A Summer Training Project Report On Country Club

CCIL - Country Club India Ltd is one of the fastest growing entertainment and leisure conglomerate in India. A Multi-Million dollar entity and a listed company on BSE (Bombay Stock Exchange), CCIL is a pioneer in the concept of family clubbing in the country. CCIL has established 186 properties of which 35 are owned and 158 are franchised properties. Presently it has 220 plus affiliations plus a global gateway via Country Vacations and RCI affiliation of 3900 resorts for its esteemed members. CCIL's very first leisure infrastructure project is Country Club Coconut Grove which is over much 100 acre and completely eco friendly project near Tumkur Bangalore. The Project a resultant of a synergy between the core expertise of the founding organization Amrutha Estates and the innovative vision of participatory clubbing; that hinges on community living and holiday homes with clubbing pleasures. CCIL also forays into the global world with a futuristic project - The proposed Country Club Golf Village is all set to revolutionize the face of the industry, Golf Village is a premium membership concept for the niche lifestyle segment that aspires for the cut above the rest. The concept well accepted by the Non Resident Indians is on a consistent upward swing. Under this project CCIL proposes to build 5 golf courses across the country making golfing a popular phenomenon. CCIL is Country's biggest chain of Family Clubs recognized by the Limca Book of World Records. Besides prominent citizens from all walks of life, we have around 600 Corporate Members, including Microsoft, Satyam Computers, Brooke bond Lipton (India) Ltd, CMC Ltd and Dr. Reddy's Labs. 1

CCIL provides a state-of-the-art Health Club, multi-cuisine restaurants, business centre, swimming pool and other facilities. A unique benefit to members joining The Country Club is the facility of transferability of membership from one city to another, paying the differential membership fee, in case the membership fee at the city to which transfer is sought is higher. CCIL a powerhouse of entertainment organizes shows including beauty pageants, Holi, Navarathri, Dasara, Diwali, Christmas, Lodi and New Year regularly and invite celebrities. Performing artists and entertainers who have participated in the shows include Salman Khan, Bipasha Basu, Mahima Chaudary, Yana Gupta Koena Mitra, Sangeetha, Usha Uthup, Remo Fernandez, Daler Mehndi, Raageshwari, Shan & Sagarika, Bali Brahmbhatt, Sukhvinder Singh, Sushmitha Sen And Mamta Kulkarni to name a few. Country Club (India) Ltd has entered into Strategic Alliances with ICICI Bank, ABN AMRO, HDFC, ICICI Lombard General Insurance etc., wherein all these banks Credit Cardholders will be entitled to the 0% interest free installments starting from 6 months to 36 months to avail Country Club membership. State of the art health clubs including a 24 hour health club is on offer. Niche wellness spa’s offering the latest and worldwide variety like chocolate and wine massages apart from the wholesome and holistic ayurvedic, homeopathy and naturopathy healing and rejuvenation centers are a part of CCIL’s offerings.

(Amrutha Castle, Hyderabad) 2

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AIM & ESTABLISHMENT OF THE COMPANY Establishment of the company In 1989, Mr. Rajeev Reddy known for his entrepreneurial capabilities and foresight acquired the imposing Vilayat Manzil, the place of Nawab Wali-UdDaula in Hyderabad and converted it into what is now known as The Country Club, in Hyderabad, and thus the legend of the Country Club was born. Now it is one of the fastest growing entertainment and leisure conglomerate in India. A multi-million dollar entity and a listed company on BSE (Bombay Stock Exchange) Keeping in tune with changing times, hectic schedules and the need to unwind after a hard day’s work The Country Club provides the ideal mix of relaxation and fun. One can take part in any number of indoor and outdoor games, chill with a drink, dine on sumptuous food or just hang out in the cool environs of nature. In addition, The Country Club continuously organizes novel events that keep you grooving. Events like Miss Country Club, Mr. Country Club, Theme Nights, Carnivals, Concerts, etc., are than just an excuse to let your hair down. They serve as a fantastic meeting ground for people and are a melting pot of a cosmopolitan atmosphere. Adding fizz to occasions are celebrities like Remo, Raageshwari, Saagarika, Anoida, Yana Gupta, Kashmir a Shah & Salman Khan, Malaika Arora Khan, Bipasha Basu, Mahima Choudary, Koena Mitra, Usha Uthup, Bali Brahmbhat, Sukhvinder Singh, Sushmitha Sen, Mamta Kulkarni, Urmila among other high profile entertainers. And these events come at no extra cost for the Country Club members. This refers to the introduction of our leisure and life style family club. “The Country Club” is the largest chain of clubs all across the country. We have 28 operational clubs in India; apart from this we have 220 affiliations in India and Abroad and 153 Franchise and RCI Affiliation of 3900 resorts in 97 Countries. We have a strong membership base of 1, 70,000 Members and 600 Corporate

