BEST PRACTICES TOPHOTELPROJECTS - Database

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1 BEST PRACTICES TOPHOTELPROJECTS - Database On the following pages you will find some important information to achieve best results from our service. 1

2 CONTACT DETAILS DATES AND STATUS LOCATION AND CATEGORY 3 Steps to follow Define your target Step 1 WHAT & WHERE Step 2 Select the best time to approach leads during the timeline of the project WHEN Step 3 Approach the best business contact according to your branch activity and statuses of the project WHO 2

3 Step 1 Define your target: LOCATION AND CATEGORY Step 1 Start by establishing your selection criteria and select the most important information so you can start working with specifically selected projects according to your sales activities. The following questions will help you to get the best search results: What regions and/or countries and/or cities would do I want to start to contact? What hotel type*, project category and/or stars are my main focus? WHAT & WHERE * Important regarding hotel types: due to the project status not all the projects are categorized in terms of hotel types. We recommend to focus on project categories and stars. Is the number of rooms important for my product? See our glossary for more detailed information Step 2 WHEN Step 3 WHO 3

4 Step 2 Step 1 WHAT & WHERE DATES AND STATUS Select the best time to approach leads during the timeline of the project (phase): Step 2 WHEN Select the right status of the project: In Progress On Hold Cancelled and Opened. Select the most relevant phase of construction: Vision Pre-planning Planning Under construction Pre-Opening and Opened. Keep also in mind the selection of the project according to the opening date. This will help you to make a better filter of your leads. Use the opening date filter with the calendar function date (from to). See chart page 6 and glossary for more detailed information Step 3 WHO 4

5 Step 3 Step 1 WHAT & WHERE Step 2 WHEN CONTACT DETAILS Approach the best business contact according to your branch activity and statuses of the project. 5 Note that the contact information in every project is being completed during the development of the project. For instance: Hotel projects in the Pre-Planning phase do not have an Interior Designer as he is not yet selected. You can also search contact information in TOPHOTELCHAINS where you will find more than 15,000 key headquarter contacts. For instance: Development Managers in Marriott. Step 3 WHO

6 Project Phase Vision under construction Planning Pre-Opening Interior Designer Consultancy Company General Contractor Sub-Contractors/ Purchasing Companies FF&E Interior Designer Consultancy Company General Contractor Sub-Contractors/ Purchasing Companies Pre-Opening Office OS&E Interior Designer Consultancy Company General Contractor Sub-Contractors/ Purchasing Companies Pre-Opening Office AD&C 6 Investor Hotel Owner Developer (optional) Pre-planning Architect Operator (optional) Developer M&S Pre-Opening Office F&B&C Pre-Opening Office O P E N I N G

7 Useful Tips Identify your correct direct contact according to your business activity. Initiate commercial approaches by calling and then ing your potential contacts with specific information about your product and company. Do not export extensive downloads without any filter. You have several options to filter information through our platform. Do not send out mass s: o It might give an unserious image of your company. Check also TOPHOTELCHAINS to search for key headquarter contacts Compare data with your own database of contacts so you can always get better results. Personal contact is mandatory for a good customer relationship. Keep constant communication and develop your contacts by using networks. Contact us if you need to verify data or if you need further information by using our Support function. 7 o The response rate is very low, normally less than 2%. o Your might be blocked by an anti-spam security program. Do not use old list of projects to track your leads. We are constantly updating information so the list that you have now will change in the next days. Therefore you always have the option to check new entries and updates from our application.

8 Branches & Sub-Branches AD&C FF&E OS&E systems engineering bath / bathroom / tiles architecture construction kitchen furnishings art / painting fire safety electronic technology lighting / lamps interior decoration, restaurant fittings energy / energy technology landscape architecture building technology engineering ventilating and aircondition. systems, environmental tech. safety technology property furnishing outdoor equipment carpets / floorings textiles doors M&S F&B&C sanitary accessories automotive industry non-alcoholic beverages sanitary technology working clothes / shoes banking / finance service consulting alcoholic beverages baby food bed linen / mattresses office equipment dialogue marketing entertainment baked products bio-products catering equipment computer equipment waste management professional publications catering & event fast food decoration items wellness, spa, fitness facility management gastronomy requisites fine food meat / fish / poultry catering supplies and technology food & beverage (other items) vending machines general trade / wholesale hotel industry guest amenities hygiene / paper industrial enterprise coffee & tea beauty care domestic engineering, building services cashier technology IT credit cards / payment media agencies herbs / spices / oils dairy products fruits / vegetables pasta / rice / legumes kitchen technology / kitchen equipment cooling technology online media / online portal media technology / audio visual equipment dry cleaning / laundry snacks sweets / comfiture law office tourism tobacco goods frozen foods transport & logistics vegetarian & vegan human resource services promotion design minibars door locking systems table top telecommunication television professional laundry events / workshops / fairs associations & institutions renting / leasing insurances 8

9 Glossary AD&C: Architecture, Design & Construction FF&E: Furniture, Fixture & Equipment OS&E: Operation, Services & Equipment F&B&C: Food & Beverage & Consumer Goods M&S: Media & Services Hotel categories: given by the number of stars (1* to 5*****). Luxury/Upper Scale: 5***** First Class/ Upper Upscale/ Midscale: 4**** to 3*** Economy/Budget: 3*** to 2** are researched only in German speaking countries (Germany, Austria, Switzerland). Note that hotel categorization is not an universal concept - between countries there are differences in the number of stars awarded to hotels for a specific standard (the same number of stars does not always correspond to the same standard of hotels in different places in the world). Hotel type group: In our research we concentrate on the commonly used Hotel types. One project may belong to several types. 9 Bed & Breakfast, Business & Conference, Extended Stay, Holiday & Leisure, Motel, Theme & Design and Wellness &Spa. Status of the project: In Progress, On Hold (temporary delayed project), Cancelled and Opened Phases: Vision (idea of a project, these projects do not have all information available as not all the companies are already involved in the project), Pre-Planning, Planning, Under Construction, Pre-opening and Opened. Project category: conversion (adaptation of a previous building to a hotel), extension, new building and refurbishment Chain type: group, hard brand (e.g. Hilton, Marriott, Starwood's, etc.), soft brand: marketing cooperation labels ( e.g. The leading hotels of the world)

10 Contact We appreciate your feedback in order to constantly improve and guarantee our service provided. Get in touch with us: Vanessa Menoscal Manager Customer Service TOPHOTELPROJECTS GmbH Jeersdorfer Weg Rotenburg Phone: Web: 49 (0) Thanks for your attention! 10

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