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RFPs for 2013: Best Practices for Better Responses
Ashley Kissinger and Mark Hubrich are key figures in the corporate sales and client relations sectors, respectively, for Marriott International and Signup4. The document outlines current trends in hotel procurement and strategies for improving event planning through enhanced technology and best practices. Various metrics, like ERFP volume and closure ratios, are discussed in the context of optimizing hotel selections for meetings and events.
RFPs for 2013: Best Practices for Better Responses
- 1. Ashley Kissinger Global Sales MarriottInternational Mark Hubrich VP Client & Industry Relations SignUp4
- 2. Presenters In her currentrole at Marriott, Ashley is one of five directors responsible for providing strategic leadership for the Corporate Global Sales Team of 70 associates, managing all revenue streams for approximately 300 multi-national customers generating $4B in annual revenue for their 3,700 properties worldwide. She is also responsible for developing best-in-class total account managers, and leveraging Marriott’s core competencies to develop value-added products and services for customers. Mark Hubrich is co-founder and VP of Industry and Client Relations of SignUp4, where he is responsible for managing client services that have resulted in an over 91 percent renewal rate for existing customer accounts. A technology entrepreneur with over 13 years of experience in developing software solutions for the meetings and events industry, Hubrich’s career path to SignUp4 began with his role in developing a hotel block module application for the Atlanta Committee for the Olympic Games in 1996.
- 3. Agenda 1 Current State 2 Shift inPriorities 3 Large Hotel Chain Perspective 4 Best Practices 5 Evolving eRFP technology
- 4. Current State • eRFP Volume • ClosureRatio • Number of Hotels Sourced per Meeting
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- 7. Number of Hotels Sourcedper Meeting
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- 15. 42.9% 25.4% 19.6% 1 Hotel 2 Hotels 3Hotels 17.8% 4 Hotels 15.7% 5 Hotels Closure Ratio by numbers of hotels sourced 14.7% 6-9 Hotels 12.3% 10+ Hotels
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- 25. Thank you forjoining us! Questions? Mark Hubrich mhubrich@signup4.com Ashley Kissinger ashley.kissinger@Marriott.com Visit with us at …