Vancouver May 22, 2013 19/9/2015. TAP CVB Clients Western Zone Albuquerque Calgary* Denver Hawaii*...

VancouverMay 22, 2013

104/21/23

TAP CVB Clients

Western Zone

• Albuquerque• Calgary*• Denver• Hawaii*• Los Angeles• Palm Springs• Phoenix• Portland• Sacramento• San Diego• San Francisco• San Jose • Seattle• Spokane• Vancouver

Central Zone

• Arlington• Austin• Chicago• Dallas• Des Moines• Fort Worth• Houston• Kansas City• Madison• Memphis• Milwaukee• Minneapolis• Nashville• New Orleans• Oklahoma City• Omaha• Overland Park• San Antonio• St. Louis

Eastern Zone

• Atlanta• Baltimore• Birmingham• Charlotte• Chattanooga• Cincinnati• Cleveland• Detroit*• Fort Lauderdale• Grand Rapids• Indianapolis• Jacksonville• Lexington• Louisville• Northern Kentucky• Orlando• Ottawa• Philadelphia• Pittsburgh• Quebec City*• Providence• Puerto Rico• Richmond• Tampa• Toronto• Virginia Beach• Washington DC

* Cities in start up phase

Vancouver

•Convention Industry Trends

•North America Pace/Market Share Reports

•Strategic Market Positioning

•Vancouver Room Night/Event Metrics

•Convention Center TAP Report

•2013 Monthly Detail

•STR Data Comparison To Tourism Vancouver Activity

•Vancouver Peer Set Reports

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Vancouver

Convention Industry Trends

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Convention Industry Trends• Double Digit RevPar Growth 2011-2012

• Improving Transient Segments Competing With Group

• New Infrastructure Growth

• Chicago-San Diego-Phoenix-San Antonio-Vancouver-San Francisco Convention Centers

• Texas, Indianapolis, Orlando, Washington DC, Los Angeles, Gaylord Factor,

• North America Pace Unprecedented Pent Up Demand Short Term

• Long Term Pace Presents Revenue Management Challenge

• Most Markets Positioning Future Bids Based On Current Conditions

• U.S. Government Segment Woes

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Convention Industry Trends

• Economic Indicators Continue To Fluctuate

• Meeting Planners Appear To Be Waiting It Out

• Less Meetings/Less Rooms Per Meeting

• Mid-Size/Smaller Markets Feeling Most Pain

• Three Specific Time Periods/Strategic Planning

• Convention Center Booking Policies

• Convention Booking Incentives

• Free Convention Centers/Transportation/Rebates/Cash

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North America TAP ReportsPeriod Ending March 31, 2013

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TAP CVB Clients

Western Zone

• Albuquerque• Denver• Calgary*• Vancouver*• Los Angeles• Palm Springs• Phoenix• Portland• Sacramento• Salt Lake*• San Diego• San Francisco• San Jose • Seattle• Spokane• Vancouver

Central Zone

• Arlington• Austin• Chicago• Dallas• Des Moines• Fort Worth• Houston• Vancouver• Madison• Memphis• Milwaukee• Minneapolis• Nashville• New Orleans• Oklahoma City• Omaha• Overland Park• San Antonio• St. Louis

Eastern Zone

• Atlanta• Baltimore• Birmingham• Charlotte• Chattanooga• Cincinnati• Cleveland• Detroit*• Fort Lauderdale• Grand Rapids• Indianapolis• Jacksonville• Lexington• Louisville• Northern Kentucky• Orlando• Ottawa• Philadelphia• Pittsburgh• Providence• Quebec City*• Puerto Rico• Richmond• Tampa• Toronto• Virginia Beach• Washington DC

* Cities in start up phase

9

Report Region: North America MarketPeriod Ending: March 31, 2013

Total Room Nights 2013 2014 2015 2016 2017 2018 2019 2020 Total

Definite R/N 23,196,004 16,384,708 12,950,978 9,952,681 7,532,773 5,915,122 4,313,496 3,433,368 83,679,130

