1. Gebeco Product Meeting – Vietnam Tania Koesten

2. Vietnam – Table of Contents 1.Evaluations and Destinations Updates – Evaluation of Guides – Evaluation of Hotels – Evaluation of the Culinary Experience – Destinations Updates 2.Review of existing Tours 3. New Activities & Products 4. Competitor Watch

3. 1. Evaluations & Destinations Updates

4. Evaluation of Guides Main issues identified 1)Motivation 2)Expertise 3)Enthusiasm ICS Vietnam Action Plan - Face to face meetings with all guides having any grade equal or above 2,5 points (6 guides in total) - Trainings to be lead in 2016: First Aid Trainings (2) Specialized cultural trainings (2) Yearly guides training with focus on the key weaknesses identified (1 and 3) Training on new Encounters and new products (2) Field trips to central highlands via Truong Son Trail and North East Vietnam (2)

5. Evaluation of Hotels (1) Main issues identifiedProposed Action Plan Ibis Hotel Saigon (location) and Elios Hotel Saigon (quality) Guests were already relocated mainly to Vien Dong and Asian Ruby Select Hotel following Udo’s inspection (series January to April) Mondial Hotel Hue (quality) 2 options for Mondial Hotel: 1)room upgrades in Mondial Hotel 2)relocation to Cherish or Muong Thanh Hotels Michelia Hotel Nha Trang (quality) Proposed relocation to Liberty Central Hotel Muong Thanh Hotel Can Tho (quality) Guests were already relocated to Iris Hotel TTC Can Tho is another good second option

6. Cherish Hotel (Hue) - Official 4* rating - 105 rooms - 5 min walk from the Perfume River and 2 km to the citadel

7. Midtown Hotel (Hue) - Official 4* rating - 88 rooms - 5 min walk from the Perfume River and 2,2 km to the citadel

8. Hoi An Garden Palace (Hoi An) - Official 4* rating -Boutique Hotel - Newly open - 46 rooms - 3 km to the beach and 3 km to the Ancient Town

9. TTC Hotel (Can Tho) - Official 4* rating - Former Golf Can Tho Hotel, reopened in Oct 2015 - 107 rooms - City center and river side

10. Liberty Central Hotel (Nha Trang) -Official 4* rating - Liberty Central Hotels - City Hotel with 227 rooms - 5 min walk from the beach with direct access

11. Evaluation of the Culinary Experience Main issues identified - The guide doesn’t join the meals (except for welcome and farewell) - Meal menus are alike – culinary experience is not interesting ICS Vietnam Action Plan - ICS is working on open menus to be offered from the 3 rd day of the tour (objective of at least 60%) - ICS intends to diversify the restaurants types: “Touristy” set menus upon arrival BBQ or hotpot experience Vegetarian lunch in a nun pagoda Modern Vietnamese Cuisine Fusion Cuisine Local Vietnamese - ICS will negotiate with restaurants to include 1 FOC for guides to join meals or quote discounted rates where feasible

12. Destinations Updates Cai BeThe Floating Market is no longer operating (“Die Geheimnisse Indochinas”, “Vietnam per Rad und Rikcha”) Cam Kim Island (Hoi An) The reference to the ferry boat should be removed as there is now a bridge (“Vietnam per Rad und Rikscha”) Boat trip (Hue) It is recommended to only operate the boat trip to Thien Mu Pagoda then the excursion to Minh Mang via vehicle (“Bezauberndes Indochina” and “Auf dem Mekong - die Mutter aller Wasser”). Guests judged the full boat trip long and boring. Halong Cruises- Licenses for new boats will no longer be issued - License of wooden boats will be reduced to 15 years (instead of 20 years). Based on this rule, many out-of-date wooden boats will be banned - All iron boats will no longer be in use after 25 years Visa ExemptionThe visa exemption is not announced to be extended after June 2016

13. 2. Existing Tour Reviews

14. 1. Vietnam zum Kennenlernen Guests Comments - Cycling tour in Hoi An could only be completed by 50% of the guests due to health conditions - Bad location of Ibis Hotel in Saigon - Disappointed that there was no floating market to see in Cai Be Udo’s Guideline Keep unchanged ICS Enhancement Proposal - Propose the cycling in Hoi An as optional tour - Propose Good Morning Saigon 4 hours instead of 2 hours breakfast only. Tour including the walk in Tao Dan Park, Local Breakfast, Flower Street and Fito Museum. The Bunker needs to be excluded because of venue size. Impact on Price None

