20 20 GLOBAL SILVER HOTEL PARTNER PROGRAM

CORPORATE OUR “TO OPEN UP THE PURPOSE WORLD FOR THOSE WHO WANT TO SEE”

FLIGHT CENTRE TRAVEL GROUP

2 // CONTENTS

04 WELCOME TO THE 2020 SILVER HOTEL PARTNER PROGRAM

07 CO-ORDINATED STRATEGY

08 TOUCHPOINTS OF INFLUENCE

09 MARKET REACH

10 STRATEGIC PARTNERS

11 OUR CORPORATE BRANDS

17 OUR EXTENDED CORPORATE FAMILY

18 WHERE WE ARE GOING

20 YOUR INVITATION

22 SILVER MEMBER BENEFITS

24 RETURNS YOU CAN COUNT ON!

25 CONTACT DETAILS

3 // WELCOME FLIGHT CENTRE TRAVEL GROUP (FCTG) OFFERS TO THE 2020 THIS INVITATION-ONLY PROGRAM TO GROW SILVER HOTEL YOUR CORPORATE HOTEL SALES, REVPAR AND PARTNER BOOKING VOLUMES ACROSS OUR CLIENT PROGRAM NETWORK IN 97 COUNTRIES.

In 2020, our Corporate Division will take Together, we can achieve so much more – business travel retailing to new levels with a stronger market profiles, better products wider choice of hotel preferencing, dedicated and wider marketing campaign appeal. And promotions and global access. We offer the through our model of working in small and best rates available and the most appreciated dedicated teams, we can ensure we provide value adds in the industry. Our sights are the best partner solution for every customer. set on creating the most positive hotel experiences for our corporate customers, so you can reap greater benefits.

Our people are not just corporate travel managers with outstanding knowledge, they are entrepreneurs and decision makers who challenge convention. Our strong culture OUR WORLDWIDE of ownership drives our vested interest in success, profit and the mutual growth of your CORPORATE TEAMS business and ours. We see our hotel partners ARE HERE TO SUPPORT as an extension of the FCTG family and we YOUR GROWTH care about your success.

4 // WE INVITE YOU TO BE PART OF THE MOST EXCITING AND REWARDING GLOBAL HOTEL PROGRAM IN 2020.

2019/20 HOTEL PROGRAM HIGHLIGHTS

+ 15% 60% $1.5 7 MILLION TTV ANNUAL DISCRETIONARY US BILLION ROOM NIGHTS GROWTH SALES HOTEL SALES PER ANNUM

Top Source Markets: Australia, USA, UK, Canada, New Zealand & Asia (, , , China)

5 // “FCTG Corporate has cemented its position as a formidable global competitor in corporate travel. We are achieving strong organic growth through our highly scalable and profitable business model, and our continued investment in sales and marketing, systems and technologies.

Our distinct and tailored brand offerings to different customer segments, including our FCM truly global and Corporate Traveller SME domination strategies, are further supporting FCTG’s success in winning, retaining and driving value to our customers.”

GRAHAM ‘SKROO’ TURNER FOUNDER AND CHIEF EXECUTIVE OFFICER FLIGHT CENTRE TRAVEL GROUP

6 // CORPORATE CORP CO-ORDINATED OR AT E STRATEGY CU S ACROSS ALL TO M BUSINESS E R DIVISIONS

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7 // TOUCHPOINTS WE OWN OUR CUSTOMERS AND REPRESENT YOUR HOTEL OF INFLUENCE THROUGHOUT THEIR TRAVEL JOURNEY

SILVER PARTNER HOTEL

GLOBAL COUNTRY REGIONAL COMMERCIAL BUSINESS PROCUREMENT PRODUCT NETWORK ANALYSTS LEADERS NETWORK (GPN) MANAGERS LEADERS (95 COUNTRIES) Strategic advice to Contract negotiation Deployment and Drive hotel strategy maximise the hotel Drive hotel strategy and commercial implementation of hotel through the corporate program agreements contracts licensees through the business

BUSINESS TRAVEL ACCOUNT DEVELOPMENT 4D CONSULTING CONSULTANTS MARKETING OBT REPORTING MANAGERS MANAGERS Dedicated customer hotel Create advanced Frontline counsellors Global, regional and local Direct sales tool for Practical detail and insight program advisors Strategic management of with direct contact with tactical promotions customer of the customer spend travel programs customer travel management customers solutions

OUR CUSTOMER 8 // 7500+ MARKET OUR GLOBAL FOOTPRINT STAFF REACH 97 COUNTRIES

D + D 500 D D D D OFFICES D D D D D D D D D D D D D D D D

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9 // STRATEGIC THE FCM GLOBAL NETWORK PARTNERS The following list provides a snapshot of our FCM Travel Solutions network partners around the globe:

