sims results submission - starwood · pdf file» understand the importance of tracking...

©2015 Starwood Hotels & Resorts Worldwide, Inc. All Rights Reserved. For internal use only. CONFIDENTIAL & PROPRIETARY – May not be reproduced, disclosed or distributed without the express written permission of Starwood Hotels & Resorts Worldwide, Inc.

SIMS RESULTS

SUBMISSION

» Responsibilities (Sales/Revenue/FC)

» How To Check And Adjust Your Transient Results?

» How To Submit Your Group Current Year Results?

» How To Submit Your Group Future Year Results?

» How To Submit Your Banquet Results?

» How To Enter New Business Development Results?

» How To Submit Monthly Revenue Results by SIMS Admin/DOSM?

» Appendix: PMS Tracking Instruction

AGENDA

» Understand the importance of tracking results correctly

» Responsibilities (Sales/Revenue/FC) and how to collaborate with each

other

» How do we track results in SIMS & Credit rules for each segment

OBJECTIVES

PLEASE READ BEFORE UPDATING RESULTS

1. All hotels must submit results monthly by the deadline provided by

us every month (Usually 18th of every month). Alert with the deadline

will be via email sent to DOSM monthly.

2. Please make sure all transient accounts are tracked properly in PMS.

Please see tracking document for instruction.

3. For ISAC hotels, please use Seller Performance Report (SMPR) to

generate monthly results for sellers (Refer to the SMPR document for

more information)

4. All results must be checked carefully by the sales team. Audit will be

conducted by the divisional team starting from May.

5. SIMS Admin/DOSM MUST CLICK submission button after

verifying/entering results under SubmissionMonthly Results

monthly.

IMPORTANT NOTES

SALES/RM/FC

RESPONSIBILITIES

Sales Revenue Finance

• Entering Group and

Banquet results manually

monthly

• PMS Profile Audit daily/weekly

on account profile merge on

duplicate profiles/link to the

master account

• Validate the results

submitted by the

sales team

• Validate Transient accounts

results and set number

linkage monthly

• Create and set up PMS

Account profile with the correct

set number for Transient

Account

• Generate payout

report in SIMS for

quarterly results

• Click submission button

monthly (SIMS

Admin/DOSM)

• Work with reservation team to

make sure all reservation are

attached with the correct

company profile

• Apply Gatekeeper

excel sheet to

calculate the

quarterly payout for

each seller

• Provide supporting

document on productions

for Finance team’s

validation

quarterly/yearly(Pacific)

To learn more about the cash incentive calculation, you may find the webinar

recording as below.

English Webinar: https://starwood.adobeconnect.com/p62fd3e4e38/

Chinese Webinar: https://starwood.adobeconnect.com/p4z2wed7x3j/

https://starwood.adobeconnect.com/p62fd3e4e38/

https://starwood.adobeconnect.com/p4z2wed7x3j/

CHECK AND

ADJUST

TRANSIENT

RESULTS

» Incorrect production showing in Sales Incentive System which leads to incorrect payout

» Incorrect production for RTB process which leads to potential loss of RFP invitation

» Incorrect SSO production tracking (Email chases/submit monthly reports – non value added step)

» Incorrect Revenue plan Analytics for 2016 for Transient Account Analysis

» It is all about SET NUMBER!

» DORM should conduct monthly audit on account profile/account merging.

IMPORTANCE OF CORRECT RESULTS

TRACKING

8

TRANSIENT ACCOUNT ANALYSIS (YTD FEB)

Total Accounts

Region % 0 Production 0 Rns 1-20 Rns 21-49 Rns >50 Rns Grand Total

Greater China 54% 13,902 36 48 11,922 25,908

Japan/Korea/Guam 34% 209 5 404 618

Pacific 31% 388 1 854 1,243

South Asia 49% 1,035 2 1,076 2,113

Southeast Asia 45% 2,049 6 16 2,490 4,561

Thailand/Vietnam/Cambodia 44% 2,397 16 6 2,980 5,399

Grand Total 50% 19,980 64 72 19,726 39,842

Managed Accounts


Greater China 45% 7,890 25 32 9,684 17,631


Pacific 21% 186 1 700 887

South Asia 37% 512 1 882 1,395

Southeast Asia 38% 1,353 5 15 2,235 3,608

Thailand/Vietnam/Cambodia 39% 1,643 12 5 2,530 4,190

Grand Total 42% 11,722 47 53 16,369 28,191

New Accounts


Greater China 73% 6,012 11 16 2,238 8,277


Pacific 57% 202 154 356

South Asia 73% 523 1 194 718

Southeast Asia 73% 696 1 1 255 953

Thailand/Vietnam/Cambodia 62% 754 4 1 450 1,209

Grand Total 71% 8,258 17 19 3,357 11,651

• SIMS > SIMS RESULTS – Individual Results– Select Transient segment by

clicking on the check () mark.