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including Microsoft, Satyam Computers, , Brooke bond Lipton (India) Ltd, CMC Ltd. , Dr. Reddy’s Labs , Aditya Birla Group, Birla- Sunlife, Cadbury Ltd. Great eastern Shipping Co. Ltd. and Blue Star Ltd. About the CMD of the company: Mr. Rajeev Reddy, an entrepreneur in spirit is the Founding Chairman & Managing Director of Country Club (I) Ltd (CCIL) - a multicrore Entertainment and leisure Infrastructure conglomerate. His is the story of vision and hard work, a story typical of an entrepreneur, a graduate in commerce he decided to endeavor into Real Estate and Construction when he was 21 years old. With minimum capital, Mr. Reddy started a real estate company with name of Amrutha Estates named after his mother in the year 1981. The first ambitious project he undertook was Ashiana, a residential complex consisting of 20 deluxe flats, in the capital city of Andhra Pradesh. Since then he has completed 38 prestigious projects in Bangalore and Hyderabad. Eventually, with the idea of establishing an executive club and spreading the club culture to various sections of society; Mr. Reddy made his move when he was on the heels of construction of residential and commercial complexes. Indeed, there was an experience that made the genesis of the idea of establishing a club that could reach the laymen. Realizing that many clubs make it difficult for common people to obtain membership, Mr. Reddy started the club in 1989 which now stands as a landmark in the city of Hyderabad. Mr. Reddy's motive to create the club is to be accessible and affordable for all sections of society. A staunch believer in validating his products, he has been the face of the company since its inception.

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Mr. Reddy is a fitness enthusiast who loves to swim. A tennis champ who represented his state then, He now enjoys Adventure sports like Para gliding, River Rafting & Scuba Diving. Mr. Reddy has two sons and a daughter who are also the board members of the Country Club (India) Ltd.

(CMD Mr. Y. Rajeev Reddy) Types of services Health Spas – with Gym, Steam/Sauna & Jacuzzi, Kerala Ayurvedic Massage, Swimming pool, Multi cuisine restaurant, Toddlers Swimming pool, Dhaba, Party places, the conference venue, Lawn Tennis Court, Badminton, Children tot lot, Swimming pool, Squash Court, Table Tennis, Card Room, Billiards, Snookers, Carom, Different

types of restaurants, Resto bar, coffee shop,

Banquet hall, Conference hall, Business centre, Lawn etc. Country Club (India) Ltd has entered into Strategic Alliances with ICICI Bank, ABN AMRO, Standard Chartered Bank, HDFC, ICICI Lombard General Insurance etc., wherein all these banks Credit Cardholders will be entitled to the 0% interest free installments starting from 6 months to 36 months to avail Country Club membership.

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Mission statement and aim of the company.

To be world leaders in family clubbing in today’s disintegrating society and create a cohesive force in relationship between man and men; man and nature and man and his environs embedded in current realities and inherit by legacy to the generation next. To deliver experiences that nurture relationships and contribute to a wholesome wellness lifestyles in a stress free, eco friendly environments to member community with a win-win situation for all involved in furthering the cause of such ecosystems.

