WINGPOINTS REWARDS PROGRAM TRAINING

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Rewards Program Training Webinar Presented by: Reneé Andrew-Lewis Loyalty Consultant for KRS

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Agenda Getting Started Program Overview Terminal Procedures Ongoing Management Security Protocols Trigger Messages/Marketing Reporting Billing Getting Pilot Participation Suggested Script Why use a Script? Q & A Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Getting Started Start up Kit contains: WingPoints® cards Brochures Poster for kiosk Window clings Note pads Initial data collection device (Verifone Vx-570) Program training manual Getting started is easy. Plug the terminal into power and a phone line and you are ready to award WingPoints. A test card is attached to your training manual. This card can be used by you and your employees when running test transactions on the terminal. If you need technical assistance please call 1-866-235-5503. Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice. IMPORTANT: When you open your kit make sure to read the getting started sheet and share the information in your training manual with all of your staff.

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What is WingPoints™? Cutting edge aviation rewards program An answer to competitive programs Avtrip Rewards Pilots+ Rewards FlyBuys Rewards When creating the WingPoints program Phillips 66 ® took into consideration the needs and wants of their FBO’s. Stronger value proposition Phillips 66 ® participation Charity options Bonus rewarding Ability to split rewards Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Why Pilots Prefer WingPoints® Benefits to pilots, dispatchers and schedulers Pickup a card for free. Don’t have to wait for the card in the mail. Earn points immediately for fuel purchases Easy online or phone registration www.wingpoints.com or call 866-703-5680 Registered participants can spend points like cash online for gift cards, Visa debit card, or donate to a charity Card linking (not limited to how many cards can be linked together). Good for flight departments. Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Breakdown on Pilot Benefits Earn 10-points for each gallon of fuel purchased. Become eligible for special promotions such as instant winners, special drawing, and other customizable promotions. FBO pays 2 cents per gallon for points awarded. Earn Double Points Add additional 10-points per gallon will be awarded when purchase paid for with a Phillips 66 ® branded credit card. No charge to FBO. Phillips 66 ® absorbs cost of these points. Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Participant Rewards Participants can choose rewards levels 20,000 Points = $25 Reward 35,000 Points = $50 Reward 60,000 Points = $100 Reward Participants can choose to donate points toward charity EAA Young Eagles Angel Flight Grace Flight Mercy Flight Individual cards can be linked to one master account allowing all cards to earn points but only the corporate WingPoints card can spend them. Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Sample Awards Available Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Terminal Procedures Split Transactions If a Pilot and Co-Pilot want to split the points divide the gallon and dollar amount accordingly and do two separate transactions. What if they forgot their card? If they have registered their card you can type in the phone number to award points. What if I mess up? Redo the transaction correctly and give the pilot the correct receipt. Then call KRS to have the transaction deleted.

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Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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You can earn double points when you pay with any Phillips 66 ® branded card! Messaging Options: Messages can be programmed to appear randomly, or you can send specific messages to individuals or groups of individuals. You can donate your WingPoints to EAA Young Eagles or Angel Flight. Charitable contributions are possible through customer donated points. Threshold marketing can be based on any data item captured. Cumulative # of trips, multiple locations shopped, dollars spent, gallons purchased, time of day, day of week, or specific item purchase performance, etc. Thank You for being a loyal customer! You have received 1,000 bonus points for coming in 10 times this month. You can earn WingPoints in our service department too. The possibilities are endless for customer specific messaging. Register your card at www.wingpoints.com Spend your points like cash at www.wingpoints.com Messaging Flexibility

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Ongoing Management Customer Relationship Management Data base to build brand relationship Customer Relationship Manager (CRM) attached to your account to help you with data mining and trigger messaging Fraud Mitigation System included fraud mitigation stops & flags (example) Dollar value of transaction exceeds certain dollar level FBO will be notified of transactions on hold via e-mail and will be required to “release” transactions if valid. 24/7 access to reporting Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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.0 Full Program Reporting Examples of some reports that are available are: Transaction Report Review all transactions during user defined date range, by date or card number Top Customers Review top customers by user defined date range Reconciliation Report Use this report to compare against your monthly electronic invoice Easy to read and use. Reports are available to all participating merchant locations. Reports can be mailed or faxed every month. But, for those locations with internet access, a password protected portal is available 24 hours, 7 days a week.