CHECK & ADJUST TRANSIENT

RESULTS

1. Check your PMS (Opera/Galaxy) data against what is in SIMS.

2. For any adjustments to be made, click on the “Transient & New Business

Results Adj” button.

3. Adjust the results and click on the “Save” button .

4. You do not need to adjust the results every month if the account is tracking

properly in PMS. Please refer to the tracking document for instruction.


RESULTS

Tracking Rules

• Please check on the stay over room nights and

make sure they are not adjusted as these

production will show in SIMS next month.

• SIMS tracks based on checkout date

• PMS tracks based on occupancy date

• Any accounts that added before goal setting

process completed will be tracked from Jan

onwards.

• Any accounts that added after goal setting

process will be tracked under “New Accounts

added after goal submission”.

• These accounts will only be tracked from

the month it is added and approved by

DORM.

• If you add in the account before 15th of the

month, the account will start tracking from

the month, otherwise it will starting

tracking from the following month.

• Accounts will be greyed out if the account

was not added before 15th of that month.

• No Group rooms should be added to the

Transient Rooms in SIMS


RESULTS

12

WHY IS YOUR RESULTS NOT TRACKING PROPERLY?

Account will be only tracked if Set number is added CORRECTLY in PMS

Account will be only START tracking on the month the set number is added in PMS

Account will be only START tracking on the month the contract is added in SC AND approved by DOSM

If Permanent rate plan is used in PMS, Permanent Contract MUST be added in SC to capture the production in SIMS

You should exclude the Group room nights from your PMS reports while comparing against SIMS Room Nights. SIMS Room Nights only include FIT production data.

Make sure there are no “duplicate” profiles for the accounts in your PMS. If there are Duplicates, make sure there is a parent/Child relationship built for the same.

Make sure all the reservations are attached to the correct profile in the PMS.

Make sure there are no stay over from one month another. Example: If a customer checks in on 30th August and Depart on 3rd September, Startrack will capture the 4 RN in September but Opera/Galaxy will capture 2 nights for August and 2 for September

PMS Production Greater

than > SIMS?

13

WHY IS YOUR RESULTS NOT TRACKING PROPERLY?

Make sure all reservation are linked with company profiles and all duplicates profiles are merged in PMS

Guest Portfolio transfer to another room due to payment.

Direct Connectivity bookings whereby bookings are made with set number attached at the back end but there is no PMS profile in PMS

You should exclude the Group room nights from your PMS reports while comparing against SIMS Room Nights. SIMS Room Nights only include FIT production data.

Make sure there are no stay over from one month another. Example: If a customer checks in on 30th August and Depart on 3rd September, Startrack will capture the 4 RN in September but Opera/Galaxy will capture 2 nights for August and 2 for September

PMS Production Smaller

than < SIMS?

GROUP

CURRENT

YEAR (GCY)

• SIMS > SIMS RESULTS – Individual Results– Select Group CY segment by


EDITING GROUP CURRENT YEAR

RESULTS

• Group must be entered in SIMS based on net revenue (BEFORE TAX and Service Charge)

• If Seller A put $100 in Feb 2016 Group CY results, it means $100 business is Actualized in the

month of Feb in 2016.

• Any adjustment (+ or -) should be taken into consideration for any groups that turned

definite last year.

• E.g group turned definite in Nov 2015 for $20 and now washed in Feb, -$20 should be

deducted in Feb 2016. In this case, the final results for this seller = $100-$20, =$80

EDITING GROUP CURRENT YEAR

RESULTS

17

HOW TO ENTER RESULTS FOR GROUP CURRENT YEAR (GCY)E-TOOLS > REVENUE PLAN > SALES INCENTIVE > SIMS RESULTS > INDIVIDUAL RESULTS > GROUP CY

ISAC Hotel: Starboard Reports AP SMPR

SOURCE SELECT EXAMPLE

SMPR 1. Room Seller Name

2. Arrival Year

3. Productivity Type

New Actuals (Actual for that month in 2016)

Actual Slippage/Slippage

Adjustment

Eunice Li

2016

$111,000

-$16,836

$0

SIMS last year Group Future

Year Results or PMS

Group turned Definite last year for 2016 Mar arrival $20,000

Total Amount to be entered in SIMS if you set your goal including Definites =

$111,000 + 20,000 - $16,836 = $114,164

GROUP

FUTURE

YEAR (GFY)

• SIMS > SIMS RESULTS – Individual Results – Click on the Group FY

segment check () mark.

