Ashley Kissinger, Global Sales for Marriott International and Mark Hubrich, VP of Client & Industry Relations at SignUp4 will walk you through what happens to your electronic RFPs after you click “submit”, and how to ensure you are receiving the best responses. Topics include: -Statistics on Traditional RFP vs. Electronic RFP -Understanding what hotels are able to view -How each item in your RFP affects a response -Best practices in the industry to make your RFPs a priority If you would like to receive (1) credit hour in Strategic Planning for viewing this webinar, please access it via this link: http://www.signup4.com/resource-center/rfps-for-2013-best-practices-for-better-responses/

1. Ashley Kissinger
Global Sales
Marriott International
Mark Hubrich
VP Client & Industry Relations
SignUp4

2. Presenters
In her current role 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 in Priorities
3
Large Hotel Chain Perspective
4
Best Practices
5
Evolving eRFP technology

4. Current State
•
eRFP Volume
•
Closure Ratio
•
Number of Hotels Sourced per Meeting

5. eRFP Volume

6. Closure Ratio

7. Number of Hotels
Sourced per Meeting

8. Continuing Shift
in Priorities

9. Procurement
Driving Selections

10. Hotels as Assets

11. Large Hotel
Chain
Perspective

12. Hotel’s View

13. Hotel’s Process

14. Hotel’s Process
Extra Resources

15. 42.9%
25.4%
19.6%
1 Hotel
2 Hotels
3 Hotels
17.8%
4 Hotels
15.7%
5 Hotels
Closure Ratio
by numbers of hotels sourced
14.7%
6-9 Hotels
12.3%
10+ Hotels

16. Best Practices

17. RFI vs RFP

18. Analyze Airlift First!

19. Educate Meeting
Owners

20. Divulge Budget
(and/or History)

21. Utilize Your GSO/NSO

22. Technology
Perspective

25. Thank you for joining us!
Questions?
Mark Hubrich
mhubrich@signup4.com
Ashley Kissinger
ashley.kissinger@Marriott.com
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