Pace Targets 22,908,613 18,325,713 15,060,644 12,179,427 9,615,307 7,450,144 5,834,249 4,614,241 95,988,338

Consumption Benchmark 24,987,360 24,987,360 24,987,360 24,987,360 24,987,360 24,987,360 24,987,360 24,987,360 199,898,880

Pace Percentage 101% 89% 86% 82% 78% 79% 74% 74% 87%

New Infrastructure Pace% 97% 85% 81% 76% 73% 74% 69% 69% 82%

Total Demand 88,857,299 68,563,191 56,276,344 39,218,814 27,169,816 25,389,510 14,790,770 12,264,267 332,530,011

Lost R/N 65,661,295 52,178,483 43,325,366 29,266,133 19,637,043 19,474,388 10,477,274 8,830,899 248,850,881

Total Events

Definite Events 17,491 5,186 2,432 1,354 768 473 303 212 28,219

Pace Targets 16,322 5,997 3,251 1,962 1,228 769 511 364 30,404

Consumption Benchmark 23,667 23,667 23,667 23,667 23,667 23,667 23,667 23,667 189,336

Pace Percentage 107% 86% 75% 69% 63% 62% 59% 58% 93%

Total Demand Events 42,623 17,860 9,517 5,164 2,700 1,590 925 648 81,027

Lost Events 25,132 12,674 7,085 3,810 1,932 1,117 622 436 52,808

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Note: Using increased Benchmarks pace percentage drops 7%-10% which is what CVB’s are being measured against

10


Total R/N 2012 2013 20143/31/13 101% 89%12/31/12 103% 99% 91%9/30/12 103% 95% 88%6/30/12 103% 94% 89%3/31/12 102% 92% 86%12/31/11 101% 93% 87%9/30/11 99% 91% 85%6/30/11 96% 90% 85%3/31/11 93% 87% 84%

Total Events3/31/13 107% 86%12/31/12 106% 105% 88%9/30/12 107% 99% 85%6/30/12 106% 93% 82%3/31/12 105% 86% 78%12/31/11 102% 87% 82%9/30/11 97% 84% 78%6/30/11 92% 80% 76%3/31/11 84% 76% 72%

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Total Room Nights 2012 2013 2014 2015 2016 2017 2018 2019 2020 Total

Pace Percentage 3/31/13 101% 89% 86% 82% 78% 79% 74% 74% 87%

Pace Percentage 12/31/12 103% 99% 91% 90% 84% 82% 84% 82% 93%

Pace Percentage 9/30/12 103% 95% 88% 84% 80% 78% 79% 82% 90%

Pace Percentage 6/30/12 103% 94% 89% 85% 83% 80% 79% 80% 90%

Pace Percentage 3/31/12 102% 92% 86% 84% 82% 78% 78% 81% 89%

Pace Percentage 12/31/11 101% 93% 87% 86% 87% 84% 81% 93%

Pace Percentage 9/30/11 99% 91% 85% 86% 82% 82% 80% 92%

Pace Percentage 6/30/11 96% 90% 85% 87% 83% 82% 80% 91%

Total Events

Pace Percentage 3/31/13 107% 86% 75% 69% 63% 62% 59% 58% 93%

Pace Percentage 12/31/12 106% 105% 88% 79% 73% 67% 67% 65% 99%

Pace Percentage 9/30/12 107% 99% 85% 75% 70% 64% 63% 63% 98%

Pace Percentage 6/30/12 106% 93% 82% 74% 70% 64% 62% 64% 95%

Pace Percentage 3/31/12 105% 86% 78% 69% 68% 60% 59% 57% 92%

Pace Percentage12/31/11 102% 87% 82% 74% 74% 68% 64% 97%

Pace Percentage 9/30/11 97% 84% 78% 73% 68% 62% 58% 96%

Pace Percentage 6/30/11 92% 80% 76% 73% 70% 63% 59% 93%04/21/23

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Report Region: West RegionPeriod Ending: March 31, 2013

