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Investor Day 2012: Canada
FULL SUITE OPPORTUNITY
Vince Timpano
President and Chief Executive Officer, Canada
LEVERAGING A STRONG FOUNDATION TO ACTIVELY
BUILD OUR FULL-SUITE OF PRODUCTS & SERVICES

                                                LOYALTY                                             Canada Overview (FY 2011)
       COALITION                                                             PROPRIETARY
                                               ANALYTICS                       LOYALTY
        LOYALTY
                                                                                                 Total Gross Billings   $1.3B
                                               Collects, analyzes
     Manages Canada’s                                                     Designs, builds and
                                             and derives actionable
      flagship premium                                                   manages customer and
         multi-partner
                                             insight from customer
                                                                                employee
                                                                                                 AEBITDA                $373M
                                                 data to deliver
       loyalty program                                                    loyalty programs for
                                             measurable marketing
                                                                            individual clients
                                                   ROI for our                                   Margin1                29%
                                              clients and partners

                                                                                                 Employees              1,895

                                               Intelligent Shopper
                                                     Solutions
 •   4.6M members                        •     1 grocery anchor client   •    >65 clients
 •   >75 partners,150 brands                                             •    23 programs
 •   5,000 retail locations                                              •    > 14M members
 •   1.5M travel redemptions             •     10 CPGs signed




            1 AEBITDA / Total Gross Billings
DELIVERING SUSTAINED HEALTHY
FINANCIAL PERFORMANCE
                                                     Gross Billings (Millions)
                                                                                 +11%
                                                                                 1,249   1,299
                                                                  1,047




                                                                   2009          2010    2011
 Consistent delivery of leveraged growth             Gross Margin1 (Millions)
                                                                                 +20%
 Healthy and growing margins                                                             604
                                                                   419           498

 Driving productivity to enable investment
 Important contributor to Aimia globally
                                                                   2009          2010    2011
                                                     AEBITDA (Millions)
                                                                                 +16%
                                                                                 338     373
                                                                   277




                                                                   2009          2010    2011


                                                    Proprietary Loyalty

           1 Before depreciation and amortization
                                                    Aeroplan
A STRONG HISTORY OF IMPORTANT INDUSTRY AND
COMMUNITY RECOGNITION AND SUPPORT
  Employees         Commercial                                        Community



                    Best Airline Credit Card (2009,2010,2011,2012)




                    Airline Program of the Year (2010, 2011)
                    Best Airline Promotion for Earning (2010, 2011)
                    Best Airline Redemption Ability (2010, 2011)
                    Best Customer Service (2011)
  4 years running
BUILDING ON RECENT ACCOMPLISHMENTS AND
CONTINUING TO INVEST FOR FUTURE GROWTH
         2010                   2011                          2012




  New Aeroplan brand launch     Enhanced Flight Search Tool          Significant savings in   Proprietary Rewards Platforms
 supported by 25% increase in                                            productivity
          marketing             Air redemption
                                volumes up 12%




 Investments in new ventures    Launch of Destination Miles          Digital enhancements        Distinctive Capabilities

                                                                                                      • Innovation
                                                                                                 • Business Intelligence
                                                                                                   • Data & Analytics
WHILE LOYALTY IS WELL DEVELOPED IN CANADA,
SIGNIFICANT POTENTIAL FOR GROWTH REMAINS
                        Market Characteristics                                      Growth Potential ($Billions)

          World’s most sophisticated and developed               Loyalty currently capturing only 50% of total household expenditures
          loyalty market
                                                                        Current
             Consumers                                                   Aimia                                    Market
             - 9 / 10 Canadians belong to at least                     Penetration                              Opportunity
               1 loyalty program                                                        1.3 3.0
                                                                                          1.3
             - 6.5 programs per household

$6B          - Over 90 million loyalty program memberships
                                                                                        1.8 1.8
                                                                                                       3.0


             Business
             - Domestic and global loyalty services leaders                 Other
             - Emerging and new payment technologies / players
                                                                 Significant further growth available in Canadian Market
                                                                    • Deeper loyalty penetration of consumer spending
                                                                    • Evolution of loyalty value chain brings new opportunity

Source: PMB, Aimia proprietary research
WE SEE SIGNIFICANT ROOM TO GROW BEYOND
OUR CURRENT FOOTPRINT
    Sources of Growth                Addressable loyalty market size by 2015 ($ Millions)

                                      800
   Deeper Penetration of existing
                                                                                        $3B
                                                  650
   clients / partners
                                                             600


   New clients in already active                                      400
   sectors / verticals                                                        300
                                                                                         250


   Underpenetrated and / or
   new sectors
                                     Financial Grocery and   Retail   CPG   Telco and    Other
                                    Institutions Pharmacy                    Media
THE TRADITIONAL LOYALTY VALUE CHAIN IS
BEING TRANSFORMED, CREATING OPPORTUNITIES
                                                   WHAT I BUY
EVERY
CONSUMER
ACTION                    SEARCH                                          REVIEW                         MOBILE DEVICE
CREATES DATA                                                                                              & PAYMENTS




ALWAYS ‘ON’
          ’               QUOTE                                           RECOMMEND                              SOCIAL
CONSUMERS                                                                                                     NETWORKS

               What I think   What I’m interested in        What I read   Who I talk to   What I’ll do next

                  Where I am        What I watch                  What I do       What I aspire to
WE ARE UNIQUELY POSITIONED TO
TAKE ADVANTAGE OF THESE NEW OPPORTUNITIES
                  Customer Loyalty Needs                      Our expanding portfolio of businesses covers
             are becoming more sophisticated                          the entire loyalty spectrum
 Basic




           Deliver customer value to fuel increased sales


                                                                               COALITION
                                                                                LOYALTY
           Optimize contribution of core customer segments,
           with focus on key profitability drivers
 Complex




                                                                    PROPRIETARY        LOYALTY
           Optimize marketing ROI, and commercialize                  LOYALTY         ANALYTICS
           loyalty investment                                                         Intelligent Shopper
                                                                                            Solutions
LOOKING FORWARD: OUR VISION AND OBJECTIVES
          Vision                                   Objectives

                         1   Strengthen and grow our core



                         2   Accelerate the development of our full suite


   Canada's recognized
                         3   Build a world class operating system
     leader in loyalty

