2008 Dolphin User Conference

Agenda

10.00 Company Update and product roadmap Roberto Da Re

10.45 Product portfolio re-branding Ricky Castoldi

Coffee break 11.30 Dolphin product database

Sean Casey 12.00 Partner Presentations

EFR Travel Holiday Taxis

12.30 ATOL legislation within Dolphin Simon Wakeford

Lunch

Agenda

14.00 Interactive session Panel discussion

Coffee Break

15.30 Feedback and Q&A 16.00 Close

2008 Dolphin User Conference

Roberto Da Re - Founder

Agenda

Company Update Market Trends Product Vision and roadmap Comments and Q&A

Company Update

Since last user conference 2007 a year of consolidation

- Delivered to STA travel in UK, AU, NZ, USA (approx. 2,000 users)

- Delivered to FlightCentre in AU, NZ (Call centres) Delivered the Dolphin Product Database

- EFR first customer to go live- Explore Independent, JTA and others have signed up

Dolphin’s reservation module certified by Amadeus Added new content (Hotels and Transfers) 4 major releases of the booking management module

Company update

Plan for 2008-2009 Continue to invest in the Tour Operator market Invest in the Corporate market towards the end of

2008 early 2009 Continue to expand in new markets

- Scandinavia- Central Europe- Australia & New Zealand

Continued shareholder’s commitment to invest in the product

Industry trends

Confirmation of last year’s predictions Multi channel distribution key for Mid & Enterprise Niche markets key for SME market Directional selling more widespread, based on

commercial agreements not always based on customer choice

Leisure products being offered to corporate travellers

Consolidation of CAT35 usage

Industry trends

Restricted access to product is starting to appear as a supplier strategy to drive direct business easyJet – attempt to introduce a POS fee Jet2 – opens its own Tour Operator Big 2 TO – continue in-house push (exclusive resorts)

Online travel agencies possibly becoming pure search engines Intercontinental/Expedia media deal

Shake up in the supplier payment systems Immediate settlement for ticket sales New payment systems for non-air Elimination of ATB for normal paper Boarding Passes

Customer trends

Internet fatigue? No longer cool to just “surf the net” Using the internet to buy products is a chore User experience is king, not just content Internet sale is optional but internet fulfilment

expected The predicted return to travel agents (for some

products) is starting to happen

Technology trends

Fuzzy logic and CRM recommendation engines will allow agents to start to experiment with Amazon style “you might like this product”

Technology will continue to facilitate all travel companies to sell everything Airlines, Ground Suppliers, Tour Operators, Travel

Agents After an Oyster card for Rail, could there be one for Air

travel?

Product roadmap

Delivered since last year’s user conference Product database Increase DC/XML and bookable carriers Consumer booking engine Carbon offsetting calculator Implemented GDS Net fares systems Automated customer payment reconciliation

Product roadmap

Current roadmap – 3 QT 08 Support for maps integration Allocation module (hotels and all products) Expand content

- Holiday Autos MIS export for Advantage members

Product roadmap

Future releases Consumer booking engine version 2

- User profile and login Reseller booking engine (B2B)

- Agent login, profile and special mark-up rules Continue to expand content – Allied/Jon View Integrate a product content management module (CMS) Integrate web customer service and reservation module

into one Enhance customer profiles to support reservation

module functionality

Product positioning & rebranding

Dolphin no longer just a Mid/Back office with a point of sale and a booking engine product

Dolphin is being repositioned as a fully integrated, multi-channel, selling and distribution platform

Products are being rebranded This shift is taking place to stay in line with what we

see as the main industry requirement

Your views

Any key trends we missed? Comments on

Product roadmap? Any specific functional areas we should focus on? Is a booking engine just as an extension of your

traditional offering? What would you expect from a booking engine in

terms of content management functionality?