COUNTRY PARTNER COMPANY NAME COUNTRY PARTNER COMPANY NAME COUNTRY PARTNER COMPANY NAME GO FLY KOREA SHARP TEC&L INC. TAKE OFF TRAVEL ALIVE, ONTOURISM CAPITAL KUWAIT TRAVEL CLUB TRAVEL & TOURISM HAPPY TOUR GROUP TURIZM FURLONG-FOX TRANS-EXPRESS CO.LTD (VIENTIANE) UGANDA UGANDA TRAVEL BUREAU 2004 LTD AUSTRIA COLUMBUS REISEBUERO LATVIA VANILLA TRAVEL GOLDEN GLOBE DYNAMIC TRAVELS SUN HOLIDAYS TOURS JETMAR VIAJES BELGIUM HERFURTH TRAVEL GROUP TOP THREE TRAVEL VIAJES OMEGA TURISMO BALAS I TRAVEL INDOCHINA TOURIST AND TRADE BRAZIL KONTIK FRANSTUR TOP THREE TRAVEL YEMEN MURJAN TRAVEL HAPPY TOUR GROUP ACTIV TRAVEL MOROCCO CAMBODIA INDOCHINA TOURIST & TRADE ALIVE, ONTOURISM CAPITAL INVEST AGENCIA DE VIAJES TURAVION SPA MYANMAR OWAY TRAVELS AND TOURS CO LTD PANTURISMO VIAJES ATLANTIDA TIME SQUARE VIAJES FINCHGLOW TRAVELS CROATIA BEST CROATIAN TRAVEL TRAVEL CITY LLC AMATHUS COSMOS TRAVELS BTU TIPEX TRAVEL S.R.O. ALLEGRO TOURS EMELY TOURS PARAGUAY BOARDING PASS HOLIDAYS TRAVEL CIA.LTDA AC TOURS BLUE SKY TRAVEL TRAVEL SERVICES INC OUR EQUITY BUSINESS NETWORK TRAVEL EXPRESS EL SALVADOR ALL AMERICAN TRAVEL Flight Centre Travel Group Corporate brands are now ALIVE TRAVEL STELLAR TRAVEL LTD represented through our wholly owned or controlled AMATHUS PUERTO RICO CT TRAVEL/CARIBBEAN VIAJES PRIMAVERA REGENCY TRAVEL & TOURS businesses in: HONDURAS INVERSIONES TRANSMUNDO S.A. DE C.V. HAPPYTOUR GROUP Australia India HUNGARY UNITED4TICKETS RUSSIA RUSSIAN BUSINESS TRAVEL PT GOLDEN NUSAJAYA TOURS & TRAVEL CHARLESTON TRAVEL LIMITED Canada Ireland Sweden ISRAEL OFAKIM SAUDI ARABIA ATTAR TRAVEL China Malaysia Switzerland ITALY BLUE TEAM TUCAN, CESTOVNA AGENTURA Denmark Mexico United Arab IVORY COAST AFRICA VOYAGES SPAIN TRAVEL INTERESTS S.L. New Zealand Emirates NKAR TRAVELS & TOURS (PVT) LTD JAPAN TOPTOUR CORPORATION France UK JORDAN BAWADI TOURS THE RICKS TRAVEL LTD Germany Norway USA KAZAKSTAN RBT TRISTAR TRAVEL SERVICES CO LTD CHARLESTON TRAVEL SIAM EXPRESS Hong Kong Singapore

10 // FCM TRAVEL FCM IS AN AWARD WINNING GLOBAL TRAVEL MANAGEMENT SOLUTIONS COMPANY PROMISING CUSTOMERS THE GREATEST VALUE AND THE MOST RELIABLE BUSINESS TRAVEL SERVICES.

FCM operates across 97 countries with a mix of wholly owned and network partners offering global solutions with regional expertise. For our hotel partners, FCM offers access to large market customers, many with dedicated hotel programs, delivering consistent high volume sales. To achieve our customer value proposition, FCM is dedicated to the following core strategies:

OUR PEOPLE ARE THE ROUTE WE OFFER OUR CUSTOMERS THE WIDEST TO YOUR SUCCESS CHOICE WITH DEMONSTRATED SAVINGS FCM invests heavily in our people who are our greatest FCM is not just any travel management company. asset and provide a five-star business travel experience. Our global presence and belonging to Flight Centre Travel They understand both company and traveller needs, are Group, allows us to offer the widest choice of travel products. extremely knowledgeable on our product offering, and genuinely care about our customers travel plans. OUR TECHNOLOGY FUTURE-PROOFS YOUR TRAVEL PLANS OUR REACH EXTENDS As a future-thinking global TMC, we continually invest and AROUND THE GLOBE innovate to create tools and software which bring efficiencies We represent Silver Hotel Partners in almost 100 countries to our customers business travel programmes, enhance the worldwide. Our dedicated local teams of travel experts and traveller experience and prioritise our Silver Hotel Partners. technology solutions place your content at the forefront of FCM customer programs and travel itineraries.

