2. Executive Director, Worldwide Business Travel Sales
Get To A Better Bottom Line With More "Top Line" Business Travel Sales Revenue
Maureen Mackey
Executive Director, Worldwide Business Travel Sales

3. Getting Inspired for 2016 BTS Process & Timelines BTS Tools
Planning for the Future

4. BTS Process & Timelines

5. BTS “Wheel of Fortune” Q2 RFP Qualifier Dynamic Pricing Q1 Q3
RFP Strategy
BTS Matrix Q4
Renegotiations
3rd Parties Q1
2016 Strategy
Planning for 2017

6. BTS Timeline January February March April May June July August
Voice of the Customer Sessions
BTS Account Planning for 2016
Wish/Walk Process Begins June 4th
Target Account Webinars
RFPs Completed Rates are reconciled and loaded
GBTA Tradeshow in Orlando
July 25-29
RFP Qualifier Process Opens May 4th
Acceptances Announced
OnQ SM Updated
Updated Acct Profile & Volume Grids Posted
RFP Qualifier Training Calls
Rebid Process Begins
RFP Process Begins
January
February
March
April
May
June
July
August
September
October
November
December

7. BTS Tools to Maximize Revenue

8. The RFP Qualifier Process

9. What is an RFP Qualifier?
The RFP Qualifier is the process during which your hotel can submit a business case in order to request an RFP for a globally managed account 9

10. RFP Qualifier Process Located in OnQ Solicitation Management System
Opened for Submissions on May 4th
Conduct sufficient research on targets
Present benefits along with hotel’s features
Be Selective...

11. “Strive for Five”

12. Dynamic Pricing

13. What is Dynamic Pricing?
Dynamic pricing, which is also commonly referred to as time-based pricing, is used by companies to change prices based on conditions and estimated user demand.

14. Where is it currently used?
Hotels – chain-wide discounts
Airlines
Online Retailers
Gasoline Stations
Grocery Stores
Utility Pricing

15. What is Dynamic Pricing?
$400
Best Available Rate
Static Negotiated Rate
Dynamic Discount
$90
Jan
Feb
Mar
Apr
May
June
July
Aug
Sept
Oct
Nov
Dec

16. Progressive Insurance
Dynamic Accounts for 2015
Air Products
FNF
Parexel
Altair Global
Fujitsu
Progressive Insurance
Applied Materials
General Mills
Qualcomm
AT&T
Google
Reynolds American
Atkins Global
Illinois Tool Works
SAS Institute
Avon Products
Illumina
Sears Holdings
Blackberry
Kiewit Corporation
Target
BNY Mellon
LDS Church
TD Bank
CA Technologies
Limited Brands
United Technologies
Cameron
Office Depot
Waste Management
Compass
Oldcastle
WR Grace
DirecTV
Oracle
Zoetis & Pfizer

17. BTS Account Matrix

18. Rate Inclusives (Required) YOY Contracted Rate Growth
Data Organization
COST
CONTRIBUTION
Y AXIS
Displacement
Rate Inclusives (Required)
Wtd.
Avg.
Value
Score
X AXIS
Wtd Avg
CNR to BAR
(Pref. Hotels)
YOY Contracted Rate Growth
Avg. LOS
Value
Score
2014
Rmnt Volume
Weighting:
80%
20%
100%
60%

19. Characteristics COST CONTRIBUTION low revenue / low cost
high revenue / high cost
high displacement, but strong BAR achievement and YOY rate growth
low revenue / low cost
low displacement, fewer asks
low BAR achievement, but solid YOY rate growth
high revenue / low cost
below avg. displacement
strong BAR achievement
COST
low revenue / high cost
low BAR achievement
very high displacement
CONTRIBUTION

20. Flexible pricing / manage pattern performance incentive
Possible Actions
Flexible pricing / manage pattern
Multi-year %
rate increases
less aggressive rate
performance incentive
COST
reduce
inclusives
aggressive rate
growth
CONTRIBUTION

21. Developing your Pricing Strategy
What the customer is actually paying
Displacement Analysis
Day of Week
Length of Stay
Incremental Revenue

22. 2016 RFP Process

23. 3rd Parties and the RFP Process
May bypass HWS to get what they want
Success is measured by keeping increases to a minimum
3rd Parties brag of a “75% Success Rate” when going direct
Don’t allow direct contact to cause a sense of panic
Stay the course!

24. Additional Resources

26. Interested in learning more about Business Travel Sales?
Enroll in our on-line learning modules in
Hilton Worldwide University
BTS 101 – Course ID #
BTS Course ID #

27. And, Remember,
It’s never too early to...
Start Planning for RFP 2017!

28. Thank You!