Training - IHG CSM Website

					                                                                               Drive Revenue
Success Starts With DOSM!                                                      Optimize Pricing
AMER conference Oct 2011                                                       Shift Marketshare
                                                                               Maximize Performance

IHG Sales Resources Directory
"Navigating IHG Sales Resources" Workshop, AMER Conference, Oct 2011

What this is...
This is a directory of current IHG sales resources. It includes description, quick links, and key best practices. For user
convenience, there are multiple tabs for information look up - alphabetically, by channel, by segment. YOU MUST BE LOGGED
INTO MERLIN for the majority of the links to work.

Why it's important for your role…
This document helps you know about and easily find IHG sales resources. By being informed of and using the various
programs, tips, tools and best practices, you will be able to…
* Drive more revenue
* Optimize pricing                                           Not for distribution. Data is confidential and
* Shift marketshare
* Enhance your sales success!                                               for IHG use only.

What to do with it…
* Review the directory information by tab.
* Check out the resources, programs, and tools.
* Download this file to your computer and keep as a working reference.
* Share with your sales and operations colleagues.
* You must be logged into Merlin to access most resources. If a link lands on the Merlin home
page rather than the resource, click the directory link a second time.
For more information…
* Contact your Hotel Performance Support consultant
* Call the WARM team, 800-325-9276
* Email to: ihgwayofsales@ihg.com
IHG Confidential                                                                                                                       1/11/2012                                                                                                                               Page 2




IHG SALES RESOURCE DIRECTORY - ALPHABETICAL
IHG Resource                                  Category       Description                                                         Where to look                               Link
                                                                                                                                                                             NOTE: YOU MUST BE LOGGED INTO MERLIN TO ACCESS MOST RESOURCES. If a link lands
                                                                                                                                                                             you on the Merlin home page, click the link again.
ABCs of IHG                                   Info - IHG     Definitions of commonly used acronyms published by IHG.             Merlin > About IHG > Who We Are             https://www.ihgmerlin.com/portal/trails/About+IHG/Who+we+are/_Home

Account Planner - Hotel                       Tool           A template that facilitates the account planning process. A best Merlin > applications > IHG Way of Sales       https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11599&PageID=276608&mode=2&topicI
                                                             practice approach ensuring all relevant inputs are captured to                                                  D=http://hnatld1svrptl01.amer.corp.local/Publisher/dtp___sm_dos_dosm___hotel_account_planner_da
                                                             create excellent account plans.                                                                                 _1465734.html
Account Prioritization Grid                   Tool           A tool to help you classify and prioritize the account           Merlin > applications > IHG Way of Sales       https://www.ihgmerlin.com/portal/server.pt?Ntt=accpunt+prioritization+grid&open=512&objID=11599
                                                             opportunities and a document to help you use tool.                                                              &PageID=276612&page=0&mode=2



Brand Central                                 Info - Brand   By region, by brand information, logos, standards, descriptions, Merlin > applications                          https://www.ihgmerlin.com/brandcentral
                                                             and more.
Brand on a Page                               Info - Brand   One page downloadable overview of each IHG brand.                Merlin > About IHG > Our Vision                https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11704&PageID=284579&cached=true&
                                                                                                                                                                             mode=2
Brandhearted                                  Info - IHG     To become one of the world's great companies creating Great About IHG > BrandHearted                            https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12027&mode=2&in_hi_userid=12261&c
                                                             Hotels Guest Love we need to feel proud and committed to our                                                    ached=true
                                                             brands. We call this being BrandHearted.

Business Choice                               Tool           A tool for Local Negotiated Rate (LNR) clients to manage their      Internet browser                            http://www.businesschoice.ichotelsgroup.com/
                                                             travel and spend, in addition to booking the hotel.

Business Travel Agent Revenue Program         Info - Sales   The Business Travel Agency team (BTA) team works with mega Merlin > applications > The Sales Source             https://www.ihgmerlin.com/portal/server.pt/gateway/PTARGS_0_12261_44381_11591_0_43/http%3B/
                                                             travel agencies and consortia agencies that act as travel                                                       hnatld1svrptl01.amer.corp.local/Publisher/2011_bta_marketing_research_guide_v2___tool2011_bta_m
(BTA)
                                                             intermediaries who provide travel management resources to a                                                     arketing_research_guide_v2___tool_da_1855825_2.pdf
                                                             variety of customers.

CanDo Sales                                   Training       Introduction to Extended Stay Sales for Candlewood Suites           Mylearning. Check for next dates with RSD. https://www.ihglearning.com/Saba/Web/Corporate
                                                             DOS's.
Central Reservations Office - Voice product   Training       2000 Reservations Sales Agents in 11 CROs around the world          Merlin                                      https://www.ihgmerlin.com/portal/server.pt/gateway/PTARGS_0_0_5199431_0_0_18/BEEBF9DB6DD3F
                                                             generate more than $2 billion per year of rooms revenue for                                                     B4C8525770400728E76
overview
                                                             hotels.
Central Reservations Office                   Tool           2000 Reservations Sales Agents in 11 CROs around the world          IHG departments > Global Sales and          https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11910&PageID=0&cached=true&mode=
                                                             generate more than $2 billion per year of rooms revenue for         Marketing > Distribution and Relationship   2&userID=12261
                                                             hotels.                                                             Marketing - NEW > CRO Channel > CRO

Distribution & Relationship Marketing         Info - Sales   Everything you need to know about IHG Channels and Loyalty.         IHG departments > Global Sales and          https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11901&PageID=0&cached=true&mode=
                                                                                                                                 Marketing > Distribution and Relationship   2&userID=12261
Overview
                                                                                                                                 Marketing - NEW
Easy Groups & Meetings training               Training       No cost online training to learn more about Easy Groups &           Go to training tab or myLearning.           https://www.ihglearning.com/Saba/Web/Corporate
                                                             Meetings.
Easy Meetings                                 Tool           Easy Groups & Meetings enables customers to book 9-25               Merlin > teamspaces                         https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11545&mode=2&in_hi_userid=12261&c
                                                             sleeping rooms w/wo meeting space through the web.                                                              ached=true

E-Salesbook (Published by America's Sales)    Info - Sales   Sales resource guide published by IHG America's Sales.              Internet browser                            http://ihgsalesebook.com/
                                                             Contains sales program overviews, key contacts, blitz info and
                                                             much more.
Global Distribution System (GDS)              Info - Sales   The GDSs (Global Distribution Systems) are reservation systems      IHG departments > Global Sales and          https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11911&PageID=0&cached=true&mode=
                                                             used by travel professionals to research/book travel for clients.   Marketing > Distribution and Relationship   2&userID=683064
                                                             The channel accounts for over 13.5 million room nights and          Marketing - NEW > GDS Channel
                                                             over $1.7 billion in revenue per year to IHG hotels.