FAST 98% 500+ 250+ 2000+ 14% FACTS GLOBAL OFFICES BDM’S AND AM TRAVEL TTV GROWTH SATISFACTION GLOBALLY GLOBALLY MANAGERS GLOBALLY 11 // “FCM has, and always will be unique in this industry, highly agile and flexible in our service, yet with the global presence and technology to deliver service and value for customers, suppliers and our people across multiple countries and regions.”

MARCUS EKLAND GLOBAL MANAGING DIRECTOR FCM TRAVEL SOLUTIONS

12 // CORPORATE WITH ALMOST 30 YEARS’ EXPERIENCE IN THE SME MARKET, TRAVELLER CORPORATE TRAVELLER IS OUR LARGEST AND MOST PROFITABLE BRAND.

Corporate Traveller’s expertise to the SME market is their offering of hands-on personal service, simplicity, great product with fast and easy booking solutions. Corporate Traveller maintains a significant ability to influence business decision makers. This success lies in the unwavering brand DNA and three customer value propositions:

DEDICATED TRAVEL MANAGER Corporate Traveller offers our customers a dedicated local expert who delivers a seamless travel experience even when the unexpected happens.

SMART TRAVEL TECHNOLOGY Streamlined technology keeps our customers informed and in-touch whether in the office, or on the other side of the world. Significant investment in SME technology has allowed for priority placement of preferred content.

GREATER CHOICE, MORE VALUE With largely non-mandated travel, our Corporate Traveller customers thrive on the benefits of our promotion rates and offers from your hotels. Tactical marketing and promotions drive sales results.

FAST 10,000+ 300+ 1200+ 18% FACTS SME BDM’S AND AM TRAVEL TTV GROWTH CUSTOMERS GLOBALLY MANAGERS GLOBALLY

13 // “Corporate Traveler continues to soar and grow at incredible rates. With our experience and ability to provide personalized service, innovation and thought leadership to small and medium sized businesses, we are able to truly manage their travel programs driving substantial growth in this valuable market.”

CHARLENE LEISS PRESIDENT CORPORATE BRANDS FLIGHT CENTRE TRAVEL GROUP USA

14 // STAGE AND STAGE AND SCREEN IS RECOGNISED AS SCREEN A LEADER AND INNOVATOR IN MANAGING TRAVEL FOR SOME OF THE MOST DEMANDING INDUSTRIES IN THE WORLD – SPORTS, ENTERTAINMENT AND THE ARTS.

From high volume group bookings and VIP travel, to complex multi-destination itineraries, Stage and Screen’s success has been driven by industry knowledge, program flexibility, accountability, innovation and most of all, a genuine love for what they do. Stage and Screen is as unique as it’s customers!

SPECIALISED PRODUCT FOR a more zealous and energetic bunch who care about your business and industry and NICHE INDUSTRIES thrive on working with partners to deliver Whether our customers are familiar with the exceptional results. We maintain our high penthouse suite or not, Stage and Screen standards by: : negotiates its own specialty entertainment • Only employing people with a minimum rate program in addition to its exclusive of 5 years travel experience Special FX hotel rate program. • Ensuring their people have either come WE GET OUR CLIENTS from the clients’ industry or have relevant Stage and Screen has an enviable client industry experience to provide a unique retention rate that almost matches its staff understanding of each customer’s needs. retention. You will be hard pressed to find

FAST FACTS 13%+ 6 30,000+ TTV ANNUAL MARKETS MUSIC & TOURING GROWTH WORLDWIDE ROOM NIGHTS 15 // “Stage and Screen are the market leading agency dedicated to the entertainment, creative and sporting industries. We are the ‘strength behind the scenes’ of travel and logistics, so our customers can always be centre stage.”