15. 2. Vietnam per Rad und Rikscha Guests and Tour Leader’s Comments - Issues with 2 properties (Mondial Hue and Elios Saigon) - Some guests have highlighted an interest to spend more time at the beach Udo’s Guideline Rates need to be decreased as this tour faces strong competition from Wikinger Reisen ICS Proposal New Hotels: Cherish Hue, Aurora Hoi An, Le Duy Grand Saigon, TTC Premium Can Tho Touring changes: - Add an early check in in Hanoi - Amend the Central Vietnam Experience: Remove 1 day in Hoi An with My Son (total tour duration decreased to 18 days) Note: the brochure mentions a boat trip from Can Tho to Vinh Long followed by a visit of Cai Rang Market; this however is not operated as such but guests start with a 35 km bike ride around Can Tho after which they are transferred to Saigon by car. Impact on Price 1)Hotel changes: - 45 US$/person 2)Touring changes: - 38 US$/person Total: - 83 US$/person

16. 3. Glanzlichter Vietnam und Kambodscha (1) Guests and Tour Leader’s Comments - Issues with 2 properties (Michelia in Nha Trang and Mondial in Hue) - Paradise Suites in Halong – guest would prefer to stay onboard a cruise or in Halong instead of Tuan Chau - Nha Trang may not be worth visiting – long drive for a short visit while the city is “overrun” by Chinese and Russian travelers Udo’s Guideline Rates need to be decreased

17. 3. Glanzlichter Vietnam und Kambodscha (2) ICS Proposal New Hotels: Cherish Hue, Aurora Hoi An, Saigon or Royal Health Quy Nhon Touring changes: - Day 5: Boat ride to Thien Mu, then by vehicle to Minh Mang - Day 11: Remove Nha Trang and either reduce the overall trip duration or plan 1 additional day in Saigon. With 1 additional day in Saigon, we would like to propose a Master Chef Cooking class in the morning and free afternoon - Day 12: Hidden Saigon (4 hours): Breakfast at the hotel, Ta Dan Park, bird coffee shop, flower market, FITO Museum and tasting of "pho" Impact on Price 1)Option (removing Nha Trang and adding cooking class in Grain): total estimated - 103 US$/person 2)Option (removing 1 day in Nha Trang and in the itinerary overall): - 212 US$/person

18. 4. Faszination Vietnam und Kambodscha Guests and Tour Leader’s Comments - Overall rush itinerary (early departures, late arrivals, little free time) - Day 7 (Danang - Siem Reap): Guests recommend free time prior to the flight instead of Marble Mountain and Beach break 20 min (low interest level) - Beach break in Phan Thiet: guests would have preferred to meet with a representative in order to book optional tours Udo’s Guideline None ICS Enhancement Proposal New Hotels: Mondial could be amended to Midtown Hotel Touring changes: - Consider to remove the half day in Hue to allow 1 more overnight in either Hanoi or Hoi An. This would make the itinerary less compact - Express way to Phan Thiet Impact on Price None

19. 5. Vietnam Ausführlich Guests and Tour Leader’s Comments - No guests’ comments - Guests are not interested in Duong Lam; the destination should be replaced by Tam Coc (direct from Halong) - Chau Doc cycling: many guests are not interested - The visit of the secret bunker is perhaps duplicated if combined with a visit of Cu Chi. This tour also often has a big group size making the visit difficult. Udo’s Guideline None ICS Enhancement Proposal Touring changes: - Day 3: drive to Ninh Binh instead of Hanoi (3,5 hour versus 2 hour transfer) - Day 4: Tam Coc in the early morning, free afternoon in Hanoi - Day 5: Sightseeing in Hanoi, fly Hue (excluding Duong Lam Village) - Day 11: Visit of Tra Su instead of cycling - Day 13: Free afternoon in Saigon instead of the secret bunker Impact on Price - 8 US$/person