ENTERING GROUP FUTURE YEAR

RESULTS

• Click on Modify, enter New Definite bookings that converted for FY

• This is business booked in 2016 for 2017+

• Group must be entered in SIMS based on net revenue (BEFORE TAX and Service Charge)

• If Seller A put $300 in Nov 2016 Group FY results, it means Seller A has turned $300 Definite

business in the month of Nov 2016 for any groups that arriving in 2017 regardless of any month.

• Revenue should be deduct if there is an cancellation on a definite group in the year for next year

if credit was given in previous months

• E.g group turned definite in Aug for $100 and now washed in Nov, -$100 should be

deducted in Nov in GFY results, In this case, the final results for this seller = $300-$100,

=$200

ENTERING GROUP FUTURE YEAR

RESULTS

21

HOW TO ENTER RESULTS FOR GROUP CURRENT YEAR (GROUP FY)E-TOOLS > REVENUE PLAN > SALES INCENTIVE > SIMS RESULTS > INDIVIDUAL RESULTS > GROUP FY




2. Arrival Year

3. Productivity Type (Room Rev)

New Definite (Definite in 2016 for 2017)

Definites to Cancels

Adjustment

Future Year to Current Year Reversal

Maggie Li

2017

$131,478

-$6000

$6956

$0

Total Amount to be entered in SIMS = $131,478 -$6,000+$6956 = $132,434

BANQUET

• SIMS > SIMS RESULTS – Individual Results – Select Banquet segment by


EDITING BANQUET RESULTS

• Click Modify, Enter F&B and Room Rental Revenue ONLY.

• These are the actualized revenue generated in 2016 for 2016.

• Eligible if the business is consumed at outlets/venues or/and as one of the meeting

package items offered.

• Sellers can get credit for Outside catering F&B revenue.

EDITING BANQUET RESULTS

25

HOW TO ENTER RESULTS FOR BANQUETE-TOOLS > REVENUE PLAN > SALES INCENTIVE > SIMS RESULTS > INDIVIDUAL RESULTS > BANQUET




2. Arrival Year

3. Productivity Type

New Actuals (Actual for that month in 2016)

Actual Slippage/Slippage

Eunice Li

2016

$116,886 + $31,500 +22,680 + 4,320(F&B + Rental Rev)

$0

Total Amount to be entered in SIMS = $116,886 + $31,500 +$22,680 + $4,320 = $175,386

NEW BUSINESS

DEVELOPMENT

• SIMS > SIMS RESULTS > Individual Results – Select New Business Development

Segment by clicking on the check () mark.

ENTERING NEW BUSINESS

DEVELOPMENT RESULTS

• This page shows the new business revenue result summary for all segments if

you have set goal as a lump goal sum revenue on this page.

• Click modify for adjustment.


DEVELOPMENT RESULTS

• Bear in mind that the total New Business Development Results = Revenue entered

in the New Business Development Summary Page (Group + Banquet) +

Transient Account linked as New Accounts under NBD

• To adjust new business accounts that were linked via Smart Contracting,

please see Transient results section earlier for details.


DEVELOPMENT RESULTS

• Please Enter Group &

Banquet results manually;

• Transient results are tracked

via properly PMS tracking;

please check PMS setting if

there is no production

showing in SIMS

NBD FOR TRANSIENT

» All Corporate Transient sellers are required to set goal on New Business development

» Definition of New Business for Transient Segment as below

NBD FOR GROUP

» Definition for New Business Development for Third party group

» Definition for New Business Development for Corporate Group

SUBMISSION BY

DORM/SIMS

ADMIN

• Click on

“Submission tab”

and go to “Monthly

Results”.

• Click on “Submit”

button for months

you need to submit.

• All hotels MUST

submit the results

here otherwise

FC/GM cannot

validate the results

at the end of the

year

RESULTS SUBMISSION BY DOSM

THANK YOU

sims results submission - starwood · pdf file» understand the importance of tracking...

Documents