                         4   Drive Aimia brand awareness and reputation


                             Create an inspiring and highly engaged work environment
                         5   (best people, best culture)
A FEW ADDITIONAL THOUGHTS




          COMPETITION      KEY
                                   2013 MILEAGE
           TRIBUNAL      PARTNER
                                      EXPIRY
            RULING      RENEWALS
STRENGTHEN AND
GROW OUR CORE
Kevin O’Brien
Chief Commercial Officer, Aeroplan
1   Strengthen and grow our core


AEROPLAN:
CANADA’S FLAGSHIP PREMIUM COALITION
    Canada’s Most Affluent                                       Unique and Flexible set of Partnership Models
        Member Base

     4.6M                                                         EXCLUSIVE
    Actives                        Leveraging the power of our
                                   brand and member base on
                                     behalf of our partners…
                                                                 CO-EXISTENCE




                                                                  CONVERSION
                                   …with our members as our
                                    partners’ best customers
                                                                 PROMOTIONAL
          34M Canadians                                            & OTHER
1     Strengthen and grow our core




READY TO EMBARK ON THE NEXT ERA OF LEADERSHIP
                                         Travel + Financial
Travel – World Class FFP                                                Travel + Financial + Retail     Looking Forward
                                     • Added more than 60 travel
                                      partners
                                                                        • Expanded the financial        • Extend partner relationships
• Air Canada’s Frequent Flyer        • Canada’s first mass market,        offering with American
                                      travel-rewards financial card –                                      grounded in data and value
    Program                                                               Express
                                      CIBC Aerogold Visa                                                • Innovate to address evolving
                                                                        • Established a foundation in      competitive landscape and
                                                                          everyday retail                  consumer expectations
                                                                                                        • Address key program
                                                                                                           priorities:
                                                                                                          - Burn : Earn
                                                                                                          - Renewals of key partners
                                                                                                          - Competition tribunal ruling


                                                 1990’s
              1984                                                                 2004 +
1      Strengthen and grow our core


UNIQUELY POSITIONNED FOR
PREMIUM MARKET OWNERSHIP
              A position of strength                    Based on, and building
                                                         from, six value levers

        • $1.1B1 and growing top-line
                                                             Strong Premium
                                                              Loyalty Brand
        • Strong bottom line delivering   Most Attractive                       Premium
          leveraged growth                 Membership                         Consumer Data
                                              Base                            Asset & Insight

        • Supporting core partner
                                          Industry Leading                    Powerful Partner
          market leadership                Travel Rewards                        Network
                                                              World Class
                                                               Marketing
                                                              Capabilities



1 FY   2011
1    Strengthen and grow our core                                                                              Strong
                                                                                                              Premium
                                                                                                            Loyalty Brand     Premium
                                                                                          Most Attractive
                                                                                                                             Consumer
                                                                                           Membership
                                                                                                                            Data Asset &
                                                                                              Base


OUR MEMBERSHIP BASE IS THE MOST
                                                                                                                               Insight

                                                                                             Industry                         Powerful
                                                                                          Leading Travel                      Partner
                                                                                             Rewards                          Network



AFFLUENT IN CANADA, AND STILL GROWING
                                                                                                            World Class
                                                                                                             Marketing
                                                                                                            Capabilities




       Premium Consumers               Passionate and Engaged                 Driving Spend and Profit

                              1.5
                                      88% of our most premium cardholders
                                      prefer to collect Aeroplan miles over
                                      any other program’s currency
                                                                              30%
                                      85% of our most premium cardholders
                                      collect more miles with Aeroplan than
                                      in any other program

                                      81% of our most premium cardholders
                                                                                   50%
            1.0
                                      engage with Aeroplan communications
                                      at least once a month
                                                                                           70%
        Canadian           Aeroplan
        Population

Source: Aimia proprietary research
1   Strengthen and grow our core                                                                                                                   Strong
                                                                                                                                                  Premium
                                                                                                                                                Loyalty Brand     Premium
                                                                                                                              Most Attractive
                                                                                                                                                                 Consumer
                                                                                                                               Membership
                                                                                                                                                                Data Asset &
                                                                                                                                  Base


LEVERAGING DEEP INSIGHT INTO PREMIUM
                                                                                                                                                                   Insight

                                                                                                                                 Industry                         Powerful
                                                                                                                              Leading Travel                      Partner
                                                                                                                                 Rewards                          Network



CANADIAN CONSUMERS
                                                                                                                                                World Class
                                                                                                                                                 Marketing
                                                                                                                                                Capabilities




   Premium Canadian consumers are                                     Competitive landscape is       Next Generation Aeroplan
motivated by seven drivers of satisfaction                              intense and reframed
                                                                       customer expectations
          Availability
                                                                                                 • Build on the outstanding value of our
           Flexibility                                                                             travel rewards product


                                             Simplicity / Certainty
             Value                                                                               • Deliver an unparalleled member
                                                                                                   experience, with a focus on next
           Simplicity                                                                              generation loyalty and the member
                                                                                                   journey
          Exclusivity/
         VIP privileges
                                                                                                 • Build out the premium coalition to
         Engagement                                                            Value               provide additional relevant
                                                                                                   accumulation opportunities
         Customization
1   Strengthen and grow our core                                                   Strong
                                                                                  Premium
                                                                                Loyalty Brand     Premium
                                                              Most Attractive
                                                                                                 Consumer
                                                               Membership
                                                                                                Data Asset &
                                                                  Base


WE CONTINUE TO INNOVATE THE MEMBER
                                                                                                   Insight

                                                                 Industry                         Powerful
                                                              Leading Travel                      Partner
                                                                 Rewards                          Network



EXPERIENCE: DESTINATION MILES
                                                                                World Class
                                                                                 Marketing
                                                                                Capabilities




A valuable and compelling offer

• One stop shop simplicity to complement air rewards
  redemptions
• Unrivalled accumulation opportunity for leisure travel
  bookings
• Multiple touch-point opportunities to drive member
  engagement
• Extends our data asset on premium Canadian consumers
• Broadens the trusted advisor / travel service provided by
  Aeroplan
• Leverages multiple direct channels to drive new sources
  of revenue by addressing member needs
1     Strengthen and grow our core                                                                                                         Strong
                                                                                                                                          Premium
                                                                                                                                        Loyalty Brand     Premium
                                                                                                                      Most Attractive
                                                                                                                                                         Consumer
                                                                                                                       Membership
                                                                                                                                                        Data Asset &
                                                                                                                          Base


