Distribution & Sales

Updates

Sumatera Kalimantan Sulawesi

hotels
18 March 2022
Appendix
 Pullman Bangkok Grande Sukhumvit - Thaïland

1.a
Who’s Who
in the HUB Commercial team
South East Asia Japan Korea

Amarterra Villas Bali Nusa Dua

 Accor Commercial Team
SOUTHEAST ASIA, JAPAN AND SOUTH KOREA

Andrew Hodges Daniel Fang Charline Boccara Dona Louis Antony Meguerdijian Priscilla Wong
Vice President Vice President Senior Director Senior Director Vice President Personal Assistant
Revenue & Brand Management Digital Performance Loyalty & Guest Sales to Chief Commercial
Business Intelligence & Marketing & Distribution Experience Officer

Kerry Healy

Chief Commercial Officer

Claire Arnold Sho Yasui Ollie Ansell Victoria Sertic Anthony Slewka Izaac Siwy
Projects Director Commercial Director Commercial Director Commercial Director Commercial Director Commercial Director
Japan Thailand, Myanmar, Singapore, Maldives, Vietnam Indonesia, Malaysia
Cambodia, Laos Philippines

A s o f A u g u s t 2 0 2 1
 Pullman Ciawi Vimala Hills

1.b
Distribution
Overview
 TARS
THE ACCOR RESERVATION SYSTEM
A SINGLE AND POWERFUL BOOKING ENGINE
AND A UNIQUE MULTI-CHANNEL
PLATFORM THAT GIVES
YOU ACCESS TO EVERY FACET OF
THE ENTIRE HOTEL INDUSTRY

DISTRIBUTE THE HOTEL ON MULTIPLE DIRECT AND INDIRECT CHANNELS,

HANDLING VOICE, WEB, MOBILE AND CONNECTED MEDIA
 360° Connection to the Market
PROVIDED BY TARS, YOUR CENTRAL RESERVATION SYSTEM

ALL.Accor.com multi-brand portal Metasearch engines drive

traffic to AccorHotels.com
16 BRAND WEB SITES, and OTAs

1 MOBILE APP 110+ ONLINE TRAVEL AGENCIES

are directly connected and access
35 point of
900 SALES AGENTS sales animated
TARS inventory & offers in real-time
operate in by countries
10 CALL CENTERS
in 18 languages
+
1500 HOTELS
use Cluster facilities The major Travel
Management companies
are connected through GDS
and access TARS inventory &
1500+ HOTELS use TARS negotiated offers in realtime
for their corporate/leisure
for their own bookings clients

A single and powerful Booking Engine Fully connected to Accor referenced PMS
distributing 4800+ hotels on multiple direct and (FOLS, Opera) and RMS (EzRMS, iDeas) and fully
indirect channels, handling voice, web, mobile and interfaced with a rich and shared central Client Database
connected media providing rich (photos, videos) interacting at each step of the Customer Journey,
and multi-lingual content. providing client knowledge to hotels and services to
clients.
 Accor Distribution System
Connected Channels

France

Wroclaw – Poland

Rabat – Morocco
Via
Derbysoft &
Sao Paulo – Brazil Rate Tiger

Bangalore – India

Via
Dalian – China Dhisco

Sydney – Australia

Moncton – USA

Bangkok – Thaland

Indonesia - Jakarta

8
 The Accorhotels Distribution Solution

Daily transmission
Real-Time transmission Rate opening/closing
recommendations
Bookings, prepayments,
price updates, client data, Min stay, Max stay, closed
TARS
to PMS preferences… RMS to
TARS to
arrival recommendations
Room availability / left to
sell Price update
PMS to
TARS recommendations

Daily transmission

Historics, portfolio
PMS to
RMS
 Key OTAs Renumeration
All set within TARS

• Non Last Room Availability

• Brand and Hotel key word protection
 Connectivity Progress
B2B and B2C

via Derbysoft / Dhisco

Connectivity agreement signed

Deployment completed, monitoring distributed nett rates in comparison to other
B2B and B2C source

Indonesia based OTA

Connectivity agreement signed
Indonesia based Wholesale Gross rate, post commission payment via Fastcom
Connectivity pilot started, target deployment from Q2 2022

Singapore based Wholesale

Malaysia based Wholesale Indonesia based OTA

Commercial qualification at final stage
Gross rate, post commission payment via Fastcom
Ongoing deployment, at early stage :
 Distibution Delivery Report
Full Year 2021 – Indonesia - Room Nights

Room night Year To Date Rooms Contribution %

TARS Contribution 2020 2021 Variance 2020 2021
Calls & Mails 16,083 4,200 -73.9% 0.5% 0.1%
GDS & Partners 6,607 1,953 -70.4% 0.2% 0.0%
Web 887,686 1,148,517 29.4% 28.1% 25.3%
Web Contribution Web Direct 201,153 210,848 4.8% 6.4% 4.6%
Web Indirect 686,533 937,669 36.6% 21.7% 20.6%
SUBTOTAL 910,376 1,154,670 26.8% 28.8% 25.4%
ResaWeb 444,454 722,372 62.5% 14.0% 15.9%
TARS CONTRIBUTION (with INTRA) 1,354,830 1,877,042 38.5% 42.8% 41.3%
Web Direct 22.66% 18.36%
Web Indirect 77.34% 81.64%

2019 Tars room nights were 2.016.907, or 35% to total room sold
 TARS Applications : Provided by Distribution Systems
Same login &
passwords
DATAWEB

The Accor extranet, used by hotels and https://dataweb.accor.net/dotw-trans/welcome.action

administration teams to update rates, availability,
sales restrictions and more. Updating TARS and all
distribution channels in real time..

RESA WEB

The booking application powered by TARS, used https://resaweb.aa.accor.net/rotw/home.action

by call centers, clusters and hotels(non FRS),
allowing to prepay on line, to burn Le Club points
on line, using RM recommendations and
accessing the 74 million client database.

HOTEL DESCRIPTION

The Accor extranet, used by hotels and https://myaccorhotels.accor.net/login.html

administration teams to update all hotel data:
description.

FASTCOM

The application dedicated to commission and https://atacsweb.accor.net/aotw/welcome.action

remuneration settlement for traditional and on-line
travel agencies, fully interfaced with TARS.
 TARS Applications : Provided by Distribution Systems
APOL

A unique platform allowing the client to prepay

at booking time with a credit card or an
electronic payment method (Paypal, etc.)

REPORT HOTEL

The Hotel Reporting Suite, providing activity https://reporthotels.accor.net/Report/

reports, dashboards, alerts, etc.

ACDC

New digital customer card to provide your hotel https://arrivals-list.accor.net/#/aloaLogin

with the data that will allow you to deliver guest
experience and
increase guest satisfaction

HOTELLINK

The hotel extranet dedicated to ALL loyalty https://hotellink.accor.net/AClubHotelLink/login.htm

program management: enrolment form, earn and
burn facilities, etc.

