2. What Buyers Want …
• Standardized RFP process (consistent user experiences)
• User-friendly forms
• Rapid RFP response
• Ability to compare / manage multiple RFPs
• Global access to info
• Fewer passwords / auto login
• Ability to re-purpose RFPs (No more rekeying)
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3. What Suppliers Want…
• Direct business
• Access to new buyers
• Quality RFPs/RFP data (enough info to build a proposal)
• Seamless integration with sales & catering systems
(i.e. Delphi/Daylight)
• Reporting
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4. What is SpeedRFP?
Cloud based RFP management system for the Hotel and
Planner Community
Brought to you by ELITE MEETINGS INTERNATIONAL
5. Broadmoor.com PHGMeetings.com VisitCOS.com EliteMeetings.com
*API available for integration with
other Sales & Catering
Same form on multiple management systems.
channels managed in
one easy location.
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6. SpeedRFP at a Glance
• Created 2010
• APEX compliant
Over 4,000 hotels accept SpeedRFP 19,750+ buyers are using SpeedRFP
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7. SpeedRFP Buyer Growth
19,758
Growing by an average of 75 members a day
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8. SpeedRFP Buyer Profile
19,750+ SpeedRFP buyer members (increasing by 75 per day)
86% Direct buyers (versus 3rd party)
70% Of which are non-professional planners
142 Avg # of attendees per event
3 Avg # of nights per event
$243 Avg rate per room night
Avg # of hotels per SpeedRFP
1.7 (5.6 Avg # of hotels per EliteMeetings.com)
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9. SpeedRFP Lead Time
Q1 2012
• 29% Six months (or less)
• 58% One year +
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10. Buyers prefer to purchase direct.
3rd party
+ > directory websites
“Since replacing our previous online RFP form with SpeedRFP, the number and quality
of RFPs Destination Hotels & Resorts received has increased exponentially.”
Andre Fournier
Senior VP of Sales & Marketing
Destination Hotels & Resorts
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11. Adoption of Online RFP Tools
(Buyers)
Use eRFP tools
Do not use eRFP tools
2009 2011 2012
Elite Meetings Elite Meetings
survey survey Elite Meetings survey
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12. 4 strategies for eRFP conversion
How to keep buyers on your hotel site, and increase the
odds of them coming back?
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13. 1) Lower the barrier
• Auto login
• Access to rewards programs
(i.e. Hilton, Starwood, The Ritz-Carlton Hotel Company)
• Access to preloaded RFPs
(i.e. Active Network, simpleView, SpeedRFP)
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14. 2) Maintain sales focus
• Be sure you have clear call-to-action
• Buttons are clicked more than hyperlinks
• Keep call to action above the fold
• Consistent RFP button placement = more RFPs
Every 3 times a SpeedRFP
button is clicked, 1 RFP is
submitted.
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15. 3) Speak to your customer
• Create specific RFP forms for
each buyer type
SpeedRFP 2.0 shows a 52%
increase in RFP volume for
partners using specific
Meeting, Wedding, and Social
Event forms.
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16. 4) Use “smart” forms
• Forms should only show relevant fields
based on user needs
• Less is Better
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17. Recap:
1) Lower the barrier 2) Maintain sales focus
3) Speak to your customer 4) Use “smart” forms
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18. Thank you
Alda Egurrola Wienke
Regional Director EMEA & Asia
Elite Meetings International
+34 94 624 0026
aegurrola@elitemeetings.com
www.SpeedRFP.com
Brought to you by ELITE MEETINGS INTERNATIONAL
