內(nèi)容教案成果oyotraveldaily-english p

1ToLhasaFromQiqiharWishingeveryoneformid-autumnfestivalAN

ASIA

BORN

FRANCHISING

ANDLEASING

HOCHAIN

–

STARTING

INCHINAHospitality

and

real

estate

are

brokencategories.

There

is

a

huge

disconnectbetween

demand

and

supply

of

quality

l

ivingspaces,

forcing

travellers

and

city-

dwellers

tocompromise

on

location,

quality

and

price.OYO

uses

technology

andtalent

to

f

ix

this

problem.“CREATE

QUALITYLIVING

SPACES”O(jiān)YO

Home

10868

3BHK

Villa

Calangute

BeachOur

MissionSouth

AsiaChinaGlobal120KRooms87KRooms4MRoomsFrom

China

and to

rest

of

the

worlde

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酒店Home

Market7QUnratedQHigh-endQEconomyQMidscale$0$50$100$200$150Averageroom

rentMarket

size:$150bnH

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n#roomsaddressable(mm)ARR(US$)Addressablemarket(US$bn)116.625150OYO’s

successful

entry

into酒店tocapture

alargeshare

of

the

marketNote:

1.

OYOEstimatesGreenTreeMo

16899

InnBestayJinjiang

InnHomeInn

PlusYi8OYO

酒店

creating

a

US$150bn

marketopportunityYSufei

HuVPExpansionExperience:

5+

yearsChinese

University

of

HK,

Nanjing

UniversityRanLin

VPGrowthExperience:

11+

yearsUniversity

of

Chicago,

Peking

UniversityTechnologyConsulting

/ConsumerWilson

Li

CFOExperience:

18+

yearsEVP

&CFO

–Car

Inc.

(HKSE:0699)CFO

Asia

–

GE

Healthcare?Herbert

WangSVPHRExperience:

12+

years

University

of

BedfordshireMorgan

XuVP

Supply

and

ProcurementExperience:

9+

yearsNan University,

INSEADTerrance

Han

VP

OpsExperience:

9+

yearsHK

University

of

Science

&TechKevin

GaoRGMExperience:

8+

yearsHarbin

Institute

of

TechnologyAmy

DengVP

Business

DevelopmentCEO

A&A

Rooms,

Alitrip,

Elong,

P&G,

Pepsico酒店HenrySVP

TechnologyExperience:

15+

yearsUniversity

of

Texas

at

DallasJames

OuBU

GM

TownhouseExperience:

10+

yearsTsinghua

UniversityLocal

leaders

with

strong

executionexperience91S

MA

L

L

E

RP

R

O

P

E

R

T

I

E

Sing<80

roomsproperty

–ignored

bylargeplayers

today4L

O

C

A

L

I

Z

A

T

I

ONInvestment

inLocal

techandtalent3P

R

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P

O

I

NT￥

99Offeringcompetitiveentry

price

points2F

O

O

T

P

R

I

N

TStrategicallyexpandingfootprintfollowing‘Lighthouse’ApproachOYO酒店’s

Go-To-Market

strategy

in

中國10OYO酒店

is ing

the

untapped

market

of<80

rooms

properties84105108121202210310MarketshareAverage

number

of

rooms

per

property430Fragmented

andunbranded

propertieswith

less

than80

roomsLarge

untapped

potentialwaiting

to

be

tapped

by11Operational

in180+

cities

with2000+

storesLeading

movie

出好戲by

Directorsupported

by

OYO

酒店14OYO

酒店Capability

Update:Supply

|

Transformation

|Demand

|

Technology

|Customer

Experience2000+

stores

franchised

and

leased

stores

in180+

cities420

4878143,09010,50424,38350,16287,000Jan

Feb

Mar

Apr

May

Jun

Jul

AugRooms

under

managementSichuanTianjin(871)Hainan

(1002)XinjiangGuangdong

(11637)Fujian

(1338)Yunnan

(2403)(301)Guangxi(696)(870)

Hunan

JiangxiGuizhou

(2019)

(1078)(2898)Hubei(3111)Chongqing

(1426)(1401)Shaanxi

Henan(3514)Sh(2995)Jiangsu

(4832)Anhui(2195)(1156)Hebei

(2116)BeijingLiaoning(998)Jilin(330)Heilongjiang

(609)Inner

MongoliaQinghai

(349)Autonomous

RegionGansuNingxia

ShanxiOYO

酒店

ALREADY

INTOP

10

HO CHAIN

IN

中國OYO

酒店Capability

Update:Supply

|

Transformation

|Demand

|

Technology

|Customer

Experience?#Transforming

ho s

with

the

help

of

600+vendors

across

115

cities

in

中國E

Biddingand

Tenderingprocess

to

categorize400+

vendors

nationwide

basis

cost,quality

and

timelines-to

reducecostsby

30%

and

decreasetimelines

by

20%Using

automated

onlinereverse

bidding

process?r

incentive

programs?#24Transformation

impact:

Creating

brand

valueC

H

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N

G

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capexinvestment

in2018?#OYO

酒店Capability

Update:Supply

|

Transformation

|Demand

|

Technology

|Customer

ExperienceServingcustomers

in酒店

with

a

strongproposition28Customer

Value

Proposition

in

in

中國29OYO

酒店Starting

from

￥94.Leading

ho chains:

