1 Presentation for Maistra d.d. Rovinj, Feb 7th 2010.

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Presentation for Maistra d.d.

Rovinj, Feb 7th 2010

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Who we are

GP Dati team

Giuseppe Pellegrini, Sales & Marketing Manager

Ermanno Valvason, Research & Development Director

Alessandro Beda, Senior Project Manager

Hisham Razaq, International Business Development

Adacta - GP Dati’s Croatian partner

Krezimir Mlinaric, CEO - Adacta Croatia

Edi Kosuta, CEO - Adacta Italia

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Agenda

1. Company presentation: general overview of the company and of the proposed solution

2. Room Block life cycle1. Contract negotiation2. Pricing and distribution strategy3. Forecasting4. Credit and deposit management

3. Central reservation support and capabilities1. Single image inventory and inventory allocation2. Offer and booking entry3. Credit and deposit management

4. Camping specific issues and solutions

5. Proposed deployment scenario and required IT infrastructure

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1) Company presentation

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GP Dati in brief

Activity

Founded

Number of employees

Offices

Pellegrini Group turnover

Installations

ISO9001 Quality Certification

Software house 100% devoted to hospitality

1981 (Pellegrini Group: 1924)

about 60; Pellegrini Group 130

Venice (HQ), Rome, Palermo

Around 17.000.000 Euro

about 1.000 covering Italy, Croatia, Czech Rep, Malta, Switzerland, Spain

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GP Dati’s Technological partners

GP Dati's main technological partners:

- Oracle: GP Dati has been adopting for more than almost 15 years Oracle technologies for databases, internet application servers and for FORMS development language.

- FastBooking: GP Dati partners with FastBooking, world leader in online booking and web marketing, serving over 6000 hotels world-wide. GP Dati and FastBooking joined efforts in R&D and development for integrating their system for an effective online sales strategy.

- Microsoft: GP Dati partners with Microsoft for the distribution and deployment of the world-leading ERP Microsoft Dynamics NAV, available in 47 localizations and 150 languages world-wide. GP Dati interfaced Scrigno to NAV, for allowing to manage Accounting, Finance and Management Control with a top of the range multi-currency, multi-country and multi-language ERP.

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GP Dati’s Main reference customers in the leisure segment

LOSINJ HOTELS - JADRANKA Group (www.losinj-hotels.com): 7 leisure 3*-5* resort hotels for 1.600 rooms.

ATAHOTELS (www.atahotels.it), largest Italian hotel chain: 24 Hotels (for overall 5933 rooms and apertments), out of which 6 large leisure 5*-4* resorts and hotels.

ALPITOUR WORLD HOTELS & RESORTS (www.alpitourworldhotels.it), Hotel Division of Italy's largest Tour Operator: 15 hotels (for overall 4.000 rooms), out of which 10 leisure 4* resorts and hotels.

ORIENT EXPRESS ITALY (www.orient-express.com): 6 Luxury 5*L Hotels for 538 rooms.

TIVIGEST Hotels & Resorts (www.tivigest.com): 15 leisure 3*-4* resorts hotels for 2155 rooms.

ITIHOTELS (www.itihotels.it): 12 leisure resort 4*-5* hotels for 1242 rooms.

EUROPA TOURIST GROUP Bibione (www.etgroup.info): 7 leisure 3*-5* hotels for 900 rooms.

NOVA YARDINIA RESORT Group (www.novayardinia.it): 4 large leisure 5*-4* resort hotels for 800 rooms.

HOTEL PHILOSOPHY Group (www.hotelphilosophy.net): 7 leisure 4*-5* hotels for 514 rooms.

ADACTA d.o.o.Ljubljana • Zagreb • Beograd • Trst • MünchenN.1 reseller of Microsoft Dynamics NAV in ex-Jugoslavia 220 specialists 300 finished projects Turnover 12M EUR in 2009 Microsoft President’s Club Member since 2007

CustomersNexe group d.d.

