1. Region 5 Co-Op Marketing Presentation REGION 5 2003 MARKETING PRESENTATION Presented May 2003 Choice Convention Orlando, FL

2. Region 5 Co-Op Marketing Presentation What is …………..  IOCInternational Operators Council  RABRegional Advisory Board  RAB 5The Regional Advisory Board consisting of Delaware, Maryland, New Jersey and Pennsylvania

3. Region 5 Co-Op Marketing Presentation What is a Co-Op  Everyone putting their marketing dollars into a central fund to be used to promote the entire region.  Members receive $202,592 worth of advertising for a mere $600 investment.

4. Region 5 Co-Op Marketing Presentation The Marketing Committee  The Marketing Committee is a group that meets monthly to track current campaigns and develop new campaigns. A cross section of brands and states are represented on the committee. All campaigns are approved by the RAB Board.

5. Region 5 Co-Op Marketing Presentation 2003 Marketing Committee  Tara Ditt BetzPA  Monica A. WorrellMD  Karen MansfieldPA  Tom MurrayPA  Ed PeriaraNJ  Rebecca SingleyNJ  Mary MishlerNJ  Renee SeidenNJ  Lynn FillibenDE  Paul RadaDE  Chris GuerreroDE

6. Region 5 Co-Op Marketing Presentation Mission Statement  To create and execute advertising campaigns that will drive business into our member hotels NOW focusing on shoulder seasons when National campaigns are not in place.

7. Region 5 Co-Op Marketing Presentation 2002 In Review

8. Region 5 Co-Op Marketing Presentation $162,430 Marketing Dollars Spent

9. Region 5 Co-Op Marketing Presentation Generated 1,261 Calls to our Regional 800 Number

10. Region 5 Co-Op Marketing Presentation Generated 16,016 Reader Responses – Travelers Requesting More Information on our Area

11. Region 5 Co-Op Marketing Presentation Booked 26,937 Room Nights Generating $2,321,914 in Room Revenue Figures are Net Figures

12. Region 5 Co-Op Marketing Presentation Client File Names vs. SRP Codes  2002 client files names were used in ads to track the production  Found this to be very difficult to pull results and not accurate  In 2003, going back to SRP’s for campaigns whenever possible  Courtesy loads will be done for you and you control your offer

13. Region 5 Co-Op Marketing Presentation 2003 Marketing Goals  Based on the changing economic times we will continue to keep our plans fluid and flexible  Will repeat proven successes, while targeting markets that would put business in our hotels TODAY  Participate in campaigns that will benefit the entire region  Remain in campaign at all times

14. Region 5 Co-Op Marketing Presentation 2003 Marketing Plan

15. Region 5 Co-Op Marketing Presentation 2004 State Travel Guides  Doing eight branded ads for State Visitor Guides  Pennsylvania - full page with premium placement  Maryland - full page inside front cover  New Jersey - full page back outside cover  Will use the Thanks for Traveling message  Off year for Delaware – published in odd number years only

16. Region 5 Co-Op Marketing Presentation 2003 Spring and Fall Getaways  Spring published in April and Fall in September  Ad size is 3/5 page  Ad is full color and does not list participating properties due to space limitations

17. Region 5 Co-Op Marketing Presentation 2003 Spring Getaways

18. Region 5 Co-Op Marketing Presentation E-Commerce  Purchased Banner Advertising on Orbitz during February, March and April  Will be doing another campaign in the Fall for travel during the Holidays

19. Region 5 Co-Op Marketing Presentation Spring Orbitz Campaign  Produced 1,897 room nights and $135,418 in net room revenue for region

20. Region 5 Co-Op Marketing Presentation CHOICE ON THE ROAD  Planning Sales Mission to a feeder city for October 2003. Focus will be on tour operators and travel agents, meeting planners, B and C accounts and AAA Offices  Feeder City will be chosen based on an area that supplies region with room nights however media exposure may be out of our budget limits

21. Region 5 Co-Op Marketing Presentation United Racing Club  Official Hotel Sponsor for 2003 with exclusivity  Receive exposure at all of their events, listed on their website as the Official Hotel Sponsor, mentioned in all press releases that are sent out  Over 30 events in our Region  Check out www.urcsprints.com

22. Region 5 Co-Op Marketing Presentation Government and Military Trade Shows  Exhibited at Travel Leisure Trade Shows McGuire Air Force Base Fort Momouth Naval Air Station Lakehurst Naval Weapons Station Earle  Total attendance for all shows was approximately 775 people  Distributed over 11 cases of Choice Directories

23. Region 5 Co-Op Marketing Presentation Eastern Sports and Outdoor Show  Largest show of its kind in the United States held in Harrisburg, PA  18 Volunteers staffed our booth at the nine- day show in February  Handed our over 50 cases of Choice Directories