OUR AIR TRAVEL REWARDS VALUE
                                                                                                                                                           Insight

                                                                                                                         Industry                         Powerful
                                                                                                                      Leading Travel                      Partner
                                                                                                                         Rewards                          Network



IS UNPARALLED
                                                                                                                                        World Class
                                                                                                                                         Marketing
                                                                                                                                        Capabilities




                                                                          RBC        TD Plat   BMO        RBC    Cap One                Amex
                                                              Aeroplan    Avion       Travel World Elite WestJet World Elite            Gold

    • Industry leadership in rewards value; unrivalled
      in business class                                                     Classic Flight Rewards      Executive
                                                                            Classic Flight Rewards      Economy

    • Classic Flight Rewards guarantee 8% of Air                6.6¢
                                                                                  2.1 ¢ = at maximum ticket price
      Canada capacity on every route                                              1.4 ¢ = based on average fare

    • Star Alliance provides access to 1,356
      airports through 27 member airlines globally                         2.1¢

    • 1.5 M Air redemptions in 2011 (+8% YOY),                  2.2¢       1.4¢
                                                                                                 1.9¢                2.0¢
                                                                                      1.5¢                   1.5¢
      more than any other loyalty program in Canada
                                                                           1.0¢                                                         1.0¢


                                                         We have performed our own study using a proxy for Canadian travelers
                                                         and taking into account fuel & other surcharges, with similar results


Source: Credit Suisse: Aeroplan Analysis
1   Strengthen and grow our core                                                                                                Strong
                                                                                                                               Premium
                                                                                                                             Loyalty Brand     Premium
                                                                                                           Most Attractive
                                                                                                                                              Consumer
                                                                                                            Membership
                                                                                                                                             Data Asset &
                                                                                                               Base


WE CONTINUE TO BUILD UPON OUTSTANDING
                                                                                                                                                Insight

                                                                                                              Industry                         Powerful
                                                                                                           Leading Travel                      Partner
                                                                                                              Rewards                          Network



VALUE OF OUR TRAVEL REWARDS PRODUCT
                                                                                                                             World Class
                                                                                                                              Marketing
                                                                                                                             Capabilities




    Enhanced Flight Shopping Tool                   Last Minute Travel                        Next Area of Focus




                                                                                           Address member appetite for
                                                                                           certainty to complement our
                                                                                           industry leading value




    506K Star Alliance redemptions in 2011
                                             186K Last Minute Travel redemptions in 2012
      • +42% YOY growth
1   Strengthen and grow our core                            Strong
                                                           Premium
                                                         Loyalty Brand     Premium
                                       Most Attractive
                                                                          Consumer
                                        Membership
                                                                         Data Asset &
                                           Base


WELCOME TO THE CLUB BRAND RESONATING
                                                                            Insight

                                          Industry                         Powerful
                                       Leading Travel                      Partner
                                          Rewards                          Network



WITH PREMIUM CANADIAN CONSUMERS
                                                         World Class
                                                          Marketing
                                                         Capabilities
1    Strengthen and grow our core                                                                                   Strong
                                                                                                                     Premium
                                                                                                                   Loyalty Brand     Premium
                                                                                                 Most Attractive
                                                                                                                                    Consumer
                                                                                                  Membership
                                                                                                                                   Data Asset &
                                                                                                     Base


 DELIVERING PARTNER VALUE:
                                                                                                                                      Insight

                                                                                                    Industry                         Powerful
                                                                                                 Leading Travel                      Partner
                                                                                                    Rewards                          Network



 ROI THROUGH DATA AND ANALYTICS
                                                                                                                   World Class
                                                                                                                    Marketing
                                                                                                                   Capabilities




  Drive enhanced value delivery to move relationships
  along the Strategic Partnership Spectrum                                   Strategically
                                                                         Integrated and Inter-
            High                                                              Dependent

                                                             Corporate
                                                             Strategy

Partner
relationship &                                                            Customer
strategic
collaboration                                                             Strategy
                                                  Loyalty
                                                  Strategy



                                    Targeting         Life Cycle
                                                      ROI

            Low     Transactional

                   Low                                                           High
                                    Data sharing & interdependency
1     Strengthen and grow our core                                                                             Strong
                                                                                                              Premium
                                                                                                            Loyalty Brand     Premium
                                                                                         Most Attractive
                                                                                                                             Consumer
                                                                                          Membership
                                                                                                                            Data Asset &
                                                                                             Base
                                                                                                                               Insight


DELIVERING PARTNER VALUE:                                                                   Industry
                                                                                         Leading Travel
                                                                                            Rewards
                                                                                                            World Class
                                                                                                                              Powerful
                                                                                                                              Partner
                                                                                                                              Network



DIRECT ENERGY CASE STUDY                                                                                     Marketing
                                                                                                            Capabilities




    Global Aimia relationships and      Deep customer insight to          Supports Direct Energy’s
            best practices           surgically target most receptive   Customer Strategy and drives
                                           customer segments                   profitability
                                                                            FROM                           TO


                                                                          Acquisition          Acquisition



                                                                            Up-sell                 Up-sell



                                                                          Retention              Retention



                                                                         Cost-to-serve      Cost-to-serve
1     Strengthen and grow our core                               Strong
                                                                Premium
                                                              Loyalty Brand     Premium
                                            Most Attractive
                                                                               Consumer
                                             Membership
                                                                              Data Asset &
                                                Base
                                                                                 Insight

                                               Industry                         Powerful
                                            Leading Travel                      Partner
                                               Rewards                          Network



EXTENDING OUR PREMIUM COALITION
                                                              World Class
                                                               Marketing
                                                              Capabilities




    Expanded, Multi-Year             This
                                     imag
                                     e
                                     cann
                                     ot




