1. 1 Scrigno, more than a PMS: a system designed for Revenue management and CRM April 2011

2. 2 The company Founded Number of employees Offices GP Group Turnover Number of installations ISO:9001 Quality Certification 1981 (Pellegrini Group: 1924) about 60 (Pellegrini Group: 130) Venice (HQ), Rome, Palermo Around 18.000.000 Euro about 1.000 covering Italy, Croatia, Czech Rep, Malta, Switzerland, Spain

3. 3 A few reference customers in the leisure segment LOSINJ HOTELS - JADRANKA Group (www.losinj-hotels.com): 7 leisure 3*-5* resort hotels for 1.600 rooms. ATAHOTELS (www.atahotels.it), largest Italian hotel chain: 24 Hotels, residences and resorts 4*-5* (for overall 5933 rooms and apartments). ALPITOUR WORLD HOTELS & RESORTS (www.alpitourworldhotels.it), Hotel Division of Italy's largest Tour Operator: 15 resorts and hotels (for overall 4.000 rooms). ORIENT EXPRESS ITALY (www.orient-express.com): 6 Luxury 5*L Hotels for 538 rooms. TIVIGEST Hotels & Resorts (www.tivigest.com): 15 leisure 3*-4* resorts hotels for 2155 rooms. ITIHOTELS (www.itihotels.it): 12 leisure resort 4*-5* hotels for 1242 rooms. EUROPA TOURIST GROUP Bibione (www.etgroup.info): 7 leisure 3*-5* hotels for 900 rooms. NOVA YARDINIA RESORT Group (www.novayardinia.it): 4 large leisure 5*-4* resort hotels for 800 rooms.

4. 4 GP Dati’s Technological partners GP Dati's main technological partners: -Oracle: GP Dati has been adopting for more than almost 15 years Oracle technologies for databases, internet application servers and for FORMS development language. -FastBooking: GP Dati partners with FastBooking, world leader in online booking and web marketing, serving over 6000 hotels world-wide. GP Dati and FastBooking joined efforts in R&D and development for integrating their system for an effective online sales strategy. - Microsoft: GP Dati partners with Microsoft for the distribution and deployment of the world-leading ERP Microsoft Dynamics NAV, available in 47 localizations and 150 languages world-wide. GP Dati interfaced Scrigno to NAV, for allowing to manage Accounting, Finance and Management Control with a top of the range multi-currency, multi-country and multi-language ERP.

5. Adacta : a Leading partner for NAV projects ADACTA d.o.o. Ljubljana Zagreb Beograd Trst München 220 specialists 300 finished projects Turnover 12M EUR in 2009 Microsoft President’s Club Member since 2007 Customers Nexe group d.d. Gavrilović Karlovačka pivovara Diona Puris Krka Auto Zubak Toyota Adria Airways Triglav osiguranje

6. 6 € 80 Corporate 20 20 rooms x € 80 = € 1.600 € 30 T.O. 50 50 rooms x € 30 = € 1.500 Price rooms …which situation do we prefer? Why RM? A big opportunity for hotels Leaving a single product / fixed price approach…. …for embracing a differentiated multi product and flex pricing approach!

7. 7 …why not aiming at this? T.O. € 80 20 10x€100 + 10x€80 + 20x€60 + 10x€50 + 10x€30= € 3.800 price MICE rooms Direct Leisure Corporate € 60 Congress € 100 € 50 € 30 10 40 50 60

8. 8 SCRIGNO: a jewel-box … on the Cloud! Scrigno, the web-based hotel management suite for chains and independent hotels

9. 9 On-line sales channel management Improved sales capacity and customer knowledge Restaurant, Bar & POS, Materials Control and Warehouse Systems Data analysis, Pricing and inventory strategies General Ledger, Management control, finance RFiD Technology: moneyless payments, loyalty programs The components of the Scrigno Suite Property Management Systems, Meeting & Congress, Spa

