© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden DE DISTRIBUTIE VAN LOW COST CARRIERS VIA AMADEUS Luc Pannecoeck ANVR SYMPOSIUM 23 September 2003

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Amadeus ownership Madrid Munich National Marketing Companies Bangkok Buenos Aires Nice Miami London Sydney 23.36% 18.28% 40.08% 69 55,000 Travel Agencies connected to the Amadeus System present in some 200 markets

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden The Amadeus Core Values Global strength & local expertise with our customers * And, our leading technology which allows us to deliver efficient solutions to customers, and to meet critical business challenges in a cost effective way across all industry segments. The Core Values are built around three key factors : * Amadeus unrivaled experience based on a profound first-hand knowledge of over 200 geographical markets * Our business philosophy : to build and maintain mutually beneficial long-term relationships partnershipthe difference Providing IT solutions that enable success in the travel and tourism industry CustomerTechnology to make

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Amadeus marktaandeel

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Steeds meer low cost carriers doen een beroep op Amadeus l Complexiteit van het netwerk neemt toe (transit  point-to-point) l Stijgend % aan zakenreizigers (specifieke behoeftes) l Added value van de reisagent/GDS combinatie (reporting, technologie) l Penetratie internet in bepaalde markten l Hoge(re) average yield

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden LCC 3 DIMENSIES Strategische Commerciële Technologische

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Strategische overwegingen l Geen productrestricties voor LCC : product requirements groeien naar mekaar toe l Geen lagere booking fee voor LCC : booking fee gerelateerd aan yield, niet aan product/carrier l Segmented pricing met yield als basis : full deregulation noodzakelijk l « Workaround » oplossingen ondersteunen waar nodig

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Commerciële overwegingen l Host to host distributiemodel : Aktueel : geen differentiatie in booking fees Toekomst : afhankelijk van DOT en EU code of conduct Differentiatie op basis van yield (tarief) l Workaround : oplossing betalend naar de klant toe

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Commerciële overwegingen

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Technologische overwegingen l Noodzaak tot een UFO (uniform front office)  Productiviteit  Uniforme databases (customer profiles)  Integratie in bestaande MOS/BOS systemen  Economies of scale l Verregaande investeringen gericht op productiviteit en “economies of scale”

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden

New business model

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Evolutie van Amadeus UFO voor Nederland Road map UFO Vista 2.1UFO

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Low cost carriers distributie via Amadeus

© copyright AMADEUS Global Travel Distribution S.A. / all rights reserved / unauthorized use and disclosure strictly forbidden Conclusies l Steeds meer low cost carriers zien de added value van de Amadeus/reisagent combinatie als distributie instrument in. l Nieuwe regelgeving (DOT/EU code of conduct) moet het mogelijk maken aan Amadeus om de booking fee te relateren aan de yield, wat nog meer volume/carriers tot dit distributiemodel zal aantrekken l Amadeus zal investeren om carriers die buiten de traditionnele distributie willen blijven, verkoopbaar en reserveerbaar te maken voor de reisagent, rekening houdend met de bestaande infrastructuur. In dit geval wordt het product tegen betaling ter beschikking gesteld.