LEISURE COMMERCIAL John Sullivan Head of Commercial, Advantage Travel Centres

LEISURE COMMERCIAL

John Sullivan

Head of Commercial, Advantage Travel Centres

Coming up…

Commercial LandscapeKey AchievementsCurrent TradingCruise and Luxury ActivityFuture StrategySummary

Commercial landscape

ChallengingPressure to performChanging dynamicsUnpredictable consumer purchasing

Key achievements

Best-in-class commercial terms retained80% long-term partnershipsKey relationships/preferred partners Preferential payment termsAverage 30+ incentives/tacticals monthly

Performance and current tradingSummer 12

Advantage -6% versus Market -8%

Specialist Cruise 25%Long Haul 15%Air/Consolidator 6%Luxury 4%Luxury Cruise 2%Accommodation Only 1%

Performance and current trading Cosmos +36% Jet2holidays +103% Kuoni +13% Flexibletrips +64% Balkan +42% Premier +14% Funway +18% Travelcube +34% Viking +81%

Jetset +37% Travel2 +11% Wendy Wu +9% H&J +67% Hurtigruten +48% SHG +18% MSC +37% Regent SS +31%

Cruise

2011 £40k incremental earning paid to members2011 First ever Cruise Champions Conference – London2012 Cruise Champions Conference – Manchester2012 Additional Cruise Champion benefits

Luxury

Sustained growth Luxury Champions – tried & testedFirst ever Luxury Champions ConferencePartner Aspire

Future - Gateway

Integrating MORE preferred partners Specialist focus Increasing member usage

Future

Work with us and not against usService Level AgreementsLong-term partnershipsSales policy engagementCruise and Luxury

Summary

Pace of changeWinning partnerships / strategiesIt’s not all badEvolving cruise / luxuryThe future