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Sales Automation Today

Sales & Marketing Executive BriefingHITECJune 23, 2003

Mark G. Haley, CHTP

the prism partnership, llc

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p|r|i|s|m Overview

State of Hotel Sales Automation market todayWhat is Hotel Sales Automation?Where is the Growth and Innovation coming from?What is the Impact of the Internet on Meeting Planner Relationships?

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p|r|i|s|m State of Market Today

Four significant players

Several smaller competitors

Growth in related Internet Applications for housing, customer integration, etc

Upscale and Luxury segments perhaps approaching saturation

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p|r|i|s|m Major Players in Market

2500?Sales ProHotel Sales Pro

17170enterpriseDaylight

102500, 210

Fidelio S&C, Opera

MICROS/Fidelio

20/site3400Delphi, extensions

Newmarket

Est. Avg. Users

SitesProductsFirm

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p|r|i|s|m Minor Players

Integrated to Maestro PMSNorthwind

Integrated to V1 PMSVisual One

Caterease, multiple versions

Caterease

ESP 2000, othersHodges & Irvine

ProductFirm

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p|r|i|s|m New Entrants

Rendezvous; .NET architecture

NFS Hospitality

Integrated into Lodging Touch PMS

HIS

ProductFirm

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p|r|i|s|m Major Player Differentiation

Low price?Hotel Sales Pro

Single platform for Sales from property to region to global

Daylight

Integration at the database level yields operational efficiencies and reduced h/w, s/w cost

MICROS/Fidelio

Depth & breadth of customer base and product offerings

Newmarket

Point of DifferentiationFirm

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p|r|i|s|mWhat is Sales Automation Today?

Baseline FeaturesAccount Management

Mailing Engine

Group Rooms ControlBudget-driven pricing

Function BookBanquet Event OrderReporting & Analysis

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p|r|i|s|mWhat is Sales Automation Today?

Enhanced FeaturesPMS InterfacesEnterprise-wide systemsLive connection to Internet for leadsIntegrated communications with customersBanquet PostingRoom diagramming/viewing toolsEvent monitor interface

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p|r|i|s|mWhat is Sales Automation Today?

These tools built to solve the problems of working with meeting planners to make the hotel profitable and service the group

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p|r|i|s|mWhere is Growth Coming From?

These tools do little to support campaign management or outbound marketing

More Internet featuresASP OfferingsData repositories

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p|r|i|s|mWhat Are Horizontal CRM Vendors Doing?

Delta HotelsPivotal

Casino Market; Manhattan EastGroup 1

Hiltone.Piphany

Marriott International & Starwood

Siebel

CustomersFirm

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p|r|i|s|mWhat Are Established Players Doing?

Expand the Potential MarketValue propositions for smaller propertiesHosted solutions

Improve, reduce cost of PMSI

Move more business to Internet

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p|r|i|s|m Impact of Internet

Meeting Planners Soliciting ProposalsRFP Exchanges

Group BusinessAlso corporate/leisure accounts/consortia

Challenge:Avoiding intermediation

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p|r|i|s|m Impact of Internet

Planning EventsPrivate-label and public site strategiesRe-use of dataIntegration of local systems with external sites

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p|r|i|s|m Impact of Internet

Part-time Planner SegmentSMERF or Admin AssistantSimpler business than large eventsLess familiar with the industryNo prior relationships

Challenge:Servicing them on-line

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p|r|i|s|m Impact of Internet

Executing EventsHousingExhibit Space ManagementPromotion & Registration

Challenge:How to web-enable the event itself?

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Questions?

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p|r|i|s|m For More Information

Vendor SitesNewmarket: http://www.newmarketinc.com/MICROS/Fidelio: http://micros.com/Daylight: http://www.daylightsoftware.com/Hotel Sales Pro: http://hotelsalespro.com/

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p|r|i|s|m For More Information

Internet Applications Vendor SitesPasskey: http://www.passkey.com/Starcite: http://starcite.comPlanSoft: http://www.plansoft.com/Plan It Online: http://planitonline.com/Cvent: http://cvent.com

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p|r|i|s|m For More Information

Association SitesHFTP: http://hftp.org/HSMAI: http://hsmai.org/

Prism Partnership: http://theprismpartnership.com