GavrilovićKarlovačka pivovara

DionaPurisKrka

Auto ZubakToyota

Adria AirwaysTriglav osiguranje

Adacta: GP Dati’s partner in ex-Jugoslavia

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Why choosing GP Dati?

GP Dati’s key added values

1. Custom development: GP Dati develops all its software applications in house, and our strenght is the availability to tailor our applications to the requirements of our major clients.

2. Success History: GP Dati since 1981 is the Italian leader in PMS and hospitality applications

3. Market specific experience: Solid and long -lasting know-how about leisure resort requirements, where GP Dati is the top player in Italy

4. Local Knowledge: 10-year long experience in serving large Croatian chains, such as Losinj Hotels and ArenaTurist.

5. Proximity: GP Dati’s HQ is 2,5 hours drive away from Rovinj

6. Local presence: GP Dati is supported by a strong local partner, Adacta Group., a leading player in the IT industry in the former Yugoslavian countries

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Scrigno key added values:

_ Entirely web-based, modular and scalable

_ Ability to work offline for main-courante, charges and check-out

_Unique corporate-wide, CRM-oriented database

_Chain-specific features: single image inventory, & central booking, centralised invoicing, centralised deposits and accounts receivables procedures

_ Leisure resort-specific features: complex pricing and package management, extensive allotments management, camping-specific PMS, beach management, multi- and cross-property RFID electronic wallet paying system

_ Multi-channel distribution capabilities: 2-way integrated B2C, B2B and IDS channel management _ Integrated emailing system

Scrigno - the hotel management application suite

Marketing

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On-line sales

channel management

Improved sales capacity and customer knowledge

Restaurant, Bar & POS, Materials Control and Warehouse Systems

Data analysis, Pricing and inventory strategies

General Ledger, Management control, finance

RFiD Technology: moneyless payments, loyalty programs

The components of the Scrigno Suite

Property Management Systems, Meeting & Congress, Spa

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Capabilities

_ Door opening with hybrid system (magnetic strip and RFID)

_ Customer recognition for access to restaurants

_ Wireless services for orders and payment at tables

_ Payment from mobile stands (icecream dispenser)

_ Payment by charge card or top-up card

KEY FIGURES

5 Caricard appliances

25 integrated workstations with Easymeal

18 Independent POS

6 Wireless PDA equipment

1,500,000 transactions for a total revenue of € 3,700,000 generated in 140 days

Requirements

_ Manage purchases at a number of outlets and services within the resort

_ Cashless

_ Electronic wallet management

_ Fast transaction speeds

_ Safety of transactions

_ Weatherproof card/media

Atahotels Tanka Village: 3000 beds and up to 5000 guests daily

Case History : RF-ID electronic wallet technology

EasyMeal POS & GP Money RFID

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The philosophy of Scrigno is built upon the strategy around 4 levers of

Strategic Marketing, in order to bring to every customer the right product

at the right time, at the right price

Scrigno’s Strategic marketing approach

“PRODUCT”:optimal inventory rooms

“PRICE”:rates management intended to maximize revenues

“PLACE”:optimise the distribution channels

“PROMOTION”:segmentation, marketing, CRM

BusinessStrategy

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2) Room block life cycle

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a) Room block creation:

Groups in Scrigno can be managed :- with Allotments, for large

room stocks seriously impacting on house availability, or - directly with plain Group reservations for smaller stocks.

For large and long term room blocks we can use “allotments”, where we define the period and number of rooms requested.

A rate code can be assigned immediately or defined in a later phase when the block will start to be picked-up.

2) Room block life cycle: Contract negotiation

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b) Group reservation:

In the booking mask it is possible to enter the group reservation picking from the room block created beforehand.

If a rate code was not assigned at the moment of the creation of the block, an existing rate code can be assigned in this moment or a manual price can be created.

