2013 na sales incentive trip criteria global & na incentive trips

2013 NA Sales Incentive Trip CriteriaGlobal & NA Incentive Trips

2Strategic Sales Analysis & Business Insights

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 5/14/14 to

5/17/14 in St. Maarten

http://www.starwoodincentivetrip.com/global/ http://www.starwoodincentivetrip.com/northamerica/

Additional Details:

http://www.starwoodincentivetrip.com/global/





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

Hotel & Metro Market Leader Plans


Director of Sales & Marketing / Metro Market Director of Sales / Area Director of Sales & Marketing

Qualifying Criteria

Global Incentive Trip

NA Incentive Trip

Notes

Revenue Achievement

$25,000,000 + <$25,000,000 Includes Net Team Group & Transient Room Revenue, Net F&B, and Net Room Rental & Resources Consumed

% to Goal 105% to Goal 105% to Goal Based on FY 2013 Team

Performance

Team HOT Gatekeeper

100% of Team HOT Revenue

Goal


Goal

-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR

Gross Operating Revenue will be added across properties to determine a single GOR


Metro Market Group Sales Leader / Metro Market Associate Director, Group Incentive Plan #11

Qualifying Criteria


NA Incentive Trip

Notes

Revenue Achievement

$10,000,000 + <$10,000,000 Includes Net Team (Direct Reports) Group, Net F&B, and Net Room Rental & Resources Consumed

% to Goal 115% to Goal 115% to Goal Based on FY Team

(Direct Reports) 2013 Performance

Team HOT Gatekeeper

2 Leads that Turned Definite or $50,000 in

Definite Revenue Sent



-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR



Hotel Director of Sales / Director of Group Sales / Director of SalesIncentive Plan #1

Qualifying Criteria


NA Incentive Trip

Notes

Revenue Achievement

$10,000,000 + Up to $10,000,000

Includes Net Team Room Revenue, Net Team F&B Booked, and Net Room Rental & Resources Consumed

% to Goal 105% to Goal 105% to Goal Based on FY 2013 Team

Performance

Team HOT Gatekeeper


Goal


Goal

-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR

Gross Operating Revenue as per Property P&L


Hotel Director of Event Management Incentive Plan #4

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,250,000 to $5,000,000

<$1,250,000 Includes Net Team Banquet, Net Catering F&B , and Net Room Rental Consumed

% to Goal 110% to Goal 110% to Goal 110% to Goal Based on FY Team 2013 Performance

MPSI

4.83 or Higher, with a Minimum of 15 Returns

Director must be above brand

default for MP OSAT



default for MP OSAT



default for MP OSAT

-

Team HOT Gatekeeper

3 Leads that Turned Definite



-

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR



Hotel Director of Catering Sales Incentive Plan #5

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,250,000 to $5,000,000

<$1,250,000 Includes Net Team F&B, Net Room Rental & Net Resources Consumed

% to Goal 110% to Goal 110% to Goal 110% to Goal Based on FY Team

2013 Performance

Team HOT Gate Keeper


or 100% of Team Goal





NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR



Hotel Director of Catering & Event Management Incentive Plan #6

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,250,000 to $5,000,000

<$1,250,000 Includes Net Team F&B, Net Room Rental & Net Resources Consumed

% to Goal 110% to Goal 110% to Goal 110% to Goal Based on FY Team

2013 Performance

Team HOT Gate Keeper







NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR



Sales Leader, Catering / Associate Director, Catering / Director of Catering & Event Management Incentive Plan #15

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,250,000 to $5,000,000

<$1,250,000 Includes Net Team (Direct Reports) Room,

Net F&B, Net Room Rental and Resources

Consumed

% to Goal 110% to Goal 110% to Goal 110% to Goal Based on FY 2013

Team (Direct Reports) Performance

Team HOT Gatekeeper







-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR

Gross Operating Revenue will be added

across properties to determine a single

GOR


Transient Sales Leader / Associate Director – Leisure Sales & BTIncentive Plan #14

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$4,000,000 + $1,300,000 to $4,000,000

<$1,300,000 Net Team room revenue for all assigned accounts

% to Goal 115% to Goal 115% to Goal 115% to Goal Based on FY 2013 Team

Performance

Team HOT Gatekeeper


or 100% of Team Revenue

Goal



Goal



Goal

Transient Team Hot Leads must have a

Minimum of $2,500 in Consumed Revenue

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR


across properties to determine a single GOR

Metro Market Position

Property Plans


Hotel Sales Manager, Group / Hotel Account Director, Group / Hotel Sales Specialist, GroupIncentive Plan #2

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,400,000 to $5,000,00

<$1,400,000 Includes Net Individual Room, Net F&B, Room Rental and Net Resources Consumed

% to Goal 120% to Goal 120% to Goal 120% to Goal Based on FY Individual

2013 Performance

Team HOT Gatekeeper







-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR



Hotel Sales Manager, Catering / Hotel Account Director, Catering / Hotel Sales Specialist, CateringIncentive Plan #3

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$2,250,000 + $1,250,000 to $2,250,000

<$1,250,000 Includes Net F&B, Room Rental & Net Resources Consumed

% to Goal

110% to Goal 110% to Goal 110% to Goal Based on FY Individual 2013 Performance

Team HOT Gatekeeper





3 Leads that Turned Definite or

$25,000 in Definite Revenue

Sent

-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR



Meeting & Event Manager Incentive Plan #4

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,250,000 to $5,000,000

<$1,250,000 Includes Net Team Banquet, Net Catering F&B , and Net Room Rental Consumed

