SHOPPER CHECKLIST

MANAGEMENT CO:

STARWOOD Sales Shops- (Initiated Electronically: CVENT, Brand Website, Email)

TEMPLATE: SPECIAL NOTES:

SalStarProInternetInquiry2 (footer 120314)

* CONSENTS: Please request consent for the sales/catering manager that actually assists you with the inquiry. If all is handled via email, there is no need to submit an audio, however please send a consent request for all inquires once you have the manager's name so we can keep track in our system of who is shopping whom. *Please also MAKE A SCREEN SHOT of the RFP form that you have completed OR COPY/PASTE the form into another document BEFORE you hit “SEND”/”SUBMIT”. Please KEEP this file with the report and audio as verification that your inquiry was submitted. Please save for 90 days as with all shops. *Once you have submitted your inquiry, please WAIT 4 business days, 96 HOURS. If you do NOT receive a response, then please contact the hotel using the same method used the first time (cvent or hotel website or email). If 24 hours passes without a reply to the second attempt, please close out the report and rate questions as No or N/A. Please ensure you have documentation of the interactions. *Time zones listed on the chronology should be the time zone of the identity being used. *Please be sure you clearly distinguish the interactions between a brand auto-response and an electronic response from anyone working at the hotel. *Include ALL electronic messages AND interactions in the chronology, especially the date and time you submitted the inquiry (either via the BRAND WEBSITE OR EMAIL or CVENT). Response time is evaluated in business hours FOR THE HOTEL. Business hours are 8:30 AM - 5:00 PM; excluding weekends & holidays #2 The Requested Follow Up time to input will be listed on the assignment sheet. Your assignment sheet will say lead response requested in approximately 12 hours, approximately 24 hours or approximately 72 hours. If your assignment sheet says response time is approximately 12 hours: If submitting the inquiry prior to 12 PM Noon hotel time, on the RFP put "Please reply by the end of the day." or words to that affect. On the report, Requested time to respond will be filled in with 5:00 PM the day you submitted the RFP. "February 19, 5:00 PM" If submitting the inquiry after 12 PM Noon hotel time, on the RFP put "Please respond by tomorrow morning." Or "Thursday morning." Or "By Noon on the 2nd." Essentially we want to be realistic, but not give 24 hours. On the report Requested time to respond will be filled with 12:00 PM the day after you submitted the RFP. "February 20, 12:00 PM" If your assignment sheet says response time is approximately 24 hours: If submitting the inquiry any time during the hotel's business day, on the RFP put "Please reply within 2 days." or something to that effect. The hotel has 2 days plus the day we sent it to respond so if you submitted the lead on the 1st, you could put "Please respond by the 3rd." On the report Requested time to respond will be filled in with 5:00 PM two days after you submitted the RFP. "February 21, 5:00 PM" If your assignment sheet says the response time is approximately 72 hours: If submitting the inquiry any time during the hotel's business day, on the RFP put "Please reply within 3 days." or something to that effect. The hotel has 3 days plus the day we sent it to respond so if you submitted the lead on the 1st, you could put "Please respond by the 4th." On the report Requested time to respond will be filled in with 5:00 PM three days after you submitted the RFP. (Using the example here we would type February 4, 5:00 PM) Whenever ever possible........please try to initiate the electronic inquiries in the morning. Please use this format for this section: October 1, 12:00 PM #6 Examples of falling within Starwood personalization guidelines include: recognizing customer is a growth pharma company and advising the customer that they have worked with numerous growth pharma companies in the past; make the guest feel special, feel that the manager has taken note of their needs, and understand what’s important to them and presented in a way that makes them feel Manager values their business. This may be how they communicate with us based on our feedback on the initial inquiry or making reference to something that has been in the press about their company or industry that is seen as groundbreaking, etc. This question will be marked N/A if we received no response at all. *If you gave the qualification information in your RFP, then rate the questions as N/A. However, if the manager ASKS these questions verbally or via email, then the manager will receive a YES rating for those questions. *If the hotel has provided us with the competitors, it will be listed on the assignment sheet. Mark the question above #1 as YES. If not provided, please go to the Hotel Profile on our website or use the internet to obtain 2 competitors. In this case mark the question above #1 as NO. #6 The required response time is based on what you stated as your response time. It will be on the assignment sheet. If the site being used to submit the lead does not provide a spot for a response time, put it in the comments section. *You are not required to CALL the hotel if a response is received via email to your initial online inquiry. You may continue the process via email following the manager's lead. If Manager contacts you via phone at any point, respond via phone. Method of Submission: Please fill in with Cvent or Brand Website or Email as appropriate

NOTES PERTAINING TO THE REPORT’S SPECIFIC SECTIONS: Shop Details

Chronology:

Initial Response:

Qualification:

Presentation:

#7 If the information Manager filled out using the RFP format is truly minimal, please select Limited. *Selling the Brand may be done via phone or electronic means.

Objection:

We should always object if we receive a response from the hotel. For the question above #1, please check N/A if an objection WAS raised.

Professionalism & Follow Up

#3 Responses to all emails/phone calls are needed within 24 hour business hours for a Yes; this includes the initial inquiry.

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