Global Sales & Marketing                      Info - Sales   Resource to find out what's happening with the global sales         IHG Merlin > Teamspaces > Global Sales &    https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11407&mode=2&in_hi_userid=12261&c
                                                             and marketing teams.                                                Marketing                                   ached=true
IHG Confidential                                                                                                              1/11/2012                                                                                                                                  Page 3




Government Resource Guide               Info - Sales   Sales Resource Guide for the United States Government.           Merlin > applications > The Sales Source   https://www.ihgmerlin.com/portal/server.pt/gateway/PTARGS_0_12261_44381_11591_0_43/http%3B/
                                                                                                                                                                   hnatld1svrptl01.amer.corp.local/Publisher/sales_resource_guide_for_the_us_government___filesales_r
                                                                                                                                                                   esource_guide_for_the_us_government___file_da_1405272_2.pdf
Guest Marketing Campaign Calendar       Tool           The Guest Marketing Campaign Calendar is a schedule for          IHG departments > Global Sales and         https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11034&PageID=0&cached=true&mode=
                                                       campaigns, special offers, and marketing events. It's designed   Marketing > Guest Marketing Campaign       2&userID=12261
                                                       to help you plan, manage, and share marketing initiatives        Calendar
                                                       across IHG.
Heartbeat                               Tool           Guest love measurement programme.                                Merlin > applications                      https://www.ihgmerlin.com/tpa/heartbeat
Holiday Inn Relaunch site               Info - Brand   Holiday Inn website featuring relaunch changes, graphics and     Internet browser                           http://relaunch.holidayinn.com/?locale=en&region=amer#
                                                       more.
Hotel Content Manager                   Tool           Central data source for hotel information by property.           Merlin > applications                      https://hcm.ihg.com
Hotel Content Manager - How to manage   Training       Want to know how to improve your content score? What do to IHG departments > Global Sales and               https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11935&PageID=0&cached=true&mode=
                                                       about gold locks? How to manage rejected content? It takes Marketing > Distribution and Relationship        2&userID=12261
content video
                                                       just a few minutes to get the answers…                     Marketing - NEW > How to...Video guides

Hotel Url toolkit                       Tool           Application to build web URLs for LNR rates, group and package Merlin > applications                        https://internaltools.ihg.com/redirectLite/lite/home
                                                       booking, and general hotel.
IHGAgent.com                            Tool           Travel agent resource website.                                 Merlin > applications                        https://www.ihgmerlin.com/portal/trails/Teamspaces/Travel+Consultant+Connection/_Home

IHG Awards                              Info - IHG     Annual listing of awards received by IHG and brands.             IHG PLC website                            http://www.ihgplc.com/index.asp?pageid=415
IHG Brands                              Info - IHG     Information, logos, standards and more about IHG brands.         IHG Corporate page > Our Brands            http://www.ihgplc.com/index.asp?pageid=405

IHG Business Source                     Tool           Website for corporate clients - hotel finder, IHG news,          Internet browser                           http://www.ihgbusinesssource.com/
                                                       newsletters from Key Account Directors.
(IHGBusinessSource.com)
IHG Commission Services                 Tool           IHG Commission Services is IHG's electronic payment system    Merlin > search IHG Commission Services       https://www.ihgmerlin.com/portal/server.pt?open=512&PageID=0&mode=2&objID=9387
                                                       used to capture commissionable reservations and process hotel
                                                       invoices and agency payments.
IHG Careers Website                     Info - IHG     IHG job postings.                                             IHG PLC website                               http://www.ihgplc.com/index.asp?pageid=701
IHG Corporate Gold                                     Corporate Gold provides a significant revenue opportunity        Merlin > applications > The Sales Source   https://www.ihgmerlin.com/portal/server.pt/gateway/PTARGS_0_12261_44381_11591_0_43/http%3B/
                                                       from corporate Key Accounts.                                                                                hnatld1svrptl01.amer.corp.local/Publisher/corporate_gold_opportunities___filecorporate_gold_opportu
                                                                                                                                                                   nities___file_da_1395034_2.pdf
IHG Corporate Materials Site            Info - IHG     IHG style guides, patterns, ppts, guidelines, etc.               Internet browser                           https://www.ihgbrand.com/index.asp
IHG deals on Twitter                    Tool           IHG twitter page with consumer deal postings.                    Internet browser                           http://twitter.com/#!/IHG_Deals
IHG Departments Tab                     Info - IHG     Links to various IHG organizations, teams, regions, etc.         Merlin > IHG departments
IHG employee hotel rates                Benefit        Booking link for employees to book employee hotel room rates. Merlin > applications                         http://www.ichotelsgroup.com/employees
IHG Facts and Figures                   Info - IHG     Facts and figures about IHG, # hotels, brand info, more.         IHG Corporate page > About Us > Overview http://www.ihgplc.com/index.asp?pageid=16

IHG Fuel                                Tool           Find the latest information on the Mid Market Program and use Internet browser                              http://www.ihgfuel.com
                                                       this site to send leads of companies that could use the MMAP.

IHG Google Mail                         Info - IHG     Help info on Google mail.                                        Merlin > teamspaces                        https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12068&mode=2&in_hi_userid=12261&c
                                                                                                                                                                   ached=true
IHG Hotel Directory                     Info - IHG     Links to all IHG hotels.                                         IHG PLC website                            http://www.ihgplc.com/index.asp?pageid=209
IHG Hotel Guides (by location)          Info - IHG     Directory of IHG hotels listed by location.                      Internet browser                           http://www.ichotelsgroup.com/h/d/6c/1/en/c/2/content/dec/6c/1/en/cs/guides.html
IHG Hotel Offers                        Tool           Hotel package offers for IHG employees, their family and         Merlin > teamspaces                        https://www.ihgmerlin.com/portal/server.pt?open=512&objID=10227&mode=2&in_hi_userid=12261&c
                                                       friends.                                                                                                    ached=true
IHG Media                               Info - IHG     Past and present press releases, videos, etc.                    IHG PLC website                            http://www.ihgplc.com/index.asp?pageid=5
IHG on Google Earth                     Info - IHG     Shows IHG hotels on Google earth maps.                           Google earth                               http://earth.ihg.com/
IHG Photo library                       Tool           Repository for IHG hotel photos.                                 Internet browser                           https://clientservices.vfmii.com/pdl/Main.html?company=ihg
IHG PLC website                         Info - IHG     Corporate website containing brand news, fact sheets, etc.       IHG PLC website                            http://www.ihgplc.com/index.asp?pageid=405

IHG Powerpoint Templates                Admin          Word and power point templates used for standard IHG           Merlin > About IHG > Our brands > IHG brandttps://www.ihgmerlin.com/portal/server.pt?open=512&objID=6007&PageID=0&cached=true&mode=2
                                                                                                                                                                h
                                                       presentations and documents.                                                                             &userID=55622
IHG Press releases                      Info - IHG     Media information about IHG hotels, openings, closings, annual IHG PLC website                           http://www.ihgplc.com/index.asp?pageid=5
                                                       reporting, awards, etc.
IHG Reporting                           Reporting      Portal to find reporting for individual IHG hotels.            Merlin > applications                     https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11648&mode=2&in_hi_userid=12261&c
                                                                                                                                                                ached=true
IHG Confidential                                                                                                                    1/11/2012                                                                                                                               Page 4




