international meeting 10 & 11 july 20061 international meeting 10th & 11th july 2006

International meeting 10 & 11 July 2006 1

International Meeting 10th & 11th July 2006


Commercial results


Gift certificates


10,7 11,513,6 14,7 16,2

6,74,64

8,1

0

5

10

97-98 98-99 99-00 00-01 01-02 02-03 03-04 04-05 05-06

10,7 11,513,6 14,7 16,2

6,74,64

8,1

0

5

10

97-98 98-99 99-00 00-01 01-02 02-03 03-04 04-05 05-06

in millio

n €

Gift Certificates & Lys Offers : sustainable growth


Gift Certificates & Lys Offers : detailed results by country

€ € € difference difference Additional businessCountry years 04/05 forecast 05/06 realised 05/06 vs 04/05 vs forecast vs last yearBelgium * 116 326 200 000 161 320 38,7% -19,3% 44 994Germany * 104 841 250 000 139 652 33,2% -44,1% 34 811Spain* 60 510 50 000 55 905 -7,6% 11,8% -4 605UK 138 479 150 000 152 135 9,9% 1,4% 13 656USA* 165 833 250 000 121 550 -26,7% -51,4% -44 283Total outside France 585 989 900 000 630 562 7,6% -29,9% 44 573France MRC 2 801 678 3 078 876 3 344 485 19,4% 8,6% 542 807France telesales 11 333 961 12 123 252 12 282 606 8,4% 1,3% 948 645France total 14 135 639 15 202 128 15 627 091 10,6% 2,8% 1 491 452Worldwide total 14 721 628 16 102 128 16 257 653 10,4% 1,0% 1 536 025


€ 5.2mon 1 Jan 01

€ 20.7mon 1 Jan 06

In 5 years the value of vouchers in circulation has been multiplied by 4 !


Gift certificates : sales online

Evolution des commandes internet (€ / mois)

0

100 000

200 000

300 000

400 000

500 000

600 000

JUIL

AO

ÛT

SE

PT

OC

T

NO

V

DÉ

C

JAN

V

FÉ

VR

MA

RS

AV

R

MA

I

JUIN

TOTAL 03/04

TOTAL 04/05

TOTAL 05/06

• 2005 - 2006 : +30% vs LY ; 2,7 M€ turnover


Split by type of business (2004 - 2005)

Turnover

22,1%

63,7% 14,2%

Corporations Agencies Individuals


Gift certificates : 25 top clients (July 05 – May 06)

COMPANIES Turnover €STIMULA 123 469 CREDIPAR CITROEN 103 082 ACCENTIV 77 551 EURO RSCG 4D 74 753 NOVARTIS PHARMA 68 500 CEGETEL 67 446 UFIFRANCE PATRIMOINE 61 235 LABORATOIRE ASTRAZENECA 61 200 AXA France 57 625 GIE AXA France 56 703 UNITEAM 55 166 SAS CARTE BLEUE 53 309 NESTLE France 52 847 SIMMONS MATELAS 48 978 BANQUE DE BAECQUE BEAU 46 777 WINES & CHATEAUX 45 941 PHB COMMUNICATION 45 267 TERRA MOTIVA GROUPE INCO 44 823 TQ3 TRAVEL SOLUTIONS 34 800 IBM France 32 192 AFFAIRES DIRECTES 31 800 TEXAS INSTRUMENTS 31 070 THOMAS COOK VOYAGES 30 386 GPA ASSURANCES 29 900


Gift certicates : 25 top properties

PROPERTY TURNOVER €

La Ferme Saint-Siméon 128 175Domaine de Rochevilaine 121 775La Chaumière 94 675Maisons de Bricourt 88 450Le Relais Bernard Loiseau 82 850Le Richelieu 80 800Hostellerie La Cheneaudière 77 950Manoir de Lan-Kerellec 74 425

Hélène Darroze 74 050La Côte Saint-Jacques 72 725Cazaudehore "La Forestière" 65 425Château de Marçay 62 100Bas Rupts et Chalet Fleuri 59 825Georges Blanc 59 350Château de Locguénolé 58 825Auberge des Templiers 56 350Castel Marie-Louise 55 300Château de Noizay 54 175

Château de Montreuil 53 475Oustau de Baumanière 52 425l'Espérance 48 450Castel Clara 47 575Les Hautes Roches 46 875Château d'Audrieu 46 375Les Loges de l'Aubergade 45 775


Reservations


10 1114

16 1821

2833

43

05

1015202530354045

'97-98

'98-99

'99-00

'00-01

'01-02

'02-03

'03-04

'04-05

'05-06

Sales revenues generated (US$ million)

Sales revenues from central reservations


Reservations : global results

TOTAL Période : Juin CUMUL Période : Juillet-Juin 2006 2005 Evol. 2006 2005 Evol.

Volume d'activité ($) $4 893 152 $3 818 756 28% $42 566 954 $33 162 382 28%Réservations (brutes) 4 765 4 247 12% 44 124 36 583 21%Nuits (brutes) 10 603 9 254 15% 98 310 79 224 24%P.V. Chambre ($) $461 $413 12% $433 $419 3%nuits / réservations 2,23 2,18 2% 2,23 2,17 3%

TOTAL


Reservations : Internet results

Evolutions des réservations sur le site R&C

0

500

1000

1500

2000

2500

JUI AOU SEP OCT NOV DEC JAN FEV MAR AVR MAI JUN

2003-2004

2004-2005

2005-2006

• 2005 - 2006 : +37% vs LY


Reservations through voice channel detailed results :

July 05 - June 2006 TOTALPAR PHNX TKY MRC PARIS BERLIN MRC NY ESP ITL ARG AUS BRA RUS 2005 - 2006

$ $2 771 779 $6 692 239 $350 016 $228 836 $3 428 $179 398 $1 369 717 $918 042 $229 955 $616 237 $401 855 $72 188 $13 833 690Res 5 185 5 675 497 302 3 152 1 619 701 213 455 487 115 15 404Night 9 981 14 401 774 607 9 358 3 493 1 949 492 1 169 1 025 185 34 443$/N $278 $465 $452 $377 $381 $501 $392 $471 $467 $527 $392 $390 $402LG 1,93 2,54 1,56 2,01 3 2 2,16 2,78 2,31 2,57 2,10 1,61 2,24

July 04 - June 2005 TOTALPAR PHNX TKY MRC PARIS BERLIN MRC NY ESP ITL ARG AUS BRA RUS 2005 - 2006

$ $2 137 334 $4 688 447 $340 506 $182 393 $16 062 $1 227 564 $745 852 $162 965 $599 170 $287 853 $90 106 $10 478 252Res 3 074 4 111 552 291 14 1 273 517 185 469 392 54 10 932Night 6 625 10 162 835 518 41 2 831 1 539 402 1 170 759 164 25 046$/N $323 $461 $408 $352 $392 $434 $485 $405 $512 $379 $549 $418LG 2,16 2,47 1,51 1,78 3 2,22 2,98 2,17 2,49 1,94 3,04 2,29

TREND 05/06 vs 04/05 TOTALPAR PHNX TKY MRC PARIS BERLIN MRC NY ESP ITL ARG AUS BRA RUS 2005 - 2006

$ 29,7% 42,7% 2,8% 25,5% 1016,9% 11,6% 23,1% 41,1% 2,8% 39,6% -19,9% 32,0%Res 68,7% 38,0% -10,0% 3,8% 985,7% 27,2% 35,6% 15,1% -3,0% 24,2% 113,0% 40,9%Night 50,7% 41,7% -7,3% 17,2% 773,2% 23,4% 26,6% 22,4% -0,1% 35,0% 12,8% 37,5%$/N -13,9% 0,7% 10,9% 7,1% 27,9% -9,6% -2,8% 15,3% 2,9% 3,4% -29,0% -4,0%LG -10,7% 2,7% 3,0% 12,9% -19,6% -3,0% -6,6% 6,3% 3,0% 8,7% -47,0% -2,4%


Breakdown of reservations by distribution channel (room nights)

31,3%32,4%

36,3%

VOICE

GDS

INTERNET

31,6% 33,4%

35,0%

VOICE

GDS

INTERNET

July 05 - June 06 July 04 - June 05


Reservations : top 2005 – 2006 properties

PROPERTY TURNOVER €Hôtel de Vigny 854 899Château de La Chèvre d’Or 433 890Le Château du Domaine St Martin 259 475Le Mas Candille 178 056Hôtel Résidence de la Pinède 237 045Oustau de Baumanière 223 524Villa Gallici 200 430Château de Noizay 185 095Domaine des Hauts de Loire 184 209Le Relais Bernard Loiseau 95 402Villa Florentine 155 750La Ferme Saint-Siméon 117 532Le Saint-Paul 181 950Château d'Audrieu 144 457Château de Marçay 120 470Royal Champagne 122 520Château Les Crayères 148 060Château de Mirambeau 61 690Le Métropole 216 420Château Cordeillan-Bages 120 287Villa Belrose 126 059Le Vieux Logis 116 285Château de la Treyne 82 000Jean Bardet - Château Belmont 133 415La Bastide Saint-Antoine 92 017


• The example of Mas Candille

Acceleration effect of Netbooker 4

MAS CANDILLE

With NB4

May 2005 -

Jan 2006

With NB2

May 2004 -

Jan 2005

Multiplying

coefficient

Room nights293 70

4.2


• Example of January 2006

The accelerating effect of Netbooker 4

x 2

Nights January2006

Number of properties

Nights per property

Netbooker 2 960 124 7.7

Netbooker 4 130 9 14.4


Internet


Internet : average number of visitors per day

Evolution comparée des visites

7500

12500

17500

22500

27500

Juil Août Sept Oct Nov Déc Janv Févr Mars Avr Mai Juin

2003-2004

2004-2005

2005-2006

• Since January 2006 the number of visitors has doubled vs LY


Number of visitors per day on relaischateaux.com

0

5 000

10 000

15 000

20 000

25 000

30 000

January 2002

January 2003

January 2004

January 2005

January 2006

4,000,000+visitors in 2004

5,500,000visitors in 2005

10,000,000visitors in 2006


Internet : split of traffic by language

Répartition des visites par langue Juin 2006)

45%

10%

35%

10%

FR

DE

EN

ES


Internet : origin of visitors

France36%

Etats-Unis14%

Allemagne7%

Espagne-Portugal9%

Royaume Uni & Irlande

8% Benelux5%

Italie4%

Amérique Latine3%

Canada2%

Europe (Autres)4%

Asie & Océanie3%

Afrique & Moyen Orient

1%

Autres13%

Suisse-Liechtenstein4%


Internet : e-brochures downloaded

0

2000

4000

6000

8000

10000

12000

14000

16000

DECEMBRE JANVIER FÉVRIER MARS AVRIL MAI JUIN

Téléchargements des e-brochures sur le site

RG

SPA

GOLF

NOUVEAUX

GUIDE

DECEMBRE JANVIER FÉVRIER MARS AVRIL MAI JUIN GUIDE 5 890 4 899 4 361 5 377 4 969 6 058 5 152 NOUVEAUX 4 424 5 742 4 712 5 418 3 297 3 597 3 202 GOLF 434 966 792 1 086 627 658 544 SPA 1 974 2 263 2 172 2 474 1 570 1 519 1 325 RG 0 411 399 434 243 196 201


