Attached files
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| EX-99.1 - PRESS RELEASE ISSUED AUGUST 6, 2018 - MARRIOTT INTERNATIONAL INC /MD/ | mar-2018q2earningsreleasee.htm |
| 8-K - 8-K - MARRIOTT INTERNATIONAL INC /MD/ | mar-2018q2earningsrelease8.htm |
MARRIOTT INTERNATIONAL SECOND QUARTER 2018 EARNINGS CONFERENCE CALL
FORWARD-LOOKING STATEMENTS NOTE ON FORWARD-LOOKING STATEMENTS: This document contains “forward-looking statements” within the meaning of federal securities laws, including our RevPAR, profit margin and earnings outlook and assumptions; the number of lodging properties we expect to add to or remove from our system in the future; the timeline for the unification and combination of our loyalty programs; our expectations regarding the estimates of the impact of new accounting standards and the new tax law; our expectations about investment spending and tax rate; and similar statements concerning anticipated future events and expectations that are not historical facts. We caution you that these statements are not guarantees of future performance and are subject to numerous risks and uncertainties, including those we identify below and other risk factors that we identify in our most recent quarterly report on Form 10-Q or annual report on Form 10-K. Risks that could affect forward-looking statements in this document include changes in market conditions; changes in global and regional economies; supply and demand changes for hotel rooms; competitive conditions in the lodging industry; relationships with clients and property owners; the availability of capital to finance hotel growth and refurbishment; the extent to which we can continue to successfully integrate Starwood and realize the anticipated benefits of combining Starwood and Marriott; changes to our provisional estimates of the impact of the U.S. Tax Cuts and Jobs Acts of 2017; and changes to our estimates of the impact of the new accounting standards. Any of these factors could cause actual results to differ materially from the expectations we express or imply in this press release. We make these forward-looking statements as of August 6, 2018. We undertake no obligation to publicly update or revise any forward-looking statement, whether as a result of new information, future events or otherwise. 2
REVPAR RESULTS COMPARABLE SYSTEMWIDE PROPERTIES 2018 Second Second Quarter Outlook Quarter Results as of May 8, 2018 North America 3.1% 3% to 4% Asia Pacific 8.7% High-single digit rate Greater China 9.8% Rest of Asia Pacific 7.7% Caribbean & Latin America 7.6% Mid-single digit rate Europe 4.9% Mid-single digit rate Middle East & Africa (3.6%) Down mid-single digit rate International 5.7% 5% to 6% Worldwide 3.8% 3% to 4% 3
NORTH AMERICA REVPAR RESULTS COMPARABLE SYSTEMWIDE PROPERTIES 2018 Second NORTH AMERICA Quarter Strong corporate business, particularly energy, retail Luxury 3.9% and professional services. Higher leisure demand. Upper Upscale 3.6% Limited-Service 2.5% Favorable Easter timing and strong group attendance. Food and beverage Total North America 3.1% revenue rose nearly 5 percent. 1 Segmentation : Transient growth reflects higher room rates and the Group ~ 4.5% benefit of group Transient ~ 2.5% compression. 1Based on reservations data 4
REVPAR RESULTS &OUTLOOK 2018 2018 Systemwide 2018E 2018E 2018E First Second Comparable Third Quarter Fourth Quarter Full Year Quarter Quarter North America 2.0% 3.1% 1.5% to 2% 1.5% to 2% 2% to 3% Asia Pacific 10.0% 8.7% High-single digit rate High-single digit rate High-single digit rate Caribbean & Latin 8.9% 7.6% Mid-single digit rate Low-single digit rate Mid-single digit rate America Europe 5.9% 4.9% Mid-single digit rate Mid-single digit rate Mid-single digit rate Middle East & Africa 3.2% (3.6%) Mid-single digit rate Flat to modestly lower Flattish International 7.5% 5.7% 5% to 6% 5% to 6% 5% to 6% Worldwide 3.6% 3.8% 2.5% to 3% 2.5% to 3% 3% to 4% 5
LOYALTY Launch Day August 18 • Unified benefits across three loyalty programs • Earn points faster • Earn and redeem points across hotel portfolio • Achieve elite status sooner • Redeem easier & without blackout dates • Full portfolio shopping on our websites & apps • Marriott Moments redemption opportunities for local activities and experiences 6
LUXURY BRANDS • Leading market share with 7 brands, 477 open properties, and 206 properties in the pipeline • 9 percent of systemwide rooms • 17 percent of loyalty point redemptions • 19 percent of property-based fee revenue 7
2018 Openings African Pride Arabella Hotel & Spa (Autograph Collection), Hermanus, South Africa OPENED 23,000 Aloft New Delhi Aerocity, India ROOMS in Q2 Element Me’aisam, IMP Zone, Dubai W Brisbane, Australia AC Hotel Times Square, New York, NY 8
SECOND QUARTER 2018 ($ millions, except EPS) Q2 2018 Q2 2017 B/(W) Q2 2018 Prior Outlook Gross fee revenues $951 $848 12% $935 to $945 Contract investment amortization (13) (12) (8)% Approx. ($15) Owned, leased, and other, net 89 98 (9)% Approx. $80 Depreciation, amortization, and other (58) (71) 18% Approx. ($55) General, administrative, and other (217) (234) 7% Approx. ($250) Gains and other income, net 114 25 356% Approx. $10 Reported Operating Income $740 $744 (1)% Adjusted Operating Income $752 $634 19% $695 to $705 Reported Net Income $610 $489 25% Adjusted Net Income $619 $425 46% Reported Fully Diluted EPS $1.71 $1.28 34% Adjusted Fully Diluted EPS $1.73 $1.11 56% $1.34 to $1.36 Adjusted EBITDA $939 $820 15% $880 to $890 Adjusted results exclude merger-related costs and charges, cost reimbursement revenue and reimbursed expenses. Q2 2018 adjustedresults also exclude an adjustment to the Avendra gain. 9
SECOND QUARTER 2018 DEVELOPMENT PIPELINE 466,000 ROOMS WORLDWIDE 41% Upscale 43% Signed 49% North 30% Upper New Build 46% Under America 30% Asia Upscale Construction Pacific 4% Caribbean & Latin America 18% Upper 2% Signed 9% Approved, 9% Middle 8% Europe Midscale Conversions Not Signed 11% Luxury East & Africa 10
THIRD QUARTER 2018 OUTLOOK Third Quarter Third Quarter ($ millions, except EPS) 2018 Outlook 2017 Gross fee revenues $915 to $935 $826 Contract investment amortization Approx. ($15) ($11) Owned, leased and other revenue, net Approx. $65 $82 Depreciation, amortization, and other Approx. ($60) ($54) General, administrative, and other ($235 to $240) ($205) Reported Operating Income $790 Adjusted Operating Income $665 to $690 $632 Reported Net Income $485 Adjusted Net Income $397 Reported Fully Diluted EPS $1.29 Adjusted Fully Diluted EPS $1.27 to $1.32 $1.05 Adjusted EBITDA $845 to $870 $806 Third quarter 2017 has been recast to reflect the full retrospective application of the new revenue standard. Adjusted measures exclude merger-related adjustments, cost reimbursement revenue and reimbursed expenses. See the Form 8-K furnished on July 25, 2018 (non-GAAP reconciliations therefrom are also attached to these slides). Adjusted measures in outlook exclude merger-related adjustments, cost reimbursement revenue and reimbursed expenses, which the company cannot accurately forecast and which may be significant. 11
