INDIA MARKET OVERVIEW

PRESENTED BYGSO INDIA

JANUARY 2015

Contents

• Introduction to GSO - India: Premier Hotels of Asia Pte Ltd.

• India Market Overviewo Key Indicatorso India Outbound Travel: Potential for 2015 & Beyond

• Key Factors in tapping the Indian market• Our Sales Focus• Client Requirements from Hotels• Support we need from Hotels

Premier Hotels of Asia

• Leading boutique Sales & Marketing representation services in Asia-Pacific

• Headquartered in Singapore.

• Offices in Singapore and New Delhi, India.

• We work with network partners in major markets across the world.

We Leverage The Power of Partnership

+

Differentiate Your Business

Maximize Growth & Revenue

Opportunities

Attract New Customers

Occupancy

ADR

ROI

We support the market entry and growth of marquee brands

• Strong record of helping luxury hotels tap new markets in Asia Pacific regiono expand reach o enhance visibility and o win profitable market share

Global Representation

What Makes us Different

SPECIALIST SALES & MARKETING REPRESENTATION FIRM

Representation services is ALL that we focus on. We are not a travel agency with a corner desk for the “Representation guy”.

GLOBAL + LOCAL = GUARANTEED SUCCESS

Powerful combination of Global mindset, intimate market knowledge and strong relationships in the travel industry in India.

SERVICE EXCELLENCE. WE REALLY GET IT.

Strong service excellence heritage of the founders gained while working in American Express and Oberoi Hotels & Resorts.

What Makes us Different (contd.)

STRONG AND DISCIPLINED SALES FOUNDATION

Professional Key Account Management approach. Strategic outreach to travel agents, tour operators, corporate RFPs and MICE organizers.

MARKETING FOCUS

Social media, networking and blogs to reach out to end users and influencers. eDMs and e-newsletters with product updates and promotions sent to Travel Agencies, TMCs and Corporate Bookers.

ALLIANCES REDUCE ‘TIME TO MARKET’ & COSTS

Our expertise in co-op marketing and strategic alliances makes us unique. Critical in Asia to ensure quality targeting across large populations and geographies.

8

SUJIT MITTRAJoint Managing Director& Co-Founder

Singapore

KARAN SINGHJoint Managing Director& Co-Founder

New Delhi

Our Leadership Team

ARCHANA SINGH Director of SalesGSO - India

New Delhi

India Office

Asia Pac Office

India Market Overview

India – Vibrant, large, diverse democracy

1.2 billion people

6.5 - 7% GDP Growth forecast

17 languages

20,000 dialects

29 States

7 Union Territories

Pro-BusinessGovernment

SingaporeMajor Partner in Asia

India: Booming Affluence & Luxury Market

11

70 US$ Billionaires

US$ 14 Bn Luxury Market By 2016

54% Growth Indians travelling overseas

182,000 US$ Millionaires

85% Growth Overseas spending

50 Mn Travellers,

50 Bn Spend by 2020

High-spend Travellers looking for luxury and unique experiences

• World’s fastest growing outbound market

• 15 Mn Indians travel abroad annually

• Mainly reside in 6 metro cities

• Emerging Tier 2 cities o Pune, Ludhiana, Ahmedabad, Jaipur

• Indians are the second biggest spenders in the world, after China, on overseas travel

35%

35%

25%

Outbound Travel Potential by segment

Business Travel

• India is the 10th largest business travel market in the world, growing at 7% annually.

• Strong annual growth in outbound business travel, spurred by MNC’s and large Indian corporates

MICE

• MICE segment has the highest growth of 30%

• IT, Oil & Gas, FMCG, PSU/ Government delegations,Fin. Svcs

• Board meetings, road shows, incentives, corporate retreats, delegations etc.

• Destination Weddings are a rapidly growing segment

Leisure

• High-end FIT is growing at a rapid clip

• Special-interest niches emerging e.g. Spa, Golf, F1, Ski, Wine Tasting, etc.

Travel Agents, TMC, PCO’s remain key influencers.Outreach to the right influencers is decisive

14

Corporates

Media

Tourism Board

Biz network

TMC,TA, PCO

Validation

Negotiated Corp Rates

Online

Booking

CORPORATES

TA’s, TMC’s

3500

400

Info Sources

Insights on Indian traveller

HIGH-END, HIGH-SPEND TRAVELLER

• Savvy customer, willing to pay premium price and demands premium value

• Seeking luxury and unique experiences: Bragging rights

• Cash rich, time poor: needs everything taken care of

• Willing to splurge on unique experiences and personal enjoymento Hotel, Shopping, Entertainment, Spa,

Dining

• Increasing special interest travel:o Sports travel, Luxury travel,

Honeymoons & anniversaries, Cruises, Family weddings

REGULAR TOURIST• Value conscious and looking for last

minute deals• Does lots of research before

traveling• Shopping is a big component of

overseas spending• Indian food options are important

factor in choosing hotel

Key Factors in tapping the Indian market

Our Sales Focus

• Our goal will be to drive robust and sustainable growth in room nights and hotel revenue from the India market to 3 Meritus Hotels:

o SINGAPORE: Mandarin Orchard

o SINGAPORE: Marina Mandarin

o LANGKAVI: Meritus Pelangi

• Win and exceed fair market share in the hotel’s competitive set by doing the following:

o Anchor and grow business from the Corporate Segment (Large/ SME local accounts and RFP MNC accounts) by engineering share shift within existing clients and focused acquisition of new customers from strategic verticals.

o Acquire and grow MICE business that is relevant for the hotels.

o Enhance profitable share within the rapidly growing Indian outbound Leisure market.

• Hotel-wise sales plans will focus on specific strategies for each hotel

Client Requirements from Hotels

• Value for Money Pricing

• Location near their workplace

• At Singapore: Early Check-in as most business arrivals are early morning after an overnight red-eye flight.

• Availability of Indian food o This is a core requirement for Indian weddings .o Key factor influencing decisions on group travel. Especially incentives, dealer meets and road shows.o Indian items on a breakfast buffet are an important criteria for long stay business

• Quick turn around time for queries:o FIT: Rates and confirmation of booking within 24 hours.o MICE: Availability and rates within 24 hours.

GSO India’s Support needed from hotels

• Hotels to share monthly Hotelligence/PMS generated reports to Archana to help focus her efforts.

o Identify new agents/ Corporate accountso Identify splitter to target for share shift.o Track existing agents and TMC.

• Periodic hi-impact promotions to target focus segments. e-DM’s for cascade.

o Need periods for the hotelo Address key Indian outbound seasons

• Support on FAM trips in partnership with key business partners e.g. Airlines, TMC, NTO etc.

• Service support to delight key clients and business partners e.g. Early check-in, upgrades, VIP handling etc.

GSO India’s Support needed from hotels (contd.)

• Budget for joint PR activities/ events with strategic partners to build engagement with Corporate leaders and key decision makers

• Participation in Sales Roadshow covering top Indian markets to showcase hotels to travel agents and travellers