WelcomeWelcome

Marin ManagementMarin Management

SALES SAMURAISSALES SAMURAISWednesday, April 5, 2006Wednesday, April 5, 2006

Update on MMI from JohnUpdate on MMI from John Revenue management tipsRevenue management tips Review of the Written Communications GuideReview of the Written Communications Guide Reminders of Sales Success BasicsReminders of Sales Success Basics Review of Sales Central techniquesReview of Sales Central techniques Information on our new cross-selling programInformation on our new cross-selling program Review of your sales resources on Team SiteReview of your sales resources on Team Site

Today’s TopicsToday’s Topics

and …

Demo preparation of the Hotel-specific Sales Demo preparation of the Hotel-specific Sales Information GuideInformation Guide

AnnouncementsAnnouncements Lessons on maintaining your e-mail accountLessons on maintaining your e-mail account Recognition and goals for our Internet-based Recognition and goals for our Internet-based

Sales Training ProgramSales Training Program Review of MMI’s sales and marketing supportReview of MMI’s sales and marketing support Special achievement awardsSpecial achievement awards

Today’s TopicsToday’s Topics

MMI UpdateMMI Update

Since our founding 16 years ago, our mission Since our founding 16 years ago, our mission has been the same:has been the same:

To increase the value of our clients’ To increase the value of our clients’ investments by providing investments by providing

outstanding management services.outstanding management services.

In 2005 We AddedIn 2005 We Added Sales CentralSales Central Team SiteTeam Site Internet-based Sales TrainingInternet-based Sales Training New operating regionsNew operating regions Drug and background testingDrug and background testing Regional sales managersRegional sales managers Sales-support Guide for the MMI sales teamSales-support Guide for the MMI sales team Advance versions of TCMAdvance versions of TCM®

Coming in 2006Coming in 2006

ACT electronic financial statementsACT electronic financial statements HR CentralHR Central Broadcast e-mail to support our hotelsBroadcast e-mail to support our hotels Trade-show representationTrade-show representation All-hotel conference callsAll-hotel conference calls Expanded Team Site resourcesExpanded Team Site resources Improvements to Sales CentralImprovements to Sales Central Admin CentralAdmin Central Daily labor reportingDaily labor reporting Pre-employment profilingPre-employment profiling Operations coordinatorOperations coordinator

Our GrowthOur Growth

We now manage 23 hotels with 2,200 We now manage 23 hotels with 2,200 guestrooms and suites in four states.guestrooms and suites in four states.

We provide sales-support services for We provide sales-support services for four additional hotels.four additional hotels.

New destinations added in 2005 New destinations added in 2005 and 2006and 2006

San RafaelSan Rafael Culver CityCulver City Lafayette, LALafayette, LA Steamboat Springs, Steamboat Springs,

COCO Mission Hills (San Mission Hills (San

Fernando Valley)Fernando Valley)

Calistoga (Napa Calistoga (Napa Valley)Valley)

CorningCorning Daly CityDaly City FortunaFortuna WoodlandWoodland WatsonvilleWatsonville MarinaMarina

EmploymentEmployment

At four hotels, about 200 At four hotels, about 200 employees are employed by an employees are employed by an MMI subsidiary.MMI subsidiary.

We expect that number to grow in We expect that number to grow in 2006.2006.

Our FocusOur Focus

Marin Management’s focus Marin Management’s focus continues to be …continues to be …

Our uniquely creative, Our uniquely creative, energetic and professional energetic and professional

sales effort.sales effort.

Best Practices for Best Practices for Revenue ManagementRevenue Management

PatMitchell

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Your Written Your Written Communication GuideCommunication Guide

Refer to it for letters, proposals, Refer to it for letters, proposals, reports and e-mails.reports and e-mails.

Use consistent style, fonts, Use consistent style, fonts, margins, and layouts.margins, and layouts.

Know the basics of good Know the basics of good grammar, punctuation, spelling, grammar, punctuation, spelling, capitalization and word usage.capitalization and word usage.

Use quality second sheets.Use quality second sheets.

and …

Your Written Your Written Communication GuideCommunication Guide

Re-read your documents several Re-read your documents several times.times.

Ask for the review of others.Ask for the review of others. All documents include a date, All documents include a date,

hotel name, author and file name.hotel name, author and file name. What’s the most common What’s the most common

mistake?mistake?

Some Sales Some Sales Success Success BasicsBasics

P.S.T.P.S.T.(Prime Selling Time)(Prime Selling Time)

Monday: Monday: 1:30 P.M. to 4:30 P.M.1:30 P.M. to 4:30 P.M. Tuesday, Wednesday and Thursday: Tuesday, Wednesday and Thursday: 8:30 8:30 A.M. to 11:30 A.M. and 1:30 P.M. to 4:30 P.M.A.M. to 11:30 A.M. and 1:30 P.M. to 4:30 P.M.