10. 10 Scrigno key added values: 1)Entirely web-based, modular and scalable 2) Available in: on-premise, hosted or SAAS mode 3)Ability to work offline for main-courante, charges and check-out 4)Unique corporate-wide, CRM-oriented, database 5)Multi-channel distribution capabilities: 2-way integrated B2C, B2B and IDS channel management 6)Centralisation capabilities: single image inventory & central booking, centralised invoicing, centralised deposits, commissions and accounts receivables management 7)Leisure resort-specific features: complex pricing & package management, extensive allotments management, camping-specific PMS, beach management, multi-property RFID payment system (3 different card set-ups for payment typologies: electronic wallet, Gold, Gold with credit limit) Why choosing Scrigno?

11. 11 Capabilities _ Door opening with hybrid system (magnetic strip and RFID) _ Customer recognition for access to restaurants _ Wireless services for orders and payment at tables _ Payment from mobile stands (icecream dispenser) _ Payment by charge card or top-up card KEY FIGURES 5 Caricard appliances 25 integrated workstations with Easymeal 18 Independent POS 6 Wireless PDA equipment Requirements _ Manage purchases at a number of outlets and services within the resort _ Money-less payments _ Electronic wallet management _ Fast transaction speed _ Safety of transactions _ Waterproof support Atahotels Tanka Village: 3000 beds and up to 5000 guests daily Case History : RF-ID electronic wallet technology EasyMeal POS & GP Money RFID 1,500,000 transactions for a total revenue of € 3,700,000 generated in 140 days

12. 12 The philosophy of Scrigno is built upon the strategy around 4 levers of Strategic Marketing, in order to bring to every customer the right product at the right time, at the right price Strategic marketing of Scrigno “PRODUCT”: optimal inventory rooms “PRICE”: rates management intended to maximize revenues “PLACE”: optimise the distribution channels “PROMOTION”: segmentation, marketing, CRM Business Strategy

13. 13 > optimal inventory rooms PRODUCT Managing the inventory of rooms to avoid the stock, the higher cost for a business hotel Managing overbooking atios based on the 3-year long time series of cancellations Enter wash factors on your allotment, monitoring 3-year long time series Strategic marketing of Scrigno

14. 14 > Rates management intended to maximize revenues PRICE Ultra-segment the market rate and achieve the target mix rates / quotas rooms Make sure the revenue strategies are put in place by the booking team Adopt sales restrictions: open/close dates, minimum stay, sales priorities, and room sales targets Strategic marketing of Scrigno

15. 15 > Optimise the sales in the all channels PLACE To manage the intermediates: T.A., T.O., GDS, portals Monitor the availability at the hotel, as well as of all the external channels: IDS, GDS, website, agencies, and if necessary to prevent sales to agencies conducting STOP SALE on a single agency, over a hotel or on the entire location To manage the parity rate and the avaiability on the web portals thanks to a 2-way integrated channel manager Scrigno’s Strategic marketing approach

16. 16 > To promote the product at the right target segment PROMOTION To do the marketing campaigns with the right instruments Segment customers through preferences/ expenditure analysis, Launch email campaigns, Measure results. Promote customers loyalty with an innovative guests welcoming tool facilitating up-sale of extra services Strategic marketing of Scrigno

17. 17 Some key features of Scrigno

18. 18 > From the Booking Mask of an hotel, you can have a look the occupancy of the other hotels of the chain and eventually cross-sell another hotel. Cross selling and multi-hotel availability Centralised multi-hotel booking

19. 19 Monitoring sales on all channels From the availability mask it is possible to control also electronic channels such as IDS and corporate BOL (if Scrigno’s channel manager and B2C modules are activated). For IDS, just with a click it is possible to monitor for each portal: initial stock/residual rooms, published price/rate code, restrictions. Integrated channel management system