FOURTH QUARTER 2018 OUTLOOK Fourth Quarter Fourth Quarter ($ millions, except EPS) 2018 Outlook 2017 Gross fee revenues $929 to $944 $862 Contract investment amortization Approx. ($14) ($16) Owned, leased and other revenue, net Approx. $91 $89 Depreciation, amortization, and other Approx. ($53) ($53) General, administrative, and other ($236 to $241) ($270) Reported Operating Income $424 Adjusted Operating Income $712 to $732 $612 Reported Net Income $114 Adjusted Net Income $403 Reported Fully Diluted EPS $0.31 Adjusted Fully Diluted EPS $1.47 to $1.52 $1.09 Adjusted EBITDA $896 to $916 $789 Fourth quarter 2017 has been recast to reflect the full retrospective application of the new revenue standard. Adjusted measures exclude merger-related adjustments, cost reimbursement revenue and reimbursed expenses. Additionally, fourth quarter 2017 adjusted measures exclude theAvendra gain and U.S. Tax Cuts and Jobs Act of 2017. See the Form 8-K furnished on July 25, 2018 (non-GAAP reconciliations therefrom are also attached to these slides). Adjusted measures in outlook exclude merger-related adjustments, cost reimbursement revenue and reimbursed expenses, which the company cannot accurately forecast and which may be significant. 12
2018 FULL YEAR OUTLOOK Full Year 2018 Full Year May 8, 2018 Full Year ($ millions, except EPS) Outlook 2017 2018 Outlook Gross fee revenues $3,640 to $3,675 $3,295 $3,650 to $3,690 Contract investment amortization Approx. ($60) ($50) Approx. ($60) Owned, leased and other revenue, net Approx. $315 $341 Approx. $300 Depreciation, amortization, and other Approx. ($225) ($229) Approx. ($225) General, administrative, and other ($935 to $945) ($921) ($940 to $950) Reported Operating Income $2,504 Adjusted Operating Income $2,725 to $2,770 $2,432 $2,715 to $2,765 Reported Net Income $1,459 Adjusted Net Income $1,600 Reported Fully Diluted EPS $3.84 Adjusted Fully Diluted EPS $5.81 to $5.91 $4.21 $5.43 to $5.55 Adjusted EBITDA $3,450 to $3,495 $3,131 $3,445 to $3,500 2017 has been recast to reflect the full retrospective application of the new revenue standard. Adjusted measures exclude merger-related adjustments, cost reimbursement revenue and reimbursed expenses, the Avendra gain and the U.S. Tax Cuts and Jobs Act of 2017. See the Form 8-K furnished on July 25, 2018 (non- GAAP reconciliations therefrom are also attached to these slides). Adjusted measures in outlook exclude merger-related adjustments, cost reimbursement revenue and reimbursed expenses, which the company cannot accurately forecast and which may be significant. 13
2018 OUTLOOK • $800 million to $900 million investment spending, including $225 million for maintenance capital and $255 million for Sheraton Grand Phoenix • Year-to-date recycled more than $500 million of capital through asset sales & loan repayments • Since the Starwood acquisition, recycled $1.8 billion of capital • Outlook assumes no further asset sales • Expect more than $3.1 billion return to shareholders in 2018 14
QUESTIONS & ANSWERS
NON-GAAP RECONCILIATIONS
MARRIOTT INTERNATIONAL, INC. PRESS RELEASE SCHEDULES TABLE OF CONTENTS QUARTER 2, 2018 Consolidated Statements of Income - As Reported A-1 Non-GAAP Financial Measures A-3 Total Lodging Products A-4 Key Lodging Statistics A-7 Adjusted EBITDA A-11 Adjusted EBITDA Forecast - Third Quarter 2018 A-12 Adjusted EBITDA Forecast - Fourth Quarter 2018 A-13 Adjusted EBITDA Forecast - Full Year 2018 A-14 Explanation of Non-GAAP Financial and Performance Measures A-15
MARRIOTT INTERNATIONAL, INC. CONSOLIDATED STATEMENTS OF INCOME - AS REPORTED SECOND QUARTER 2018 AND 2017 (in millions except per share amounts, unaudited) As Reported As Reported 10 Percent Three Months Ended Three Months Ended Better/(Worse) June 30, 2018 June 30, 2017 Reported 2018 vs. 2017 REVENUES Base management fees$ 300 $ 285 5 Franchise fees 1 475 408 16 Incentive management fees 176 155 14 Gross Fee Revenues 951 848 12 Contract investment amortization 2 (13) (12) (8) Net Fee Revenues 938 836 12 Owned, leased, and other revenue 3 423 448 (6) Cost reimbursement revenue 4 3,985 3,927 1 Total Revenues 5,346 5,211 3 OPERATING COSTS AND EXPENSES Owned, leased, and other - direct 5 334 350 5 Depreciation, amortization, and other 6 58 71 18 Merger-related costs and charges 18 21 14 General, administrative, and other 7 217 234 7 Reimbursed expenses 4 3,979 3,791 (5) Total Expenses 4,606 4,467 (3) OPERATING INCOME 740 744 (1) Gains and other income, net 8 114 25 356 Interest expense (85) (73) (16) Interest income 6 8 (25) Equity in earnings 9 21 12 75 INCOME BEFORE INCOME TAXES 796 716 11 Provision for income taxes (186) (227) 18 NET INCOME $ 610 $ 489 25 EARNINGS PER SHARE Earnings per share - basic$ 1.73 $ 1.29 34 Earnings per share - diluted$ 1.71 $ 1.28 34 Basic Shares 353.4 378.5 Diluted Shares 357.3 383.0 1 Franchise fees include fees from our franchise agreements, application and relicensing fees, licensing fees from our timeshare, credit card programs, and residential branding fees. 2 Contract investment amortization includes amortization of capitalized costs to obtain contracts with our owner and franchisee customers, and any related impairments, accelerations, or write-offs. 3 Owned, leased, and other revenue includes revenue from the properties we own or lease, termination fees, and other revenue. 4 Cost reimbursement revenue includes reimbursements from properties for property-level and centralized programs and services that we operate for the benefit of our hotel owners. Reimbursed expenses include costs incurred by Marriott for certain property-level operating expenses and centralized programs and services. 5 Owned, leased, and other - direct expenses include operating expenses related to our owned or leased hotels, including lease payments and pre-opening expenses. 6 Depreciation, amortization, and other expenses include depreciation for fixed assets, amortization of capitalized costs incurred to acquire management, franchise, and license agreements, and any related impairments, accelerations, or write-offs. 7 General, administrative, and other expenses include our corporate and business segments overhead costs and general expenses. 8 Gains and other income, net includes gains and losses on the sale of real estate, the sale or impairment of joint ventures and investments, and results from other equity investments. 9 Equity in earnings include our equity in earnings or losses of unconsolidated equity method investments. 10 On January 1, 2018, we adopted ASU 2014-09. This column reflects our recast 2017 results under the new accounting standard. A-1
MARRIOTT INTERNATIONAL, INC. CONSOLIDATED STATEMENTS OF INCOME - AS REPORTED SECOND QUARTER YEAR-TO-DATE 2018 AND 2017 (in millions except per share amounts, unaudited) As Reported As Reported 10 Percent Six Months Ended Six Months Ended Better/(Worse) June 30, 2018 June 30, 2017 Reported 2018 vs. 2017 REVENUES Base management fees$ 573 $ 549 4 Franchise fees 1 892 763 17 Incentive management fees 331 295 12 Gross Fee Revenues 1,796 1,607 12 Contract investment amortization 2 (31) (23) (35) Net Fee Revenues 1,765 1,584 11 Owned, leased, and other revenue 3 829 876 (5) Cost reimbursement revenue 4 7,758 7,663 1 Total Revenues 10,352 10,123 2 OPERATING COSTS AND EXPENSES Owned, leased, and other - direct 5 670 706 5 Depreciation, amortization, and other 6 112 122 8 Merger-related costs and charges 52 72 28 General, administrative, and other 7 464 446 (4) Reimbursed expenses 4 7,814 7,487 (4) Total Expenses 9,112 8,833 (3) OPERATING INCOME 1,240 1,290 (4) Gains and other income, net 8 173 25 592 Interest expense (160) (143) (12) Interest income 11 15 (27) Equity in earnings 9 34 23 48 INCOME BEFORE INCOME TAXES 1,298 1,210 7 Provision for income taxes (290) (350) 17 NET INCOME $ 1,008 $ 860 17 EARNINGS PER SHARE Earnings per share - basic$ 2.83 $ 2.25 26 Earnings per share - diluted$ 2.80 $ 2.23 26 Basic Shares 355.9 381.7 Diluted Shares 360.3 386.5 1 Franchise fees include fees from our franchise agreements, application and relicensing fees, licensing fees from our timeshare, credit card programs, and residential branding fees. 2 Contract investment amortization includes amortization of capitalized costs to obtain contracts with our owner and franchisee customers, and any related impairments, accelerations, or write-offs. 3 Owned, leased, and other revenue includes revenue from the properties we own or lease, termination fees, and other revenue. 