SHOPPER CHECKLIST

MANAGEMENT COMPANY:

AlliedPRA - This is a Destination Management Company (DMC) Write Intelligence Report on the top of page 1 The tentative close out date 14 business days from the time the inquiry is submitted. Weekends and major holidays are not included. However, it is required that we get a response so if we don't we continue the shop until we do. Contact the account manager if not getting a response. *DMCs are companies that organize various activities for a group. This can include transportation, spouse events, recreational venues, restaurant reservations, VIP amenities, and more. We do not book the hotels through them, so be vague about this area and say you are just starting to look at them or that another person in your office is handling this. Right now, you are just trying to get the costs for using a DMC. We simply want to know what it would cost to provide the services outlined in the scenario on the assignment sheet. *These will always be COMPETITOR SHOPS. We are not shopping AlliedPRA, but their competitors in different parts of the country. *We will pose as a person who has not worked with a DMC before, but your boss has. Because of how busy things are becoming your boss is allowing you to investigate what the costs would be to use a DMC for an upcoming event. Once costs are obtained, you will discuss with your boss to see if he will approve and support the idea of using a DMC. If they ask any questions you do not know the answers to, this will explain why. *BUY FACTOR SUGGESTIONS: Unique ideas for offsite events; Pricing; Smooth and helpful experience with the DMC; Reliable transportation vendors; Excellent quality and service We must get the pricing for the DMC's services to handle this for us. Not the prices of hotel rooms. *Detailed specifications about your event needs will be on your assignment sheet. *We will submit the initial lead through electronically means using the DMC's website.

TENTATIVE CLOSE OUT DATE:

SPECIAL NOTES:

NOTES PERTAINING TO THE REPORT’S SPECIFIC SECTIONS:

Financial Summary:

Please leave the fields blank for Total Room Revenue, Combined Room Rental and Estimated Food and Beverage. We only need to list the DMC staff charges. You may need to look at the individual cost estimates for transportation, offsite venue, etc and pull the DMC charges out. List them in a lump sum in the DMC Fees field. If unsure? Just contact your account manager and we can help!

Initial Response:

If we do not receive a response to our internet inquiry after 48 HOURS (2 business days), we can email or call them. If no response to the second attempt after 24 hours, please PHONE them.

Qualification:

#7 - Please mention AlliedPRA as one of the competitors if asked who else you are considering. As for all competitor shops, you will need to mention AlliedPRA's name towards the end of the call if you are not asked so we can evaluate how the competitor sells against them in the Overview. Be very careful how you say this to not be spotted. #6 - We must obtain a proposal for these shops, as they are competitor shops PROPOSALS ARE TO INCLUDE PRICING FOR THE DMC STAFF/SERVICE. Please review the proposals to ensure this is provided. If needed, please call the DMC to obtain it. Follow guidelines for naming and submitting proposals, menus, contracts, and other collateral. Emails are not required unless they in place of a proposal and include pricing. The point is to obtain the DMC pricing, not the vendor's pricing.

Presentation Selling Skills:

Overcoming Objection:

OBJECT, OBJECT, OBJECT 100% of the time to DMC pricing!

Close:

DMC may attempt to close VIA PHONE OR EMAIL. It is likely they may not close at all since we've not confirmed hotel facilities yet.

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C o n f i d e n t i a l , c a n n o t b e d i s t r i b u t e d t o a n y o n e o u t s i d e H o s p i t a l i t y S o f t n e t