1. Marin Management SALES SAMURAIS Wednesday, April 5, 2006
Welcome
Marin Management
SALES SAMURAIS
Wednesday, April 5, 2006

2. Today’s Topics Update on MMI from John Revenue management tips
Review of the Written Communications Guide
Reminders of Sales Success Basics
Review of Sales Central techniques
Information on our new cross-selling program
Review of your sales resources on Team Site
and …

3. Today’s Topics
Demo preparation of the Hotel-specific Sales Information Guide
Announcements
Lessons on maintaining your account
Recognition and goals for our Internet-based Sales Training Program
Review of MMI’s sales and marketing support
Special achievement awards

4. Since our founding 16 years ago, our mission has been the same:
MMI Update
Since our founding 16 years ago, our mission has been the same:
To increase the value of our clients’ investments by providing outstanding management services.

5. In 2005 We Added Sales Central Team Site Internet-based Sales Training
New operating regions
Drug and background testing
Regional sales managers
Sales-support Guide for the MMI sales team
Advance versions of TCM®

6. Coming in 2006 ACT electronic financial statements HR Central
Broadcast to support our hotels
Trade-show representation
All-hotel conference calls
Expanded Team Site resources
Improvements to Sales Central
Admin Central
Daily labor reporting
Pre-employment profiling
Operations coordinator

7. Our Growth
We now manage 23 hotels with 2,200 guestrooms and suites in four states.
We provide sales-support services for four additional hotels.

8. New destinations added in 2005 and 2006
Calistoga (Napa Valley)
Corning
Daly City
Fortuna
Woodland
Watsonville
Marina
San Rafael
Culver City
Lafayette, LA
Steamboat Springs, CO
Mission Hills (San Fernando Valley)

9. Employment
At four hotels, about 200 employees are employed by an MMI subsidiary.
We expect that number to grow in 2006.

10. Our Focus
Marin Management’s focus continues to be … Our uniquely creative, energetic and professional sales effort.

11. Best Practices for Revenue Management
Pat
Mitchell

12. Break

13. Your Written Communication Guide
Refer to it for letters, proposals, reports and s.
Use consistent style, fonts, margins, and layouts.
Know the basics of good grammar, punctuation, spelling, capitalization and word usage.
Use quality second sheets.
and …

14. Your Written Communication Guide
Re-read your documents several times.
Ask for the review of others.
All documents include a date, hotel name, author and file name.
What’s the most common mistake?

15. Some Sales Success Basics

16. P.S.T. (Prime Selling Time)
Monday: 1:30 P.M. to 4:30 P.M.
Tuesday, Wednesday and Thursday: 8:30 A.M. to 11:30 A.M. and 1:30 P.M. to 4:30 P.M.
Friday: 8:30 A.M. to 11:30 A.M.
PST is only for selling!

17. A.C.P. (Account Coverage Plan)
Prioritize all prospects and clients:
AA (destiny accounts)—contact weekly
A—contact twice per month
B—contact once per month
C—contact once per quarter
D—contact once per year

18. SOPs (Standards of Performance)
SOPs vary by location.
All general managers and salespersons sign their SOPs.
Submit the signed SOPs to Karen Baker.

19. Work on What We Know Gets Results
More site tours
More group and volume-account written proposals
Less prospecting—Sales Central already offers more than 50,000 prospects. Most have never been contacted.

20. VAS (Volume Account Summary)
to the MMI sales coordinator by the end of the first business day of every month.

21. MMI Hotel Rosters Always print on quality paper
Present with all sales calls, site tours and presentations
Include in all sales kits
Include with all proposals

22. Lunch

23. Get the Most from SALES CENTRAL
Use the RDP icon.
Keep your Internet and Sales Central pass codes confidential.
Audit Sales Central once or twice every week (tomorrow’s lesson).
Call on all those contacts without history records.
Every active contact should have a scheduled activity.