4 Cost reimbursement revenue includes reimbursements from properties for property-level and centralized programs and services that we operate for the benefit of our hotel owners. Reimbursed expenses include costs incurred by Marriott for certain property-level operating expenses and centralized programs and services. 5 Owned, leased, and other - direct expenses include operating expenses related to our owned or leased hotels, including lease payments and pre-opening expenses. 6 Depreciation, amortization, and other expenses include depreciation for fixed assets, amortization of capitalized costs incurred to acquire management, franchise, and license agreements, and any related impairments, accelerations, or write-offs. 7 General, administrative, and other expenses include our corporate and business segments overhead costs and general expenses. 8 Gains and other income, net includes gains and losses on the sale of real estate, the sale or impairment of joint ventures and investments, and results from other equity investments. 9 Equity in earnings include our equity in earnings or losses of unconsolidated equity method investments. 10 On January 1, 2018, we adopted ASU 2014-09. This column reflects our recast 2017 results under the new accounting standard. A-2
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES ($ in millions except per share amounts) The following table presents our reconciliations of Adjusted operating income, Adjusted operating income margin, Adjusted net income, and Adjusted diluted EPS, to the most directly comparable GAAP measure. Adjusted total revenues is used in the determination of Adjusted operating income margin. Three Months Ended Six Months Ended Percent Percent June 30, June 30, Better/ June 30, June 30, Better/ 2018 2017 1 (Worse) 2018 2017 1 (Worse) Total revenues, as reported$ 5,346 $ 5,211 $ 10,352 $ 10,123 Less: Cost reimbursement revenue (3,985) (3,927) (7,758) (7,663) Adjusted total revenues** 1,361 1,284 2,594 2,460 Operating income, as reported 740 744 1,240 1,290 Less: Cost reimbursement revenue (3,985) (3,927) (7,758) (7,663) Add: Reimbursed expenses 3,979 3,791 7,814 7,487 Add: Merger-related costs, charges, and other 2 18 26 52 74 Adjusted operating income ** 752 634 19% 1,348 1,188 13% Operating income margin 14% 14% 12% 13% Adjusted operating income margin ** 55% 49% 52% 48% Net income, as reported 610 489 1,008 860 Less: Cost reimbursement revenue (3,985) (3,927) (7,758) (7,663) Add: Reimbursed expenses 3,979 3,791 7,814 7,487 Add: Merger-related costs, charges, and other 2 18 26 52 74 Less: Gain on sale of Avendra (1) - (6) - Income tax effect of above adjustments (2) 46 (26) 42 Add: U.S. Tax Cuts and Jobs Act of 2017 - - 22 - Adjusted net income **$ 619 $ 425 46%$ 1,106 $ 800 38% Diluted EPS, as reported$ 1.71 $ 1.28 $ 2.80 $ 2.23 Adjusted Diluted EPS**$ 1.73 $ 1.11 56%$ 3.07 $ 2.07 48% ** Denotes non-GAAP financial measures. Please see pages A-15 and A-16 for information about our reasons for providing these alternative financial measures and the limitations on their use. 1 On January 1, 2018, we adopted ASU 2014-09. This column reflects our recast 2017 results under the new accounting standard. 2 Merger-related costs, charges, and other includes Starwood merger costs presented in the “Merger-related costs and charges” caption of our Income Statement and purchase accounting revisions. A-3
MARRIOTT INTERNATIONAL, INC. TOTAL LODGING PRODUCTS As of June 30, 2018 North America Total International Total Worldwide Units Rooms Units Rooms Units Rooms Managed 822 248,999 1,107 293,233 1,929 542,232 Marriott Hotels 127 68,092 168 48,801 295 116,893 Sheraton 28 23,595 184 63,096 212 86,691 Sheraton Residences - - 2 262 2 262 Courtyard 240 38,355 91 19,585 331 57,940 Westin 45 24,808 68 21,749 113 46,557 Westin Residences 1 65 1 264 2 329 The Ritz-Carlton 38 10,958 55 14,986 93 25,944 The Ritz-Carlton Residences 35 4,554 11 950 46 5,504 The Ritz-Carlton Serviced Apartments - - 5 697 5 697 JW Marriott 16 10,038 48 19,125 64 29,163 Renaissance 27 11,773 54 17,192 81 28,965 Le Méridien 4 720 73 20,068 77 20,788 Residence Inn 110 16,863 6 643 116 17,506 Four Points 1 134 67 16,287 68 16,421 W Hotels 25 7,254 25 6,007 50 13,261 W Residences 9 1,078 4 471 13 1,549 The Luxury Collection 6 2,294 50 8,785 56 11,079 St. Regis 10 1,990 31 7,044 41 9,034 St. Regis Residences 7 585 7 593 14 1,178 Aloft 1 330 35 8,397 36 8,727 Gaylord Hotels 5 8,411 - - 5 8,411 Delta Hotels 25 6,764 - - 25 6,764 Fairfield Inn & Suites 6 1,432 26 4,175 32 5,607 SpringHill Suites 31 4,988 - - 31 4,988 Marriott Executive Apartments - - 30 4,471 30 4,471 Protea Hotels - - 35 4,090 35 4,090 Autograph Collection 5 1,307 8 1,722 13 3,029 TownePlace Suites 16 1,839 - - 16 1,839 Element 1 180 6 1,253 7 1,433 EDITION 2 567 3 801 5 1,368 EDITION Residences 1 25 - - 1 25 Moxy - - 4 599 4 599 Bulgari - - 5 438 5 438 Bulgari Residences - - 2 123 2 123 Tribute Portfolio - - 3 559 3 559 A-4
MARRIOTT INTERNATIONAL, INC. TOTAL LODGING PRODUCTS As of June 30, 2018 North America Total International Total Worldwide Units Rooms Units Rooms Units Rooms Franchised 4,017 582,480 479 103,435 4,496 685,915 Courtyard 753 100,354 65 12,161 818 112,515 Fairfield Inn & Suites 927 84,974 6 1,157 933 86,131 Marriott Hotels 214 66,639 51 14,390 265 81,029 Residence Inn 658 78,044 5 666 663 78,710 Sheraton 162 48,202 62 17,830 224 66,032 SpringHill Suites 370 42,434 - - 370 42,434 Westin 82 26,863 23 7,237 105 34,100 Westin Residences 2 201 - - 2 201 TownePlace Suites 338 34,035 - - 338 34,035 Four Points 143 21,877 47 7,328 190 29,205 Autograph Collection 82 17,649 49 11,492 131 29,141 Renaissance 59 16,816 26 7,188 85 24,004 Aloft 102 14,942 13 2,094 115 17,036 The Luxury Collection 12 2,850 39 7,339 51 10,189 The Luxury Collection Residences 1 91 1 64 2 155 Delta Hotels 32 7,387 2 562 34 7,949 Le Méridien 16 3,417 15 4,012 31 7,429 Tribute Portfolio 17 5,350 9 972 26 6,322 JW Marriott 10 4,425 6 1,624 16 6,049 Moxy 7 1,503 18 4,048 25 5,551 Element 28 3,943 2 293 30 4,236 Protea Hotels - - 39 2,893 39 2,893 The Ritz-Carlton 1 429 - - 1 429 The Ritz-Carlton Residences 1 55 - - 1 55 Bulgari - - 1 85 1 85 Owned/Leased 29 8,281 33 8,565 62 16,846 Sheraton 2 1,474 4 1,830 6 3,304 Courtyard 19 2,814 3 645 22 3,459 Marriott Hotels 3 1,664 5 1,625 8 3,289 Westin 1 1,073 - - 1 1,073 W Hotels 1 509 2 665 3 1,174 Protea Hotels - - 7 1,168 7 1,168 Renaissance 1 317 3 749 4 1,066 The Ritz-Carlton - - 2 553 2 553 JW Marriott - - 1 496 1 496 St. Regis 1 238 1 160 2 398 Residence Inn 1 192 1 140 2 332 The Luxury Collection - - 2 287 2 287 Autograph Collection - - 2 247 2 247 Unconsolidated Joint Ventures 42 7,189 98 12,004 140 19,193 AC Hotels by Marriott 42 7,189 91 11,545 133 18,734 Autograph Collection - - 7 459 7 459 Timeshare* 70 18,297 20 4,242 90 22,539 Marriott Vacations Worldwide 51 11,249 15 2,406 66 13,655 Vistana 19 7,048 5 1,836 24 8,884 Grand Total 4,980 865,246 1,737 421,479 6,717 1,286,725 *Timeshare property and room counts are included on this table in their geographical locations. For external reporting purposes, these counts are captured in the Corporate segment. A-5