Total Room Nights 2013 2014 2015 2016 2017 2018 2019 2020 Total

Definite R/N 5,458,702 4,042,855 3,303,295 2,707,797 2,031,977 1,616,928 1,488,430 1,244,679 21,894,663

Pace Targets 5,379,196 4,450,383 3,769,860 3,216,953 2,729,578 2,300,457 1,946,468 1,631,971 25,424,866


Pace Percentage 101% 91% 88% 84% 74% 70% 76% 76% 86%

II Pace Percentage 101% 91% 87% 83% 74% 70% 76% 76% 86%

Total Demand 22,512,120 19,764,542 15,098,015 13,046,770 8,963,744 6,432,139 6,457,011 4,396,938 96,671,279

Lost R/N 16,676,827 14,949,085 11,282,409 9,832,277 6,451,761 4,494,845 4,915,690 2,884,662 71,487,556

Total Events

Definite Events 4,673 1,444 608 347 193 129 87 72 7,553

Pace Targets 4,376 1,564 831 511 338 229 163 123 8,135


Pace Percentage 107% 92% 73% 68% 57% 56% 53% 59% 93%

Total Demand Events 11,172 4,563 2,321 1,255 689 479 276 228 20,983

Lost Events 6,499 3,119 1,713 908 496 350 189 156 13,430

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Vancouver Convention BureauConvention Center

Hotels Strategic Market Positioning

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Hotels

Convention Bureau Convention Center

Three Major Participants Need To Agree On Optimal Year For Vancouver…..

3/11/09 14

Hotels

Convention Center

Convention Bureau

What % Group Mix? What Size/How Many Convention Events? What Market Segment Mix?

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Strategic Alignment

Hotels

• Ownership• Asset Manager• Operations• Sales• Financial• Regional Corporate• Operations• Sales• Revenue Manager• Financial• Executive Committee• General Manager• Controller• DOS• Revenue Manager • Sales Managers

Convention Bureau

• City Government• City Council• City Manager• Board of Directors• Convention Committee• General Public• Various Stakeholders• Hotels• Restaurants• President• VP Finance• VP Marketing• VP Sales• Director of Sales• Sales Managers

Convention Center

• City Government• City Council• City Manager• Private Mgmt?• Labor Leadership• General Public• Various Stakeholders• Hotels• Restaurants• Contractors • Executive Director• Finance• Sales Leadership• Sales Managers

Vancouver Room Night/Event Metrics

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18

Vancouver Pace Report(4/30/13)

Consumption Benchmark is average TV production last 36 months/updated every month/rolling average

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Pace Targets calculated using 5 years of history and 8 Years of future bookings/pattern analysis algorithmHow many room nights needed on the books today to achieve Consumption Benchmark in each future year?

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Definite Room Nights comparison to Pace Targets

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Tentative Room Nights/what is in the pipeline?

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Report City: VancouverPeriod Ending: April 30, 2013

3 Year Average Benchmark Compared to TV Benchmark

TV R/N 3 Yr Bench 2013 2014 2015 2016 2017 2018 2019 2020 TotalDefinite Room Nights 223,770 215,476 234,123 135,635 31,962 51,427 43,914 20,166 956,473

Pace Targets 269,140 216,933 160,812 98,155 58,305 37,074 20,343 9,610 870,372

Variance (45,370) (1,457) 73,311 37,480 (26,343) 14,353 23,571 10,556 86,101

Consumption Benchmark 282,362 282,362 282,362 282,362 282,362 282,362 282,362 282,362 2,258,896Pace Percentage 83% 99% 146% 138% 55% 139% 216% 210% 110%

Total Demand R/N 902,093 719,832 734,116 463,100 189,128 241,718 75,638 257,984 3,583,609