Starting

from

￥125.Twoho s

havethe

distance

of770

meters.The

other

hochain

is

32%higher

price

thanOYO.Offering

lowestprices

in

area

withbest

best

in

classGuest

Experience30Note:

From

CtripOYO

酒店:Starting

from

￥94.Leading

ho chains:

Starting

from

￥169.Twoho s

havethe

distance

of770

meters.The

other

hochain

is

70%higher

price

thanOYO.Offering

lowestprices

in

area

withbest

best

in

classGuest

Experience31Note:

From

CtripOccupancyFeb-2018

Assets

–

Before

OYOFeb-2018Feb-201819%67

Rooms

Joining

OYO

in

Feb-2018

WereOperating

at

19%

Occupancy36%

points

Jump

After

30

Days

of

Joining

OYOFeb-2018Feb-201819%Mar-201855%39%

points

Jump

After

60

Days

of

Joining

OYOFeb-2018Feb-201819%Mar-201855%Apr-201858%53%

points

Jump

After

90

Days

of

Joining

OYOFeb-2018Feb-201819%Mar-201855%Apr-201858%May-201872%Breaching

The

75%

MarkFeb-2018Feb-201819%Mar-201855%Apr-201858%May-201872%Jun-201875%Starting

to

Deliver

More

than

75%

ConsistentlyFeb-2018Feb-2018

19%Mar-201855%Apr-201858%May-201872%Jun-201875%Jul-201879%61%

points

Jump

180

Days After

Joining

OYOFeb-2018Feb-2018

19%Mar-201855%Apr-201858%May-201872%Jun-201875%Jul-201879%Aug-201880%Value

delivered

to

asset

owner

-

Delivering2x

jump

in

occupancy

in

90

days39Occupancy

cohortNumber

of

rooms

on-boarded58672491993652212984245983781240D

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o

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Y

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)4142Market

|

Capability

Update:

DemandInitial

occupancy

of

40%

at

ARR

of135

RMBleading

to

5,700

RMB

NRVper

dayKey

steps

to

drive

demandContent100%

Operational

controlStaffingcontrolRevenue

Management43Market

|

Capability

Update:

DemandOccupancy

jump

to

105%,

ARR

of

101RMB

injust

two

weeks

leading

to11,400

RMB

NRV

per

day44Direct

:

O2OP

a

r

t

n

e

r

i

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g

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i

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i

a

t

i

v

e

s45Delivering

fastgrowth

withprovincial

andnationaldistributionpartners46OTA

ChannelsAdded

strong

regionaldistribution

partners47Healthy

Partnership

With

Online

Travel

AgentsFeb'18

Mar'18

Apr'18

May'18

Jun'18

Jul'18

Aug'18OTA

contributes

20%of

OYOURNs

URNs

Direct

:Walk-inChannels49Occupancy

lift

due

to

strategicexternal

brandingWalk-in

has

been

a

hugecontributor

to

thisho ,

thisgreat

OYO

branding

has

led

toconstantly

high

walk-in

trafficDirect

:Walk-inChannelsOYO

936850OYO

酒店Capability

Update:Supply

|

Transformation

|Demand

|

Technology

|Customer

Experience52Leading

a

200+member

teamamassed

and

ledby

combined75+yrsexperienceOne

of

the

best

Franchise/Lease

Signingprocess

built

in中國

Ho

IndustryBaidu

IntegrationLead

ManagementRecords

Meetings

and

MinutesRequest

Property

AuditAutomatedDeal

Assessment(Customized

for

China)Offline

Contract

Singing

Functionality(E-contract

functionality

in

developmentstage)KYC

(MDM)

as

per

China

MarketORBISAPPDataGetCRSBackendPMSHo

SettlementPortalGatewayQR

CodeOTAOnline

AgencyOYO

APPtic

ion

&

dPOSSAPReconciliation&SettlementBankWe

Chat

OfficialAccountWeChat

Little

ProgramOffline

Agency…supported

by

robust

systemsFull-channel

marketing

system

—Payment

and

settlement

system

OYOOrder

Fulfillment…supported

by

robust

systemscore

smart

engine

of

OYO

to

integrate

horesources

and

dynamic

control

channelSmart

terminal

to

collect

and

process

all

kindsof

ho

operational

data.OYO

TITAN

-

PMSZeusCRSOYO

酒店Capability

Update:Supply

|

Transformation

|Demand

|

Technology

|Customer

Experience%of

酒店Hos

rated%of

酒店Hos

rated4

and

above4.7

and

aboveCoverage*97%34%66%80%20%63%74%26%39%71%9%69%59%5%64%%

OTA*Note:

Percentage

OTA

coverage

=

(No.

of

rated

OYO

Ho

s

/

No.of

total

OYO

ho

s

on

OTAs),

due

to

time

lag

of

fast

paced

supply

additionOYO

酒店’s

customer

experience

and

quality

in中國is

reflected

by

its

high

OTA

rankingsDelivering

superior

guest

experience…Customers

loving

the

OYOexperienceHo staff

training

to

ensure

high

walk

inconversion

and

better

GX60Guest

Speaks“楊

這樣評價(jià)她住過一家OYO酒店：大堂看起來很有家