Bidroom organizes I Meet Hotel, a global conference connecting hoteliers to the future of hospitality. Since the COVID-19 outbreak, we have to take our conferences online. I Meet Hotel conducted a survey with 1000s of hotels to design a webinar more suited for hoteliers. One of the subjects that were highlighted was partnerships; In this session, we will cover partnerships and creative and innovative ways to drive new revenue streams. This webinar will feature; Callum Hale-Thomson - VP Business Development @Unwrapped Presentation: Unwrap the city (and new revenues) James Lemon - Founder & CEO @The Growth Works Presentation: Protect, React & Prepare: How IHG is responding to the crisis and thinking about the recovery. Eleanor Petronzio - Head of Client Development @ SK Chase Presentation: Pioneers in Digital Gift Vouchers for Hotels, Software with a Service Sam Martin - Innovation @UberEats UK&I Presentation: Driving New Revenue Streams With Your Restaurants

1. Episode 2
New Revenue Streams
Through Partnerships
15th April 2020
James Lemon
Founder & CEO @The
Growth Works
Speakers Moderator
Callum Hale-Thomson
VP Business Development
@Unwrapped
Sam Martin
Innovation @UberEats UK&I
Eleanor Petronzio
Head of Client Development
@ SK Chase
Caroline Dal'lin
Director of Business
Development @ Bidroom

2. Unwrap the City

3. local partnerships
augment the stay experience
new and innovative
revenue streams

4. <150km PackagesYun Tourism
As China emerges

5. Staycationer Escapist Opportunist

6. Information overload...

7. $200b
9% per year
4-20%
$157

8. 57%
57% of attraction bookings

10. €6
€5
€12

11. partners
➔ Effective curation
➔ Partner management
➔ Negotiating commission
timing
➔ Maximise conversion
➔ Automate processes
➔ Optimise inventory
delivery
➔ Personalised
➔ Accessible
➔ Payment processing

12. Unwrapped

13. This is why
we built
Unwrapped
locally sourced
experience content
inspire, engage and sell

14. Communicate
with existing
guests
Position your
hotel for new
guests
Increase wallet
share from
future guests

15. A special offer for
Bidroom hotels
➔ Free
six months
➔ 100%
➔ inspiration
tools

16. Want to
learn more?

18. 1

19. Protect, React, Prepare – a
hotelier’s road to recovery
I Meet Hotel | April 15, 2020 | London & Online
x

20. Let’s chat
about…
-1-
The Crisis: Managing for the best outcomes
-2-
The Recovery: Watching for demand;
preparing for change; & adapting
-3-
The Framework for Partnerships: Unlocking
Performance with expertise of others
3

21. Hospitality is a creative
industry.
But new ideas are hard to
implement, difficult to
measure, and not easy to scale.
4

22. James Lemon
Founder & CEO, The Growth Works
Strategy & Innovation Lead, IHG
5
The Growth Works offers on-tap Commercial
Innovation Hubs for Hospitality businesses,
with fresh ideas & practical action plans
“
“
A leading travel consultant
with 15+ years of hospitality and
travel experience, James has honed
strategic & partnership frameworks
from scale-ups to FTSE 100 organisations.
Prior COO of Europe’s largest home-stay business
which he scaled from 100 to 500+ employees in 9
major global cities, he’s also led strategy & commercial
teams at travel tech giant Travelport as well as Fortune 100
hospitality heavyweight IHG & global FMCG leader Unilever.
ON JAMES
The Growth Works helps hospitality businesses grow by
bringing the expertise & focused needed to build strategies and
plans, with a focus on creating powerful partnerships.
It’s the perfect mix of a strategic approach focused on key metrics
and ambitious timelines, executed on by coached in-house
teams or external experts.
ON THE GROWTH WORKS
Boost
automation,
accelerate your
business & build
competitive
advantage
Team &
culture
Talent
management
to build high-
performing
teams
Growth
Fast-moving
growth
strategies to
find, retain, and
multiply your
best customers
Product &
tech
Commercial
& ops
Detailed action
plans to up
margins,
maximise
synergies &
enter markets

