Customer Segmentation

Asia Total & Singapore

MarketDemand 360

Maria Taylor

The following data comes from TravelClick Demand 360 platform

FOUNDING PARTNERS

15,000 HOTELS

BRANDS

6,000+ HOTELS

INDEPENDENTS + SMALL GROUPS

200+ HOTELS

We continue to grow our partners, from our initial participants to brands and

independent properties, today we offer 20,000+ hotels in 145 countries

2017 Q1 vs 2016 Q4

ASIA Channel Mix

Web

11%

CRO

7%

Direct

63%

GDS

9%

OTA

10%

Q1 2017

Q4 2016

2017 Q1 & 2016 Q4

ASIA Customer Segmentation

Discoun

t

25%

Group

23%

Negotiat

ed

35%

Qualifi

ed

1% Retail

10%

Wholes

ale

6%

Source: TravelClick Demand360. As of March 22, 2017

Q1 2017

Q4 2016

Deeper Dive

Singapore Market

Q1 2017

Channels

Singapore OTA Channel

Segments by Web Channels

OTA Singapore Brand Web Singapore

GDS - Current & Next 3 Months Pacing Singapore

0

100,000

200,000

300,000

400,000

500,000

Jan 2

01

5

Feb

201

5

Ma

r 201

5

Apr

20

15

Ma

y 2

01

5

Jun 2

01

5

Jul 201

5

Aug 2

015

Sep 2

015

Oct 20

15

No

v 2

015

De

c 2

015

Jan 2

01

6

Feb

201

6

Ma

r 201

6

Apr

20

16

Ma

y 2

01

6

Jun 2

01

6

Jul 201

6

Aug 2

016

Sep 2

016

Oct 20

16

No

v 2

016

De

c 2

016

Jan 2

01

7

Feb

201

7

Ma

r 201

7

Apr

20

17

Ma

y 2

01

7

Jun 2

01

7

Ro

om

Nig

hts

Transient

Group Blocks

Singapore Performance ReviewRoom Nights Committed

Report As-Of Date

Q1 2015 –

Q2 2017

Singapore Channel Performance% of Transient Room Nights

0%

10%

20%

30%

40%

50%

60%

Jan

2015

Feb

2015

Mar

2015

Ap

r 2015

May 2

015

Jun

2015

Jul 2015

Au

g 2

015

Sep

2015

Oct

2015

No

v 2

015

Dec 2

015

Jan

2016

Feb

2016

Mar

2016

Ap

r 2016

May 2

016

Jun

2016

Jul 2016

Au

g 2

016

Sep

2016

Oct

2016

No

v 2

016

Dec 2

016

Brand.com

CRS

Direct

GDS

OTA

*Trendlines are

based on an

eight-month

moving average

Q1 2015 –

Q4 2016

Singapore Channel Performance% of Transient Room Nights – Online Channels

0%

10%

20%

30%

40%

50%

60%

70%

Jan

2015

Feb

2015

Mar

2015

Ap

r 2015

May 2

015

Jun

2015

Jul 2015

Au

g 2

015

Sep

2015

Oct

2015

No

v 2

015

Dec 2

015

Jan

2016

Feb

2016

Mar

2016

Ap

r 2016

May 2

016

Jun

2016

Jul 2016

Au

g 2

016

Sep

2016

Oct

2016

No

v 2

016

Dec 2

016

Brand.com

OTA

Q1 2015 –

Q4 2016

*Trendlines are

based on an

eight-month

moving average

Customer Segment Performance

2017 Q1 and Q2 Outlook*

Source: TravelClick Demand360. Top 25 North America markets worldwide from data participants.

Singapore

2016

Q4

vs

2015

Q4

2017 Q1

Outlook*

2017 Q2

Outlook*

OCC OCC OCC

Group -7.6% 0.9% -5.8%

Transient 0.8% 1.8% 5.6%

Retail -1.9% 0.1% -0.6%

Negotiated 0.2% 2.2% -15.8%

Discount 1.2% -1.9% 12.9%

Qualified -0.3% -9.1% 3.2%

Wholesale 2.0% 10.5% 18.1%*Outlook based on reservations currently on the books as of March 22, 2017.