    Relationships



    Core Renewals



    New Partners:
    Retail



    New Partners:
    Manufacturers
ACCELERATE DEVELOPMENT
OF OUR FULL SUITE
Michael O’Sullivan
President, Proprietary Loyalty, Canada
2   Accelerate development of our full suite


NEW LOYALTY REALITIES:
CONSUMER PURCHASE BEHAVIOUR HAS CHANGED                                      Skim



                                                 Infinite      Whole                                                       Multiple
                                                 Product
                                                                                    Organic                                Channels
                                                 Options

                                                               Glass
                                                               Bottles                                                           App
                                                                                    Chocolate
                                                                             Soy

                                                                                                         Mobile                                 Local
                                                                                              All                                            Independent
                                                                                           Evaluated
                                                                                          Concurrently                                       International
                                                                             News                                                              Discount
                                                                                                                  Online
                                                                                                                                 Grocery/
                                                                                                                                ‘c’ stores
                                                   Infinite     Online                        Bloggers
                                                                 App
                                               Influencers &
                                                 Triggers
                                                                                         Personal
                                                                    Direct                social
                                                                     Mail                networks
2     Accelerate development of our full suite


PROPRIETARY LOYALTY:
HELPING CLIENTS DRIVE ENGAGEMENT
                                                  Consumers         Employees       Channels



               700+ employees

      Working for 17 anchor clients,

          Supporting 23 programs,
                                                 Consumer Loyalty    Employee     Sales Incentives &
       Serving over 14M members,                    Programs        Recognition       Rewards

    Generating $171M in Gross Billings
                                                   Enhancement
                                                     Services
2   Accelerate development of our full suite


EXAMPLES: CONSUMER LOYALTY &
EMPLOYEE ENGAGEMENT PROGRAMS
            BMO World Elite MasterCard Program                              BMO Bravo Employee Reward
                                                                             and Recognition program




       End to end Consumer Loyalty Services - Analytics, Customer
                                                                      Employee Engagement program support -design, web/IT
       service, Web & IT Platforms and Rewards fulfillment (travel,
                                                                          platform, communications, rewards fulfillment
                      merchandise and gift cards)
2   Accelerate development of our full suite


SIGNIFICANT GROWTH AVAILABLE BEYOND OUR CORE
FINANCIAL INSTITUTIONS VERTICAL
                                                Addressable Proprietary Loyalty Market by Vertical – 2015
                                                ($ Millions)

                                                    450
                                                                                                                        $1.2B
                                                                      350
                                                                                        180
                                                                                                           100              90
Significant opportunity in the market in core
verticals – Financial Institutions, Retail &
Consumer Packaged Goods                           Financial           Retail         Travel and            CPG         Telco & Media
                                                 Institutions                        Hospitality

                                                Addressable Proprietary Loyalty Market Service – 2015
Analytics, Strategy, Customer Experience &      ($ Millions)
Digital are focus areas
                                                 300
                                                                225
                                                                            175         150          150
                                                                                                                 100
                                                                                                                              60


                                                   IT       Media &      Analytics    Contact      Strategy   Customer     Creative
                                                           Messaging                  Center                  Experience
2   Accelerate development of our full suite




POSITIONING FOR SUSTAINED PROFITABLE GROWTH
                               Objectives                     Priorities
                                                         5                  1
     Strengthen Leadership in Core Financial          SUPPORT
                                                                        BUILD OUT
     Institutions Vertical                                                FULL
                                                    AIMIA MARKET
                                                                       PROPRIETARY
                                                     LEADERSHIP
                                                                        OFFERING

     Diversify Revenue Across New Verticals
                                                    4                          2
                                                  INVEST IN                  MARKET
                                                ENHANCEMENT                 LEADING
     Drive Growth Through Bringing Next           SERVICES                  REWARDS
     Generation Loyalty Products To Market                                 PLATFORMS
                                                                   3
                                                              EXPAND TO
     Leverage Unique Capabilities For Aimia’s                    NEW
     International Markets                                    VERTICALS
SUPPORT      BUILD OUT
2   Accelerate development of our full suite                                             AIMIA
                                                                                        MARKET
                                                                                                      FULL
                                                                                                   PROPRIETAR
                                                                                      LEADERSHIP   Y OFFERING



                                                                                    INVEST IN            MARKET
                                                                                  ENHANCEMENT            LEADING
                                                                                    SERVICES            REWARDS



BUILD OUT FULL LOYALTY OFFERING
                                                                                                       PLATFORMS
                                                                                           EXPAND TO
                                                                                              NEW
                                                                                           VERTICALS




  LOYALTY                            Loyalty
                                                    Digital         Customer
LOYALTY
 STRATEGY                           Strategy
                                                    Loyalty         Experience
                                    Blueprint
STRAEGY


 LOYALTY
  LOYALTY                                           Liability
                                                  Modeling &
ANALYTICS
 ANALYTICS                                        Management



                                                                   Engagement
                               Reward & Partner     Social          Revenue
 LOYALTY                         Management         Loyalty      (Cardlytics, Daily
OPERATIONS                                                      Deals, Affinity Malls)
SUPPORT      BUILD OUT
2   Accelerate development of our full suite                                   AIMIA
                                                                              MARKET
                                                                                            FULL
                                                                                         PROPRIETAR
                                                                            LEADERSHIP   Y OFFERING




BUILD OUT FULL LOYALTY OFFERING –                                         INVEST IN
                                                                        ENHANCEMENT
                                                                          SERVICES
                                                                                            MARKET
                                                                                            LEADING
                                                                                           REWARDS
                                                                                          PLATFORMS



DATA DRIVEN LOYALTY STRATEGY                                                     EXPAND TO
                                                                                    NEW
                                                                                 VERTICALS




Leveraging Aimia’s Loyalty expertise, we are building a
new business to drive data driven Loyalty Strategy           Every
                                                          step of the
           Emerging                                        purchase
        business models                                     journey


                                   Digital

        C-suite
        Customer Loyalty                       Data
        Strategy
                                Customer
                                Experience


               Social                                                                    +200
SUPPORT      BUILD OUT
2       Accelerate development of our full suite          AIMIA
                                                         MARKET
                                                                       FULL
                                                                    PROPRIETAR
                                                       LEADERSHIP   Y OFFERING



