Newsletter_v7

Americas Sales & Revenue Newsletter October 2017New OTA Non-LRA Flexibility Are Your Ready?Construction Begins on Hyatt Regency Portland Update on the Race to Elite Performer Hyatt Launches Pilot of LinkedIn Sales Navigator Group Sales Agreement Changes Coming Soon

DICK’S SCRIPTSMAKE A FRIEND TODAY!Dear Team Americas: across the organization. So far we hear the “availability Greetings from Chicago where it rained 8 inches search” and the “function space recommendation tool” are over the past two days. If we could just find a way Ono. to make our business as fluid as Mother Nature The Targeted Hotel Incentive is wrapping up for our first threeappears in 2017 we could all take the rest of the year off. A hotels and next month we will start the next set of properties.special thank you to all those impacted by Harvey, Irma, and To date you have generated $3.7M in total referrals andMaria, the earthquake in Mexico and the fires in No Cal. If $500k ITYFTY for these three properties Great work! Inthe locust do not show up this coming weekend I feel like January, we will announce the winners. The next roundwe can step forward. Thanks also to everyone for your help includes our new property at Lake Washington (great space),and dedication of effort, $$$, Andaz Scottsdalealoha, and care. It all helps “We are seeing positive demand (sexy), Thewhen you are in need. Confidante (newThe year is closing at a in most major markets, still, meeting space), PHNY (pride ofpretty strong pace. We are we have both pace and lead 57th), and HH andseeing positive demand in concerns.” HP Charlestonmost major markets, still, (welcome Select). You can find outwe have both pace and lead on Yapmo and theconcerns. Leads are down overall especially in the corporate more about what each hotel is offeringmarket. Most of what we are seeing is smaller 10-50 room Global Hyatt Weekly beginning Nov 1.peak or larger 250-750 room peak while conversion is upslightly YoY (yeah team). In short our perspective remains Kickstart 2018 is coming together and we are lookingthe same. Group up by pricing your hotel strategically forward to connecting with you. The event is designed fortowards the opportunities in your specific hotel. Be flexible all leaders. It is mandatory for the DOS, DOE, and DRM.with concessions and get your pace to a place that allows Any hotel that would like to send other sellers or leaders isthe transient funnels to top us off at the right price. You will welcome as long as you have budgeted accordingly. Weultimately get fewer opportunities to do this so be aggressive look forward to connecting with all of you and getting theas two groups are better than none ;( year off to a focused start.The new Envision Sales train left the station and we are Make a friend today,tweaking the program based on feedback from the Beta Davidhotels. We currently have 24 hotels live with 10 more comingon line next Monday. We will continue to grow the live pool ata pace that allows us to perfect the functionality and stability

NEW OTA NON-LRA FLEXIBILITYARE YOUR READY?from Christen Garb, Vice President, Revenue ManagementWith our new Expedia and Booking.com contracts now in place, we are excited to implement our new flexibility of LRA removal for all hotels. With the new flexibility, all OTA’s will be giventhe same availability at all times even though LRA is beingremoved, meaning one cannot be yielded independently ofthe others.Prior to the LRA flag being removed from PRIO for any hotel,there was the specific work that had to be completed bythe DRM/RM of each hotel. This work included commissioncomponent discounts being added to all OTA impacted rateplans. For simplicity, we used a 15% commission for all OTAs.This will allow PRIO to understand the new value of each rateand thus make product recommendations accordingly.Once all PRIO work was completed per the Quick ReferenceGuide (QRG), the DRM/RM was to email their RMS Supportcontact for their hotel to request the LRA flag be removedfrom PRIO. PRIO would then better understand the value of Our goal is to maximize our revenue with our new LRAthe OTA category that no longer has LRA assigned to it. PRIO flexibility, but also continue to strategically utilize the OTA’swill then base its product recommendations on the demand when needed.and the overall value/cost of the OTA category. Please contact myself or your RDRM with any questions.Above is a GREAT example of PRIO working its magic on ahigh demand night with its Product Recommendations. The Revenue Impact Measurement for All Hotelsexample above shows where PRIO wants to yield the OTA • Overarching measurement for all hotels will be acategory while leaving other higher rated products open for decline in OTA channel mix occupancy.1 night. The RM analytics team will support the measurement • of the revenue impact (early 2018).We have a test group of 10 full service hotels that beganthis process in mid-September where we provided strategic The results of the Non-Test Hotels will be compared todirection to those hotels. We will measure their results and • the Test Group of hotels (early 2018).report back on any specific lessons learned and the results.The test period will run through 12/31/2017.A WORD FROM THE EDITORS Based on feedback from our previous newsletters, we have made some content revisions. For starters, it’s shorter! This newsletter will highlight important topics affecting Sales, Events, and Revenue Management in the division as well as news from other departments affecting sales. This newsletter will continue be published quarterly. Have a story you’d like to see published or topics that should be included in future newsletters? Please send to [email protected].

