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ASX CEO Connect19 February 2019

B2C TRAVEL

JOHN GUSCIC

Managing Director

B2B HOTELS

DIGITAL TRAVEL BUSINESS spanning both consumer and wholesale markets

Who isWebjet?

B2B Hotels

• WebBeds - #2 B2B global player and the fastest growing B2B player in the world

Established in 2013

• Global Coverage through

• WebBeds Europe

• WebBeds AMEA

• WebBeds Asia-Pacific

Digital fulfillment of hotel rooms

to global partners

B2C Travel

• Webjet - #1 OTA in Australia and New Zealand

Established in 1998

• Online Republic - online aggregator specialising in online car rental, motorhome and cruise travel bookings

Acquired in 2016

Leading online consumer

travel brands

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B2C TRAVELLeading Online Consumer Travel Brands

Webjet - #1 OTA in Australia and New Zealand

Online Republic –online car rental, motorhome and cruise travel bookings

#1 OTAin Australia and New Zealand

CONVENIENCE & CHOICELeading the way in online tools and technology

More than just flights

Exclusives

Dynamic holiday packages

Travel insurance

Hotels

Car hire

Motorhomes

Cruise

Webjet OTA is now 50% of the entire OTA flight market

• More than 5% of the domestic flight market

• More than 3% of the international flight market

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CAR HIREMOTORHOMES CRUISE

#1 global online motorhome

rental agent

• Operating in 8 languages,

consumers can book a

motorhome from any of over 450

locations across 28 countries.

#2 car rental website in

Australia and New Zealand

• Contracts with all global suppliers

and operates in 138 countries with

websites supported in 8

languages.

• Providing car hire for Webjet OTA

since January 2017.

#1 online cruise agency in

Australia and New Zealand

• Providing the Webjet OTA cruise

offering since 2014.

• Awarded CLIA NZ cruise agency

of the year for the past 3 years.

ONLINE REPUBLICGlobal digital travel group specializing in online car rental, motorhome and cruise travel bookings

ACQUIRED IN 2016To complement existing B2C portfolio

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B2B HotelsWhat is it and why are we winning share?

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What is B2B?

WebBeds offers a user-friendly solution to the global

hotel room supply and distribution challenge

We make it easier for our clients …

• Highly fragmented market

• Expensive, inefficient and time

consuming to go direct

• We provide easy access to a wide

range of hotel inventory through

one connection

… and hotel supply partners

• We help assist occupancy rate

management

• We help sell their hotel rooms to

clients around the world

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WebBedsOur B2B history

The evolution of WebBeds to be the #2 global B2B player – TTV (A$m)(1)

- 56 229 346

482

1,354

1,354

734

2,088

FY13 FY14 FY15 FY16 FY17 FY18 FY18 PF

Initiatives

• Started with LOH in Dubai as

an organic start up, initially

serving the Middle East and

Africa markets

• Acquired

Sunhotels to

service

European

Markets

• LOH expands

into the

Americas

• Sunhotels

signs

agreement

with Thomas

Cook

• Launched FIT

Ruums to

service Asian

market

• Acquired

JacTravel to

provide

deeper global

coverage,

particularly in

Europe

• WebBeds

expands into

Pacific

• Acquires

DOTW,

significantly

enhances

APAC and

Americas

businesses

and further

expands

presence in

Europe and

MEA

(2) (2)

Note: USD:AUD FX conversion assumes a spot rate at 1

November 2018 of 1.3878. Numbers are subject to the

effects of rounding

(1) Based on the 12 months to 30 June 2018 unaudited

management accounts for DOTW

(2) Webjet FY18 as reported, includes 10 months of

JacTravel

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WebBedsStrategy overview

• Market overview• Global market US$50+ billion TTV

• Highly fragmented market with few global players

• Industry consolidation represents significant opportunity to gain share

• Build on our #2 global B2B position • #2 player yet less than 3% of total global TTV market

• Currently the fastest growing B2B player in the world

• Aim to gain market share in each region

• Continue to outperform underlying market growth rates

• Focus on profitable growth

• Augment organic growth with strategic acquisitions

• At scale, targeting “8/5/3”

• At scale, 8% revenue/TTV and 5% costs/TTV to drive 3% EBITDA/TTV

• Bookings growth targets• FY19-20 B2B growth target – Bookings growth of more than 5 times the

underlying market growth rate in each market

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Why we are winning share?

• Provide clients with easy access to global hotel accommodation inventory

• Most clients use several B2B providers – as the #2 global player, we are a meaningful

inclusion in their sourcing mix

• Offer hotels access to the fastest growing global distribution platform

• Combination of directly contracted and 3rd party inventory allows us to offer a full

global inventory offering

• Better able to fulfil accommodation requests at times of peak demand

• All supply sources are aggregated and only the lowest priced option for each hotel is

displayed to clients

• As many hotels have multiple supply sources, clients only see the most competitive

room rate

• Our entire offering is designed to effectively manage costs including cost effective

customer support centres and RezChain (our blockchain solution)

• Direct contracting efforts are focused on key hotels - leverage 3rd parties to provide

full breath of inventory without increasing contracting costs

• We offer user-friendly XML and website connections - vast majority of clients use XML

connections

• Highly efficient XML technology offers sub-second response times

• Significant industry experience across all of our key geographic markets

• Entrepreneurial and customer-centric culture

One of very few global

players

Greatest breadth and depth

of inventory offering

Highly competitive

prices

Low cost

model

Market leading

technology

Experienced

management team

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Our differentiated offering Multi-supply aggregation strategy

• Full global inventory offering

• Highly competitive prices

• User-friendly technology

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Why we are winning share Network effect continues to accelerate

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We will be announcing 1H19 results

on 21 February 2019

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Q&A

B2C TRAVEL B2B HOTELS

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Thank You

B2C TRAVEL B2B HOTELS