This document discusses the growth of online travel agencies (OTAs) in the Middle East region. It notes that while OTAs currently make up only 9% of online sales in the Middle East, this figure is projected to grow to 15% by 2018, representing a $15 billion OTA market. The document outlines how OTAs are evolving to better meet customer demands, such as through personalized experiences, increased mobile usage, big data analytics, more customer control, and integration of social feedback.

1. OTAs of the future
in the Middle East
Albert Dias, Co-founderAlbert Dias, Co-founder

2. Who are we
> Founded in 2005
> Present in UAE/India on
OTA, B2B and Retail
> Lean team of 300
across 11 locations
> 1.5mn+ OTA/Retail and
9,000+ B2B customers
> 1.5mn+ OTA/Retail and
9,000+ B2B customers

3. Startup OTA
OT
> Untapped market
> High card penetration
OTA OT
OT
ME vs
Europe
> Unique customer needs
> 9% online in ME, of
which OTAs were <2% Offline
Europe
2008
which OTAs were <2%
Offline
* Hermes

4. Early adoption OTA
OT
> Maturing market
> Increasing trust
OTA
OTME vs
Europe
> Mobile revolution
> 20% online in ME, of
which OTAs were 9% Offline
Europe
2013
which OTAs were 9%
Offline
* eMarketer, PhoCusWright

5. Tipping point OTA
> Accelerating growth
> Personalized, localized
and instant services
OTA OT
ME vs
Europeand instant services
> 35% online in ME, of
which OTAs will be 15%
> $15bn OTA market
OT
Offline
Europe
2018
> $15bn OTA market
Offline
* CAGR, PhoCusWright

6. expectations
Changing behavior and

7. Data-driven wants
> Here and now
> Personalization
> Intelligence
> Control
> Social feedback> Social feedback

8. Coming of age
* The Washington Post

9. Mobile conversion levels up 5x in 2Y
13Q4 14Q1 14Q2 14Q3 14Q4 15Q1 15Q2 15Q3
Base 1.6x 2.0x
2.8x 3.0x
4.3x 4.5x
5.3x
13Q4 14Q1 14Q2 14Q3 14Q4 15Q1 15Q2 15Q3
* Musafir UAE OTA

10. Blurring lines
> Growing demand for
data insights in leisure
> Increasing self-service> Increasing self-service
in business travel
> Corporate CC adoption
in infancy, but growingin infancy, but growing

11. Rise of holiday explorers
> Appeal of novelty
> Price advantage
*
Adventurer
> Perfect for short breaks
> Growing shift from
packaged to tailored
Explorer
Status-seeker
Traditional
packaged to tailored
Traditional

12. Falling barriers
> Growth of NBFCs and
wallets to fix CC woes
> More m-wallet users
than CCs in Indiathan CCs in India
> Still in its infancy in ME
> Closed, semi-closed,
open and pass-through
> Closed, semi-closed,
open and pass-through
* RBI

13. evolving
How are we

14. Mobile first strategy

15. Personalized
> Predictive shopping and> Predictive shopping and
inspirational shopping
> Flexibility to mix/match
complete itinerariescomplete itineraries
> Customize ancillaries
with Sabre Air Extras
> Express checkout with> Express checkout with
your own wallet

16. Big data
> 90,000 searches/hour
previously wasted
> Sub-second search and
price intelligence likeprice intelligence like
Sabre Low Fare History
> Insights from your
Carbon footprint toCarbon footprint to
auto-optimized search

17. More control
> Any device, anywhere
> Increased automation
and self-service
> Cancel/change online
with Sabre Air Exchange
> Refunds to your CC or
your wallet
> Refunds to your CC or
your wallet

18. Social feedback
> Know which flights,
holidays, seats and
more are popularmore are popular
> Rate anything and
everything