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Cloud based, white label RFP management system for the Hotel and Planner Community
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Increasing direct business on your own website
4 strategies for success
Group Distribution
Brought to you by ELITE MEETINGS INTERNATIONAL
What Buyers Want …
• Standardized RFP process (consistent user experiences)
• User-friendly forms
• Rapid RFP response
• Ability to compare / manage multiple RFPs
• Global access to info
• Fewer passwords / auto login
• Ability to re-purpose RFPs (No more rekeying)
Brought to you by ELITE MEETINGS INTERNATIONAL
What Suppliers Want…
• Direct business
• Access to new buyers
• Quality RFPs/RFP data (enough info to build a proposal)
• Seamless integration with sales & catering systems (i.e. Delphi/Daylight)
• Reporting
Brought to you by ELITE MEETINGS INTERNATIONAL
What is SpeedRFP?
Cloud based RFP management system for the Hotel and Planner Community
Brought to you by ELITE MEETINGS INTERNATIONAL
Broadmoor.com PHGMeetings.com VisitCOS.com EliteMeetings.com
Same form on multiple channels managed in
one easy location.
Brought to you by ELITE MEETINGS INTERNATIONAL
*API available for integration with other Sales & Catering management systems.
SpeedRFP at a Glance
• Created 2010• APEX compliant
Over 4,000 hotels accept SpeedRFP 19,750+ buyers are using SpeedRFP
Brought to you by ELITE MEETINGS INTERNATIONAL
SpeedRFP Buyer Growth
Growing by an average of 75 members a day
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19,758
SpeedRFP Buyer Profile
SpeedRFP buyer members (increasing by 75 per day)
Direct buyers (versus 3rd party)
Of which are non-professional planners
Avg # of attendees per event
Avg # of nights per event
Avg rate per room night
19,750+
86%
70%
142
3
$243
1.7 Avg # of hotels per SpeedRFP(5.6 Avg # of hotels per EliteMeetings.com)
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SpeedRFP Lead Time Q1 2012
• 29% Six months (or less)
• 58% One year +
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Buyers prefer to purchase direct.
“Since replacing our previous online RFP form with SpeedRFP, the number and quality of RFPs Destination Hotels & Resorts received has increased exponentially.”
Andre FournierSenior VP of Sales & Marketing
Destination Hotels & Resorts
+ > 3rd partydirectory websites
Brought to you by ELITE MEETINGS INTERNATIONAL
Adoption of Online RFP Tools(Buyers)
2009Elite Meetings survey
2012Elite Meetings survey
2011Elite Meetings survey
Use eRFP tools
Do not use eRFP tools
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4 strategies for eRFP conversion
How to keep buyers on your hotel site, and increase the odds of them coming back?
Brought to you by ELITE MEETINGS INTERNATIONAL
1) Lower the barrier
• Auto login
• Access to rewards programs (i.e. Hilton, Starwood, The Ritz-Carlton Hotel Company)
• Access to preloaded RFPs (i.e. Active Network, simpleView, SpeedRFP)
Brought to you by ELITE MEETINGS INTERNATIONAL
2) Maintain sales focus
• Be sure you have clear call-to-action
• Buttons are clicked more than hyperlinks
• Keep call to action above the fold
• Consistent RFP button placement = more RFPs
Every 3 times a SpeedRFP button is clicked, 1 RFP is
submitted.
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3) Speak to your customer
• Create specific RFP forms for each buyer type
SpeedRFP 2.0 shows a 52% increase in RFP volume for
partners using specific Meeting, Wedding, and Social Event forms.
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4) Use “smart” forms
• Forms should only show relevant fields based on user needs
• Less is Better
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Recap:
1) Lower the barrier 2) Maintain sales focus
3) Speak to your customer 4) Use “smart” forms
Brought to you by ELITE MEETINGS INTERNATIONAL
Thank youAlda Egurrola WienkeRegional Director EMEA & AsiaElite Meetings International
+34 94 624 [email protected]
www.SpeedRFP.com
Brought to you by ELITE MEETINGS INTERNATIONAL