IHG Sales                                     Info - Sales   Teamspace overview for Worldwide Sales, Americas Sales, US       Merlin > teamspaces                        https://www.ihgmerlin.com/portal/server.pt?open=512&objID=5446&mode=2&in_hi_userid=12261&ca
                                                             Sales, EMEA, APAC.                                                                                          ched=true
IHG Vision                                    Info - IHG     To become one of the world’s great companies by creating         IHG Merlin > About IHG > Our Vision        https://www.ihgmerlin.com/portal/server.pt?open=512&mode=2&objID=11704&PageID=284550
                                                             Great Hotels Guests Love.
IHG Way of Sales Centra Training              Training       Centra training to introduce IHG Way of Sales application        Internet browser                           http://asp7.centra.com/SiteRoots/main/User/GuestAttend.jhtml?pb=true&&s_guid=0000016e334a0000
                                                             portal.                                                                                                     012f5cd1f2f58ab1&sessionid=1303322336272107004
IHG Way of Sales portal                       Training       WWS program. Training, tools, and best practices for IHG sales   Merlin > applications > IHG Way of Sales   www.ihgmerlin.com/ihgwayofsales
                                                             professionals.
IHG Way of Sales teamspace                    Info - Sales   WWS program. Teamspace for general info and sales                Merlin > teamspaces                        https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11952&mode=2&in_hi_userid=12261&c
                                                             champions.                                                                                                  ached=true
IHG Winning Ways                              Info - IHG     Framework to shape the way we work at IHG. (Do right thing,      About IHG > Our people > Room to           https://www.ihgmerlin.com/portal/server.pt?open=512&objID=6589&qid=56959358&rank=1&parentna
                                                             show we care, aim higher, celebrate difference, work better      grow > myLearning                          me=SearchResult&parentid=7&mode=2&in_hi_userid=4928&cached=true
                                                             together.
Introducing the IHG Way of Sales              Training       IHG Way of Sales training course.                                Go to training tab or myLearning.          https://www.ihglearning.com/Saba/Web/Corporate
Introducing the Strategic Pricing Program -   Training       Course to introduce Strategic Pricing.                           Go to training tab or myLearning.          https://www.ihglearning.com/Saba/Web/Corporate
AMER - English
iRFP                                          Tool           WWS program. Request for proposal system for on/off            Merlin > applications > The Sales Source     https://www.ihgmerlin.com/tpa/irfp
                                                             property sales professionals to work together to get corporate
                                                             business.
Key Account Tool                              Tool           Use the Key Account Tool in The Sales Source to find out more Merlin > applications > The Sales Source      https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11591&PageID=275424&mode=2
                                                             information about IHG key accounts and who manages them.
                                                             This tool was formerly called Global Sales Account tool.

Leadshare                                     Tool           LeadShare is a program that brings 4,500+ IHG properties         Merlin > teamspaces                        www.ihgmerlin.com/leadshare
                                                             across the world together to share property-direct leads for
                                                             groups and meetings.
Little Book of IHG                            Info - IHG     Downloadable book of IHG, our brands, vision and more.           IHG Merlin > About IHG > Our Performance https://www.ihgmerlin.com/portal/server.pt/gateway/PTARGS_0_12261_47646_6678_183238_43/http
                                                                                                                              > Full Year Results                      %3B/hnatld1svrptl01.amer.corp.local/Publisher/may_2011may_2011_da_1910024_3.pdf

MACRO                                         Tool           Metro Area Central Reservations - Local 24/7 reservation office Merlin > applications > The Sales Source    https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11591&PageID=275425&mode=2&conte
                                                             servicing as a reservation center for hotels in one metropolitan                                            ntID=KD-5453945#
                                                             area.
Meeting Broker                                Tool           MeetingBroker is a central routing point for Group and           Merlin > teamspaces                        www.ihgmerlin.com/meetingbroker
                                                             Meeting leads.
MeetingBroker Configuration Course -          Training       Meeting Broker training course.                                  Go to training tab or myLearning.          https://www.ihglearning.com/Saba/RegisterDirect.jsp?brand=Main&offeringId=dowbt00000000000372
                                                                                                                                                                         0
AMER
MeetingBroker eProposal Configuration         Training       Meeting Broker training course.                                  Go to training tab or myLearning.          https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12079&mode=2&in_hi_userid=934055&
                                                                                                                                                                         cached=true

MeetingBroker eProposal Integrated            Training       Meeting Broker training course.                                  Go to training tab or myLearning.
                                                                                                                                                                         https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12079&mode=2&in_hi_userid=934055&
(Delphi Properties)                                                                                                                                                      cached=true
MeetingBroker eProposal Non-Integrated        Training       Meeting Broker training course.                                  Go to training tab or myLearning.
                                                                                                                                                                         https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12079&mode=2&in_hi_userid=934055&
(non-Delphi Properties)                                                                                                                                                  cached=true
MeetingBroker Post-Training Quiz - AMER       Training       Meeting Broker training course.                                  Go to training tab or myLearning.
                                                                                                                                                                         https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12079&mode=2&in_hi_userid=934055&
                                                                                                                                                                         cached=true
MeetingBroker User Course (Non-               Training       Meeting Broker training course.                                  Go to training tab or myLearning.
                                                                                                                                                                         https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12079&mode=2&in_hi_userid=934055&
Integrated) - AMER                                                                                                                                                       cached=true
Merlin                                        Info - IHG     IHG's intranet with information, news, and more for IHG          Internet browser                           www.ihgmerlin.com
                                                             employees.
MMAP-Mid Market Account Program               Tool           Discount program for companies with limited to no managed        Check with your HPS Area Manager.
                                                             travel. Discounts are based on volume.
myLearning                                    Training       Variety of training courses available to IHG employees (free     About IHG > Our people > Room to           https://www.ihgmerlin.com/portal/server.pt?open=512&objID=12079&mode=2&in_hi_userid=934055&
                                                             and at cost) .                                                   grow > myLearning                          cached=true
Negotiation & Trade Off Tip Sheet             Tool           A guide that helps you develop the list and value of trade-off   Merlin > applications > IHG Way of Sales   https://www.ihgmerlin.com/portal/server.pt?open=514&objID=276608&mode=2&topicID=http://hnatld
                                                             items to leverage these during account negotiations.                                                        1svrptl01.amer.corp.local/Publisher/wtb___negotiation_guide_and_tradeoff_tip_sheet_da_1471634.ht
                                                                                                                                                                         ml
Objection Handling Tool                       Tool           A tool to help you anticipate, address, and overcome customer Merlin > applications > IHG Way of Sales      https://www.ihgmerlin.com/portal/server.pt?Ntt=objection+&open=512&objID=11599&PageID=276612
                                                             objections during the sales process.                                                                        &page=0&mode=2
IHG Confidential                                                                                                               1/11/2012                                                                                                                               Page 5




Priority Club Rewards General                          IHG's loyalty program, Priority Club Rewards, is the first, largest IHG departments > Global Sales and          https://www.ihgmerlin.com/portal/server.pt?open=512&PageID=0&mode=2&objID=9770
                                                       and fastest-growing guest loyalty program in the hotel              Marketing > Distribution and Relationship
                                                       industry.                                                           Marketing - NEW > Loyalty > Priority Club
                                                                                                                           Rewards > Introduction to PCR

Priority Club Rewards Marketing Tools   Tool           Learn to leverage the strength of PCR to reach up to 57 Million IHG departments > Global Sales and              https://www.ihgmerlin.com/portal/server.pt?open=512&objID=10247&PageID=0&cached=true&mode=
                                                       PCR members through marketing tools such as bonus points,       Marketing > Distribution and Relationship       2
                                                       email, estatements, and direct mail.                            Marketing - NEW > Loyalty > Priority Club
                                                                                                                       Rewards > Marketing Tools

Priority Club Meeting Rewards           Tool           IHG Loyalty Reward program - for meeting planners.                IHG departments > Global Sales and            https://www.ihgmerlin.com/portal/server.pt?open=512&objID=8828&PageID=0&cached=true&mode=2
                                                                                                                         Marketing > Distribution and Relationship     &userID=12261
                                                                                                                         Marketing - NEW > Loyalty > Priority Club
                                                                                                                         Rewards > Meeting Rewards

Priority Club Rewards Standards         Tool           IHG Loyalty Reward program.                                       Merlin > IHG departments > Global Sales &     https://www.ihgmerlin.com/tpa/pcrstandards
                                                                                                                         Marketing > Distribution &
                                                                                                                         Relationship Marketing - NEW > Loyalty

REACH                                   Tool           Reach is a premium voice reservations service for hotels        Merlin > applications > The Sales Source        https://www.ihgmerlin.com/portal/server.pt/gateway/PTARGS_0_12261_44381_11591_0_43/http%3B/
                                                       located in non-MACRO markets. Reach connects hotel                                                              hnatld1svrptl01.amer.corp.local/Publisher/reach___filereach___file_da_1388414_2.pdf
                                                       reservation calls with IHG worldwide call centers where highly-
                                                       trained sales professionals handle guest reservations on your
                                                       behalf.

