2019 Red Rock Sales Playbook - February 7, 2019

ENCORE EVENT TECHNOLOGIES 2019 RED ROCK CASINO RESORT & SPA SALES PLAYBOOK Christopher Walsh Vice President, Onsite Sales February 4, 2019

Strictly Private & Confidential Encore Event Technologies 2019   Table of Contents Executive Summary Page Matrixed Organization Chart AV Revenue & GOP Summary (2018/2017) 3 Twelve Month Sales Playbook & Initiative Details 4 Monthly Sales Dashboards 5 6 19 This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   Executive Summary Encore Event Technologies (Encore) continues to provide exceptional event technology solutions, equipment and support services with seamless customer service to all of Red Rock Casino Resort & Spa steadily growing customer base. 2018 Encore Sales at Red Rock Casino Resort & Spa were outstanding. The sales year featured positive double digit sales growth trends in addition to the combined Encore Red Rock Casino Resort & Spa Sales & Operations Teams successfully supporting the 450 guest Fertitta Wedding September 1-2, 2018. Removing the Fertitta wedding from the sales mix resulted in the Encore Sales Team exceeding 2018 revenue targets per VP, Finance Tony Solarz and Encore Controller Irena Beskina. Additionally, in the last three years of partnership, Encore’s sales efforts have produced $14,830,649 in commissionable topline revenues to the hotel and have exceeded $4,150,000 for each of the last three (3) consecutive years during the long-term partnership. Furthermore, in 2018 a new high-water mark for total sales was established of $5,877,096 for the year. With three consecutive years of $4,150,000+ in commissionable topline revenues to the hotel, Encore feels that there is even greater sales potential on property and will be working hard in 2019 to elevate sales on property to new heights with this sales playbook. This twelve-month playbook will serve as a strategic sales plan for the year outlining sales targets, dedicated sales leadership, new sales development and visual sales development initiatives, and monthly/quarterly partnership reporting. This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   2019 ENCORE DEDICATED SALES LEADERSHIP & SUPPORT MATRIXED ORGANIZATION CHART Bill Jett  Larry Luteran  Encore            Freeman            SVP, Operations   EVP & CSO  Chris Walsh  Kirk Matanane  VP,   Regional Director  Onsite Sales  (Las Vegas)  Joe Settipani  Thom Ferman  Dedicated  New     Director,   Director, Sales Dev  Encore Productions  Encore DET  New   Account Executive  Encore DOS  Visual Sales Dev   (Las Vegas)  New   SMET  This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   2019 Encore Red Rock Casino Resort & Spa AV Revenue & GOP (2018/2017) Red Rock Casino Resort & Spa– Location 1514 2018 Gross Revenue $5,877,096 Estimated 2018 Gross Revenue Without Sept 2018 Fertitta Wedding $4,372,691 Budget $4,290,000 2017 Gross Revenue $4,526,270 2018/2017 Rev Variance 2018/Budget +29.8% 2018 GOP Budget +37.0% 2018 GOP Actual 18.0% GOP 2018/2017 11.8% GOP 2018/Budget -4.2% -9.8% This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   Encore Red Rock Casino Resort & Spa 2017-2019 GRN Data   2017 GRN Data  2018 GRN Data  2019 GRN Data  Jan      5,654  Feb      9,376  Mar      10,923  Apr      7,488  May      7,247  Jun      7,829  Jul      7,422  Aug      6,280  Sep      4,070  Oct      7,131  Nov      3,669  Dec      463  Total      77,552   This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   January 2019 Encore Red Rock Sales Department Review & Realignment  Responsibility: Regional Director (LV), Dire., Sales Dev (LV)  Target Date: January 30, 2019 o New DET, New DOS, New SMET o New Matrixed Sales Leadership & Support Assignments – EVP & CSO o New Matrixed Sales Leadership & Support Assignments - VP, Onsite Sales o New Matrixed Sales Leadership Assignment - Director, Sales Development (LV) o New Matrixed Sales Leadership Assignment - Director, Visual Sales Development o New Matrixed Sales Leadership Assignment - Encore Productions Account Executive Launch Encore Sales CRM Data Program With Current Sales Staff  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: January 30, 2019 o Launch on all Red Rock Casino Resort & Spa Sales Development Team Calls. o Begin mandated process of CRM data review in sales cycle looking for event trends, customer loyalty, discounting & more with goal of reducing encroachment and increasing Encore Productions support of large events at Red Rock. Launch 2019 Encore Red Rock Casino Resort & Spa Price Review  Responsibility: Regional Director (LV), Dir., Sales Dev (LV)  Target Date: January 30, 2019. o Initiate formal annual pricing