Vice President, Sales
Carlson Hotels, Americas
GROWING VALUE WITH REVENUE GENERATION
GLOBAL REVENUE GENERATION OPPORTUNITY
2010 Total RevPAR Index Brand Website Contributio n Revenue Optimizatio n Travel Intermediarie s Loyalty Program Sales 4 Points 3 Points
1 Point 1 Point 1 Point
10 RevPAR Index Points
UK & Ireland
Nordics
Russia, Baltics, C.I.S.
Africa Southern Europe
Benelux
Germany, Austria, Switzerland
Middle East/GCC
China
Japan
South East Asia
Australia India
East Coast Canada
West Coast Midwest
Hong Kong
RADISSON GLOBAL SALES
Geography
Segmentation
UK & Ireland
Nordics
Russia, Baltics, C.I.S.
Africa Southern Europe
Benelux
Germany, Austria, Switzerland
Middle East/GCC
China
Japan
South East Asia
Australia India
East Coast Canada
West Coast Midwest
Hong Kong
RADISSON GLOBAL SALES
Geography
Segmentation
INTERNATIONAL TOURIST ARRIVALS
-10% -5% 0% 5% 10% 15%World Europe Asia Pacific Americas Africa Middle East
-4.0 -5.0 -1.7 -4.9 3.1 -5.7 7.0 3.0 13.0 8.0 6.0 14.0 09/08 2010*
* Provisional figure or data
Change
EXPANDING OUR PRESENCE
UK & Ireland Nordics Russia, Baltics, C.I.S.
Southern Europe Benelux
Germany, Austria, Switzerland
Middle East/GCC
China
South East Asia
Australia India East Coast Canada West Coast Midwest
Added in 2010
Hong Kong Japan
Opening 2011
18 Global Sales Offices Worldwide
Africa
Finland
GLOBAL SALES OFFICE STRUCTURE
AMERICAS GLOBAL SALES OFFICE LEADS ESTABLISHED
Sandy Russell
Canada
Brad Penrith
West Coast and Midwest
Kaaren Hamilton
GLOBAL SALES OFFICE STRUCTURE
AMERICAS GLOBAL SALES TEAM OFFICES
Minneapolis
Chicago New Jersey Omaha New York Boston Washington D.C. Atlanta Cincinnati Ottawa Toronto San Antonio Los Angeles Dallas Orlando Vancouver
UK & Ireland
Nordics
Russia, Baltics, C.I.S.
Africa Southern Europe
Benelux
Germany, Austria, Switzerland
Middle East/GCC
China
Japan
South East Asia
Australia India
East Coast Canada
West Coast Midwest
Hong Kong
RADISSON GLOBAL SALES
Geography
Segmentation
SEGMENTATION STRATEGY
LEISURE
GOVERNMENT
AIRLINE
BUSINESS TRANSIENT GROUP & MEETINGS
SEGMENTATION STRATEGY
LEISURE
GOVERNMENT
AIRLINE
BUSINESS TRANSIENT
GROUP & MEETINGS SEGMENT
RESULTS
Strategically added resources
Recovery over 2008 volumes 0 5 10 15 20 25 30
2008 2009 2010 2011
Group & Meetings Revenue
21.5 16.4 22.5 26.1 USD Million s 59%
GROUP & MEETINGS SEGMENT
FACTS AND FIGURES
Theatre recovery to historical activity
– Middle East and Asia/Pacific - end of 2011 – Europe and North America - 2012
More local and regional meetings
GROUP & MEETINGS SEGMENT
GROUP & MEETINGS SEGMENT
GROUP & MEETINGS SEGMENT
GROUP & MEETINGS SEGMENT
GROUP & MEETINGS SEGMENT
GROUP & MEETINGS SEGMENT
STRATEGIC THIRD PARTY RELATIONSHIPS
Your role:
Update database and respond
Request For Proposals and
LeadStar
GROUP & MEETINGS SEGMENT
www.carlsonleadstar.com
GROUP & MEETINGS SEGMENT
LEADSTAR
Group rooms only
Group rooms with meeting space and F&B
Meeting space only with F&B
SEGMENTATION STRATEGY
LEISURE
GOVERNMENT
AIRLINE
BUSINESS TRANSIENT
BUSINESS TRANSIENT SEGMENT
RESULTS 0 50 100 150 200 250 3002008 2009 2010 2011
Business Transient Revenue
271
183
212
233
Gaining lift in room nights
Must keep pace and exceed market rate lift
More informed pricing decisions 27%
USD Million
BUSINESS TRANSIENT SEGMENT
FACTS AND FIGURES
-15% -10% -5% 0% 5% 10%
2007 2008 2009 2010 2011 2012
NBTA U.S. Business Travel Outlook
U.S. Domestic Plus International Outbound
Total U.S. Business Travel Trips
Total U.S. Business Travel Spending
Spending is outpacing trips
Must adjust our
pricing accordingly
Year-over-year change
BUSINESS TRANSIENT SEGMENT
MAIN OBJECTIVES
BUSINESS TRANSIENT
NEW OPPORTUNITIES
Club Carlson for Business Concur Connect
SEGMENTATION STRATEGY
LEISURE
GOVERNMENT
AIRLINE
BUSINESS TRANSIENT GROUP & MEETINGS
GOVERNMENT SEGMENT
RESULTS 0 5 10 15 20 252008 2009 2010 2011
Government Revenue 16.8 15.6 19.5 21.4 37% USD Million s
GOVERNMENT SEGMENT
FACTS AND FIGURES
CWT Government
travel awarded >50% of government spend
USD 10.8M from the Army
SEGMENTATION STRATEGY
LEISURE
GOVERNMENT
AIRLINE
BUSINESS TRANSIENT GROUP & MEETINGS
AIRLINE SEGMENT
AIRLINE SEGMENT
LEVERAGING GLOBAL RELATIONSHIPS
Greg Lagiovane
Director, Global Sales
Patrick Tong
Director,
Global Sales Asia Pacific
Robert van-den Born
Director,
Travel Industry Sales and Crew Rezidor
AIRLINE SEGMENT
WINS & MILESTONES
Determined airline focus
Major U.S. carriers assigned
Greg Lagiovane – Delta
Matt Ronk – American, Southwest, Continental
Esther Collado-Baker – United
Fernando Carranza – U S Airways
Delta opportunities identified Delta template development Delta strategy developed Delta training program - CIS Mall of
America USD 350K Segment lead established -Greg Lagiovane -Strategy development 2010 Solicitation calls
SEGMENTATION STRATEGY
LEISURE
GOVERNMENT
AIRLINE
BUSINESS TRANSIENT GROUP & MEETINGS
Lynn Myerson
Director, Leisure Sales
LEISURE SEGMENT
NEW DEDICATED FOCUS
Domestic and inbound
WINNING THE REVENUE BATTLE
0 100 200 300
2008 2009 2010 2011
Group & Meetings Revenue
0 100 200 300
2008 2009 2010 2011
Government Revenue 0 100 200 300 Total Revenue 0 100 200 300
2008 2009 2010 2011
Business Transient Revenue
USD Million s USD Million s USD Million s USD Million s
RADISSON GLOBAL SALES
WE CAN BE SUCCESSFUL TOGETHER …
UTILIZE ALL GLOBAL SALES
RESOURCES
UNDERSTAND SEGMENT
OPPORTUNITIES
ENGAGE, PARTICIPATE
AND RESPOND
Vice President, Sales
Carlson Hotels, Americas