Dolphin Portfolio Rebrand

Ricky CastoldiHead of Sales & Marketing

Agenda – Dolphin Portfolio Rebrand

Travel Marketplace

Dolphin Product Evolution

Challenges of Current Brand Names

New Branding Strategy

1. SEARCH

2. BOOK

3. DOCUMENTS

4. PAYMENT

5. CUSTOMER

CHANNEL ONLINEOFFLINE

MID/BACK OFFICE

OUTSOURCEDLOCAL

THIRD PARTYSYSTEM

LCC GDS V/DATA WEB

LOCALCONTRACT

PRODUCTSOURCE

HOSTING

OPTIONS

FUNCTION

Travel Marketplace

Dolphin Product Evolution 1995 Dolphin for Windows (Dolphin Travel Manager)

First Windows-based back office system

2002 DolphinAnywhere Hosted “ASP” solution

2002 FlightScanner Flight sales engine

2003 FlightScanner Web Services Online flight booking engine

2006 TravelScanner Travel agent point of sale system

2007 Product database Tour operator sales system

2008 TravelScanner White Label ‘Plug & play’ Internet Booking Engine

1. SEARCH

2. BOOK

3. DOCUMENTS

4. PAYMENT

5. CUSTOMER

CHANNEL ONLINEOFFLINE

MID/BACK OFFICETRAVEL

MANAGER

DOLPHINANYWHERE

OUTSOURCEDLOCAL

THIRD PARTYSYSTEM

LCC GDS V/DATA WEB

LOCALCONTRACT

WEB SERVICES

WHITELABEL

PRODUCT DATABASE

PRODUCTSOURCE

HOSTING

OPTIONS

FUNCTION

FLIGHTSCANNER

TRAVELSCANNER

What Is Dolphin?

Integrated sales and booking management solution

Single database application combining front office selling tool and back office booking management tool One constant source of data company-wide Reduction in errors from data re-keying Consistent pricing message across all channels

Multi-channel POS / Internet Booking Engine User interfaces for both online and offline (call centre) environments

Aimed at multiple market segments Applicable to wholesale and retail, leisure and business, online and

offline Flexibility to manage multi-faceted business

Marketing Challenges Single product with multiple product names

Travel Manager and TravelScanner are two views of the same solution

Inconsistent brand equity FlightScanner is well-known Travel Manager often referred to as “Dolphin”

Inconsistency on deployment options Hosted solution is branded “DolphinAnywhere” Locally installed solution is unbranded

Names are not descriptive What does “TravelScanner” do?

Rebranding Process

Review of product positioning and market segmentation

Internal task force with external consultant to assist with process

Identified three main objectives of product rebrand…

Objectives

1. Make products understandable to customers

2. Provide consistency in naming conventions

3. Emphasise “single product” nature of the solution

Conclusion……product should have single name

New Product Name

Dolphin

Product Naming

Going forward, product will be known as Dolphin

“Travel Manager” and “TravelScanner” to be retired

“DolphinAnywhere” also to be retired Deployment options to become “In-house” and “Hosted”

Different module names for different functions of solution

FlightScanner will continue to be known as FlightScanner

CHANNEL ONLINEOFFLINE

OUTSOURCEDLOCALHOSTING

OPTIONS

booking management

module

reservation module

booking engine module

DOLPHIN

FUNCTION

1. SEARCH

2. BOOK

3. DOCUMENTS

4. PAYMENT

5. CUSTOMER

LOCALCONTRACT

THIRD PARTYSYSTEM

LCC GDS V/DATA WEB

PRODUCTSOURCE

In-house Hosted

consumerXML

Old Name New Name

Dolphin Travel Manager booking management module

DolphinAnywhere booking management module (hosted)

TravelScanner reservation module

TravelScanner white label consumer booking engine module

TravelScanner Web Services XML booking engine module

Any questions

Feel free to ask myself or any other member of the Dolphin management team…

Chuck Roberto

Product Database

Sean CaseyEnterprise Project Manager

Introduction

As part of Dolphin Dynamics development roadmap a product / land database was identified as an important and missing part of the portfolio

The product database has been developed and released in a phased approach over the past 6 months

