1. Hospitality Introduction More to come

2. Hospitality Market • Many smaller hotels / motels / properties • Larger Full Service Properties • Often managed by Property Management Groups • Resorts or Country Clubs • Self managed

3. Challenges for Many Smaller • Budgets are similar to retail • Labor cost to Revenue/Sales • CPOR (Cost per Occupied Room) • Cleaning cost per room (budget - $4) • Aux prompts to enter rooms cleaned • Staffing requirements are much less dynamic • You need a minimum of 12 house keepers and 1 front desk regardless if you are 60% or 100% occupied

4. Challenges for Smaller Properties • Properties are constantly bought and sold • Licensing nightmare – AoD advantage • Time and Attendance rules are simplistic to a fault • (FLSA? I’d like to see everyone’s I-9 forms) • Remote payroll prepared – centrally processed

5. Large Full Service Hotels • Occupancy statistics • Rooms occupied per day • Occupancy % (actual vs budget) • Staffing is more fluid (similar to healthcare) • #FTE to Occupied Rooms per position • Replacement Employees • Budget items more advanced • Labor Budget to Revenue per job • CPOR and Restaurant Sales to Labor, etc.

6. Large Full Service • Restaurant, Laundry, Front Desk, Concierge, Banquet, Events, Bellhop, • Many positions filled by few employees • FTE is great, but you can’t schedule .8 emps if rooms are light • More pay classes • Local management / payroll processing • Integration key • Point of sale (difficult – generally licensed to property by Hotel chain (Marriott), isn’t overly cooperative with property management group.) • Requires manual entry (Room Occupancy and Revenue, by GM) • Enterprise Payroll and HR

7. Resorts/Country Clubs • Banquet Room • Minors • Tips based on sales or static tip • Disseminated by employee’s weighted hours worked on event • Not set schedule • Many Positions; seasonal • Positions per Employee ratio very low • Budgets • Retail like • X% of Sales equates to Position labor cost • Restaurant labor can not exceed 25% of sales • Staffing • Many small properties like • Minimum of 1 positions (regardless of sales)

8. Intro Summary • Data collection • Collecting punches, tips, aux promts… • Office to Restaurants and Laundry environments • Understanding the unique business needs… • not only allows you to determine the appropriate tools, but separates you from the crowd