The Thought LeadersJanuary 28th, 2015

Chris Dane

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Hickory Global PartnersNOW

Began 3 years agoHolding 2nd conference since 2005Travel Management Services & Strategic Alliance modelEmphasis on Clients, Suppliers, Tech Advances & Staff

Hickory Travel SystemsTHEN

Began 40 years agoLast conference held 2005“Typical” Consortia modelEmphasis on call center

FOCUSED ON THE FUTURE: The HICKORY Evolution

“Mixing one’s wines may be a mistake,but old and new wisdom mix admirably.”

-Bertolt Brecht

The HICKORY DifferenceAs Industry Thought Leaders, we look at things

diff erently

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Examples Of Thought LeadershipTHE HICKORY DIFFERENCE:

TripBAMTripLingoTripScannerRoomer

GCL ConciergeAllegro/ATSTripPro

First to manage big hotel data in unique way for revenue share benefitsFirst to offer brand new revenue stream and guaranteed positive ROI

FIRST to Adopt Cutting-Edge Technology

FIRST to Adopt Ground-Breaking Business Model

Lead the industry, don’t follow

What Our Partnership Means To AgenciesFull Suite of Programs, Revenue Share

& Tech Services With Support

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HICKORY PROGRAM OVERVIEW: The Core Elements

Comprehensive Hotel Program

Robust POS Commissioned Air Program

Rental & Limo Car Programs

Lucrative, manageable, data-supported Hotel Revenue Share Program

Many ancillary & tech services designed to increase revenue or save you money

The Cogs and Wheels That Run Our Success

Revenue SharingThe Data and Rewards

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REVENUE SHARE CALCULATOR: Your Potential Revenue…Prove It!

Performance Indicators Determine Revenue Share Tiers & Bonus

Volume amount committed to HFH in our Hotel Program

Percentage of committed volume on Preferred hotel suppliers using HFH Rate Code

Ability to change agent booking behavior using Hickory tools:

Daily booking data analysis, for agent & client habitsBiasingPromotions & MarketingContests & Incentives

We Guarantee ROI

for Partnership!

Additional BONUS is awardedwhen milestone levels of

Agency’s consumed Preferred bookings are reached!

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More than doubled the number of Agency Partnersearning Hotel Revenue Share since 2012

HICKORY CONTINUES TO GROW: Our Partners Grow With Us

Paid out $254,545.36 in 2013 Hotel Revenue Share

Hotel booking volume increased 60% in 2013

Partner agency hotel volume increased $86M

Growth expected to increase 18% for 2014 Hotel Revenue Share program

Paid out estimate $296,000 for all 2014 Hotel Revenue Share.

Average Payout

per Partner:

$7,660.77Each Quarter

HICKORY Hotel Program BenefitsPreferred Hotels Earn Revenue Share

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Garnered strong support of highly-motivated agents committed to booking HFH participating hotels

HICKORY agencies generated over $1 billion in hotel revenue booked through GDS’, across 5,522 cities in 155 countries

Growth increased 21% in 2014

Fastest-growing “agency member organization” in industry

Agency participation in booking HICKORY properties at 51.4%, and up 6.2% YTD on preferred hotels

Attachment Rate of 62.5%, and is up 16.6% YTD

MA JOR MILESTONES & FACTS: Hotel Program Accomplishments

Identified target revenue optimization opportunities benefitting agencies and hotel suppliers

HICKORY Air Program

Global POS Commissioned Agreements

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HICKORY AIR PROGRAM : 16 POS Air Agreements

Agents may view them at any time on PartnerHQ under “Air Contracts”by entering your GDS, ARC and PCC

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HICKORY AIR PROGRAM: Benefits & Agent Access

Upfront Point-Of-Sale Commissions

Agency Control of PNR

Worldwide service to nearly 1,500 destinations on 6 continents

Constant negotiations with potential new air carriers

HICKORY Air Desk & PartnerHQ for full support and carrier resources

Education, updates, webinar Incentives, FAM trips

Increased Earning Potential & 24/7 Agent Contract Access

Data Management & Reporting“What Gets Measured, Gets Managed”

~Peter Drucker

Our Quarterly Reviews Reveal Opportunities

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SAMPLE F INANCIAL REVIEW:3Q14 Preferred Consumed & Revenue Share

EH Hilton 14,1396C IHG 4,327CW Carlson Hotel 887HY Hyatt 830SW Starwood 772BW Best Western 765TR Wyndham Hotels 704LQ La Quinta 562RT Accor 213OM Omni Hotels 82FA Fairmont 35WW World Hotels 22NS NH Hotels 22DS Design Hotels 8HO Hotel Rez 4TJ TAJ 0