                                                     INVEST IN         MARKET
                                                   ENHANCEMENT         LEADING
                                                     SERVICES         REWARDS
                                                                     PLATFORMS



MARKET LEADING REWARDS PLATFORMS                            EXPAND TO
                                                               NEW
                                                            VERTICALS




Invest to strengthen leadership in Travel
Merchandise and gift card rewards business

    •      Rewards platforms updates –
           heavy investments paying off

    •      New features showing 10+%
           increase in conversion

    •      3 year roadmap will drive core
           rewards fulfillment growth

    •      Heavy emphasis on digital
SUPPORT      BUILD OUT
2       Accelerate development of our full suite                                                                               AIMIA
                                                                                                                              MARKET
                                                                                                                                            FULL
                                                                                                                                         PROPRIETAR
                                                                                                                            LEADERSHIP   Y OFFERING




EXPAND TO NEW VERTICALS –                                                                                                 INVEST IN
                                                                                                                        ENHANCEMENT
                                                                                                                          SERVICES
                                                                                                                                            MARKET
                                                                                                                                            LEADING
                                                                                                                                           REWARDS
                                                                                                                                          PLATFORMS



HUSKY ENERGY CASE STUDY                                                                                                          EXPAND TO
                                                                                                                                    NEW
                                                                                                                                 VERTICALS




            Husky’s Strategic                                   Aimia’s end to end                              Early Results
             Loyalty Needs                                       value proposition
    • Deeper relationships and brand                                                                       11,000 Registered Members
      differentiation                                                                                               per week
    • Compelling relevant proposition,
      across all audiences
    • Seamless cross-channel experience                                                                    77% Greater Fuel Volumes

    • Ongoing strategic loyalty support


                                                   Monetize    Deliver    • Program strategy & design      15% Greater Ancillary Sales
                                                                          • Loyalty analytics
                                                                          • Program liability management

                                                   Measure                • Multi channel communications   4.2 transactions per month
                                                               Optimize
                                                   & Analyze
                                                                          • Rewards fulfilment




                                                                                                                                               35
SUPPORT      BUILD OUT
2       Accelerate development of our full suite                                  AIMIA
                                                                                 MARKET
                                                                                               FULL
                                                                                            PROPRIETAR
                                                                               LEADERSHIP   Y OFFERING



                                                                             INVEST IN         MARKET
                                                                           ENHANCEMENT         LEADING
                                                                             SERVICES         REWARDS
                                                                                             PLATFORMS



INVEST IN ENHANCEMENT SERVICES                                                      EXPAND TO
                                                                                       NEW
                                                                                    VERTICALS




Strengthen leadership position in Canada
through continued product innovation


Export ES to Aimia’s coalition programs
around the globe


Export credit card model to new growth /
developing markets:
    • Adopting an incubator approach to enter selected countries in APAC
      where Aimia has a footprint
    • LOI signed with Thanachart Bank, Thailand to launch 3 Enhancement
      Services products
SUPPORT      BUILD OUT
2       Accelerate development of our full suite                        AIMIA
                                                                       MARKET
                                                                                     FULL
                                                                                  PROPRIETAR
                                                                     LEADERSHIP   Y OFFERING



                                                                   INVEST IN         MARKET
                                                                 ENHANCEMENT         LEADING
                                                                   SERVICES         REWARDS
                                                                                   PLATFORMS



SUPPORT AIMIA MARKET LEADERSHIP                                           EXPAND TO
                                                                             NEW
                                                                          VERTICALS




Supporting Aimia’s market leadership in Canada


    •     Driven several millions in synergies over past 12
          months

    •     Non Air rewards procurement

    •     Launch of Destination miles

    •     New e-catalogue in 2012 – cash + points, tickets, e-
          vouchers, m-certs

    •     Aeroplan Enhancement services trial
3   Build a world class operating system




BUILD A WORLD CLASS OPERATING SYSTEM
                           Innovation                                           Product Development
       Grassroots Aimia Process & Culture
                                                                  LOYALTY
                                                                  STRAEGY


                                                                   LOYALTY     LOYALTY    LOYALTY       LOYALTY
                                                                  ANALYTICS   STRATEGY   ANALYTICS     OPERATIONS




                          Productivity                                            Skills / Capabilities


                             •   Regional shared services model                          •   Data and analytics
                             •   Next wave of synergies e.g.                             •   Strategy & account management
                                 processes and systems                                   •   Business intelligence
One
MAXIMISING THE ‘FULL SUITE’                                                                          Successful
                                                                                                       Team

OPPORTUNITY IN CANADA
Where we started           Where we are today                               Where we are going




                                                                   New Models
                                                                                   COALITION           New
                                                                                    LOYALTY            ventures

                   COALITION     LOYALTY             PROPRIETARY
                    LOYALTY     ANALYTICS              LOYALTY

                                                                           PROPRIETARY      LOYALTY
                                                                             LOYALTY       ANALYTICS
                                                                                         IntelligentShopper
                                                                                              Solutions