The final phase of the product database will be introduced in June

Project Approach

Requirements gathering (Internal and External) Internal design sessions Functional and Technical documentation Development QA and Testing Customer testing and feedback

Key Functionality

Per room per night rates Offers and supplements Blackout dates Minimum durations Cancellation conditions Automated supplier communication Hotel and Land Products Season / date banded pricing Property specific room and meal basis descriptions

Demo

http://www.dolphinanywhere.com http://www.dolphinanywhere.com

What’s Next…

Inventory Management – Due to be released in June Allocation loading Scheduled and manual Release back functionality Product Database Booking Search and Cancel

EFR TRAVEL IMPLEMENTATION

Nicola Clayton

Company Background

Small luxury tour operator – established 8yrs 12 employees, Turnover £10m Mix of Leisure & Corporate customers Brokers – Private Jet Charter Ad hoc private charters to specialist events ie:

Champions League Finals Tailor-made ‘packaged’ holidays – flights, hotels &

transfers Specialist Areas: Indian Ocean, UAE, Europe, Sri

Lanka & Borneo. Mix of directly negotiated contracts & rates via DMC’s

SALES PROCESS & ISSUES

Presentation of hotel contracts varies widely – easy to misread & interpret from paper/manual files

Mistakes made in pricing & currency conversions etc.. Special Offers get forgotten about – therefore not

competitive Files are not maintained by sales agents. Mauritius quotes take a long time to work out due to all

the different special offers available. Manual entry of segments into Dolphin Travel Folders Supplier booking request emails typed up by sales

agent

SYSTEM REQUIREMENTS

Provide a simple & easy way for sales to quote hotel prices

Ability to manage various offers, discounts, value ads, free night deals etc…

Ability to handle 3 levels of rates for children: infant, child & teenager

Interface directly with Dolphin Travel Folders Manage hotel room Allocations Auto creation of supplier booking requests

CONTRACT LOADING

Vendors Profile – Property Description Tab

CONTRACT LOADING

Contract Search – add/edit contracts (permissions security setting)

Split into 3 tabs Definitions, Products & Extras

CONTRACT LOADING

Products Tab

CONTRACT LOADING

Extras Tab

CONTRACT LOADING

Extras Tab

SALES BENEFITS

Removes the need for manual paper files & contracts

Straight forward easy to use ‘Search Screen’ Returns suitable Hotel products – that match

search criteria Allows easier selling & comparison of Land Hotel

products & Offers etc.. Integrates directly with Dolphin Travel Folders – no

need to manually enter hotel details & prices into Travel folders.

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Benefits of Electronic Distribution and

Integration to POS Tools

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• About Holiday Taxis

• Key Industry Statistics

• Benefits for Holiday Taxis

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• UK is the largest online travel market in Europe

• In excess of 75 low cost airlines in Europe

• Over 25 bedbanks operating in the UK market

• Over 130 tour operators in the UK market

• UK travel market worth in excess of £9bn

Key Statistics

ATOL Protection contribution (APC)

Simon WakefordHead of EPM

The new APC regime

Effective 1st April 2008 (or 1st October 2008)

The biggest single change in ATOL functionality since we introduced support for ATOL in 1999

Supported in the Dolphin booking management module from 15th April 2008 (R27)

Building on Dolphin’s industry leading “Estimate ATOL” and “Auto ATOL” functionality

Continues to take the guesswork out of helping to ensure agency compliance with ATOL regulations

Overview of “Estimate ATOL” functionality

Estimate ATOL Grid

Who are you selling to ?

What’s the Selling Basis ?

What’s the Buying Basis ?

Are you selling an ATOL

Package ?

When is ticket being issued ?

Credit card (CC) or cash (CA) ticket ?

Who are you buying from ? Text on

customer docs

CAA reporting

ABTA reporting

How are your Fees,

Discounts, Insurance, and Other products

configured ?

Referral ?