Sales by Segment Centra Training        Training       Centra event training covering ALL segments of sales, broken outMyLearning events.
                                                                                                                        by PC based                                    https://www.ihglearning.com/Saba/Web/Corporate
Sales Council                           Sales          WWS program. Council of thought leaders comprised of sales Merlin > teamspaces                                  https://www.ihgmerlin.com/portal/server.pt?open=512&objID=9074&mode=2&in_hi_userid=12261&ca
                                                       and sales-related executives.                                                                                   ched=true
Sales Onboarding 1                      Training       Online training for on/off property sales. Introduces IHG        myLearning & IHG Way of Sales                  https://www.ihglearning.com/Saba/RegisterDirect.jsp?brand=Main&offeringId=dowbt00000000000790
                                                       brands, IHG sales structure, IHG sales resources.                                                               0
Sales Onboarding 2                      Training       Online training course for all on and off property sales people. myLearning & IHG Way of Sales                  https://www.ihglearning.com/Saba/RegisterDirect.jsp?brand=Main&offeringId=dowbt00000000000789
                                                       Details on IHG sales programs and resources.                                                                    1
Sales Resource Guide                    Info - Sales   Electronic guidebook to WWS Sales, US Sales, Americas Sales. Internet browser                                   http://www.ihgsalesebook.com/

Social Media                            Tool           Online ocial networking sites Facebook, Twitter, Linked In.                                                     https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11912&PageID=0&cached=true&mode=
                                                                                                                                                                       2&userID=683064
Solution Selling by IHG                 Training       IHG Way of Sales link to Solution Selling microsite. Link here is Internet browser                              http://ihgsolutionselling.com/index.php
                                                       unpublished direct link.
Stategic Pricing Program Overview       Info - Sales   Strategic Pricing is a dynamic pricing model for the business     Merlin > teamspaces                           www.ihgmerlin.com/strategicpricing
                                                       travel segment.
Strategic Pricing Training              Training       Learn more about the Strategic Pricing program.                   Teamspaces > Strategic Pricing > _SP Hotel    https://www.ihgmerlin.com/portal/server.pt?open=512&mode=2&objID=11357&PageID=244002
                                                                                                                         Job Aids
STEP Visit                              Training       Visit is conducted by HPS Area Manager to help enhance the        Check with your HPS Area Manager.             Discuss possible visit with Area Manager.
                                                       sales process for the hotel. Broken out into 4 separate areas
                                                       and is at a cost to the hotel.
SWOT Analysis                           Tool           A tool template to help you determine                             Merlin > applications > IHG Way of Sales      https://www.ihgmerlin.com/portal/server.pt?open=514&objID=276608&mode=2&topicID=http://hnatld
                                                       Strengths/Weaknesses/Threats/Opportunities.                                                                     1svrptl01.amer.corp.local/Publisher/lq___swot_analysis_guide_and_tip_sheet_da_1466620.html

Teamspaces                              IHG/Sales      Pages on Merlin created by IHG teams to provide info and links Merlin > teamspaces
                                                       to their org charts, program overviews, etc.
The Sales Source                        Tool           Resource for global/regional sales info. Driven by search.     Merlin > applications                            www.ihgmerlin.com/thesalessource

Travel Consultant Connection            Tool           Travel agent resource website.                                    Merlin > applications                         https://www.ihgmerlin.com/portal/trails/Teamspaces/Travel+Consultant+Connection/_Home
(IHGagent.com)
VCRO                                    Tool           Virtual Central Reservation Office (VCRO) links a hotel's         Merlin > applications > The Sales Source      https://www.ihgmerlin.com/portal/server.pt?open=512&objID=11591&PageID=275425&mode=2&conte
                                                       reservation phone calls to one of IHG's worldwide reservation                                                   ntID=KD-5469499#
                                                       offices.
Worldwide Sales teamspace               Info - Sales   Learn about Worldwide Sales team's IHG sales strategy and         Merlin > teamspaces                           https://www.ihgmerlin.com/portal/server.pt?open=512&objID=5446&mode=2&in_hi_userid=12261&ca
                                                       products.                                                                                                       ched=true
IHG SALES RESOURCE DIRECTORY - BY CHANNEL
IMPORTANT! Your hotel's information in the Hotel Content Manager feeds the information in all channels. Be sure to keep Hotel Content Manager updated! Go to: https://hcm.ihg.com/hcm/
Channel     Category          Description                                            Best Practice                                          Keywords                More Info                                   Contact
                                                                                                                                                                    NOTE: YOU MUST BE LOGGED INTO MERLIN
                                                                                                                                                                    TO ACCESS MOST RESOURCES. If a link lands
                                                                                                                                                                    you on the Merlin home page, click the link
                                                                                                                                                                    again.
               Central Reservations Office (CRO) - IHG has 2000 highly trained Reservations Agents in 10 CROs, providing 24/7 service. These agents drive industry
               leading conversion rates and a higher average daily rate (ADR).
               CRO              The global reservation offices include: Charleston, SC,     • Ensure CRO sales text is current in Hotel Content         Search "CRO" or         https://www.ihgmerlin.com/portal/server.pt
                                USA, Salt Lake City, UT, USA, Mexico City, Mexico, Sao      Manager.                                                    "Central Reservations   ?open=512&objID=11910&PageID=0&cached
                                Paulo, Brazil, Birmingham, UK, Tokyo, Japan, Guangzhou,                                                                 Office" on Merlin       =true&mode=2&userID=12261
                                China, Manila, Philippines, Baguio, Philippines, Bucharest,
                                Romania.