The reservation can assume any Status: Confirmed, Optioned, Optioned waiting for deposit, Offer.According to the status, the reservation may or may not impact the hotel’s physical availability.


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c) Group pricing:

On the Group booking mask, the sales manager can access a at-a-glance view of the booking perfomance with regards to Groups VS Individual bookings, aimed at offering the relevant data for deciding whether to accept or not a group booking on a specific period ,according to: the incidence of groups on total bookings, the number of roomnights sold to Groups vs Individuals and the relative average room rate.

All this information is confronted against budget in order to offer the groups sales an important pricing information, useful for setting the price to the requested group.


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d) Room Block Performance Monitoring:

Directly from the availability mask, as well as with specific reports, we can monitor the performance of allotments in general and by specific block (or agency).

The availability mask displays for each allotment/block, a synthetic view of Remaining/Sold rooms and the relative conversion rate or a more analythical view by room type, showing initial stock/released/sold/remaining rooms, and subsequent conversion rate.


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e) Riallocation of under performing blocks:

Scrigno has got a powerful tool for analysing and managing blocks on the basis of a 3-year time series, that allows to identify recurring lower performing periods and reallocate immediately a portion of the otherwise un-sold rooms to direct sales by entering a wash factor (at global level, agency /block level, or rate/room type level).


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f) Impact of block’s wash factor on Availability

Once room blocks are re-allocated to direct sales through the wash factor, the availability mask displays to booking clerks only the remaining room blocks (only authorized managers will be able to view original blocks and residual stock).

Here it is possible a further intervention on the room block sales: authorized operators can take a “Stop sales” action, that prevents other bookings to be taken and hence other rooms to be picked up from the original stock.

Stop sales action can be taken at block /agency level, at hotel level or at destination level.Automatic emails can be sent to accounts.


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a) Sales restrictions

Scrigno features a fully integrated revenue management module allowing to set sales restrictions to rate groups, rate codes and room types, such as:- MLOS,- Closure/opening- Target stocks to sell- Sales priorities

2) Room block life cycle: Pricing and distribution

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b) Rule-based restrictions

Scrigno features a powerful “revenue engine” with which is possible to define actions on one or more channels (IDS or own direct channels) according to specific conditions.Thanks to the formulas, basically any condition and any action can be set.


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c) Discount formulas

Scrigno’s strenght is in serving leisure resorts, where lies GP Dati’s main experience and larger installations.

With a practical “If > Then approach” virtually any discount/supplement policy can be set-up directly by the final user, and the price is automatically calculated in function of the data entered, freeing the booking clerk from the task of manually calculating discounts or of inserting discount items.


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d) Package rate definition

Thanks to the discount/supplement formulas, any complex resort package rate can be set up and applied authomatically.


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e) Rate code definition

Rate codes can be associated to a specific (even binding) market and channel.

To each rate code it can be defined which room types are to be sold.

Most importantly, it is possible to create derivated rates, by anchoring one rate code to another “master” rate code with a percentage difference.

From here it can be set whether a Rate can be sold also through the integrated electronic channels


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f) Monitoring sales on all channels

From the availability mask it is possible to control also electronic channels such as IDS and corporate BOL (if Scrigno’s channel manager and B2C modules are activated).

For IDS, just with a click it is possible to monitor for each portal: initial stock/residual rooms, published price/rate code, restrictions.


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2) Room block life cycle: Forecasting

a) Multi-level report generator

Scrigno features a powerful report generator, which represents a multi-dimensional business intelligence reporting tool allowing to dig Scrigno's underlying Oracle database according to multiple variables.The database can be queried according to 3 dimensions:- Actual vs forecasrVs booking

pace (demand curve analysis through the incremental acquisition of bookings for a future period).

Mid-month forecasting reports can combine actual and on the books data in order to present a total month forecast.

