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June 18, 2021 Owner & Franchise Webinars, Management Company Webinars, FMC Weekly Webinars

June 17, 2021 | U.S. & Canada Franchise Management Company Webinar

 
Publication of new Owner & Franchise Communications on mi360 continues to be temporarily suspended. Important information is communicated to owners, franchisees and franchise management companies through other channels including the weekly U.S. & Canada Franchise Update email, Franchise Management Company webinar, and monthly webinar for Marriott Managed Owners in the U.S.

Thank you for joining us on Thursday, June 17 for the U.S. & Canada Franchise Management Company Webinar. If you were unable to join, a recording and PDF of the presentation are now available (EID and password required).

This webinar covered COVID-19 updates and resources, including:

Key Actions

U.S. & Canada Franchise Update | June 17, 2021

Prepare for 2022 Special Corporate Pricing Season to Open on June 21; Complete MarRFP General Pricing Screens by July 2
Listen to the Preparing for 2022 Pricing Season webcast and BT Rollover Strategy eLearning, download the Special Corporate Pricing Planning Calendar and review key dates in the Special Corporate Timeline.

Increase Revenue Opportunities by Updating MESH/SRO Tracker by June 30
MESH’s SRO Tracker has been simplified with revised questions to streamline and accommodate the increased request for sustainability information from leisure, transient, and business booking agencies and business partners (e.g., Booking.com, HRS, Apple, Microsoft). Additionally, a new Validation Dashboard has been developed to indicate if hotels have supplied the requisite data to be included in the EPIC/MarRFP feed. Incomplete fields can result in hotels being excluded from preferred programs, leading to a potential loss of revenue. To best position themselves for additional revenue-generating opportunities, hotels should update all fields in MESH and the SRO Tracker to ensure their sustainability information can be pulled through ​to requesting sales channels.

Review and Update HPP Contacts to Ensure Critical Updates are Received
Marriott Revenue Management teams use the HPP contact list to send direct emails to hotels when necessary. Most communications will be sent to the Primary and Alternate 1 contacts as they should be the associates who hold the primary Revenue Management responsibilities. Contacts can be updated directly in HPP at any time.

Sales, Marketing, & Revenue Management Update

Topline Trends

  1. Consumer confidence continues to strengthen heading into the summer season.

  2. Consumers are adopting new behaviors related to travel spend.

  3. A return to normalcy in business travel remains a top desire.

Sunset Community Caregiver Rate

Marketing for the Community Caregiver Rate will end June 30, 2021, and it will be set for deletion in HPP

SUGGESTED PRACTICES IN ORDER TO CONTINUE CAPTURING BUSINESS FROM THESE CUSTOMERS:

1) Utilize the ATR by rate code from MRDW to determine which companies booked the rate code and proactively solicit. 

    • Consider loading courtesy rates.   

2) Ensure Government rate is loaded and available for any accounts that might be traveling for Federal or State Government business. 

3) Consider loading a hospital specific rate it not already loaded/negotiated. 

BUSINESS INTELLIGENCE

Top 3 accounts:

    • AMN Healthcare (GPP account)
    • HCA
    • Favorite Healthcare     

2022 Global BT Pricing Approach

Recommend Continue Rollover Strategy for 2022 based upon customer feedback and our forecast and demand pricing recovery for this segment.

2021 Contract Rates would be extended through 2022.

Clients will still be given the opportunity to renegotiate up to 10% of their portfolio.

Accounts Accepting Rollover will continue to receive Enhanced Pricing Protection.  Those choosing to renegotiate will revert to traditional rate automation in which retail rate acts as a rate ceiling.

Resources: Follow these MGS Pages to stay up-to-date on the Special Corporate Pricing Process!   

MESH (Marriott’s Environmental Sustainability Hub)

– MESH and the SRO Tracker (Marriott’s Sustainability Survey) provide opportunities to increase revenue

– MESH data is reported to EPIC and MarRFP to respond to over 5,000 RFPs annually valued at over $5B

– Over 260 customers request hotel-specific carbon and water footprint reporting, which is a 200% increase since 2019

Hotel Responsibility – Ensure SRO Tracker survey is completed and submit utility data throughout the year to ensure data is shared with the customers that request this data. The data entry deadline for Q1 2021 data is Wednesday, June 30.

Despite the impact COVID-19 has had on our business, sales channels, of all kinds, leisure and business, are asking for sustainability information in order to drive purchasing decisions – we are getting at least 1 request a week in this space. Booking channels, like Booking.com, BCD, Amex Travel and HRS are all launching their own sustainability flags/tiers/ratings/etc. – they are requesting sustainability information in order to flag hotels in their system as “sustainable”, and in some cases only showing those hotels who get the sustainability flag.

MESH Brand Standard Requirements

Must have:

Carbon Intensity value*

Energy Intensity value

Water Intensity value**

90% Completion of SRO Tracker

In addition to the MESH Brand Standard Requirements:

Utility data must be complete and entered correctly

-Quarterly data validation process is in place to test data accuracy

All 3 building space data points*** must be reported:

-Total Conditioned Space Area

-Guest Room Corridor Area

-Meeting Room Area

*      Requires a Total Conditioned Space value for your building(s)

**    Requires monthly occupied room data

***  These building space data points can be submitted to MESHSupport@ems.schneider-electric.com (please include your MARSHA code in that email)

How to Update Utility Data in MESH

There are three options for submitting your utility data to MESH:

1) Submit invoices directly to the MESH invoice portal

2) Set up a data allocation by % between co-located hotels and residences*

3) Manually enter the utility data

Operations Update

Franchise Security Standard (IT-SEC-023)

  • Consolidates requirements from existing standards:
    • IT-SEC-005 – Workplace Management & Physical Security
    • IT-SEC-008 – End User Logins & Passwords
    • IT-SEC-012 – Access Provisioning and Removal
    • IT-SEC-017 – End User Computing (EUC) Devices
    • OPS-FRO-287 – Guest Data Protection Collection 
    • OPS-FRO-301 – Business Services Collection
  • Covers range of key topics that affect security and compliance at Marriott branded properties
  • Focuses on issues involving EOL devices, data handling (PCI compliance), access management, technology use, and workplace operations
  • Each topic references existing Global Standard(s), guidelines or related resources
  • Adherence is essential to safeguarding guest and associate personal information and all data related to business operations
  • While compliance audits against this standard will not be conducted in 2021, we intend to audit against this in the future
  • Key Topics
    • Introduction to Marriott’s Information Security Approach
    • Network Security
    • Device Use & Management
    • Access to Marriott Systems
    • Access Management
    • PCI Compliance
    • Physical Security, Facility, & Perimeter Requirements
    • Unlicensed or Unauthorized Software
    • Guest Facing Technologies
    • Social Media Account Security
    • Secure Handling of Guest Data related Government Issued IDs