20. 20 A multi-hotel availability mask allows to have a look at the availability of a number of hotels or of the whole chain. Multi-hotel availability Central reservation capabilities : single image inventory

21. 21 Allotment: detailed analysis and capability to insert a wash factor or stop sales Once room blocks are re-allocated to direct sales through the wash factor, the availability mask displays to booking clerks only the remaining room blocks (only authorized managers will be able to view original blocks and residual stock). Here it is possible a further intervention on the room block sales: authorized operators can take a “Stop sales” action, that prevents other bookings to be taken and hence other rooms to be picked up from the original stock. Stop sales action can be taken at block /agency level, at hotel level or at destination level. Automatic emails can be sent to accounts. Advanced allotment management

22. 22 Multi-level B.I. report generator Scrigno features a powerful report generator, which represents a multi- dimensional business intelligence reporting tool allowing to dig Scrigno's underlying Oracle database according to multiple variables. The database can be queried according to 3 dimensions: -Actual -Forecast -Booking pace (demand curve analysis through the incremental acquisition of bookings for a future period). Mid-month forecasting reports can combine actual and on the books data in order to present a total month forecast. Datawarehouse reporting

23. 23 Mid-month forecasting reports : example Datawarehouse reporting

24. 24 > While you take a reservation, you can have a look: production generated by the client in the past (possibly in different hotels in the group), preferences, correspondence in and out to the customer (filed into the multi hotel on line repository) CRM and marketing Customer’s Knowledge

25. 25 Integrated Marketing Automation  guest and key account segmentation by multiple variables  Creation of Market campaigns  Automatic emailing to all the selected clients  Automatic registration of the campaign in each guest and key account profile  Automatic mapping of campaign conversion rate CRM and marketing

26. OnlineConcierge, exclusive guest welcome page Innovative and fully integrated fidelisation tool and publishing service, presenting all the events available during the stay, facilitating up-selling of extra services 26 CRM and marketing

27. 27 International Solutions in the key areas of online sales and back office

28. 28 GP Dati e FastBooking: not a simple interface A partnership between 2 leading companies in their market segments, who decided to join efforts for offering to the market a Una partnership tra 2 aziende leader nei rispettivi mercati, che hanno deciso di unire le proprie forze per offrire al mercato una global solution able to integrate: AA world-leading system for hotel online distribution and web marketing AA state of the art ERP for the hotel industry, entirely web-based and on Oracle technologies Thanks to the integration, we can now propose a joint solution spanning from online promotion and web sales, to revenue management to CRM, up to hotel property management system.

29. 29 Scrigno - FastBooking WBE: 2 way interface

30. 30 Microsoft Dynamics NAV – a world-leading ERP More than 80,000 customers More than 3,000 certified partners More than 2,000 add-on solutions More than 46 localized versions officially Sold in over 150 countries 1,5 Million users 30

32. 32 Why choosing GP Dati? GP Dati’s key added values 1.Custom development: GP Dati develops all its software applications in house, and our strenght is the availability to tailor our applications to the requirements of our major clients. 2.Success History: GP Dati has been for 30 years the leader in Italy for PMS and hospitality applications 3.Leisure market specific experience: Solid know-how in the leisure market segment, where GP Dati is the top player in Italy 4.Local Knowledge: 10-year long experience in serving large Croatian chains, such as Losinj Hotels and ArenaTurist 5.Local presence: GP Dati is supported by a strong local partner, Adacta Group, a leading player in the IT industry in the Croatia, Slovenia and Serbia 6.Proximity: GP Dati’s HQ in Venice are just is 2 hours drive away from Croatia and Slovenia

33. 33 Thank you! giuseppe.pellegrini@gpdati.com hisham.razaq@gpdati.com GP Dati Hotel Service Spa Via Paganello, 22/a 30172 Mestre (VE) Tel. +39 041 5330260 Fax +39 041 5330150 www.gpdati.com sales-marketing@gpdati.com