CHINA MARKET BRIEFING

CHINESE VISITATION TO ARIZONA

25000 31000

36705

52105

63911

76884 81400 78300

0100002000030000400005000060000700008000090000

2011 2012 2013 2014 2015 2016 2017 2018

Visitation numbers*China

What we are now selling….. • Iconic views • Clean & Fresh Air • Western Style and Cowboy culture along Route 66/Road Trip • Warm Seasonal Weather • Less Crowdedness • More safety • Shopping • In-depth travel experience • Soft outdoor adventures What we can add on….. • Luxury experiences • Family travel

Arizona’s advantages

Iconic Images Exposures - It’s popular to use the iconic views of Arizona’s attractions to attract travelers to buy when tour operators are

designing a product e-flyer of a packaged tour

New Initiatives in F20 Travel Trade • Focus on family/road trip-looking for Co-operation with Zuzuche.com • Develop online webinar training with key travel trade partners • Promote luxury elements in Arizona by attending ILTM Shanghai PR & Communications • Crossover Campaign - 3rd part brand co-op, such as KEEP-a popular APPs with fitness guidelines and

offline fitness center • Video Broadcast Production Fam Group • KOL Marketing Co-op

FY19-AOT China A) Marketing Co-operations with OTAs 1) Tuniu.com KOL Trip and New Product Development - Invite one KOL to Arizona and record the attractions, restaurants

and activities through videos and photos. The promotional channel is KOL’s Weibo and WeChat platform.

- Tuniu produced the landing page to display it on Tuniu Outbound Tour Page/FIT Tour Page/Theme Page on APP and PC sites at a promotional period. http://www.tuniu.com/szt/arizona/

- Tuniu designed two new products for FIT package and Group tour based on KOL’s trip itinerary.

FY19-AOT China •Marketing Co-operations with OTAs 2) Ctrip Online Flagship Store Updates and New Co-ops - Update the new frame of the flagship store with more destination information - New Co-ops for the E-banners on website and APP-push will be coming soon to promote Arizona for National Day Holiday(Oct 1-7,2019)

•Continued to work with wholesalers/tour operators for new product development - AITS-In-depth National Pack series groups -Attended AITS Road Show in Suzhou, Hefei,Wenzhou to promote new products covers three national parks and major cities in Arizona.

FY19-AOT China B) Trade Shows/In-house Trainings Attend the U.S. based trade shows to update more information in

Arizona 1. Active America China_ March 25-29,2019 - Met total 22 travel agents through scheduled appointments, and there are wholesalers and local receptive tour operators attending the event 2. IPW Anaheim _June 3-5,2019 - Total 24 appointments were made in three days event

Work with BrandUSA China to train the Chinese tour operators

in China 1. Brand USA Shanghai In-house Training _April 22-26,2019 - Over 190 attendees from more than 70 companies from Shanghai/Nanjing attend the

trainings. They are from Sales/product/operation departments who are selling U.S. as the major products

2. Brand USA Beijing In-house Training _May 21-28,2019 - Over185 attendees from sales/product/operation departments who are selling U.S. as the major products joined the training.

C) Travel Trade/Media China Sales Mission_2019 -The China mission was hold in Shanghai, Guangzhou & Beijing for one week at December3-7,2019 -During the whole week, Luncheon, one-on-one meeting, trade and media dinner & key travel agencies’ office visit were arranged. Over 100 travel trade/media partners met in this week. -AOT China also arranged separated meetings with key Travel trade partners to discuss the potential marketing co-operations, such as Zuzuche.com

FY19-AOT China-Cont’d

2) Travel Trade/Media China Sales Mission 2019 - media meeting panels in Shanghai for continuous coverage opportunity

FY19-AOT China-Cont’d

China Sales Mission 2019 Media Meeting

FY19AOT China-Cont’d

• Media Publicity: AD Value US$ million • Number of Impressions: million

FY19-AOT China-Cont’d

D) Travel Trade/Media FAM Groups -Brand USA Mega FAM in October 27-November 2,2018/total 8 travel trade partners from Eastern China attended the trip. -Post-IPW FAM_ Travel Trade and Media FAM _ June 6-12,2019/total 5 travel trade and 2 media partners attended the trip.

FY19-AOT China-Cont’d • Individual Media Visit - Grand Canyon Rim to Rim Backpacking Trip - October 2018 • Media Publicity: AD Value US$ • Number of Impressions: million

FY19-AOT China-Cont’d • Individual Media Visit - American Indian History & Culture Media Tour - February 2019 • Media Publicity: AD Value US$ • Number of Impressions: million

FY19-AOT China-Cont’d • Media Fam Group co-op with Photographer KOL (as of July 13, 2019) • Media Publicity: AD Value US$ • Number of Impressions: million

FY19-AOT China-Cont’d • Off-line Media Publicity: AD Value US$ million • Number of Impressions: million

FY19-AOT China-Cont’d

FY19-AOT China-Cont’d

FY19-AOT China-Cont’d • On-line Media Publicity: AD Value US$ million • Number of Impressions: million

FY19-AOT China-Cont’d

FY19 - Arizona Award • <Travelling Scope> Magazine awards Arizona to "The Best Destination Award 2018"

<Travelling Scope> is a multi-media publication owned by Shanghai Century Media Group, founded in 1980, and also the first travelling magazine in China. It has been an influential travel media brand, in terms of monthly print magazine with 320,000 copies per issue, website, APP, Microblog, WeChat and series off-line activities.

THANK YOU! Shanghai Office Tina Yao, General Manager E-mail:tyao@aviareps.com Jonathan Jiang, Travel Trade Marketing Manager E-mail:jjiang@aviareps.com Jane Dong, Public Relations Director E-mail: jdong@aviareps.com

Beijing Office_New! Stephanie Xu, Travel Trade Marketing Manager E-mail: sxu@aviareps.com Violet Song, Public Relations Manager E-mail: vsong@aviareps.com