CONTENTS Shopping Program Marketing Plan Ctrip Platform 1

About Ctrip Ctrip Platform 11 2 Employees established 1999 Branches over 17 members 250 million Market Shares 50% NASDAQ 2003 CTRIP NO. 1 Chinese Online Travel Agency Ctrip Platform 1

Unique Platform: No 1. integrated OTA “provides one-stop travel services to all Chinese tourists” Highest volume of registered members: >250million members “Over 40% at Tier 1 cities in China” Best members quality: Loyal customers with high return-rate “customers choose Ctrip based on service received instead of price; target on Middle-Up end- customers Large marketing exposure: Marketing coverage by Ctrip.com “Ctrip.com has >1,280,000 daily PV and 2million+ daily transactions” Large market share: Ctrip dominated OTA market in China “In 2014, 5,755,177 individual members booked outbound travel services through Ctrip” Sustainable development: $ 1.2 billion net revenues in 2014 “36% growth versus 2013” Ctrip Strengths 1 Ctrip Platform 1

1.Get promotion information from Ctrip before and during the trip 2.Enjoy special privileges when they’re identified as Ctrip members 3.Obtain cash rebate from Ctrip Ctrip Store Tourist 1.Get offers from stores 2.Promote brands/stores 3.Deliver co-op merchants information to Ctrip tourists 4.Cash reward back to Ctrip tourist’s account which can be withdrawal 1.Provide offers to Ctrip tourists (Discount Card /Coupon/In-store Gift/Special VIP service ) 2.Pay commission (benchmark over 10%) to Ctrip based on Ctrip tourists’ consumption in the store Shopping Platform 2 Business Model

Travel Channel  Flight  Hotel  Rental Car  Wifi  Etc Before & During the trip  Ctrip Web/APP  SMS  EDM  Weibo/Wechat  Geo-fencing Identify Ctrip Customers  Ctrip Code*  Coupon/voucher  VIP services Cash rebate to Ctrip account  Buy more and get more rewards Shopping Platform 2 Customer Experience 01 Book a Trip Cash rewards 04 On-spot Shopping 03 Get Shopping info 02

Option I. Ctrip Code 1.Customer pays with the normal retail price at cashier and meanwhile show the Ctrip Code to receive cash rewards afterwards. 2.Cashier manual inputs the transaction into the SCWC system Shopping Platform 2 Identification & Tracking

Option II. E-voucher 1.Customer use E-voucher to pay with discounted price at cashier 2.Cashier scans the E-voucher’s bar code and automatically record the transactions for Ctrip Shopping Platform 2 Identification & Tracking

Marketing Planning 3 Marketing Plan  Brand new “Shopping Chic with Ctrip” channel on ctrip.com & Ctrip APP  Cross marketing with Ctrip all travel channels Approach target customers Shopping information to Ctrip members after making Tickets/ Hotel/ Vacation reservations Shopping banner under Tickets/ Hotel/ Vacation channels Exclusively introduction page under Travel Guide Channel Possible Resources

Marketing Planning 3 Marketing Plan Ctrip Web

Marketing Planning 3 Marketing Plan Ctrip APP

 Promotional banner on Ctrip Shopping Homepage  Shopping information push to Ctrip members via Wechat, Weibo;  Effective marketing: In-time text message &EDM send to Ctrip member after booking overseas flight/hotel  Geo-Fencing & On-Trip Recommendation Marketing Planning 3 Marketing Plan Possible Resources

Before the Trip After the Trip During the Trip Travel Promotions/Campaigns Store Information Shopping Information/Promotions Destination Shops and Offers Geo fencing/On-trip Notification LBS: Locations, GPS Coupons/gifts On-spot shopping Reviews/Feedback Tax refund Cash rewards 3 Our Partners 3 Marketing Plan All Around the trip

More is coming…… Our Partners

More is coming…… Our Partners More is coming……

Thank you!