ANAIS & LANYON/CVENT

The application designed for hotels and sales https://anais.force.com/hotels/login

forces to manage contracts and share
commercial actions towards Corporate and
Leisure accounts.
https://supply.lanyon.com/Supplier/LoginSupplyPortal.aspx
 TARS Applications : Central Portal
https://addressbook.accor.net/External/VSSL/index.html

X
 TARS Application Online Courses
Via INEZ

Training links:

RESA Web - Global - Multi (OLC368010)

DATA Web - Global - Multi (OLC446008)
FASTCOM Web - GLOBAL - Multi (OLC446014)

✓ Please connect to INES platform – recommend to open https://ines-accor.com/ first in one tab, followed by the course link in second
tab
✓ Recommended browser would be Google Chrome, or Microsoft Edge
 TARS Application Training Decks

Please refer and download from this shared folder :

https://accor-my.sharepoint.com/:f:/p/izaac_siwy/EnViapfMzuNOgExVsdwsjTQB0sC1rdsph9fTHgl2l1MXOg?e=oGHga5
 Pullman Bangkok
GrandGrande Sukhumvit
Mercure Surabaya- Thaïland
City

Public Rate Architecture

Corporate Rates
Best Price Guarantee
 2.a
Public Rate Architecture
 Pricing Principles

▪ Build a fair and stable pricing image for Accor Hotels

▪ Reward early bookers with more attractive rates

▪ Leverage higher willingness to pay and lower price sensitivity of late-booking customers

▪ Limit revenue dilution due to opportunistic cancel-and-rebook practices

▪ Protect perceived value of the brand and price confidence by avoiding last minute price drops

▪ Ensure meaningful price increase steps

ILLUSTRATION
Price Price

280 280
260 260

230 230
200 200

D-30 D-15 D-3 Lead D-30 D-15 D-3 Lead

Time Time
 Pricing Principles

▪ Remain adaptable in case of unforeseen change in booking pattern for a large part of the inventory: re-position your prices in the
market, then start again with ascending pricing strategy

▪ Avoid erratic price moves

▪ Do not drop prices at the last minute, as it could lead to price wars for the market for the short term, and harm brand equity on the long
term

ILLUSTRATION

EXCEPTION

Price Price Change in demand Price

280 280 280

260 260 260

230 230 230

200 200 200

D-30 D-15 D-3 Lead D-30 D-15 D-3 Lead D-30 D-15 D-3 Lead
Time Time Time
 PRA – Catalogue of Rates

Stronger focus on 4 standard offers Optimized pricing with focus on 2 dimensions

Breakfast Length of
Non included Included stay
“The longer you
stay, the more you
…
save”
Flexible
Price degressivity on
Flexibility

2 nights non flexible rates

“Book in advance to save

1 night
Non money”
flexible
Lead Time
15 days before 5 days before
… arrival arrival
▪ Key decision criteria for customers + need for simplicity
▪ “WIN WIN” pricing
▪ Best practices (competition) focus on reducing number of
rates ▪ Flexibility to adapt optimization dimensions (lead time &
LOS specifics) by market
▪ Most volume generated on these standard rates through all
segments
 Accor public rate coding conventions for public direct rates

Ex: R A 3 S

Meal plan: Flexibility: Length of stay restriction:

▪ “A” for RO ▪ “1” for Fully flexible ▪ “S” for short stays
▪ “B” for BB included ▪ “3” for No-flex Saver ▪ “M” for medium stays
▪ “4” for No-flex ▪ ”L” for long stays
Advance saver ▪ Only for rates with LOS restriction
 PRA – Catalogue of Rates
RO Rates BB Rates

FLEXIBLE RATES (Free cancelation / Payment at the hotel)

RA1 RB1

NON FLEXIBLE RATES (prepaid / no modification / no cancellation)

RB3L RB3M RB3S * The table reflects the “full”

catalogue (18) public rates.
The actually loaded rates will
RA3L RA3M RA3S RA3 RB3 depend on brands/countries
and local business needs

Advance booking
RB4L RB4M RB4S
rates → “Book in
advance and save
RA4L RA4M RA4S RA4 RB4 money”

Stay & Save Rates → “Stay longer and save money”

 Rules to set up public architecture consistently

▪ SAME BOOPER ▪ SAME BOOPER

▪ For all “room only” rates and their BB mirror (e.g. ▪ For all “length of stay” discounted rate and their
RA3 and RB3, etc.) one night counterpart (e.g. RA3 and RA3 SML)
BOOPER (LEAD DAY)
▪ LEVEL OF BOOPER ▪ LEVEL OF BOOPER

▪ RA3 <= 15 DAYS RA4>= 15 DAYS ▪ RA3 >= 3 DAYS

To justify ADVANCE SAVER naming To avoid last minute cannibalization of flexible rates

▪ SAME MINSTAY CONDITIONS ▪ CITY CENTERS

▪ “S” Rates (e.g. RA3S = RA4S) ▪ MINSTAY 2 for “S” rates / MINSTAY 3 for “M” rates
LENGTH OF STAY
▪ “M” Rates (e.g. RB3M = RB4M) ▪ RESORTS

▪ “L” Rates (e.g. RA4L = RB4L) ▪ MINSTAY 5 for “S” rates / MINSTAY 8 for “M” rates

▪ LEVEL OF DISCOUNT ▪ DISCOUNT RANGES

▪ Maximum difference between RA1 and the lowest
DISCOUNT rate (which depends on the rates loaded in the
hotel) must be 30%
▪ RA3 vs. RA1: 5% to 15% off
▪ RA4 vs. RA1: 10% to 25% off
▪ RA3S vs. RA3 & RA4S vs. RA4: 5 to 10% off
▪ RA3M vs. RA3 & RA4M vs. RA4: 10% to 15% off
 Display optimization of public rate architecture

To ensure a consistent & clear display, customers Length of

will only see a maximum of 4 standard rates stay RA1 RB1 RA1 RB1 RA1 RB1
regardless of the booking window or length of
stay. Other rates will be hidden (conditional display
RA4M RB4M RA3M RB3M
on all.accor.com
5
ILLUSTRATIONS nights
stay
RA1 RB1 RA1 RB1 RA1 RB1
Customer booking for 3 nights, 10
days before arrival will have access
RA4S RB4S RA3S RB3S
to RA1 / RB1 / RA3S and RB3S
2

Degressive pricing
nights
Customer booking for 1 night, 45 stay
days before arrival will only have RA1 RB1 RA1 RB1 RA1 RB1
access to RA1 / RB1 / RA4 / RB4

RA4 RB4 RA3 RB3

Customer booking for 1 night, 2
days before arrival will only have
access to RA1 and RB1
15 days in 3 days in
advance advance

Degressive pricing
 A new catalogue of rates: direct public rates

Rate Levels
Rate Levels
Standard rates names with meal plan Sales conditions
with meal plan BB
RO
No minimum advance
Fully flexible
purchase (booper)
‘FLEXIBLE’ RA1 RB1 (cancellable and
refundable)
No minimum stay restriction

‘SAVER’ RA3 RB3

With minimum advance
‘ADVANCE SAVER’ RA4 RB4 purchase (booper) and
No Flex minimum stay restrictions
(fully prepaid, no
‘STAY LONGER AND SAVE’ RA3S, RA3M, RA3L RB3S, RB3M, RB3L modification Set at market level, within
no cancellation) WW guidelines.
e.g. for min. adv. purchase:
‘3’ rates: D-999 to D-3
‘ADVANCE STAY LONGER AND SAVE’ RA4S, RA4M, RA4L RB4S, RB4M, RB4L ‘4’ rates: D-999 to D-15

Direct rates only shown in the table. Mirror rates available for Indirect and Specific cards. See further in the presentation.
Rates managed centrally, available worldwide but deployed depending on needs of markets/hotels.
 Mirror Rate Levels

The “mirror” rates (indirect, membership cards, …) of the new rate architecture will also be standardized in a consistent way.