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b) Mid-month forecasting reports : example 1, Type of business

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b) Mid-month forecasting reports : example 2, Source of business

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a) Credit limit definition

Credit limits can be assigned to key accounts from the Account Profile.

During a reservation, the system will sum ourstanding amounts with on the books data, and will prevent users to take new reservations from a company, unless authorised.

2) Room block life cycle: Credit and Deposit management

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b) Deposits management

In Scrigno deposits (as well as Accounts receivables) can be managed centrally for the whole chain .

Multiple reservations can use the same deposit which can be attached at chain level or a single hotel level.


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c) Account receivables management

In Scrigno Accounts receivables can be managed centrally for the whole chain .

Step 1: list of all account receivables


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Step 2: detail of account receivables for a single company

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Step 3: multiple payment, allowing from a unique screen, to close for one key account account , account receivables and commissions , managing at once all the necessary data for the accounting registration.

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3) Central reservation support and

capabilities

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A multi-hotel availability

mask allows to have a

look at the availability of

a number of hotels or of

the whole chain.

Multi-hotel availability

3) Central reservation support and capabilities : single image inventory

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The hotel availability

mask can display also

reservations by status:

-Requests

-Waiting list

-Optioned

-Blocks

- other available rooms

Total hotel availability


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Optimised Overbooking

management

Overbooking setting based on a 3-year time series of cancellations for avoiding distressed inventory, the higher cost for a hotel business


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From the Booking Mask of

an hotel, you can have a

look the occupancy of the

other hotels of the chain

and eventually cross-sell

another hotel.

Upsell strategies are

suggested in the “revenue

suggestions” mask , where

rates are sorted by priority.

Cross selling and upselling strategies


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Integrated B2B booking online

Restricted access web booking engine for Key Accounts, allowing:

Multi-property view

Possibility to choose between

negotiated corporate rate and the

daily Best Available Rate

access to packages and offers

Booking Engine B2B


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Pricing strategies are

suggested in the “revenue

suggestions” mask , where

rates are sorted by priority,

restrictions and sales

target are shown.

Revenue suggestions to Booking Dept

3) Central reservation support and capabilities : offer and booking entry

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> While you take a

reservation, you can

have a look:

production generated

by the client in the past

(possibly in different

hotels in the group),

preferences,

correspondence in and

out to the customer

(filed into the multi hotel

on line repository)

Customer’s Knowledge


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Automatic booking

confirmation

Automatic confirmation to

third parties (transfers,

masseuses, …)

Management of multiple

mail accounts

automatic filing into

Scrigno document

repository

welcome mail for

upselling and fidelisation

Integrated email system


http://onlineconcierge.gpdati.com/pg.php?new_lng=EN&change_language=SI&sbmt=Change






OnlineConcierge, exclusive guest welcoming page

Innovative guests welcoming tool facilitating up-sale of extra services and customer fidelisation

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Integrated Marketing Automation

guest and key account

segmentation by multiple

variables

Creation of Market campaigns

Automatic emailing to all the

selected clients

Automatic registration of the

campaign in each guest and key

account profile

Automatic mapping of

campaign conversion rate


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a) Reservation block for accounts with exceeded credit limit

During a reservation, the system will sum ourstanding amounts with on the books data, and will prevent users to take new reservations from a company, unless authorised.

3) Central reservation support and capabilities : credit and deposit

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b) Block of bucket charges

During reservations, bucket charges (F&B, Pay-TV, Phone, etc) can be blocked for specific reservations, in order to keep credit under control.