Friday: Friday: 8:30 A.M. to 11:30 A.M.8:30 A.M. to 11:30 A.M.

PST is only for PST is only for sellingselling!!

A.C.P.A.C.P.(Account Coverage Plan)(Account Coverage Plan)

Prioritize Prioritize allall prospects and clients: prospects and clients: AA (destiny accounts)—contact weeklyAA (destiny accounts)—contact weekly

A—contact twice per monthA—contact twice per month B—contact once per monthB—contact once per month

C—contact once per quarterC—contact once per quarter D—contact once per yearD—contact once per year

SOPsSOPs(Standards of Performance)(Standards of Performance)

SOPs vary by location.SOPs vary by location.

All general managers and All general managers and salespersons sign their SOPs.salespersons sign their SOPs.

Submit the signed SOPs to Karen Submit the signed SOPs to Karen Baker.Baker.

Work on What We Know Gets Work on What We Know Gets ResultsResults

More site toursMore site tours More group and volume-account More group and volume-account

written proposalswritten proposals Less prospecting—Sales Central Less prospecting—Sales Central

already offers more than 50,000 already offers more than 50,000 prospects. Most have never been prospects. Most have never been contacted.contacted.

VASVAS(Volume Account Summary)(Volume Account Summary)

E-mail to the MMI sales E-mail to the MMI sales coordinator by the end of the coordinator by the end of the

firstfirst business day of every business day of every month.month.

MMIMMIHotel RostersHotel Rosters

Always print on quality paperAlways print on quality paper

Present with all sales calls, site tours and Present with all sales calls, site tours and presentationspresentations

Include in all sales kitsInclude in all sales kits

Include with all proposalsInclude with all proposals

LunchLunch

Get the Most fromGet the Most fromSALES CENTRALSALES CENTRAL

Use the RDP icon.Use the RDP icon. Keep your Internet and Sales Central Keep your Internet and Sales Central

pass codes confidential.pass codes confidential. Audit Sales Central once or twice every Audit Sales Central once or twice every

week (tomorrow’s lesson).week (tomorrow’s lesson). Call on all those contacts without history Call on all those contacts without history

records.records. Every active contact should have a Every active contact should have a

scheduled activity.scheduled activity.

Hotel-specific Sales Hotel-specific Sales Information GuidesInformation Guides

Needed for MMI to effectively support Needed for MMI to effectively support your hotelyour hotel

Needed for other hotels to cross-sell Needed for other hotels to cross-sell your hotelyour hotel

All due to Karen by All due to Karen by April 30April 30 Will be posted on Team Site.Will be posted on Team Site. A good example: A good example: HIX HIX WilliamsWilliams

Share Leads andShare Leads andCross-sellCross-sell

Our contest: Our contest: $350.00$350.00 to the to the salesperson or GM who refers the most salesperson or GM who refers the most booked business to another MMI hotel booked business to another MMI hotel from today to June 30, 2006.from today to June 30, 2006.

How to: By e-mail, Sales Central or a How to: By e-mail, Sales Central or a phone call.phone call.

Copy Karen on all lead referrals to Copy Karen on all lead referrals to other hotels.other hotels.

Always ask: “Where else do you Always ask: “Where else do you travel?”travel?”

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Sales Resources onSales Resources onTEAM SITETEAM SITE

Quick Reference Guides for other Quick Reference Guides for other hotelshotels

The MMI rosterThe MMI roster Almost 100 articles on sales and Almost 100 articles on sales and

revenue managementrevenue management All MMI sales formsAll MMI sales forms Standards of PerformanceStandards of Performance Seven Sales GuidesSeven Sales Guides Go to: Go to: http://mmiteam.hotelpros.bizhttp://mmiteam.hotelpros.biz..

AnnouncementsAnnouncements

Sales Conference CallsSales Conference Calls WhenWhen: The first Monday of every month, 11:00 A.M. to : The first Monday of every month, 11:00 A.M. to

11:15 A.M.11:15 A.M. WhoWho: General managers and lead salespersons: General managers and lead salespersons HowHow: Call : Call (641) 920-5000(641) 920-5000 and enter the pass code: and enter the pass code:74362#74362#.. TopicsTopics: Hotel news, MMI news, sales ideas, reminders, : Hotel news, MMI news, sales ideas, reminders,

leads, progress updatesleads, progress updates

Next Samurai MeetingNext Samurai Meeting

Friday, July 14, 10:00 A.M. to 2:00 P.M.Friday, July 14, 10:00 A.M. to 2:00 P.M.

QuizQuiz: Sales Prospecting Guide: Sales Prospecting Guide

Maintaining Your MMIMaintaining Your MMIE-mail AccountE-mail Account

Configure Outlook Express to use Arial 12-Configure Outlook Express to use Arial 12-point font and exactly the same signature point font and exactly the same signature block as your “hotelpros” site.block as your “hotelpros” site.