20. 6. Verborgene Schätze in Indochina Guests Comments - Cruise in Halong Bay was too short - Why flying to Danang for reaching Hue? - The drive from Can Tho to Phnom Penh is terrible due to the road condition (altogether 9 hours!) – the itinerary was changed in May 2016; it now includes a stop in Chau Doc Udo’s Guideline None ICS Enhancement Proposal New Hotels: Moonlight Hue; to compensate the price increase, Flower Garden could be proposed in Hanoi Touring changes: - Day 3: Remove the Water Puppet Show in Hanoi - Day 4: Propose lunch on the way back from Halong in Yen Duc Village with a traditional Water Puppet Performance - Hoi An: entrance fees to the Ancient Town should be included into the price - Day 11: the Secret Bunker may be replaced by the Flower Street Impact on Price 1)Hotel changes: - 5 US$/person 2)Touring changes: - 12 US$/person

21. 7. Die Geheimnisse Indochinas Guests Comments - All dinner menus were the same and 2 were operated in very touristy restaurants. Some dinners were very late eg in Sofitel Plaza - Not sufficient time in the Cham Museum in Danang - Some dietary requirements were not shared with ICS; thus meals were not organized in advance Udo’s Guideline Rates need to be decreased without cutting the existing service standards ICS Proposal New Hotels: Victoria Chau Doc (renegotiated rates), Hoi An Garden Palace, Novotel Hotel Saigon Touring changes: Remove Dinners where not necessary (example Hue Day 9, Hoi An Day 10 and Day 11, Saigon Day 12) = 4 dinners in total Impact on Price 1)Hotel changes: - 20 US$/person 2)Touring changes: - 33 US$/person Total: - 53 US$/person

22. 8. Vietnam, Kultur, Küste und Meer Guests Comments - Too long drive to Cu Chi for only 2 hours sightseeing; too tight schedule which does not leave time for lunch - Stay in Saigon was too short - The location of the Saigon Hotel (Vien Dong) is not inspiring - Excursion to My Son could also be offered Udo’s Guideline We should try to offer as a real best price ICS Enhancement Proposal New Hotels: Garden Bay or OS Cruise in Halong, Le Duy Grand Hotel in Saigon Touring changes: - Day 1: AM: orientation tour with electric car; PM: check in and Water Puppet Show - Day 5: Boat ride to Thien Mu, then by vehicle to Minh Mang Optional Tours - Propose more optional tours in Hoi An eg Cooking Class - Propose Hidden Saigon as optional Tour (day 12): Tao Dan Park, bird coffee shop, flower market, Fito Museum and Pho Impact on Price 1)Hotel changes: -15 US$/person 2)Touring changes: -15 US$/person

23. 3. New Activities & Products

24. Coffee Roastery Workshop (small groups) LocationHoi An HighlightsEducation to Coffee culture and tasting (to be combined with a sightseeing tour of Hoi An) CapacityUp to 20 guests ItineraryDelving deeper into the vast variety coffee has to offer. Learn how different lengths and styles of roasting affect the flavor profile of the end product. Guests will be instructed by one of our house roasters and walked through the process, not unlike wine tasting! Sample five of our house roasts to fully experience the range of taste offered by these magic brown beans. Approximate length is 1 hour.

25. Authentic 3 Generations Cooking Class (small groups) LocationHoi An HighlightsFamily encounter, Culinary discovery CapacityUp to 15 guests ItineraryEnjoy an authentic cooking experience with a local family on a unique river island setting. Take a boat to a village located on a small island in the river delta of Hoi An. On arrival you will be warmly welcomed into the family’s own home. In the open air kitchen learn, step- by-step, how to prepare some tasty traditional Vietnamese dishes that are typical to the region. You will also be shown how rice paper is prepared and then used to make Vietnamese spring rolls, also known as ‘nems’. Throughout the day you will be regaled with interesting stories about village life, and be given insights into Vietnamese culture. The class ends in Grandma’s garden with a lunch of the delicious dishes you have just cooked.

26. Side Car City Tour (Optional Tour) LocationHo Chi Minh City HighlightsMean of transportation, Discovery of off the beaten track corners of Ho Chi Minh City Capacity24 guests ItineraryEnjoy unobstructed views from the sidecar of a classic motorbike on this unique and exciting sightseeing journey of Saigon. Hop into the sidecar as your experienced driver revs up the engine, and then take off through the picturesque back alleys and bustling city streets.