                                IntelligentShopper
                                     Solutions
THANK YOU

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Investor Day 2012: Canada

  • 2. FULL SUITE OPPORTUNITY Vince Timpano President and Chief Executive Officer, Canada
  • 3. LEVERAGING A STRONG FOUNDATION TO ACTIVELY BUILD OUR FULL-SUITE OF PRODUCTS & SERVICES LOYALTY Canada Overview (FY 2011) COALITION PROPRIETARY ANALYTICS LOYALTY LOYALTY Total Gross Billings $1.3B Collects, analyzes Manages Canada’s Designs, builds and and derives actionable flagship premium manages customer and multi-partner insight from customer employee AEBITDA $373M data to deliver loyalty program loyalty programs for measurable marketing individual clients ROI for our Margin1 29% clients and partners Employees 1,895 Intelligent Shopper Solutions • 4.6M members • 1 grocery anchor client • >65 clients • >75 partners,150 brands • 23 programs • 5,000 retail locations • > 14M members • 1.5M travel redemptions • 10 CPGs signed 1 AEBITDA / Total Gross Billings
  • 4. DELIVERING SUSTAINED HEALTHY FINANCIAL PERFORMANCE Gross Billings (Millions) +11% 1,249 1,299 1,047 2009 2010 2011 Consistent delivery of leveraged growth Gross Margin1 (Millions) +20% Healthy and growing margins 604 419 498 Driving productivity to enable investment Important contributor to Aimia globally 2009 2010 2011 AEBITDA (Millions) +16% 338 373 277 2009 2010 2011 Proprietary Loyalty 1 Before depreciation and amortization Aeroplan
  • 5. A STRONG HISTORY OF IMPORTANT INDUSTRY AND COMMUNITY RECOGNITION AND SUPPORT Employees Commercial Community Best Airline Credit Card (2009,2010,2011,2012) Airline Program of the Year (2010, 2011) Best Airline Promotion for Earning (2010, 2011) Best Airline Redemption Ability (2010, 2011) Best Customer Service (2011) 4 years running
  • 6. BUILDING ON RECENT ACCOMPLISHMENTS AND CONTINUING TO INVEST FOR FUTURE GROWTH 2010 2011 2012 New Aeroplan brand launch Enhanced Flight Search Tool Significant savings in Proprietary Rewards Platforms supported by 25% increase in productivity marketing Air redemption volumes up 12% Investments in new ventures Launch of Destination Miles Digital enhancements Distinctive Capabilities • Innovation • Business Intelligence • Data & Analytics
  • 7. WHILE LOYALTY IS WELL DEVELOPED IN CANADA, SIGNIFICANT POTENTIAL FOR GROWTH REMAINS Market Characteristics Growth Potential ($Billions) World’s most sophisticated and developed Loyalty currently capturing only 50% of total household expenditures loyalty market Current Consumers Aimia Market - 9 / 10 Canadians belong to at least Penetration Opportunity 1 loyalty program 1.3 3.0 1.3 - 6.5 programs per household $6B - Over 90 million loyalty program memberships 1.8 1.8 3.0 Business - Domestic and global loyalty services leaders Other - Emerging and new payment technologies / players Significant further growth available in Canadian Market • Deeper loyalty penetration of consumer spending • Evolution of loyalty value chain brings new opportunity Source: PMB, Aimia proprietary research
  • 8. WE SEE SIGNIFICANT ROOM TO GROW BEYOND OUR CURRENT FOOTPRINT Sources of Growth Addressable loyalty market size by 2015 ($ Millions) 800 Deeper Penetration of existing $3B 650 clients / partners 600 New clients in already active 400 sectors / verticals 300 250 Underpenetrated and / or new sectors Financial Grocery and Retail CPG Telco and Other Institutions Pharmacy Media
  • 9. THE TRADITIONAL LOYALTY VALUE CHAIN IS BEING TRANSFORMED, CREATING OPPORTUNITIES WHAT I BUY EVERY CONSUMER ACTION SEARCH REVIEW MOBILE DEVICE CREATES DATA & PAYMENTS ALWAYS ‘ON’ ’ QUOTE RECOMMEND SOCIAL CONSUMERS NETWORKS What I think What I’m interested in What I read Who I talk to What I’ll do next Where I am What I watch What I do What I aspire to
  • 10. WE ARE UNIQUELY POSITIONED TO TAKE ADVANTAGE OF THESE NEW OPPORTUNITIES Customer Loyalty Needs Our expanding portfolio of businesses covers are becoming more sophisticated the entire loyalty spectrum Basic Deliver customer value to fuel increased sales COALITION LOYALTY Optimize contribution of core customer segments, with focus on key profitability drivers Complex PROPRIETARY LOYALTY Optimize marketing ROI, and commercialize LOYALTY ANALYTICS loyalty investment Intelligent Shopper Solutions
  • 11. LOOKING FORWARD: OUR VISION AND OBJECTIVES Vision Objectives 1 Strengthen and grow our core 2 Accelerate the development of our full suite Canada's recognized 3 Build a world class operating system leader in loyalty 4 Drive Aimia brand awareness and reputation Create an inspiring and highly engaged work environment 5 (best people, best culture)
  • 12. A FEW ADDITIONAL THOUGHTS COMPETITION KEY 2013 MILEAGE TRIBUNAL PARTNER EXPIRY RULING RENEWALS
  • 13. STRENGTHEN AND GROW OUR CORE Kevin O’Brien Chief Commercial Officer, Aeroplan
  • 14. 1 Strengthen and grow our core AEROPLAN: CANADA’S FLAGSHIP PREMIUM COALITION Canada’s Most Affluent Unique and Flexible set of Partnership Models Member Base 4.6M EXCLUSIVE Actives Leveraging the power of our brand and member base on behalf of our partners… CO-EXISTENCE CONVERSION …with our members as our partners’ best customers PROMOTIONAL 34M Canadians & OTHER
  • 15. 1 Strengthen and grow our core READY TO EMBARK ON THE NEXT ERA OF LEADERSHIP Travel + Financial Travel – World Class FFP Travel + Financial + Retail Looking Forward • Added more than 60 travel partners • Expanded the financial • Extend partner relationships • Air Canada’s Frequent Flyer • Canada’s first mass market, offering with American travel-rewards financial card – grounded in data and value Program Express CIBC Aerogold Visa • Innovate to address evolving • Established a foundation in competitive landscape and everyday retail consumer expectations • Address key program priorities: - Burn : Earn - Renewals of key partners - Competition tribunal ruling 1990’s 1984 2004 +