INDIRECT (OTAs) / INDIRECT 2 (Connected OTA & Tour operators with dynamic indexation)

INDIRECT FL + RA1 / RA3 / … FLRA1 / FLRA3 / …

INDIRECT 2 FLM + RA1 / RA3 / … FLMRA1 / FLMRA3 / …

MEMBERSHIP CARDS

ACCOR PLUS D + RA1 / RA3 / … DRA1 / DRA3 / …

BUSINESS PLUS G + RA1 / RA3 / … GRA1 / GRA3 / …

IBIS BUSINESS I + RA1 / RA3 / … IRA1 / IRA3 / …

 Simplify the display to improve conversion
All.Accor.com

RO NO FLEX ▪ Key decision criteria of

our customers

▪ Rates generating the

RO FLEX
most volumes across
all segments
BB NO FLEX
▪ Competition also
reducing number of
BB FLEX rates displayed
 Hotel Packages
Other Categories of Offers
 Recovery Offers
2021 to 2022

Offers Book With Re-Discover Re-Connection Mobile App offer Mastercard

Confidence Indonesia Malaysia Perfect Escape

Pricing Setup -15% RA1 0% RB1 0% RB1 -10% RA1 -15% RA1 (D-1)
D-1 D-0 D-0 D-0 And
-30% (minSta2)

Bookable from 17 March 2021 29 March 2021 15 December 2021 23 March 2021

Inclusions Room Only Breakfast Breakfast Room Only Room Only

Stay Credit Stay Credit (Direct)
(Direct) Experience
Experience

Channel Direct ALL ALL Direct Mastercard

In-Direct Accor Plus Accor Plus In-Direct
CIMB Co-brand CIMB Co-brand
 Indonesia eid al fitr holiday 2-3 May 2022
School holiday: 26 Jun – 10 Jul

Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

CNY – hotel Valentines– Country Red Hot Country Red

highlight hotel highlight Room Hot Room
Accor Plus / Flash Sale 21 / Flash Sale
specific Mar- 4 April

Mastercard Perfect Escape

B&S: Ocr 21– 31 Mar 22
HUB point + 800 HUB CNY+888
B: 15 Dec-15 Jan | B: 16 Jan – 16 Feb Ramadhan
Web Direct S: 3 Jan-31 Mar S: 3 Jan -31 Mar 2 Apr-2 May
Tactical It's time for Bali It's time for Bali 20% It's time for Bali
Campaign 20% | 30% (Asia T) | 30% + 6000 pts 20% | 30% (Asia T)
B: 3-31 Jan B: 5-19 April B: Oct
S: 3 Jan-31 Mar S: 5 Apr- 12 Jun S: Sept – Dec

Rediscover Indonesia
For the Love of Wonderful Indonesia B : 1 Apr – 31 Dec S : 1 Apr – 31 Dec
B: 17 Jan – 31 Mar S: 17 Jan – 30 March

COO Dinner
Buka Puasa 6 Member Event / Campaigns : Mando, Jakarta, Bandung, Yogyakarta, Surabaya, Bali, Lombok
ALL Apr Raffles Jak

HUB: ALL Meeting Planner – Social Event 18 Mar

#Its Time for Bali + Free CIMB

Rediscover 20% | 30% CIMB Travel Fair
Airport . Dining % Anniversary
B: 17 Jan – 31 Mar
S: 17 Jan – 30 May B: 5-19 April
S: 5 Apr-12 Jun CIMB Year Long 10 %, I 20%

Key
Mastercard Exclusive Cobrand HUB offer + XXX Rewards points ( estimated 2 campaigns)
Co-Brand
Wedding Extension: 0% installment , 10% Off Down payment Social Event 0% installment , 10% Off Down payment, cash back IDR 2.5 Mil
**Full ICP on
separate file Fast Track Co Brand

Online Acquisition, IDR 1 Mill cash back, Annual Fee Free (Integrated Marketing)
 DataWeb
Management
Sample
• 2022 & 2023 price points been set ?
• do we need 15 price points ?
• Has it been adapted with market pricing
situation ?
• Seasonality setting ?
• Allignment with Corporate FIT rates ?

• Has each offer grouped into the correct RM level ?

• Daily price point set according to on-hand and forecast ?
• RM planning set based on on-hand and forecast ?
 2.b
Best Price Guarantee
 Leisure FIT Static Contract Consolidation
Up to 2017 2018 2019 Onwards

No FIT Static Leisure

8 B2B Wholesale Contract Rates
GTA, HotelBeds, DOTW, Miki, LOH (webbeds), Travco,
8 B2B Wholesale Tourico,Dnata, Jac Travel
29 Domestic DMC
60 In-Bound DMC
28 In-Bound Tour Operator
200 Hotel Accounts 11 Domestic DMC
MG, KAHA, AntaVaya, Bayu Buana, MNC Travel, Golden
Rama, Haryono, Nusantara, Mandira, Wita,
Go Indonesia Tour 8 B2B Wholesale
Dynamic rates via TARS Connectivity
36

8 B2B Wholesale
8 Domestic DMC 6 Domestic DMC
Tradewinds, RMG Tours, Hong Thai, Luxury Tours,
54 In-Bound DMC Travellers DMC, Quantum
18 In-Bound Tour Operator Selected Key Tour Operator
Brochure featured Tour Leisure
42 Hotel Accounts Program Contracts
36

9 Domestic DMC
Asiantrail, Mayflower, Asia Experience, Asian Overland,
Discovery Overland, Diethelm, Red Apple, Panorama,
Within Earth

8 B2B Wholesale
10 Domestic DMC
36 In-Bound DMC
22 In-Bound Tour Operator
Selected Key Tour Operator
200 Hotel Accounts Brochure featured Tour Leisure Program Contracts
 Monitoring Tools
Fornova DI is a price Parity check tools that allow hotel to continuously monitor and benchmark their distribution health
across both direct and indirect channels, empowering them to control their distribution and align incentives with their
interest so hotel can capture their revenue

KEY BENEFITS
▪ Validate Rate Integrity
▪ Reduce BPG Claims
▪ Test Reservation &
Screenshot Evidence
▪ Analytical at Corporate Level
& action-oriented at Hotel
Level
▪ Metasearch Engine
Overview
▪ PoS Intelligence
▪ Distribution Health Score
▪ Identification 3rd party rates
on contracted OTA Channels
 Common Triggers for Disparity

Temporary TARS connectivity issue

Price point/ open close hotel & RML have not been You are not respecting the planning mirroring in
pushed to all channels yet / delay (contact TARS line) data web (open / close or LOS)

Missing rate plan, wrong Booper loaded, wrong LOS RMA/E | RMB/F etc
loaded on a rate level or TK

You have contracted a special deal with a local A low rate appears on metasearch but cannot be
TA / a wholesaler or an OTA and this partner is booked when you click on it. (this will technically not
reselling your rates to intermediaries who are be considered as a price parity issue although problem
afterwards displaying your rates online should be raised if it happens often)
 2.c
Negotiated FIT Rates
 The Corporate Segment
A corporate contract is a unique contract tailored to your specific needs and including specially negotiated
rates and terms at the hotels of your choice.