MARRIOTT INTERNATIONAL, INC. TOTAL LODGING PRODUCTS As of June 30, 2018 North America Total International Total Worldwide Total Systemwide Units Rooms Units Rooms Units Rooms Luxury 176 47,940 301 71,293 477 119,233 JW Marriott 26 14,463 55 21,245 81 35,708 The Ritz-Carlton 39 11,387 57 15,539 96 26,926 The Ritz-Carlton Residences 36 4,609 11 950 47 5,559 The Ritz-Carlton Serviced Apartments - - 5 697 5 697 The Luxury Collection 18 5,144 91 16,411 109 21,555 The Luxury Collection Residences 1 91 1 64 2 155 W Hotels 26 7,763 27 6,672 53 14,435 W Residences 9 1,078 4 471 13 1,549 St. Regis 11 2,228 32 7,204 43 9,432 St. Regis Residences 7 585 7 593 14 1,178 EDITION 2 567 3 801 5 1,368 EDITION Residences 1 25 - - 1 25 Bulgari - - 6 523 6 523 Bulgari Residences - - 2 123 2 123 Full-Service 940 342,587 849 246,777 1,789 589,364 Marriott Hotels 344 136,395 224 64,816 568 201,211 Sheraton 192 73,271 250 82,756 442 156,027 Sheraton Residences - - 2 262 2 262 Westin 128 52,744 91 28,986 219 81,730 Westin Residences 3 266 1 264 4 530 Renaissance 87 28,906 83 25,129 170 54,035 Autograph Collection 87 18,956 66 13,920 153 32,876 Le Méridien 20 4,137 88 24,080 108 28,217 Delta Hotels 57 14,151 2 562 59 14,713 Gaylord Hotels 5 8,411 - - 5 8,411 Tribute Portfolio 17 5,350 12 1,531 29 6,881 Marriott Executive Apartments - - 30 4,471 30 4,471 Limited-Service 3,794 456,422 567 99,167 4,361 555,589 Courtyard 1,012 141,523 159 32,391 1,171 173,914 Residence Inn 769 95,099 12 1,449 781 96,548 Fairfield Inn & Suites 933 86,406 32 5,332 965 91,738 SpringHill Suites 401 47,422 - - 401 47,422 Four Points 144 22,011 114 23,615 258 45,626 TownePlace Suites 354 35,874 - - 354 35,874 Aloft 103 15,272 48 10,491 151 25,763 AC Hotels by Marriott 42 7,189 91 11,545 133 18,734 Protea Hotels - - 81 8,151 81 8,151 Moxy 7 1,503 22 4,647 29 6,150 Element 29 4,123 8 1,546 37 5,669 Timeshare* 70 18,297 20 4,242 90 22,539 Marriott Vacations Worldwide 51 11,249 15 2,406 66 13,655 Vistana 19 7,048 5 1,836 24 8,884 Grand Total 4,980 865,246 1,737 421,479 6,717 1,286,725 *Timeshare property and room counts are included on this table in their geographical locations. For external reporting purposes, these counts are captured in the Corporate segment. A-6
MARRIOTT INTERNATIONAL, INC. KEY LODGING STATISTICS In Constant $ Comparable Company-Operated North American Properties Three Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Brand 2018 vs. 2017 2018vs. 2017 2018 vs. 2017 JW Marriott $198.18 1.1% 81.4% 0.1% pts. $243.45 1.0% The Ritz-Carlton $281.05 4.9% 76.4% 0.7% pts. $367.77 3.9% W Hotels $261.02 0.9% 83.2% -1.5% pts. $313.73 2.7% Composite North American Luxury1 $263.58 3.4% 79.5% 0.3% pts. $331.50 3.0% Marriott Hotels $169.82 4.4% 81.4% 0.7% pts. $208.49 3.6% Sheraton $156.33 4.5% 80.6% 2.3% pts. $193.92 1.5% Westin $182.79 1.5% 80.6% 0.6% pts. $226.73 0.7% Composite North American Upper Upscale2 $166.22 4.1% 80.6% 1.0% pts. $206.23 2.8% North American Full-Service3 $182.40 3.9% 80.4% 0.9% pts. $226.81 2.7% Courtyard $114.92 2.0% 78.2% 0.5% pts. $146.99 1.3% Residence Inn $135.45 0.5% 82.4% -0.7% pts. $164.36 1.4% Composite North American Limited-Service4 $120.35 1.4% 79.8% 0.2% pts. $150.83 1.2% North American - All5 $162.86 3.3% 80.2% 0.7% pts. $203.01 2.5% Comparable Systemwide North American Properties Three Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Brand 2018 vs. 2017 2018vs. 2017 2018 vs. 2017 JW Marriott $195.37 2.7% 81.6% 0.6% pts. $239.37 1.9% The Ritz-Carlton $281.05 4.9% 76.4% 0.7% pts. $367.77 3.9% W Hotels $261.02 0.9% 83.2% -1.5% pts. $313.73 2.7% Composite North American Luxury1 $251.71 3.9% 79.9% 0.7% pts. $315.16 3.0% Marriott Hotels $142.53 3.7% 77.6% 0.8% pts. $183.70 2.7% Sheraton $124.85 3.1% 77.3% 1.0% pts. $161.48 1.8% Westin $167.33 2.5% 80.2% 0.6% pts. $208.67 1.8% Composite North American Upper Upscale2 $144.26 3.6% 78.1% 0.8% pts. $184.83 2.5% North American Full-Service3 $154.74 3.7% 78.2% 0.8% pts. $197.80 2.6% Courtyard $112.47 2.2% 78.0% 0.9% pts. $144.10 1.0% Residence Inn $125.45 1.7% 82.8% 0.7% pts. $151.47 0.8% Fairfield Inn & Suites $90.48 2.9% 76.9% 1.5% pts. $117.71 0.9% Composite North American Limited-Service4 $108.11 2.5% 79.1% 1.0% pts. $136.64 1.2% North American - All5 $128.38 3.1% 78.7% 0.9% pts. $163.05 1.9% 1 Includes JW Marriott, The Ritz-Carlton, W Hotels, The Luxury Collection, St. Regis, and EDITION. 2 Includes Marriott Hotels, Sheraton, Westin, Renaissance, Autograph Collection, Delta Hotels, Gaylord Hotels, and Le Méridien. Systemwide also includes Tribute Portfolio. 3 Includes Composite North American Luxury and Composite North American Upper Upscale. 4 Includes Courtyard, Residence Inn, Fairfield Inn & Suites, SpringHill Suites, TownePlace Suites, Four Points, Aloft, Element, and AC Hotels by Marriott. Systemwide also includes Moxy. 5 Includes North American Full-Service and Composite North American Limited-Service. A-7
MARRIOTT INTERNATIONAL, INC. KEY LODGING STATISTICS In Constant $ Comparable Company-Operated International Properties Three Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Region 2018 vs. 2017 2018vs. 2017 2018 vs. 2017 Greater China $95.94 10.0% 72.7% 3.9% pts. $131.97 4.1% Rest of Asia Pacific $118.98 6.5% 72.2% 1.6% pts. $164.70 4.2% Asia Pacific $104.51 8.5% 72.5% 3.0% pts. $144.11 4.0% Caribbean & Latin America $127.25 8.8% 64.2% 0.5% pts. $198.35 7.9% Europe $168.59 4.2% 78.1% 0.8% pts. $215.95 3.2% Middle East & Africa $90.93 -4.2% 61.1% 1.0% pts. $148.75 -5.7% International - All1 $118.79 5.2% 71.0% 1.9% pts. $167.20 2.4% Worldwide2 $140.65 4.1% 75.6% 1.3% pts. $186.05 2.3% Comparable Systemwide International Properties Three Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Region 2018 vs. 2017 2018vs. 2017 2018 vs. 2017 Greater China $95.72 9.8% 72.2% 3.9% pts. $132.54 3.9% Rest of Asia Pacific $121.47 7.7% 72.9% 2.2% pts. $166.55 4.4% Asia Pacific $107.16 8.7% 72.5% 3.2% pts. $147.73 4.0% Caribbean & Latin America $104.65 7.6% 63.8% 0.8% pts. $163.90 6.3% Europe $144.23 4.9% 75.9% 1.5% pts. $189.91 2.9% Middle East & Africa $88.77 -3.6% 61.4% 0.9% pts. $144.48 -5.1% International - All1 $115.31 5.7% 70.9% 2.1% pts. $162.63 2.6% Worldwide2 $124.53 3.8% 76.4% 1.3% pts. $162.94 2.1% 1 Includes Asia Pacific, Caribbean & Latin America, Europe, and Middle East & Africa. 2 Includes North American - All and International - All. A-8