review process and pricing changes o Applies to Encore Red Rock Casino Resort & Spa only and includes contractual gear, labor and production rates. Launch Review Of Vivien Space Modeling of all Encore Red Rock Casino Resort & Spa Meeting Locations  Responsibility: DET, DOS, Director, Visual Sales Development  Target Date: January 30, 2019. o Fast-track review of all Vivien™ models at Encore Red Rock Casino Resort & Spa o More space needed? Launch Dedicated Encore Red Rock Casino Resort & Spa Vivien Event Rendering Training & Support  Responsibility: Director, Visual Sales Development  Target Date: January 30, 2019. o Determine SME on property (Shawn Davis) o Implement new rendering & 360 Panorama requirement in sales process. Include rendered images for all General Session quotes in Ballrooms & commonly sold sets. o Build archive of all rendered set for creative visuals on the iPad during site visits and customer/prospect presentations. This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   February 2019 Encore Sales Plan Distribution & Incentive Review  Responsibility: VP, Onsite Sales  Target Date: February 15, 2019 o Start the sales year in lock step with Red Rock Casino Resort & Spa Sales & Events Teams o Distribute and review of Encore sales incentive & bonus programs with all Encore Red Rock Casino Resort & Spa Sales o Discuss award distribution and bonus tiers o Encore Leverage Program Review Launch Quarterly Business Reviews (QBR)  Responsibility: Regional Director (Las Vegas)  Target Date: Complete Scheduling by February 28th, 2019 o Request calendar date and time for property level QBR. o Collaborative quarterly discussion on Encore’s sales and operations performance. o QBR’s to be archived for reference in company SharePoint site and QBR Calendar Online. Launch Encore Red Rock Casino Resort & Spa Property-level Sales Dashboards  Responsibility: Property DET  Target Date: Monthly Assignment o New dashboards provide Encore’s progress towards MTD & YTD sales and capture goals. o Designed for distribution & review in Daily Stand Up Meeting, Weekly Hotel Sales Meeting o Format design mirrors Quarterly Business Review and is designed for efficiency and familiarity. o Sales Dashboards include:  1.) Topline Revenue vs. Hotel Budget  2.) Commissionable Revenue vs. Hotel Budget  3.) Capture Rate  4.) Site Visits  5.) Top Events,  6.) Site visits participated  7.) Site visits not Included o Share Monthly Sales Dashboards with Red Rock Casino Resort & Spa Executive Teams Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (Las Vegas), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2019 This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   February 2019 (Continued): Launch Encore Productions Capture Assistance & Encroachment Reduction Program  Responsibility: VP, Onsite Sales & Encore Productions Account Executive  Target Date: February 15, 2019 o Co-operative program with Encore Productions Account Executive o Encore Productions will provide dedicated Account Executive to Encore Red Rock Casino Resort & Spa, includes review of all production opportunities at Encore Red Rock Casino Resort & Spa via definite business lists & CRM o Provide guest presenter opportunities for Productions on all Encore Red Rock Casino Resort & Spa calls & site visits. Launch Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (Las Vegas), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2019 with Encore Productions o Develop strategies to capture more large business, reduce encroachment Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing. Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   March 2019 Quarterly Business Review (QBR) Presentation  Responsibility: Regional Director (Las Vegas)  Target Date: March 1st – March 31st o 60 minute or less quarterly presentation of Encore’s quarterly progress toward annual sales and operations goals. o Encore Marketing supported initiative for all materials, presentation materials for consistent look and feel. o Financials included in presentation to Hotel Executive Team. o Encore QBR Presentation Team includes Regional Director (Las Vegas), DET, DOS, Dir., Sales Development (LV). Additionally, Encore SVP, OPS, SVP, Operations or VP, Onsite Sales may participate if needed. o Compilation of QBR’s will be shared with Red Rock Casino Resort & Spa Executive Team in timely manner Encore Red Rock Casino Resort & Spa Event Technologies Showcase  Responsibility: Regional Director (Las Vegas,), DET & DOS  Target Date: March 31, 2019 o Elevate the customer experience with eye opening technologies in the sales cycle o Host an Event Technology showcase for key Red