ID Fortify Top 4, Grow on Top 50 & Drive MKTSH Commitment

Travel Agents Target Segments

Corporate
Collaboration with Global Accounts to get TMC to support 1B as well as special incentives to TMC partner to win new accounts. Assist TMC TAs in RFP tender process while building competency in NMC.

Large TAs
Defend & Grow business from Top 4 accounting to16% of Indonesia (> 25% of 1B Business in ID). Aggressively shift bookings from Top 50, targeting incremental 100,000 segments/year +1.87% MKTSH. Drive MKTSH Commitment from TA with existing agreement, targeting potentially 160,000 segments/year +3% MKTSH

Wholesale Segment
Reaching out to sub-agent network of Top 10 TAs & targeted Wholesaler (AVIA, IWATA NUSANTARA, JAKARTA EXPRESS , NATA BERSAMA & TRAVEL CENTRE), targeting 5,000 7,500 segments/month.

Engagement/ initiative

Special Corporate & Labor fares from Shareholder Carriers Attractive hotel/insurance/car rates from RAJA KAMA, EUROCARS,& AXA/AIG.

HAJ & Religious Traffic from GA & Middle-Eastern Carriers. Special fares from Partner Carriers focusing on Top 10 Most Popular Routes or Top 5 Cities.

Content

Other DOM fares from Batavia, Sriwijaya, Lion Air & Merpati? Wholesaler Hotel from RAJA KAMA. Insurance AXA, AIG, ACA & at least 2 other local insurance underwriter.

Solutions

Abacus PowerSuite Abacus TripPlan GA Unused E-Ticket GA Pre-Trip Approval Abacus GEMS Abacus WebConnect Abacus Mobile

Abacus GEMS Abacyus TravelEyes (NMC BOS) Abacus WebStart Abacus WebConnect Abacus Mobile Abacus TripPlan

Abacus TicketingExpress for less complex environment. MBOS Abacus FareX Market Study to understand Wholesaler requirements Pending findings from Marketing by end 2011 otherwise CMD to undertake study direct.

ID Grow DOM & Focused Growth On Shareholder Carriers

Airlines Target Segments

Shareholders
Special contents through SMP for Corporate & Labor. Focused growth on BR, CI, CX, KA, MI & NH.

Key Non-Shareholders
Continue the roll SRI WIJAYA (SJ). Revisit Lion Air & Batavia Air.

Strategic carriers
Content Parity/Enrichment of Middle-Eastern Carriers EY, EK, SV, QF & QR Other sizeable carriers TG, KL, KE &LH.

Engagement/ initiative

Corporate & Labor fares to maintain unique competitiveness & offering. Special content promotion with targeted TA conducted ad-hoc but sustained basis.

Both FIT + DOM with parity. AD to verify segment potentials.

Groups participation for all above. Abacus FareX adoption. Special Labor & Religious fares.

Content

More stringent SMP criteria to seek support from Partner Carrier for ARO to endorse 1B as the Preferred GDS. Groups participation/adoption & growth?

Solutions

BBR Plus? Bundled tools to travel agents? Alternative LCC Hosting solution? IBE to replace Airline Direct? Value-Story to LCC apart from our extensive reach within Asia?

Alternative to SMP without diluting revenue or subsidizing the airlines? In-Country Marketing Program instead of Regional SMP? Collaborating with GA to counter-sell against Middle-Eastern Carriers?