A CUSTOMIZED INNOVATIVE
GUARANTEED MULTICHANNEL NEGOCIATED
SOLUTION TO SUIT TOOLS
LOWEST RATES BOOKING RATES
YOUR NEEDS AND SERVICES

Benefit from At all.accor.com or Customized All the solutions, SMEs,

negotiated rates and on our mobile app solutions to meet all tools and reports to multinationals,
the lowest available directly through the your goals, both in improve the institutions or non-
prices at more than hotel or via your terms of your efficiency of your profit associations :
4,100 hotels dedicated channels bookings and travel travel programs save money through
worldwide budgets special contract
rates
 Corporate Rates Types
• Rates need to be priced
consistently against public pricing
• Static but can have seasonality
and/or events
• Blackout dates (no corporate rate
available) should be extremely
limited in number.
• Rates can have Last Room
Availability (LRA) depending on
contract
• Clients still have access to all
public rates
• Offer to SMEs with lower
production potential, or looking
for LRA option
• The indexation of corporate
pricing on public rates is a must
and needs to be fostered.
• Better control of average price,
lever for negotiation
• Flat rate still predominant,
dynamic rate needs to be pushed
where possible
• The discount can be defined as a
percentage of the DAILY rate.
 U2C – LANYON/CVENT

A new Flexible rate strategy Seamless contracting

contracting system management & distribution

ASA (rates & sales) replaced No more CO levels System integration

by Lanyon for Corporate as existing today with automatic synchronization
from Lanyon, to ANAIS, then
TARS,
A negotiation “at the closest” and finally PMS
currency,
ANAIS gives you a 360-degree on the spot, for improved for Opera, FOLS, MEWS
view on all your annual efficiency throughout
contracts, for a full contracting the RFP season
experience
 W H AT Y O U H AV E T O K N O W R E G A R D I N G

S T A T I C R A T E S

10 RO 10 BB Complete with
20
ROOMS

D Y N A M I C R A T E S SEASONS

5 for RO & BB PRICES

5

E X T E N D E D S T A Y

3 RO 3 BB
6
 S T AT I C R AT E L E V E L S / R AT E C O D E S

There will be one or two Rate Codes depending on the Meal The Rate Code is automatically created in TARS according to
Plan (breakfast included or not) per contract, the same the following 6 digit combination:
applies for all hotels concerned.

EXAMPLE: CQ4567 OR CZ4567

ASA Contract (Y-1) Lanyon Contract (Y)

Contract (TARS Key)
TK 26123

Hotel 1 C01 (If BB) CZ4567

Rate Code Hotel 2 C02 (If BB) CZ4567

Hotel 3 C03 (If RO) CQ1280

 D Y N A M I C R AT E L E V E L S / R AT E C O D E S

Range of discount from 5 to 30% off, no decimal allowed (if If not already existing in TARS, DCC will add the rate (based
so, it is going to be rounded up to the next number). The on the dynamic rate codes library) with the indexation rules at
meal plan (RO or BB) will be defined on the bid. the hotel level :

EXAMPLE: R1D10 OR RB1D10

ASA Contract (Y-1) Lanyon Contract (Y)

Contract (TARS Key)
TK 26123

Hotel 1 CD1 (If BB) RB1D10

Rate Code Hotel 2 CP20 (If BB) RB1D20

Hotel 3 CD4 (If RO) R1D15

 CVENT Trai ni ng Deck & Vi rt ual Trai ni ng Recordi ng

1. Configure My Property Profile:

https://accor-my.sharepoint.com/:f:/p/izaac_siwy/EmYbA4z0gBxGgN6Raib7qmQB-mIHMXZ_xnAAsS2hi8Y9Aw?e=NKhUuP

2. Contracting Process
https://accor-my.sharepoint.com/:f:/p/izaac_siwy/EjxHu0G_uw9Gj33Znw7gGjkBQMFEaStL_pu38z5jF2KMlA?e=3EGDCJ

3. Consortia Hotels Training

https://accor-my.sharepoint.com/:f:/p/izaac_siwy/Eo3AuL7V94RHjSHqZXXltfkBCBDHf0SPP3bJ8UZmrI7HvA?e=VroDkN
 2.d
AHBO
Accor Hotels Business Offer
 Accor Business Offer
Hotel Perimeter

HOTEL PERIMETER
13% 6%
A corporate multi-brand chain discount LUXURY
PREMIUM
offer available globally

A network of more than 4 000 hotels,

in more than 100 countries

An offer to be customized to your

client’s specific needs Hotels 45%
ECONOMY
36%
MIDSCALE

Luxury Premium Midscale Economy

 Accor Business Offer
Range & Eligibility

Over Over Over Over Over Over Over Over

Room Revenue 10 000 € or 50RN 150 K€ 300 K€ 500 K€ 750 K€ 1 M€ 2 M€ 4,5 M€
Target

-9% -10% -11% -12% -13% -14% -15% -16% -17%

RO
Discount levels
available

-9% -10% -11% -12% -13% -14% -15% -16% -17%

BB

Account STRATEGIC
LOCAL / MID MARKET TOP NATIONAL KEY
Classification & TOP KEY

9
 2.e
Leisure FIT Rates
 DOMESTIC DRIVE (Pilot)
BACKGROUND
Certain Domestic Agents are not able to distribute our Hotels as they work exclusively on Static Rates or choose not to book thru
Dynamic Connections due to various reasons

SOLUTION
To reach these Domestic Agents we will push out Static Rates thru our 4 CTO partners and Infinite in a pilot for a select
Group of leisure destinations. This involves Hotelbeds, WebBeds, MIKI, Travco). These partners have been asked to curate a
list of safe offline agents to distribute our static rates to.

PRICING
CRITE
LDR – 10% | Reference from RB3 | Flat Rate, Cut off D-3
no EBO, no Stay/Pay

CRITERIA
Hotels that meet the following criteria within the Pilot destinations will be invited to participate

▪ Issue Static Contracts with short validity (3 to 6 months). Extended as required.

▪ Static Rates are valid for 2 night minimum stay
▪ Issue same promotion to Global Wholesale | Load the offer in Infinite for connected clients
▪ Activate Fornova tool to monitor compliance as a pre-requisite to participation.
▪ Hotels RM & GMs undertake a workshop to understand effective pricing strategy between online and offline channels and managing
differing margins for China and ROW source markets.
▪ Accor reserves the right to request each hotel to terminate the Static Rate contract for any commercial breach with or without cause by
partner.
 INBOUND DRIVE
BACKGROUND
Similar to Domestic agents, there are business opportunities from Smaller/niche Tour Operators based overseas (excl. China) who
cannot work with the Dynamic rate model and require static rates for packaging and other reasons. These small Tour Operators
are connected to our 4 CTO partners.