MARRIOTT INTERNATIONAL, INC. KEY LODGING STATISTICS In Constant $ Comparable Company-Operated North American Properties Six Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Brand 2018 vs. 2017 2018 vs. 2017 2018 vs. 2017 JW Marriott $195.04 0.7% 79.6% 0.4% pts. $245.13 0.2% The Ritz-Carlton $292.65 4.8% 76.0% 1.0% pts. $384.87 3.4% W Hotels $251.39 3.0% 81.8% -0.2% pts. $307.42 3.2% Composite North American Luxury1 $270.87 3.9% 78.9% 0.6% pts. $343.16 3.1% Marriott Hotels $158.33 2.8% 77.6% 0.5% pts. $204.15 2.2% Sheraton $142.73 2.6% 76.6% 0.3% pts. $186.23 2.2% Westin $165.56 1.3% 76.1% 0.3% pts. $217.47 0.9% Composite North American Upper Upscale2 $153.69 2.5% 76.7% 0.4% pts. $200.40 2.0% North American Full-Service3 $173.17 2.8% 77.1% 0.4% pts. $224.71 2.3% Courtyard $106.16 1.0% 73.6% 0.2% pts. $144.15 0.7% Residence Inn $128.27 0.1% 79.4% -0.6% pts. $161.53 0.8% Composite North American Limited-Service4 $112.06 1.0% 75.7% 0.2% pts. $148.05 0.7% North American - All5 $153.91 2.4% 76.6% 0.4% pts. $200.85 1.9% Comparable Systemwide North American Properties Six Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Brand 2018 vs. 2017 2018 vs. 2017 2018 vs. 2017 JW Marriott $192.70 1.6% 79.5% 0.3% pts. $242.39 1.2% The Ritz-Carlton $292.65 4.8% 76.0% 1.0% pts. $384.87 3.4% W Hotels $251.39 3.0% 81.8% -0.2% pts. $307.42 3.2% Composite North American Luxury1 $255.36 4.1% 78.8% 0.8% pts. $324.02 3.0% Marriott Hotels $133.89 2.4% 73.7% 0.4% pts. $181.64 1.8% Sheraton $113.69 2.4% 72.6% 0.4% pts. $156.65 1.8% Westin $156.61 1.7% 76.1% 0.1% pts. $205.67 1.6% Composite North American Upper Upscale2 $134.80 2.5% 74.1% 0.4% pts. $181.99 2.0% North American Full-Service3 $146.56 2.8% 74.5% 0.4% pts. $196.63 2.2% Courtyard $103.36 1.7% 73.5% 0.8% pts. $140.61 0.5% Residence Inn $117.77 1.9% 79.4% 0.9% pts. $148.27 0.7% Fairfield Inn & Suites $82.17 3.5% 71.8% 1.9% pts. $114.40 0.9% Composite North American Limited-Service4 $99.93 2.5% 74.8% 1.2% pts. $133.53 0.9% North American - All5 $120.19 2.7% 74.7% 0.8% pts. $160.89 1.5% 1 Includes JW Marriott, The Ritz-Carlton, W Hotels, The Luxury Collection, St. Regis, and EDITION. 2 Includes Marriott Hotels, Sheraton, Westin, Renaissance, Autograph Collection, Delta Hotels, Gaylord Hotels, and Le Méridien. Systemwide also includes Tribute Portfolio. 3 Includes Composite North American Luxury and Composite North American Upper Upscale. 4 Includes Courtyard, Residence Inn, Fairfield Inn & Suites, SpringHill Suites, TownePlace Suites, Four Points, Aloft, Element, and AC Hotels by Marriott. Systemwide also includes Moxy. 5 Includes North American Full-Service and Composite North American Limited-Service. A-9
MARRIOTT INTERNATIONAL, INC. KEY LODGING STATISTICS In Constant $ Comparable Company-Operated International Properties Six Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Region 2018 vs. 2017 2018vs. 2017 2018 vs. 2017 Greater China $94.35 11.0% 70.8% 4.6% pts. $133.34 3.8% Rest of Asia Pacific $127.98 7.2% 74.3% 1.7% pts. $172.15 4.8% Asia Pacific $106.89 9.3% 72.1% 3.5% pts. $148.26 4.0% Caribbean & Latin America $142.93 9.7% 66.1% 1.6% pts. $216.22 7.0% Europe $145.20 4.2% 72.1% 1.0% pts. $201.46 2.8% Middle East & Africa $104.87 -0.1% 65.5% 2.5% pts. $160.22 -3.9% International - All1 $118.37 6.3% 70.4% 2.6% pts. $168.19 2.4% Worldwide2 $136.02 4.1% 73.5% 1.5% pts. $185.10 2.0% Comparable Systemwide International Properties Six Months Ended June 30, 2018 and June 30, 2017 REVPAR Occupancy Average Daily Rate Region 2018 vs. 2017 2018vs. 2017 2018 vs. 2017 Greater China $94.00 10.7% 70.2% 4.6% pts. $133.92 3.5% Rest of Asia Pacific $127.24 8.2% 74.3% 2.0% pts. $171.33 5.4% Asia Pacific $108.77 9.4% 72.0% 3.4% pts. $151.07 4.2% Caribbean & Latin America $113.93 8.2% 64.7% 1.6% pts. $176.02 5.6% Europe $124.57 5.4% 69.6% 2.0% pts. $179.04 2.3% Middle East & Africa $101.10 0.0% 65.2% 2.1% pts. $155.17 -3.2% International - All1 $112.98 6.6% 69.4% 2.6% pts. $162.78 2.6% Worldwide2 $118.07 3.7% 73.1% 1.3% pts. $161.42 1.8% 1 Includes Asia Pacific, Caribbean & Latin America, Europe, and Middle East & Africa. 2 Includes North American - All and International - All. A-10
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES ADJUSTED EBITDA ($ in millions) Fiscal Year 2018 First Second Quarter Quarter Total Net income, as reported $ 398 $ 610 $ 1,008 Cost reimbursement revenue (3,773) (3,985) (7,758) Reimbursed expenses 3,835 3,979 7,814 Interest expense 75 85 160 Interest expense from unconsolidated joint ventures 2 3 5 Tax provision 104 186 290 Depreciation and amortization 54 58 112 Contract investment amortization 18 13 31 Depreciation classified in reimbursed expenses 33 34 67 Depreciation and amortization from unconsolidated joint ventures 10 10 20 Share-based compensation 38 47 85 Gain on asset dispositions (58) (109) (167) Gain on investee’s property sale - (10) (10) Merger-related costs and charges 34 18 52 Adjusted EBITDA ** $ 770 $ 939 $ 1,709 Increase over 2017 Adjusted EBITDA ** 8% 15% 11% 1 Fiscal Year 2017 2 First Second Third Fourth Quarter Quarter Quarter Quarter Total Net income, as reported$ 371 $ 489 $ 485 $ 114 $ 1,459 Cost reimbursement revenue (3,736) (3,927) (3,830) (3,962) (15,455) Reimbursed expenses 3,696 3,791 3,650 4,091 15,228 Interest expense 70 73 73 72 288 Interest expense from unconsolidated joint ventures 1 3 2 4 10 Tax provision 123 227 253 920 1,523 Depreciation and amortization 51 71 54 53 229 Contract investment amortization 11 12 11 16 50 Depreciation classified in reimbursed expenses 32 33 28 33 126 Depreciation and amortization from unconsolidated joint ventures11 10 10 11 42 Share-based compensation 35 41 42 37 155 Gain on asset dispositions - (24) - (659) (683) Merger-related costs and charges 51 21 28 59 159 Adjusted EBITDA ** $ 716 $ 820 $ 806 $ 789 $ 3,131 ** Denotes non-GAAP financial measures. Please see pages A-15 and A-16 for information about our reasons for providing these alternative financial measures and the limitations on their use. 1 Represents the percentage increase of Adjusted EBITDA of $1,709 million for the first two quarters of 2018 over Adjusted EBITDA of $1,536 million for the first two quarters of 2017. 2 On January 1, 2018, we adopted ASU 2014-09. The table above reflects our recast 2017 results under the new accounting standard. A-11
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES ADJUSTED EBITDA FORECAST THIRD QUARTER 2018 ($ in millions) Range Estimated Third Quarter 2018 Third Quarter 2017 2 ** Net income excluding certain items 1 $ 445 $ 464 Interest expense 90 90 Interest expense from unconsolidated joint ventures - - Tax provision 145 151 Depreciation and amortization 60 60 Contract investment amortization 15 15 Depreciation classified in reimbursed expenses 35 35 Depreciation and amortization from unconsolidated joint ventures10 10 Share-based compensation 45 45 Adjusted EBITDA ** $ 845 $ 870 $ 806 Increase over 2017 Adjusted EBITDA ** 5% 8% ** Denotes non-GAAP financial measures. See pages A-15 and A-16 for information about our reasons for providing these alternative financial measures and the limitations on their use. 1 Guidance excludes cost reimbursement revenue, reimbursed expenses, and merger-related costs and charges, which the company cannot accurately forecast and which may be significant, except for depreciation classified in reimbursed expenses, which is included in the caption "Depreciation classified in reimbursed expenses" above. 2 On January 1, 2018, we adopted ASU 2014-09. The table above reflects our recast 2017 results under the new accounting standard. For 2017 full year recast information, see the Form 8-K that we furnished on July 25, 2018. A-12
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES ADJUSTED EBITDA FORECAST FOURTH QUARTER 2018 ($ in millions) Range Estimated Fourth Quarter 2018 Fourth Quarter 2017 2 ** Net income excluding certain items 1 $ 514 $ 529 Interest expense 85 85 Interest expense from unconsolidated joint ventures 5 5 Tax provision 132 137 Depreciation and amortization 53 53 Contract investment amortization 14 14 Depreciation classified in reimbursed expenses 38 38 Depreciation and amortization from unconsolidated joint ventures10 10 Share-based compensation 45 45 Adjusted EBITDA ** $ 896 $ 916 $ 789 Increase over 2017 Adjusted EBITDA ** 14% 16% ** Denotes non-GAAP financial measures. See pages A-15 and A-16 for information about our reasons for providing these alternative financial measures and the limitations on their use. 1 Guidance excludes cost reimbursement revenue, reimbursed expenses, and merger-related costs and charges, which the company cannot accurately forecast and which may be significant, except for depreciation classified in reimbursed expenses, which is included in the caption "Depreciation classified in reimbursed expenses" above. 2 On January 1, 2018, we adopted ASU 2014-09. The table above reflects our recast 2017 results under the new accounting standard. For 2017 full year recast information, see the Form 8-K that we furnished on July 25, 2018. A-13
