+

Understanding the
2002 Channel mix of
InterContinental
Hong Kong

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Demand Share by Channel of
U.S. Hotel Industry

Exhibit 6- All channels demand share of rooms

decreased from 2009 to 2010 except OTA and
Brand.com.

Property Direct/ Other decreased by 0.9%, CRS/Voice

decreased by 0.6%, and GDS decreased by 0.3%.

OTA increased by 0.9% and Brand.com increased by 0.3%

Exhibit 7- Prop Direct/ Other room night share was the

only channel that decreased each year from 20092011. 4.2% decrease from 2009 to 2011.

OTA increased by 1.6%, Brand.com increased by 1.3%, GDS

increased by 1.2% from 2009 to 2011.

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Demand Share by Channel of
U.S. Hotel Industry- Contd

Exhibit 8- Shows the demand share of room nights

booked electronically increased by 1.5% from 2009 to
2010.

Property Direct/ Other decreased by 0.9% and CRS/ Voice

decreased by 0.6%.

Exhibit 9- Shows more than 50% of rooms booked by

the 7 of the Top 10 Markets in 2010 booked rooms
electronically.

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What is the trend on demand
share for U.S. Hotel Industry by
Distribution Channel?

Based on the U.S. Hotel Industry information, booking

through the electronic channels exceeds 35% of all
room bookings and are increasing.

The growth in the use of electronic channels was at the

expense of CRS/voice and Property Direct/Other.

The shift from offline to electronic booking will continue

to capture an increasing share of hotel reservations.

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Demand Share by Channel of
InterContinental Hong Kong
Hotels
2002 InterContinental Hong Kong Hotels Revenue by Channel Type

OTHER; 0% WEB; 10%

CRO; 18% OFC; 2%
GDS; 15%

WEB
OFC
INN
GDS
CRO
OTHER

2002 InterContinental Hong Kong Hotels Share of Room Nights per Channel Type

WEB
OFC
INN
CRO; 15% OTHER; 0% WEB; 7% OFC; 2% GDS
CRO
GDS; 12%
OTHER
INN; 64%

INN; 55%

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Demand Share by Channel of
InterContinental Hong Kong
Hotels Contd

55% of the revenue from InterContinental Hong Kong is from

the INN Channel( Property Direct/ Other) $13,671,36,575.86.

2002 InterContinental Hong Kong Hotels Share of Revenue

for Property Direct/ Other was 8.4% higher than 2009 U.S.
Industry Hotel Share of Revenue.

2002 InterContinental Hong Kong Hotels Share of Room

Nights for Property Direct/ Other was 11.7% higher than
2009 U.S. Industry Hotel Share of Room Nights.

Property Direct/ Other is the primary channel from U.S.

Industry hotels during 2009-2011 and InterContinental Hong
Kong Hotels in 2002.

+
How did the Average Daily Rate
of InterContinental Hong Kong
Hotels differ from the U.S.
Lodging Hotels Industry?

The Average Daily Rate of 2002 InterContinental Hong Kong Hotels

by month ranged from $19.09 to $157.91.

The Average ADR for 2002 InterContinental Hong Kong was$86.06.

The 2010 Chains Scale ADR of U.S. Lodging Hotels Industry ranged
from $49.28 to $243.99.

The Average ADR for 2009 & 2010 of U.S. Lodging Hotels was
$98.00.

The ADR of the InterContinental Hong Kong Hotels differ from the
U.S. Lodging Hotels because the rate was much lower in 2002 than
2009-2010.

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Recommendation regarding the
Channel Performance of
InterContinental Hong Kong

Based on the U.S. Industry Hotel information, the

Hotels
InterContinental Hong Kong Hotels should change the
channel mix.

InterContinental Hong Kong Hotels should spend more

money developing Brand.com and OTA channels and
less money on the Prop Direct/ Other.

Based on the 2009- 2011 U.S. Industry Hotel

information the demand share for Brand.com and OTA
is expected to continue to increase.