Welcome to Jaz Hotels &

Resorts

Sales Department

Sameh SamirSenior graphicDesg.

Reem MakramGroup Director of sales & Marketing

Sara AminHadir Hamdy

Christine FawzyExecutive Secretary

Khaled Khozamy Asst. DOS&M Seastar. Naama .

Lido Paradise

Mohamed HekailAsst. DOS

JLV . Borg El Arab

John Adel Sales Exec.

Nagla Madi Deputy

GDOS&M & Contracting

Dept.

Dina RedaMarian Magdi

Nancy GeorggyCorporate DIR.

Of MRKT

Hany El Hady Asst. DOS&M

RMF

Ashraf HalawaDOS&M SSH &

Dahab

Ahmed FouadDOS&M Mirabel

Mohamed BohyDOS&M LXR &

Oasis

Samer RoushdyDOS&M HGR. &

Makadi Mouchira Helmy

DIR of Yield & Rev.

Ahmed A. Seod Asst. DOS&M

HRG

Ahmed A. ZeidAsst. DOS

Corp. Tawfik Omar

S. Sale MGR

Corp.+ Almaza

Alice Bakhoum

Senior Sales MGR.

Milania Salib

E- comSup.

Moh.RashedAsst. CR

MGR

-Inas Sharab-Rania Ammar

-Hany Gerges-Nehad

Adel

Nermine

George-Hany Maher

AbdallahIbrahim-Joseph Samaan

Mayada Mah.PR.

MGR

Dina Moenes

MRK MGR

Dina BiksawyE- MRK

Sup.

Amira K.SalesMGR

Reham Mostafa

Sales MGR

2 Yield MGR

-Heba Sami-Rana Atef

2 Yield Coord.

2 Asst. Yield

VOB total Total 158,263,732 270,630,086 162,210,455 13,839,684 175,897,715 82,545,719 134,161,536 3,310,950 1,001,073,637

% 16% 27% 16% 1% 18% 8% 13% 0% 100%

Tui & Affiliates 75,207,407 185,352,727 90,734,674 4,445,763 73,996,982 0 102,643,966 1,475,603 533,857,122

% 48% 68% 56% 32% 42% 0% 77% 45% 53%

Travco 7,912,847 16,100,216 6,100,446 536,194 10,320,548 376,460 3,272,519 921,749 45,667,739

% 5% 6% 4% 4% 6% 0% 2% 28% 5%

3rd Parties 75,143,478 69,177,143 65,375,335 8,857,727 91,580,185 82,169,259 28,245,051 913,598 421,548,776

% 47% 26% 40% 64% 52% 100% 21% 28% 42%

TO's SSH HRGH Aqua Dahab M. Alam Almaza Mirabel Luxor Total Le

Volume of business 2013Tui, Travco & 3rd Parties

Tui, Travco, 3rd Parties share 12 VS 13

Tui & Affiliates 201256%

Travco6%

3rd Parties37%

Total VOB 2012

Tui & Affiliates 201353%

Travco5%

3rd Parties42%

Total VOB 2013

Tui uk197329993

19.7%

Tui D.108105668

10.8%

Tui Nordic98779041

9.9%

FTI94987606

9.5%Tui Russian

490821054.9%

1 2 Fly41685628

4.2%

Alpitour37496205

3.7%

Alamid35232678

3.5%

Vera tours34924795

3.5%

Schauinsland30370116

3.0%

L'tur28143784

2.8%

Pegas22283354

2.2%

Going Travel21851270

2.2%

Hotels 4u18587040

1.9%

Big xtra14776320

1.5%

Others167438034

16.7%Top 15 TOs 2013

Tui ukTui D.Tui NordicFTITui Russian1 2 FlyAlpitourAlamidVera toursSchauinslandL'turPegasGoing TravelHotels 4uBig xtraOthers

Tui D.147519706

15.3%

Tui uk99267086.82

10.3%

Tui Russia89,138,228

9.2%

Tui Nordic84609884

8.7%1 2 Fly

557238555.8%

FTI50245440.33

5.2%

Alpitour36625674

3.8%

L'tur33137068.28

3.4%

Schauinsland30503359

3.2%

MTS28392962.76

2.9%

Vera tours26054873

2.7%

Jet air15148419

1.6%

ETS13646586

1.4%

Tui Poland13592951

1.4%

Vera garden12795869

1.3%

Others 230760394.37

23.9%

Top 15 TOs 2012

Tui D.Tui ukMostravelTui Nordic1 2 FlyFTIAlpitourL'turSchauinslandMTSVera toursJet airETSTui PolandVera gardenOthers

