1. Climbing to New Heights
Delphi Maximization
Climbing to New Heights

2. Maximize Your Delphi! Key Reports Performance Reporting
Delphi.net
Performance Reporting
What Keeps Your Reports Accurate?
Logging Activities Easily!

3. Checking In, Keeping People in the Know
Reports

4. Key Reports - Delphi Top Accounts Lost Business Report
Booking Status Report
Daily Transaction
Daily Events

5. Key Delphi Reports Top Accounts Lost Business Report
Show up to the top 100 revenue producing accounts.
Able to report on Guestroom Revenue and F&B.
Lost Business Report
Keep track of why you are losing or turning away business
Make sure you follow status standards and pull the report appropriately
Example: Show only Definite to Cancel business

6. Key Delphi Reports Booking Status Report Daily Transaction
Easily see how many bookings went Definite last week or month.
How many new Tentatives are on the books.
Daily Transaction
Found under “Performance Reports”
Snapshot of what happened yesterday
New bookings, new definites, cancellations, revals, and deleted bookings

7. Key Delphi Reports Daily Events
Run this to ensure the operations staff is aware of the group’s events
This can be run by group or by event start time! I.e. All breakfasts together, all meetings, etc.

8. Running Delphi Reports
Click on the Reports Menu
Navigate to Section
Accounts: Top Accounts
Bookings: Lost Business Report
Catering: Daily Events
Performance: Daily Transaction*
Enter Criteria for Dates, Status, Sales Managers, etc.
*Accessible to Admin or Director only

9. Key Reports – Delphi.net
Top Accounts
Top Contacts
Lost Business Report
Catering or Sales Manager Production
Daily Events

10. Key Delphi.net Reports Top Accounts Top Contacts
Show up to the top 100 revenue producing accounts
Able to report on Guestroom Revenue and F&B
Top Contacts
Show up to your top 100 revenue producing contacts
Show business from all accounts the contact is associated with

11. Key Delphi.net Reports Catering and/or Sales Manager Productivity
Easily see how many bookings went Definite last week or month.
How many new Tentatives are on the books.
Lost Business Report
Keep track of why you are losing or turning away business
Make sure you follow status standards and pull the report appropriately
Example: Show only Definite to Cancel business

12. Key Delphi.net Reports Daily Events
Run this to ensure the operations staff is aware of the group’s events
This can be run by group or by event start time! I.e. All breakfasts together, all meetings, etc.

13. Running Delphi.net Reports
Click to Tools Option on the Home Screen
Click on Reports Folder Tab
Navigate to Section
Accounts: Top Accounts, Top Contacts
Business: Lost Business Report, Catering & Sales Manager Production
Events: Daily Events
Enter Criteria for Dates, Status, Sales Managers, etc.

14. Budgets and Goals – Oh My!
Performance Reports

15. Measure and Report Guestroom Pace & Productivity
Measure property pace against budget
Measure individual sales manager goals for # of rooms and revenue
Measure goals by Market Segment
Same Time Last Year information
Catering Pace & Productivity
Delphi.net Only
Measure pace and individual revenue goals

16. Running Performance Reports
Delphi
Reports
Performance
Pace, Performance
Delphi.net
Tools
Pace & Productivity
Enter Criteria for Dates, Sales Managers, etc.

17. Guestroom Pace - Delphi

18. Guestroom Productivity - Delphi

19. Guestroom & Catering Pace Delphi.net Only

20. How can I trust my reports?
accuracy

21. Update your Budget Delphi
Plan Values
Budget Rooms
Monthly Goal divide by # of days in the month
Budget Rates
Total monthly revenue goal divided by # of days in the month
Affect Pace Report, COTB

22. Updating Values – Budgets Delphi
To update Budgets follow these steps
Go to File, Set up
Double click on Plan Values
Click on the appropriate folder tab, click on date box, then right click
Enter date range at top
Enter per day value
Click OK

23. Sales Manager Goals Delphi
Sales Goals
Sales Goals by Sales Manager
Total Monthly Room Goal
Total Monthly Revenue Goal
Goals can be entered annually as well!

