Speed RFP - online group RFP tool Alda

Increasing direct business on your own website

4 strategies for success

Group Distribution

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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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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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What is SpeedRFP?

Cloud based RFP management system for the Hotel and Planner Community

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Broadmoor.com PHGMeetings.com VisitCOS.com EliteMeetings.com

Same form on multiple channels managed in

one easy location.

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*API available for integration with other Sales & Catering management systems.

SpeedRFP at a Glance

• Created 2010• APEX compliant

Over 4,000 hotels accept SpeedRFP 19,750+ buyers are using SpeedRFP

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SpeedRFP Buyer Growth

Growing by an average of 75 members a day

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19,758

SpeedRFP Buyer Profile

SpeedRFP buyer members (increasing by 75 per day)

Direct buyers (versus 3rd party)

Of which are non-professional planners

Avg # of attendees per event

Avg # of nights per event

Avg rate per room night

19,750+

86%

70%

142

3

$243

1.7 Avg # of hotels per SpeedRFP(5.6 Avg # of hotels per EliteMeetings.com)

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SpeedRFP Lead Time Q1 2012

• 29% Six months (or less)

• 58% One year +

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Buyers prefer to purchase direct.

“Since replacing our previous online RFP form with SpeedRFP, the number and quality of RFPs Destination Hotels & Resorts received has increased exponentially.”

Andre FournierSenior VP of Sales & Marketing

Destination Hotels & Resorts

+ > 3rd partydirectory websites

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Adoption of Online RFP Tools(Buyers)

2009Elite Meetings survey

2012Elite Meetings survey

2011Elite Meetings survey

Use eRFP tools

Do not use eRFP tools

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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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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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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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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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4) Use “smart” forms

• Forms should only show relevant fields based on user needs

• Less is Better

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Recap:

1) Lower the barrier 2) Maintain sales focus

3) Speak to your customer 4) Use “smart” forms

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Thank youAlda Egurrola WienkeRegional Director EMEA & AsiaElite Meetings International

+34 94 624 0026aegurrola@elitemeetings.com

www.SpeedRFP.com

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