% to Goal 110% to Goal 110% to Goal 110% to Goal Based on FY Team 2013 Performance

MPSI



default for MP OSAT



default for MP OSAT



default for MP OSAT

-

Team HOT Gatekeeper




-

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR



Sales Manager - Leisure, Sales Manager – BT, Account Director – Leisure, Account Director - BTIncentive Plans 7 & 8

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$4,000,000 + $1,300,000 to $4,000,000

<$1,300,000 Includes Net Room Revenue Consumed from Assigned Accounts

% to Goal 115% to Goal 115% to Goal 115% to Goal Based on FY 2013

Performance

Team HOT Gatekeeper


or 100% of Team Revenue Goal


or 100% of Team Revenue Goal

3 Leads that Turned Definite or

100% of Team Revenue Goal

-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR


Metro Market Plans


Group Sales Manager / Group Account Director / Group Sales Specialist Incentive Plan #12

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$5,000,000 + $1,400,000 to $5,000,000

<$1,400,000 Includes Net individual Room, Net F&B, Net Room Rental and Resources Consumed


2013 Performance

Team HOT Gatekeeper







-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR




Catering Sales Manager / Catering Account Director / Catering Sales Specialist Incentive Plan #13

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$3,000,000 + $1,500,000 to $3,000,000

<$1,500,000 Includes Net individual Room, Net F&B, Net

Room Rental and Resources Consumed


2013 Performance

Team HOT Gatekeeper







-

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR


across properties to determine a single

GOR



Transient Sales Manager / Account Director / Sales Specialist – Leisure & BTIncentive Plan #17

Qualifying Criteria


NA Incentive Trip

SPG Points Notes

Revenue Achievement

$4,000,000 + $1,300,000 to $4,000,000

<$1,300,000 Includes Net individual Room, Net F&B, Net

Room Rental and Resources Consumed

% to Goal 115% to Goal 115% to Goal 115% to Goal Based on FY individual

2013 Performance

Team HOT Gatekeeper







Transient Team Hot Leads must have a

Minimum of $2,500 in Consumed Revenue

NBD Gatekeeper

90% of NBD Goal

90% of NBD Goal

90% of NBD Goal

-

GOR Gatekeeper

90% Property GOR

90% Property GOR

90% Property GOR


across properties to determine a single GOR


NA Divisional Sales


Divisional Leader PlanDirector of Sales

Qualifying Criteria


NA Incentive Trip

Notes

Revenue Achievement

$25,000,000 + $25,000,000 + -

% to Goal

110% to Goal 110% to Goal Team Room Revenue Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR

Budgeted GOR Achievement

Team New Revenue Goal

90% to Goal 90% to Goal -


Divisional Seller PlanDivisional Account Manager Business Development

Qualifying Criteria

Global Incentive

Trip

NA Incentive Trip

Notes

Revenue Achievement

$2,600,000 + $2,600,000 + -

% to Goal

120% to Goal 120% to Goal Individual Revenue Goal

GOR Gatekeeper

90% Property GOR

90% Property GOR



Divisional Seller Plan – Group or Group / BTAssociate Director of Sales / Account Director / Account Manager

Qualifying Criteria Global Incentive

TripNA Incentive Trip Notes

Revenue Achievement

$10,000,000 + $10,000,000 + -

% to Goal

120% to Goal 120% to Goal Individual Revenue Goal Goals for Group/BT sellers have to be weighted 70% or more to transient

GOR Gatekeeper

90% Property GOR

90% Property GOR


Individual New Revenue Goal



Divisional Seller Plan – BT, BT/Group, Airline or LeisureAssociate Director of Sales / Account Director / Account Manager



Revenue Achievement

$15,000,000 + $15,000,000 + -

% to Goal

110% to Goal 110% to Goal Individual Revenue Goal Goals for Group/BT sellers have to be weighted 70% or more to transient

GOR Gatekeeper

90% Property GOR

90% Property GOR


Individual New Revenue Goal



Divisional Seller Plan – Group or LeisureSales Specialist , B2B Accounts



Revenue Achievement

$4,000,000 + $4,000,000 + -

% to Goal


GOR Gatekeeper

90% Property GOR

90% Property GOR


Individual new revenue



Divisional Seller Plan – BTSales Specialist , B2B Accounts



Revenue Achievement

$15,000,000 + $15,000,000 + -

% to Goal


GOR Gatekeeper

90% Property GOR

90% Property GOR


Individual new revenue


Field Marketing & Revenue Management


Field Marketing PositionsIncludes Manager of Field Marketing, Senior Manager of Field Marketing, and Director of Field Marketing

Qualifying Criteria

NA Incentive Trip

Notes

Annual Revenue Goal

105% or Greater

-

Field Marketing

Group Goal

105% or Greater

-

Team Client Service Score

4.2 or Greater -

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


Revenue Management PositionsIncludes Director of Revenue Management and MM Revenue Management Leaders

Qualifying Criteria

NA Incentive Trip

Notes

GOR Gatekeeper

90% of Property GOR

-

RPIPCTarget or Greater

-

Minimum GOP

Minimum of 105% of Budget

-

Notes:

• Trip winners will be the top 20% of all eligible Property DORMs and MM DORMS

Appendix

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

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.

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.

.

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.

.

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.

.

If you have further questions please email:

[email protected]

.

2013 na sales incentive trip criteria global & na incentive trips

Documents

following criteria

document slide

pmp rating

erica additional details

months goals

maarten http