Interested in Being a SalesTrainer?from Stacey Edinger, Director, Learning & DevelopmentDo you have a passion for advancing the sale?  Are you an excellent listener? Do you excel at matching solutions to needs?We are looking for passionate Senior Sellers, Associate Directors and Directors to help us lead our Strength Builder virtualclasses.  The ideal candidates are: • Looking to develop their own skills by helping others learn • Able to volunteer for 1 or 2 hour long sessions monthly • Comfortable with facilitating content virtually in an interactive online classroomFor more information, please reach out to Stacey Edinger at [email protected] Begins on HyattRegency PortlandOn August 4, 2017 Hyatt broke ground on the 600-room Hyatt Regency Portland in the city’s Lloyd District. Slated forcompletion in 2019, the $220 million project is expected to draw new events and hundreds of thousands of new visitors tothe region, while magnifying the Oregon Convention Center’s role as an economic engine.Check out the picture below of Hyatt leaders lending a hand.

Group Sales AgreementChanges Coming Soonfrom Kris Kareti, Director, Sales Programming & CommunicationsFollowing the completion of the global rollout of Envision Sales in late 2017, adjustments to the Group Sales Agreement willbe made and uploaded.Hyatt Hotels will be removed as the default Managing EntityIn several places throughout the agreement, Hyatt Hotels was removed as the default option for the managing entity. Thisis being done to make available for use by our franchise partners. Specifically, you will find these changes in these areas:“Hyatt Hotels” was removed as the default contracting entity at the beginning of the agreement. All hotels using the GSAtemplate will need to fill in their hotel’s managing entity and owning entity. For Managed hotels this is generally HyattCorporation, but should be confirmed by referencing the specific management agreement for your property.The Liability clause in Exhibitor option, the Indemnification clause, and the Contractor clause have been revised to make itappropriate for use by both managed and franchised hotels.Addition of Survival Clauses in these SectionsContracted Guest Room Revenue Commitment, Food and Beverage Commitment, Cancellation Option, Indemnificationand Hold Harmless, Damage to Hotel Premises , Limitation of Liability.Revision of Cancellation Option percentages in first tier. These percentages must be less than 100%.Should you have any questions, please contact Kris Kareti at [email protected] Launches Pilot of LinkedInSales Navigatorfrom Kris Kareti, Director, Sales Programming & CommunicationsIn an effort to continue to provide our teams with the tools they need to successfully compete in today’s marketplace, earlierthis month we entered into a 3-month global pilot with LinkedIn to test their Sales Navigator application. Sales Navigator isa tool that allows users access to a set of enhanced tools to better mine the LinkedIn database. More information about thetool can be found here.Based on the results of our pilot, Hyatt may enter into a Master Service Agreement and make this tool available to all of ourproperties as an optional purchase. Should you be interested in putting a placeholder in your budget for next year, pleasecontact Kris Kareti at [email protected] for current pricing details. Quick Hits Save the Date: Kickstart Mark your calendars for Kickstart to get you and your team energized and focused on implementing great plans to achieve your goals. Best Practice: Tentative Review Tentative review meeting not as effective as you’d like? Click here for some best practices. Mind the Gap: November 6 - 10 Mind the Gap 2.0 is just around the corner. Are you ready? Click here for all the materials you need to get started on this week of business development.