Lost Room Nights 678,323 504,356 499,993 327,465 157,166 190,291 31,724 237,818 2,627,136

Conversion Percentage 25% 30% 32% 29% 17% 21% 58% 8% 27%

Tentative Room Nights 9,103 82,279 61,122 58,613 114,836 63,282 25,955 52,292 467,482

TV R/N Higher BenchmarksDefinite Room Nights 223,770 215,476 234,123 135,635 31,962 51,427 43,914 20,166 956,473

Pace Targets 315,690 254,457 209,586 127,921 75,992 48,318 26,514 12,520 1,070,998

Variance (91,920) (38,981) 24,537 7,714 (44,030) 3,109 17,400 7,646 (114,525)

Consumption Benchmark 331,200 331,200 368,000 368,000 368,000 368,000 368,000 368,000 2,870,400

Pace Percentage 71% 85% 112% 106% 42% 106% 166% 161% 89%Total Demand R/N 902,093 719,832 734,116 463,100 189,128 241,718 75,638 257,984 3,583,609

Lost Events 678,323 504,356 499,993 327,465 157,166 190,291 31,724 237,818 2,627,136


Tentative Room Nights 9,103 82,279 61,122 58,613 114,836 63,282 25,955 52,292 467,482

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Report City: Vancouver Period Ending: April 30, 2013

Vancouver R/N 2013 2014 2015 2016 2017 2018 2019 2020 TotalDefinite R/N 223,770 215,476 234,123 135,635 31,962 51,427 43,914 20,166 956,473

Pace Targets 315,690 254,457 209,586 127,921 75,992 48,318 26,514 12,520 1,070,998

Variance (91,920) (38,981) 24,537 7,714 (44,030) 3,109 17,400 7,646 (114,525)


Pace Percentage 71% 85% 112% 106% 42% 106% 166% 161% 89%Total Demand 902,093 719,832 734,116 463,100 189,128 241,718 75,638 257,984 3,583,609

Lost R/N 678,323 504,356 499,993 327,465 157,166 190,291 31,724 237,818 2,627,136


Tentative R/N 9,103 82,279 61,122 58,613 114,836 63,282 25,955 52,292 467,482

Vancouver Events

Definite Events 172 91 41 23 7 9 4 2 349

Pace Targets 154 71 34 16 9 3 0 0 287 Variance 18 20 (7) 7 (2) 6 4 2 62

Consumption Benchmark 198 198 198 198 198 198 198 198 1,584

Pace Percentage 112% 128% 121% 144% 78% 300% 400% 200% 122%

Total Demand Events 413 226 128 74 26 26 6 13 912

Lost Events 241 135 87 51 19 17 2 11 563Conversion Percentage 42% 40% 32% 31% 27% 35% 67% 15% 38%

Tentative Events 23 55 29 27 23 13 5 4 179

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Report City: VancouverConvention Center TAP Report

Period Ending: April 30, 2013

Vancouver R/N 2013 2014 2015 2016 2017 2018 2019 2020 TotalDefinite R/N 134,741 151,596 179,239 125,090 30,662 46,627 43,914 20,166 732,035

Pace Targets 184,372 170,824 141,422 91,115 57,722 37,898 20,713 9,552 713,618

Variance (49,631) (19,228) 37,817 33,975 (27,060) 8,729 23,201 10,614 18,417


Pace Percentage 73% 89% 127% 137% 53% 123% 212% 211% 103%

Total Demand 641,225 533,706 608,089 423,779 177,477 221,651 75,638 257,984 2,939,549

Lost R/N 506,484 382,110 428,850 298,689 146,815 175,024 31,724 237,818 2,207,514


