1. SALES PROSPECTING GUIDE © Marin Management, Inc. 1 SALES PROSPECTING GUIDE © Marin Management, Inc. 1 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts A. About FEMA The Federal Emergency Management Agency’s (FEMA) purpose is to support the public and first responders during major emergencies. On March 1, 2003, FEMA became part of the U.S. Department of Homeland Security (DHS).Federal Emergency Management Agency’s (FEMA) FEMA has about 3,700 full-time employees working at FEMA headquarters in Washington D.C., at regional and area offices, the Mount Weather Emergency Operations Center and the National Emergency Training Center in Emmitsburg, Maryland. Continue ►

2. SALES PROSPECTING GUIDE © Marin Management, Inc. 2 SALES PROSPECTING GUIDE © Marin Management, Inc. 2 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts A. About FEMA (cont.) FEMA also has nearly 4,000 standby disaster assistance employees who are available for deployment after disasters. Often FEMA works in partnership with other organizations that are part of the nation's emergency management system. These partners include state and local emergency management agencies, 27 federal agencies, the American Red Cross and hotels for the local housing or transitional sheltering needs. Hotel housing is offered through FEMA's Transitional Sheltering Assistance Short-term Lodging Assistance for evacuees who are not able to return home for an extended indeterminate period following a disaster. FEMA employees or emergency response teams are housed at hotels via FEMA's Industry Liaison (IL) Program. Continue ►

3. SALES PROSPECTING GUIDE © Marin Management, Inc. 3 SALES PROSPECTING GUIDE © Marin Management, Inc. 3 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts A. About FEMA (cont.) The IL Program is committed to establishing strategic relationships with industry partners and stakeholders with access to vendors/contractors and serve as an industry advocate by acting as the liaison between vendors and program offices. FEMA's Transitional Sheltering Assistance (TSA) Short-term Lodging Assistance for evacuees are also housed at hotels via FEMA's Industry Liaison (IL) Program. Continue ►

4. SALES PROSPECTING GUIDE © Marin Management, Inc. 4 SALES PROSPECTING GUIDE © Marin Management, Inc. 4 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts B. FEMA Business Potential During and after a major disaster, such as a flood, FEMA and its contractors often need many room nights to house emergency- response workers. Our Hotels can gain substantial business by providing this lodging. To be prepared for the lodging demand for FEMA related employees, emergency response workers or transitional sheltering assistance, register now to be approved as a FEMA contractor. Continue ►

5. SALES PROSPECTING GUIDE © Marin Management, Inc. 5 SALES PROSPECTING GUIDE © Marin Management, Inc. 5 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts B. How to Register your Hotel on FEMA’s IL Program Following are instructions for signing up your Hotel on FEMA’s IL program: 1. Register with Central Contractor Registry (CCR) by going to www.ccr.gov to complete and submit a registration form. Provide complete and accurate information. Note that you will be required to provide your Dunn and Bradstreet, D-U-N-S number. This can be found at www.d&b.com www.ccr.govwww.d&b.com 2. Retrieve a FEMA Vendor Profile form from MMI Team Site. Complete and e-mail the completed form to a FEMA Vendor Profile Form to FEMA-Industry@dhs.gov.MMI Team SiteFEMA-Industry@dhs.gov 3. After about three business days, follow up with FEMA’s Industry Liaison Support Center by e-mail at FEMA- Industry@dhs.gov or by telephone at (202) 646-1895.FEMA- Industry@dhs.gov Continue ►

6. SALES PROSPECTING GUIDE © Marin Management, Inc. 6 SALES PROSPECTING GUIDE © Marin Management, Inc. 6 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts D. How To Manage Your Hotel's FEMA IL and TSA Status Follow these instructions to ensure your hotel's participation: 1. Go to MMI Team Site and review the FEMA vendor fact sheet and the vendor profile form.MMI Team Site 2. Go to www.fbo.gov and read the vendors guide located on the right side bar of the home screen.www.fbo.gov 3. Go to www.fbo.gov/index to search and identify new opportunities to apply for regularly.www.fbo.gov/index 4. Update your profile regularly with updated contact information. 5. Track your closed opportunities to measure success. End

7. SALES PROSPECTING GUIDE © Marin Management, Inc. 7 SALES PROSPECTING GUIDE © Marin Management, Inc. 7 1800. Prospecting for FEMA Accounts, 1865 Prospecting for FEMA Accounts