TOTAL CONSUMED PREFERRED 23,372

Total Preferred Consumed 23,372Total Non-Preferred Consumed 14,860Total Consumed 38,232

Total 3Q14 Revenue On Preferred $25,597.89Preferred Hotel % to Bonus = 61.1% $ 2,559.79Total 3Q14 Revenue Payout $28,157.68

Preferred Hotel % to Bonus 1Q 2014 = 57.9%Preferred Hotel % to Bonus 4Q 2013 = 55.6%Preferred Hotel % to Bonus 3Q 2013 = 52.6%Preferred Hotel % to Bonus 2Q 2013 = 59.5 %

Preferred Hotel % to Bonus 2Q 2014 = 59.1%

Preferred Hotel % to Bonus 3Q 2014 = 61.1%

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By Quarter 1Q13-3Q14

CONSUMED PREFERRED & REVENUE SUMMARY:

1Q 2013 2Q 2013 3Q 2013 4Q 2013 1Q 2014 2Q 2014 3Q 20140

5,00010,00015,00020,00025,00030,00035,00040,00045,00050,000

23,58026,431

20,073 21,766 20,14323,900 23,372

14,87518,027 18,079 17,366

14,649 16,525 14,860

38,455

44,458

38,152 39,13234,792

40,425 38,232 Total Preferred ConsumedTotal Non-Preferred ConsumedTotal Consumed

1Q 2013 2Q 2013 3Q 2013 4Q 2013 1Q 2014 2Q 2014 3Q 2014 $-

$5,000.00

$10,000.00

$15,000.00

$20,000.00

$25,000.00

$30,000.00 $28,095.82 $28,452.11

$21,517.65 $24,058.17 $23,403.23

$26,134.58 $28,157.68

Total Revenue & Bonus Received

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BUSINESS INTELL IGENCE:Various Measurement Reports

Hotel Detail Report

Traveling Now Report

Hotel Attachment Rate by Agent

Revenue Prediction Report

Market Variance Report

Comparative Analytic

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POTENTIALS & OPPORTUNIT IES: Changing Rate Codes to HFH/EZR

Preferred Consumed Bookings on Non-HFH 3Q 2014

Total Consumed Preferred Bookings on Non-HFH Rate Code

676 of the 3,337 total Preferred bookings

18.5%

BCD 494COR 89RACK 62 PRE 11AAA 7THR 6ABC 3NBC 2GOV 1BAR 1

3Q 2014AAA ABC BAR BCD COR GOV NBC PRE RACK THR TOTAL FOR CHAIN

Carlson Hotels 1 3 1 136 2 1 1 17 1 163Design Hotels 0Hilton Hotels 182 12 194HotelRez 0IHG 2 115 55 1 1 4 178La Quinta 1 1Omni Hotels 2 2Wyndham Hotels 25 13 38NH Hotels 0Accor Hotels 7 6 13Best Western 4 23 20 47Fairmont 13 13Hyatt 2 2 11 5 1 21Starwood 1 5 6TAJ 0World Hotels 0

TOTAL FOR RATE CODE 7 3 1 494 89 1 2 11 62 6 676

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P OT E N T I A L S & O P P O RT U N I T I ES :Revenue From Change of Rate Code to HFH

Opportunity: Change these Preferred bookings on other rate codes, to the HFH Rate Code to increase revenue share and bonus

By converting all 676 Preferred property bookings made onNon-HFH Rate Code bookings to HFH instead,POTENTIAL EARNINGS would have been:

3Q 2014 Potential 3Q 2014 Actual3Q Potential Earnings $3,120.75 3Q Actual Booking Earnings $2,423.833Q Tier 1 Potential Bonus $ 312.08 3Q Tier 1 Actual Bonus $ 00.003Q Total Potential Earnings & Bonus $3,432.83 3Q Total Actual Earnings & Bonus $2,423.83

3Q Total Additional Potential Earning Opportunity $1,009.00

Total Consumed Preferred Bookings on Non-HFH Rate Code

676

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MANAGING OPPORTUNIT IES: Agent Usage Of Other Rate Codes