Berlin Office


Relais & Châteaux GermanyBerlin Office


OrganigrammRelais & Châteaux GmbHInternational and German Delegation

DirectorUlrike Reichl

Sales & MarketingAssistent

Céline ZiebarthReservation Agent

Marketing ManagerAnja Ullrich

Sekretär/inPraktikant


Director

• Marketing Plan and Budget

• Coordination and contact with the members

• Supervision of the international marketing plan

• Supervision of the marketing plan for the German Delegation

Showcase, Publication, Magazine etc

• Press

• Contact with our partners

• New candidates and coordination with the Head Office


Marketing ManagerAnja Ullrich

[email protected]

Tel 030 / 8800 18 07

. Press

. Newsletter

. Showcase

. Events

. Publications

. Partner

. Luxury Alliance

. Product Seminares

mailto:[email protected]


Sales & Marketing AssistentCéline Ziebarth

[email protected]

Tel : 030/ 88 00 1808

. Distribution Guide

. Distribution Brochures

- Golf

- Spa & Beauté

- Reiseroute

. Database

. Administration Gift Certificates

. Club 5C

. Office Organisation




Reservation Agent

• Reservation for all German speaking clients from Germany, Austria and Switzerland

• Reservation for Club 5C members

• Coordination between members and reservation centre


Main Activities

• Press

• Fares and Salons

• Promotional Events

• Showcases / Salons

• Partners

• Internet pages and newsletter

• Club5C

• Publications

• Seminar with our Partners for the members

Marketing Activities

of the German Delegation

of Relais & Châteaux

2006/ 2007


General Cooperation with the Press

• Coordination of press request

• National : 185 articles covering 21,8 Mio readers

• International : 115 articles covering 17 Mio readers

• Election and Press Conferences : 18 articles covering 530.000 readers


Invitation of Journalists

• More press journeys for international journalists in cooperation with our offices in Paris, New York and Barcelona

• Press journey by Relais & Châteaux to China ( Journalist of important medias like Welt am Sonntag, Feinschmecker und Lufthansa Magazin)

• Congress November 2006


Press Conferences – Lunches- 2007

• Three Press lunches at the beginning of 2007:

- Hamburg

- Berlin

- München


Presseresonanz am Beispiel „Handelsblatt“

Promotional

Events


Maison de Relais & Châteaux in Paris presented the German Delegation throughout January 2006

• 9. January Cocktail with about 65 journalists and VIPs from the Paris Region (Wine from VDP)

• over 650 visitors throughout the months of January

• Decoration with pictures from Germany and the German members

• Presentation of the German Members on a plasma screen

• Brochures of the members have been available during the whole months


• Fotos MRC


Lunch & Learn at the American Express Cardholder Travel Service

• Presentation for about 45 agents from the AMEX Cardholder Hotel Reservation Services

• Lunch by Relais Gourmand Johann Lafer´s Stromburg

• Very good feedback from the agents and strengthening of the contact to the Services

• Main subject was reservation via GDS and our reservation services in Paris


„Salon der Deutschen Delegation“ of Relais & Châteaux in Germany

• Next date will be in September 2006 with participation of international Delegations


Maison de Relais & Châteaux in New York

• COCKTAIL Empfang und/oder DINNER (Dezember oder Januar)

Schaukochen mit Chefs aus Deutschland

• Kosten : ca. 2000 USD

• Zwischen 50 und 150 Personen

• Zielgruppe :

Potentielle Gäste

Club 5C Mitglieder

Merrill Lynch Cardholders

Saveur Magazine Abonnenten

Kunden der offiziellen Partner

Presse

Reisebüro-Agenten


„Ball des Sports“ February 2007 in Wiesbaden

• Stand of Relais & Châteaux in the Partners Area

• VVIP Guests of Corporate, Politics and Press

• Every of the 2200 guests receives the Guide

• about 400 Guides will be distributed in addition

• Relais Gourmand Chef is preparing the menu


• Fotos Ball des Sports bzw. Seite aus dem Dossier

Fares and Salons


• ITB 2007 in Berlin

• IMEX 2007 in Frankfurt

• Participation of the Delegation at the Relais & Châteaux booth in a foreign country (tba)

• Participation at the Leading Showcases in Germany

Publications


• TV-Program

• International Magazine with special insert for the German Delegation

10.000 Examples à 8 pages / 2350 Euro

• New edition of the German Reiseroute


TV - Program

• The cover for the TV – Program for all members is newly printed every January for one yea

• Covered through two advertisements


• Tv eingescannt


„Reiseroute“ of the German Delegation

Club 5 C

in Germany


Service for all German speaking Club 5C Members since 01.April 2006

• The complete services for the Club 5 C members is handled from the Berlin Office

– Invitation and membership

– Mailings and Newsletters

– Reservation and Information through special hotline


Club 5C in Germany

• 1900 guests have been invited

• 776 guests have received their cards already

• Mailing of Christmas card and Guide 2006

• Only 1 of all 26 members is not participating in the program of Club 5C


Special Programs and Events for Club 5C Members

• Exclusive Dinner with Wempe and guest speaker (Wrist Watches, Jewellery etc.)

• Cooking classes

• Exclusive events with our partners (z.B. Champagne – Wine Tasting)

• Exclusive tours and travel with the agency Culture & Travel

- different itineraries in Germany

- e.g. Pommery in Reims

- Perigord

- Côte d´Azur


Sale of Gift Certificates


Revenue FY 2005/ FY 2006

• July 2004-Juin 2005: 104.840,92 €

• July 2005-Juin 2006: 136.575,11 €

plus 31,1 %


Anteile der Geschenkgutscheine und Lys-Arrangements (Juli '05-Februar '06)

Lys Arrange-ments16%

Geschenk-gutscheine

84%

Lys ArrangementsGeschenkgutscheine


Fiscal Year Juli 2005-Juni 2006

5200,61

10 105,22

8 601,75

30 971,99

16 338,15

13 171,36

8 714,64

9 789,02

14051,7

8126,09

15174,27

9683,81

0 5000 10000 15000 20000 25000 30000 35000

Juillet '05

Aout '05

Septembre '05

Octobre '05

Novembre '05

Decembre '05

Janvier '06

Fevrier '06

Mars '06

Avril '06

Mai '06

Juin '06

Euro (TOTAL: 149.928,61€)

Partners


Seminar with Fish Manufacturer „ Deutsche See“

• 10 participants of the German Members

• Dinner and Overnight in Hotel Abtei in Hamburg

• One day visit at the „Deutsche See“ in Bremerhaven

• Cost covered by Deutsche See


Seminar Grand Marnier und Nespresso20. November 2006

• Ziel

> Grand Marnier den Mitarbeitern von Relais & Châteaux Mitgliedshäusern näher zu bringen

> Grand Marnier heute

> Wie kann man Grand Marnier einsetzen

> Nespresso und seine Produkte

• Zielgruppe

> Direktoren oder Restaurant Manager der Mitgliedsbetriebe von Relais & Châteaux in Deutschland


Seminar Grand Marnier und Nespresso20. November 2006

• Organisation

> Seminar by : Guillaume Buisson and Jean Hurstel Cocktail - Expert : Serge Sevaux

> Nespresso teaches about coffee and its products

• Timing :

> Arrival by Monday at 13.00 with Lunch and Seminar

> Teaching about the products in the afternoon

> Before Dinner : Cocktail Training

> Dinner : “Inszenierung” des Erlernten

> Tuesday Morning Departure


Seminar with our Partners 2006/ 2007

• Possible Partners for further seminars could be :

> Champagne

> Cheese

> Chocolate


Projekt Hotelfachschule Heidelberg und Institut Paul Bocuse

• Präsentation der Abschlussprojekte unter Einbeziehung von Relais & Châteaux

• Ausbau des Kontaktes zur Hotelfachschule Heidelberg

• Weiterführung der Kooperationen mit den beiden Instituten


VDP Verband Deutscher Prädikatsweine

• Participation at the Maison de Relais & Châteaux in Paris

• Relais & Châteaux offers 2 nights at a Fundraising Auction for the „Institut Masters of Wine“ at Christie´s New York in November 2006

• VDP offers wines at our events


New York Office


Organization RELAIS & CHATEAUX NEW YORK


HeadquartersNorth American Board

Tamara LawrieSales Manager

Eliane KaiserExec Assistant

Nancy RoseneSales Rep

Matt RankertMgr, Distribution & Loyalty Programs

Intern

Brenda HomickDirector

North America

Summerlee Staten RoweClub 5C Concierge


Delegation Activities2006/2007


Regional inserts – Relais & Châteaux Magazine

• Schedule:

• Autumn 2006 - NA Relais Gourmands

• Spring 2007 - Québec/Ontario

• Autumn 2007 - Islands

• Spring 2008 - British Columbia/Alberta

• Autumn 2008 - California

• Spring 2009- Midwest

• Autumn 2009 - Southwest/Rocky Mountains/Mexico


Website Development – NA Destination Pages

• Spring/Summer 2006

– Professionally written regional itineraries, places of interest, etc..

• Fall 2006

– Emphasis on cuisine with prominence of property culinary information


Yield Revenue Management/Maximization of Distribution Channels

• Generate enhanced revenue for the individual properties


Sponsorship

– Develop closer relationships with corporate sponsors, generate advertising, and expand promotional opportunities


Collateral Material

• Reprint NA Relais Gourmands Guide

Events

• James Beard Awards – Featuring NA Relais Gourmands


Corporate Objectives

CLUB 5C

• Develop Club 5C Membership and Partnerships

- Goal of 2,000 members by June 2007

• Initiate Club 5C enewsletter

• Special Events for Club members

• Exclusive packages


Develop GC Sales


• Challenges:

1. Many NA properties have existing gift certificates

2. Extensive competition

3. Lack of easily accessible properties throughout much of the US

4. Cash-oriented society - not readily accepted for incentives

5. Branding


• Select Initiatives with Partnersie, American Express Membership Rewards

Minimum annual sales estimated at $100,000 USD

• Enhanced focus on the wedding/honeymoon market

• Select advertising/PR initiatives


American Express- Romantic Escapes

Promoted through:AMEX website30 million impressions

Cardmember mailings25,000 – 30,000 clients

Newly launched AMEX card

Honeymoon Trade Events


2006/2007 Promotional Events

• August 22, 2006

– R&C Virtuoso Reception – Las Vegas

• February/March 2007

February 26 - New York City Sales Calls

February 27 – New York City Trade & Press Reception

February 28 – Boston Trade & Press Reception

March 1 – Miami Trade Reception

March 2 – Miami Press Luncheon

March 5 – Houston Trade Reception

March 6 – Chicago Trade/Press Reception

March 7 – LA Trade/Press Reception

March 8 – LA Sales Calls


Destination Promotions• Fam Trips

Quebec - Travel agents

South Africa - Press

France – Press

• Travel Agency Promotions

July/August – Provence

September – Bordeaux

October – South Africa

November – Austria

December – Germany

April – Spain/Portugal

May - Brittany


Internal communication


Key Commercial objectives and actions


Central Reservations1 REACH 47 M$ revenue (+10% after + 28%)

