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Welcome to the 2011 AirPlus Annual Press Conference

Welcome to the 2011 AirPlus Annual Press Conference. Patrick W. Diemer, Chairman of the Executive Board Lian Wolfs, Director AirPlus International BeNeLux. Schiphol, April 5 th 2011. Increased travel under growing cost pressure – travel managers are gearing up to negotiate pricing.

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Welcome to the 2011 AirPlus Annual Press Conference

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  1. Welcome to the 2011 AirPlus Annual Press Conference • Patrick W. Diemer, Chairman of the Executive Board Lian Wolfs, Director AirPlus International BeNeLux Schiphol, April 5th 2011

  2. Increased travel under growing cost pressure – travel managers are gearing up to negotiate pricing 2011 AirPlus Annual Press Talks 2011 AirPlus Annual Press Talks

  3. The 2010 AirPlus Global Review • An Outstanding Year • More Mobility – Increasing Cost Pressure • Trends in Travel Management • 10 Years of savings on corporate travel costs, Outlook for 2011 • In Focus: AirPlus The Netherlands • The Key to Successful Cost Management 4. Negotiating with Travel Service Providers 2011 AirPlus Annual Press Talks

  4. AirPlus Overview AirPlus is a leading international provider of solutions for daily business-travel management. • Number 1 in Germany, Austria and Switzerland, Number 2 in Europe, Number 3 worldwide • Products and solutions in 59 countries on five continents • 896 staff members • More than 125 million transactions per year • Registered financial-services provider • Shareholders: Deutsche Lufthansa AG and Bayerische Landesbank • Member of MasterCard, VISA, UATP and DinersClub (Austria, Spain) • Headquartered in Neu-Isenburg, GermanyBeNeLux headquarters at Schiphol 2011 AirPlus Annual Press Talks

  5. Cost transparency with supplementary data • Analysis in the Management Information System • Optimal control andbasis for negotiation AirPlus empowers companies to monitor, manage and reduce their travel costs MIS for Travel Management 2011 AirPlus Annual Press Talks

  6. 2010: the economic upswing stimulates mobility worldwide • Settlement turnover was 21billion € (+23%*) • BTM volume up globally 22 %, NL up 50 % • Increase in business travel turnover due to: • the acquisition of more than 2000 new customers resulting in more than 35,000 customers worldwide • a 12% rise in flight volumes • existing customers booking 5% more trips • Prices for train tickets, hotels and rental cars also escalated * AirPlus Austria consolidated as of 2010 2011 AirPlus Annual Press Talks

  7. Record highs for settlement turnover, profit and loss proceeds and results 2011 AirPlus Annual Press Talks

  8. AirPlus is Back on the Growth Track AirPlus issuing volume in billion € • Issuing volume = • Company Account • Corporate Card • Road Account • billinx 2011 AirPlus Annual Press Talks

  9. 2010 Milestones • Successful business in China: turnover increased by 84 m € to 108 m € for the Air China AirPlus Company Account, the first central solution in China for settling business travel expenses • Very positive development of turnover in AirPlus’ European core markets also • AirPlus Corporate Cards: successful reduction of credit card abuse thanks to the development and use of state-of-the-art security technologies(Card Control, Chip, PIN@PoS, Fraud Prevention System) • Five innovations for products, data quality and service 2011 AirPlus Annual Press Talks

  10. The 2010 AirPlus Global Review • An Outstanding Year • More Mobility – Increasing Cost Pressure • Trends in Travel Management • Focus On: The Netherlands • The Key to Successful Cost Management 4. Negotiating with Travel Service Providers • 10 Years of savings on corporate travel costs, Outlook for 2011 2011 AirPlus Annual Press Talks

  11. The AirPlus Database More than 125 million bookings for business travel per year including flights, train tickets, rental cars and hotel accommodations. 2011 AirPlus Annual Press Talks

  12. Development in business travel: prices increase with the growing number of travel bookings Source: AirPlus Customers Global 2009/2011 Prices and business travel bookings increase analogously from Q2 / 2010 on 2011 AirPlus Annual Press Talks