24. Region 5 Co-Op Marketing Presentation Association Marketing  Sponsoring events for MPI Pittsburgh Chapter and Philadelphia Chapter  Monthly Meeting Sponsor on Wedneday, October 15, 2003 – Downtown Club, Philadelphia, PA  Exposure through their event and in membership directories, newsletters and MPI Internet sites  Ability to do follow-up mailings  Business cards that are received are sent out to all Co-Op Members

25. Region 5 Co-Op Marketing Presentation AAA World Magazine  Remnant Space advertising  Done last minute – receive ad space at deep discounts  Looking to do again in the Fall if space is available  Distributed it all AAA Member’s homes in Virginia the end of April

26. Region 5 Co-Op Marketing Presentation AAA World Magazine

27. Region 5 Co-Op Marketing Presentation State Rack Cards  Told at Fall Regionals that we would be printing for each state  Marketing Committee decided not best use of the funds available  Moving this money into E-Commerce

28. Region 5 Co-Op Marketing Presentation Collegiate Directory  Placing all member hotels in directory  Listed under colleges and universities that are close to you  Use what is listed in choicelink  If done by individual property $95. Co-op hotels receive listing for $20.  Will be printed in July for 2004

29. Region 5 Co-Op Marketing Presentation 2003 Marketing Dollars Marketing Dollars from Members $ 76,800 Allocation from Choice $124,204 Miscellaneous Revenue $1,588 TOTAL MARKETING DOLLARS $202,592

30. Region 5 Co-Op Marketing Presentation 2003 Co-Op Partners

31. Region 5 Co-Op Marketing Presentation Delaware Participants DE005 DE015 DE017 DE021 DE027 DE402 DE403 DE404 73% State Participation

32. Region 5 Co-Op Marketing Presentation Maryland Participants MD021 MD022 MD034 MD040 MD047 MD051 MD052 MD055 MD058 MD064 MD097 MD098 MD125 MD126 MD128 MD133 MD142 MD154 MD171 MD402 MD410 MD413 MD414 MD609 MD610 MD611 MD617 MD621 MD628 56% State Participation

33. Region 5 Co-Op Marketing Presentation New Jersey Participants NJ029 NJ030 NJ036 NJ038 NJ044 NJ050 NJ082 NJ093 NJ101 NJ110 NJ113 NJ114 NJ123 NJ129 NJ138 NJ151 NJ153 NJ159 NJ162 NJ403 NJ600 NJ715 NJ718 NJ722 75% State Participation

34. Region 5 Co-Op Marketing Presentation Pennsylvania Participants PA001 PA003 PA010 PA029 PA030 PA035 PA040 PA041 PA055 PA058 PA068 PA086 PA092 PA094 PA100 PA107 PA110 PA113 PA114 PA117 PA120 PA139 PA140 PA149 PA164 PA180 PA183 PA199 PA209 PA217 PA218 PA222 PA232 PA238 PA242 PA254 PA255 PA257 PA261 PA266 PA268 PA276 PA279 PA292 PA294 PA302 PA303 PA315 PA321 PA327 PA335 PA339 PA400 PA404 PA405 PA409 PA412 PA421 PA429 PA436 PA437 PA439 PA442 PA448 PA450 PA455 PA 461 - 60% State Participation

35. Region 5 Co-Op Marketing Presentation How are our Programs and Results Measured?  An SRP is assigned to each campaign or LPCT is used  Admin message is sent out informing you of the srp and what it is for  Courtesy loaded at 10% for all room types  Property receives notification from Res Data that you are loaded  You can then change your offer from 10-30% off and delete any specialty room types  Set up corresponding link in Profit Manager

36. Region 5 Co-Op Marketing Presentation 2003 FIRST QUARTER RESULTS 2,330 Room Nights $172,657 in Room Revenue to Member Properties

37. Region 5 Co-Op Marketing Presentation Current SRP’s You Should Have Loaded  LPCT  LORBZ  LMAP  LURC  LGWAYS  LAAAVA

38. Region 5 Co-Op Marketing Presentation Past SRP’s We recommend that you have loaded as we are still seeing results from them  LSTAPA  LWINGS  LVISIT

39. Region 5 Co-Op Marketing Presentation How Do I Track My Results  Look on your Source of Business Report located on Choicecentral.com

40. Region 5 Co-Op Marketing Presentation How Do I Get Involved  Pay your Marketing Dollars in the amount of $600 to be included in all programs  Share your ideas with us  Give us Gift Certificates to use at events we sponsor  You must have your Marketing Dollars paid for at the start of a campaign to be included in that campaign

41. Region 5 Co-Op Marketing Presentation Who Do I Contact? Your FSD, any Region 5 Board Member or Tara Ditt Betz Corporate Director of Sales and Marketing Glendale Management Company (717) 249 – 8121 x 204 taradittbetz@planetcable.net

42. Region 5 Co-Op Marketing Presentation Are you Part of the Regional Effort? If not, its not to late! Contact your FSD or the Marketing Committee Chair immediately so you don’t miss out on further opportunities!

43. Region 5 Co-Op Marketing Presentation YOU HAVE TO PAY TO PLAY! Questions and Answers