Presentation Transcript

1. 2013 NA Sales Incentive Trip CriteriaGlobal & NA Incentive Trips
2. Incentive Trip Destinations The 2013 Global Incentive Trip will take place from 5/5/14 to 5/10/14 in Bali, Indonesia The 2013 NA Incentive Trip will take place from 5/14/14to 5/17/14 in St. Maarten Additional Details: http://www.starwoodincentivetrip.com/global/ http://www.starwoodincentivetrip.com/northamerica/
3. Initial Eligibility Criteria All potential incentive trip participants must meet the following criteria: Employed by Starwood at the time of the Incentive Trips Have a minimum of 9 months goals and actuals A PMP rating above ‘D’ Meet the qualifying criteria as outlined in this document
4. Hotel & Metro Market Leader Plans
5. Director of Sales & Marketing / Metro Market Director of Sales / Area Director of Sales & Marketing
6. Metro Market Group Sales Leader / Metro Market Associate Director, Group Incentive Plan #11
7. Hotel Director of Sales / Director of Group Sales / Director of SalesIncentive Plan #1
8. Hotel Director of Event Management Incentive Plan #4
9. Hotel Director of Catering Sales Incentive Plan #5
10. Hotel Director of Catering & Event Management Incentive Plan #6
11. Sales Leader, Catering / Associate Director, Catering / Director of Catering & Event Management Incentive Plan #15
12. Metro Market Position Transient Sales Leader / Associate Director – Leisure Sales & BTIncentive Plan #14
13. Property Plans
14. Hotel Sales Manager,Group / Hotel Account Director, Group / Hotel Sales Specialist, GroupIncentive Plan #2
15. Hotel Sales Manager, Catering / Hotel Account Director, Catering / Hotel Sales Specialist, CateringIncentive Plan #3
16. Meeting & Event Manager Incentive Plan #4
17. Sales Manager - Leisure, Sales Manager – BT, Account Director – Leisure, Account Director - BTIncentive Plans 7 & 8
18. Metro Market Plans
19. Metro Market Position Group Sales Manager / Group Account Director / Group Sales Specialist Incentive Plan #12
20. Metro Market Position Catering Sales Manager / Catering Account Director / Catering Sales Specialist Incentive Plan #13
21. Metro Market Position Transient Sales Manager / Account Director / Sales Specialist – Leisure & BTIncentive Plan #17
22. NA Divisional Sales
23. Divisional Leader PlanDirector of Sales
24. Divisional Seller PlanDivisional Account Manager Business Development
25. Divisional Seller Plan – Group or Group / BTAssociate Director of Sales / Account Director / Account Manager
26. Divisional Seller Plan – BT, BT/Group, Airline or LeisureAssociate Director of Sales / Account Director / Account Manager
27. Divisional Seller Plan – Group or LeisureSales Specialist , B2B Accounts
28. Divisional Seller Plan – BTSales Specialist , B2B Accounts
29. Field Marketing & Revenue Management
30. Field Marketing PositionsIncludes Manager of Field Marketing, Senior Manager of Field Marketing, and Director of Field Marketing Notes: Trip winners must be within the top 15% of all eligible Field Marketing Directors, Sr. Managers and Managers. No more than 25% of Managers and Sr. Managers from a single team can qualify. Winners must receive a PMP rating of “B” or “A” Field Marketing associates must be in the position for at least 9 months to be considered eligible
31. Revenue Management PositionsIncludes Director of Revenue Management and MM Revenue Management Leaders Notes: Trip winners will be the top 20% of all eligible Property DORMs and MM DORMS
32. Appendix
33. Incentive Trip FAQs What if I changed roles in the middle of the year? A seller can still qualify for the trip as long as they have 9 months of goals and actuals. The goals and actuals from all of the plans will be combined. If on the same plan (i.e. Joe Smith moves from the Westin Diplomat on a Plan 2 Group to the Westin Charlotte on a Plan 2 Group) the goals and actuals are combined. If the plans are different (i.e. Sally Seller moves from the Westin Diplomat on Plan 3 Catering to the Westin Charlotte on a Plan 2 Group) they will be calculated separately and then combined with the criteria used for the plan with the highest weighting of revenue and time on plan. (i.e. Sally is on Plan 3 from January-March and Plan 2 from May-December. Plan 2 criteria will be used) I sent a team hot on December 15, 2013 and it turned definite on January 2, 2014 - will I get credit for it towards my trip criteria? All team hot leads must be definite by December 31, 2013 in order to receive credit for the 2013 incentive trips. All team hot leads must have a minimum of $2,500 in definite revenue to qualify. Transient leads must have $2,500 in definite consumed revenue to count towards the trip. If a seller moves mid year and qualifies which property should pay for the trip? The cost will be split between the two- if the seller is with Property A from January-April and Property B from May-December and the trip costs $5,000: Cost to Property A 3/12= 25% * $5,000= $1,250 Cost to Property B 8/12= 75% * $5,000= $3,750