23. “We cannot solve a problem
by using the same kind of
thinking we used when we
created them.”
Albert Einstein
6

24. 7
The Crisis has affected everyone: We’re in it Together
Our industry is dealing with uncertain times and incredible trading pressure
Our New Reality
-
A. Team & customers locked down
B. Forced closures by authorities
C. 80 to 90% falls in Occupancy
D. Little sign of rapid recovery
E. Underlying shifts in customer behavior
Tip: Subscribe to industry updates, including STR & Oxford Economics

25. Cover with image
8
Crisis Priorities
Those hospitality businesses that are poised to come
back stronger, have resourced 3 work areas
1.
2.
3.
Protect – your business & team
React – optimise & react
Prepare – strategies; priorities;
opportunities

26. 9
No Crystal Ball: Expect the Best, Prepare for the Worst
Recovery will come – different segments will respond differently; some Trends will sustain
Consider Demand & Trends
-
Are you doing all you can to:
A. Scenarios
B. Monitor
C. Plan
D. Experiment & Execute

27. Great, but where do I
start in my hotels?
Glad you asked!
10

28. 11
Where might you want to apply your efforts & partnerships?
Potential Demand recovery trends
• Domestic travel – are Sales & Channels optimised to capture local & domestic leisure and business share?
• Distribution mix – will demand recovery favour direct or indirect channels?
• Hotel websites / app - What opportunities exist to enhance the direct-book experience or drive direct bookings?
• Groups, meetings, events – will larger in-person events ever recover? What can we do to monitor and reassure?
• Physical vs virtual business – what role could hotels play in virtual meetings?
Potential heightened Guest trends
• Social distancing – is this a sustained trend? How can guests experience hotels with new distancing expectations?
• Hotel & team hygiene & health – can you reassure guests of the health of teams and can we build into guest journeys?

29. 12
How would a Recovery War Room support you?
Review Strategy
against various
Recovery options
(demand; consumer
trends); stress test
business against a mix
of unfavourable
outcomes
Scenario Planning
Have a single source of
data; watch lead
indicators that prove
or disprove your
scenarios
Monitoring
Design a number of
small experiments (in-
house; with partners)
to test how to react to
emerging scenarios;
pilot as trends emerge
as reality
Experimentation
Track what solutions
deliver required
outcomes; and work to
scale as a sustainable
well-managed offering
Management

30. Cover with image
13
We use our expertise to introduce &
embed world-class proven partners
Why use Partners to deliver your Recovery Plan?
Plentiful - can help along the whole service profit
chain, from acquisition to operations,
Lower Cost – at a time when investment is
constrained; free trials; share the rewards
Faster – services & technology ready to go; hands-on
expertise
Less risky - adopting a try-and-tested product
Kimpton Everly Hotel, Hollywood

31. 14
Our Proposal on a Page
Dedicated expertise committed to a tailored Recovery Plan
Facilitate your team
-
Gather your War Room
team; build scenarios;
gather ideas; plan &
monitor the market
1. 2. 3.
Manage your recovery
-
Quickly optimize
opportunities; run
experiments; kick off
partnerships; support the
team
Emerge stronger
-
Fast path back to profit;
engaged agile team;
successful new partners;
low investment
x =
Approach: We offer a free 1 hour facilitation session

32. 15
Our ‘Quick Impact’ Partnership Package: A few ideas to get you started
No magic answer at times of such tough trading: but we have some tools to support your teams
Focus Areas
-
A. Community – support team & the locale
B. Learning – for you & your team
C. Identify - new revenue sources
D. Reduce – costs & waste
E. Prepare - for recovery

33. hello@thegrowthworks.com
16
Don’t Get Left Behind
Contact us to share ideas; discuss Mentoring;
receive our newsletter; & follow us on Social
Thank you so much! Questions?
x