3) Central reservation support and capabilities : credit and deposit

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4) Camping sites

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Extra services price set-up(cars, marina moorings), first

row beach umbrellas, etc), in terms of quantity, mandatory or not, to be pre-paid, bookable through BOL

3) Camping-specific functions

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Quick Reservation of extra services


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Fully integrated Contract management

Automating mailing of contracts and documentation, according to the booking milestone


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Account movements related to the booking

Capable of managing:- Downpayments billing- Downpayment cashing- Pre-paid amounts- Balance billing


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Scrigno proprietary system for

booking on the website, which

allows you to publish the

pricing policies and

availability from Scrigno,

manage special offers, multi

room bookings, insert

automatically reservations

the B2B feature allows

agencies and companies to book

with the negotiated rates or the

best available rate

Special Booking engine for campings


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5) Deployment scenario

and IT infrastructure

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5) Suggested implementation scenario

Thanks to our experience, we suggest a very cost-effective approach to implementation: the creation of a Maistra's internal training team, devoted to setting-up and training of the personnel of all the properties, that will be autonomous once it is performed a joint installation with GP Dati's staff of the first 2 pilot properties.

Thanks to this approach, Maistra will be able to count on an internal experienced team of specialists, able to assist the corporate information system, as well as to provide an internally managed first level support service.

GP Dati, following the go-live of the first 2 pilot properties, will guarantee a service of supervision and of second level support service.

ADVANTAGESWith this approach, Maistra will obtain remarkable advantages in terms of economies of scale (saving money) and autonomy and operational readiness, in consideration that the most part of the activities will be performed directly by the internal team.

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The services implemenatation plan, both for the hotel pilots and for the eventual camps pilots, is conceived according to 4 subsequent phases:

1) set-up and training of the system at Maistra's central HQ for all the centralised functions (central booking, revenue management, CRM, reporting, etc), performed by GP Dati with the participation of Maistra's internal team.

2) set-up, training and go-live of a first pilot hotel, performed by GP Dati with the participation of Maistra's internal team.

3) set-up, training and go-live of the second pilot hotel, performed by Maistra's internal team with the assistance of GP Dati.

4) go-live of all the other remaining properties, performed by Maistra's internal team (GP Dati may eventually assist on request).

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GP Dati and Adacta roles in the project

Primary consultancy shall be done by GP Dati All programming, setup and technical services shall be done by GP Dati Adacta shall support all implementation steps Adacta shall execute the user training in local language General project management shall be done by GP, Dati AD shall support

coordination especially where local language is needed AD shall be in charge of user support, GP shall be in charge of technical support

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5) IT infrastructure: minimum requirements for In-house deployment

ORACLE ASFORMS AND REPORT

1 PROC 2,5 GHZLinux 64bit16GB RAM

2NIC

ORACLE ASFORMS AND REPORT

1 PROC 2,5 GHZLinux 64bit16GB RAM

2NIC

ORACLE DBORACLE LINUX 64BIT

10.2.0.xxxORACLE RAC

2 NODE2 PROC 2,5 GHZ

16 GB RAMASM

500 GB DISK F.C.

Mail SERVER bckServer I/F

WIN2003 ENT1 PROC 8 GBRAM

Firewall

switch

IBM STORAGE 3300 FC DUAL CONTROLLER

8 DISKS 147GB 15K

switch cisco 24 port

FC Switch

Hw Schema Server In House

Mail SERVERServer I/F

WIN2003 ENT1 PROC 8 GBRAM

Optional Storage

IBM STORAGE 3300 FC DUAL CONTROLLER

8 DISKS 147GB 15K

Optional Backup Mail Server

Optional Firewall/Switch

FC Switch

Oracle As ServerOperating System: Oracle Enterprise linux 64 bit v5.4Applications Server : Oracle Forms&Reports v. 10g

Oracle Db Server Operating System: Oracle Enterprise linux 64 bit v5.4Database Server : Oracle EE + Oracle Rac 10.2.0.xxx

Mail Server / If Server:Operating System: Windows 2003/2008 64 BitsApplications Server : Oracle Forms&Reports / Tomcat

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Thank you

from the GP Dati & Adacta Team

GP DatiHotel Service Spa

Via Paganello, 22/a30172 Mestre (VE)Tel. +39 041 5330260Fax +39 041 5330150

www.gpdati.com

[email protected]

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