Club 5C devlopment BDD 50 000 €

Promote theme products (Golf , Spa, ski, cooking classes...) 10 000 €

2 RELAUNCH TRAVEL AGENT ACTIVITY

Broaden distribution net work 50 000 €

Reinforce R&C credibility (Gold list) 10 000 €

3IMPROVE ORGANISATION AND REACTION CAPACITY OF THE VOICE CHANNEL

Launch reservations in London 33 000 €

Channel overflow in Europe to a Pegasus call center 33 000 €

Dedicated person in the US office 25 000 €

4 DEVELOP SALES VIA THE INTERNET

Reach 39% of online penetration for res. 0 €

Reinforce Netbooker 4 penetration : from 140 to 180 properties 0 €

Improve e-communication and e-data base 90 000 €

Implement effective on-line tracking tools 40 000 €

Continue work on search engine ranking 15 000 €

Develop and promote special offres/SRP on-line & on e-news 0 €

Reinforce cross marketing actions with partners 0 €

Internal or outsourced training 15 000 €


Gift certificates

1REACH 17,2 M€ REVENUE (+ 7% after a year at + 10%)

Capitalize on new Lys products 30 000 €

Launch GC's in £ in the UK market with new dedicated packages 15 000 €

Promote a Manager in the French telesales team 0 €

2 DEVELOP ON-LINE SALES

Launch on-line sales in France (Fianet / Verisign ?) 20 000 €

Carry out a case study for the other markets (Verisign ?) 0 €

3 INCREASE SAFETY AND MAINTAIN COMPETITIVENESS

Launch a gift card :partner to identify and select 0 €

Preliminary IT work 0 €

Launch Q2 2007 95 000 €


Commercial offer : key objectives

• Easy to understand and buy (packages)

• Direct access to offers (on-line, e-news)

• More yield management

• Better distribution and leverage effects (partners)


Commercial offer : SRPs created

Spa & Relaxation Spa & Beauté 2N Spa & Beauté 6N Golf & Gastronomie Esprit Golf 1N Esprit Golf 6NFrance 7 11 9 15 17 13 59 48 3U.S.A 0 0 0 0 0 0 0 1 1SPAIN 4 4 4 2 2 2 6 2 1U.K 1 0 0 0 0 0 4 4 0GERMANY 3 4 4 1 1 1 7 5 0OTHER 22 25 18 6 7 6 36 36 14

TOTAL 37 44 35 24 27 22 112 96 19

4 for 3SPA GOLF

Discovery 3 for 2

• A total of 419 rate plans created

• Without individual rate plans created by the R&C properties


Reservations : quantitative objectives

July 06 - June 2007 TOTALPAR PHNX TKY MRC PARIS BERLIN MRC NY ESP ITL ARG AUS BRA RUS UK 2006 - 2007

$ $3 048 957 $7 361 463 $385 018 $251 719 $274 208 $288 000 $1 506 689 $1 009 846 $252 950 $677 860 $442 041 $79 407 $525 744 $16 103 902Res 5 704 6 243 547 332 240 240 1 781 771 234 501 536 127 595 17 849Night 10 979 15 841 851 668 720 720 3 842 2 144 541 1 286 1 128 204 1 309 40 233


Gift certificates : quantitative objectives

• In terms of margin, the objective is 1,2 M€

€ € differenceCountry years 05/06 forecast 06/07 vs 05/06Belgium 161 320 180 000 11,6%Germany 139 652 200 000 43,2%Spain 55 905 60 000 7,3%UK 152 135 250 000 64,3%USA 121 550 200 000 64,5%Total outside France 630 562 890 000 41,1%France MRC 3 344 485 3 578 599 7,0%France telesales 12 282 606 13 142 388 7,0%France total 15 627 091 16 720 987 7,0%Worldwide total 16 257 653 17 610 987 8,3%


Zoom on Club 5C


Club 5C status

Main figures:

- 371 participating properties

- 5 950 cardholders

- Database increase : + 25% since December 2005

Split by market

40

14

13

13

45 4

France

UK

Allemagne

USA

Espagne

Suisse

Italie


Marketing Operations (1)

Date

Type of action

Operation Target Results

December 2005 Club 5C mailing

Sending of the guide 2006 and a Christmas card

All Club 5C member with a specific offer for French market (a USB key for a gift certificate or Lys offers purchase)

N/A

January 2006

Club 5C EventClub 5C cocktail dedicate to the German Delegation at the Maison des Relais & Châteaux in Paris

Criteria :

- To live in Paris

-Favorite destination in Europe = Germany

Total invitation: s: 25 persons

Inscription: 8 persons (32%)

January 2006

Club 5C internal action

Club 5C charter renewal for a period of two years (2006-2008)

All Relais & Châteaux properties

371 participating properties

3 cancellations

35 new participating properties (included 16 new members)

February 2006

Club 5C Event

Club 5C cocktail dedicate to the Benelux Delegation at the Maison des Relais & Châteaux in Paris

Criteria :

- To live in Paris & surroundings

-Favorite destination in Europe = Benelux countries

Total invitations: 75 persons

Inscription:18 persons (24%)

February 2006

Club 5C mailing

Personalised mailing as part of our partnership with Silversea. Goal: promotion of theme Cruise « La Serenissima »

3 Markets: French & Belgian (2158 addresses)+ UK (730 addresses)

Privilege 5C: credit on board 100 $ per person

7 calls on the dedicated phone number

4 suites Booked


Marketing Operations (2)Date Type of

actionOperation Target Results

March 2006

Club 5C Event

Club 5C cocktail dedicate to the Grand Ouest Delegation at the Maison des Relais & Châteaux in Paris

Criteria :

- To live in Paris

-Favorite destination in France = Brittany, Normandy, Pas de Calais, Loire Valley


Inscription: 20 persons (14%)

April 2006

Club 5C event

Club 5C cocktail dedicate to the Côte d’Azur Corse Delegation at the Hôtel Meurice

Criteria :

- To live in Paris & surroundings

-Favorite destination in Europe = Côte d’Azur / Corse


Inscriptions: 135 persons (28%)

April 2006

Club 5C mailing

Mailing (brochure + cover letter + inscription form) concerning an event in Bordeaux organize by the UGCB.

French Club 5 C member passionate by oeunologie.

real interest for this type of operation based on guest preferences

May 2006 Club 5C mailingSending of the Italian Delegation brochure with a cover letter

Italian Club 5C member (local market)

N/A

May 2006 Club 5C E-mailing

E-card Calyon Pro’am to promote a golf competition

European Club 5C member passionate by golf (2 version: French & English)

Open rate: 41%

Click rate: 30 %

Reply to the special offer: 9

June 2006

Club 5C mailingMailing : Relais & Châteaux magazine l’Ame & l’Esprit

All Club 5C’s N/A


Club 5C program – next steps

• Global objectives:

- Generate more revenue

- Recognize their status and encourage them to return to our properties

• Specific actions: 3 key words….

Acquisition – Animation – CRM

- Acquisition campaigns to reach the objective of 10 000 cardholders at the end of June 2007.

- Develop more exclusive events

- Database development: : integrated data (sollicitation, fulfilment, reservations, invitations etc…)


Zoom on e-newsletters


e-newsletter data base

5%

62%

33%GERMANENGLISHFRENCH

Subscribers Unsuscribers

English 58860 2780

French 31227 2382

German 4817 429


Date Name Total E-mail sending Open rate Click rate Client interest Unsuscribers CommentsNovember 06 N°20 72933 24% 11% 45% N/A

December 06 N°21 90980 20% 9% 48% N/Aproblem with the object of the french version. Duplcation of the campaign

February 06 N°22 73154 24% 11% 45% N/AMarch 06 N°23 80984 22% 10% 44% N/AMay 06 N°24 77868 23% 10% 43% 70 No German version

23% 10% 45%

International e-newsletter : results


Date Name Total E-mail sending Open rate Click rate Client interest Unsuscribers CommentsJune 05 South Africa 1 18300 21% 6% 30% N/AJuly 05 Austria / North Europa 49533 27% 12% 47% N/AAugust 05 Great South West 1 25692 32% 17% 55% N/Amarch 06 South Africa 2 53618 19% 9% 47% N/AApril 06 Spain 50181 22% 8% 35% 45 No Delegation contactsJune 06 Great South West 2 27314 24% 9% 37% 72 No Delegation contactsJune 06 Switzerland 51555 17% 6% 36% 83

24% 11% 11% 43%

Mail are made on one segment of Relais & Châteaux database. Each Delegation have to add its contacts to increase the impact of the E-newsletter.

Fee requested for one e-newsletter sending: 900 €

Delegation e-newsletter : results


The Relais & Châteaux special operations

The Relais & Châteaux Club 5C E-newsletter

Date Name Total E-mail sending Open rate Click rate Client interest Unsuscribers CommentsDecember 05 N°3 504 52% 35% 67% N/AFebruary 06 N°4 552 50% 44% 88% N/AMarch 06 N°5 755 50% 45% 90% N/AJune 06 N°6 602 50% 29% 58% 0

51% 41% 82%

Date Name Total E-mail sending Open rate Click rate Client interest Unsuscribers CommentsSeptember 05 MRC letter 3287 34% 11% 32% N/ANovember 05 Gift certificate & Ly offers letter 74382 25% 6% 23% N/AMay 06 E-card Calyon 713 41% 30% 74% 11

33% 16% 43%


e-communication : next stepsGlobal objectives:-Increase online turnover

-Refresh our template with 3 key words: dynamism, luxury & dream.

-Increase the e-mail database

-Increase quality and maintenance of data, improve segmentation

-Rationalise production, improve internal processes

-Personalise communicationTools: collaboration with a web agency-Production, wording, reporting

-Input for specific content

-Definition of guidelines to improve e-newsletters’ campaigns


London Office

RELAIS & CHATEAUX

LONDON OFFICE

Nicola Liddiard

Director UK & Ireland

Regional MRC Director Meeting July 9-11, 2006


Office Location as of May 1st• Adam Street – The Strand

• Address: 7 Adam Street, London , WC2N 6AA

– Tel: 0207 520 9310 Fax: 0207 520 9311 Reservations:0207 520 9315

• Tube station: Charing Cross/Embankment/Covent Garden

• Near by landmarks – Trafalgar Square /Covent Garden /London Eye

• 2 stops on the underground to Waterloo for the Euro star

• Conveniently located for Heathrow Airport – 40 minutes on the Piccadilly line – Gatwick 4 stops on Circle /district to Victoria for Gatwick Express

• Nearby hotels: Savoy hotel /Hilton Waldorf/Citadine Apartotel – LCR pending

• Office fully operational and independant as of July 1st – Contract with Grapevine ended on June 30

• Estimated time at this location – approx 1 year


What has been done since April 1st• It’s no longer just me and a mobile phone!!