27. Experience salted Rice with Nhu Huy (small groups) LocationHue HighlightsEncounter with Nhu Huy, Culinary Expertise CapacityUp to 10 guests ItinerarySalted Rice, one of the most opulent and symbolic dishes of the former Imperial capital, has made a comeback thanks to the Master Chef Mrs Nhu Huy. You can talk with her, who was born and raised in a Royal family to understand her effort to search and preserve ancient recipes and have the chance to enjoy this delicacy at Mrs Nhu Huy's home. It is necessary to enjoy these dishes slowly to enhance the fragrance of rice and the salty, peppery, sweet, and sour taste of different types of salted rice.

28. Fansipan Peak Experience (1) LocationSapa & Fansipan, Vietnam highest mountain HighlightsPanoramic views over the Fansipan and surrounding valleys, ascension of the Fansipan within half a day (instead of 2 previously), cable car Itinerary Cable car ascension looking down on an incredible scenery, passing over rustic villages hidden in lush valleys and on the sides of steep forested hills Fansipan cable car station is located at the altitude of 2,800 meters. From here step out into the fresh mountain air and then walk up the remaining 350 meters to the summit. From the top of the Roof of Indochina look out over the peaks of the surrounding mountains emerging through the clouds and admire the beautiful landscape of the Sapa area. After snapping plenty of photos of the panoramic views, take the cable car back to Sapa town and return to your hotel.

29. Fansipan Peak Experience (2)

30. Home Dinner in Saigon (Encounter) LocationHo Chi Minh City CapacityDepending on family – up to 20 guests/family HighlightsLocal dining experience, Saigonese lifestyle ItineraryDepart from the hotel in early evening and take a drive through the city with buzzing traffic and street lights about to be on. Meet your host family who lives in a typical urban house. Follow the host to visit the property and walk to the top floor where the dinner is served. Guests can go about the house to communicate with family members or give a hand in the kitchen. The dinner is served with typical and delicious Vietnamese family cuisine and the conversation over it is a great chance to have an insight of the daily lifestyle of a local family in Saigon. After the tea, bid farewell to the family and drive back to the hotel.

31. Phan Rang, a Cham Encounter (Encounter) Location 2 hour drive from Nha Trang 3 hour drive from Phan Thiet HighlightsMeeting with a Cham author, National Park with fossilized coral reef, wine yards, salt fields, Cham culture (tower, handicraft and people) Itinerary Scenic drive to Phan Rang with 1 visit along the way in a salt field Head to Nui Chua National Park for a boat trip followed by the discovery of a fossilized coral reef Immerse in a local wine yard Tour Po Klong Jarai Tower and discover pre Angkorian carvings Meet a famous Cham author, Jaka, and discover his village, Cham traditions and weaving culture

32. Ho Chi Minh Trail (1) Day 1 & 2Hanoi: Arrival in Hanoi and sightseeing Days 3 & 4Hanoi – Halong: Halong Cruise. Return to Hanoi and take a night train ride to Dong Hoi (Livitrans SE1 1930 – 0600) Day 5Dong Hoi – Phong Nha (50 km): Pick up clients at train station/airport in Dong Hoi, transfer to Phong Nha. Boat ride on Son river and visit Phong Nha Cave. Overnight in Phong Nha. Day 6Phong Nha – Dong Ha (150 km): Sightseeing Phong Nha. Drive South toward Dong Ha (150 km), en route visit vestiges of the DMZ and 17 th parallel demarcation point. Overnight in Dong Ha. Day 7Dong ha – Khe Sanh – A Luoi (200 km): Leave for Khe Sanh (70 km). Visit former war sites including Lang Vay and US airbase in Ta Con. Follow Route 9 toward A Luoi (130 km), visit Dakrong Bridge, an important landmark. Visit a local village of the Van Kieu. Follow Route 14, main artery of HCM Trails, southbound to Ashau, en route visit a village of the Paco. Overnight at local hotel in A Luoi.