TO's SSH Makadi HRGH Taba & Dahab

M. Alam Almaza Mirabel Upper Egypt

Total Le %

Tui UK 48,354,447 8,562,606 26,719,518 832,401 24,704,820   87,226,039 930,162 197,329,993 19.7%

Tui D. 6,193,582 71,658,457 1,753,378 1,930,066 25,737,015   618,429 214,741 108,105,668 10.8%

Tui Nordic 4,011,434 46,508,917 33,285,949   5,507,389   9,445,814 19,538 98,779,041 9.9%

FTI 7,265,056 21,585,777 23,041,625 2,789,126 37,801,234   2,328,664 176,124 94,987,606 9.5%

Tui Russian 12,486,730 29,800,743 2,150,448 976,005 685,039   2,983,140   49,082,105 4.9%

1 2 Fly   13,999,203 19,800,634   7,733,856   151,935   41,685,628 4.2%

Alpitour 8,127,675 19,447 68,788 4,297 3,554,065 25,294,941 360,561 66,431 37,496,205 3.7%

Alamid 13,408,283 15,268,168 6,556,227           35,232,678 3.5%

Vera tours           34,924,795     34,924,795 3.5%

Schauinsland 1,504,275 7,971,072 235,473 528,832 20,014,241   57,140 59,083 30,370,116 3.0%

L'tur 2,505,054 13,187,175 3,510,262 345,475 8,252,020   322,895 20,903 28,143,784 2.8%

Pegas 4,091,971 2,497,857 201,454 2,930,087 3,422,661   9,139,324   22,283,354 2.2%

Going Travel           21,851,270     21,851,270 2.2%

Hotels 4u 11,920,640 409,821 379,908 926,573 48,964   4,809,838 91,296 18,587,040 1.9%

Big xtra 1,333,741 1,253,015 8,987,497   3,202,067       14,776,320 1.5%

Others 37,060,844 37,907,828 35,519,294 2,576,822 35,234,344 474,713 16,717,757 1,732,672 167,438,034 16.7%

Total 158,263,732 270,630,086 162,210,455 13,839,684 175,897,715 82,545,719 134,161,536 3,310,950 1,001,073,637 100%

% 16% 27% 16% 1% 18% 8% 13% %0 100%  

TO's SSH MakadiAquamarin

e DHB/Taba M. Alam Almaza Mirabel Luxor Total Le

Total VOB 2012 121,640,752 296,064,818 149,631,207 20,766,500 179,125,301 77,641,622 115,334,731 6,957,425 967,162,356

% 13% 31% 15% 2% 19% 8% 12% 1% 100%Total VOB 2013 158,263,732 270,630,086 162,210,455 13,839,684 175,897,715 82,545,719 134,161,536 3,310,950 1,001,073,637

% 16% 27% 16% 1% 18% 8% 13% 0% 100%

YTD VOB 2012 VS 2013

SSH HRGH Aqua Dahab/Taba M. Alam Almaza Mirabel Luxor0

50,000,000

100,000,000

150,000,000

200,000,000

250,000,000

300,000,000

350,000,000

Total VOB 2012Total VOB 2013

• Jaz share (main T/O) 2011 VS 2012 VS 2013:

Jaz Hotels share 2011 Jaz Hotels share 2012 Jaz Hotels share 2013

Tour Operator Jaz % Share Total Pax - Jaz Total Pax - TO Jaz % Share Total Pax - Jaz Total Pax - TO Jaz % Share Total Pax - Jaz Total Pax TO

TUI UK 11.97% 28306 236476 14.34% 34678 241853 19.07% 50940 267166

TUI DE 41.81% 29084 69562 43.18% 35102 81291 39.93% 35552 89040

1/2 FLY 29.16% 9779 33537 39.81% 15835 39773 44.43% 14711 33114

MOSTRAVEL 47.56% 57828 121591 33.75% 47973 142133 13.67% 20794 152082

L'TUR 48.82% 10774 22070 52.54% 14416 27440 45.82% 10176 22208

JETAIR 13.54% 6186 45675 15.11% 6068 40156 17.11% 5276 30831

TUI NL 8.04% 2904 36102 8.94% 4224 47234 11.57% 4792 41410

ALPI 39.03% 23631 60540 32.67% 23692 72523 23.70% 10315 43532

TUI NORDIC 55.18% 24825 44988 59.24% 38638 65220 59.71% 30195 50573TUI DE

(DISCOUNT) 40.13% 6644 16555 37.69% 10382 27548 20.08% 3375 16806

• Jaz share (main T/O) 2011 VS 2012 VS 2013:

TUI UK TUI DE 1/2 FLY MOS TRAVEL L'TUR JETAIR TUI NL ALPI TUI NORDIC0

10000

20000

30000

40000

50000

60000

70000

Total pax Jaz 2011Total pax Jaz 2012Total pax Jaz 2013

Yield & Revenue Department • Yield department Goal in 2014 : Developing pricing strategy that will encourage maximum capacity and

Revenue.

