THINK BIG, START SMALL, ACT NOW!

WorkshopMeet the Agents - FCm

Ryan Johnson

Sales, Marketing and Revenue Conference- 29th and 30th September 2014

Hotel Sales Results (YTD Sep ‘14)

Brand TTV VLY Room Nts VLY

£620K +91% 3811 +87%

£29.5m +69% 217,264 +77%

£41.6m +51% 378,820 +56%

Total (Global) £72m +67% 600K +65%

Our target markets

FCTG(UK) Footprint (YTD Sep ‘14)

Brand

Teams 132 33 59 24 6

Staff 698 145 241 131 18

Sales - 38 68 8 5

Account Managers

- 6 10 10 2

Our objective is for FCUK to become the market leader in expertise lead complex travel by 2018.

We exist to remove the problems that our customers encounter when planning, booking

and undertaking complex travel.

Travel agent to travel retailer– Our unique service & physical product– We want to be different and superior– Move the conversation away from price to value– Dominant specialists (biggest & most successful in

a few market segments)

Corporate – The Future

• Becoming travel management retailer of choice– Data – key weapon in our arsenal– Choice in how customers do business with us –

blended access/mobile– Strategic advice – consultant / adding value– Focus on the traveller – putting the traveller into

the picture– Unique product

• Winning, growing & retaining more business

– Marketing & advertising– Implementing new customers– Pricing– Villages– Customer RFP though pitch process

• Improving consultant & account management expertise– Documentation– Business reviews (CT £500k+)– 24 sales and assist– Induction & expertise– NSA

• Simplifying our technology & improving our systems• Having comprehensive, relevant & accurate MI• Merchandising a physical & service product that

leads the TMC community

NSP

We care about delivering amazing travel experiences.

• What does this mean to each of us?• What impact does it have on Product?• What does mean for our suppliers?• What impact does it have it have on our people?

Our Preferred Relationship

Our Preferred Relationship

TTV YTD VLY Rm Nt YTD VLY

UK £383’837 14% 5’450 7.7%

UK £38.1m 71% 355K 67%

&

Challenges

• Rates not loaded in the GDS• Bookings made direct by

clients/consultants• Consultants perception of the

BW brand• Location• Availability for agent rates

Exposure Opportunities • E Newsletters • Buzz Nights• Team Leader meetings • Client Events – Golf and Client Advisory Groups• Conferences/Balls• “Speed Dating” events• Hotel Fams