• Established 100% dedicated subsidary branch for Relais & Chateaux in central London to represent R&C on the UK & Irish market on May 1st ( it took a month to find the right location)

• IT equipment installed for 4 users

• ACT data data base installed and training undergone.including SAGE accounting

• R&C UK Bank accounts opened/ CC merchant number and terminal installed

• Office administration processes all in place - R&Cstationary etc all ordered

• Engagement of Beechams Chartered Accountants

• Various Handover meetings with Grapevine Marketing which has ensured a smooth transition.

• All collaterall and other R&C stationary delivered from Grapevine

• Meetings with Key Partners and players in the UK

• Meeting with MRC Berlin – gave an idea of established office operations

• Site visit MRC New York as benchmark for the London MRC

• International and UK marketing plans for 2006/2007submitted

• Budget 2006/ 2007 submitted

• Recruitment of 2 team members – sales manager TBA

• HR processes established

• Lawyers Farrer & Co – sorted out all legal issues

• Press releases – Official announcement of the new UK R&C office been sent to the trade and press in the & ireland – plus lots more ……….


The Team

• Nicola Liddiard – Director UK & Ireland– British/German

– Started April 01, 2006

• Christelle Santos Dias – Sales & Marketing Coordinator– French

– Speaks excellent English – lived and worked in the UK for some years

– Started June 19th, 2006

• Maite Monte – International Reservations Agent & Club 5C– French

– Speaks excellent English

– Starts June 19th, 2006

• Sales Manager – final selection still in process

– British or potentially Dutch

– Should be on board by August 01, 2006

• Trainee – Alicja Likas– Polish

– Starts July 24th


Organisational Structure

Nicola LiddiardDirector UK & Ireland

MRC

Sales ManagerTBA

TraineeAlicja Likas

Christelle Santos DiasSales & Marketing

Coordinator

Maite MontetIntl. Reservations

Agent


Christelle Santos Dias – Sales & Marketing

Coordinator • General office Management and assistant to Director

• Responsible for processing of the gift Certificates and Forfait Lys including stock control and month end reporting

• Co-ordination and management of mailings

• Project Management of events from large trade shows to specialized individual client events.

• Office processes and reporting

• Database management

• Research projects

• Assist with marketing projects

• Coordination of press trips.

• Assist with reservations and travel agent requests

• Deal with client queries and rate requests on an ongoing basis


Maite Montet – International Reservations Agent

• Manage Club 5C reservations

• Direct client and travel agency reservations for UK & Ireland – maybe more countries later .

– Deal with client queries relating to reservations, rate requests, availability and information on Relais & Châteaux hotels and restaurants on an ongoing basis via phone / e mail/ FaxManage the administration for Club 5C members

• Manage and take group bookings 5 -20 pax

• CRO Reports: Daily log of calls, plus weekly and monthly reservations reports

• Administration of the Club 5C membership - UK

• Co-ordinates with all relative departments such as Central Reservations Office in Paris for hotel information or reservation issues/Club 5C Project Manager in Paris and Customer Service to assure high standards are kept constantly

• Handles travel agent commission issues in liason with Central Reservations Office in Paris


Historic Moments!

• July 01,2006 it was official!

– 0845 601 9937 – switched MRC London Ltd

– [email protected] – MRC London Ltd

– [email protected] – new gift certificate e mail went live

– Contract with Grapevine ended

• July 3 – 7, 2006 we sold over £2000 worth of gift certificates

• July 7th – Reservations toll free number from Paris transferred to London office at 11am local time

• July 7th – we took 15 calls on the 1st day live

• July 7th confirmed one booking for la Pyramide for one night Euro 230.00

• July 10th – we took 15 calls 2nd day live and made 2 bookings worth £710.00




Key objectives • Further develop the UK market as a source of sales for our

properties worldwide

• Enhance R&C brand awareness in the UK & Ireland through PR, sales and marketing initiatives

• Promote and increase performance of the UK & Ireland Members through active sales, Public relations and targeted marketing activities

• Achieve our financial targets as set by Paris – (hard task masters!!)

• Open a “Maison” des Relais & Châteaux in London within 1 year. – This “Maison” will be used as a reservation and information centre for consumers, a sales

office for agencies and corporations, a PR office for press, a membership services centre for the UK Relais & Châteaux properties, and the corporate office for the Director and team.

– Estimated time frame for this project - 1 year

– Preferred locations – South Kensington/Pimlico/Lower Sloane Street/Mayfair

– Meeting to be scheduled with all parties involved including potential sponsors - BADA & European country kitchens


Key Actions - R&C International• Distribute the Relais & Châteaux guide and collateral material–

Maison de la France,Walpole committee, BADA fair,LHW showcase, Amex workshops, charity events, R&C international showcase in London Jan/Feb – December mailing of the new guide

• Club 5C - voice reservation service for the UK & Ireland customers plus Club 5C dedicated line: organise events /promotions with partners ie silverseas venetian society/recruitment of new Club 5C –Amex top spend in the UK & ireland

• Further Develop gift certificates sales – as of July 1st, 2006 – mailing with maison de la France 350 addresses – Eurostar carte blanche holders uk and london catchment area - via press and advertizing

• Promotions – key trade events – WTM /ILTM/Luxury travel fair/R&C International showcase , BADA fair and other regional shows.

• Travel agencies, C&I agencies, corporates -:product training . Fam trips and regular sales calls, work shops

• partnership/relationship marketing – Amex / BA/virgin trains/eurostar on barter hopefully

• Work with International partnerships for sponsorship - search for the new MRC London


Continued

• Work with our luxury alliance partners – LHW/ orient Express/Silverseas trade shows /consumer events/ Club 5c

• Support visiting hotels from abroad with market information and appointment planning

• Create and manage local partnerships

• Public relations – press trips/conferences/press lunches. Launch of the new guide and anouncement of new members – press tour with maison de la France 2 cities in the UK, VIP press trip to a R&C new member in destination of exceptional interest,


Key Actions - UK & Ireland Delegation• Produce and distribute collateral material dedicated to the UK and Irish delegation

– mini map is under discussion – supported by Amex and potentially hertz?

• Promotion UK Delegation MRC New York - Oct 2006

• Sales blitz/mission east coast and Miami - Feb march 2006

• Public relations initiatives- key journalists- press trips and luncheons, assistance with media contacts - press clipping service- focus on irish members

• New letter 2 per year to promote central reservations number and gift certificates in GBP plus other key news

• website - destinations - links with visit and irish touist board

• Marketing initiatives – BA/ Virgin/Eurostar/ Flybe.

• Reservations dedicated line for the UK & Irish market

• Club 5C - 5 events around the UK - key geographic areas for membership - partner with/ moet/laurent perrier/venetian society/ amex. culinary events/ special local events - one also in ireland

• Participate in shows & exhibitions on key markets for the UK and Irish delegation members – ILTM , R&C showcase monte carlo and london- Moscow luxury travel market, RSVP, Square meal and other regional shows

• Generate local/national advertising

• Create and manage local partnerships


Barcelona Office


• Organisation and Staff

• Key Actions for the Delegation for the coming year

• Key Corporate actions for the coming year

Index


Organisation & Staff of the Office

Núria GaliàDirector, Spain & Portugal

Richard GuyonSales & Marketing

Julie PichonReservations

New personAssistant to reservations

& communication

PrésidentMr. Gabriel GarciaSpanish DelegationMr. Miquel Suau

Siège Paris


Key actions for the Delegation for the coming year (I – Goal & Strategie)

• GOAL: To reach 50.000 bookings per year in the coming four years (by June 2010)

• STRATEGIE: Concentrate all commercial efforts in the national market


Key actions for the Delegation for the coming year (I - Actions)

• E-newsletter to FIT and Travel Agencies (twice a year)

• Sales call in Valencia with final cocktail presentation (September 2006)

• Sales call in Bilbao with final cocktail presentation (tba)

• Sales call in Zaragoza with final cocktail presentation (tba)

• Mailing through Amex-Centurion and cocktail in Madrid (January 2007)

• Marketing action (publicity campaigne) (tba)

• EIBTM 2006 (November 2006)

• FITUR 2007 (January 2007)


Key actions for the Delegation for the coming year (II – Goal & Strategie)

• GOAL: To increase knowledgement and prestige of the Relais & Châteaux brand in Spain

• STRATEGIE: To increase presence in the selected media, to create some new tools for the clients and to promote the brand among the delegation members


Key actions for the Delegation for the coming year (II - Actions)

• Presentation of the Relais & Châteaux new Guide in Madrid (Fitur – January 2007)

• Guide in Spanish & English + distribution to: associates, sales calls, partners, Club 5C, Turespaña,… (Nov 2006)

• Spanish Road Map (Nov 2006)

• Magazine « L’Âme et l’Esprit » in Spanish (Paris tba)

• Maison R&C in Spain (Paris tba)

• Relais Gourmands in TV – Special (tba)

• Mailing to specialized press and VIP’s in occasion of the new guide and personal invitations.


Key corporate actions of the Delegation for the coming year (I - Goal & Strategie)

• GOAL: To promote the networking among the members of the delegation, in narrow cooperation with the Portuguese and South American delegations

• STRATEGIE: Seasonal Meetings


Key corporate actions of the Delegation for the coming year (I - Actions)

• National Meeting (March 2007)

• National Meeting together with Portuguese delegation (Oct, 22nd 2006)

• Dinner with the South American delegation during the International Congress (Nov 2006)


Key corporate actions of the Delegation for the coming year (II - Goal & Strategie)

• GOAL: To increase incomings of the Delegation through partners

• STRATEGIE: Contact to new possible partners and reinforce the cooperation with the present ones


Key corporate actions of the Delegation for the coming year (II - Actions)

• Create and distribute a File for the partners, with the timings for the different marketing actions (press & PR), so that they would be able to decide wether they would like to take part on them (August 2006)

• Market survey of some new possible partners (August 2006)

• Annual meeting with each partner (July – August 2006)

• Publicity in the Guide, road map and magazine


Key corporate actions of the Delegation for the coming year (III - Goal & Strategie)

• GOAL: Increase the engagement of the employées to the Relais & Châteaux spirit

• STRATEGIE: Courses round the year for employées


Key corporate actions of the Delegation for the coming year (III - Actions)

• Short focused courses in each hotel (every two years)

• Policy of benefits for employées when travelling to other Relais & Châteaux (low season, on request,…)


Key corporate actions of the Delegation for the coming year (IV - Goal & Strategie)

• GOAL: To increase the number of Associates

• STRATEGIE: To encourage requests for admission of new members in order to add value to the Association


Key corporate actions of the Delegation for the coming year (IV - Ideas)

• Annual National meeting in March to be held in a Hotêlerie School in order to increase knowledgement of the brand amongh the future professionals (March 2007)

• Chefs Conference in FITUR (January 2007)


Immediate actions of the Office

• Comunicate new incorporation to the media, partners, TO, … in order to follow relationship

• Mailing to data base: Secretariasplus (Sep 06)

• Mailing to data base to promote Ch & FF for Christmas: Directivosplus (Nov 06)

• Sales Call Portugal (end of July 06)

• Sales Call Barcelona (3 weeks Sep 06)

• Sales Call Madrid (Nov 06)

• Sales Call Andalucia (Nov 06)

• Mailing to data base (Spanish DMC’s) for the Italian destination (at Italian expenses)

• Study of the Golf Project for next year

Development projects

Online payment

• Volume booster

• Risk management

• Scoring facilities

• Specialised solution providers

Gift cards

• Security

• Back office

• Image

• Increased sales network


Gift card : different ways to move forward

Card issuedby a bank

POSsolution

Back officepayment

PrivedCard

Internet and POS salesolution

Back officepayment

Amex card

POS solution

Back officepayment

Floating with the partner

- Point of sale device to initiate

Early days

Gold list

Quality charter of the Reservation office


Gold List Charter

Goals

• Reinforce our credibility and our image vis-à-vis travel agencies

• Increase travel agencies bookings

Commitments

• Pay commission within 30 days of guest departure

• Pay a commission of 8% at least for room only and 5% of the total price invoiced for packages.

