Delphi Maximization

1. Delphi Maximization Climbing to New Heights

2. Maximize Your Delphi! • Key Reports • Delphi • Delphi.net • Performance Reporting • Delphi • Delphi.net • What Keeps Your Reports Accurate? • Logging Activities Easily!

3. Checking In, Keeping People in the Know Reports

4. Key Reports - Delphi • Top Accounts • Lost Business Report • Booking Status Report • Daily Transaction • Daily Events

5. Key Delphi Reports • Top Accounts • Show up to the top 100 revenue producing accounts. • Able to report on Guestroom Revenue and F&B. • Lost Business Report • Keep track of why you are losing or turning away business • Make sure you follow status standards and pull the report appropriately • Example: Show only Definite to Cancel business

6. Key Delphi Reports • Booking Status Report • Easily see how many bookings went Definite last week or month. • How many new Tentatives are on the books. • Daily Transaction • Found under “Performance Reports” • Snapshot of what happened yesterday • New bookings, new definites, cancellations, revals, and deleted bookings

7. Key Delphi Reports • Daily Events • Run this to ensure the operations staff is aware of the group’s events • This can be run by group or by event start time! I.e. All breakfasts together, all meetings, etc.

8. Running Delphi Reports • Click on the Reports Menu • Navigate to Section • Accounts: Top Accounts • Bookings: Lost Business Report • Catering: Daily Events • Performance: Daily Transaction* • Enter Criteria for Dates, Status, Sales Managers, etc. *Accessible to Admin or Director only

9. Key Reports – Delphi.net • Top Accounts • Top Contacts • Lost Business Report • Catering or Sales Manager Production • Daily Events

10. Key Delphi.net Reports • Top Accounts • Show up to the top 100 revenue producing accounts • Able to report on Guestroom Revenue and F&B • Top Contacts • Show up to your top 100 revenue producing contacts • Show business from all accounts the contact is associated with

11. Key Delphi.net Reports • Catering and/or Sales Manager Productivity • Easily see how many bookings went Definite last week or month. • How many new Tentatives are on the books. • Lost Business Report • Keep track of why you are losing or turning away business • Make sure you follow status standards and pull the report appropriately • Example: Show only Definite to Cancel business

12. Key Delphi.net Reports • Daily Events • Run this to ensure the operations staff is aware of the group’s events • This can be run by group or by event start time! I.e. All breakfasts together, all meetings, etc.

13. Running Delphi.net Reports • Click to Tools Option on the Home Screen • Click on Reports Folder Tab • Navigate to Section • Accounts: Top Accounts, Top Contacts • Business: Lost Business Report, Catering & Sales Manager Production • Events: Daily Events • Enter Criteria for Dates, Status, Sales Managers, etc.

14. Budgets and Goals – Oh My! Performance Reports

15. Measure and Report • Guestroom Pace & Productivity • Measure property pace against budget • Measure individual sales manager goals for # of rooms and revenue • Measure goals by Market Segment • Same Time Last Year information • Catering Pace & Productivity • Delphi.net Only • Measure pace and individual revenue goals

16. Running Performance Reports • Delphi • Reports • Performance • Pace, Performance • Delphi.net • Tools • Reports • Pace & Productivity • Enter Criteria for Dates, Sales Managers, etc.

17. Guestroom Pace - Delphi

18. Guestroom Productivity - Delphi

19. Guestroom & Catering PaceDelphi.net Only

20. How can I trust my reports? accuracy

21. Update your BudgetDelphi • Plan Values • Budget Rooms • Monthly Goal divide by # of days in the month • Budget Rates • Total monthly revenue goal divided by # of days in the month • Affect Pace Report, COTB

22. Updating Values – BudgetsDelphi • To update Budgets follow these steps • Go to File, Set up • Double click on Plan Values • Click on the appropriate folder tab, click on date box, then right click • Enter date range at top • Enter per day value • Click OK

23. Sales Manager GoalsDelphi Sales Goals • Sales Goals by Sales Manager • Total Monthly Room Goal • Total Monthly Revenue Goal • Goals can be entered annually as well!