• How we are thinking in Yield Department? Analyzing available Data in terms of Flights capacity for each destination. Focusing on active markets in each destination. Considering Competition activities for each hotel. Considering hotels situation in terms for last minute, short, medium and

long term plans.

• Taking decisions for last minute actions:Last minute actions: sole and only goal is trying to maximize hotel revenue by capturing

extra gust nights in the property in need; this is usually done for the coming month• The decision in this aspect is to be taken based on property situation.

Medium Term actions: are developed based on hotel situation, expected business and the hotel history during the targeted period , this should be done and reviewed for the next 3 months with hotel DOS&M and hotel Manager.

Long term actions: this course of actions is planned for more than 3 months and for coming seasons.

• This action is basically planned based on flight capacity to the destination, and for the last 3 years destination political situation; seeking always to have a stable and powerful start for the upcoming quarter.

• Of course all the above actions planning is coordinated and orchestrated by yield department; DOS&M in charge of the destination and the hotel GM.

• What Yield department needs from the people involved in revenue decision?

• To be always aware and sure that all the needed data collection and analysis before taking the decision is conducted and that we are trying as much as possible to take the right decision at the right time to achieve the best results.

• In brief we need “trust”

South Sinai overview

Market trends• The holidaymaker package prices dropped dramatically due to the low demand

and limited flights’ Capacities from main source markets.• Over the past three years, five stars Sharm hotels maintain an aggressive rate

dumping strategy.• Low demand on Sinai peninsula led tour operators to follow a strong low rates

driven policy, • Last minute bookings versus forecasting.

South Sinai overview

Flow of business • A remarkable drop on major source market feeders ( i.e. Nordic, Italian

German , East European) in addition to reducing capacities from essential markets ( i.e UK , Russia and CIS)

• - Mice Business completely disappeared.• - The Local market and Summer Middle east vacationers are still

maintaining a stable demand on Sharm Hotels.

South Sinai overview

Objectives• Enlarging our market share from existing source markets. Joint marketing

activities, new accounts • - Maximize Sharm hotels exposure in challenging markets ie Baltic , east

Europe.• - Efforts towards budgeted 2014 Figures , however ADR Budget is still

remain challenging.

Marsa Alam overviewComing year overview challenges• Egypt security situation still not stable at International TV media • Poorly Europe Economy situation reflect negatively to guests booking Egypt

destination • Decrease flight capacity of TUI (UK, Nordic, Poland, German ) Baltic (Nova Tours) ,

Russian (Mostravel and others Russian tour operators )• Cost increase for power supply, food, beverage and taxes increase.• Competing Destinations in summer season(Turkey – Spain – Greece – Canarias –

Morocco-Tunisia) And winter season destinations (UAE – Thailand - Maldives ) • New opening hotels in the destination and aggressive competition rates of our

competitors hotels in the destination

Marsa Alam overview

Flight capacities with tour operators • Decreased flight capacity of TUI (UK, Nordic, German ) • Italy market decreased flight capacity ( In Viaggi- Alpitour)• Baltic Nova Tours cancelled Marsa Alam operation • TUI Poland canceled Marsa Alam operation • Russian tour operators canceled the direct flights to RMF example Mostravel, Anex

T ours and others Russian tour operators operating direct to RMF in peak periods only through PGS ,Anex and Flash Tours. However the most of Russian tour operators sale Marsa Alam from Hurghada Air Port by car transfer.

Marsa Alam overviewCompetition hotels in destination• South Marsa Alam is taken big share from Italy market Hotels (Fantazia , Gorgonia , Settemari Clubs)• Grand and Resta Reef Hotels• Lagoon Beach In Viaggi Club• International chain hotels (Hilton- Intercontinental Port Ghalib – Concord Moreen)• Akassia, Sentido, Three corners Fayrouz, Oriental Bay

Rate dumping• Most of competitors hotels dumping their yield action by percentage between 25% up to 40% during the

season since 2011

Support needed from GM • Offering free add value from our main producers and key accounts during low demand period • Approved yield action to be on reasonable rate vs. to competitors hotels in matching in the market • Free upgrade to higher room category to supporting tour operators during the season • Monitoring for gust recommendations at HolidayCheck and TripAdvisors

Hurghada & Makadi OverviewFlights & Market trends • All Main Tour Operators package prices dropped dramatically due to the instability political & security

status of the country that consequently resulted of unstable & low demand as well as the limited flights during this winter, however the demand is just starting to change and the Tour operators are feeling it and have started as well to have seasonal additional flights during the April Vacation / Easter period.