GREGORY LORDING GENERAL MANAGER STAGE AND SCREEN

16 // OUR EXTENDED CORPORATE FAMILY NEW TO FCTG

EXECUTIVE CI EVENTS FLIGHT CENTRE TRAVEL TRAVEL LDV CASTO TRAVEL cievents is an event BUSINESS ASSOCIATES PARTNERS Les Voyages Laurier Based in San Jose, management, du Vallon is a joint Casto joins the FCM Executive Travel is the TRAVEL Travel Associates An alternative to a incentive and business luxury leisure travel family strengthening newest addition to the is a boutique travel regular travel agent engagement agency. For small businesses business drawing on the USA operation corporate stable of agency with a focus Travel Partners allows The company offers that prefer a local travel the expertise of a highly and enabling greater brands. on uncompromising an owner to operate highly specialised manager, Flight Centre experienced consultant scale and access to the customer service their agency with a Established in Auckland services for the Business Travel (FCBT) network and strong fast-growing technology bringing together the more profitable, and less New Zealand in 1975, meetings, incentives, specialises in a tailor corporate and MICE sector in Silicon Valley most knowledgeable stressful future. Executive Travel conferences and events made travel service. business operating in and in the larger West and well travelled has implemented, (MICE) market. Market As part of the Flight Whether a mobile or Quebec Province for Coast market. advisers. With a focus customised and leading technology Centre retail division, member agent, Travel over 55 years. on high end retail, tailored solutions to platform Ivvy has further FCBT enjoys a balance Partners is designed Travel Associates also many of NZ’s well- strengthened their between business for the “Determined delivers a small but known companies and meeting management and leisure. Go Getters” of the growing corporate organisations from many capabilities. travel industry. market segment. different industries and sectors.

LOCATED IN LOCATED IN LOCATED IN LOCATED IN LOCATED IN LOCATED IN LOCATED IN New Zealand Australia Australia Australia Australia Canada USA New Zealand United Kingdom New Zealand (Trading as FCM) United States India South Africa Canada (Trading as Flight Shop) United States South Africa USA (Trading as Liberty Travel) Singapore 17 // Hong Kong WHERE WE WE HAVE BIG GOALS AND WE HAVE A ARE GOING STRONG TRACK RECORD OF MEETING THEM. THE SUCCESS OF OUR MODEL IS MEASURED THROUGH GROWTH. THIS INCLUDES GROWTH IN CUSTOMER NUMBERS, GROWTH IN TOTAL TRAVEL VALUE (TTV) AND GROWTH IN MARKET SHARE.

The FCTG strategy has also been to create • Significant growth in the youth and new specialized brands to allow us to capture student sector; and grow key market segments. The FCTG • Growth in Non-travel businesses; and business model despite significant margin and cost pressures has still developed a strong • Sustained strong growth in the presence in key sectors that include: leisure market.

• Significant growth in the corporate sector, For the next period of growth leading to including technology investment and 2022, one of our goals is to increase our acquisitions to expand and strengthen distribution particularly in lower cost models. the network This, coupled with productivity gains in our core consultant model, will see us deliver • In-destination travel experiences, utilising a global net margin increase across all our DMC Network to establish future business divisions. corporate concierge services in our key markets

• A travel investment and acceleration hub that allows it to identify and invest in innovative travel-related start-ups;

18 // DESTINATION BY 2035, FCTG IS DRIVEN TO BECOME THE 2035 WORLD’S LARGEST AND MOST SUCCESSFUL CORPORATE TRAVEL COMPANY WITH OPERATIONS IN MORE THAN 50 OWNED EQUITY COUNTRIES, AND 80,000 EMPLOYEES ACROSS THE GLOBE.

And in the year 2035, the Flight Centre Travel Group will be delivering incredible results across a range of sectors, from travel, bikes, fitness, education, to foreign exchange and finance. We know where we want to go, and with our strong team of dedicated, driven people, we know we’re going to get there. No other company has had the physical and philosophical capability to copy this strategy.

FCTG will continue to grow to become the world’s most exciting and profitable travel retailer, delivering amazing experiences to all of their people, their partners and their customers. And we will always, always have at our core, our purpose – to open up the world for those who want to see.

19 // “We invite you to partner with one of the most energetic, agile and enduring travel companies in the world. Our ability to grow and adapt in ever- changing corporate markets is testament to our flexible core, while our scalability allows us to build credible, long standing partnerships.”

ANDREW GALLARD GENERAL MANAGER GLOBAL PROCUREMENT NETWORK FLIGHT CENTRE TRAVEL GROUP

20 // CORPORATE YOUR WE AIM TO CREATE AND OFFER A DIVERSE AND COMPETITIVE INVITATION YOURCHOICE EXCLUSIVE OF INVENTORY WORLDWIDE. OUR SILVER HOTEL INVITATIONPARTNERS ARE SELECTED BY INVITATION ONLY, BASED ON A RANGE OF TRAVELLER AND DEMAND‑BASED CRITERIA.