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CCIL is India's biggest chain of Family Clubs recognized by the Limca Book of World Records. With 46 of its own clubs, it's truly a pioneer in family clubbing. It offers state of the art facilities in all the clubs for a heightened pleasure. Set to sprawling green environments, it offers swimming pools, indoor games, health clubs, well serviced rooms and professionally trained manpower to meet every need of yours. The clubs are equipped to deal with your banquets and business needs. Also, weekend activities, competitions and contest help engage and build a clubbing community. A unique benefit to members joining The Country Club is the facility of transferability of membership from one city to another, paying the differential membership fee, in case the membership fee at the city to which transfer is sought is higher.  Ahmedabad

o The Country Club Sanand Road o CK27  Bangalore

o Bannerghatta Road o Sarjapur Road o Yelahanka Road o Mysore Road o Magadi Road o Country Club Lakeside o Coconut Grove o Country Club Kool Doddaballapur o CK 27 JP Nagar 8

o CK 27 Kormanagala o CK 27 Indiranagar  Bandipur  Country Condos  Country Spa

o Hyderabad o Kovalam o Tumkur  CK 27

o CK 27 Bangalore o CK 27 Koramangala o CK 27 Indiranagar o CK 27 Koregaon Park o CK 27 Surat o CK 27 Ahmedabad o CK 27 Kolkata o CK 27 Noida o CK27 Navi Mumbai  Chennai o RA Puram o Guindy o Mango Grove  Cochin  Delhi

o The Country Club Eros Regency o CK27 Noida  Dubai  Golf Village  Goa  Hyderabad 9

o Begumpet o Medchal o Country Kuteeram o Country Kuteeram (Lepakshi) o Amrutha Castle o Country Spa  Hubli  Indore  Jaipur

o Country club Golden days  Kandy ( Srilanka)  Kovalam

o Country Club Treasure Cove o Country Spa  Kolkata

o The Country Club Chanakyapuri o CK27  Kodaikanal  Lucknow  Mysore  Mumbai

o o o o  Pune

Andheri West Bamboo Grove Country Club Spring CK27 Navi Mumbai

o The Country Club Wildlife Resort o CK27 Koregoan Park  Surat

o The Country Club Aqua City 10

o CK27  Vizag

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Country Club India Limited launched its operations under this category way back with Amrutha Castle which is now Best Western Amrutha Castle. The hotels category is a non exclusive property and offers the services to general public with special privileges to the members. Three such hotels exist in the network. They are Amrutha castle Hyderabad, Zen garden hotel Chennai and The Country Club Hotels Dubai, All of which are located close to airports (Hyd an exception with old airport moved out)  Dubai

o The Country Club Hotel  Amrutha Castle o Best Western Amrutha Castle  Zen Garden o Zen Garden Hotel

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The destination vacation for all is made available to member guest and potential members for vacations and niche holiday experiences. They include prime and popular haunts like Srilanka, Goa, Kerala, and Bandipur. The experiential holidaying destinations famously promote, wildlife, adventure and backwaters amidst member fraternity  Kovalam

o The Country Club Treasure Cove  Cochin

o The Country Club Rock Springs  Bandipur

o The Country Club Wildlife  Goa

o The Country Club Goa  Sri Lanka

o The Country Club Kandy  Country Spa

o Hyderabad o Kovalam o Tumkur

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Country Condos is a 100% eco friendly, signature project of Country Club India Ltd that is designed to meet international benchmarks of RCI Gold Crown specification. Fully loaded on entertainment facilities at the leisure infrastructure projects that would house the condos, it include a 5500 sq ft of swimming pool with in built Jacuzzi for added luxury; leisure here is re defined with floating bar and a multi cuisine restaurant that overlooks the pool. Defined children area and deluxe rooms and individual cottages add ample to make it a family weekend getaway. The project is to house state of the art facilities like Health and Wellness Spa, a Convention Center, a Helipad, Wedding Pavilion and Sports Stadiums in its future course of development at its first leisure infrastructure project. Country Condos is a dual edges offering of a holiday home backed with a Rent Back option to its members to continually add a second income from the condominium by agreement with the RMC

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RMC

What is RMC? 