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES ADJUSTED EBITDA FORECAST FULL YEAR 2018 ($ in millions) Range Estimated Full Year 2018 Full Year 2017 2 ** Net income excluding certain items 1 $ 2,047 $ 2,081 Interest expense 335 335 Interest expense from unconsolidated joint ventures 10 10 Tax provision 595 606 Depreciation and amortization 225 225 Contract investment amortization 60 60 Depreciation classified in reimbursed expenses 140 140 Depreciation and amortization from unconsolidated joint ventures40 40 Share-based compensation 175 175 Gain on asset dispositions (167) (167) Gain on investee’s property sale (10) (10) Adjusted EBITDA ** $ 3,450 $ 3,495 $ 3,131 Increase over 2017 Adjusted EBITDA ** 10% 12% ** Denotes non-GAAP financial measures. See pages A-15 and A-16 for information about our reasons for providing these alternative financial measures and the limitations on their use. 1 Guidance excludes cost reimbursement revenue, reimbursed expenses, and merger-related costs and charges, which the company cannot accurately forecast and which may be significant, except for depreciation classified in reimbursed expenses, which is included in the caption "Depreciation classified in reimbursed expenses" above. 2 On January 1, 2018, we adopted ASU 2014-09. The table above reflects our recast 2017 results under the new accounting standard. For 2017 full year recast information, see the Form 8-K that we furnished on July 25, 2018. A-14
MARRIOTT INTERNATIONAL, INC. EXPLANATION OF NON-GAAP FINANCIAL AND PERFORMANCE MEASURES In our press release and schedules, and on the related conference call, we report certain financial measures that are not required by, or presented in accordance with, United States generally accepted accounting principles (“GAAP”). We discuss management’s reasons for reporting these non-GAAP measures below, and the press release schedules reconcile the most directly comparable GAAP measure to each non-GAAP measure that we refer to. Although management evaluates and presents these non-GAAP measures for the reasons described below, please be aware that these non-GAAP measures have limitations and should not be considered in isolation or as a substitute for revenue, operating income, income from continuing operations, net income, earnings per share or any other comparable operating measure prescribed by GAAP. In addition, we may calculate and/or present these non-GAAP financial measures differently than measures with the same or similar names that other companies report, and as a result, the non-GAAP measures we report may not be comparable to those reported by others. Adjusted Operating Income and Adjusted Operating Income Margin. Adjusted operating income and Adjusted operating income margin exclude cost reimbursement revenue, reimbursed expenses, Starwood merger costs presented in the “Merger-related costs and charges” caption of our Income Statements, and net purchase accounting revisions. Adjusted operating income margin reflects Adjusted operating income divided by Adjusted total revenues. We believe that these are meaningful metrics because they allow for period-over- period comparisons of our ongoing operations before these items and for the reasons further described below. Adjusted Net Income and Adjusted Diluted EPS. Adjusted net income and Adjusted diluted EPS reflect our net income and diluted earnings per share excluding the impact of cost reimbursement revenue, reimbursed expenses, merger-related costs, charges, and other merger-related adjustments due to purchase accounting, the gain on the sale of our ownership interest in Avendra, and the income tax effect of these adjustments, and our provisional estimate of the impact of the U.S. Tax Cuts and Jobs Act of 2017. We calculate the income tax effect of the adjustments using an estimated tax rate applicable to each adjustment. We believe that these measures are meaningful indicators of our performance because they allow for period- over-period comparisons of our ongoing operations before these items and for the reasons further described below. Adjusted Earnings Before Interest Expense, Taxes, Depreciation and Amortization (“Adjusted EBITDA”). Adjusted EBITDA reflects net income excluding the impact of the following items: cost reimbursement revenue and reimbursed expenses, interest expense, depreciation (including depreciation classified in “Reimbursed expenses,” as discussed below), amortization, and provision for income taxes, pre- tax transaction and transition costs associated with the Starwood merger, and share-based compensation expense for all periods presented. When applicable, Adjusted EBITDA also excludes gains and losses on asset dispositions made by us or by our joint venture investees. In our presentations of Adjusted operating income and Adjusted operating income margin, Adjusted net income, and Adjusted diluted EPS, we exclude transaction and transition costs associated with the Starwood merger, which we record in the “Merger-related costs and charges” caption of our Income Statements, and other merger-related adjustments due to purchase accounting, to allow for period-over period comparisons of our ongoing operations before the impact of these items. We exclude cost reimbursement revenue and reimbursed expenses, which relate to property-level and centralized programs and services that we operate for the benefit of our hotel owners. We do not operate these programs and services to generate a profit over the contract term, and accordingly, when we recover the costs that we incur for these programs and services from our hotel owners, we do not seek a mark-up. For property-level services, our owners typically reimburse us at the same time that we incur expenses. However, for centralized programs and services, our owners may reimburse us before or after we incur expenses, causing temporary timing differences between the costs we incur and the related reimbursement from hotel owners in our operating and net income. Over the long term, these programs and services are not designed to impact our economics, either positively or negatively. Because we do not retain any such profits or losses over time, we exclude the net impact when evaluating period-over-period changes in our operating results. A-15