35. THE GIFT VOUCHER SPECIALIST –
SOFTWARE WITH A SERVICE
I Meet Hotel - 15 April 2020

36. Hotel Experiences Gift Store
Beautifully designed, uniquely yours.

37. Send Love via Email
Safest way to send love – by
instant eVoucher
Brighten up their Day
The excitement of receiving
the gift, looking forward to the
date of the experience (in the
future), the day itself and then
the long-lasting memories that
live afterwards.
Extend Validity
Hotels can set validity – for
example two years to use an
experience
Unlock Revenue
Hotels are seeking ways to generate revenue and increase cashflow and we recommend to market gift
vouchers, adapting your offering, message and validity to reflect the current time.

38. Gift giving is special
It connects individuals, in a meaningful way. When
people buy a gift they are expressing love and thought.
Simply put, gifting makes us feel good – it makes us
happy - for both the person buying the gift and the
person receiving the gift. And 'feeling good' and helping
people feel good should not be underestimated at this
time of turmoil - it's important.
In these difficult times, people will continue to seek out
things that bring joy.
There are still birthdays, anniversaries, congratulations,
thank yous and people looking for ideas to lift the
spirits and convey in some way to people that they
miss and love them. And we can still uphold these
traditions.
Whilst we know that gift vouchers aren’t a necessity,
they are a way of connecting – of showing love and
we’ll continue to give generously and buy gifts during
this time.
Wishing you a very Happy Birthday
darling.
A lunch to look forward to once
lockdown is over!
With all my love Vivien xx
Happy Birthday!
Something to look
forward to.....
all my love, James.
Sorry I can't spend it with you
this year. Here's a little
something so you can treat
yourself and have something
to look forward to once all this
is over.
“Take a day to relax!
Thanks for all the hard work.
John”
Hopefully this will
provide a heaven of
calm to celebrate once
the storm has passed!
A little treat for you to look forward
to.
Lots of love,
Sally, Andrew, Phoebe & Win xx
v
These are messages written on gift vouchers.
All the names are fictional, and the messages have been amended to respect buyers’ privacy.

39. Instant Gift via Email or via Printed Gift
(Printed gifts are delivered via post or ‘collect at hotel’)

40. Current Gift Voucher Campaigns
Sent to database and embedded into social media - https://exclusive.skchase.com/treat15

41. Example of sensitive campaigns during Covid 19
Current Gift Voucher Campaigns

42. How are Current Campaigns Doing?
Sales of all our clients who are running gift voucher campaigns.
Mother’s Day 2019
Mother’s Day 2020
Gift voucher campaigns running

43. Why and Who are People Buying For?
Buyers of clients running gift vouchers campaigns tend to purchase voucher for themselves, a lot more
than usual.
OCCASIONS
RELASHIONSHIP
WITH RECIPIENT
USUALLY
USUALLY
April 2020
April 2020

44. Peaks and Spikes in Annual Sales
Key gifting dates play a major part in sales spikes, as we look at the weekly sales.
Valentine’s Day
Mother’s Day
Father’s Day
Black Friday
Cyber Monday
Christmas Day

45. Voucher Type
Almost 60% of vouchers sold are for either Spa experiences or Monetary vouchers. Afternoon tea sales are less important this
year compared to 2018. This is due to a drop in Afternoon Tea sales and a rise in Overnight Stay sales.
Note: A voucher including an Overnight Stay + Spa will fall under Stay as the accommodation revenue is the highest part. Likewise, a voucher with Spa + Afternoon Tea will fall under Spa.
+3%
+6%
-18%
+17%
Variance on last year proportionally
to the total sold each year
If your venue is in London, expect Afternoon Tea experiences to be more popular.
Overnight stays are more popular in more rural locations.
Off-peak prices
Where relevant, we strongly
recommend offering an off-
peak option to help increase
occupancy at quieter periods
(specific times of the day, days
of the week or months of the
year).
Thanks to the buying option
feature introduced last year,
this has never been easier to
setup.