SOLUTION
To reach these overseas agents we will push out Static Rates thru our 4 CTO partners and Infinite in a pilot for a select Group of
leisure destinations. This involves Hotelbeds, WebBeds, MIKI, Travco). These partners have been asked to curate a list of safe
offline agents to distribute our static rates to.

PRICING
CRITE
LDR – 20% | Reference from RB1 | Early Bird offers mirroring RB3/RB4
Cut off : D-14

CRITERIA
Hotels that meet the following criteria within the destinations will be invited to participate
▪ Issue Static Contracts with 1 year validity. Extended as required.
▪ Static Rates are valid for 2 night minimum stay
▪ Issue same promotion to Global Wholesale | Load the offer in Infinite for connected clients
▪ Activate Fornova tool to monitor compliance as a pre-requisite to participation.
▪ Hotels RM & GMs undertake a workshop to understand effective pricing strategy between online and offline channels and managing differing
margins for China and ROW source markets.
▪ Accor reserves the right to request each hotel to terminate the Static Rate contract for any commercial breach with or without cause by
partner.
 Contracting Sheet
Client Name Hotel Name
Adress
Adress

Telephone: Telephone:
Facsimile: Facsimile:
Reservation Email:

Contact Person: Contact Person:

Position: Position:
Email: Email:

Validity until:
Market World Wide except China
Currency IDR
Rate Basis per room per night
Minimum stay of 2 nights

Validity Contract rate Maximum Allotment /day

Triple Supplement Cut - off
Number Of
Room Type From Until Single Double (With Extra Bed & Meal Plan) Meal Plan
Rooms (in days)
Child Adult
BB
BB
BB

Validity Breakfast Lunch Dinner

Buffet Description Description
Meal Rate From Until
Adult Child Adult Child Adult Child
included

Leisure team main contacts : Alivia.gracianti@accor.com, lin.parlina@accor.com

Offer confirmation : Izaac.siwy@accor.com
 Pricing Documents

Global Pricing Guide :

https://accor-my.sharepoint.com/:b:/p/izaac_siwy/EfpoQgnnbipHn5kGN3MkfDMBW0SV2dSbTN1ePHheaoY3Zg?e=xl2p5C

Pricing Folder :
https://accor-my.sharepoint.com/:f:/p/izaac_siwy/EnsPpueVJ0BHvbJvas2jKG8BcE-s7UD41fLmS09Fs_Eq8w?e=mfWaTe
 Pullman Bangkok Grande Sukhumvit - Thaïland

3.a
Segmentation

Raffles Jakarta
Understanding Market Segmentation
A C C O R S E G M E N T A T IO N
Understanding Market Segmentation
A C C O R S E G M E N T A T IO N
Understanding Market Segmentation
A C C O R S E G M E N T A T IO N
 Understand the REV code
REV
Revenue

6 major market groups :

Public Direct
Public Indirect
T G Public Preferred
• Guests who book individually rather than with a group. • Reservations for more than 8 rooms. Negotiated Preferred
Corporate
P C Wholesale / TA
• Special negotiated rate for airlines companies. Total Transient
• Guest with loyalty card and preferred partnership
MICE
C S Gouvernment
Business Group
• Negotiated rate between a hotel and a company/wholesaler. • Repetitive groups.
Group Leisure
Total Group
Crew / Stranded Passenger
Download the full detail of Tracking Segmentation here : Room Other
https://accor-my.sharepoint.com/:b:/p/izaac_siwy/EeNbpV4yqXlDhXHHpHcaxMQBaMzDjKSO2RivsgUfOt-vqA?e=kTPgPr

More info related to segmentation on this folder :

https://accor-my.sharepoint.com/:f:/p/izaac_siwy/Eu4-l6BkBbhGooFirt7Hsy8BUPBnoEoGJCLYNIvFfPjhUA?e=JE8PhJ
 Pullman Bangkok Grande Sukhumvit - Thaïland

Swissotel Jakarta PIK Avenue

3.b
Demand Period Forecast
(DPF)
 Demand Period Forecast (DPF)
Use of DPF is a process of proactively working to ensure appropriate Revenue Management strategies are in place for each
day, for the first room sold to the last.

DPF has 3 primary purposes :

- forecast tracking tool
- historical tool
- communication platform

DPF – Forecast Tracking Tool

Forecast anticipates demand on a rolling 13 month basis.
Basis for setting daily rates.
Calendar of events that will affect Demand Levels.
Rate strategies are translated to more detail in the A&P Grid, including RM Level and room type restrictions

DPF – Historical Tool

DPF includes definite and tentative on-books (holding) data at two points, plus the actual results of each day.
Compare to prior years, months and days.
Record of significant events, groups that affected demand.

DPF – Communication Tool

Common platform for communication in the hotel about revenue management strategies and decisions.
System for communicating with regional Sales Offices.
System for communication with new managers in the hotel.
DPF works the same way across the Asia Pacific region, regardless of currency, language, PMS, budget periods and other
variables.
Demand Period Forecast (DPF) : Samples
 Demand Period Forecast (DPF) : Supporting Documents

Links to shared folder with DPF related documents :

https://accor-my.sharepoint.com/:f:/p/izaac_siwy/EjXVn6w4ywZKjQw0vmVY8OAB_YkHp4rho-Ab5ppBFze9Hg?e=ZATISY

Computer setting to ensure forecast upload is error free

Latest DPF template for you to use. Import from old version to this

Details on how to manage and navigate DPF file. Also how to upload on weekly basis
 Demand Period Forecast (DPF) : Key Reminders

Upload the updated DPF file every Friday

- Set hotel’s daily forecast for the next 13 months, into the DPF excel file v9. Name the file as “Hxxxx - DPF 2022 Version v9”
- Generate the XML File and upload to https://aapclimited.sharefile.com/share/upload/r91e24e2539649b0a

Forecast must Match the hotel’s upload forecast during End of Month closing by hotel Finance
- Daily forecast in DPF should be the same with the recent monthly forecast uploaded as part of the ‘end of month’ closing done by hotel Finance
team
- Highly recommend Hotel Finance Controller to own the DPF forecast and ensure hotel have the same on both last EOM upload and inside DPF

Average Rate Forecast to include Service Charge

- Align to above point 2, forecasted ARR in DPF needs to be set including Service Charge. The same setting for Finance forecast across revenue
lines

Computer Setting for must follow the guideline

Before generating the XML file, please ensure your computer setting following the guidance
 Pullman Bangkok Grande Sukhumvit - Thaïland
The Phoenix Yogyakarta - MGallery

Managed Accounts
ANAIS Hotels
Meeting Broker
 Managed Account: KAM and Hotel Sales

Hotel Sales KAM

• Contact accounts directly
for animation
• Handle contracting
• Presenting the hotel • Give recommendations on
• News and updated rate, negotiations,
• Production review contributions, promotions
• Feedback to KAM • Issue and sign contracts
• Keep KAM in copy of all • Manage relationship
communications • Distribution tactical offers
when needed
• Build tactical offers when
needed
 Sales Leadership
Roles & Responsibilities

ANTONY MEGUERDIJIAN JESSICA KHOO ALIVIA GRACIANT SRISUDA SOMRPORN

Vice President Sales Director Corporate Sales Director Leisure Sales Director Sales
Programs & Support