• The trend of flight increases (Versus the Winter Season) will continuing throughout the coming summer 2014, just for example Rewe Touristik are planning to 35,000 seats next summer, meanwhile SLR are planning to have around 45,000 seats, FTI plans for 52,000 seats; with the exception of Thomas Cook who are showing negative figures for next summer , I believe that all other German TO are optimistic in terms of number of guests expectations; especially when compared to the current winter season; with an expectation of 7.5% increase next summer Vs summer 2013.

• In regards of the Russians the plans are still not confirmed, usually they are late planners.• We have as well to highlight that good expectation from the East European Markets; mainly the Polish

Market who is growing each year and around 6 to 7 flights are planned up till now and they will have the final decision by next March.UK Market have been of good support to the destinations, and there is a lot of plans as well throughout the next summer.

Hurghada & Makadi OverviewFlights & Market trends • Over the past three years, five stars hotels maintain an aggressive rate dumping strategy as well as

increases in add values and all inclusive formulas, this had been affecting all the destination in terms of the income generated; as previously stated by the ministry of tourism that the tourist daily spending amount in Egypt dropped with over 35% in 2013 versus 2012.

• Last minute bookings trend is dominating, this is one of the reasons that the TO are insisting of increasing and extending their EBD in a trial to stop the increase of the lat minute booking, as it is not healthy by all means.

• We have to highlight that the type of clientele has significantly changed over the past crisis years, and now the share of last minutes clients who are looking mainly to a limited budget trip; and not looking for Egypt, is increasing in a scary way; Meanwhile the large segment of the repeater normal Egypt clients, the uncertainty of the safety measures and the current political situation made the decision for making holiday in Egypt and North Africa difficult.

Hurghada & Makadi Overview

Objectives

• Enlarging our market share from existing source markets, & Maximize our hotels exposure in all markets:

• Through Joint marketing activities (Flyers, Work Shops, TV Campaign, Trade fairs ….etc….) and adding new account, as well as reactivating other older accounts.

• - Efforts towards budgeted 2014 Figures , however ADR Budget is still remain huge challenge to all of us.

Iberotel Borg El Arab & Jaz Little Venice Overview

Markets overview• The real challenge of 2014, will be forecasting not only flow of tourism, hotels occupancies etc. But

also will be a short and medium term vision of political, security and uprising actions among public … where sudden drifts in directions and stability might be the general day to day trend of the whole year with the new parliamentary & Presidential elections.

• Conclusion, the year 2014 is considered a turning point, either we manage to regain our position as a profitable operation or continue grabbing available opportunities.

• IB BEA :Italian Market, the main player in the area, got better in position during the summer 2013 season that is expected to continue in summer 2014 and encouraged the market to further grow in the area to expend towards the area of Borg El Arab.

Iberotel Borg El Arab & Jaz Little Venice Overview

Goals and objectives• Achieve the set budget occupancy, revenue, ARR and Rev PAR.• Increase quota of gulf market production for summer 14 by applying competitive rates to

Local Travel agencies working in the Gulf Region • Generate demand on the hotel during winter season, through continuous communication

with local corporate accounts and local communities.• Increasing scope of business from mice accounts utilizing hotels meeting facilities.• IB BEA: increase the stable crew business and long stay production throughout the whole

year.• IB BEA : Focus on the Italian Market through different tour operators for summer 2014.

E-commerce DepartmentOnline Revenue & Room nights progress 2011 vs 2012 vs 2013

Year 2011 2012 2013

RN 10056 21912 26460

REV 3663276 8870427 12942619

RN

REV

0

2000000

4000000

6000000

8000000

10000000

12000000

14000000

201120122013

E-commerce DepartmentFocus in 2014Increase the exposure of the hotels by:Increasing the number of active third parties.Increasing the hotels ranking on each third party.Improving the invoice payment system in order to improve the chain’s performance on

the major extranets like booking.com & expedia.Focus on developing the business with the Online Wholesalers to overcome the weakness caused by the closure of the exclusive hotels on third parties. 

Requirements IN 2014• Strongly need to have a Channel Manager to achieve better performance & decrease

errors probability.• Strongly need to have a proper shopper tool to be able to take right & effective

actions based on real analysis

Thank you for your attention