               MACRO            Metro Area Central Reservations - Local 24/7 reservation     • Visit MACRO agents once per year 2) Attend MACRO to Search "MACRO" on            https://www.ihgmerlin.com/portal/server.pt macrosupportslc@ihg.c
                                office servicing as a reservation center for hotels in one   the Max when feasible.                                Merlin or The Sales          ?open=512&objID=11591&PageID=275425& om or 800-315-3464
                                metropolitan area.                                                                                                 Source                       mode=2&contentID=KD-5453945#
               VCRO             Virtual Central Reservation Office (VCRO) links a hotel's    • Send all overflow calls to VCRO.                    Search "VCRO" on             https://www.ihgmerlin.com/portal/server.pt
                                reservation phone calls to one of IHG's worldwide                                                                  Merlin or The Sales          ?open=512&objID=11591&PageID=275425&
                                reservation offices.                                                                                               Source                       mode=2&contentID=KD-5469499#

               REACH            Reach is a premium voice reservations service for hotels • Review Reach program info.                                   Search "REACH" on       https://www.ihgmerlin.com/portal/server.pt
                                in non-MACRO markets. It connects hotel reservation                                                                     Merlin or The Sales     /gateway/PTARGS_0_12261_44381_11591_0
                                calls with IHG worldwide call centers where highly-trained                                                              Source                  _43/http%3B/hnatld1svrptl01.amer.corp.loca
                                sales professionals handle guest reservations on your                                                                                           l/Publisher/reach___filereach___file_da_138
                                behalf.                                                                                                                                         8414_2.pdf



               Web:     At IHG we receive over 700,000 visits a day to our web sites globally. We are on a journey to enhance our web and mobile offerings to enable IHG to
               become a customer-centered, global and a best-in-class web business that delivers superior experience, service and return on investment.
               Search Engine    SEO refers to both the art and science of getting a website • To learn how your hotel can help to improve the       SEO, Search Engine          https://www.ihgmerlin.com/portal/server.pt
               Optimization     ranked by Search Engines in Search Results naturally (or natural search rankings of your website, look at the       Optimization                ?open=512&objID=11996&PageID=0&cached
               (SEO)            organically), rather than through paid-for, sponsored        "How Can You Help?" best practice guidelines and                                   =true&mode=2&userID=683064
                                listings.                                                    "Additional SEO Resources" areas.
               Performance      SEO refers to both the art and science of getting a website • Review Performance Marketing driven results for your Performance                  https://www.ihgmerlin.com/portal/server.pt
               Marketing        ranked by Search Engines in Search Results naturally (or hotel in the monthly Revenue Factory Marketing Bundle Marketing, Search                /gateway/PTARGS_0_5103_4944800_0_0_18
                                organically), rather than through paid-for, sponsored        report.                                                Marketing, Web              /42F7905E1A3C0EB8852576BE005A93C8
                                listings.                                                                                                           marketing, Affiliates,
                                                                                                                                                    Partner Connect

               Hotel URL        The Hotel URL toolkit helps to create booking links for      • Use the hotel url toolkit to create links for LNRs for   URL, LNR links          https://www.ihgmerlin.com/portal/server.pt
               Toolkit          LNRs, independent websites, and more.                        proper links and tracking.                                                         /gateway/PTARGS_0_5103_6324701_0_0_18
                                                                                             • Periodically check links to ensure they are in good                              /2DA6C596FE4A6E758525783200741291
                                                                                             working order.
               Independent      If you choose to create a hotel web site independently of    • Check booking links on existing independent websites Independent Website https://www.ihgmerlin.com/portal/server.pt
               Website          the IHG Brand web sites, then the web site must comply       to make sure they are correct.                         Standards, Web         ?open=512&objID=11907&PageID=0&cached
               Standards        with these.                                                                                                         Standards, Independent =true&mode=2&userID=12261
                                                                                                                                                    sites


               GDS - The GDSs (Global Distribution Systems) are the reservation systems used by travel professionals to research and book travel for their clients. The
               GDS channel accounts for over 13.5 million room nights and over $1.7 billion in revenue per year to IHG hotels.
   GDS
GDS
      The four GDS's       The GDSs (Global Distribution Systems) are the             • Establish/strengthen relationships with travel agents      Search the following    https://www.ihgmerlin.com/portal/server.pt
      include Sabre,      reservation systems used by travel professionals to         in local and feeder markets.                                 keywords on Merlin or   ?open=512&objID=11911&PageID=0&cached
      Galileo,            research and book travel for their clients. The GDS         • Visit The Sales Source on Merlin and search BTA for        Sales Source: GDS,      =true&mode=2&userID=683064
      Worldspan and       channel accounts for over 13.5 million room nights and      helpful hints.                                               Global Distribution
      Amadeus.            over $1.7 billion in revenue per year to IHG hotels.        • Have at least 1 of the 4 customizable GDS rate             System, Sabre,
                                                                                      categories in your GDS sell strategy for low demand          Worldspace, Galileo,
                                                                                      seasons.                                                     Amadeus, Travelport
                                                                                      • Participate in GDS Marketing programs as feasible.




      TPI's - Third Party Intermediary sites (TPIs).                    Via this TPI or online travel agent (OTA) channel, your hotel is placed on the shelf in front of
TPI
                          Certified TP{ partners and IHG have agreed on terms and     • Work only with certified TPI partners. Check the    TPI, Third Party               https://www.ihgmerlin.com/portal/server.pt
      Certified TPIs      conditions for partnership.                                 certified TPI partner lists on Merlin.                Intermediary                   /gateway/PTARGS_0_683064_218_0_0_35/h
                                                                                      • The TPI Quick Reference Guide will help you with                                   https://www.ihgmerlin.com/portal/server.pt
      TPI Rate                                                                        understanding rates.                                                                 /gateway/PTARGS_0_3651_4153451_0_0_18
      Programs                                                                        • Understand terms and conditions associated with how                                /CB636D4699D3ED05852574AC0054FBDF
                                                                                                                                                                           https://www.ihgmerlin.com/portal/server.pt
      TPI Training                                                                    • Review the Central training on flexible package pricing.                           /gateway/PTARGS_0_3651_4896832_0_0_18
      Single use credit
      card


      Loyalty / PCR - Loyal Priority Club Rewards guests are a very valuable asset to your hotel. Our 47 million PCR members spend $5.8 million annually and
      members:
      PCR                 Priority Club Rewards members stay 64% more, spend 7%                                                                    PCR, Priority Club,     https://www.ihgmerlin.com/portal/server.pt
                          more, and are 4% more likely to book direct.                                                                             Loyalty                 ?open=512&objID=11917&PageID=0&cached
                                                                                                                                                                           =true&mode=2&userID=12261

      PCR Ambassador InterContinental loyalty membership.                                                                                          Ambassador              https://www.ihgmerlin.com/portal/server.pt
                                                                                                                                                                           ?open=512&objID=9332&PageID=0&cached=
                                                                                                                                                                           true&mode=2&userID=12261
      Loyalty Connect LoyaltyConnect is IHG’s new web-based loyalty                   • Refer to the “Getting Ready for LoyaltyConnect” find       LoyaltyConnect, Loyalty https://www.ihgmerlin.com/portal/server.pt
                      application that will replace FMDS functionality in the         out what you need to do.                                     Connect                 ?open=512&objID=11716&PageID=0&cached
                      HOLIDEX® Plus system.                                                                                                                                =true&mode=2&userID=683064

      PCMR - Priority     Priority Club Meeting Rewards, a loyalty program that       • Help close Group business by introducing clients to    Meeting Rewards,            https://www.ihgmerlin.com/portal/server.pt
      Club Meeting        rewards Meeting Planners for qualified meetings* held at    PCMR.                                                    PCMR                        ?open=512&objID=8387&PageID=0&cached=
      Rewards             any of our more than 3,000 hotels in the U.S., Canada and   • Access PCMR training job aids (FAQs, brochure,                                     true&mode=2&userID=28211#
                          Mexico and Asia Pacific.                                    customizable PDF,etc) via Merlin/Applications/PCMR
                                                                                      Overview.
                                                                                      • Take advantage of Corporate funded Meeting Bonus
                                                                                      Point promotional offers. Visit the PCMR site frequently
                                                                                      for current promotional offers.