Tentative R/N 0 52,792 26,246 40,872 101,834 57,300 22,890 52,292 354,226

Vancouver Events

Definite Events 24 26 11 16 6 7 4 2 96

Pace Targets 24 20 15 9 4 1 0 0 73 Variance 0 6 (4) 7 2 6 4 2 23

Consumption Benchmark 24 24 24 24 24 24 24 24 192

Pace Percentage 100% 130% 73% 178% 150% 700% 400% 200% 132%


Lost Events 69 53 50 34 13 15 2 11 247



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Report City: Vancouver2013 Monthly Detail Period Ending: April 30, 2013

Vancouver R/N 2013 Jan Feb Mar Apr May Jun

Definite R/N 13,607 4,414 1,849 23,179 21,910 47,054

Pace Targets 12,966 9,476 17,609 39,654 42,492 44,551

Variance 641 (5,062) (15,760) (16,475) (20,582) 2,503

Consumption Benchmark 12,966 9,476 17,609 40,299 43,616 46,282

Pace Percentage 105% 47% 11% 58% 52% 106%Total Demand 44,056 49,293 56,566 121,488 94,202 119,805

Lost R/N 30,449 44,879 54,717 98,309 72,292 72,751

Conversion Percentage 31% 9% 3% 19% 23% 39%

Tentative R/N 0 0 0 425 86 2,456 Vancouver Events 2013

Definite Events 10 11 9 18 15 27 Pace Targets 6 10 14 18 21 21 Variance 4 1 (5) 0 (6) 6

Consumption Benchmark 6 10 14 20 25 26

Pace Percentage 167% 110% 64% 100% 71% 129%

Total Demand Events 19 21 32 54 46 56

Lost Events 9 10 23 36 31 29Conversion Percentage 53% 52% 28% 31% 33% 45%

Tentative Events 0 0 0 1 2 4 04/21/23

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Report City: Vancouver2013 Monthly Detail Period Ending: April 30, 2013

Vancouver R/N 2013 Jul Aug Sep Oct Nov Dec

Definite R/N 31,837 9,802 42,985 17,019 9,319 795

Pace Targets 41,294 32,342 25,422 31,033 16,509 2,342

Variance (9,457) (22,540) 17,563 (14,014) (7,190) (1,547)

Consumption Benchmark 43,443 34,653 27,663 34,143 18,387 2,662

Pace Percentage 77% 30% 169% 55% 56% 34%Total Demand 109,384 55,444 83,504 124,126 35,310 8,915

Lost R/N 77,547 45,642 40,519 107,107 25,991 8,120Conversion Percentage 29% 18% 51% 14% 26% 9%Tentative R/N 263 1,386 267 2,500 490 1,230 Vancouver Events 2013

Definite Events 19 9 26 18 7 3 Pace Targets 14 9 17 15 7 2 Variance 5 0 9 3 0 1

Consumption Benchmark 18 13 26 24 13 3

Pace Percentage 136% 100% 153% 120% 100% 150%

Total Demand Events 38 26 48 54 15 4

Lost Events 19 17 22 36 8 1Conversion Percentage 45% 35% 50% 28% 40% 25%

Tentative Events 2 2 3 5 2 2 04/21/23

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2011 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecTotal Year

Def TV R/N 7,061 8,280 13,502 30,017 94,581 22,762 41,836 30,194 36,274 21,358 14,176 1,195 321,236

Demand R/N 50,347 54,079 83,667 88,524 170,347 110,942 86,370 99,462 121,228 134,341 43,692 10,975

1,053,974

Lost R/N 43,286 45,799 70,165 58,507 75,766 88,180 44,534 69,268 84,954 112,983 29,516 9,780 732,738

Occ. % 49.0 62.3 66.5 68.7 86.0 86.6 85.6 86.7 86.0 66.5 65.8 49.7 71.6

2012 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecTotal Year

Def TV R/N 4,153 10,898 19,726 51,593 37,975 10,463 32,215 9,371 16,588 36,881 4,122 5,528 239,513

Demand R/N 74,660 50,229 44,583 109,264 107,052 89,101 178,084 83,884 104,474 109,818 68,374 5,594