• Send a confirmation to the guest within 48 hours

• Communicate and up-date in NetRez the information concerning the hotel (room rates, sales policy, availability). Sales policy must match those communicated by the property.


Communication of the Gold List

• On the Web site : www.relaischateaux.com

• On the Trade show

• By Mailing or E-mailing dedicated to leaflet «Travel Agencies»

http://www.relaischateaux.com/

Thomas Cook


Partnership with Thomas Cook

Announcement of partnership in September at the Thomas Cook V.I.P and press partyOperational launch in January 2007

Goals

• Use the Thomas Cook network in France (450 travel agencies) as a distribution channel

• Put Relais & Chateaux product in contact with 260 000 Thomas Cook clients

• Increase sales with a selection of properties


Partnership with Thomas Cook

2 types of product will be created by Relais & Chateaux

• Rack rates Room + Breakfast

• Rack rates except breakfast, valuable from Sunday to Thursday

Commission

• 12% on the amount all taxes included for Thomas Cook

Concerted business transaction

• Co-branded Guide

• Specific brochure with a selection of properties

• Common marketing funds

Corporate partnerships


Summary of actions with key partners

PARTNERS STATUS KEY POINTS AMOUNT

AMERICAN EXPRESS On-going

Negotiated rates for the R&C property. Marketing operations: Romantic escapes brochures and 4X3 offer, 3X2 offer,

promotion of the golf, spa, GC and Lys offers, L'Ame & L'Esprit Magazine

$325 000

MASTERCARD On-goingChampagne offer, 3X2 offer, -20% on the Golf & Gastronomy

and the Spa & Relaxation packages. Offers dedicated to Premium masterCard card holders

$166 000

SILVERSEA On-going

Chiefs on board programme and R&C Wine Restaurant on board, 5C Club advantages are proposed to the Venetian

Society members. Cruises special pricing for R&C owners and Directors

Goodwill

CALYON On-goingAdvert on the Esprit Golf e-brochure and leaflets, 1 spot in the

R&c e-newsletter, R&C offer 5 Lys de Bronze for the Calyon golf events

17 000 €


Summary of actions with other partnersPARTNERS STATUS KEY POINTS AMOUNT

CONTINENTAL AIRLINES SignedContinental Airlines give free tickets and R&C offer 1 slot in the International R&C e-newsletter, in the 5C e-newsletter, rc.com

advert, 1 advert in the 2007 R&C guideBarter

CAR RENTALUnder

discussionFree cars against access to web and database Barter

THOMAS COOKUnder

discussionDistribution agreement

40 K €50 free nights

HSBC On-going3X2 offer in the Home & Away HSBC programme in France

(offer on the partner internet site)

CLUB 4X4 TOYOTA On-going3X2 offer to the Club 4X4 Toyota France members (offer on the

Club 4X4 internet site)

MAPPYUnder

discussionR&C bookings on mappy internet site 5% commission

VIA MICHELINUnder

discussionR&C bookings on viamichelin internet site 5% commission

NAVTEQUnder

discussionR&C logo on the GPS created by Navteq

OPEN TABLE / LIVE BOOKINGSUnder

discussionNegotiate special conditions to set up booking facilities for

restaurantsN/A


This agreement was signed on June 1st, 2001 for 5 years

Objectives

• main objective for 2006 2007 : renegotiate the contract to obtain the best financial conditions, in order to make sure that all R&C members take advantage of preferential rates. Current conditions: 2,50% in France, 2,90% in the US and 3,00% for the rest of the world

• Optimize the use of a central marketing fund that offsets all promotional expenses engaged (325k USD per year). This amount will be renegotiated

Partnership with American Express


Actions for 2006-2007

OPERATION TARGET CANALOFFER /

SUPPORTDESCRIPTION EXPECTED RESULTS

BUDGET ALLOCATION

Gift Certificate + Lys packages

R&C / Amex best clients mailing To be defined

Send a dedicated a offer to Amex clients to

buy GC or Lys. Market to be defined

Increase R&C GC and Lys sales with high level customers / companies

35 000

Honeymoon USA

target the Amex cardholders who will get married or the

marriage anniversariesmailing

co branded leaflets + 4X3 offer with Vip

welcome

Creation of a co-branded brochure.

Mailing of this document to targetted Amex USA

cardholders + a 4X3 offer with a dedicated VIP welcome for the Amex cardholders

Promote R&C and increase the bookings

90 000

Honeymoon EUR

target the Amex cardholders who will get married or the

marriage anniversariesmailing

co branded leaflets + 4X3 offer with Vip

welcome

Mailing of this document to targetted Amex EUR

cardholders + a 4X3 offer with a dedicated VIP welcome for the Amex cardholders


35 000

L'Ame & L'Esprit

Magazines

Amex (Platinum / Centurion) + R&C clients

R&C properties + mailing

Advert + special offer

Amex advert in the 2 magazines + special pakage(3X2, Island

Retreats) or Platinum special recruitment

Amex communication and increase R&C

bookings

70 000

TOTAL USD

230 000



OPERATION TARGET CANALOFFER /

SUPPORTDESCRIPTION EXPECTED RESULTS

BUDGET ALLOCATION

Golf Platinum + Gold

statements + e-

newsletter

Golf & Gastronomy new

package

Presentation in preview of the new package on

line


-

Spa Platinum + Gold

statements + e-

newsletter

Spa & Relaxation new package

Presentation in preview of the new package on

line


-

Gift Certificate + Lys packages

All european cardholder (except France)

statements + e-

newsletter

billing statements + e-newsletter

During a define periode of validity of the offer (1 around 1 month): you

buy 2 Lys d'Argent and 1 25 euros Gift

Certificate is offered


-

3X2 Platinum + Gold

statements + e-

newsletter

billing statements + e-newsletter

During a define periode of validity of the offer (1 around 1 month): stay 3 nights of the price of 2

Promote R&C and increase the sales

-


The initial agreement was signed on May 11, 1998. We have signed a new contract on August 28, 2003 which is valid for one year with automatic renewal since this date

Objectives

• Sign the new addendum of the contract

• Obtain significant financial contribution from MasterCard to implement marketing operations: 166 000 USD (+ 3 000 USD towards last year)

• Increase the bookings via central reservations system with the MasterCard offers

Partnership with MasterCard



OPERATION TARGET CANAL DESCRIPTION EXPECTED RESULTS BUDGET ALLOCATION

R&C guide R&C clients R&C guide 2 pages of advert in the 2007 R&C guideMastercard exposure and promotion to

R&C customers 28 000

Champagne Programme Premium MasterCard cardholdersMasterCard documents

For a booking made via R&C central reservation system with a Prmium

MasterCard card and with the promotion code "Champagne MasterCard, the client

receive a free bottle of Champagne in room. The property will be recredit for the bottle for a maximum of 30 euros or 60

euros for USA.

Increase R&C bookings and MasterCard card usage

40 000

Golf Premium MasterCard cardholdersMasterCard documents

Golf & Gastonomy package is sold with -20% credit. Promotion code: Golf

MasterCard

Increase R&C golf bookings and MasterCard card usage

Spa Premium MasterCard cardholdersMasterCard documents

Spa & Relaxation package is sold with -20% credit. Promotion code: Spa

MasterCard

Increase R&C spa bookings and MasterCard card usage

3X2 Premium MasterCard cardholdersMasterCard documents

3 nights for the price of 2. Promotion code: 3 for 2 MasterCard

Increase R&C bookings and MasterCard card usage

48 000

TOTAL USD 166 000

50 000


This 3-year agreement was signed on March 23rd, 2000. Valid until 31 December 2003 and was automatically renewed since then. A new contract will be signed in 2005.

Objectives• Develop marketing and commercial activities through an

exclusive partnership agreement

• Creation of new services that are in line with the R&C brand

Partnership with Silversea

http://www.relaischateaux.com/

Report on Travel Agencies Database

Global Overview


Method

• Extracted from R&C BDE worldwide (internal database)

• Statistics established on a 1 year-period (from March 2005 to March 2006)

• Are not considered:– Non-IATA companies– Internet travel agencies– « C/O » travel agencies

• 3 measures utilised:– Number of travel agencies– Number of reservations– Number of nights

• 3 indicators:– Reservations/travel agency– Length of stay (in nights/reservation)– Nights/travel agency


Travel agencies market worldwide - General figures

• 3 386 travel agencies worldwide

• 12 119 reservations

• 28 576 nights booked

• 3.58 reservations/travel agency

• Length of stay : 2.36 nights

• 8.44 nights/travel agency


TA bookings areas map (1)(size based on the number of nights booked)


• (North America + Europe) represent 85% of the global activity (in terms of travel agencies, reservations, and overnight stays)

• France has a reduced size compared to its similar neighbors (British Islands, Germany Countries, Iberian Peninsula); French people reserve directly their stays, actually.

• Oceania and Latin America are quite sizeable areas, though their small population (Oceania) and revenues (Latin America)

• Central and Eastern Europe, Africa and Middle East are not very implicated in this market.

TA bookings areas map (2)Comments


Analysis of regional performances

Performances are unstable from a country to another. In average, an American or English travel agency sells 2 times more nights than a French one (4.29 nights per agency). On the French market, clients preferred to book directly to the hotel or by the central reservation.

Travel agencies

0,00

2,00

4,00

6,00

8,00

10,00

12,00

Franc

e

Benelu

x

Ger

man

y, Switz

erlan

d & A

ustri

a

Centra

l and

Eas

tern

Eur

ope

North

ern

Europ

e

British

Isla

nds

Italy

Oth

er M

edite

rrann

ean C

ount

ries

Iber

ian

Penin

sula

North

Am

erica

Latin

Am

erica

Africa

& M

iddle

East

Oce

any

Asia

nb reservations/nb travel agencies

length of stay

nb nights/nb travel agencies


Split of business by country

The 9 best countries represent 90% of the global activity

US represents 55% of the TA activity.

