2019 Annual Corporate Account Review (ACAR) 1/12/2019

Annual Corporate Account Review (ACAR) Overview What is the Annual Corporate Account Review? During the months April and May, each Preferred Hotels & Resorts Global Sales Director together with the Revenue Account Management Team will schedule a meeting or conference call with corporate hotels within their region to conduct a strategic account assessment and assist hotels in preparing for the 2019 RFP season. Who will participate? Preferred Hotels & Resorts Global Sales Directors and Revenue Account Management Teams Hotel Directors of Sales & Marketing, Corporate Sales Managers, Revenue Managers, and General Managers (where applicable) 1/12/2019

Annual Corporate Account Review (ACAR) Purpose/Objectives What is the purpose/goal of ACAR? Determine sales strategies to maximize business from existing corporate accounts and consortia/TMCs Identify new business opportunities and streamline existing account base Evaluate industry trends and RFP requirements Discuss best practices for the preparation of the corporate survey Improve collaboration between Sales and Revenue Management Teams in the account assessment and rate loading process Focus on data analysis and strategy development and implementation to prepare for the upcoming RFP season Qualify target accounts and retention accounts by analyzing data via Travelclick's Agency 360 tool 1/12/2019

Annual Corporate Account Review (ACAR) Hotel Preparation Guidelines What do Hotels prepare prior to the ACAR? Complete the Excel spreadsheet “Account Assessment,” which is distributed by your regional Global Sales representative. There are four (4) tabs on the Account Assessment that require completion: Top 10 Acquisition Accounts (Target Accounts) RFPs Accepted & Rejected (New RFP’s for 2018 and Rejected RFP’s for 2018) Top Local Accounts (Not Managed by PH&R) Comp Set/SWOT Analysis (Strength/Weakness/Opportunity/Threat) Please also provide your Top 150 Agencies reports from Agency 360 (Trailing 12 months and Next 13 weeks) to your Global Sales representative. 1/12/2019

Annual Corporate Account Review (ACAR) Definitions Top 10 Acquisition Accounts New or prospect accounts that are of most significance for your hotel to target for the 2019 RFP season, which you would like to discuss with your PH&R Sales & Revenue Team. These accounts are not current RFP's for the hotel. Accounts you wish to target in the upcoming RFP Season should be qualified based on Agency 360 data, office proximity to your hotel, and your corporate ADR performance. Please review PreferredNet account information to determine account opportunities. RFP’s Accepted and Rejected These accounts should include the following: • Your RFP Wins for 2018 • Action plan to gain market share • RFPs Rejected last year and reason why accounts were lost Corporate accounts you wish to retarget in the upcoming RFP Season should be qualified based on market data, performance last year, and your target corporate ADR/volume 1/12/2019

Annual Corporate Account Review (ACAR) Definitions (continued) Top Local Accounts – Non PH&R Any account which is not listed on PreferredNet as a Managed account through Preferred Hotels & Resorts. Information can be retrieved through your hotel PMS (property management system). Hotel Competitive Set Information/SWOT Analysis This serves as an opportunity to analyze your hotel's positioning in the market vs. the comp set and provides your Global Sales representative a thorough view of your marketplace, opportunities and strengths. Please be as thorough as possible. 1/12/2019

Annual Corporate Account Review (ACAR) Preparation Guidelines – PH&R What does PH&R prepare prior to the ACAR? Great news! This component of data retrieval will now be completed for you! Your Global Sales representative will distribute key reports during the first week of April which will be utilized during the ACAR meetings. The reports will provide the following data which is derived from hotel’s Production Workbooks. (Please note that if you receive direct bookings, this information will not display on the reports listed below.) Account Performance – Negotiated Rates: This report will show full year production for top negotiated accounts in 2017 and Quarter 1 data for 2018. Account Performance - Consortia Rates: This report will display full year production from top consortia accounts in 2017 and Quarter 1 data for 2018. Account Performance – Top IATA’s: This report will generate full year production for your hotel’s top 50 IATA’s in the prior year (2017) and Quarter 1 data for 2018. 1/12/2019

Annual Corporate Account Review (ACAR) Next Steps What’s next? Upon completion of the “Account Assessment” spreadsheet please send it to your PH&R Global Sales Director so a date for the ACAR meeting can be set. Your PH&R Sales Director and dedicated Revenue Account Management Team Member will either meet with you in person or set up a Join.Me conference call to go over your accounts and establish an action plan for 2019. After the Annual Corporate Account Review meeting/conference call please make sure to complete the Corporate Survey for your targeted accounts by May 31, 2018. 1/12/2019

Corporate Account Survey Overview What’s the purpose of the Corporate Transient Account (Pre-Qualification) Survey? This information will supply our PH&R Sales Team critical information/insight that are required by the Travel Decision Makers in order for your hotel to be considered in the solicitation process for our key managed accounts. What does the Preferred Hotels & Resorts team do with this information? The PH&R Sales Team utilizes the information as one of their key tools when nominating hotels for RFP bid inclusion. They present this information to the Travel Decision Makers during Pre-RFP one-on-one meetings/conference calls. What happens if I don’t submit the survey? Your property will miss out on target account opportunities to be reviewed by Corporate Travel Decision Makers that may be accepting unsolicited bids. 1/12/2019

2018 RFP Process Timeline March, April, May Annual Corporate Account Review Meetings April 2nd Preferred Hotels & Resorts 2019 Corporate Survey launch to hotels May - October Corporate client pre-bid meetings May 31st Corporate Survey Submittal Deadline for Hotels June 2019 iBid Lanyon registration launches July – November RFP’s are launched (peak Sept & Oct) September – December Renegotiation process November – December Acceptance/Rejection notifications December – January Final Notifications and rate audits 1/12/2019