24. Updating Values – Goals Delphi
To update Goals follow these steps
Go to File, Set up
Double click on Sales Goals by Source
Choose a sales manager in the drop box to enter their goal
Double Click in the date box
Enter date range
Enter total room and total revenue goal for the time period (average rate will calculate)

25. Food & Beverage Forecasting Delphi
Event Type Average Checks
Average per person check per event type
Update when you complete a menu update

26. Updating Values – Event Types Delphi
To update Event Type Average Checks follow these steps
Go to File, Set up
Double click on Event Types
Double click on the event type (i.e. Dinner, Lunch, etc.)
Enter per person average check for that meal, food & beverage
If desired, per person average checks can be added to forecast Resource and Rental revenue

27. Update your Budget Delphi.net
Edit Property Budgets
Guestrooms per Day
Monthly Goal divide by # of days in the month
Guestroom Revenue Per Day
Total monthly revenue goal divided by # of days in the month
Event Revenue Per Day

28. Property Budgets Delphi.net

29. Updating Values – Budgets Delphi.net
To update Budgets follow these steps
Go to Setup from the Home Screen
Click on Edit Property Budgets
Enter date range
Enter guestroom budget per day
Enter total guestroom revenue by day
Enter total event revenue by day
Click the Save icon in the upper left corner

30. Sales Manager Goals Delphi.net
Edit User Goals
Total Monthly Guestroom Goal
Total Monthly Guestroom Revenue Goal
Total Monthly Event Revenue Goal
Goals can be entered annually as well!

31. Manager Goals Delphi.net

32. Updating Values – Goals Delphi.net
To update Goals follow these steps
Go to Setup from the Home Screen
Click on Edit User Goals
Select Manager
Enter date range
Enter guestroom goal for the time frame
Enter total guestroom revenue goal
Enter total event revenue goal
Click the Save icon in the upper left corner

33. Food & Beverage Forecasting Delphi.net
Update your Event Types
Ensure event types have a menu or items associated

34. Updating Values – F&B Forecast Delphi.net
To attach Menu & Items to event types, follow these steps
Go to Setup from the Home Screen
Click on Rooms & Events Folder Tab
Click on the event type (i.e. Breakfast)
Remove menu/items if needed
Click Add Menu And Items
Select menus & items as needed
Click the OK in the upper left corner

35. Provide the Tools
Ensure that additional set up fields are updated on a regular basis or on an as needed basis!
Lost Business Reasons
Lead Sources
Competitors
Menus & Items
Ensure your users are following established standards of data entry!

36. Who Ya Gonna Call?
Activities

37. Don’t Overdo it! Autotrace Management Ensure you don’t have too many!
Review your list
Ensure it is just “key” milestones
Follow up on a Proposal or Contract
Call for the Guarantees
Follow Up on the Cut Off Date
Send a Thank You Letter
Sometimes we try to anticipate and track everything that might happen with a group. To ensure autotracing is successful and not overwhelming and eventually frustrating and unusable, keep it simple. Four to five key milestones is just about right!

38. Checking Your Autotraces
Delphi
Click on File, Set up
Click on Booking Autotraces
Double click on each trace to edit
Red check to delete, New to Create a new one
Delphi.net
Click on Set up from the Home screen
Click on the Autotrace Folder Tab
Edit or create as needed
New or edited traces will apply to new bookings only!

39. Activity Entry - Delphi
Attach an Activity to a Booking or Account each time
Easiest way is to search on the contact name!
Then click the Booking button!
Ensure you set the correct trace date
Use the Retrace Button!
Mark them Done!
If you search on a contact name, it will automatically pull the account they are associate with! Then when you click the booking button, it only pulls the appropriate bookings

40. Activity Entry – Delphi.net
Use the Quick Create method
Choose Task or Appointment and enter a subject
Click “Create” and fill in the details
Associate a Contact
Mark your Tasks Completed!

41. Activity Entry Benefits
Sales team members have access to information
In case you forget something, it’s in Delphi!
Mack Truck Theory. If it’s not in Delphi, it didn’t happen.
Make sure your DOS’s know how proactive you are! Log those prospecting calls!
One of my DOS’s used to say, “If you step outside and get hit by a Mack truck, you will be missed, but we will still need to know what’s going on with your groups”.