Our inviation only Silver Partner Hotel Program (Consortia PARTICIPATION FEES Program) gives you the benefit of loading your hotel against our rate access code across all GDS Platforms. This opens An annual participation fee applies for all hotels invited into up access to over 150,000 business travel clients across a the Program. Details of the Annual Fees, Rate Submission diverse range of market sectors. Criteria along with Terms and Conditions can be found in the supplementary document. We restrict the number of hotel partners in any one location, to consolidate our room night production levels and deliver CORPORATE SOCIAL RESPONSIBILITY value to our hotel partners. It is important to note that in FCTG as part of Flight Centre Worldwise work towards our some instances, such as in key gateway cities, a number of Responsible Travel Charter. We are committed to operating partners may be selected to meet inventory demand, location our business in a manner that respects and benefits local requirements and a range of hotel styles for our clients. people, their cultures, economy and the environment in the RATES places we live, work and travel. We are eager to align with and support our partners also implementing environmentally We place priority on working with hotels and chains that friendly initiatives. provide a discount off the Best Available Rate. These hotels will be identified and have higher preferencing in our booking IMPORTANT NOTE tools across our globalnetwork. Non participating hotels will not be loaded into our inventory FREE INCLUSIONS systems and have no access to our consultants and teams and will not be visible in our booking platforms. Hotels offering free inclusions to Flight Centre Travel Group Corporate clients such as breakfast, internet, upgrades, etc. will be flagged as “Free Inclusion” hotels and further promoted across our global network.

21 // SILVER AS A SILVER HOTEL PARTNER, YOU HAVE THE OPPORTUNITY PARTNER TO BE VISIBLE TO OUR CORPORATE STAFF AND CORPORATE BENEFITS CUSTOMER BASE THROUGHOUT THE YEAR.

Silver Partner status gives you global-scale priority GDS preferencing plus the following additional benefits;

PRIORITY ON OUR PROMOTIONAL RATE LOADING BONUS RATE ACCESS CODE RATES AUDITS COMMISSION

Received priority Load and promote Regular audits are Load tactical bonus preferencing when special and seasonal conducted to ensure commission incentives you load rates onto rates and distressed accuracy and visibility on your GDS rates and our dedicated rate inventory onto our of your rates in the GDS this will be promoted on access codes in GDS rate access codes, ensuring maximum a monthly basis in our all GDS Systems – promotion through sales. newsletter Galileo/Apollo, Sabre, social media platforms Amadeus, Abacus and Worldspan.

NEWSLETTER SOCIAL MEDIA BE INFORMED IATA/TIDS/ARC OFFERS AND NEWS PROMOTION Keep up to date with UPDATES Included in our We will advertise your the Global Hotels Team Our IATA/TIDS/ARC monthly newsletter. special rates, value- and the rest of the Flight listing is distributed This is distributed to adds, consultant hotel Centre Travel Group monthly and updates over 10,000 Travel reviews, commission corporate brands you with any office Managers globally with incentives, etc. on changes. This ensures an open rate over 50% your behalf you are capturing all bookings in your own reporting, allowing for more accurate analysis.

22 // YOUR GDS ACCESS FEE PROVIDES YOUR HOTEL WITH UNPARALLELED VISIBILTY IN OUR GDS PLATFORMS

Our new generation global GDS platforms enable better preferencing than ever before. Included as part of these systems are the hotel program flags which ensures your hotel has maximum visibility.

INCREASED SALES

23 // RETURNS YOU CAN COUNT ON!

Being part of our 2020 Silver • Our ability to grow Partner Hotel Program will discretionary sales through maximise your return on our dedicated SME market investment through: penetration

• Our ongoing commitment to • FCTG’s global reach and multi- be the world’s leading business brand structure, which help travel retailer by providing: capture more business from all sectors of the corporate market —— The widest choice and best value in corporate hotel • Our complete understanding products of the small to medium business market and their needs, —— The most effective honed through our decades packaging, dedicated of experience in working consumer marketing and with SMEs. promotion of hotel products Our hotel participants have —— The easiest, most rewarding consistently experienced growth experiences for customers in excess of our overall company • Our unique business model, growth. which targets both contracted and non-contracted business to help maximise your sales

24 // CONTACT DETAILS ANNA HAWKINS PRODUCT EXECUTIVE e: [email protected] p: +61 2 8121 2433

Level 5, 60 Miller Street North Sydney, NSW 2060

25 // CORPORATE