33. Ho Chi Minh Trail (2) Day 8Au Luoi – Kham Duc (220 km): Continue driving south following Route 14. En route visit villages of the ethnic Ta Oi and the Ka Tu. Day 9Kham Duc – Kon Tum (170 km): Leave Kham Duc for Kon Tum passing many villages of the Trieng, Se Dang. En route stop to visit Phuong Hoang airbase. In Kon Tum visit the Wooden Church. Visit H’lau Waterfall and a ride on dug-out canoe to a Banah village for a gong and dance show. Dinner at the village with “ruou can”, rice liquor in glazed jars and drunk with long straws. Day 10Kon Tum – Ban Me Thuot (230 km): Leave southbound for Ban Me Thuot. En route visit Yok Don National Park with a soft trek. Day 11Ban Me Thuot – Binh Phuoc (230 km): Visit Ethnology Museum in Ban Me Thuot. Continue south for Binh Phuoc, en route visit Draysap Waterfall, visit a Stieng village. Day 12Binh Phuoc – Tay Ninh (120 km): Depart Binh Phuoc and drive to Tay Ninh. Visit the location of the commanding headquarter of Ho Chi Minh’s army. Visit the mecca of a famous local religion Cao Dai. Visit Mt. Ba Den with cable car ride. Day 13Tay Ninh – Saigon (100 km) Depart for Cu Chi. Visit Cu Chi tunnels. HD sightseeing Saigon. Days 14 & 15 Saigon – Ben Tre & Departure

34. Bausteine North Vietnam – Hanoi & Halong Bay 4 days / 3 nights Encounter: Walking tour of Tiep Huu Lake and downed B52 (HD) Experience: Street Food Evening Tour (2 to 3 local venues) (HD) Classic Touring: Half day touring of Hanoi Comfort: Cruise Halong Bay (1 night) Key features: destinations’ highlights, culture, off the beaten track Hanoi, culinary experience Central Vietnam – Hue & Hoi An 4 days / 3 days Encounter: Nhu Huy Culinary Artisan (Cooking Demonstration or Street Food Tour) – max 10 guests Experience: Cycling and Rice Planting in Hoi An Classic Touring: Half day touring of Hue citadel & Half day tour touring of Hoi An Key features: destinations’ highlights, culinary experience, off the beaten track Hoi An, immersion into the farming life South Vietnam – Saigon & The Mekong 3 days / 2 nights Encounter: Hidden Saigon at Night Experience: Option 1: Cholon a photogenic experience Option 2: Vietnam Master Chef Classic Touring: Half day touring of Saigon; Full day touring of Ben Tre Key features: destinations highlights, contemporary Vietnamese arts, culinary experience

35. Gebeco Charity Projects (1) Mekong Delta Housing Project Location: Vinh Long Province Project objectives: building houses for poor families Due diligence process: our Mekong partner will work with the Chief of the Village to identify the families in need; ICS will then inspect their housing and living conditions Approx budget: 5,000 US$/house Monitoring: ICS with a local partner Timeframe: upon funds reception Gebeco guests experience: groups could hand over the house keys (when applicable) and meet the beneficiary families

36. Gebeco Charity Projects (2) Entity: NGO supporting disabled women and kids through handicrafts and poor families through educational scholarships and housing projects Location: Hoi An Province Project objectives: housing project Due diligence process: completed by the Lifestart Foundation Approx budget: 7,000 to 10,000 US$/house Monitoring: Lifestart Foundation Timeframe: upon funds reception Gebeco guests experience: groups could hand over the house keys (when applicable) and meet the beneficiary families

37. 4. Competitor Watch

38. Wikinger Reisen General: shorter offer with only 5 tours with different focus – South Vietnam & Cambodia or North Vietnam & Cambodia including trekking – Vietnam only 18 and 21 days including trekking – Cycling tour in Vietnam => More focus on soft adventure (Erlebnisreisen) Beach extension: Phu Quoc Accommodation: – Similar: Elios, Mondial, Liberty 4, Thuy Duong in Hoi An (similar to proposed Aurora) – Variations: Mekong Lodge (lower end compared to Mekong Riverside), night train from Hue to Hanoi (4 per cabin), Tam Coc Ecolodge (lower end compared to Ninh Binh Legend) Destinations: – Variations: Dalat, Thac Ha and Bac Ha, Pleiku, Cooking Class

39. World Insight General: 6 touring options organized by travel styles (4 of which having extensions to Cambodia) – Erlebnisreisen – Aktivplus: including trekking and cycling – VagaBUNT: focus on free time in main destinations (no entrance fees, guides could be students – no historic/cultural information required, just logistics management) – ComfortPlus: 3* to 4* properties (including Boutique Hotels), Welcome & Farewell Dinners – Family: activities for kids from 6 to 16 years old Accommodation: 2 to 3* properties (mainly under Gebeco current standards) Destinations: – Variations: World Insight English School, night train to Hue, a lot of optional tours in the Erlebnisreise (Street Food Tour, My Son), homestays (Mekong, Mai Chau)

40. Questions & Answers