MARRIOTT INTERNATIONAL, INC. EXPLANATION OF NON-GAAP FINANCIAL AND PERFORMANCE MEASURES We believe that Adjusted EBITDA is a meaningful indicator of our operating performance because it permits period-over-period comparisons of our ongoing operations before these items and facilitates our comparison of results before these items with results from other lodging companies. We use Adjusted EBITDA to evaluate companies because it excludes certain items that can vary widely across different industries or among companies within the same industry. For example, interest expense can be dependent on a company’s capital structure, debt levels, and credit ratings. Accordingly, the impact of interest expense on earnings can vary significantly among companies. The tax positions of companies can also vary because of their differing abilities to take advantage of tax benefits and because of the tax policies of the jurisdictions in which they operate. As a result, effective tax rates and provisions for income taxes can vary considerably among companies. Our Adjusted EBITDA also excludes depreciation and amortization expense which we report under “Depreciation, amortization, and other” as well as depreciation classified in “Reimbursed expenses” and “Contract investment amortization” in our Consolidated Statements of Income (our “Income Statements”), because companies utilize productive assets of different ages and use different methods of both acquiring and depreciating productive assets. Depreciation classified in “Reimbursed expenses” reflects depreciation of Marriott-owned assets, for which we receive cash from owners to reimburse the company for its investments made for the benefit of the system. These differences can result in considerable variability in the relative costs of productive assets and the depreciation and amortization expense among companies. We exclude share-based compensation expense in all periods presented to address the considerable variability among companies in recording compensation expense because companies use share-based payment awards differently, both in the type and quantity of awards granted. RevPAR. In addition to the foregoing non-GAAP financial measures, we present Revenue per Available Room (“RevPAR”) as a performance measure. We believe RevPAR is a meaningful indicator of our performance because it measures the period-over-period change in room revenues for comparable properties. RevPAR may not be comparable to similarly titled measures, such as revenues. We calculate RevPAR by dividing room sales (recorded in local currency) for comparable properties by room nights available for the period. We present growth in comparative pro forma combined company RevPAR on a constant dollar basis, which we calculate by applying exchange rates for the current period to each period presented. We believe constant dollar analysis provides valuable information regarding our properties’ performance as it removes currency fluctuations from the presentation of such results. A-16
MARRIOTT INTERNATIONAL, INC. RECAST OF SELECTED FINANCIAL INFORMATION TABLE OF CONTENTS Results of Operations Information 2 Non-GAAP Financial Measures 3 Explanation of Non-GAAP Financial Measures 5 1
MARRIOTT INTERNATIONAL, INC. RESULTS OF OPERATIONS 2017 RECAST UNDER ASU 2014-09 (in millions except per share amounts, unaudited) We adopted ASU 2014-09 “Revenue from Contracts with Customers” (Topic 606) and several related ASUs (collectively referred to as “ASU 2014-09”) in the 2018 first quarter using the full retrospective transition method. The following table presents our 2017 unaudited results of operations as recast under ASU 2014-09. Fiscal Year 2017 First Second Third Fourth Quarter Quarter Quarter Quarter Total REVENUES Base management fees $ 264 $ 285 $ 269 $ 284 $ 1,102 Franchise fees 355 408 419 404 1,586 Incentive management fees 140 155 138 174 607 Gross Fee Revenues 759 848 826 862 3,295 Contract investment amortization (11) (12) (11) (16) (50) Net Fee Revenues 748 836 815 846 3,245 Owned, leased, and other revenue 428 448 433 443 1,752 Cost reimbursement revenue 3,736 3,927 3,830 3,962 15,455 Total Revenues 4,912 5,211 5,078 5,251 20,452 OPERATING COSTS AND EXPENSES Owned, leased, and other - direct 356 350 351 354 1,411 Depreciation, amortization, and other 51 71 54 53 229 General, administrative, and other 212 234 205 270 921 Merger-related costs and charges 51 21 28 59 159 Reimbursed expenses 3,696 3,791 3,650 4,091 15,228 Total Expenses 4,366 4,467 4,288 4,827 17,948 OPERATING INCOME 546 744 790 424 2,504 Gains and other income, net — 25 6 657 688 Interest expense (70) (73) (73) (72) (288) Interest income 7 8 9 14 38 Equity in earnings 11 12 6 11 40 INCOME BEFORE INCOME TAXES 494 716 738 1,034 2,982 Provision for income taxes (123) (227) (253) (920) (1,523) NET INCOME $ 371 $ 489 $ 485 $ 114 $ 1,459 EARNINGS PER SHARE Earnings per share - basic 1 $ 0.96 $ 1.29 $ 1.30 $ 0.31 $ 3.89 Earnings per share - diluted 1 $ 0.95 $ 1.28 $ 1.29 $ 0.31 $ 3.84 Basic Shares 384.9 378.5 372.3 365.1 375.2 Diluted Shares 390.0 383.0 376.6 369.9 379.9 1 The sum of the earnings per share for the four quarters differs from annual earnings per share due to the required method of computing the weighted average shares in interim periods. 2
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES 2017 RECAST UNDER ASU 2014-09 ($ in millions except per share amounts) The following table presents our reconciliations of 2017 Adjusted operating income, Adjusted operating income margin, Adjusted net income, and Adjusted diluted EPS, to the most directly comparable GAAP measure as recast under ASU 2014-09. Adjusted total revenues is used in the determination of Adjusted operating income margin. Fiscal Year 2017 First Second Third Fourth Quarter Quarter Quarter Quarter Total Total revenues, as recast on page 2 $ 4,912 $ 5,211 $ 5,078 $ 5,251 $ 20,452 Less: Cost reimbursement revenue (3,736) (3,927) (3,830) (3,962) (15,455) Less: Merger-related adjustments 1 — — (3) — (3) Adjusted total revenues** 1,176 1,284 1,245 1,289 4,994 Operating income, as recast on page 2 546 744 790 424 2,504 Less: Cost reimbursement revenue (3,736) (3,927) (3,830) (3,962) (15,455) Add: Reimbursed expenses 3,696 3,791 3,650 4,091 15,228 Add: Merger-related adjustments 2 48 26 22 59 155 Adjusted operating income ** 554 634 632 612 2,432 Operating income margin 11% 14% 16% 8% 12% Adjusted operating income margin ** 47% 49% 51% 47% 49% Net income, as recast on page 2 371 489 485 114 1,459 Less: Cost reimbursement revenue (3,736) (3,927) (3,830) (3,962) (15,455) Add: Reimbursed expenses 3,696 3,791 3,650 4,091 15,228 Add: Merger-related adjustments 2 48 26 22 59 155 Less: Gain on sale of Avendra — — — (659) (659) Income tax effect of above adjustments (4) 46 70 197 309 Add: U.S. Tax Cuts and Jobs Act of 2017 — — — 563 563 Adjusted net income ** $ 375 $ 425 $ 397 $ 403 $ 1,600 Diluted EPS, as recast on page 2 3 $ 0.95 $ 1.28 $ 1.29 $ 0.31 $ 3.84 Adjusted Diluted EPS 3 ** $ 0.96 $ 1.11 $ 1.05 $ 1.09 $ 4.21 ** Denotes non-GAAP financial measures. Please see pages 5 and 6 for information about our reasons for providing these alternative financial measures and the limitations on their use. 1 Merger-related adjustments to revenues include Starwood purchase accounting revisions. 2 Merger-related adjustments to operating income include Starwood merger costs presented in the “Merger-related costs and charges” caption of our Income Statement and net purchase accounting revisions. 3 The sum of the earnings per share for the four quarters differs from annual earnings per share due to the required method of computing the weighted average shares in interim periods. 3