(TOTAL = 28 576 nights)

US 54%

ES 7%

GB 6%

FR 3%

IT 4%

CA 4%

BR 4%

DE4%

AU 4%

OTHERS10%

Spa market


Some figures

The Worldwide beauty market is:

• USD 230 billions / year• + 7% increase in 2005• + 12% increase between 2002 and 2004 • + 51% increase in 2000

•Increase perspectives of the market for 2050: + 50%

Sources: Luxury World of spa January 21st – 23rd 2006 Monaco


Market trends• Increase of the manual cares and decrease of machines treatments • Increase of the men customers (30% men 70% women)

• 93% of the customers prefered hotels with spa but only 34% used it

• Well-being is a sales argument now

• Development of the « mega spa » and the « mass spas » in the shopping centers

• Cosmetics brands and spa brands developed integrated concepts (Shiseido, Givenchy, Spa mondes, …)

•Typology of spas on the market: safari, jungle, sun, ski, sport, spa suites, spiritual, medical, cuisine (new)…

•Spa success depend on the creativity and originality of the concepts (asian treatments, spa cuisine … )



Customers expectations

•Spa concept is composed of 4 elements: hospitality, hôtel, revitalizing and beauty

•For the client the spa is a place and a moment

•The 4 sens impact in the spa is important: vision (84%), hearing (12%), smelling (1,2%) and touching (0,9%)

•Requested treatments : yoga (36%), pilates or hot stones (20%), meditation (19%), nutrition (15%) and Tai Chi (10%)



Customer profile•Sexe : 70% women 30% men

•Baby boom generation

•Spa Demanding and spa experienced

•Healthy

•Travelled a lot

•Occupation rate +23% more than a non spa customer

•Spend +37% per night the a non spa client

•Length of stay +25% than a non spa client



CSA Survey on competition


LA MÉTHODOLOGIE

L’enquête a été menée au travers d’un omnibus on line du 23 au 26 mai 2006 pour la France et du 13 au 16 juin pour les autres pays

L’étude comporte deux questions ouvertes, aussi peu directives que possibles, afin que les interviewés puissent être libres de citer … des enseignes hôtelières (Hilton…) … des T.O.(Club Med…)… des types de logements (chambres d’hôtes)… etc..

Les tailles d’échantillon :

• France : 1025 personnes ont été interrogés.

• Grande Bretagne : 1021

• Allemagne : 1068

• Italie : 531

• Espagne : 520

• États Unis : 1141

Avertissement : dans la suite du document les résultats sont présentés sur certaines pages sur la « cible Relais & Châteaux » : cette cible correspond aux personnes de plus de 25 ans, de CSP supérieure. Le périmètre de cette cible se rapproche des cibles utilisées ultérieurement dans les autres phases de l’étude.


LE PERIMETRE CONCURRENTIEL DE RELAIS & CHATEAUX

Q 1. Imaginons qu’on vous offre un week end dans un établissement Relais & Châteaux (hôtellerie de luxe, 4 étoiles ou plus). Malheureusement, à la date où vous souhaitez séjourner, il n’y a plus de place pour séjourner dans cette chaîne…. Vers quels autres lieux ou type de séjour, ou enseignes de même catégorie… vous tourneriez vous alors ?


LA FRANCE


Sous total Gite de France 20% Gîte rural 16% Gîte de France 4%

Une thalassothérapie / balnéothérapie / cure thermale 18%

Sous total Hotel Club 18% Club Mediterranée 7% Center Parcs 5% Pierre & Vacances 3% Club de vacances SP 3% Village vacances 2% Hotel Club 1% Maéva 1%

Chambre d'hôte 17%

Sous total Accor 16% Hôtel Mercure 6% Sofitel 5% Novotel 5% Ibis 5% Hôtel du groupe Accor SP 3%

sous total luxe, Palaces 8% Hôtel de luxe SP, palace SP (Martinez, Negresco,Le Westminster, le Marriot, ..) 6% Le Ritz 1% Le Carlton 1% Le Crillon 0,4%

Hôtel 4 étoiles 6%

Croisière SP 6%Logis de France 5%Hôtel 3 étoiles 4%Hilton 4%Relais du Silence 2%Week-end, séjour à Disneyland 2%Holiday Inn 2%Hôtel de charme 1,4%Best Western 1,1%Méridien 0,9%Hôtel Lucien Barrière 0,8%Châteaux & hôtels de France 0,8%I ntercontinental 0,6%Sheraton 0,6%Hôtel 5 étoiles 0,3%Leading Hotels of the World 0,2%Crow Plaza 0,1%Hôtels et Préférence 0,1%Exclusive Hôtels 0,1%Four Seasons 0,1%

L’ENSEMBLE DES CITATIONS : enseignes et types de logement

France


ZOOM SUR LA LISTE PRE ETABLIE

Four Seasons

Hyatt

Hilton

Intercontinental

Leading Hotels of the World

Small Luxury Hotels

Crown Plaza

Méridien

Sofitel

Sheraton

0.1%

5%

0.1%

4%

-

0.6%

0.2%

0.9%

-

0.6%

Hotel Lucien Barrière 0.8%

Châteaux et hôtels de France 0.8%

Hôtels et Préférence0.1%

Exclusive hôtels0.1%

Q1 : périmètre concurrentiel

2%

25%

2%

8%

3%

5%

1%

14%

1%

5%

3%

10%

2%

5%

Q3 : taux de fréquentation déclarée

57% déclarent n’avoir fréquenté aucun de ces hôtels

Parmi les 43% qui en ont fréquenté au moins un, 26% sont déjà allés dans plusieurs enseignes

13% déclarent être déjà allés dans un Relais &

Châteaux

France


ANALYSE PAR PROFIL : LA CIBLE RELAIS & CHATEAUX

Ensemblecible Relais & Châteaux

hors cible R & C

Base 1025 399 626

Sous total Gite de France 20% 18% 22% Gîte rural 16% 15% 17% Gîte de France 4% 3% 5%

Une thalassothérapie / balnéothérapie / cure thermale 18% 17% 19%

Sous total Hotel Club 18% 18% 17% Club Mediterranée 7% 8% 7% Center Parcs 5% 5% 5% Pierre & Vacances 3% 3% 4% Club de vacances SP 3% 4% 2% Village vacances 2% 2% 1% Hotel Club 1% 2% 1% Maéva 1% 1% 1%

Chambre d'hôte 17% 16% 18%

Sous total Accor 16% 20% 13% Hôtel Mercure 6% 9% 4% Sofitel 5% 8% 3% Novotel 5% 5% 4% Ibis 5% 5% 4% Hôtel du groupe Accor SP 3% 4% 3%

sous total luxe, Palaces 8% 10% 7% Hôtel de luxe SP, palace SP (Martinez, Negresco,Le Westminster, le Marriot, ..) 6% 9% 5% Le Ritz 1% 1% 2% Le Carlton 1% 1% 1% Le Crillon 0,4% 1,0% 0,0%

France


CE QU’IL FAUT RETENIR

• Le nombre moyen de lieux de séjours cités (et comparables avec Relais & Châteaux) s’établit à 1.6 par personne.

• Globalement, on observe de grandes difficultés à citer des noms d’enseignes précisément et de fait, on retrouve parmi les évocations de multiples « concepts » parmi lesquels :

les gîtes ou chambres d’hôtes (une confusion entre les deux appellations semblant avoir été réalisée) les lieux de Thalassothérapie voire les croisières les palaces (sans qu’aucun nom n’émerge particulièrement) les hôtels Club (Club Med en tête).

• En termes d’enseignes hôtelières on retiendra plus particulièrement : Sofitel Hilton Relais du Silence

Sur la cible des personnes qui appartiennent plus spécifiquement à la cible Relais & Châteaux (et interrogées dans les phases d’études ultérieures), on observe une plus grande fréquentation des chaînes hôtelières de luxe (Relais & Châteaux et autres) et de facto de plus nombreuses citations de lieux inter-changeables avec Relais & Châteaux (1.7 cités en moyenne vs 1.4 parmi ceux n’appartenant pas à la cible).

A noter sur les résultats de la Q3 : très probablement des sur-déclarations de fréquentation liées à des réponses mélangeant de la notoriété et de la fréquentation effective + un peu « vantardise » (assez classique). C’est donc plus la hiérarchie des enseignes qu’il faut retenir ici que les chiffres en eux mêmes.

France


LA GRANDE BRETAGNE



Grande Bretagne

Au global et par profil : cible Relais & Châteaux

Base 1021 517 504Hilton 38% 41% 35%Marriott 14% 18% 10%Holiday Inn 13% 14% 13%Hôtel 4 étoiles 9% 9% 9%N'importe quel grand hôtel / hôtel de luxe 8% 9% 8%Hôtel 3 étoiles 8% 7% 9%Une thalassothérapie / balnéothérapie / cure thermale

6% 7% 5%

Best Western 5% 6% 5%Sous total Accor 5% 5% 5% Ibis 2% 1% 3% Novotel 1% 1% 2% Hôtel du groupe Accor SP / groupe Accor 1% 1% < 1% Hôtel Mercure 1% 1% < 1% Sofitel < 1% 1% < 1%Croisière SP 5% 3% 6%Radisson 4% 5% 4%The Ritz Carlton 4% 4% 4%Bed and Breakfast 4% 3% 6%Travelodge 4% 3% 5%The Thistle hotel 4% 5% 2%

Ensemblecible relais et

châteaux

non cible relais et châteaux



Four Seasons

Pride of Britain


Small Luxury Hotels

Preferred Hotels & Resort

2%

<1%

0%

<1%

0%

Great Hotels of the World

<1%Johansens

0%


12%

6%

3%

33%

8%

2%

3%




2% déclarent être déjà allés dans un Relais & Châteaux

Grande Bretagne


L’ALLEMAGNE



Au global et par profil : cible Relais & Châteaux Allemagne

Base 1068 588 480Hilton 32% 30% 34%Steigenberger Hotel 19% 22% 13%Sous total Accor 13% 14% 10% Hôtel Mercure 7% 8% 5% Ibis 4% 4% 4% Novotel 3% 3% 1% Hôtel du groupe Accor SP / groupe Accor 1% 1% 1% Sofitel 1% 1% < 1%Maritim Hotel 11% 13% 9%Holiday Inn 11% 12% 9%Marriott 9% 9% 8%Hôtel 3 étoiles 7% 4% 11%Dorint 7% 6% 8%Four Seasons 7% 7% 8%Sheraton 7% 8% 6%Best Western 7% 8% 5%Kempinsky Grand Hotel 7% 7% 6%Adlon 6% 6% 7%The Ritz Carlton 5% 4% 8%Intercontinental 5% 7% 4%Hyatt 5% 5% 5%Hôtel 4 étoiles 4% 4% 4%Wellness Hotel 4% 4% 3%Radisson 4% 4% 3%


châteaux




Allemagne

Four Seasons


Romantik Hotels

Sheraton

32%

7%

1%

7%

5%

2%


14%

6%

2%

12%

7%

13%





Hilton

Hyatt

Kleine, exclusive Hotels 0% 31%


L’ITALIE



Au global et par profil : cible Relais & Châteaux Italie

Base 531 247 284Hôtel 3 étoiles 18% 16% 19%Agriturismo 17% 17% 16%Hilton 16% 19% 13%Jolly hotel 14% 14% 14%Bed and Breakfast 14% 14% 14%Holiday Inn 12% 13% 11%Sheraton 12% 14% 9%N'importe quel grand hôtel / hôtel de luxe 11% 10% 11%Best Western 9% 11% 7%Sous total Accor 9% 11% 7% Novotel 3% 3% 3% Ibis 3% 4% 3% Sofitel 3% 4% 2% Hôtel du groupe Accor SP / groupe Accor 2% 2% 1% Hôtel Mercure 1% 1% < 1%Une thalassothérapie / balnéothérapie / cure thermale

