Productivity report

The Productivity report shows guestroom and event production by Sales Manager and compares it to a previous year's figures. You should run it monthly to do the following:

• See changes in definite guestroom and event revenue.
• Compare the team's progress towards making their goals compared to where they were at the same time in previous years.
• Assess the available pipeline based on the number of prospect and tentative bookings.

Good to know:

• The report uses the most current event revenue available: forecast revenue before the BEO is marked done, and actual revenue after it is marked done.
• This report provides totals - to see a list of the individual bookings, run the Productivity Verification report using the same criteria.
• Essentials users won't see catering-related data.

How can I tweak the report data?

The Report Options you select determine what is displayed in the report data. Here are a few tips to help you get started.

Report Options	Tips
Beginning Activity Date Ending Activity Date	Any bookings that were created or modified during the activity date range will be included in the report. Activity date range is typically last month.
Beginning Consumption Date Ending Consumption Date	Any room nights or events that are in house during this date range will be included in the report. Consumption date range is typically the first day of last month through the end of booking time. Consumption refers to the actual dates that revenue is generated, regardless of the booking's arrival and departure dates. For example, if a booking is in house December 29 – January 2, and you run the report using a consumption date range of December 1 – December 31, only those guestrooms and events on Dec. 29, Dec. 30, and Dec. 31 will be included. Here are a few examples of how you might set the activity and consumption date ranges for the Pace report: To see activity that took place in the month for the month, set both date ranges the same. To see activity that took place last month for groups that will be in house anytime in the future, set the activity date range to last month and the consumption date range to the end of booking time.
Properties	If you sell multiple properties, you can include them in the report. Only those properties you have access to are shown.
Revenue Types	Only bookings classified as Banquet are included by default. If needed, select to include bookings classified as Catering and/or In-House.
Include	By default, all options are included. If needed, adjust the selections for Guestroom Revenue, Event Revenue, or Sales Manager Total.
Guestroom	Select to report on Agreed, Blocked, Forecasted, or Picked Up guestroom values. If you select Agreed, Blocked, or Forecasted, guestroom information is based on pickup figures when the room block is marked pickup complete. If you select Picked Up, guestroom information is always based on pickup figures whether marked complete or not.
Revenue Classifications	If you included event revenue, select the revenue categories you want to report on.
Booking Owners	Booking changes made by these Sales Managers during the activity date range will be included in the report. Typically, the Pace report is run for all Sales Managers (the default setting); however, you can select specific Sales Managers to run it against.
Booking Market Segments	All segments are included by default - adjust if necessary.
Booking Types	All types are included by default - adjust if necessary.
Compare to	Based on the date parameters selected for Beginning/Ending Activity Date or Beginning/Ending Consumption Date the report will display the data for the same date range from last year, or up to 5 years ago. For example: If consumption dates are 1st June 2019 to 31st May 2020 then last year would be 1st June 2018 to 31st May 2019. If consumption dates are 1st Jan 2019 to 31st Dec 2019 then 2 years ago would be 1st Jan 2017 to 31st Dec 2017.

How do I run the report?

Click View Report. Here are a few additional things you can then do:

• To export the report data to Excel, PDF, CSV, or another supported file format, use the Export picklist.
• To scroll through a multi-page report, use the First Page , Previous Page , Next Page , and Last Page buttons.
• To change the report zoom, use the Zoom picklist.
• To print the report as a PDF, use the Print button.
• To use the search field, enter the first few characters of the word you want to find (for example, the booking post as) and press Enter or click Find. Click Next to view all instances that match your search criteria.

What does it all mean?

The following information is displayed for each selected property, year, and Sales Manager, grouped into the following time periods:

• Report Activity - totals for the activity date range you entered in the criteria.
• Same Time Last Year - totals for the same consumption date range and activity date range the previous year.
• Year To Date - totals for the specified consumption date range, using an activity date range from the start of this year to the end activity date specified in the criteria.

New Definite	Guestrooms, guestroom revenue, and event revenue that turned definite during the activity date range.
Lost/Downgrade	The decrease in definite guestrooms, guestroom revenue, and event revenue from bookings whose status changed to Lost, Cancelled, or Turned Down during the activity date range.
Reval	An increase or decrease in definite guestrooms, guestroom revenue, or event revenue during the activity date range. For example, a welcome dinner is added to a definite booking, resulting in a positive reval. Or, the expected attendance for an event drops by 10%, resulting in a negative reval.
Slippage	For bookings that remained definite and were marked pickup complete during the activity period. Slippage applies to guestrooms and guestroom revenue only. The following calculations use agreed, blocked, or forecasted numbers based on your Guestrooms report criteria: (Final picked up guestrooms) - (Beginning agreed, blocked, forecasted, or picked up guestrooms) (Final picked up guestroom revenue) - (Beginning agreed, blocked, forecasted, or picked up guestroom revenue)
Net Definite	The final change in guestrooms, guestroom revenue, and event revenue during the activity date range. Slippage is only included for guestrooms and guestroom revenue. (New Definite) - (Lost/Downgrade) +/- (Reval) +/- Slippage
On the Books
Prospect	Total prospect guestrooms, guestroom revenue, and event revenue on the books at the end of the activity date range.
Tentative	Total tentative guestrooms, guestroom revenue, and event revenue on the books at the end of the activity date range.
Goal Classification Compares guestroom and event production to the Sales Manager's goals. This data is only available if you selected at least one goal classification in the report criteria. Each user goal is listed separately under its associated classification, along with its start and end dates and the types of revenue it applies to.
Goal	Total goal amount. For each sales goal: Guestroom Revenue Budget = Definite Roomnights x Definite Average Rate Event Revenue Budget = Definite Event Revenue User goals are specified using the Sales Goals related list on the Property page.
Net Definite	(New Definites) - (Lost/Downgrade) +/- (Reval) +/- (Slippage)
Variance to Goal	Net Definite - Budget Amount
% Variance to Goal	Budget / Net Definite

The data in the report can be delayed by up to 15 minutes. If the data doesn't match what you expect to see, run the report again.