      Social Media        Social media is simply a way of people building           • Be aware of IHG social media guidelines.                     Facebook, Twitter,      https://www.ihgmerlin.com/portal/server.pt
                          relationships with other people, using the whole range of                                                                Linked In, Social Media ?open=512&objID=11912&PageID=0&cached
                          new media available to them. Facebook and Twitter are                                                                                            =true&mode=2&userID=12261
                          examples of social media sites.
IHG SALES RESOURCE DIRECTORY - TOOLS CHECKLIST
IHG Resource                  Category   Description                                                 KEY BEST PRACTICE                                     Relevant Channel
                                                                                                                                                           NOTE: YOU MUST BE LOGGED INTO MERLIN TO ACCESS
                                                                                                                                                           MOST RESOURCES. If a link lands you on the Merlin home
                                                                                                                                                           page, click the link again.
Account Planner - Hotel       Tool       A template that facilitates the account planning process. A • Use the Account Planner worksheet as a working      https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                         best practice approach ensuring all relevant inputs are     document for current and future reference.            D=11599&PageID=276608&mode=2&topicID=http://hnatld1s
                                         captured to create excellent account plans.                                                                       vrptl01.amer.corp.local/Publisher/dtp___sm_dos_dosm___h
                                                                                                                                                           otel_account_planner_da_1465734.html

Account Prioritization Grid   Tool       A tool to help you classify and prioritize the account      • Use the tool to determine priority of time to be    https://www.ihgmerlin.com/portal/server.pt?Ntt=accpunt+p
                                         opportunities and a document to help you use tool.          spent on a specific account.                          rioritization+grid&open=512&objID=11599&PageID=276612&
                                                                                                                                                           page=0&mode=2



Business Choice               Tool       A tool for Local Negotiated Rate (LNR) clients to manage                                                          http://www.businesschoice.ichotelsgroup.com/
                                         their travel and spend, in addition to booking the hotel.

Central Reservations Office   Tool       2000 Reservations Sales Agents in 11 CROs around the        • Visit CRO sales centers as feasible.                https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                         world generate more than $2 billion per year of rooms                                                             D=11910&PageID=0&cached=true&mode=2&userID=12261
                                         revenue for hotels.

Easy Meetings                 Tool       Easy Groups & Meetings enables customers to book 9-25       • Respond to all meeting leads quickly and            https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                         sleeping rooms w/wo meeting space through the web.          thoroughly.                                           D=11545&mode=2&in_hi_userid=12261&cached=true

GDS - Global Distribution     Tool       The GDSs (Global Distribution Systems) are reservation      • Consider purchasing Hotelligence360 to get local   https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                         systems used by travel professionals to research/book       GDS market competitive data and feeder               D=11911&PageID=0&cached=true&mode=2&userID=12261
System
                                         travel for clients. The channel accounts for over 13.5      markets.Visit Sales Source and enter keyword “BTA” .
                                         million room nights and over $1.7 billion in revenue per    • Review the 4 customizable GDS rate categories
                                         year to IHG hotels.                                         (IDGD1, IDGD2, IDGD3,IDGD4) – FAQ on Merlin.

Heartbeat                     Tool       Guest love measurement programme.                           • Weekly review of ALL surveys and scoring to train https://www.ihgmerlin.com/tpa/heartbeat
                                                                                                     your team on trending issues with guest
                                                                                                     dissatisfaction.
Hotel Content Manager         Tool       Central data source for hotel information by property.      Weekly montoring and updating is needed to be sure https://hcm.ihg.com
                                                                                                     the hotel is maximizing out to the distribution
                                                                                                     channels.. Scoring needs to be above a 750.

Hotel Url toolkit             Tool       Application to build web URLs for LNR rates, group and      When creating LNR links, be sure to use the tool to   https://internaltools.ihg.com/redirectLite/lite/home
                                         package booking, and general hotel.                         properly build a web URL that won't break.

IHGAgent.com                  Tool       Travel agent resource website.                              • Submit travel agent offers and information as       https://www.ihgmerlin.com/portal/trails/Teamspaces/Travel
                                                                                                     feasible. (No cost)                                   +Consultant+Connection/_Home
IHG Business Source           Tool        Website for corporate clients - hotel finder, IHG news,      • Submit promotional offers as indicated on the site.    http://www.ihgbusinesssource.com/
                                          newsletters from Key Account Directors.                      (No cost)
(IHGBusinessSource.com)

IHG Commission Services       Tool        IHG Commission Services is IHG's electronic payment    • Be sure to review and pay commissions.                       https://www.ihgmerlin.com/portal/server.pt?open=512&Pag
                                          system used to capture commissionable reservations and                                                                eID=0&mode=2&objID=9387
                                          process hotel invoices and agency payments.

IHG deals on Twitter          Tool        IHG twitter page with consumer deal postings.               • Review deals offered on this site. • Be sure to         http://twitter.com/#!/IHG_Deals
                                                                                                      review IHG Social Media best practices.
IHG Fuel                      Tool        Find the latest information on the Mid Market Program       • Use this site to send leads of companies that could     http://www.ihgfuel.com
                                          and use this site to send leads of companies that could use use the MMAP
                                          the MMAP.
IHG Hotel Offers              Tool        Hotel package offers for IHG employees, their family and • Submit offers for IHG employees as well as friends         https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                          friends.                                                    and family. Be sure that this program is loaded in        D=10227&mode=2&in_hi_userid=12261&cached=true
                                                                                                      holidex and available for sale
IHG Photo library             Tool        Repository for IHG hotel photos.                            • Make sure your hotel photos are current, attractive     https://clientservices.vfmii.com/pdl/Main.html?company=ih
                                                                                                      and labeled correctly.                                    g
IHG Reporting                 Reporting   Portal to find reporting for individual IHG hotels.         • Review your monthly reports to determine needs          https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                                                                                      and successes.                                            D=11648&mode=2&in_hi_userid=12261&cached=true

iRFP                          Tool        WWS program. Request for proposal system for on/off          • Submit RFP information as instructed and/or            https://www.ihgmerlin.com/tpa/irfp
                                          property sales professionals to work together to get         requested in IHG communications and on the Sales
                                          corporate business.                                          Source.
Key Account Tool              Tool        Use the Key Account Tool in The Sales Source to find out     • Use the Key Account Tool in The Sales Source to find   https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                          more information about IHG key accounts and who              out more information about IHG key accounts and          D=11591&PageID=275424&mode=2
                                          manages them. This tool was formerly called Global Sales     who manages them. This tool was formerly called
                                          Account tool.                                                Global Sales Account tool.
Leadshare                     Tool        LeadShare is a program that brings 4,500+ IHG properties     • Respond to all leads in a timely manner. Share leads   www.ihgmerlin.com/leadshare
                                          across the world together to share property-direct leads     as feasible.
                                          for groups and meetings.
MACRO                         Tool        Metro Area Central Reservations - Local 24/7 reservation     • Consider using this premium voice product if           https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                          office servicing as a reservation center for hotels in one   feasible.                                                D=11591&PageID=275425&mode=2&contentID=KD-
                                          metropolitan area.                                                                                                    5453945#
MAT Tool                      Tool        Utilize to formulate property marketing plans and            • Have your Area Manager roll this out for you and it
                                          budgets. SWOT analysis and competitor information can        can be updated at every property visit.
                                          be found here as well.
Meeting Broker                Tool        MeetingBroker is a central routing point for Group and      • Respond to all meeting leads quickly and                www.ihgmerlin.com/meetingbroker
                                          Meeting leads.                                              thoroughly.
MMAP-Mid Market               Tool        Discount program for companies with limited to no           • Find the latest information on the Mid Market           http://www.ihgfuel.com
                                          managed travel. Discounts are based on volume.              Program and use this site to send leads of companies
Account Program
                                                                                                      that could use the MMAP.
Negotiation & Trade Off Tip   Tool        A guide that helps you develop the list and value of trade- • Use this simple and easy to use tool to prepare for     https://www.ihgmerlin.com/portal/server.pt?open=514&objI
                                          off items to leverage these during account negotiations.    negotiations and trade off planning.                      D=276608&mode=2&topicID=http://hnatld1svrptl01.amer.co
Sheet
                                                                                                                                                                rp.local/Publisher/wtb___negotiation_guide_and_tradeoff_ti
                                                                                                                                                                p_sheet_da_1471634.html
Objection Handling Tool     Tool   A tool to help you anticipate, address, and overcome          • Use this simple and easy to use tool to prepare for   https://www.ihgmerlin.com/portal/server.pt?Ntt=objection+
                                   customer objections during the sales process.                 client objections.                                      &open=512&objID=11599&PageID=276612&page=0&mode=
                                                                                                                                                         2
Priority Club Rewards              IHG's loyalty program, Priority Club Rewards, is the first,   • Submit info to PCR communications tools such as       https://www.ihgmerlin.com/portal/server.pt?open=512&Pag
                                   largest and fastest-growing guest loyalty program in the      email, post cards, e-statements to get exposure for     eID=0&mode=2&objID=9770
General
                                   hotel industry.                                               your hotel.
Priority Club Rewards       Tool   Learn to leverage the strength of PCR to reach up to 57       • Submit info to PCR communications tools such as       https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                   Million PCR members through marketing tools such as           email, post cards, e-statements to get exposure for     D=10247&PageID=0&cached=true&mode=2
Marketing Tools
                                   bonus points, email, estatements, and direct mail.            your hotel.