Preferred Hotel

Rate Category Room Type Booking

Agent IDClient Code ARC Number GDS_1 Booking PCC Hotel Status

Preferred HFH B2D A68 123456 99999999 Sabre XXYZ HKPreferred GTDR QQN A68 123456 99999999 Sabre XXYZ HKPreferred HFH A0B A68 109876 99999999 Sabre XXYZ HKPreferred HFH F1K A68 123456 99999999 Sabre XXYZ HKPreferred HFH F1K A68 123456 99999999 Sabre XXYZ HKPreferred HFH KSN A68 123456 99999999 Sabre XXYZ HKPreferred LV1 A08 A68 109876 99999999 Sabre XXYZ HKPreferred HFH A0B A68 109876 99999999 Sabre XXYZ HKPreferred HFH A08 A68 109876 99999999 Sabre XXYZ HKPreferred HKZ G1K A68 112356 99999999 Sabre XXYZ HKPreferred PRE KNG A68 123456 99999999 Sabre XXYZ HKPreferred HFH C1Q A68 924385 99999999 Sabre XXYZ HKPreferred LHQ V2Q A68 123456 99999999 Sabre XXYZ HKPreferred PRE KNG A68 123456 99999999 Sabre XXYZ HKPreferred PRE KNG A68 123456 99999999 Sabre XXYZ HKPreferred HFH C1K A68 167956 99999999 Sabre XXYZ HKPreferred AAA COR A68 123456 99999999 Sabre XXYZ GKPreferred HKZ G1K A68 184356 99999999 Sabre XXYZ HKPreferred HFH A08 A68 123456 99999999 Sabre XXYZ HK

Use Hotel Detail Report to filter DOZENS of fields for hotel booking info.Filter by agent code, then by HICKORY Preferred properties to reveal revenue

opportunities missed using “other rate codes”

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MEASURING BOOKINGS: Agent Attachment Rate

“Would you like fries with that?”

HFH Hotel Bookings

Air Bookings

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Agent CodeAgent Name

Number of Bookings with

Hotel

Number of Bookings

without Hotel

Total Number of Bookings

Attachment Rate

BT BT 207 6 213 97.2%YD YD 408 33 441 92.5%RH RH 98 8 106 92.5%CN CN 123 13 136 90.4%IN IN 126 14 140 90.0%KC KC 796 91 887 89.7%KM KM 214 37 251 85.3%JS JS 407 94 501 81.2%JP JP 742 182 924 80.3%LK LK 98 28 126 77.8%LA LA 703 224 927 75.8%SH SH 764 247 1,011 75.6%TH TH 110 37 147 74.8%SO SO 18 33 51 35.3%JH JH 189 361 550 34.4%KI KI 166 318 484 34.3%EV EV 171 342 513 33.3%DO DO 173 359 532 32.5%RU RU 65 138 203 32.0%JU JU 48 103 151 31.8%KY KY 172 380 552 31.2%PN PN 104 241 345 30.1%RF RF 64 166 230 27.8%IA IA 161 436 597 27.0%PE PE 9 29 38 23.7%RD RD 26 88 114 22.8%HD HD 412 1,549 1,961 21.0%EM EM 5 20 25 20.0%VN VN 64 309 373 17.2%CS CS 10 50 60 16.7%SM SM 9 48 57 15.8%TB TB 273 1,565 1,838 14.9%

STRATEGIC PLANNING: Best Practices to Increase Hotel Volume

Always ensure agents are booking hotel with each air booking

Encourage best practices. Review and determine reasons for no hotel booking

“Turn the Volume Up!”Best Practices in Agent Booking and

Analyzing Reports

Run Date July 1 – Sept 30 2014

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H I C KO RY A N N UA L CO N F E R E N C E : Registration Open!

The Wyndham Grand Jupiter A stunning new property perched on the banks of the Intracoastal Waterway and nearby beaches in Jupiter, FL. Coastal-chic vibe, breathtaking views and luxurious accommodations.

Rave ReviewsHICKORY is proud of the exceptional reviews from our 2014 attendees, speakers and sponsors alike. We are creating another amazing, unique industry event experience with relevant and exciting content again this year.

Please mark your calendars today and save the date!

April 29- May 1, 2015HICKORY is pleased to announce the date and location of our 2015 Annual Conference:

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Hotel Trends and Industry ForecastSafeguarding Your TravelersAirline Panel Discussion2 Networking & Trade ShowsTechnology Panel DiscussionHotel Panel DiscussionHICKORY Panel Challenge: Tech vs. HotelGDS Panel DiscussionChoice of Breakout Sessions

NDC, Reputation Management or HICKORY RoundtableKeynote SpeakerPlus fantastic dining & entertainment at Wyndham Grand & offsite

CONFERENCE AGENDA: Uniting Global Travel

Network. Innovate. Profit.

Thank You!