  13. Prices for Flight Tickets are Going Back up Source: AirPlus Customers Global 2008/2011 Average flight ticket price 2011 AirPlus Annual Press Talks

  14. Service Classes: Savings Policies Were Eased in 2010 Source: AirPlus Customers Global 2001/2010 Allocation of service classes 2011 AirPlus Annual Press Talks

  15. Back to Business: Corporate Staff Travels Again Example: global customers’ travel behavior • Customers in 31 countries use the AirPlus solution • Progression in the number of business trips: 2010 total: +32%start in 2011: +18% • Progression in travel expenses:2010 total: +28% start in 2011: +33% • Progression in service classes:2009: Eco 88%, Business 11%2010: Eco 87%, Business 12%2011: Eco 85%, Business 14% 2011 AirPlus Annual Press Talks

  16. 2011: Another Record Year Expected • In the first quarter of 2011, the number of business trips rose significantly –up by 9% worldwide • The need for global tools for effective cost management remains strong: 77% of travel managers worldwide will continue to press for savings despite the economic upswing • AirPluswill remain on the growth track and will continue winning new customers and market shares • Goals: tap further core markets, extend acceptance to include more merchants, extend global offerings for large customers, enhance product and service quality 2011 AirPlus Annual Press Talks

  17. The AirPlus Solution – Outlook for 2011 • Tap the MICE markets in all of AirPlus’ European core markets • Improve the portfolio ofinternational AirPlus Corporate Cards • Generation 3 • Bring international Corporate Card offering to next level • Extend card acceptance to include more car rental and railway companies, e.g., the Avis Global Contract • Offer reports for negotiations in the AirPlus Information Manager • Increase activities in APAC: Australia will become new AirPlus core market 2011 AirPlus Annual Press Talks

  18. The 2010 AirPlus Global Review • An Outstanding Year • More Mobility – Increasing Cost Pressure • Trends in Travel Management • 10 Years of savings on corporate travel costs, Outlook for 2011 • In Focus: AirPlus The Netherlands • The Key to Successful Cost Management 4. Negotiating with Travel Service Providers 2011 AirPlus Annual Press Talks

  19. June 1st 2001 – June 1st 2011 10 year in The Netherlands

  20. AirPlus in the Netherlands: 10 Years successfully delivering savings to customers! 2011 AirPlus Annual Press Talks

  21. AirPlus in the Netherlands: 10 Years successfully delivering savings to customers! • 2010 Purchased volume 15% above plan and +50% above previous year • Investment in addition team members and new positions to facilitate further successful growth (Business Development, Marketing Communication, Customer Service, SME Management, Sales Support) • From 5 employees in 2006 to over 20 today • Number of accounts: 1000+ • AirPlus E-Academy Webinar Program 2011 AirPlus Annual Press Talks

  22. Dutch Companies‘ Flight Spendings 2010/2011 Source: AirPlus Customers Netherlands 2011 against previous year 2010 2011 2011 AirPlus Annual Press Talks

  23. Prices for Flight Tickets Are Going Back up Source: AirPlus Customers Netherlands 2008/2011 Average flight ticket price 2011 AirPlus Annual Press Talks

  24. Service Classes: Business Class Comeback after the Recession Source: AirPlus Customers Netherlands 2009/2011 *January 2011 2011 AirPlus Annual Press Talks

  25. Outlook 2011 - MICE! AirPlus in the Netherlands first market to launch MICE product outside of Germany • Meeting Management and MICE is a widely-recognized concept in the Netherlands • MICE volumes getting more in focus within companies • Corporates have difficulties estimating MICE expenses • Billing process mostly by traditional paper invoicing • Partnerships with TMCs, intermediairs, event planners, booking platforms and hotels 2011 AirPlus Annual Press Talks

  26. Outlook 2011 - MICE! New: First partnership in place for meeting management with Meetingselect • Meetingselect offer corporations reservation and consultancy services for the booking and purchasing of hotels and meeting facilities. • AirPlus solution fully integrated into Meetingselect booking tool • Central billing including DBIs e.g. cost centre, project number • Event related data e.g. event name, event type, event data, room nights, # participants 2011 AirPlus Annual Press Talks