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RMC stands for Resort Management Company, a professional management company headed by Mr. Austin Shu an experienced hospitality expert and former GM Taj. Rich in experience and professionally trained to handle the nitty gritty of every aspect involved. He lays the corner stone for the international standards for operational procedures; maintaining the inventory given to him in top notch conditions. It manages your property and will directly be responsible for maintaining and upkeep of the property. The outfit currently handling the 155 clubs with over 5000 room inventory across franchisee properties in India; Backed by a well knit infrastructure marvel that includes 24/7 customer care team that is professionally aided by technologically advanced operational procedures including CRS, Web based inter connectivity, online web portal and real time online booking system etc.

Advantages of RMC •

RMC is your friend philosopher and guide with regard to your private condo.

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Signing up with RMC gives you the benefits of owing a Condo while transferring the maintenance liability on to it.

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RMC even pays your maintenance bills, water, electricity, power bills etc.apart from the upkeep of the place.

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It helps you transform your Condo to be your second income by leasing it on a rent back option to 1,50,000 members of CCIL on demand.

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However it banks the appreciating value of land exclusively for you, thus adding a dual edge of liquidity.

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Free maintenance for two years. 15

How it works •

Register with RMC.

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Your Condo is added to the network of rooms on online web portal for rent.

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Your Condo will then be marketed by a hugely networked team that coordinates and books room nights across our 1, 50,000 members.

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On demand, the CRS automatically scans for the availability of your condo and books the same. Once the rent is collected it will be credited to your account on a 50:50 profit sharing basis.

How much does it cost? Signing up with RMC is currently free Can I use my condo if RMC takes care of it? Yes, once you give your condo to RMC you still can stay there. Just book the condo in advance so that we have not let it out to any other client As I am not paying for any maintenance charges when I sign up for RMC are they any charges for me to use my condo? Yes. As no charges are collected to maintain your condo and RMC takes care of electricity and water bills. A nominal maintenance and administration charge of Rs.100 per day will be charged.

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If my room is sold for Rs.1000 or Rs.1500 or Rs.2000 or Rs. 2500 what will I get? Simple, when a room is sold we have a 50:50 profit sharing agreement. Rs.300 per night is charged as maintenance when any one other than the owner stays at the condo. Calculations made per day per condo. For Rs.2500

For Rs.2000

For Rs.1500

For Rs.1000

Maintenance Rs.300

Maintenance Rs.300

Maintenance Rs.300

Maintenance Rs.300

RMC 50%- Rs.1100

RMC 50% - Rs. 850

RMC 50% - Rs.600

RMC 50% - Rs. 350

You 50% - Rs. 1100

You 50% - Rs. 850

You 50% - Rs. 600

You 50% - Rs 350

The need for RMC The Hospitality industry is in its golden years of growth stuck for want of more. According to Karnataka Tourism there is a current shortage of 15,000 Rooms. A study conducted by Crisil Research has forecast a surge in hotel room rates (ARR - 10%) well beyond the current highs. The Report has also predicted good times for the hospitality industry over the next five years. The study has predicted a rise in demand for hotel rooms in metros and developing cities (at a compounded rate of 10 per cent over the next five years.). Occupancy rates are expected to increase from the current 74 per cent to 76 per cent and 77 per cent in 2006. However Room availability factor is only expected to grow at a moderate rate of 5 per cent over the next two years. According to the study, room demand growth in the next five years will be the highest in Bangalore, Hyderabad, Pune and Chennai. Bangalore dominates the ARR chart with 25.5% over last year figures. RMC Confidence

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RMC continually perseveres in increasing the infrastructure facilities to potentially increase marketability of its rooms. Floated by a fast track growth company in leisure infrastructure like CCIL RMC is all set to add an International Convention Center, Wedding Pavilion, Helipad, Spa, Sports related stadiums, Fun Castle for kids etc the attractions are growing adding to the confidence of RMC.