34. Incentive Trip FAQs What if I was on more than one SIP plan in 2013? A seller can still qualify for the trip on two plans, as long they have 9 months of goal and actual. The two plans goal and actual will be combined to get a full year achievement %. If the seller has more than 6 months on one plan, the criteria for that plan will be used. If the seller is on two plans for the full year, the plan with the most % of the seller’s goal will be used to determine trip criteria. Example 1 John works at the Westin Detroit as a Sales Manager assigned to Plan 2 from January-April and then is promoted to a Catering Sales Manager role and is on Plan 3 from May-December. John has a full year of goal and actual which will be combined, and the criteria for Plan 3 will be used to determine if he qualifies for the trip Example 2 Sue works at the Sheraton San Francisco and has group and catering goals and actuals on Plan 2 and Plan 3 for the full year. Plan 2 Actual = $1,025,000, Goal = $900,000. Plan 3 Actual = $325,000, Goal = $300,000 Total Full Year Actuals $1,350,000, Total Full Year Goal $1,200,000 Full Year % to Goal = 112.5% Because the bulk of Sue’s goal and actual are on Plan 2 we would use the Criteria for Plan 2. The % goal gatekeeper is 120% so Sue would not make one of the 2013 trips.
35. Incentive Trip FAQs What if I am not able to attend the trip? We encourage everyone who qualifies to attend the qualifying incentive trip to celebrate your success in 2013, however we do know that emergencies happen.  Points in lieu of the trip are not an option for the 2014 trips, except in the case of (immediate) family or medical emergencies. These exceptions must be approved by your Regional Sales VP in order to award points in lieu of the incentive trip. For sellers with approval for points in lieu of trip, they will be awarded as follows. For the Global Trip in Bali 145,000 points and 6 PTO days will be awarded, and for the NA Trip in St. Maarten 135,000 points and 4 PTO days will be awarded. Sellers must submit points in lieu of trip form by May 30, 2014. What if I decline the trip? If you decide to decline the trip, there is no SPG point option and PTO days will not be awarded. What if I have children at home is child care while on the trip included? Childcare is not included in your trip expenses. You will need to arrange this on your own. What if I have a medical emergency and can’t attend the trip? If you have a medical emergency (personal or immediate family) that prohibits you from attending, you will be required to complete an exception form.  The form will be available during the registration process and will require approval by your VP and Mary Casey. Approved exceptions will receive SPG  points and 4 PTO days. .
36. Incentive Trip FAQs . Are my incidentals at the hotel covered while I am on the trip? Incidental spend at the property is not included in your trip. All trip activities and meals are covered, but anything off the itinerary is a personal expense. This includes room service, internet service in room, and in room movies. You must use a personal credit card at check in to cover your incidental charges. Can I expense my cab ride to and from the Airport I will be departing from? Travel to and from the airport you will be departing from be can expensed. However, in the event your guest is traveling from a different location, your guest expenses to and from the airport will not be covered. .
37. Terms & Conditions . Starwood reserves the right to modify or cancel the incentive trip at any time for any reason. Upon any changes to the trip location or trip eligibility criteria, all participants will be notified accordingly. .
38. If you have further questions please email: Sales.Admin@starwoodhotels.com .