  27. The 2010 AirPlus Global Review • An Outstanding Year • More Mobility – Increasing Cost Pressure • Trends in Travel Management • 10 Years of savings on corporate travel costs, Outlook for 2011 • In Focus: AirPlus The Netherlands • The Key to Successful Cost Management 4. Negotiating with Travel Service Providers 2011 AirPlus Annual Press Talks

  28. Key Issue in 2011: Negotiating with Travel Service Providers • The AirPlus solution delivers extraordinary data quality • The AirPlus Information Manager is the analysis tool for successful price negotiations • AirPlus knows the needs when it comes to price negotiations – both of companies and of travel service providers • AirPlus supports corporate customers with their price negotiations 2011 AirPlus Annual Press Talks

  29. Key Issue Cost Management – as Important as Ever • Travel managers will continue to implement measures for cost reduction • Mobility is increasing despite higher prices • In 2010, cost reduction was more important than in 2009 • More mobility despite cuts in travel budgets Source: AirPlus International Travel Management Study 2010 2011 AirPlus Annual Press Talks

  30. Most Travel Managers Negotiate Corporate Rates ... • Quelle: AirPlus Travel Management Study 2010. 2011 AirPlus Annual Press Talks

  31. ... but Obtain very Diverse Savings What percentage did your company save through negotiating with travel service providers last year? 5 to 50 % • Quelle: AirPlus Travel Management Study 2010. • . 5 to 40 % 3 to 35 % 2 to 40 % 2 to 40 % Total 100% 2011 AirPlus Annual Press Talks

  32. Negotiate Special Corporate Rates Successfully – with the Good Information • A complete and clearly structured overview of their companies’ business travel expenses • Clear identification of all providers • Figures to prioritize negotiation partners • Automated reports for fast and easy control of ongoing negotiations with service providers • A transparent overview of travel services supplied by specific providers to compare them by means of clear figures • What information do travel managers need for successful negotiations? 2011 AirPlus Annual Press Talks

  33. Example: Hotels – Prerequisites for Successful Price Negotiations • better control of hotel expenses • a reliable information base to decide which hotels or hotel chains are worth negotiating with • to negotiate better hotel prices • What companies need: What hotels demand from companies: • a reliable information base to plan their room occupancy – “Room Nights” are therefore the the optimal solution 2011 AirPlus Annual Press Talks

  34. Step 1: Overview of Hotel Volumes by Country and City • Expenses by country and city • Top hotels and hotel chains • Further options: e.g., top hotels in a specific country or city • AirPlus Dashboard Hotel The travel manager decides to concentrate on the sales country Germany to identify top hotels and hotel chains. 2011 AirPlus Annual Press Talks

  35. Step 2: Analysis of the Development of Hotel volumes in a Specific Country ... • Overview of the hotel volume in a specific country • Its development over two time periods • Starting point for negotiations within a specific country • Options: • Hotel chain or individual hotel • Negotiate hotel deals in a specific city • AirPlus ‘One click’ Report: Hotels by Country The better part of hotel volume is apportionated to Germany. Choice of cities, hotel chains or individual hotels 2011 AirPlus Annual Press Talks

  36. AirPlus Offers Encompassing Data for Negotiations The AirPlus Information Manager offers excellent analysis tools when negotiating pricing with travel service providers, including • Hotel Report “Top Hotels” • Travel Agency Report “TMC fees” • Flight Report “Top airlines/ Top routes” • Flight Report “Booking class” • Flight Report “Cost per mile” • ... and many more • Top reports in the AirPlus Information Manager – the key to successful negotiations 2011 AirPlus Annual Press Talks

  37. AirPlus Lab: Customised Analyzes of the Business Travel Processes of Companies • Offer for customers, prospects and cooperation partners • On basis of the AirPlus Information Manager, AirPlus experts analyse the expense structure and payment processes within the visitor´s company • This offer goes with the initiative for successful price negotiations 2011 AirPlus Annual Press Talks

  38. WHAT TRAVEL PAYMENT IS ALL ABOUT. Thank you for your attention!We are happy to answer your questions. 2011 AirPlus Annual Press Talks

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