17
Best-In-Class Hotel Operator:
Culture of Accountability
Direct Sales: Aimbridge Business Review (“ABR”)
Aimbridge has a systematic approach to direct sales
Daily Aimbridge Business Review
Aimbridge Objectives
Compensation Structure
Rigorous Review Process Drives Accountability
Market Pulse on Real-Time Daily Data
Incentivized Workforce
Differentiated compensation program to help provide the
right incentives
to its sales force
General Mangers and sales employees are provided with annual and
quarterly incentive programs that
track to budget
goals set by senior
management
General Managers must achieve 100% of their Adjusted GOP to budget
Once reached they are eligible to receive a number of incentives
based on guest satisfaction, financial performance, human resources
and market share
Sales incentive rewards
are split into 2 components: 80% individual and
20% team based
Structured to integrate different sales components, including: room
revenue budgets, customer segment goals, meeting room rentals and
food & beverage budgets
Prospecting Existing
Networking
Sites
PRPS
1
CONTR
2
Leads/
Inq
Sales
Manager
WTD GOAL WTD GOAL WTD GOAL WTD GOAL MTD MTD MTD
Prospecting Sources
Calls
RN
3
Uncovered
F&B Uncovered
Target Accounts
Segment
Sales Manager
Potential
Next Contact
Room Nights
Room Revenue
Catering
Total
MTD
GOAL
MTD
GOAL
MTD
GOAL
MTD
GOAL
Commercial Transient
Mon Avg
Tues Avg
Wed Avg
Thu Avg
Same Time Last Year
Last Month
Month to Date
1.
Proposal related discussion
2.
Contract related discussion
3.
RN = Room Nights