• Develop Sales Segment • Lead 4 core Corporate • Lead Leisure Segment • Lead the Sales
Strategy for HUB & business units across Team across Tour Support Prospecting
align globally BT, TMC, Airline, M&E Operator, DMC, Desk
• Top-Line Revenue • Develop a Culture of Wholesale and Luxury • Regional ISC leader
delivery from B2B New Business Consortia. for BT segment
customers across all Development in NEW • Develop Leisure • Regional Leader for
segments specialty Markets Segment Strategy for Sales Programs,
• Lead Sales Training and (Sports, Govt, Hub. Systems and
Development culture Entertainment, E- • Hub lead for B2B Processes
for the Hub Gaming) connected Bedbanks • Lead for Consortia &
• Lead B2B Sales • Hub Lead for all Global • Connectivity lead for TMC annual
Marketing and Loyalty Accounts across all Hub and lead for solicitation process
programming for Hub Corporate business Infinite B2B customer • Hub lead for Goal
• Executive Sponsor on units solutions setting and sales
Key & Strategic • Program Lead for • Hub Lead for Leisure reporting
Customer Accounts & AHBO, Meeting programming ALO
Partnerships Planner and LOL
 SALES STRATEGY LANDSCAPE

1. Tour Operator Tactical Campaigns MICE 1. Prospect Luxury Agents

2. China Outbound Strategy 2. Coordinate bi monthly calls to
heighten awareness of Luxury
3. Leverage & Harmonise Domestic 1. Choice is Yours Campaign for portfolio with agents
Offers with Bedbanks and OTAs Domestic MICE and Catering
3. Launch of NEW LUXE Loyalty
4. Voucher Sales / Home Shopping 2. Prospecting Desk Programme “HERA”
1. AHBO SME Prospecting 1. Retain & Regain strategy
5. CTO Marketing Campaigns 3. ALL MP member sign-up drive 4. Target Specialist Agents
2. Finalise RFP Season 2021 2. Prospect Cargo & Charter &
6. Dedicated Key Source Market 4. Hybrid Meetings Campaign around Entertainment, Sports,
3. TMC Campaigns Pilot Training Market Wellness, Golfing
Strategy 5. Re-inforce ALL SAFE Protocols
4. FIT Vertical Microsites 3. Roll out Crew Wish List
5. Focus on Companies with
Essential Travel Needs

Download the Managed Account list for SEAJK Sales team :

https://accor-my.sharepoint.com/:b:/p/izaac_siwy/EfD57aWMw8lClAmZlxkbDoEBkWOzlQds4T9r8pgO7Tedpw?e=gDBN81
 4.b
ANAIS Hotels
 Helping along the whole selling
process leveraging on innovative
functionalities
 Create
Hotel Accounts

Collaborate Enter Contacts

Record
with Sales Activities (database)
Office team

Log Opportunities
(FIT contract &
Group Lead)
Learning Resources

Login page : https://anais.force.com/hotels/login

Folders with guide files on

“How To” tab how to use ANAIS Hotels
 4.c
TAGS : Meeting Broker
TAGS : The Accor Group Solutions
Meeting-Broker for Hotels
Meeting-Broker for Hotels
Management Page

Consolidate all Requests in one portal

Live Status management

Response’s Templates

Response Directly !

Linked to all RFP channels

Access in mobility
 Meeting-Broker for Hotels

MeetingBroker is a platform where hotel receives E-RFPs from our Sales
Office, Accorhotels.com Meeting & Events, Cvent, and Starcite.
With MeetingBroker, hotel Sales team only has to log in one time and respond
to any meeting inquiry. Once the meeting is done, hotel has declare the actual
revenue.
Hotel receives notification on daily basis
The daily E-RFP report gives you and E-RFP update on 3 criteria:
• # of RFP awaiting a response → Hotel action
• # of RFP awaiting confirmation of business → Customer action
• # of RFP awaiting reporting of actuals → Hotel action (revenue confirmed
then billed)

There are two functions in Meeting-Broker:

Respond within 24 hrs before Customer’s deadline
1. DLC (Default Lead Coordinator) → administrator
Treat every E-RFP as a business opportunity; respond via Meeting-Broker & • Check the hotel information in My Accorhotels Desk.
• Manage users (create, modify, delete)
make follow-up calls. • Load routing/assignment rules
Reduce non-qualified E-RFPs by updating the hotel profile in My Accorhotels • Run reports

Desk. 2. User
Propose alternative dates if hotel cannot accommodate the group at the • Receive and respond all RFPs
• Confirm the final business status
original requested period.
• Update awarded & actual revenue
 Pullman Bangkok Grande Sukhumvit - Thaïland

Movenpick Bali Jimbaran

Property Commercial Audit

Service Now
 5.a
Property Commercial Audit
 5.b
Service Now
https://myaccor.service-now.com/sp
 Utilize ‘Service Now’

https://accor-my.sharepoint.com/:f:/p/izaac_siwy/ErPWemU7qBVGv5pzp11NgJsBcDkr66M7WIZE0rbDh3TEpw?e=XWRHC8

Commercial /
deactivated
Revenue Mgmt Director
confirmation prior submission
• Rates@accor.com

• Planning@accor.com • Package/Offer loading

• HOD@accor.com • Sales conditions update (Hotel/TK/RL)

• Distribution.RoomTypes@accor.com • Room Types update

• TARS-Line@accor.com • Tax update

 The Royal Surakarta Heritage - MGallery

Commercial Guide during Crisis

Hotel Opening Support

• Full leverage on 2022 ICP (recovery
Campaigns, Member offer, FB
promotions, B2B) : hotel level
marketing & communication push
both offline and online, maximum
availability
• Review and adapt rate architecture
setting (booking period, length of stay,
discount level)
• Price points adaption to market
• BOD and/or any restrictions removal
• Rady wish-want-walk group offer.
Eliminate 2nd approval line
• Opportunity knowledge by industry
• Commission/incentive setting for
potential agents
• Ongoing relationship with all
supporters, not only when they send us
business
Commercial Guide during Crisis
Ongoing Evolution, Adapting to Market Situation
• Best price guarantee commitment
• “open stay date” offers
• With justified assessment, leverage on
OTA accelerator tools ie Booking
preferred, Expedia TravelAds, Agoda
AGX AGP
• Package offers
• Specific market animation
• Rate architecture optimization
• Contract rates review /alignment.
Strategy is to roll over 2021 to 2022,
depending on the each account’s
potentials
• Focus on national accounts and local
SMEs. Project based, by industry
• Dynamic rates, and AHBO. animation at
hotel level
• BOD and/or Surcharges removal
• Timely and accurate 2021 RFP response
• Gain 2022 outlook from clients
• Member’s (ALL & Accor Plus) exclusive
offers
• RedHot rooms animation
• Burn animation
• Member FB promotions
• ALL Meeting planner & Social
Celebration animation
• Leverage on Regional and Global
loyalty campaigns (ie rewards points),
further communications at hotel level
• ALL Dining animation
• Competitors closures (and openings)
• Arrival policies, and border restrictions
• Movement regulations
• Flight patterns
• Industry updates
• Government spend/investment, events
• Currency exchange fluctuations
• Understanding on opportunity
Government sector
• Collaborate with NSO on key
Government contacts
• Leverage on NSO scheduled sales
missions
• Compliance to Government spending
budget
• Ready wish-wish-want group offer
• Commissions/refund mechanism
• DataWeb : reviewed price points, RML
fully open, 13 months rolling pricing
and planning
• Meeting Broker : timely and accurate
response, 100% answer
• ANAIS : sales performance tracking on
Activites and Opportunity
• ACDC : guest preference loading and
delivery
• STR : market/compset status
 6.b