The “APC start date” You will need to specify an APC start date when you upgrade

Local install – you’ll be prompted to choose the date Dolphin Hosted - we will assume 01 April 2008 unless you tell

us otherwise MS SQL server installations – see release notes Cannot be reversed, except by restoring from backup

Folders created and confirmed Pre APC start date – the existing ATOL regime applies

Folders confirmed Post APC start date – the APC ATOL regime applies

Folders created before you upgrade, but after your specified APC start date, will be automatically modified to reflect the APC regime

Summary of changes made to support APC Folder Level “Acting as agent for” flag

Item level “Acting as agent for” flag

Initial Setting and behaviour controlled by Agent and Vendor profile settings Defaults for new Agents and Vendors set at branch level Required to support the added buying/selling basis flexibility allowed under the APC ATOL regime Determines the text printed in customer documentation and ATOL type assignment

Removal of all Deed of Undertaking related functionality. (The ATOL ticket issue status field remains – can now only be ‘Later’ or ‘Immediately’)

Only ATOL types available after APC start date are PUBLIC, ATOL-to-ATOL, and UNLICENSED

Introduction of the ‘ATOL Package’ concept – a package containing one or more Cash (CA) tickets

Summary of changes made to support APC Changes to wording on customer Documents

ATOL-to-ATOL:-

“Protected under ATOL Licence number The Reseller’s ATOL number ATOL to ATOL Sale.”

PUBLIC where you are acting as principle:-

“All monies paid by you for the item shown are ATOL protected by the Civil Aviation Authority. Our ATOL number is Your Agency/Branch name. For more information see our booking terms and conditions.”

UNLICENSED where you are acting as Agent:-

“Your Agency/Branch name acting as agent for Vendor name, ATOL number xxxx. All monies paid by you for the item shown are ATOL protected by the Civil Aviation Authority. The ATOL holders name and ATOL number are shown. For more information see the ATOL holders booking terms and conditions.”

Two new CAA reports:-

Booked - for APC numbers and turnover figures based on folder confirmed date Carried - for passenger numbers and turnover figures based on folder departure date

(also includes sales made under the old regime, but not yet departed)

Summary of ATOL Assignment logic Top level rules :-

ATOL-to-ATOL:- Resale folder with Folder level “Acting as agent for” flag un-ticked – ATOL-to-ATOL Sale

UNLICENSED:- Client or company not in GB and 1st air segment not departing GB - outside of ATOL UNLICENSED:- Folder without any cash or charter tickets (unless Folder level “Acting as agent for” is

un-ticked)

PUBLIC :- All parts of an ATOL package – air and non-air (unless include in ATOL turnover is un-ticked) All charter tickets – (CC or CA) All Cash (CA) tickets with an ATOL ticket issued status of ‘Later’ All Cash (CA) tickets without an ATOL ticket issued status where Item level “Acting as agent for” flag

is un-ticked – Acting as principle

UNLICENSED :- All Cash tickets with an ATOL ticket issued status of ‘Immediately’ – acting as ticket issuer All Cash (CA) tickets without an ATOL ticket issued status where Item level “Acting as agent for” flag

is ticked – Acting as retail agent All remaining Hotel, Car, Cruise, Tour, and Rail items All OTHER items where ’Is a Travel Product’ is ticked (unless include in ATOL turnover is un-ticked)

Highest ATOL type elsewhere in the folder Fees/Discounts/Insurance items (unless include in ATOL turnover is un-ticked) OTHER items where “Is a Travel Product” is un-ticked (unless include in ATOL turnover is un-ticked)

Some item types continue to be excluded from the ATOL grid – refunds/CRNs, credit card tickets, void tickets, referrals.

Where to find more information

The full ATOL APC customer bulletin on www.dolphind.com/support (The “Online Support Tools” area in the “Documentation” section)

I’ll be here for the rest of the day and will be happy to answer any questions you may have

Call the Dolphin Dynamics Helpdesk on 020-8394-6002

Email the Dolphin Dynamics Helpdesk at support@dolphind.com