Increasing direct business on your own website 4 strategies for success Group Distribution Brought to you by ELITE MEETINGS INTERNATIONAL
Jun 19, 2015
Increasing direct business on your own website
4 strategies for success
Group Distribution
Brought to you by ELITE MEETINGS INTERNATIONAL
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 [email protected]
www.SpeedRFP.com
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