 Season Source: Advito 2015 Sourcing Analysis; STR June 2015 data 2.0% 1.5% 1.0% 0.5% 0.0% Dynamic Rate Accepted as % of Total Properties (Advito) 0.63% 1.57% 2014 Season 2015 Season 15

16 Market comparison 15% 10% 5% 0% -5% -10% 1.5% 11.3% 9.6% KPI % Change YTD Jun 2015 vs YTD Jun 2014 (STR) 9.6% 0.5% -0.3% -0.7% -2.5% -0.1% -4.5% 5.2% 0.5% San Francisco New York London Paris 80% 60% 40% 20% 0% Tier Breakdown of Accepted Properties 2015 Season (Advito) 20% 19% 12% 8% 62% 59% 51% 39% 25% 26% 15% 17% 18% 5% 9% 10% Luxury Upper Upscale Upscale MidScale Occupancy ADR RevPar San Francisco New York London Paris % Amenity Inclusions at Accepted Properties 2015 Season (Advito) Same Day Cxl Internet Breakfast 45% 63% 79% 78% 87% 87% 91% 96% 12% 11% 47% 57% 0% 20% 40% 60% 80% 100% San Francisco New York London Paris Source: Advito 2015 Sourcing Analysis; STR June 2015 data 2.0% 1.5% 1.0% 0.5% 0.0% Dynamic Rate Accepted as % of Total Properties (Advito) 0.63% 0.28% 0.27% 1.01% 1.57% 0.62% 1.69% 2014 Season 2015 Season San Francisco New York London Paris 0.48% 16

17 New sourcing trends 17

18 Deeper insights to negotiate a smarter program Spend analysis to show you exactly how you re performing today so you can negotiate better tomorrow 18

19 Developing the right strategy Travel patterns and other KPI. Financial impact calculations. What if scenarios. 19

20 Ongoing performance tracking Measure, visualize, track and perform 20

21 Visibility into preferred rates Benchmark rates against consumer channels Monitor rate availability in real-time New York Property X $299 Los Angeles Property X $156 London Property X $158 GBP Paris Property X $170 EUR $156 $167 PropertyX.com New York Property X $299 Beijing Property X $860 CNY Shanghai Property X $870 CNY $134 $145 Agra Property X $9500 INR Tokyo Property X $2300 JPY Singapore Property X $265 SGD 21

22 Hotel dynamic pricing Hotels are encouraging new corporate pricing model Regular negotiations Ongoing Rate depends on volume and room type Rate based on occupancy on the day Easy to show savings and budget spend Hard to explain why rates vary and difficult to budget There are several hybrid models available. The most popular version is to negotiate in your top destinations, and use dynamic pricing for secondary cities. 22

23 Integrating corporate travel and meetings programs Integrating travel and meetings puts buyers in control, and delivers benefits Supplier relations Risk management Employee satisfaction Spend and Program management Resources More spend leverage Helping travelers on the go Easy access to booking and information Improved intelligence and policy compliance Combined to excel It s time to maximize the opportunity 23

24 Managing project based business needs Managing project-based business adds visibility into unmanaged spend challenge: Transient Meetings & Events Engagements & Projects solution: Engagement and Project Sourcing Will provide spend management that results in savings, efficiencies and a strategic approach to your sourcing and negotiation process. Unmanaged spend on mid to long-term corporate accommodations. 24

25 Airbnb in numbers 25

26 The time is right to consider the merits of the sharing economy 26

27 Thank you 27

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