OTAs of the futurein the Middle East

Albert Dias, Co-founderAlbert Dias, Co-founder

Who are we

> Founded in 2005

> Present in UAE/India on OTA, B2B and Retail

> Lean team of 300 across 11 locations

> 1.5mn+ OTA/Retail and9,000+ B2B customers

> 1.5mn+ OTA/Retail and9,000+ B2B customers

Startup OTA

OT

> Untapped market

> High card penetration

OTA OT

OT

ME vsEurope

> Unique customer needs

> 9% online in ME, of which OTAs were <2% Offline

Europe2008

which OTAs were <2%Offline

* Hermes

Early adoptionOTA

OT

> Maturing market

> Increasing trust

OTA

OTME vsEurope

> Mobile revolution

> 20% online in ME, of which OTAs were 9% Offline

Europe2013

which OTAs were 9%Offline

* eMarketer, PhoCusWright

Tipping point OTA

> Accelerating growth

> Personalized, localized and instant services

OTA OT

ME vsEuropeand instant services

> 35% online in ME, of which OTAs will be 15%

> $15bn OTA market

OT

Offline

Europe2018

> $15bn OTA marketOffline

* CAGR, PhoCusWright

expectationsChanging behavior and

Data-driven wants

> Here and now

> Personalization

> Intelligence

> Control

> Social feedback> Social feedback

Coming of age

* The Washington Post

Mobile conversion levels up 5x in 2Y

13Q4 14Q1 14Q2 14Q3 14Q4 15Q1 15Q2 15Q3

Base 1.6x 2.0x2.8x 3.0x

4.3x 4.5x5.3x

13Q4 14Q1 14Q2 14Q3 14Q4 15Q1 15Q2 15Q3

* Musafir UAE OTA

Blurring lines

> Growing demand for data insights in leisure

> Increasing self-service > Increasing self-service in business travel

> Corporate CC adoption in infancy, but growingin infancy, but growing

Rise of holiday explorers

> Appeal of novelty

> Price advantage

*

Adventurer

> Perfect for short breaks

> Growing shift from packaged to tailored

Explorer

Status-seeker

Traditionalpackaged to tailored

Traditional

Falling barriers

> Growth of NBFCs and wallets to fix CC woes

> More m-wallet users than CCs in Indiathan CCs in India

> Still in its infancy in ME

> Closed, semi-closed, open and pass-through

> Closed, semi-closed, open and pass-through

* RBI

evolvingHow are we

Mobile first strategy

Personalized

> Predictive shopping and > Predictive shopping and inspirational shopping

> Flexibility to mix/match complete itinerariescomplete itineraries

> Customize ancillaries with Sabre Air Extras

> Express checkout with > Express checkout with your own wallet

Big data

> 90,000 searches/hour previously wasted

> Sub-second search and price intelligence like price intelligence like Sabre Low Fare History

> Insights from your Carbon footprint to Carbon footprint to auto-optimized search

More control

> Any device, anywhere

> Increased automation and self-service

> Cancel/change online with Sabre Air Exchange

> Refunds to your CC or your wallet

> Refunds to your CC or your wallet

Social feedback

> Know which flights, holidays, seats and more are popularmore are popular

> Rate anything and everything