Rock Casino Resort & Spa Customers & Prospects o Host an Event Technology showcase for key Encore Red Rock Casino Resort & Spa Hotel Team Members o Expose team members to Encore capabilities and high quality meeting room standards Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (Las Vegas), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   April 2019 Encore Red Rock Casino Resort & Spa Account Review  Encore Responsibility: Encore EVP & CSO, SVP, Ops, SVP, Strategic Accounts, VP, Onsite Sales, Dire, Sales Dev (LV), Regional Dir., (LV), DET, DOS  Hotel Responsibility: Regional GM, Hotel GM  Target Date: Mid- April o Meeting with Deanna & Kasha to review Encore’s account progress o Milestone performance discussions for Red Rock Casino Resort & Spa o Performance to budget, initiative launches and more. Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   May 2019 Quarterly Business Review (QBR) Scheduling  Responsibility: Regional Director (LV)  Target Date: Complete Scheduling by February 28th, 2019 o Request calendar date and time for property level QBR. o Collaborative quarterly discussion on Encore’s sales and operations performance. o QBR’s to be archived for reference in company SharePoint site and QBR Calendar Online. Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spain 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   June 2019 Quarterly Business Review (QBR) presentations to Red Rock Casino Resort & Spa  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: June 1st – June 30th Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   July 2019 Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (Las Vegas), DET, DOS, Encore Productions Acct Exec  Target Date: Ongoing o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Ongoing Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Ongoing o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   August 2019 Encore Red Rock Casino Resort & Spa Account Review  Responsibility: Encore EVP & CSO, SVP, Ops, SVP, Strategic Accounts, VP, Onsite Sales, Dire, Sales Dev (LV), Regional Dir., (LV), DET, DOS  Target Date: Mid- August o Meeting with Deanna & Kasha at Red Rock Casino Resort & Spa to review Encore’s account progress o Milestone performance discussions for Red Rock Casino Resort & Spa o Performance to budget, initiative launches and more. Quarterly Business Review (QBR) Scheduling  Responsibility: Regional Director (Las Vegas)  Target Date: Complete Scheduling by August 31th, 2019 o Request calendar date and time for property level QBR. o Collaborative quarterly discussion on Encore’s sales and operations performance. o QBR’s to be archived for reference in company SharePoint site and QBR Calendar Online. Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Ongoing o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   September 2019 Quarterly Business Review (QBR) presentations to Red Rock Casino Resort & Spa  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: September 1st – September 30th Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Ongoing Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   October 2019 Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly  Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spain 2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   November 2019 Quarterly Business Review (QBR) Scheduling  Responsibility: Regional Director (LV)  Target Date: Complete Scheduling by November 30th, 2019 o Request calendar date and time for property level QBR. o Collaborative quarterly discussion on Encore’s sales and operations performance. o QBR’s to be archived for reference in company SharePoint site and QBR Calendar Online. Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly o Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   December 2019 Encore & Red Rock Casino Resort & Spa Collaboration Day (Annual Event)  Responsibility: Regional Dir (LV), DET, DOS, Dir., Sales Development (LV)  Target Date: Annual Event, Date TBD in December o Wrap up the year strong and in partnership o Annual single day collaboration event with Encore Event Technologies & Red Rock Casino Resort & Spa Teams o Presentation of Encore Event Technologies services to any & all Red Rock Casino Resort & Spa Associates, includes high level Encore & Red Rock Casino Resort & Spa Teams o Presentation of best practices, new & trending hospitality items, team building exercises o Volunteer activity giving back to the community Quarterly Business Review (QBR) presentations to Red Rock Casino Resort & Spa  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: December 1st – December 31st  Debrief 2019 Performance to