1,025,117

Lost R/N 70,507 39,331 24,857 57,671 69,077 78,638 145,869 74,513 87,886 72,937 64,252 66 785,604

Occ. % 51.6 61.7 70.8 72.6 84.6 79.1 82.9 84.7 83.5 71.7 60.5 47.5 71.1

Vancouver Convention Center Hotels OccupancyCompared to Tourism Vancouver Activity

Vancouver Peer Set Reports

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Vancouver Data 2013 2014 2015 2016 2017 2018 2019 2020 Total

Definite R/N 223,770 215,476 234,123 135,635 31,962 51,427 43,914 20,166 956,473

Pace Targets 315,690 254,457 209,586 127,921 75,992 48,318 26,514 12,520 1,070,998


Pace Percentage 71% 85% 112% 106% 42% 106% 166% 161% 89%

Total Demand R/N 902,093 719,832 734,116 463,100 189,128 241,718 75,638 257,984 3,583,609

Lost R/N 678,323 504,356 499,993 327,465 157,166 190,291 31,724 237,818 2,627,136


Tentative R/N 9,103 82,279 61,122 58,613 114,836 63,282 25,955 52,292 467,482

Peer Set Data: Vancouver, Montreal, Toronto

Definite R/N 768,850 680,508 638,149 378,904 328,612 150,334 101,939 122,666 3,169,962

Pace Targets 1,020,489 760,925 600,073 439,481 318,671 234,895 150,783 106,568 3,631,885


Pace Percentage 75% 89% 106% 86% 103% 64% 68% 115% 87%

Total Demand R/N 3,010,793 2,327,331 2,261,116 1,463,005 942,649 726,146 332,271 663,413 11,726,724

Lost R/N 2,241,943 1,646,823 1,622,967 1,084,101 614,037 575,812 230,332 540,747 8,556,762


Tentative R/N 144,638 353,805 237,759 404,110 349,082 417,494 214,047 153,634 2,274,569

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Vancouver Data 2013 2014 2015 2016 2017 2018 2019 2020 Total

Definite Events 172 91 41 23 7 9 4 2 349

Pace Targets 154 71 34 16 9 3 0 0 287

Consumption Benchmark 198 198 198 198 198 198 198 198 1,584

Pace Percentage 112% 128% 121% 144% 78% 300% 400% 200% 122%


Lost Events 241 135 87 51 19 17 2 11 563



Peer Set Data: Vancouver, Montreal, Toronto

Definite Events 735 273 133 92 46 18 11 9 1,317

Pace Targets 707 273 139 79 47 25 13 8 1,291


Pace Percentage 104% 100% 96% 116% 98% 72% 85% 113% 102%

Total Demand Events 1,537 693 383 249 120 68 29 38 3,117

Lost Events 802 420 250 157 74 50 18 29 1,800



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Vancouver Sample Strategic Planning Calendar

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Vancouver 2013 R/N JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC TOTALDefinite Room Nights 13,607 4,414 1,849 23,179 21,910 47,054 31,837 9,802 42,985 17,019 9,319 795 223,770 Pace Targets 12,966 9,476 17,609 39,654 42,492 44,551 41,294 32,342 25,422 31,033 16,509 2,342 315,690

Consumption Benchmark 12,966 9,476 17,609 40,299 43,616 46,282 43,443 34,653 27,663 34,143 18,387 2,662 331,199Pace Percentage 105% 47% 11% 58% 52% 106% 77% 30% 169% 55% 56% 34% 71%Total Demand Room Nights 44,056 49,293 56,566 121,488 94,202 119,805 109,384 55,444 83,504 124,126 35,310 8,915 902,093Lost Room Nights 30,449 44,879 54,717 98,309 72,292 72,751 77,547 45,642 40,519 107,107 25,991 8,120 678,323