  • 16. 1 Strengthen and grow our core UNIQUELY POSITIONNED FOR PREMIUM MARKET OWNERSHIP A position of strength Based on, and building from, six value levers • $1.1B1 and growing top-line Strong Premium Loyalty Brand • Strong bottom line delivering Most Attractive Premium leveraged growth Membership Consumer Data Base Asset & Insight • Supporting core partner Industry Leading Powerful Partner market leadership Travel Rewards Network World Class Marketing Capabilities 1 FY 2011
  • 17. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base OUR MEMBERSHIP BASE IS THE MOST Insight Industry Powerful Leading Travel Partner Rewards Network AFFLUENT IN CANADA, AND STILL GROWING World Class Marketing Capabilities Premium Consumers Passionate and Engaged Driving Spend and Profit 1.5 88% of our most premium cardholders prefer to collect Aeroplan miles over any other program’s currency 30% 85% of our most premium cardholders collect more miles with Aeroplan than in any other program 81% of our most premium cardholders 50% 1.0 engage with Aeroplan communications at least once a month 70% Canadian Aeroplan Population Source: Aimia proprietary research
  • 18. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base LEVERAGING DEEP INSIGHT INTO PREMIUM Insight Industry Powerful Leading Travel Partner Rewards Network CANADIAN CONSUMERS World Class Marketing Capabilities Premium Canadian consumers are Competitive landscape is Next Generation Aeroplan motivated by seven drivers of satisfaction intense and reframed customer expectations Availability • Build on the outstanding value of our Flexibility travel rewards product Simplicity / Certainty Value • Deliver an unparalleled member experience, with a focus on next Simplicity generation loyalty and the member journey Exclusivity/ VIP privileges • Build out the premium coalition to Engagement Value provide additional relevant accumulation opportunities Customization
  • 19. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base WE CONTINUE TO INNOVATE THE MEMBER Insight Industry Powerful Leading Travel Partner Rewards Network EXPERIENCE: DESTINATION MILES World Class Marketing Capabilities A valuable and compelling offer • One stop shop simplicity to complement air rewards redemptions • Unrivalled accumulation opportunity for leisure travel bookings • Multiple touch-point opportunities to drive member engagement • Extends our data asset on premium Canadian consumers • Broadens the trusted advisor / travel service provided by Aeroplan • Leverages multiple direct channels to drive new sources of revenue by addressing member needs
  • 20. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base OUR AIR TRAVEL REWARDS VALUE Insight Industry Powerful Leading Travel Partner Rewards Network IS UNPARALLED World Class Marketing Capabilities RBC TD Plat BMO RBC Cap One Amex Aeroplan Avion Travel World Elite WestJet World Elite Gold • Industry leadership in rewards value; unrivalled in business class Classic Flight Rewards Executive Classic Flight Rewards Economy • Classic Flight Rewards guarantee 8% of Air 6.6¢ 2.1 ¢ = at maximum ticket price Canada capacity on every route 1.4 ¢ = based on average fare • Star Alliance provides access to 1,356 airports through 27 member airlines globally 2.1¢ • 1.5 M Air redemptions in 2011 (+8% YOY), 2.2¢ 1.4¢ 1.9¢ 2.0¢ 1.5¢ 1.5¢ more than any other loyalty program in Canada 1.0¢ 1.0¢ We have performed our own study using a proxy for Canadian travelers and taking into account fuel & other surcharges, with similar results Source: Credit Suisse: Aeroplan Analysis
  • 21. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base WE CONTINUE TO BUILD UPON OUTSTANDING Insight Industry Powerful Leading Travel Partner Rewards Network VALUE OF OUR TRAVEL REWARDS PRODUCT World Class Marketing Capabilities Enhanced Flight Shopping Tool Last Minute Travel Next Area of Focus Address member appetite for certainty to complement our industry leading value 506K Star Alliance redemptions in 2011 186K Last Minute Travel redemptions in 2012 • +42% YOY growth
  • 22. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base WELCOME TO THE CLUB BRAND RESONATING Insight Industry Powerful Leading Travel Partner Rewards Network WITH PREMIUM CANADIAN CONSUMERS World Class Marketing Capabilities
  • 23. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base DELIVERING PARTNER VALUE: Insight Industry Powerful Leading Travel Partner Rewards Network ROI THROUGH DATA AND ANALYTICS World Class Marketing Capabilities Drive enhanced value delivery to move relationships along the Strategic Partnership Spectrum Strategically Integrated and Inter- High Dependent Corporate Strategy Partner relationship & Customer strategic collaboration Strategy Loyalty Strategy Targeting Life Cycle ROI Low Transactional Low High Data sharing & interdependency
  • 24. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base Insight DELIVERING PARTNER VALUE: Industry Leading Travel Rewards World Class Powerful Partner Network DIRECT ENERGY CASE STUDY Marketing Capabilities Global Aimia relationships and Deep customer insight to Supports Direct Energy’s best practices surgically target most receptive Customer Strategy and drives customer segments profitability FROM TO Acquisition Acquisition Up-sell Up-sell Retention Retention Cost-to-serve Cost-to-serve
  • 25. 1 Strengthen and grow our core Strong Premium Loyalty Brand Premium Most Attractive Consumer Membership Data Asset & Base Insight Industry Powerful Leading Travel Partner Rewards Network EXTENDING OUR PREMIUM COALITION World Class Marketing Capabilities Expanded, Multi-Year This imag e cann ot Relationships Core Renewals New Partners: Retail New Partners: Manufacturers
  • 26. ACCELERATE DEVELOPMENT OF OUR FULL SUITE Michael O’Sullivan President, Proprietary Loyalty, Canada
  • 27. 2 Accelerate development of our full suite NEW LOYALTY REALITIES: CONSUMER PURCHASE BEHAVIOUR HAS CHANGED Skim Infinite Whole Multiple Product Organic Channels Options Glass Bottles App Chocolate Soy Mobile Local All Independent Evaluated Concurrently International News Discount Online Grocery/ ‘c’ stores Infinite Online Bloggers App Influencers & Triggers Personal Direct social Mail networks