goals and budget. Distribute Customer Facing Property-level Sales Dashboards  Responsibility: VP, Onsite Sales, Dir., Sales Development, Property DET or DOS  Target Date: Monthly Assignment Encore Productions Lost Business Reporting Review (Increase Event Capture)  Responsibility: Regional Director (LV), DET, DOS, Encore Productions Acct Exec  Target Date: Monthly  Initiate Review Of Lost Business & Large Opportunities at Red Rock Casino Resort & Spa in 2018-2019 Encore Red Rock Casino Resort & Spa Sales Development “Team” Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing Encore Red Rock Casino Resort & Spa Sales Development One On One Call (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales, Director, Sales Development (LV), DOS  Target Date: Ongoing Encore “Top Box” Team Calls (Recurring Weekly – 30 minutes)  Responsibility: VP, Onsite Sales & Director, Sales Development (LV)  Target Date: Ongoing This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   2019 Sales & Operrations Improvement Plan: 1. Begin Encore Staffing Review & Staff Changes at 1514 a. DET change out, though untimely, is essential as YOY GOP data shows consistent underperformance for 3+ years. b. Add new DOS & new SMET. c. Review current sales team member performance and hotel interaction. 2. Work with Deanna Burgess (VP, Hotel Sales) and Kasha Makelprang (Exec Dir, Catering & Convention Services) secure direct access to hotel booking system data at 1514. a. This is essential to tighten up forecasting. b. This is essential to establish early customer and prospect communications. c. This is essential to participate on all hotel site visits and FAM Tours. d. This is essential to do CRM research on all opportunities and share with hotel CSM’s. e. This is essential to establish communications 1.5+years or greater in the sales pipeline. i. Without this access, no proactive customer communications takes place. ii. Notification of definite business currently comes from hotel CSM to Encore DET/SMET 14-30 days out. 3. Rollout & Impliment 2019 Sales Playbook at 1514 with (12) Month Action Calendar. a. Launch 100% collaborative sales effort between Encore & Red Rock Sales Teams b. Impliment January – December 2019 Sales Playbook with monthly items c. Identify Encore accountability ownership of monthly items and assignments in plan 4. Host Quarterly Business Reviews With Hotel Team a. Review sales performance to budget QTD, YTD, YOY b. Review commission contribution to budget QTD, YTD, YOY c. Review new innovations d. Review Sales Playbook scheduled events 5. Effective immediately, carbon copy all Red Rock Hotel CSM’s on each communication to shared customers and prospects a. Build sales bond with Hotel Team with Encore Sales Teams communications to shared customers 6. Provide CRM Data on incoming prospects and potential repeat customers from EOS. a. Secure relationships with Hotel CSM and past Encore Experiences b. Improve GOP with reduced discounting. This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   2019 Sales & Operrations Improvement Plan (Continued): 1. Help the hotel win & secure with strategies other than deep discounting or ‘good guy’ pricing. a. Provide CRM Data on past Encore Experiences b. Discuss prospects with Encore Information Exchange Calls with other Encore Locations. c. Establish discounting parameters with hotel staff. i. Younger/newer hotel sales teams tend to give away to win at all costs. ii. Establish hotel bill back policy on all revenue generating events at rack rate less commission to maintain highest levels of GOP at 1514. 2. Identify key hotel sales targets team and partner on winning business as a team. a. Help the hotel secure ‘corporate business’ vs their high percentage of social business in their mix currently. b. Assign Encore Productions AE to Red Rock Hotel to help win big business. 3. Host Quarterly Business Reviews With Hotel Team a. Review sales performance to budget QTD, YTD, YOY b. Review commission contribution to budget QTD, YTD, YOY c. Review new innovations d. Review Sales Playbook scheduled events 4. Host Event Technology Showcase to familiarize all Red Rock Sales Team Members with Encore’s full circle event support capabilities a. Hotel CSM’s & Sales Staff has turned over nearly 100% in last 1.5 – 2 years. This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.  

Strictly Private & Confidential Encore Event Technologies 2019   2019 Encore Red Rock Casino Resort & Spa Monthly Sales Dashboard This document is the proprietary property of Encore Event Technologies. Copying or otherwise distributing the information contained herein is a breach of confidentiality agreement.