24. Hotel-specific Sales Information Guides
Needed for MMI to effectively support your hotel
Needed for other hotels to cross-sell your hotel
All due to Karen by April 30
Will be posted on Team Site.
A good example: HIX Williams

25. Share Leads and Cross-sell
Our contest: $ to the salesperson or GM who refers the most booked business to another MMI hotel from today to June 30, 2006.
How to: By , Sales Central or a phone call.
Copy Karen on all lead referrals to other hotels.
Always ask: “Where else do you travel?”

26. Break

27. Sales Resources on TEAM SITE
Quick Reference Guides for other hotels
The MMI roster
Almost 100 articles on sales and revenue management
All MMI sales forms
Standards of Performance
Seven Sales Guides
Go to:

28. Sales Conference Calls
Announcements
Sales Conference Calls
When: The first Monday of every month, 11:00 A.M. to 11:15 A.M.
Who: General managers and lead salespersons
How: Call (641) and enter the pass code:74362#.
Topics: Hotel news, MMI news, sales ideas, reminders, leads, progress updates
Next Samurai Meeting
Friday, July 14, 10:00 A.M. to 2:00 P.M.
Quiz: Sales Prospecting Guide

29. Maintaining Your MMI E-mail Account
Configure Outlook Express to use Arial 12-point font and exactly the same signature block as your “hotelpros” site.
Daily go to to clear your spam box and move missed spam.
Don’t save message in the hotelpros site.
Request a pass code change to clear the account of an unneeded account and give forwarding instructions.
Train your staff on the above.

30. MMI’s Internet-based Sales Training
Congratulations!
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

31. Internet-based Sales Training
FUTURE GRADUATES
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

32. Break

33. MMI’s Sales & Marketing Support
What we do …
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
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

34. 2005 HOTEL ACHIEVEMENT AWARDS
Greatest annual improvement in market share for an existing hotel without a brand change
Greatest annual improvement in market share for a new hotel (urban and suburban)
Greatest annual improvement in market share foe a re-branded hotel

35. 2005 PERSONAL ACHIEVEMENT AWARDS
Hotel salesperson of the year
Sales general manager of the year
Sales booking of the year (focused-service and full-service)

36. GuestHouse Inn & Suites, Santa Clara
2005 HOTEL
ACHIEVEMENT AWARDS
Greatest annual improvement in market share for an existing hotel without a brand change:
GuestHouse Inn & Suites, Santa Clara
market-share points

37. Bay Landing Hotel, Burlingame
ACHIEVEMENT AWARDS
Greatest annual improvement in market share for a new hotel in an urban location:
Bay Landing Hotel, Burlingame
market-share points

38. Hampton Inn & Suites, Crescent City
2005 HOTEL
ACHIEVEMENT AWARDS
Greatest annual improvement in market share for a new hotel in a suburban or rural location:
Hampton Inn & Suites, Crescent City
market-share points

39. Greatest annual improvement in market share for a re-branded hotel:
ACHIEVEMENT AWARDS
Greatest annual improvement in market share for a re-branded hotel:
Days Inn, Fremont
market-share points

40. 2005 HOTEL PERSONAL AWARDS WES ROWLAND
Sales Booking of the Year at a Focused-service Hotel:
WES ROWLAND
GuestHouse Inn & Suites, Santa Clara
for
Satyan Engineering

41. 2005 HOTEL PERSONAL AWARDS SHARON COLEY
Sales Booking of the Year at a Full-service Hotel:
SHARON COLEY
Doubletree Hotel Los Angeles/Rosemead
for
Countrywide Full Spectrum

42. Sales General Manager of the Year Hilton Garden Inn, Gilroy
2005 HOTEL
PERSONAL AWARDS
Sales General Manager of the Year
ERIC GEBHARDT
Hilton Garden Inn, Gilroy

43. Hotel Salesperson of the Year Doubletree Hotel Los Angeles/Rosemead
PERSONAL AWARDS
Hotel Salesperson of the Year
SHARON COLEY
Doubletree Hotel Los Angeles/Rosemead

44. Summary: When You Get Home
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 …

45. Summary: 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 …

46. Summary: 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.

47. Join us for Refreshments
SALES SAMURAIS