How should the company grow into new geographic and demographic segments without

compromising trust between owners (hosts) and guests that has been the heart of Airbnb's
success?

Jeroen Merchiers and its expansion managers should first study the countries or cities in terms of
their culture and regulation to see if their income suits them. In case it is convenient, they must
create strategies to reach the main objective that has given the company growth (trust) among new
clients and hosts. Once the link is established, continue monitoring in order to find errors and
improve strategies until you can reach absolute confidence.

How should they engage with city officials to respond to regulatory issues?

Officials should have an assembly and see regulatory improvement options especially in security
and tax payments in order to promote tourism in their city. This would benefit the city (in terms of
revenue) and companies like airbnb can enter their business model without problems.

What should they do to integrate the hosts into the business model and the decision-making
process, in order to strengthen their sense of community and avoid bad press?

Here the most important thing is the culture as a country or city that the new hosts have. Once
studied that the company must find a way to have a direct communication with those interested in
being hosts and give all the facilities.

To integrate them into the business model, they could:

Give them training in which they show the benefits of being a host and look for them to become
familiar and feel identified with hosts from other parts of the world. Make them see that your
property is going to reach people who are also trustworthy and above all make them feel the
support of the company. As for the sense of the community they could make them understand that
with this they are ambassadors that promote tourism in their city or country.

And all only if they fit the business model of the company.

Brigitte Miller

Francesca Rodriguez

Andrea Ortega

Dayanne Auccaico

Juan Jose Gutierrez