MARRIOTT INTERNATIONAL, INC. NON-GAAP FINANCIAL MEASURES 2017 RECAST UNDER ASU 2014-09 ($ in millions except per share amounts) The following table presents our reconciliation of 2017 Adjusted EBITDA to Net income as recast under ASU 2014-09. Fiscal Year 2017 First Second Third Fourth Quarter Quarter Quarter Quarter Total Net income, as recast on page 2 $ 371 $ 489 $ 485 $ 114 $ 1,459 Cost reimbursement revenue (3,736) (3,927) (3,830) (3,962) (15,455) Reimbursed expenses 3,696 3,791 3,650 4,091 15,228 Interest expense 70 73 73 72 288 Interest expense from unconsolidated joint ventures 1 3 2 4 10 Tax provision 123 227 253 920 1,523 Depreciation and amortization 51 71 54 53 229 Contract investment amortization 11 12 11 16 50 Depreciation classified in reimbursed expenses 32 33 28 33 126 Depreciation and amortization from unconsolidated joint ventures 11 10 10 11 42 Share-based compensation 35 41 42 37 155 Gain on asset dispositions — (24) — (659) (683) Merger-related costs and charges 51 21 28 59 159 Adjusted EBITDA ** $ 716 $ 820 $ 806 $ 789 $ 3,131 ** Denotes non-GAAP financial measures. Please see pages 5 and 6 for information about our reasons for providing these alternative financial measures and the limitations on their use. 4
MARRIOTT INTERNATIONAL, INC. EXPLANATION OF NON-GAAP FINANCIAL MEASURES We report certain financial measures that are not required by, or presented in accordance with, United States generally accepted accounting principles (“GAAP”). We discuss management’s reasons for reporting these non-GAAP measures below, and the preceding schedules reconcile the most directly comparable GAAP measure to each non-GAAP measure that we refer to. Although management evaluates and presents these non-GAAP measures for the reasons described below, please be aware that these non-GAAP measures have limitations and should not be considered in isolation or as a substitute for revenue, operating income, income from continuing operations, net income, earnings per share or any other comparable operating measure prescribed by GAAP. In addition, we may calculate and/or present these non-GAAP financial measures differently than measures with the same or similar names that other companies report, and as a result, the non-GAAP measures we report may not be comparable to those reported by others. Adjusted Operating Income and Adjusted Operating Income Margin. Adjusted operating income and Adjusted operating income margin exclude cost reimbursement revenue, reimbursed expenses, Starwood merger costs presented in the “Merger- related costs and charges” caption of our Income Statement, and net purchase accounting revisions. We believe that these are meaningful metrics because they allow for period-over-period comparisons of our ongoing operations before these items and for the reasons further described below. Adjusted Net Income and Adjusted Diluted EPS. Adjusted net income and Adjusted diluted EPS reflect our net income and diluted earnings per share excluding the impact of cost reimbursement revenue, reimbursed expenses, merger-related costs, charges, and other merger-related adjustments due to purchase accounting, the gain on the sale of our ownership interest in Avendra, and the income tax effect of these adjustments, and with respect to our 2017 fourth quarter and full year results, our provisional estimate of the impact of the U.S. Tax Cuts and Jobs Act of 2017. We calculate the income tax effect of the adjustments using an estimated tax rate applicable to each adjustment. We believe that these measures are meaningful indicators of our performance because they allow for period-over-period comparisons of our ongoing operations before these items and for the reasons further described below. Adjusted Earnings Before Interest Expense, Taxes, Depreciation and Amortization (“Adjusted EBITDA”). Adjusted EBITDA reflects net income excluding the impact of the following items: cost reimbursement revenue and reimbursed expenses, interest expense, depreciation (including depreciation classified in “Reimbursed expenses,” as discussed below), amortization, and provision for income taxes, pre-tax transaction and transition costs associated with the Starwood merger, gains and losses on asset dispositions, and share-based compensation expense for all periods presented. In our presentations of Adjusted operating income and operating income margin, Adjusted net income, and Adjusted diluted EPS, we exclude transaction and transition costs associated with the Starwood merger, which we record in the “Merger-related costs and charges” caption of our Income Statements, and other merger-related adjustments due to purchase accounting, to allow for period-over period comparisons of our ongoing operations before the impact of these items. We exclude cost reimbursement revenue and reimbursed expenses, which relate to property-level and centralized programs and services that we operate for the benefit of our hotel owners. We do not operate these programs and services to generate a profit over the contract term, and accordingly, when we recover the costs that we incur for these programs and services from our hotel owners, we do not seek a mark-up. For property-level services, our owners typically reimburse us at the same time that we incur expenses. However, for centralized programs and services, our owners may reimburse us before or after we incur expenses, causing temporary timing differences between the costs we incur and the related reimbursement from hotel owners in our operating and net income. Over the long term, these programs and services are not designed to impact our economics, either positively or negatively. Because we do not retain any such profits or losses over time, we exclude the net impact when evaluating period- over-period changes in our operating results. We believe that Adjusted EBITDA is a meaningful indicator of our operating performance because it permits period-over- period comparisons of our ongoing operations before these items and facilitates our comparison of results before these items with results from other lodging companies. We use Adjusted EBITDA to evaluate companies because it excludes certain items that can vary widely across different industries or among companies within the same industry. For example, interest expense can be dependent on a company’s capital structure, debt levels, and credit ratings. Accordingly, the impact of interest expense on earnings can vary significantly among companies. The tax positions of companies can also vary because of their differing abilities to take advantage of tax benefits and because of the tax policies of the jurisdictions in which they operate. As a result, effective tax rates and provisions for income taxes can vary considerably among companies. Our Adjusted EBITDA also excludes depreciation and amortization expense which we report under “Depreciation, amortization, and other” as well as depreciation classified in “Reimbursed expenses” and “Contract investment amortization” in our Consolidated Statements of Income (our “Income Statements”), because companies utilize productive assets of different ages and use different methods of both acquiring and depreciating productive assets. Depreciation classified in “Reimbursed expenses” reflects depreciation of 5
MARRIOTT INTERNATIONAL, INC. EXPLANATION OF NON-GAAP FINANCIAL MEASURES Marriott-owned assets, for which we receive cash from owners to reimburse the company for its investments made for the benefit of the system. These differences can result in considerable variability in the relative costs of productive assets and the depreciation and amortization expense among companies. We exclude share-based compensation expense in all periods presented to address the considerable variability among companies in recording compensation expense because companies use share-based payment awards differently, both in the type and quantity of awards granted. 6