Envision Sales: The Time is NearMonths of sandbox testing. A year of development. A decade of reimagining. The future of Envision Sales is here.Sandbox Hero Hotels“Hero” may be an understated title for the hotel teams that offered resources, feedback and ideas to bring the release ofEnvision Sales to a reality. Although the list of contributors to our new selling tool is too long to list, we want to take a momentto recognize our sandbox hotels who sacrificed significant amounts of precious time for this endeavor. Thank you!GRAND HYATT GRAND HYATT PARK HYATT GRAND HYATT BANGKOK BERLIN CHICAGO SHANGHAIHYATT REGENCY GRAND HYATT GRAND HYATT GRAND HYATT DENVER DENVER SEOUL SAN FRANCISCO HYATT REGENCY GRAND HYATT ANDAZ LONDON DUBAI CREEK MUMBAI LIVERPOOL HEIGHTS STREETPhased RolloutIn August we began the process of beta testing the system. These 11 hotels were the very first to work in the system andtheir contribution to its development proved invaluable. In October, we entered the Phased Rollout stage. Throughout thecoming months, we will slowly begin transitioning hotels to the new environment. More information on your scheduledtransition date will be sent directly to you.Need to KnowAs the journey to Envision Sales advances, take a moment to understand how you can best prepare for Envision Sales,including:HOTEL PROFILE WORKBOOKSSELF-GUIDED LEARNINGCLASSROOM TRAININGSuper User TrainingSpeaking of hero’s, on October 17th we finished the last of our four Envision Sales Super User Trainings in Baltimore,Chicago, Dallas and Miami. These trainings brought together representatives from our hotels across the region for intensivetraining on all aspects of Envision Sales. These Super Users are critical to the transition to Envision Sales and will act asyour first line of support. We’re very grateful for their time and energy and know their efforts will ensure a successful rollout.

Getting 2. What technical optimizations have you provided?to KnowYour Digital 3. What link building strategies have you implemented?Dashboard Planning to implement? 4. What content enhancements/optimizations do you recommend? 5. When was the last site audit you performed for us? What is your process? It’s a complex topic, but booking trends suggest that Hyatt. com is becoming more important all the time. The more comfortable you become, the more accountable you will be able to hold your agency and, ultimately, the more successful you efforts will be. Have you Heard About PRIDE+?Conversion Funnel Wouldn’t is be great if you could get rewarded for working with your customers to send referrals to other Hyatt’s forYour monthly Digital Dashboard report is a great way to business that doesn’t work at your property? You can. It’smonitor the health of your eCommerce efforts. In this series, called PRIDE+ and sales managers have been earningwe will begin exploring the Digital Dashboard to help explain extra money for years. In fact, nearly $1,000,000 in PRIDE+what it means and, more importantly, provide some tips on dollars are awarded to our sales community every year. It’show to improve your results. For this first round, we will focus true. Below is the story of Kelly Amig, Senior Sales Manageron the Conversion Funnel. at Grand Hyatt Seatle and her experience with PRIDE + and how it seamlessly fits with her sales processLooking at the report above, we see that the number ofVisits to this website have dropped by 14.4% from the year “My client, Trinette, and I first worked together when I wasbefore. This is bad, right? Not so fast. While the number of with another brand and have stayed in touch as I reach outvisitors is important, what’s even more important is Traffic to say hello and see if she has any business for SeattleQuality which is something that you can control. In the above or any other cities. With all of my non-secured contacts,example, if you look at the number of people that continued I ask if there are any other programs I could assist themto Check Availability, you see a 17.2% increase. This is an with whenever we speak. In June 2016, I made my usualindication of improved Traffic Quality. call to Trinette. While she had nothing for Seattle, she was researching other cities and asked for my assistance. SheHow’d they do that? was interested in seeing what Hyatt could offer as she had yet to work with us. We agreed on some properties thatWell, Traffic quality is all about Search Engine Optimization could work for her.and how you appear in organic search results. To improveyour SEO, it’s important to make sure that you maintain fresh I used Envision Classic to send referrals to those hotels.content on your site. This is where your digital agencies earn Eventually she contracted with Hyatt Regency Denver for atheir keep. So, here are some key Questions you Should large program. Not only that, for her next program she onlyAsk Your Digital Agency during your next meeting. looked at Hyatt because of the fabulous experience she had with Denver! Again, we worked together to source several1. How many links have you earned for our hotel? Can cities. We set up sites and because of all the amazing Hyatt you provide insight into the quality of the links? sales people she encountered, Trinette is doing a multi-year (relevance, domain authority, page authority, etc) deal with Hyatt Coconut Point in 2018 and Hyatt Regency Hill Country in 2019. PRIDE + is simply a great opportunity to work with your existing customers and show them what Hyatt can offer them! It is a win/win for everybody!” Well done Kelly! We’re all very proud of you!