Priority Club Meeting       Tool   IHG Loyalty Reward program - for meeting planners.            • Make sure the team has accomplished ALL training https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                                                                                 including the "Check in Experience". Quarterly           D=8828&PageID=0&cached=true&mode=2&userID=12261
Rewards
                                                                                                 Training as well as didtated by PCR. Is the meeting it's
                                                                                                 monthly enrollment and recognition standards?

Priority Club Rewards       Tool   IHG Loyalty Reward program standards for guest                • Adhere to all Priority Club Reward standards.         https://www.ihgmerlin.com/tpa/pcrstandards
                                   amenities, recognition, etc.
Standards
REACH                              Reach is a premium voice reservations service for hotels      • Consider using this tool for the expertise and        https://www.ihgmerlin.com/portal/server.pt/gateway/PTAR
                                   located in non-MACRO markets. Reach connects hotel            availability of highly trained phone reservation        GS_0_12261_44381_11591_0_43/http%3B/hnatld1svrptl01.a
                                   reservation calls with IHG worldwide call centers where       agents.                                                 mer.corp.local/Publisher/reach___filereach___file_da_13884
                                   highly-trained sales professionals handle guest                                                                       14_2.pdf
                                   reservations on your behalf.

Social Media                Tool   Online ocial networking sites Facebook, Twitter, Linked In. • Review your monthly reports to determine needs          https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                                                                               and successes.                                            D=11912&PageID=0&cached=true&mode=2&userID=683064

SWOT Analysis               Tool   A tool template to help you determine                         • Use the tool to determine the opportunities and       https://www.ihgmerlin.com/portal/server.pt?open=514&objI
                                   Strengths/Weaknesses/Threats/Opportunities                    weaknesses for your hotel as well as your               D=276608&mode=2&topicID=http://hnatld1svrptl01.amer.co
                                                                                                 competition.                                            rp.local/Publisher/lq___swot_analysis_guide_and_tip_sheet
                                                                                                                                                         _da_1466620.html
The Sales Source            Tool   Resource for global/regional sales info. Driven by search. • Sales Source is search driven. Try variations of         www.ihgmerlin.com/thesalessource
                                                                                              keywords to find the content you are seeking. • Be
                                                                                              sure to check on The Sales Source application
                                                                                              frequently for latest sales news. • Use the Key
                                                                                              Account tool to look up contacts for key accounts. •
                                                                                              Get RFP information. • Learn more about Meetings.

Travel Consultant           Tool   Travel agent resource website.                                • Submit travel agent offers and information as         https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                                                                                 feasible. (No cost)                                     D=11434&PageID=0&cached=true&mode=2
Connection (IHGagent.com)

VCRO                               Virtual Central Reservation Office (VCRO) links a hotel's     • Consider using this voice product if feasible.        https://www.ihgmerlin.com/portal/server.pt?open=512&objI
                                   reservation phone calls to one of IHG's worldwide                                                                     D=11591&PageID=275425&mode=2&contentID=KD-
                                   reservation offices.                                                                                                  5469499#
IHG SALES RESOURCE DIRECTORY - SALES PROGRAMS AND TOOLS TRAINING
IHG Resource                                                       Category   Description                                                                        Where to look
                                                                                                                                                                 NOTE: YOU MUST BE LOGGED INTO
                                                                                                                                                                 MERLIN TO ACCESS MOST RESOURCES. If a
                                                                                                                                                                 link lands you on the Merlin home page,
                                                                                                                                                                 click the link again.
Basho Sales Training: Closing a Sales Call (Includes Simulation) -Training    Develop ways to bargain with clients and create a reciprocal relationship by       https://www.ihglearning.com/Saba/Course
                                                                              using a scorecard. Learn to ask prospects for what you want and bargain from a     RegisterDirect.jsp?brand=Main&otId=cours
AMER
                                                                              position of power, not weakness. This will allow you to create conditions          000000000015720
                                                                              conducive to closing a sale.
Basho Sales Training: Conducting a Sales Meeting (Includes         Training   Be able to recognize buying signs and choose the closing technique that can best https://www.ihglearning.com/Saba/Course
                                                                              lead to a successful close.                                                       RegisterDirect.jsp?brand=Main&otId=cours
Simulation) - AMER
                                                                                                                                                                000000000015758
Basho Sales Training: Generating Interest Through Sales Calls      Training   Learn to control the agenda of a sales meeting and employ Basho techniques to https://www.ihglearning.com/Saba/Course
                                                                              create a sense of urgency in the prospect.                                        RegisterDirect.jsp?brand=Main&otId=cours
(Includes Simulation) - AMER
                                                                                                                                                                000000000015721
Basho Sales Training: Prospecting (Includes Simulation) -          Training   Examine Basho's prospecting techniques that will improve your sales ratios        https://www.ihglearning.com/Saba/Course
                                                                              dramatically. Learn to gain internal referrals and generate interest when dealing RegisterDirect.jsp?brand=Main&otId=cours
AMER
                                                                              with decision-makers.                                                             000000000015759
Basics of Effective Selling (Second Edition) (Includes             Training   An edge in today's market can easily be achieved by applying some basic selling    https://www.ihglearning.com/Saba/Course
                                                                              techniques. By learning how to build a positive relationship between yourself      RegisterDirect.jsp?brand=Main&otId=cours
Simulation) - AMER
                                                                              and your customer that will routinely lead to your desired result, you'll have     000000000015755
                                                                              acquired a powerful new business tool with broad application.

