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| Zone 1 Account Management Project August 9, 2016
Zone 1 Account Management ProjectBrandon BurtonMitchel Anzivino
Page 1 | Zone 1 Account Management Project August 9, 2016 Page 1
| Zone 1 Account Management Project August 9, 2016
Methodology
Corporate
Travel
Group Bookin
gsCLC Results
Page 2
Agenda
| Zone 1 Account Management Project August 9, 2016
Methodology
Page 3
| Zone 1 Account Management Project August 9, 2016
New opportunities to help reach RevPar index• Competition provided insight• Top companies identified• Hotelligence Report; Rooms Consolidation
Report• CLC Opportunities• Cvent; Hotel Planner; Local Convention Visitors
& Bureau• Business Case Suggestions• KS193: Dodge City, KS
Page 4Methodolog
yCorporate Travel
Group Booking
sCLC Results
| Zone 1 Account Management Project August 9, 2016
Corporate Travel
Page 5
| Zone 1 Account Management Project August 9, 2016
Opportunity increased Corporate Travel
• Business Cases: Lack of evidence and Rev Management Opportunity
• Hotelligence Report: Shifting market share• Beyond the Data: Local Top Companies
only found through Google
Page 6Methodology
Corporate
Travel
Group Booking
sCLC Results
| Zone 1 Account Management Project August 9, 2016
Group Bookings
Page 7
| Zone 1 Account Management Project August 9, 2016
Opportunity to increase group booking
• Hotel Planner: Awareness• Cvent: Additional detail• Convention & Visitors
Bureau: Local connection• Knowledge of local
attractions
Page 8Methodology Corporat
e TravelGroup Bookin
gsCLC Results
93%
8%
Hotel Planner
Listed Not Listed
23%
78%
Cvent
Complete Not Listed/Incomplete
53%30%
18%
CVB
Listed Not Listed Non-existant
| Zone 1 Account Management Project August 9, 2016
Opportunity for property training on group tools
Page 9Methodology Corporat
e TravelGroup Bookin
gsCLC Results
93%
8%
Hotel Planner
Listed Not Listed
23%
78%
Cvent
Complete Not Listed/Incomplete
53%30%
18%
CVB
Listed Not Listed Non-existant
| Zone 1 Account Management Project August 9, 2016
CLC
Page 10
| Zone 1 Account Management Project August 9, 2016
Opportunity to attract additional CLC business with a minimal rate reduction
• Low Occupancy• New contracts available• Potential for recurring business
Page 11Methodology Corporat
e TravelGroup
Bookings
CLC Results
| Zone 1 Account Management Project August 9, 2016
Opportunity for new CLC contracts
Page 12Methodology Corporat
e TravelGroup
Bookings
CLC Results
Contracts No Contracts048
12162024
Contracts
50,708 RNs14
Significant
| Zone 1 Account Management Project August 9, 2016
Results
Page 13
| Zone 1 Account Management Project August 9, 2016
Final Project Results
• Consulted 40 properties• Over 400 business cases have been
suggested• Thousands of room night opportunities
uncovered
Page 14Methodology Corporat
e TravelGroup
Bookings
CLC Results
| Zone 1 Account Management Project August 9, 2016
Comfort Suites Dodge City, Kansas (64 Rooms)• KS193: 9 Business Case Suggestions• Hotelligence: 1,047 RNs• Rooms Consolidation: 5,642 RNs• Year To Date Occupancy Index: 65.3• Year To Date ADR Index: 102.1• 6,689 RNs * $95.65 = $639,803• $639,803 * 13% (fair share) = $83,174
Revenue• $83,174 – ($29 * 870 RNs) = $57,944 Profit• KS193 - Comfort Suites Dodge City
Page 15Methodology Corporat
e TravelGroup
Bookings
CLC Results
| Zone 1 Account Management Project August 9, 2016
Sleep Inn & Suites Cartersville, GA (40 Rooms)
• Cvent: Additional descriptive information• Hotel Planner: Incorrect address• CVB: Not listed under
accomodations• GA945 - Sleep Inn & Suites Carter
svillePage 16
Methodology Corporate Travel
Group Booking
sCLC Results
| Zone 1 Account Management Project August 9, 2016
Next Steps: Our Opportunities, Our Learning
• Review progress towards RevPar Index
• Refer to Salesforce documents
• Determine negotiated rates for competitors
• Checklist for AEPage 17
Methodology Corporate Travel
Group Booking
sCLC Results
| Zone 1 Account Management Project August 9, 2016
Q&A
Page 18
Brandon Burton
Mitch Anzivino