Transient PRIDE Plus…You ReadThat Correctly!You asked for it and we delivered it. Transient PRIDE+ is now a reality. Launched in early-October, Transient PRIDE+ isnow available to all sellers in the Americas region. Send a qualifying referral and earn up to 4% of its value over the first sixmonths of the agreement. You can learn more about the program by clicking HERE.Your Road to Data is About toGet Easier!The Sales Reporting & Analytics Team is proud to announce our new Sales Data Request Catalog on ServiceNow. Goneare the Word attachments of the past, now replaced by an interactive and user friendly platform which will allow you torequest a number of standard as well as custom Envision reports, including a newly created Lead Analysis report which willbecome your quickest route to a comprehensive look at the history and future of group business in your hotel.This is just the first step on a road to better deliver to the hands of our hotels, and we hope to have more exciting updatescoming early in 2018!In the meantime, please visit our HyattConnect page for more info on how to access and navigate our new ServiceNowCatalog.Hyatt Named to Hyatt in Yourthe Top 50 Best BackyardCompanies forLatinasOn September 7th, it was announced that after careful In July 2017, Hyatt held a Hyatt in Your Backyardevaluation of over 800 corporations, Hyatt Hotels Corporation event at Grand Hyatt New York.  There were morewas selected by LATINA Style Magazine as one of the Top 50 than 100 customers in attendance and togetherbest companies for Latinas to work for in their annual LATINA with the Hyatt Sales Force and hotel partners weStyle 50 Report. For 20 years LATINA Style have tracked, prepared more than 5,000 PB&J sandwiches forreviewed and studied companies that have applied for the some of the homeless shelters in New York.awards. The full report featuring Hyatt Hotels Corporationwas published in the September issue of LATINA Style Teamwork!magazine. This annual survey of the 50 best companies forLatinas to work for in the United States serves as the mostrespected source of employment and career information forHispanic women in our country. For this year’s report, LATINA Style also paid carefulattention to companies that have significant programs inplace to recruit and retain Latinas, veterans and militarypersonnel. As the only organization that follows the successof Latina veterans transitioning into the civilian market, wetake great responsibility in highlighting the corporations thattruly provide the best environment to a transitioning veteran. Thank you, LATINA Style for the wonderful recognition.