  • 28. 2 Accelerate development of our full suite PROPRIETARY LOYALTY: HELPING CLIENTS DRIVE ENGAGEMENT Consumers Employees Channels 700+ employees Working for 17 anchor clients, Supporting 23 programs, Consumer Loyalty Employee Sales Incentives & Serving over 14M members, Programs Recognition Rewards Generating $171M in Gross Billings Enhancement Services
  • 29. 2 Accelerate development of our full suite EXAMPLES: CONSUMER LOYALTY & EMPLOYEE ENGAGEMENT PROGRAMS BMO World Elite MasterCard Program BMO Bravo Employee Reward and Recognition program End to end Consumer Loyalty Services - Analytics, Customer Employee Engagement program support -design, web/IT service, Web & IT Platforms and Rewards fulfillment (travel, platform, communications, rewards fulfillment merchandise and gift cards)
  • 30. 2 Accelerate development of our full suite SIGNIFICANT GROWTH AVAILABLE BEYOND OUR CORE FINANCIAL INSTITUTIONS VERTICAL Addressable Proprietary Loyalty Market by Vertical – 2015 ($ Millions) 450 $1.2B 350 180 100 90 Significant opportunity in the market in core verticals – Financial Institutions, Retail & Consumer Packaged Goods Financial Retail Travel and CPG Telco & Media Institutions Hospitality Addressable Proprietary Loyalty Market Service – 2015 Analytics, Strategy, Customer Experience & ($ Millions) Digital are focus areas 300 225 175 150 150 100 60 IT Media & Analytics Contact Strategy Customer Creative Messaging Center Experience
  • 31. 2 Accelerate development of our full suite POSITIONING FOR SUSTAINED PROFITABLE GROWTH Objectives Priorities 5 1 Strengthen Leadership in Core Financial SUPPORT BUILD OUT Institutions Vertical FULL AIMIA MARKET PROPRIETARY LEADERSHIP OFFERING Diversify Revenue Across New Verticals 4 2 INVEST IN MARKET ENHANCEMENT LEADING Drive Growth Through Bringing Next SERVICES REWARDS Generation Loyalty Products To Market PLATFORMS 3 EXPAND TO Leverage Unique Capabilities For Aimia’s NEW International Markets VERTICALS
  • 32. SUPPORT BUILD OUT 2 Accelerate development of our full suite AIMIA MARKET FULL PROPRIETAR LEADERSHIP Y OFFERING INVEST IN MARKET ENHANCEMENT LEADING SERVICES REWARDS BUILD OUT FULL LOYALTY OFFERING PLATFORMS EXPAND TO NEW VERTICALS LOYALTY Loyalty Digital Customer LOYALTY STRATEGY Strategy Loyalty Experience Blueprint STRAEGY LOYALTY LOYALTY Liability Modeling & ANALYTICS ANALYTICS Management Engagement Reward & Partner Social Revenue LOYALTY Management Loyalty (Cardlytics, Daily OPERATIONS Deals, Affinity Malls)
  • 33. SUPPORT BUILD OUT 2 Accelerate development of our full suite AIMIA MARKET FULL PROPRIETAR LEADERSHIP Y OFFERING BUILD OUT FULL LOYALTY OFFERING – INVEST IN ENHANCEMENT SERVICES MARKET LEADING REWARDS PLATFORMS DATA DRIVEN LOYALTY STRATEGY EXPAND TO NEW VERTICALS Leveraging Aimia’s Loyalty expertise, we are building a new business to drive data driven Loyalty Strategy Every step of the Emerging purchase business models journey Digital C-suite Customer Loyalty Data Strategy Customer Experience Social +200
  • 34. SUPPORT BUILD OUT 2 Accelerate development of our full suite AIMIA MARKET FULL PROPRIETAR LEADERSHIP Y OFFERING INVEST IN MARKET ENHANCEMENT LEADING SERVICES REWARDS PLATFORMS MARKET LEADING REWARDS PLATFORMS EXPAND TO NEW VERTICALS Invest to strengthen leadership in Travel Merchandise and gift card rewards business • Rewards platforms updates – heavy investments paying off • New features showing 10+% increase in conversion • 3 year roadmap will drive core rewards fulfillment growth • Heavy emphasis on digital
  • 35. SUPPORT BUILD OUT 2 Accelerate development of our full suite AIMIA MARKET FULL PROPRIETAR LEADERSHIP Y OFFERING EXPAND TO NEW VERTICALS – INVEST IN ENHANCEMENT SERVICES MARKET LEADING REWARDS PLATFORMS HUSKY ENERGY CASE STUDY EXPAND TO NEW VERTICALS Husky’s Strategic Aimia’s end to end Early Results Loyalty Needs value proposition • Deeper relationships and brand 11,000 Registered Members differentiation per week • Compelling relevant proposition, across all audiences • Seamless cross-channel experience 77% Greater Fuel Volumes • Ongoing strategic loyalty support Monetize Deliver • Program strategy & design 15% Greater Ancillary Sales • Loyalty analytics • Program liability management Measure • Multi channel communications 4.2 transactions per month Optimize & Analyze • Rewards fulfilment 35
  • 36. SUPPORT BUILD OUT 2 Accelerate development of our full suite AIMIA MARKET FULL PROPRIETAR LEADERSHIP Y OFFERING INVEST IN MARKET ENHANCEMENT LEADING SERVICES REWARDS PLATFORMS INVEST IN ENHANCEMENT SERVICES EXPAND TO NEW VERTICALS Strengthen leadership position in Canada through continued product innovation Export ES to Aimia’s coalition programs around the globe Export credit card model to new growth / developing markets: • Adopting an incubator approach to enter selected countries in APAC where Aimia has a footprint • LOI signed with Thanachart Bank, Thailand to launch 3 Enhancement Services products
  • 37. SUPPORT BUILD OUT 2 Accelerate development of our full suite AIMIA MARKET FULL PROPRIETAR LEADERSHIP Y OFFERING INVEST IN MARKET ENHANCEMENT LEADING SERVICES REWARDS PLATFORMS SUPPORT AIMIA MARKET LEADERSHIP EXPAND TO NEW VERTICALS Supporting Aimia’s market leadership in Canada • Driven several millions in synergies over past 12 months • Non Air rewards procurement • Launch of Destination miles • New e-catalogue in 2012 – cash + points, tickets, e- vouchers, m-certs • Aeroplan Enhancement services trial
  • 38. 3 Build a world class operating system BUILD A WORLD CLASS OPERATING SYSTEM Innovation Product Development Grassroots Aimia Process & Culture LOYALTY STRAEGY LOYALTY LOYALTY LOYALTY LOYALTY ANALYTICS STRATEGY ANALYTICS OPERATIONS Productivity Skills / Capabilities • Regional shared services model • Data and analytics • Next wave of synergies e.g. • Strategy & account management processes and systems • Business intelligence
  • 39. One MAXIMISING THE ‘FULL SUITE’ Successful Team OPPORTUNITY IN CANADA Where we started Where we are today Where we are going New Models COALITION New LOYALTY ventures COALITION LOYALTY PROPRIETARY LOYALTY ANALYTICS LOYALTY PROPRIETARY LOYALTY LOYALTY ANALYTICS IntelligentShopper Solutions IntelligentShopper Solutions