Bring Your Own Laptop – Distribution Marketing: Maximizing         Training   This course is designed to assist you in solidifying your presence as you market https://www.ihglearning.com/Saba/Course
                                                                              to the five main distribution channels in this fast-changing market.             RegisterDirect.jsp?brand=Main&otId=cours
Channel Contribution
                                                                                                                                                               000000000005703
Bring Your Own Laptop: Leveraging The Internet For Sales           Training   Get the right business for your hotel through this course. You will learn tips,  https://www.ihglearning.com/Saba/Course
                                                                              tricks and best practices when it comes to prospecting for the "right" business. RegisterDirect.jsp?brand=Main&otId=cours
                                                                                                                                                               000000000001766
Bring Your Own Laptop: PERFORM – The Fundamentals                  Training   Learn how Rate Category Availability is affected by HOLIDEX Plus Yield Options https://www.ihglearning.com/Saba/Course
                                                                              and House Restrictions. Learn about the proper use of Hurdle Point Restrictions RegisterDirect.jsp?brand=Main&otId=cours
                                                                              & their potential consequences.                                                  000000000005702
CanDo Sales                                                        Training   Introduction to Extended Stay Sales for Candlewood Suites DOS's                  https://www.ihglearning.com/Saba/Course
                                                                                                                                                               RegisterDirect.jsp?brand=Main&otId=cours
                                                                                                                                                               000000000001726


Closing the Sale (Includes Simulation) - AMER                      Training   This course will provide you with techniques to closing the sale and creating     https://www.ihglearning.com/Saba/Registe
                                                                              good long term relationships with your customers. You will feel confident in your rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                              negotiation skills to make successful offers and be able to close the sale.       00000000007541

Easy Groups & Meetings training                                    Training   No cost online training to learn more about Easy Groups & Meetings                https://www.ihglearning.com/Saba/Registe
                                                                                                                                                                rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                                00000000006420
E-Cornell training                                                 Training   Training courses available to IHG employees (cost is $300 per course - 50-80% off Merlin > applications
                                                                              retail)
IHG Way of Sales Centra Training                                   Training   Centra training to introduce IHG Way of Sales application portal                  https://www.ihglearning.com/Saba/Registe
                                                                                                                                                                rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                                00000000005980
IHG Way of Sales portal                                          Training   WWS program. Training, tools, and best practices for IHG sales professionals    Merlin > applications > IHG Way of Sales

Introducing the IHG Way of Sales                                 Training   IHG Way of Sales training course                                                MyLearning course # 00019840
Introducing the Strategic Pricing Program - AMER - English       Training   Course to introduce Strategic Pricing, a WWS program                              https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000004220
MeetingBroker Configuration Course - AMER                        Training   Meeting Broker training course                                                    https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000003720
MeetingBroker eProposal Configuration                            Training   Meeting Broker training course                                                    https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000006180
MeetingBroker eProposal Integrated (Delphi Properties)           Training   Meeting Broker training course                                                    https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000006183
MeetingBroker eProposal Non-Integrated (non-Delphi               Training   Meeting Broker training course                                                    https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
Properties)
                                                                                                                                                              00000000006186
MeetingBroker Post-Training Quiz - AMER                          Training   Meeting Broker training course                                                    https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000003060
MeetingBroker User Course (Non-Integrated) - AMER                Training   Meeting Broker training course                                                    https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000003721
myLearning                                                       Training   Variety of training courses available to IHG employees (free and at cost)         Merlin > applications > myLearning - Hotel
                                                                                                                                                              Portal
Negotiating for the Sales Professional (Second Edition) - AMER   Training   In this course, you will identify the importance of effective negotiating.        https://www.ihglearning.com/Saba/Registe
                                                                                                                                                              rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000004296
Negotiating Skills In Action (Includes Simulation) - AMER        Training   This course offers the skills necessary to negotiate successfully and follow      https://www.ihglearning.com/Saba/Registe
                                                                            through on the negotiations properly.                                             rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                                                                                              00000000004312
Negotiating - Finding Resolution Through Negotiation             Training   In this course, you will explore skills, techniques, and methods needed to        https://www.ihglearning.com/Saba/Registe
                                                                            negotiate a resolution. You will identify ways in which you can rationally handle rDirect.jsp?brand=Main&offeringId=dowbt0
(Includes Simulation) - AMER
                                                                            conflict to achieve a successful negotiation.                                     00000000004318
Sales by Segment - Corporate Group - Virtual Class               Training   An overview of segment characteristics, trends and demand generators              https://www.ihglearning.com/Saba/Course
                                                                                                                                                              RegisterDirect.jsp?brand=Main&otId=cours
                                                                                                                                                              000000000002140
Sales by Segment - Corporate Negotiated - Virtual Class          Training   An overview of segment characteristics, trends and demand generators              https://www.ihglearning.com/Saba/Course
                                                                                                                                                              RegisterDirect.jsp?brand=Main&otId=cours
                                                                                                                                                              000000000001744
Sales by Segment - Leisure Group - Virtual Class                 Training   An overview of segment characteristics, trends and demand generators              https://www.ihglearning.com/Saba/Course
                                                                                                                                                              RegisterDirect.jsp?brand=Main&otId=cours
                                                                                                                                                              000000000001747
Sales by Segment - Extended Stay - Virtual Class                 Training   An overview of segment characteristics, trends and demand generators              https://www.ihglearning.com/Saba/Course
                                                                                                                                                              RegisterDirect.jsp?brand=Main&otId=cours
                                                                                                                                                              000000000001745
Sales by Segment - Government - Virtual Class                    Training   An overview of segment characteristics, trends and demand generators              https://www.ihglearning.com/Saba/Course
                                                                                                                                                              RegisterDirect.jsp?brand=Main&otId=cours
Sales by Segment - US Government Groups Boot Camp -              Training   An overview of segment characteristics, trends and demand generators              https://www.ihglearning.com/Saba/Course
                                                                                                                                                              RegisterDirect.jsp?brand=Main&otId=cours
Virtual Class
                                                                                                                                                              000000000008200
Sales Onboarding 1                                                   Training   Online training for on/off property sales. Introduces IHG brands, IHG sales       myLearning & IHG Way of Sales
                                                                                structure, IHG sales resources
Sales Onboarding 2                                                   Training   Online training course for all on and off property sales people. Details on IHG   myLearning & IHG Way of Sales
                                                                                sales programs and resources
Solution Selling by IHG                                              Training   IHG Way of Sales link to Solution Selling microsite. Link here is unpublished     Internet browser
                                                                                direct link
STEP Visit                                                                      Visit is conducted by HPS Area Manager to help enhance the sales process for      Discuss possible visit with Area Manager.
                                                                                the hotel. Broken out into 4 separate areas and is at a cost to the hotel

MeetingBroker Supplemental Training - Business Data                                                                                              https://www.ihglearning.com/Saba/Registe
                                                                                Provides you with an overview of the key tasks you need to       rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                complete in MeetingBroker when updating Business Data.           00000000007423
MeetingBroker Supplemental Training - Configuration Essentials                                                                                   https://www.ihglearning.com/Saba/Registe
                                                                                Provides you with an overview of the key configuration tasks you rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                need to complete in MeetingBroker.                               00000000007100
MeetingBroker Supplemental Training - LeadShare                                 Provides you with an overview of the key information about       https://www.ihglearning.com/Saba/Registe
                                                                                LeadShare and how to send a lead to another IHG branded hotel rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                through MeetingBroker.                                           00000000007426
MeetingBroker Supplemental Training - Receiving and Managing Leads                                                                               https://www.ihglearning.com/Saba/Registe
                                                                                provide you with an overview of the key tasks involved with      rDirect.jsp?brand=Main&offeringId=dowbt0
                                                                                receiving a lead in MeetingBroker.                               00000000007420

				
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