The Race toElite PerformerWe’re three-quarters of the way through our race to ElitePerformer. As it stands at the turn, the following individualsare ahead of the game and may be joining us in fabulousParis, France in April 2018. If you’re not here, keep pushing. One or two good bookings could put you on that plane.Group SalesCentral Hotel % Achieved Name Hotel % Achieved HoteGl H Kauai Region 144%.5 A3%chieved MarilynNn aJomhenson HHRo tSealn AntonioRegion % A1c4h0ie.6v0e%dName GH KaGuHa iKauai Central 135.2182%5.85% Jamie PaKciaen a Nip HHRR MSta. uLoi uis CentralNVaanmeessa Yatsuoka HR AuHsRti nAustin Central 115550..4311143244%%032...055667%%% Melissa LCoarin Sccilhlaa cher HHRR PThaomeanyixa Central 12105.454.1%5%AShmeyr rCieh rHisotilal nsen HHRR DDaaHllRllaa ssDallas Central 146.1102%3.49% Mary DeMNaiacnol lSolemr yGi tMahro zars e HHHRRR STTcaaommttaasyydaaale Central 1116271153537...64306027..70%%%29%%MJaecklaien iJea Pboecrk mire HR DFHWR Dallas Central Central 13193.040.0%9%AMLimnadtyts MLeoycg iDnatnuo fsfhy HR HoHuRs tDoFnW Central Karen GKaaurzeen a Feltman HHRR TTaammaayyaa Central 12119.353.6%3%BLoriutaisnei MBuarrkkeh am HR MHaRui DFW Central 137.3143%1.53% SamanthHaa nSaakyo- SLzeommebllea ty HHRR WVaanikciokui ver CentralGBreyraanld iHneea Ldethkeew Central 131.0154%2.26% Lorne Nakada HR Vancouver 167.90%SNaikrakhi RWaamtti rez HR Maui 135.21%Laura Vasquez 137.15% Kellyne Morrison HR Scottsdale 186.35%Becky Pomorin 144.56%LJeantnina LAamraiea rica HR Minneapolis 156.96% Theresa Patten PH Beaver CreekAmanda Stephens HR Phoenix 169.55% Rowland Cheeks PH Beaver CreekLMNaaatmriiane G Aommeez rica HR San Antonio Region 157.59%Name Hotel % Achieved FranchiseDNaovridt hGeoanszatlo AZ Papagayo Latin America 174.21% % Achieved Name Hotel % Achieved Hotel 133.00% 139.00% AZ Papagayo 130.81% Will Barber HR Louisville % Achieved Becky Jones HR Wichita 121.13%NNaomrteheast Hotel Region % Achieved Name Hotel Region % A11c23h00i..e87v31e%%d AZ Ottawa 113231.8.907%%Amelia Zaglul Northeast 128.46% Joya Cox HR Tyson's CornNeor rtheast 116234.6.098%% 159.71%NJPeaanumnl iWfeeer iNneicrh olson HGRH BWHoasosttoheninl gton NNoorrtthheeaa%sstt Achie11v42e94d..8633%% Name SJatempehse Lna Boa ughaHn oHHtRRe lTWyasoshni'ns gCtoornnNNeoor rrtthheeaasstt 140.82%CKaatreri eH oEprtkli ns HR CGheHs aWpaesahkien Bgtaoyn Northeast161.471%22.27% Patrick CiRuellona ta GjorgjievHskRPa HD uWlleasshingtonNortheast 144.87%ALamuraennd Saa Fnraitczo re HR JeGrHse Wy Caisthyington Northeast161.331%30.56% Teresa DiC Aodrainma oA daskaveHgR U MB Tohnetr Ceoanl fidanNtoertheast 137.92%ACelellxya Knadnr aH Polobmropookn io HR TGorHo nWtoashington Northeast151.611%20.46% Anne-Marie Fournier HR MontrealLauren Ford GH Washington 136.23% Amando Hernandez HR New BrunswickKSeolulyt Mheacainsttyre GH Washington 184.39% Vivek Satoskar HR Toronto HR CalgaryShay-Lynn Miller 171.02% Olivia Lobdell Hyatt at the BellevueSDNoeanmunteish Keoarsittsanszky HoteHlR Calgary Region 157.%57 A%chieved Name Hotel Region % AchievedMichelle Smith AZ Savannah Southeast 126.94% Bethany Samiya HR O'Hare Southeast 161.42% Southeas%t Achi1e3v1e.d53% %1 A55ch.8i0e%vedNAlainma eLopez AZ WHaoll tSetrleet Name Marissa Wojcik HHoRt eOlrlando SoutheastGChaabdr iHelylen eSst amm Southeast 141.1194%3.01% 124192.6.557%%KJernisntyo pAhvoery P hillips GH NAeZw W Yoarllk Street MichelleM Oanrtki vReijrnoasr t HHRR M OcrClaonrdmoick PSloaucetheast 112410.2.511%%MAuadrrye My Qauloenveill on 114383.0.971%% HR AGtlaHn Atatlanta Southeast 134.1132%1.86% Jarrod MCcaLrasuocnh Mlinu ir HPRH M CchCicoargmo ick PSloaucetheastJanice Snipes 315.58% HR MGcHCo Trammicpka P Blaacye Southeast 132.9152%0.22% ChristineS Basuhnaz oKilm HPRH M NceCwo Yrmorikck PSloaucetheastElizabeth Lusk 148.19% HR Atlanta 181.88% Sayish Afework HR New OrleansSarah Welsch 152.46% HR Chicago 132.43% Laura Palid HR New OrleansLenne Goslin 194.80% HR Chicago 130.14% Thomas Pierce HR O'HareDarin Henry 156.77% HR Coconut Point 177.35% Sherri Harris HR OrlandoNancy Simonsen HR Coconut Point 134.13% Margaret Lewis HR Orlando HR Coconut Point 133.67%