9% 9% 8%

sous total Hotel Club 8% 9% 8% Club Mediterranée 4% 5% 4% Village vacances 3% 3% 3% Club de vacances SP 1% < 1% 1%Hôtel 4 étoiles 7% 7% 7%hôtel milieu de gamme (pensione) 7% 6% 8%Croisière SP 6% 7% 5%


châteaux




Italie

Four Seasons


Abitare la Storia

Piccoli Hotels di lusso

2%

1%

0%

1%

<1%

0%


3%

10%

5%

3%

4%

2%





Charme et Relax

0% 31%

Charming Hotels

Romantic Hotels


L’ESPAGNE



Au global et par profil : cible Relais & Châteaux Espagne

Base 520 176 344Casa rural 42% 37% 45%Une thalassothérapie / balnéothérapie / cure thermale

35% 31% 38%

Paradores 29% 37% 25%N'importe quel grand hôtel / hôtel de luxe 11% 9% 11%Melia Hotel 10% 14% 8%NH Hotel 9% 11% 8%Croisière SP 8% 7% 9%Hôtel 3 étoiles 8% 4% 10%Hôtel 4 étoiles 5% 5% 5%Apart Hotel 5% 5% 5%Hôtel 5 étoiles 4% 5% 3%Sol Melia hotel 4% 5% 3%Hilton 3% 4% 3%AC Hotel 2% 4% 1%Barceló Hotel 2% 3% 2%The Ritz Carlton 2% 3% 2%Sheraton 2% 3% 1%


châteaux




Espagne

The Ritz Carlton


Habitat

29%

2%

0%

1%

<1%

0%


48%

6%

3%

11%

31%

8%





Hesperia

0% 3%

Rusticae

Paradores

Small Luxury Hotels


LES ETATS UNIS



Au global et par profil : cible Relais & Châteaux États Unis

Base 1141 499 642Hilton 39% 41% 38%Marriott 25% 26% 24%Holiday Inn 18% 15% 21%Hyatt 12% 14% 11%The Ritz Carlton 9% 10% 7%Sheraton 8% 8% 7%Four Seasons 6% 8% 4%Radisson 5% 6% 4%Ramada Inn 4% 3% 5%The Westin 4% 6% 2%Embassy Suites 4% 4% 5%Best Western 4% 3% 5%Motel 6 4% 3% 4%N'importe quel grand hôtel / hôtel de luxe 3% 1% 5%Double Tree 3% 2% 3%Days Inn 3% 2% 3%Comfort Inn 3% 2% 3%


châteaux




États Unis

Four Seasons

Mandarin Oriental


Small Luxury Hotels

Preferred Hotels & Resort

6%

<1%

0%

0%

0%

0%

Destination Club 0%


9%

5%

1%

5%

10%

18%

1%





Starwood


LE PERIMETRE CONCURRENTIEL DE RELAIS GOURMAND

Q 2. Imaginons qu’on vous offre un déjeuner pour 2 personnes dans un Relais Gourmand, c’est à dire une table gastronomique distinguée par les Relais & Châteaux. Malheureusement, à la date où vous souhaitez réserver, il n’y a plus de place pour déjeuner dans un Relais Gourmand. A quels autres labels, guides ou conseils culinaires, feriez-vous confiance pour choisir une autre table gastronomique d’exception ?


LA FRANCE


L’ENSEMBLE DES CITATIONS

Guide Michelin 57%

Gault et Millau 23%

Guide du routard 20%

Recherche sur Internet 13%

sous total citations de Chefs / restaurants 8% Trois Gros 3% Paul Bocuse 3% Bernard Loiseau 2% La Tour d'Argent 2% Maxim's 1% J oël Robuchon 1,0% Marc Veyrat 0,6%

Logis de France 7%

sous total office tourisme / syndicat initiative 6% Office du tourisme 5% Syndicat d'initiative 1%

sous total MEDIA (presse, TV) 5% Critiques dans la presse,les journaux SP 3% Les magazines spécialisés SP 1% Critiques à la télé / émissions de télé 1%

Guide gastronomique SP / guide culinaire SP5%

Le Petit Futé 4%Une table d'hôtes 3%Un grand restaurant SP 3%Un restaurant étoilé SP 3%Bottin Gourmand 2%Guide touristique SP / guide touristique de la région SP 2%Un restaurant 3 étoiles 2%Un restaurant 4 étoiles 2%Un restaurant gastronomique SP 2%Les Pages J aunes 2%Chez un grand chef SP 2%Guide Vert 1%Guide Bleu 1%Guide Champérard 1%Guide Hubert 1%Guide Hachette 0,8%Relais du Silence 0,5%

France


ANALYSE PAR PROFIL : LA CIBLE RELAIS & CHATEAUX

Ensemblecible Relais & Châteaux

hors cible R & C

Bases 1025 399 626

Guide Michelin 57% 62% 53%

Gault et Millau 23% 29% 20%

Guide du routard 20% 20% 21%

Recherche sur Internet 13% 16% 12%

sous total citations de Chefs / restaurants 8% 8% 8% Trois Gros 3% 4% 3% Paul Bocuse 3% 3% 2% Bernard Loiseau 2% 1% 2% La Tour d'Argent 2% 2% 1% Maxim's 1% 2% 1% J oël Robuchon 1,0% 0,5% 1,3% Marc Veyrat 0,6% 0,8% 0,5%

Logis de France 7% 9% 6%

sous total office tourisme / syndicat initiative 6% 6% 6% Office du tourisme 5% 5% 5% Syndicat d'initiative 1% 2% 1%

sous total MEDIA (presse, TV) 5% 6% 5% Critiques dans la presse,les journaux SP 3% 4% 3% Les magazines spécialisés SP 1% 2% 1% Critiques à la télé / émissions de télé

1% 1% 1%

France


CE QU’IL FAUT RETENIR

• En matière de guide ou conseils visant à choisir une table gastronomique, les réponses sont plus tranchées sur des noms de guides. On trouve en tête des citations :

le guide Michelin, cité par plus d’une personne sur deux ! le Gault et Millau Et, à la surprenante 3ème place, le guide du routard

• Les autres sources d’informations sont plus mineures.

• En moyenne, on donne 2.9 réponses pertinentes en termes de guides ou labels (rappel : 1.6 pour le marché de l’hôtellerie). Cette moyenne s’établit à 2.9 pour la « cible Relais & Châteaux » vs 2.8 pour les autres.

France


LA GRANDE BRETAGNE



Grande Bretagne

Au global et par profil : cible Relais & Châteaux

Base 1021 517 504Guide Michelin 32% 36% 27%Good Food Guide 22% 27% 17%Recherche sur Internet 21% 21% 22%AA guides 14% 15% 13%Egon Roney 12% 13% 12%sous total MEDIA (presse, TV) 12% 12% 11% Critiques dans la presse,les journaux SP 9% 10% 8% Les magazines spécialisés SP 3% 2% 3% Critques à la télé / émissions de télé 2% 2% 2%Gordon Ramsay 5% 5% 6%Time Out 5% 6% 4%RAC Guide 5% 5% 4%Les routiers 3% 2% 4%Google 3% 3% 3%Tourist Information Centres (TIC) 2% 3% 2%Guides, journaux locaux (sp) 2% 3% 1%Jimmy Oliver 2% 1% 3%Les Pages Jaunes 2% 2% 1%Rough Guide 2% 2% 2%


châteauxnon cible relais

et châteaux


L’ALLEMAGNE



AllemagneAu global et par profil : cible Relais & Châteaux

Base 1068 588 480Guide Michelin 29% 40% 15%Recherche sur Internet 14% 12% 17%ADAC 10% 12% 8%Varta führer 7% 10% 3%Essen § Trinken 7% 9% 4%Gault et Millau 7% 10% 3%Käfer 6% 6% 5%Guía gourmet / guide gourmet 6% 6% 5%Feinschmecker 5% 6% 5%Reise führer 4% 4% 5%sous total MEDIA (presse, TV) 4% 3% 5% Critiques dans la presse,les journaux SP 3% 3% 4% Les magazines spécialisés SP 1% 1% 1%Les Pages Jaunes 4% 4% 3%Marco Polo 3% 3% 4%Guide de restaurant (sp) 3% 3% 3%Tourist Information Centres (TIC) 3% 3% 3%Restaurant führer 3% 3% 1%



et châteaux


L’ITALIE



ItalieAu global et par profil : cible Relais & Châteaux

Base 531 247 284Gambero Rosso 43% 48% 38%Recherche sur Internet 10% 9% 12%Touring Club Italiano (TCI) 9% 13% 5%Guida Veronelli 7% 8% 5%Guida dell Espresso 5% 8% 2%Slow Food 4% 5% 2%Les Pages Jaunes 3% 2% 5%Guide de restaurant (sp) 3% 5% 2%sous total MEDIA (presse, TV) 3% 1% 4% Les magazines spécialisés SP 1% 1% 2% Critques à la télé / émissions de télé 1% < 1% 2% Critiques dans la presse,les journaux SP 1% < 1% 1%Un restaurant gastronomique SP 3% 2% 3%



et châteaux


L’ESPAGNE



EspagneAu global et par profil : cible Relais & Châteaux

Base 520 176 344Guide Michelin 40% 47% 35%Guía Campsa 23% 28% 20%Recherche sur Internet 13% 11% 13%Ferran Adria / El Bulli 7% 10% 6%sous total MEDIA (presse, TV) 4% 4% 5% Critiques dans la presse,les journaux SP 2% 1% 3% Les magazines spécialisés SP 2% 3% 2% Critques à la télé / émissions de télé < 1% < 1% < 1%Un grand restaurant SP 4% 4% 4%Guide de restaurant (sp) 4% 3% 5%Tenedor de Oro 4% 1% 6%Repsol 4% 7% 2%Arzak 4% 4% 3%Karlos Arguiñano 4% 4% 3%Les Pages Jaunes 3% 2% 3%