Conversion Percentage 31% 9% 3% 19% 23% 39% 29% 18% 51% 14% 26% 9% 25%Tentative Room Nights 0 0 0 425 86 2,456 263 1,386 267 2,500 490 1,230 9,103 Peer Set R/N: Vancouver, Montreal, TorontoDefinite Room Nights 41,062 18,421 39,258 75,260 94,109 104,209 120,411 61,403 96,526 76,514 34,493 7,184 768,850 Pace Targets 34,195 27,158 63,306 104,975 139,720 166,120 151,377 92,038 86,518 103,370 45,785 5,927 1,020,489

Consumption Benchmark 34,195 27,158 63,306 107,359 146,128 178,273 167,392 104,545 101,339 123,517 55,475 7,279 1,115,966Pace Percentage 120% 68% 62% 72% 67% 63% 80% 67% 112% 74% 75% 121% 75%Total Demand Room Nights 156,316 164,693 164,673 334,255 300,981 397,489 392,459 222,610 276,664 408,554 163,675 28,424 3,010,793

Lost Room Nights 115,254 146,272 125,415 258,995 206,872 293,280 272,048 161,207 180,138 332,040 129,182 21,240 2,241,943Conversion Percentage 26% 11% 24% 23% 31% 26% 31% 28% 35% 19% 21% 25% 26%Tentative Room Nights 0 0 0 13,672 29,914 11,882 14,545 7,987 15,408 25,620 14,648 10,962 144,638 Vancouver 2013 Events

Definite Events 10 11 9 18 15 27 19 9 26 18 7 3 172 Pace Targets 6 10 14 18 21 21 14 9 17 15 7 2 154

Consumption Benchmark 6 10 14 20 25 26 18 13 26 24 13 3 198Pace Percentage 167% 110% 64% 100% 71% 129% 136% 100% 153% 120% 100% 150% 112%Total Demand Events 19 21 32 54 46 56 38 26 48 54 15 4 413Lost Events 9 10 23 36 31 29 19 17 22 36 8 1 241

Conversion Percentage 53% 52% 28% 33% 33% 48% 50% 35% 54% 33% 47% 75% 42%Tentative Events 0 0 0 1 2 4 2 2 3 5 2 2 23 Peer Set Events: Vancouver, Montreal, TorontoDefinite Events 47 53 38 91 110 99 52 41 76 79 39 10 735 Pace Targets 43 54 62 88 105 92 55 36 64 63 37 8 707

Consumption Benchmark 43 54 62 102 136 133 84 61 118 126 86 20 1,025Pace Percentage 109% 98% 61% 103% 105% 108% 95% 114% 119% 125% 105% 125% 104%Total Demand Events 84 103 90 200 202 200 128 97 154 180 80 19 1,537Lost Events 37 50 52 109 92 101 76 56 78 101 41 9 802

Conversion Percentage 56% 51% 42% 46% 54% 50% 41% 42% 49% 44% 49% 53% 48%Tentative Events 0 0 0 32 58 41 21 18 42 39 34 14 299

Vancouver 2013 R/N JAN FEB MAR APR MAY JUNDefinite Room Nights 13,607 4,414 1,849 23,179 21,910 47,054 Pace Targets 12,966 9,476 17,609 39,654 42,492 44,551 Consumption Benchmark 12,966 9,476 17,609 40,299 43,616 46,282Pace Percentage 105% 47% 11% 58% 52% 106%Total Demand Room Nights 44,056 49,293 56,566 121,488 94,202 119,805Lost Room Nights 30,449 44,879 54,717 98,309 72,292 72,751Conversion Percentage 31% 9% 3% 19% 23% 39%Tentative Room Nights 0 0 0 425 86 2,456 Peer Set R/N: Vancouver, Montreal, TorontoDefinite Room Nights 41,062 18,421 39,258 75,260 94,109 104,209 Pace Targets 34,195 27,158 63,306 104,975 139,720 166,120 Consumption Benchmark 34,195 27,158 63,306 107,359 146,128 178,273Pace Percentage 120% 68% 62% 72% 67% 63%Total Demand Room Nights 156,316 164,693 164,673 334,255 300,981 397,489Lost Room Nights 115,254 146,272 125,415 258,995 206,872 293,280Conversion Percentage 26% 11% 24% 23% 31% 26%Tentative Room Nights 0 0 0 13,672 29,914 11,882 Vancouver 2013 Events