Event SalesCentralName Hotel Region % Achieved Name Hotel Region % AchievedAmy Christiansen GH Kauai Central 125.85% 120.44%Melanie Pockmire HR Austin Central 120.06% Kiana Nip HR Maui Central 125.30%Matt Logan HR Dallas Central 143.56% 175.42%Amy Mcintosh HR Dallas Central 142.57% Lori Schacher HR Phoenix Central 163.67%Britani Markham HR DFW Central 123.49% 139.00%Geraldine Lehew HR Houston Central 131.53% Mallory Morse HR Scottsdale Central 121.33%Sarah Watt HR Maui Central 142.26% Nicole Garza HR Tamaya Central Karena Feltman HR Tamaya Central Hanako Lemelle HR Waikiki CentralLatin AmericaName Hotel Region % AchievedMaria Gomez AZ Papagayo Latin America 174.21%NortheastName Hotel Region % Achieved Name Hotel Region % AchievedAmelia Zaglul AZ Ottawa Northeast 128.46% 121.13%Paul Weiner GH Washington Northeast 124.83% Joya Cox HR Tyson's CornNeor rtheast 120.81%Jennifer Nicholson HR Boston Northeast 149.63% 130.73%Kate Hopkins HR Chesapeake Bay Northeast 122.27% James Lao HR Tyson's CornNeor rtheast 121.97%Lauren Sanacore HR Jersey City Northeast 130.56% 124.08%Celly Kan Holbrook HR Toronto Northeast 120.46% Stephen Baughan HR Washington Northeast Renata GjorgjievskPaH Washington Northeast Corina Adaskaveg UB The ConfidanNtoertheastSoutheastName Hotel Region % Achieved Name Hotel Region % AchievedMichelle Smith AZ Savannah Southeast 126.94% Bethany Samiya HR O'Hare Southeast 161.42%Alina Lopez AZ Wall Street Southeast 131.53% Southeast 155.80%Chad Hynes GH New York Southeast 143.01% Marissa Wojcik HR Orlando Southeast 149.65%Jenny Avery HR Atlanta Southeast 121.86% Southeast 121.21%Audrey Quevillon HR McCormick Place Southeast 120.22% Mark Rijnart HR Orlando Southeast 148.07%West Carson Muir PH Chicago Sasha Kim PH New YorkName Hotel Region % Achieved Name Hotel Region % AchievedStaci Brener AZ West Hollywood West 151.42% Heather Foreman HR Sacramento West 123.50%Jonathan De Freitas 149.64% Danielle Hale HR San FranciscoW est 163.71%Serena Veevers GH San Diego West 129.77% Cari Lehman HR San FranciscoW est 136.92%Emily Witt 135.79% Katie Gorsuch HR Santa Clara West 122.93%Ian Slaughter GH San Diego West 136.86% Patricia Santalla PH Aviara West 153.00%Ryan Weisdack 126.03% Meredith Ferber PH Aviara West 125.52%Heidi Gibson HR Bellevue West 120.66% Claire Plessier PH Aviara West 123.47%Cheryl Martin 133.74% HR Denver CC West HR Denver CC West HR Denver CC West HR Huntington Beach West

Transient SalesCentral NortheastName Hotel % Achieved Name Hotel % AchievedPamela Smith PH Beaver Creek 121.51% Berit Naatz UB The Confidante 123.04%Southeast WestName Hotel % Achieved Name Hotel % Achieved 137.40% 153.53%Sonia Frederick HR Orlando Karina AlvaradoHR Monterrey 132.57% Jennifer Nikos PH AviaraCombined SalesLatin America NortheastName Hotel % Achieved Name Hotel % Achieved 124.80%Berenice Flores HR Mexico City 172.12% Brooke Miller HR MiamiMaribeth Nelson Hyatt of the Caribbean 125.99%WestName Hotel % Achieved 412.16%Jenaca Rodriguez Hyatt's of Denver 147.97% 141.97%Natalie Hamlett Hyatt's of Denver 132.76% 124.54%Carrie Tracey Hyatt's of DenverShelly Bartlett Hyatt's of DenverGina Nygren Hyatt's of Denver