46. Gift Vouchers by Occasion

47. Browse on Mobile, Buy on Desktop
Although 50% of the sessions on our clients gift voucher shops are made on mobile, almost 70% of the revenue
is made from desktop. However, we are seeing more sales made on mobile this year.
Sessions Revenue
Up or down
on last year
In 2019, the share of sessions made on
mobile increased by 25% compared to the
year before.
The share of revenue coming from desktop
remained the same. We saw a drop of
purchases made on tablets and an increase on
mobiles.

48. Revenue Now
SK Chase sends
payment to hotel
Purchase
made now
Hotel retains
the funds
Redemption
… in few months…

49. All About Potential

50. Our top client sold over
£2,000,000
worth of gift vouchers in 2019!
50%
of our clients made over
£100K
On average, each of our clients made
£256K
Gift Voucher Revenue insights…
Note: Based on clients who worked with SK Chase for the whole year, i.e. excluding those who joined us half way through for example.
We work with over 300 luxury hotels and resorts worldwide - here’s how their sales shaped up in 2019.

51. A beautifully designed responsive online ‘store’, accessed via the venue’s own
website, delivering a seamless customer experience.
Voucher management system filled with revenue enhancing features, enabling
venues to create, manage, promote and sell vouchers with ease.
Fulfilment (printing, packaging and posting), instant eVouchers & online tracking.
We also take care of any delivery related queries from hotels & buyers.
Weekly sales tips & rich data analysis, with personalized marketing insights
informing marketing decisions that lead to increased conversions. Google
analytics & facebook pixel integration.
Have more time, make more money and have peace of mind that you are working with the luxury hotel gift
voucher specialist.
Founded in 2003 | Trusted by over 300 clients worldwide | On average each of our clients made £256K | Top client sold £2 Million+ worth of gift vouchers (2019 Data)
SK Chase provide a complete gift voucher solution to luxury hotels, making it very easy for them to sell their gift experiences online. We take
care of every aspect of the voucher process, giving venues the opportunity to engage & delight their customers, whilst generating more revenue.

52. Our Clients
We work with luxury hotels and groups in locations throughout the world, including:
+300 other luxury hotels
United Kingdom International
THE
RED CARNATION
HOTEL COLLECTION

53. No integration
required
Ready When You Are
Drive immediate revenue to your hotel.
Sign contract
Provide us with branding, images and gift experiences
We set up your voucher shop and train you and your
front of house teams
Your branded voucher shop goes live
Start marketing your gift vouchers
Look at
your sales
grow!

54. SK Chase pioneered digital voucher
technology over 17 years ago and
currently work with over 300
luxury hotels worldwide, providing
the software & service that enables
them to successfully sell & manage
their gift ‘experiences’ online.

55. Sales: https://skchase.com/contact/

57. EXCLUSIVE DELIVERY-ONLY
FRANCHISE BRANDS
Partner with Peckwater Brands to drive incremental revenue now

58. THERE ARE OPPORTUNITIES FOR GROWTH IN FOOD
DELIVERY BUT MANY BARRIERS TO ENTRY
11
There is huge and growing demand for food
delivery in the UK, with the sector worth £8.4bn
in 2019, +18% on the previous year*
22 Many operators tell us that they are not utilising
their kitchen space to maximum efficiency
33
44
It can be difficult as an operator to identify and
act on growing food delivery trends at speed
Creating a new food brand is time consuming
and requires considerable investment
1
*Source: MCA Food delivery report 2020

59. Looking to drive more revenue
through your restaurant
OR
ARE YOU...
YOUR RESTAURANT COULD BE THE PERFECT FIT FOR A
DELIVERY-ONLY FRANCHISE
A restaurant already live
on delivery platforms
With reliable
operations
Have staff and space to process
more food orders
Not on delivery platforms, but have
a well managed kitchen operation?
Looking to drive revenue
through delivery channels
2