DailyDaily go to http://mail.hotelpros.biz to clear go to http://mail.hotelpros.biz to clear your spam box and move missed spam.your spam box and move missed spam.

Don’t save message in the hotelpros site.Don’t save message in the hotelpros site. Request a pass code change to clear the Request a pass code change to clear the

account of an unneeded account and give account of an unneeded account and give forwarding instructions.forwarding instructions.

Train your staff on the above.Train your staff on the above.

MMI’s Internet-based MMI’s Internet-based Sales TrainingSales Training

Denise Aldrich

Amir Amouzgar

Wayne Austin

Cathy Bayot

Nichole Campbell

Yazmin Carreno

Heather Carillo

Yolanda Wong

Charmaine Woods

James Gray

Bill Bhagvat

Margaret Chang

Sharon Coley

Hong Cox

Margo Eduardo

Domenike Gonzalez

Natalie King

Luis Leon

Wes Rowland

Barbara McWilliams

Michael Obester

Judy Somers

Pat Pettijohn

Jennifer Sweeney

Tedd Young

Leah Valcez

Mariana Lenderos de Miller

Internet-based Sales TrainingInternet-based Sales Training

Darcella Wright

Kap Senanayaka

David McCurtain

Linda Barnett

Ron Bitner

Donna Terry

Eric Gebhardt

Chantel Soberano

Sarah Tagama

Michelle McGehee

Tess Ramos

Nicole Foley

James Gray

Josh Carroll

FUTURE GRADUATES

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MMI’s Sales & Marketing MMI’s Sales & Marketing SupportSupport

In-market sales calls on major accounts and prospects

Feeder-market sales calls

Representation on the MMI roster distributed to thousands annually

Development of QRGs

Oversight of printed sales materials

Personal sales training

Internet-based sales training

Broadcast e-mail

Representation at trade shows

Oversight of Internet channel strategies

Sales recruitment support

Access to sales management resources, such as Sales Guides and forms

Establishment of proven best practices

Maintain and monitor Sales Central

What we do …

Greatest annual improvement in market Greatest annual improvement in market share for an existing hotel without a share for an existing hotel without a brand changebrand change

Greatest annual improvement in market Greatest annual improvement in market share for a new hotel (urban and share for a new hotel (urban and suburban)suburban)

Greatest annual improvement in market Greatest annual improvement in market share foe a re-branded hotelshare foe a re-branded hotel

Hotel salesperson of the yearHotel salesperson of the year

Sales general manager of the yearSales general manager of the year

Sales booking of the year (focused-Sales booking of the year (focused-service and full-service)service and full-service)

Greatest annual improvement in market Greatest annual improvement in market share for an existing hotel without a share for an existing hotel without a

brand change:brand change:

GuestHouse Inn & Suites, Santa Clara+ 17.7 market-share points

Greatest annual improvement in market Greatest annual improvement in market share for a new hotel in an urban share for a new hotel in an urban

location:location:

Bay Landing Hotel, Burlingame+ 24.7 market-share points

Greatest annual improvement in market Greatest annual improvement in market share for a new hotel in a suburban or share for a new hotel in a suburban or

rural location:rural location:

Hampton Inn & Suites, Crescent City+ 47.5 market-share points

Greatest annual improvement in market Greatest annual improvement in market share for a re-branded hotel:share for a re-branded hotel:

Days Inn, Fremont+ 38.4 market-share points

Sales Booking of the Year at a Focused-service Hotel:

GuestHouse Inn & Suites, Santa Clarafor

Satyan Engineering

Sales Booking of the Year at a Full-service Hotel:

Doubletree Hotel Los Angeles/Rosemeadfor

Countrywide Full Spectrum

Sales General Manager of the Year

Hilton Garden Inn, Gilroy

Hotel Salesperson of the Year

Doubletree Hotel Los Angeles/Rosemead

Summary: When You Get Summary: When You Get HomeHome

Implement the Best Practices for Revenue Management.

Re-read your Written Communication Guide and use it.

Make sure salespersons use PST only for selling.

Make sure sales prospects are contacted according to the Account Coverage Plan.

Send more sales proposals and plan more site tours. and …

Summary: When You Get HomeSummary: When You Get Home

Send in your VAS on the first business day of the month.

Include the MMI Hotel Roster with sales kits and proposals.

Install the Sales Central RDP icon on computer desktops.

Make sure every prospect in Sales Central has been contacted and qualified.

Make sure there is a scheduled activity for every prospect and client.

and …

Summary: When You Get HomeSummary: When You Get Home

Start sending prospects to your sister hotels.

Submit your completed Hotel-specific Sales Information Guide by April 30—at the latest.

Schedule your MMI sales conference calls in TCM®.

Maintain your hotelpros site daily and train others to do so.

Make sure those required complete the Internet-based Sales Training Program.

Join us for Join us for RefreshmentsRefreshments

SALES SAMURAISSALES SAMURAIS