Definite Events 10 11 9 18 15 27 Pace Targets 6 10 14 18 21 21 Consumption Benchmark 6 10 14 20 25 26Pace Percentage 167% 110% 64% 100% 71% 129%Total Demand Events 19 21 32 54 46 56Lost Events 9 10 23 36 31 29Conversion Percentage 53% 52% 28% 33% 33% 48%Tentative Events 0 0 0 1 2 4 Peer Set Events: Vancouver, Montreal, TorontoDefinite Events 47 53 38 91 110 99 Pace Targets 43 54 62 88 105 92 Consumption Benchmark 43 54 62 102 136 133Pace Percentage 109% 98% 61% 103% 105% 108%Total Demand Events 84 103 90 200 202 200Lost Events 37 50 52 109 92 101Conversion Percentage 56% 51% 42% 46% 54% 50%Tentative Events 0 0 0 32 58 41

Vancouver 2013 R/N JUL AUG SEP OCT NOV DEC TOTALDefinite Room Nights 31,837 9,802 42,985 17,019 9,319 795 223,770 Pace Targets 41,294 32,342 25,422 31,033 16,509 2,342 315,690 Consumption Benchmark 43,443 34,653 27,663 34,143 18,387 2,662 331,199Pace Percentage 77% 30% 169% 55% 56% 34% 71%Total Demand Room Nights 109,384 55,444 83,504 124,126 35,310 8,915 902,093Lost Room Nights 77,547 45,642 40,519 107,107 25,991 8,120 678,323Conversion Percentage 29% 18% 51% 14% 26% 9% 25%Tentative Room Nights 263 1,386 267 2,500 490 1,230 9,103 Peer Set R/N: Vancouver, Montreal, TorontoDefinite Room Nights 120,411 61,403 96,526 76,514 34,493 7,184 768,850 Pace Targets 151,377 92,038 86,518 103,370 45,785 5,927 1,020,489 Consumption Benchmark 167,392 104,545 101,339 123,517 55,475 7,279 1,115,966Pace Percentage 80% 67% 112% 74% 75% 121% 75%Total Demand Room Nights 392,459 222,610 276,664 408,554 163,675 28,424 3,010,793Lost Room Nights 272,048 161,207 180,138 332,040 129,182 21,240 2,241,943Conversion Percentage 31% 28% 35% 19% 21% 25% 26%Tentative Room Nights 14,545 7,987 15,408 25,620 14,648 10,962 144,638 Vancouver 2013 Events

Definite Events 19 9 26 18 7 3 172 Pace Targets 14 9 17 15 7 2 154 Consumption Benchmark 18 13 26 24 13 3 198Pace Percentage 136% 100% 153% 120% 100% 150% 112%Total Demand Events 38 26 48 54 15 4 413Lost Events 19 17 22 36 8 1 241Conversion Percentage 50% 35% 54% 33% 47% 75% 42%Tentative Events 2 2 3 5 2 2 23 Peer Set Events: Vancouver, Montreal, TorontoDefinite Events 52 41 76 79 39 10 735 Pace Targets 55 36 64 63 37 8 707 Consumption Benchmark 84 61 118 126 86 20 1,025Pace Percentage 95% 114% 119% 125% 105% 125% 104%Total Demand Events 128 97 154 180 80 19 1,537Lost Events 76 56 78 101 41 9 802Conversion Percentage 41% 42% 49% 44% 49% 53% 48%Tentative Events 21 18 42 39 34 14 299

The TAP Report

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Trends Analysis Projections LLC

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