60. ‘Fried Chicken’ and ‘Wings’ sales grew
+2,033% last year on Uber Eats!*
THREE GREAT BRANDS AVAILABLE IN THE UK,
OWNED BY PECKWATER & WITH MORE TO COME!
3
Indian is the third highest ordered
cuisine in the UK*
Sales grew +90% LY on Uber Eats!*
Source: *MCA 2018 UK Foodservice Delivery Market Report
Source: Uber Eats platform data Jan 19 vs Dec 19

61. GO LIVE WITH A NEW FOOD
BRAND IN JUST 7 DAYS!
Ready to operate delivery-only brands
that drive additional revenue to your
business
Professionally designed with
data-driven menus that are ready to
plug-and-play
11
22
33
YOU COULD BE SELLING
IN 7 DAYS
ALL YOU NEED IS SOME
BASIC EQUIPMENT
WE’VE TAKEN CARE OF
EVERYTHING ELSE
4

62. BRANDS DESIGNED WITH YOUR
KEY CHALLENGES IN MIND
11
22
33
44
Designed to suit small kitchen spaces
Optimised for delivery and tailored to minimise
wastage
Likely to have ingredients overlap with your
existing brand
Designed to allow max. 8 min prep time, reducing
your staff requirements
55
Available to operate across Uber Eats, Deliveroo &
Just Eat, driving maximum order volume for you
We’ve worked with
best in class restaurant
professionals so that all the
brands are
5

63. Ensure you have the
right equipment and
agree to our terms*
We send you your
integrated tablet &
printer (works with
all major delivery
services).
You order your first
set of ingredients
and packaging
Our Brand Champ
(Trainer) visits to train you
before you go live
1 42 3
*our only charge is £365 in training fees. Pay £65 upfront and the rest can be repaid in installments over 8 weeks and
deducted from sales
GO LIVE!
We activate your tile on
Uber Eats and you are
ready to sell! (You can
go live with other
platforms too!)
5
HOW DOES IT WORK?
6

64. +78%Average sales increase from
launching a Virtual Restaurant1
58%Increase in conversion rate
using our data-driven menus
+298%Rising to an amazing +298% sales
increase from launching a
Delivery-Only Franchise brand
1
Data from all active UK&I partners with virtual brands,
September 2019
2
Data from US VR menu tool adapters Q3 ‘19
ADOPTING OUR MENU ADOPTING A VIRTUAL BRAND LAUNCHING OUR NEW FRANCHISE
WHAT IS IT WORTH TO ME?
7

65. 8
Commercials
FLIP THE BIRD

66. PER MAIN DISH PER ORDER PER MONTH
(Chicken Thighs) (2 main dishes) (700 orders)
Revenue (Gross) £9.90 £19.80 £13,860
Revenue (Net with 20% tax) £8.25 £16.50 £11,550
Cost of goods £2.06 £4.13 £2,888
Packaging £0.45 £0.90 £630
Franchise Fee (5% of Revenue) £0.50 £0.99 £693
Commision (30% of Revenue) £2.97 £5.94 £4,158
Variable Costs £5.98 £11.96 £8,369
Profit £2.27 £4.55 £3,182
9
FOR EACH SITE YOU OPERATE

67. 10
Revenue Case Study On a Similar
Franchise Based Model
1 Data from UBER EATS US VR menu tool adapters Q3 ‘19
2 Revenue data based on a franchise partner with Honest Food Concept in
another region
£168K*PER SITE, PER YEAR
That works out at an average of
Monthly revenue & profit for one partner
*Data based on similar franchise concepts with 700
orders/month from multi-platform listings

68. Food Delivery is still a growth area in the
UK, worth £18bn in 2019 and growing at
+18%*
Taste first: 87% of respondents voted that
they would order from The Elephant Run
again**
Low risk: we have waived start up costs so
you only pay £365 for training,, £65 of which
is paid upfront and the remainder in
installments over 8 weeks.
Expertly made: the brands have been
created using data analytics and by
partnering with industry experts to create
unique consumer propositions
WHY
WORK WITH US?
9*source: MCA Foodservice Delivery Report 2019
**Source: survey of consumers ordering from Kentish Town store

69. THANK YOU