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Web Portal Management

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Transaction Detail Report

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Top Customer Report

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Reconciliation Report

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How does Billing Work? On or about the 3 rd of each month you will receive an electronic invoice detailing your charges for the prior month. On the 18 th of the month your account will be electronically drafted for any points issued the previous month. If any changes need made to your invoice contact KRS before the 18 th . You are billed $0.02 per gallon that you issue WingPoints on and $0.02 for every 10 bonus points you issue out. Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Getting Pilot Participation Use the Suggested Script Use the Suggested Script Use the Suggested Script DEALER: “Do you have your WingPoints® card with you today?” CUSTOMER: “No, what’s that?” DEALER: “Let me get you one, it’s FREE!” DEALER: “I just put points on this card. Every time you fuel up here, I will put more points on it. Here’s a brochure that explains how it works.” Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Why use a Script? Why do we recommend that you use a script? Historical data shows that once a consumer gets a rewards card in their hand that rewards them for purchases, their behavior changes. They come in more often and spend more money. The WingPoints™ Rewards Program was designed to work in a similar manner, but first you have to get a card in each customer’s hand. The simplest way to do this is with a script. Why? Scripts Work – There are reasons that almost every major American retailer uses a script. “Would you like fries with that?” “Would you like to open a Home Depot ® account and save 10 percent on your purchase today?” Some businesses use scripts to up-sell their customers to make more money. Others use scripts to get their customers involved with their rewards program, thus vesting them in their business and creating customer loyalty. Consistent Customer Experience – When each participating location asks a customer for their card when they refuel, this gives the customer a consistent experience with Phillips 66 ® Aviation and WingPoints. Customers soon will expect to be asked for their WingPoints Rewards Card every time they refuel. They will be trained to have their card out and to use it. In addition, the script will help raise interest in your program and create awareness. Some customers may not take a card the first time you offer it. They may be in a hurry, or they do not know what it is yet. This does not mean that you should not ask them again. If you continue to ask, eventually they will understand that this is not a temporary promotion. It is a program that is here to stay. It is your company’s way of telling them, “Thank you for your business.” When they see other customers using the card, earning rewards and possibly winning instant prizes, then they may become interested.

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MONTHLY GALLONS % CAPTURED FBO COST 100,000 30,000 $600.00 % GAL INCREASE GALLONS LIFT AVERAGE MARGIN INCREASED PROFITS 2% 2,000 $1.00 $2,000.00 3% 3,000 $1.00 $3,000.00 4% 4,000 $1.00 $4,000.00 5% 5,000 $1.00 $5,000.00 6% 6,000 $1.00 $6,000.00 7% 7,000 $1.00 $7,000.00 8% 8,000 $1.00 $8,000.00 9% 9,000 $1.00 $9,000.00 10% 10,000 $1.00 $10,000.00 Don’t forget why you are doing this! Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Program Examples Transaction Purchase of 400 gallons Payment with Phillips 66 ® Multi-Service Card Pilot awarded 8,000 WingPoints 4000 regular points 4000 “double” points for Phillips 66 ® FBO charged $8.00 for the transaction $8.00 for regular points $0.00 for “double” points CREDIT CARD FEES TO FBO when paid with an AMEX Card 400 gals @ $5.00 gal = $2,000 @ 2.75% = $55.00 Dealer can avoid this fee by directing sales to Phillips 66 ® new Multi-Service Card. Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice.

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Contact Information Good Luck and Have Fun! Company Confidential. Provided to Phillips 66 ® Aviation Dealers and Marketers for internal use, not to be copied or distributed without written permission from ConocoPhillips Company. Effective September 3, 2006. Subject to change without notice. If you have additional questions you can contact Reneé Andrew-Lewis Loyalty Consultant, KRS renee@kickbackpoints.com For technical assistance with terminal set up call 1-866-235-5503

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