Hotel Opening Support

Pullman Bandung Grand Central

Hotel Opening : TASKWORLD

1. ADMIN & GENERAL

1.0 MONTHLY PROGRESS UPDATES
1.1 DISTRIBUTION SYSTEMS
1.2 MARKETING
1.3 iPMS - MEWS
1.4 REVENUE MANAGEMENT
1.5 COMMUNICATIONS
1.6 FINANCE
1.7 DIGITAL MARKETING
1.8 LOYALTY
1.9 SALES
2.0 TALENT & CULTURE (HR) - OPENING HOTEL
5.0 D&TS
 6.c
Hotel Opening
Distribution, Sales
 (Guided by Support Team)
M-7 M-5 M-3 D-0 M+1 M+3
Presentation to Sales Office team

Hotel Presentation Creation

Initiate ACDC:
PCI DSS registration & activation Profile, Arrival & Preference

Hotel Domain Creation Photo submission to Digital

Account Mapping Development Local Accounts Contracting
Marketing team
TARS Kit revision and submission
Finalize and share STR Registration
Complete and submit ANAIS ANAIS usage review
TARS Kit Development Bank Account details registration document Monthly production upload
Loyalty Training
• Hotel Content (description, information,
contacts) ESM Registration and
Confirm Hotel Distribution
By HOTEL

• Location, nearby landmarks Hotel Contact listing Initiate monthly DPF & Revenue
• Room Type details training schedule Opening Distribution training Stream submission
• Food and Beverage outlet details
• Meeting room details
• Other facility details OTA Kit document completion
Confirm TARS interface plan
• Opening hours Review and update hotel content Initiate weekly holding & Initiate WELCOME:
• Key hotel contact details in TARS and OTA extranets
Basic pricing and planning setup
forecast by segment submission Online Check-In & Fast Check-Out
• Fastcom and Onyx Registration Finalize PMS Installation plan

Hotel Soft
GM On-Board Hotel LIVE BOOKABLE Post
Opening Grand
in TARS Soft-Opening
Pre-Opening Online (Direct Review Session Opening
meeting, guiding Hotel opens for
(not bookable) Web & Call
hotel on the Arrival
Centre) and
process Offline direct to
hotel
By Regional Support Team

Establish first communication Send Fastcom & Onyx Public Rate Architecture Rate Grid and Positioning Follow up B2B OTA connectivity Coordinate hotel into
with pre-opening hotel GM Registration steps to Hotel and Opening offer loading validation
- Introduction and pre-opening process Supernova
into TARS
guidance Coordinate hotel weekly holding
- Collect hotel contact details Send OTA Kit documents Hotel Opening Distribution & forecast by segment
to Hotel team Business Rates loading into training delivery submission
Send TARS Kit documents ASA Rates
Review and update once received
to Hotel team
TARS Interface completion Coordinate hotel monthly DPF &
Send ESM Registraton & Hotel Submit OTA Kit documents Revenue Stream submission
TARS Kit review and updates Contact guidance to APAC
Finalize hotel access to TARS
applications Hotel introduction to Sales
TARS Kit submission to APAC TARS Birth Certificate and Check hotel PMS Installation plan (DataWeb, ResaWeb, Fastcom, Reporting)
Office worldwide
New User Creation Hotel Presentation into ANAIS
Hotel Positioning Document Coordinate TARS Interface plan Assist Hotelink Creation chatter
Review hotel TARS content
• Location and positioning Set closed planning
• Key landmarks, business and leisure sites Coordinate Hotel Distribution Input BWP after Loyalty Training Following year RFP RFI
• Hotel information (inventory, facility training schedule inclusions
summary, ownership) Consolidate Hotel Positioning
• Room Types
document with Hotel team for
• Competitors (primary and secondary) Coordinate hotel STR registration
• Competitor’s pricing audit finalization Coordinate hotel ANAIS Coordinate hotel into
• Sister hotels pricing benchmark registration and activation WELCOME and ACDC Subject to
• Price structure proposal (Public price points,
Opening offer, Corporate FIT contract rates) Produce Hotel Rate Grid Follow up B2C OTA connectivity
• Opening offer animation plan Licenses Completion
Coordinate hotel PCI DSS
Send Account Mapping to Hotel registration & activation Special Rates planning guide
(DAF, BWP, Day Use, ACO, LOCAL)
 (Guided by Support Team)
M-7 M-5 M-3 D-0 M+1 M+3
Presentation to Sales Office team

Hotel Presentation Creation

Initiate ACDC:
PCI DSS registration & activation Profile, Arrival & Preference

Hotel Domain Creation Photo submission to Digital

Account Mapping Development Local Accounts Contracting
Marketing team
TARS Kit revision and submission
Finalize and share STR Registration
Complete and submit ANAIS ANAIS usage review
TARS Kit Development Bank Account details registration document Monthly production upload
Loyalty Training
• Hotel Content (description, information,
contacts) ESM Registration and
Confirm Hotel Distribution
By HOTEL

• Location, nearby landmarks Hotel Contact listing Initiate monthly DPF & Revenue
• Room Type details training schedule Opening Distribution training Stream submission
• Food and Beverage outlet details
• Meeting room details
• Other facility details OTA Kit document completion
Confirm TARS interface plan
• Opening hours Review and update hotel content Initiate weekly holding & Initiate WELCOME:
• Key hotel contact details in TARS and OTA extranets
Basic pricing and planning setup
forecast by segment submission Online Check-In & Fast Check-Out
• Fastcom and Onyx Registration Finalize PMS Installation plan

Hotel Soft
GM On-Board Hotel LIVE BOOKABLE Post
Opening Grand
in TARS Soft-Opening
Pre-Opening Online (Direct Review Session Opening
meeting, guiding Hotel opens for
(not bookable) Web & Call
hotel on the Arrival
Centre) and
process Offline direct to
hotel
By Regional Support Team