et châteaux


LES ETATS UNIS



États UnisAu global et par profil : cible Relais & Châteaux

Base 1141 499 642Recherche sur Internet 28% 28% 29%Google 15% 15% 15%Guides, journaux locaux (sp) 8% 7% 9%Yahoo 6% 5% 7%Zagat 6% 7% 5%Les Pages Jaunes 4% 3% 5%Hotel.com 3% 4% 3%AAA guide 3% 5% 1%Red Lobster 3% 2% 3%Olive Garden 3% 2% 3%Travelocity.com 3% 2% 3%



et châteaux


SUMMARY OF THE SURVEY

France U.K SPAIN GERMANY ITALY UNITED STATES

Spontaneous awarness

Logis de France 5% Hilton 38%

Paradores 29% Hilton 32% Hilton 16% Hilton 39%

Hilton 4% Mariott 14%Melia Hotels 10%

Steigenberger hotel 19%

Jolly hotel 14% Marriott 25%

Relais du silence 2% Holiday Inn 13% NH Hotel 9% Accor 13%

Holiday Inn 12% Holiday Inn 18%

Holiday Inn 2%Best Western 5% Apart hotel 5%

Maritime hotel 11%

Sheraton 12% Hyatt 12%

Best Western 1,1% Accor 5%

Sol Melia hotel 4%

Holiday inn 11% Accor 9% The Ritz Carlton 9%

Promptedusage Sofitel 25%

Small Luxury 33%

Paradores 48%

kleine exclusive hotels 31%

Piccoli hotels di lusso 31%

Small Luxury hotels 18%

Meridien 14%Four Season 12% Hesperia 31% Hilton 14%

Four Seasons 10%

Prefered hotels & Resort 10%

Châteaux et Hôtels de France 10%

Prefered Hotels and Resort 8 % Rusticae 11%

Romantik hotels 13%

Romantic hotel 5% Four seasons 9%

Hilton 8% LHW 6% Habitat 8% Sheraton 12%Charme et Relax 4% Starwood 5%

Intercontinental 5%

Great Hotels of the World 5%

The Ritz Carlton 6% Hyatt 7% LHW 3% LHW 5%


Official partnerships


Partnership with Moët & Chandon :• How much ? Annual fee 68 600 €

• When ?

• The 15-year relationships between Moet & Chandon and Relais & Châteaux confirmed by the signature of a worldwide agreement in February 2005. The contract with automatic renewal

• Who ?

– Moet & Chandon belongs to LVMH one of the most famous luxury group

– The Moet & Chandon brand leads the champagne market with 36 millions bottles sold all around the world.

– Moët & Chandon has a market share of 12% of the whole Champagne market

– Dom Perignon ( most famous brand of M&C )was created in the 7th century. It is the most elegant, luxurious and harmonious champagne brand


SUBJECT TYPE OF ACTION OPERATION DATE DESCRIPTION EXPECTED RESULTS

Moët & Chandon Guide advertisingAdvertising page in the R&C

guideAutumn 2006 Advertising in the 2007 guide

Promotion of the partner in the R&C guide

Moët & ChandonJoint marketing

operationWelcome trophy November 2006

Presentation during the congress and on the R&C

guide. Reward 2 R&C properties for their "Best

Welcome"

Promotion of Moët & Chandon towards R&C, RG

and press


operationWine listing layout 2006 - 2007

Presence on the wine list in the R&C properties

Promotion of Moët & Chandon brand


operationParticipation at R&C events 2006 - 2007

According to program defined by promotion department.

Presence of Moët & Chandon at trade and clients events

Cross promotion of the 2 brands


operationParticipation to R&C internal

events2006 - 2007

Participation to R&C regional meetings like international

board meetings

Promotion of Moët & Chandon towards R&C

members


operationDiner Food Pairing 2006 - 2007

Invite R&C - RG chefs + Club 5C members to dedicated

events VIP invited

Moët & Chandon Quality controlQuality inspections in R&C

properties2006 - 2007

Verify through the quality inspections that the partner

products are correctly accepted and listed in the

properties

Reporting of the partner presence in R&C properties

Moët & Chandon E-marketing E- newsletter 2006 - 2007Include partner special offers

or information in 2 R&C e-newsletters

100 000 contacts

Moët & Chandon Internet R&C Internet website 2006 - 2007Implement a link to the

partner website and products information on R&C website

Visibility to customers

ACTION PLAN


Partnership with Pommery :

• How much ? Annual fee 68 600€

• When ?

By signing an international agreement in February 2005, Relais & Châteaux and Pommery have formalized a long-term partnership. The contract is valid with automatic renewal

• Who ?

– Created in 1976 by Paul-Francois Vranken

– The Vranken-Pommery group has realized a turnover of 350 millions euros in 2005

– The group proposes different brands of Champagne: Cuvée Louise, Brut Royal, Millesimé, Wintertime, Pop, …



• When ?

Relais & Chateaux and Laurent-Perrier have signed an agreement in January 2002. This contract is valid with automatic renewal

• Who ?

– French company of champagne created in 1812, a forward-looking tribute to tradition and expertise.

– 60% of its turnover is made abroad France

– Laurent-Perrier is the 4th Champagne best seller around the world

Partnership with Laurent-Perrier :


Partnership with Taittinger :• How much ? Annual fee 50 000€

• When ?

The long-term relationships between Relais & Chateaux and Taittinger have been confirmed through the signature of an international agreement in December 2004, valid with automatic renewal

• Who ?

– Founded in 1734 is one of the most reknowned Champagne producer worldwide

– With 4 424 000 bottles sold in 2004, Taittinger has reached a turnover of 87 million euros

– The company has a strong settlement in the UK, US and German markets


Partnership with Grand-Marnier :


• When?

– Partnership started 30 years ago

• Who?

– French company of spirits created in 1827, which has an image of tradition and quality directed to a large consumer base

– 90% of its turnover is made abroad France

– Grand Marnier is rated the 3rd best brand of liquor sold on the American market


Partnership with Cognac Hennessy :


• When?

– Hennessy has signed an agreement with Relais & Châteaux in 2004

• Who?

– Created in 1765, owned by LVMH

– 40 million of bottles sold over the world

– Some of the most famous cognacs as : VSOP, XO, Paradis extra, Richard Hennessy.


Partnership with Sanpellegrino :• How much ? Annual fee 68 600€

• When?

– New Partner of R&C, started in 2005

– San Pellegrino has signed an agreement to commit on a shared action plan with Relais & Châteaux

• Who?

– Italian company belonging to Nestle group. Created in 1250, a perfect combination of minerals made it one of the best mineral waters

– 80% of the sales are made on foreign markets

– San Pellegrino is the most famous mineral water in the world


Partnership with Rozès :


• When?

– Partnership started in 2005

– Rozès has signed an agreement to commit on a shared action plan with Relais & Châteaux

• Who?

– Founded in 1855

– Famous for the high quality of its port wines

– 120 million of bottles sold over the world

– Rozès is rated one of the best brand of porto worlwide


Partnership with Glenmorangie :


• When?

– Partnership started in 2005

– Glenmorangie has signed an agreement to commit on a shared action plan with Relais & Châteaux

• Who?

– Scottish company belonging to LVMH group

– Famous for the high quality and tradition of its malt whiskies

– Brand sold over 120 countries in the world

– Rozès is rated the first best brand malt worlwide


Partnership with Nespresso :


• When?

– Nespresso has signed an agreement with Relais & Châteaux in June 2005 valid with automatic renewal

• Who?

– Created in 1986, is fully owned by the Nestlé group

– In 1996, the company celebrates 10 years of success with 3500 points of sale and 180 000 affiliated club members

– The company operates in two market segments : the « in-home » and the « out-home »

– Nespresso was the official coffee partner of the 32nd America’s cup

– Nespresso SA has sustained more than 25% annual growth since 1988

– In 2006 it has a 1 billion euros turnover

– Nespresso has a market share of 25% on the portioned coffee market and is sold in more than 30 countries


Partnership with ALL-CLAD and KRUPS :

•How much ? Annual fee 100 000€

•When?Group SEB, mother company of All-Clad and Krups has signed an agreement with Relais & Châteaux in June 2006 for 3 years, valid with automatic renewal

•Who?Seb created in 1857, owned by a french family in Burgundy. Built on the phenomenal success of the “super cocotte” pressure cooker in France in the 1950Become the world leader in Small Domestic Equipment, holds an approximately 20% of the global market. The company sold over 120 countries in the world, 6 products every second around the world All-Clad : American first cookware company for professional

chefs and passionate home cookers Krups : material for food preparation


Activities Target Description Realisation

Delegation Meeting R&C and RG owners Delegation meeeting of owners: participation and attendance of partners Annual Summary

E-newsletter E-newsletter subscribers Partner Offers or Promotions in line with R&C themes Annual Summary

Information and Validation of referencing R&C and RG Summary and validation of partner referencing and partner text box Annual Summary

PR Club 5C Most loyal R&C and Relais

Gourmands clients

All year round:- to communicate the brand or products in the Club 5C e-newsletter

- Tastings of products at Club 5C events.- Brand Promotion, products or visits to cellars, exhibitions

Annual Summary

SALE

S

Exhibitions, showcases Events, tourism exhibitionsParticipation of Partners and their products at events or on R&C stands:

press, professional, tourism, clients and the general publicAnnual Summary

PRES

S Specialised Press, VIP, Tourism organisations, R&C and Relais

Gourmands members

Cocktail + présentation of new R&C Guide and new R&C members (number of persons to be defined)

MA

RK

ETIN

G

Annual Summary

Managers and StaffTraining of new and existing R&C members Presentation and training given by the head office and partner to R&C and

RG propertiesAnnual Summary

Organisation of a cocktail for the presentation of the Guide. Participation of partners' products appropriate to the dinner or cocktail.

MARKETING ACTION DEPARTMENT (& DELEGATIONS) FOR PARTNERS


Crossed Marketing OperationsParticipation in events and

exhibitions organised by PartnerParticipation and presence of R&C at events or stands organised by partners

for B to B or B to CAnnual Summary

E-newsletter R&C presencePresence of R&C with information on offers or promotions in the Partners'

newsletter Annual Summary

Club 5C Partner's best clients Invitation to their best clients to join the Club 5C Annual Summary

Global Communication Presence in advertisingPresence in global communication and / or targeted advertising by the

Partner after agreement from Head OfficeAnnual Summary

PART

NER

/ R&C


• ObjectivesOur main objectives are to increase the awareness of the Champagne, Spirits, Mineral Water, Coffee and cooking material brands by :

LISTING them in the Relais & Chateaux properties,

DEVELOPING SALES and

ASSOCIATING their image to the Relais & Chateaux brand.


MERCI

THANK YOU

GRACIAS

DANKE

international meeting 10 & 11 july 20061 international meeting 10th & 11th july 2006

Documents

international meeting

reservations slide

internet slide

turnover slide

country slide

language slide

gift certificates slide

vs ly slide