24. Updating Values – GoalsDelphi • To update Goals follow these steps • Go to File, Set up • Double click on Sales Goals by Source • Choose a sales manager in the drop box to enter their goal • Double Click in the date box • Enter date range • Enter total room and total revenue goal for the time period (average rate will calculate)

25. Food & Beverage ForecastingDelphi Event Type Average Checks • Average per person check per event type • Update when you complete a menu update

26. Updating Values – Event TypesDelphi • To update Event Type Average Checks follow these steps • Go to File, Set up • Double click on Event Types • Double click on the event type (i.e. Dinner, Lunch, etc.) • Enter per person average check for that meal, food & beverage • If desired, per person average checks can be added to forecast Resource and Rental revenue

27. Update your BudgetDelphi.net • Edit Property Budgets • Guestrooms per Day • Monthly Goal divide by # of days in the month • Guestroom Revenue Per Day • Total monthly revenue goal divided by # of days in the month • Event Revenue Per Day • Total monthly revenue goal divided by # of days in the month

28. Property BudgetsDelphi.net

29. Updating Values – BudgetsDelphi.net • To update Budgets follow these steps • Go to Setup from the Home Screen • Click on Edit Property Budgets • Enter date range • Enter guestroom budget per day • Enter total guestroom revenue by day • Enter total event revenue by day • Click the Save icon in the upper left corner

30. Sales Manager GoalsDelphi.net • Edit User Goals • Total Monthly Guestroom Goal • Total Monthly Guestroom Revenue Goal • Total Monthly Event Revenue Goal Goals can be entered annually as well!

31. Manager GoalsDelphi.net

32. Updating Values – GoalsDelphi.net • To update Goals follow these steps • Go to Setup from the Home Screen • Click on Edit User Goals • Select Manager • Enter date range • Enter guestroom goal for the time frame • Enter total guestroom revenue goal • Enter total event revenue goal • Click the Save icon in the upper left corner

33. Food & Beverage ForecastingDelphi.net • Update your Event Types • Ensure event types have a menu or items associated

34. Updating Values – F&B ForecastDelphi.net • To attach Menu & Items to event types, follow these steps • Go to Setup from the Home Screen • Click on Rooms & Events Folder Tab • Click on the event type (i.e. Breakfast) • Remove menu/items if needed • Click Add Menu And Items • Select menus & items as needed • Click the OK in the upper left corner

35. Provide the Tools • Ensure that additional set up fields are updated on a regular basis or on an as needed basis! • Lost Business Reasons • Lead Sources • Competitors • Menus & Items • Ensure your users are following established standards of data entry!

36. Who YaGonna Call? Activities

37. Don’t Overdo it! • Autotrace Management • Ensure you don’t have too many! • Review your list • Ensure it is just “key” milestones • Follow up on a Proposal or Contract • Call for the Guarantees • Follow Up on the Cut Off Date • Send a Thank You Letter

38. Checking Your Autotraces • Delphi • Click on File, Set up • Click on Booking Autotraces • Double click on each trace to edit • Red check to delete, New to Create a new one • Delphi.net • Click on Set up from the Home screen • Click on the Autotrace Folder Tab • Edit or create as needed New or edited traces will apply to new bookings only!

39. Activity Entry - Delphi • Attach an Activity to a Booking or Account each time • Easiest way is to search on the contact name! • Then click the Booking button! • Ensure you set the correct trace date • Use the Retrace Button! • Mark them Done!

40. Activity Entry – Delphi.net • Use the Quick Create method • Choose Task or Appointment and enter a subject • Click “Create” and fill in the details • Associate a Contact • Mark your Tasks Completed!

41. Activity Entry Benefits • Sales team members have access to information • In case you forget something, it’s in Delphi! • Mack Truck Theory. If it’s not in Delphi, it didn’t happen. • Make sure your DOS’s know how proactive you are! Log those prospecting calls!