Establish first communication Send Fastcom & Onyx Public Rate Architecture Rate Grid and Positioning Follow up B2B OTA connectivity Coordinate hotel into
with pre-opening hotel GM Registration steps to Hotel and Opening offer loading validation
- Introduction and pre-opening process Supernova
into TARS
guidance Coordinate hotel weekly holding
- Collect hotel contact details Send OTA Kit documents Hotel Opening Distribution & forecast by segment
to Hotel team Business Rates loading into training delivery submission
Send TARS Kit documents ASA Rates
Review and update once received
to Hotel team
TARS Interface completion Coordinate hotel monthly DPF &
Send ESM Registraton & Hotel Submit OTA Kit documents Revenue Stream submission
TARS Kit review and updates Contact guidance to APAC
Finalize hotel access to TARS
applications Hotel introduction to Sales
TARS Kit submission to APAC TARS Birth Certificate and Check hotel PMS Installation plan (DataWeb, ResaWeb, Fastcom, Reporting)
Office worldwide
New User Creation Hotel Presentation into ANAIS
Hotel Positioning Document Coordinate TARS Interface plan Assist Hotelink Creation chatter
Review hotel TARS content
• Location and positioning Set closed planning
Coordinate Hotel Distribution Input BWP after Loyalty Training Following year RFP RFI
Required for
• Key landmarks, business and leisure sites
• Hotel information (inventory, facility training schedule inclusions
summary, ownership) Consolidate Hotel Positioning
• Room Types
document with Hotel team for
Coordinate hotel STR registration
OTA connectivity
• Competitors (primary and secondary)
• Competitor’s pricing audit finalization Coordinate hotel ANAIS Coordinate hotel into
• Sister hotels pricing benchmark registration and activation
• Price structure proposal (Public price points, WELCOME and ACDC
Opening offer, Corporate FIT contract rates) Produce Hotel Rate Grid Follow up B2C OTA connectivity
• Opening offer animation plan
Coordinate hotel PCI DSS
Send Account Mapping to Hotel registration & activation Special Rates planning guide
(DAF, BWP, Day Use, ACO, LOCAL)
 6.d
Hotel Opening
Marketing, Loyalty and Guest Experience
 (Guided by Support Team)
M-7
Request Hotel Domain Name
Registration
Submit Integrated Marketing
Budget
Provide administrative and legal
documents for digital agencies​
By HOTEL
Metasearch Passport Signing &
Submission
Facebook & Google My Business
Account Request​
OPTIONAL: Hotel signs up for
Microsite Creation with D-EDGE​
GM On-Board
Pre-Opening
meeting, guiding
hotel on the
process
By Regional Support Team
Establish first communication
with pre-opening hotel GM​
•Introduction and pre-opening
process guidance​
•Collect hotel contact details​
•Send digital marketing & loyalty
checklist and instructions
Send complete brand pre-opening
kit CD and excel to complete (ICP
and marketing plan PPT))
Review and Validate Integrated
Marketing budget​
Set up hotel accounts with
respective marketing agencies &
commence onboarding process
(pre-payment agreement, acct
set-up, invoicing​)
Send Q&A form to develop
opening press release
M-5
Submit Integrated Marketing
Plan (ICP)
Submit - external and internal
signage proposal
Mock-up room photoshoot
Submit Opening Offer Content to
Digital & Loyalty Marketing
TripAdvisor Page Creation or
Claim Listing​
Instagram account Creation
(where applicable)​
OPTIONAL: Hotel signs up for
TripAdvisor Business Advantage​
Hotel LIVE
in TARS
(not bookable)
Validate Integrated Marketing
budget
Review and Validate Integrated
Marketing Plan (ICP)
Follow-up Facebook & Google My
Business Creation with Central​
Send media order form for hotel’s
offline media plan
Organise Marketing orientation
for Hotel MKG
Send ibis Network Indonesia
participation form
M-3 D-0 M+1 M+3
INTEGRATED MARKETING COMMUNICATIONS
Arrange 1st batch of photoshoot,
submit photos to Brand MKG for
review/ validation
Process of collateral validation
Submit hotel’s profile
presentation
Submit the following for validation:
- final external and internal signage
proposal Organize Lifestyle Arrange 2nd Marketing review post opening,
-media order form batch photoshoot including progress of marketing plan
-Hotel collaterals for Validation lifestyle
-Hotel opening draft press release
Arrange hotel video shoot with
Submit Grand Opening & Media global appointed suppliers
Presentation to Accor Plus Office​ event proposal (where
applicable)
Hotel Soft
BOOKABLE Opening Post
Grand
Soft-Opening
Online (Direct Opening
Hotel opens for Review Session
Web & Call Arrival
Centre) and
Offline direct to
hotel
Activate Hotel Opening Animation: Organise Press Release Marketing review post opening, Grand Opening media event;
- Opening offer on Accor owned media distribution (key/ strategic hotels) progress of marketing plan stay experience , press
channels (web, CRM, Social media) to WW comms network) D-21 to conference, opening press release
- Opening offer animation on Accor Plus D-14 dissemination
channels (web, CRM, social media,)
- Opt-in x4 Rewards points Opening offer
Review and revise/ validate Grand Opening Media monitoring
Grand Opening event proposal and clipping report
Activate Paid MKG channels:
- SEM (after payment)​
- Display Ads (after quotation signed)​
- Offline media placements to publishers soft opening press release dissemination
Validate the following:
1 on 1 media/influencer pitching for soft opening’s review;
- Integrated MKG budget and book
stay experience , restaurant review
offline media placement for opening
- Signage proposal (internal/ external)
- Photos and upload to Accor Library
- Opening press release
After Fastcom Training: Metasearch
Passport Submission to Central​
Media/influencer deal review; full barter,
semi barter, partnership
 (Guided by Support Team)
M-7 M-5 M-3 D-0 M+1 M+3

LOYALTY AND GUEST EXPERIENCE MODULE

Register on VOG – one month before

opening (at latest on each 10th)

Appoint Loyalty Activist, GX

champion​
Presentation to Accor Plus Office​

Ensure LCAH & Accor Plus collaterals are ready:

By HOTEL

produce internal staff training tools, totem and elite

welcome pack, collect LCAH flyers, request Accor
Plus materials​

Prepare member experience: priority

desk, elite welcome pack, pre-post
stay emails

Hotel Soft
GM On-Board Hotel LIVE BOOKABLE Post
Opening Grand
in TARS Soft-Opening
Pre-Opening Online (Direct Review Session Opening
meeting, guiding Hotel opens for
(not bookable) Web & Call
hotel on the Arrival
Centre) and
process Offline direct to
hotel
By Regional Support Team

Plan Loyalty Training with Hotel Loyalty training with Academie VOG onboarding training VOG follow-up Call
team​ & Academie - GX Champion roles and To ensure all programs
expectations are running
Prepare & Send LCAH flyers to hotel​ - Brand audit
- TrustYou setup
- KPI
Request Hotellink Access to Hotel - CXC and Sparkle
Helpdesk and Netsuite to Accor Plus​, - ACDC
if not rceeived - F&B Competition
- Member Experience
 Additional Information For Your Reference

Marketing & Loyalty

Access to full orientation presentation deck :

https://accor-my.sharepoint.com/:b:/p/izaac_siwy/Ee-Wdp0zquBHgQqe7qtf56MBnrUPC1hyEZDT8yoA8FYL8Q?e=n3fnJe

Access to orientation recording :

https://accor-my.sharepoint.com/:v:/r/personal/lisa_simo_accor_com/Documents/Recordings/Session%201%20_%20Brand%20Marketing%20Orientation%20(Indonesia%20%26%20Malaysia)-

20210825_150915-Meeting%20Recording.mp4?csf=1&web=1&e=OU0eEh

Social Media Brand Guidelines :

https://drive.google.com/drive/folders/1j5nFTlknAbQTHS-GZmtRVxVW_aFrxeVV
A s o f A u g u s t 2 0 2 1
 Raffles Bali Jimbaran

Thank you