THINK BIG, START SMALL, ACT NOW! Workshop Meet the Agents - FCm Ryan Johnson

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

Hotel Sales Results (YTD Sep ‘14) BrandTTVVLY Room Nts VLY £620K+91% % £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 Staff Sales Account Managers

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

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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