Cendant TDS Day

Understanding Cendant Travel Distribution Services & How GTA Fits Into The Bigger Picture – Sales Focus

23rd September 2005

Objectives

• To give you an overview of Cendant and the TDS businesses

• To give you an overview of the Galileo business

• To explain how we can work together on joint customer propositions

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Travel distribution industry model

Business

TravelersSuppliers

Airlines

Hotels

Car Rental

Vacation Rental

Tours

Rail

Cruises

ConnectivitySystems

GlobalDistribution

Systems

Travel Agencies

Offline

Tour Wholesaler

OnlineDirect Connect

1 Based on research from PhoCusWright, Thomas Weisel and Cendant Estimates

$873 Billion1

Leisure

PROVIDING A

COMPETITIVE

ADVANTAGE

PHASE 4

Innovation

PROVING

CUSTOMER

VALUE

PHASE 3

Delivery

PROVING

CUSTOMER

VALUE

2001 2002 - 2003 2004 - 2005 2006 onward

INTEGRATION

OF THE

BUSINESSES

PHASE 2

Alignment

TDS: A brief history

PHASE 1

Construction

TDS Provides All Pieces of the Jigsaw

Business

TravelersSuppliers

Airlines

Hotels

Car Rental

Vacation Rental

Tours

Rail

Cruises

ConnectivitySystems

GlobalDistribution

Systems

Travel Agencies

Offline

Tour Wholesaler

OnlineDirect Connect

1 Based on research from PhoCusWright, Thomas Weisel and Cendant Estimates

$873 Billion1

Leisure

ConnectivitySystems Travel

Agencies

Offline

Tour Wholesaler

Online

GlobalDistribution

Systems

Deep Dive into the B2B Business

Client Segmentation – Who We Sell To

Online Travel AgenciesTravel Suppliers

Travel Agents (Leisure & Corporate) Government & Industry

B2B Services – What We Sell

Service BrandProduct Name

Global Distribution Service

GALILEO

Wholesale/Tour Operator

gta, WBS, RBS

Merchant Content / Consolidator / Retail

TRAVEL 2 / TRAVEL 4

Hotel Inventory Mgmt, Res & Sales

TRUST INTERNATIONAL

Hotel CRS connectivity & switching

WIZCOM

B2B Services

Service BrandProduct Name

Orbitz Airline Supplier Link

ORBITZ SUPPLIER LINK

Airline/Agency Marketing Intelligence

AGENT FLASH

THOR Offers marketing, distribution and 24 hr emergency services

TRAVEL BOUNDFIT and Group travel to Travel Agencies

Focus on Galileo GDS

How The Global Distribution System Works

Who is Galileo

Part of Cendant Corporation since 2001

UK’s leading GDS with 42% market share

Represented in 107 countries

Operates one of the world’s largest commercial data centres

21 servers in Denver - USA

Handles 175 million requests a day

Galileo Content – What Do We Sell?

Agencies book products in the GDS from the content listed on behalf of vendors

Hotels Car Rental CruisesFlights

Car Ferry CrossingsPackage Holidays Car ParkingRail Tickets

Process – How We Sell To Leisure Agencies

Travel AgentConsumers

Agents Mark Up Brochure

Contract

Galileo

Account

Manager

Travel

agency

revenue

GDS Content

Contract

Travel Agent

Brochure

Financial Assistance

Financial Assistance

Galileo Key Competitors

GDSGlobal New EntrantsCRS

GTA & Galileo – Selling a Future Joint Proposition

What TDS Means For You

Consider What We Had Until Recently

Supply-Driven Distribution

InventorySupply

Distribution

Traveller

Tour Operator/

Wholesaler

Retailer

Consider What We Have Today – Galileo & GTA

Demand-Driven Distribution

Tour Operator/Wholesaler

Singles

Couples

Families

Retailer/Packager

Supplier/Retailer/Packager

Travel Club/Credit Card/

Timeshare, etc

Traveller

Business Travellers

Adventure Travellers

Older Travellers

GTA & Galileo – Selling a Future Joint Proposition

Over 20,000 directly contracted hotel and

self-catering properties in more than 3,000

destinations

Over 1,000,000 land services including, car transfers and

regular sightseeing

The complete package

43,000 travel agency locations

480 airlines

26 rental car companies

60,000 hotel properties

430 tour operators

A Preview Of The Future

How do we work together moving forward?

1.

Customer Approach:How should a GTA

salesperson bring Galileo into customer discussion?

• Take 45 minutes discussing the following 4 categories in your group

Record your thoughts on the handout given

Present back to the larger group

3.

Lead Passing:At which point and in what way do I involve a Galileo salesperson?

2.

Value Proposition:How does an integrated Galileo/GTA purchase benefit the customer?

4.

Product Opportunities:What quick-win opportunities

exist to integrate

GTA/Galileo products?

What next?

Q3 05 Q4 05 Q1 06 Q2 06

Sales Planning and Development (SPD) will support the GTA integration and field adoption in the following ways:

• Development of the Galileo/GTA commercial offering• Implementation of Siebel at GTA• Consolidation of reports and design of an integrated business metrics strategy• Development and communication of value proposition• Development of a sales toolkit to support integrated sales (from pre-sale through close)

• Conduct internalneeds analysis; interview key stakeholders

• Conduct market analysis (integrate customer data) to understand where opportunities lie• Begin Siebel implementation

• Deliver commercial offering (end Sept)

• Release value propositions pairedto customer types/tiers (November)

• Release initial version of toolkit (end Dec)

• Release draft of metrics strategy and sample reports

• Release revised toolkit

• Release final report pack and metrics

• Release revised commercial offering (as needed)

• Complete Siebel implementation

OPERATE and SELL!