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CCIL is India's biggest chain of Family Clubs recognized by the Limca Book of World Records. With 46 of its own clubs, it's truly a pioneer in family clubbing. It offers state of the art facilities in all the clubs for a heightened pleasure. Set to sprawling green environments, it offers swimming pools, indoor games, and health clubs, well serviced rooms and professionally trained manpower to meet every need of yours. The clubs are equipped to deal with your banquets and business needs. Also, weekend activities, competitions and contest help engage and build a clubbing community. A unique benefit to members joining The Country Club is the facility of transferability of membership from one city to another, paying the differential membership fee, in case the membership fee at the city to which transfer is sought is higher.

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Country Spa is the only Ayurvedic wellness centre where the ideally recommended procedure of a true traditional format is followed for Ayurvedic rejuvenation therapies ( the only Wellness centre were sealed bottles of oils and medicines are opened exclusively for your treatment and after your treatment session it will be disposed in front of you.) The country spa has a fully equipped ayurvedic treatment centre, pharmacy, ayurvedic restaurant, yoga hall; curio, library, herbal gardens apart from the fully furnished and air-conditioned cottages for revitalizing stay. it is one among the few treatment centers where a patient can avail the service of Ayurvedic cooks and dietician. The Treatment center is equipped with modern diagnostic tests and equipments for assuring the patients with the convincing evidence for the effectiveness of the therapies amidst highest quality of hygiene and health. Country Spa has strategic tie up with Kairali of Kerala which has established its brand name and reputation with unerring Ayurvedic treatments and quality medicines. Medicines are procured directly from Kairali to ensure that the quality standards of Ayurvedic medicines are adhered with, without compromise. All the treatment related staffs are recruited directly from Kerala and after thorough and careful guidance and training from Kairali. The most advanced and exclusive Ayurvedic medical software (by the Central Govt Institution which has developed the Indian Super Computer Param) is utilized by the doctors to ensure that the strict classical recommendations are followed with pin point precision. Some of the main treatments available with us include varied oil massage that are used in wide variety of diseases and the Oils are selected according to the disease, its condition, body constitution of patient, climatic and seasonal consideration.

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Treatments:Abhyangam: It is the Ayurvedic therapeutic oil massage in which strokes are given according to the circulatory channels.. This treatment is very useful for obesity, loss of skin texture, sleeplessness, fatigue, other vata predominant diseases etc. Takradhara: It is performed by pouring a continuous stream of medicated butter milk in the forehead from a special container. The butter milk used for the therapy is prepared with curd from medicated milk which is churned to remove butter. This butter milk is again mixed with herbal decoction. This helps in treatment of Insomnia, Stress, Hypertension, hair fall and premature graying of hair, skin diseases Sirodhara: Sirodhara is performed by pouring a continuous stream of medicated oil or herbal extract in the forehead from a special container. It is quite effective for psychosomatic diseases and for alleviating the diseases of head and neck. The procedure is an integral therapeutic measure in stress relief package and used for insomnia, disease of head and Pizhichil: This is a process I which the body is made to perspire by continuously pouring Luke warm herbal oil followed by gentle massage. The treatment is given for general weakness, arthritis, paralysis etc. It is an effective rejuvenative therapeutic procedure when done on healthy individuals. Kadikizhi: It is the massage done with herbal packs fomented in fermented decoction of herbs. Kadikizhi is effective in water reention, seallings and obesity. Udwarthanam: Herbal powder massage is used for reducing the excess fat from the body. The herbal powder is massaged opposite the direction of the body hair. Indicated in: Obesity and obesity related disorders, hypertension, diabetes mellitus, enhances complexion of body. 21

Elakizhi: It is the massage done with herbal leaves packs dipped in luke warm medicated oil. The therapy is effective in the treatment of arthritis, back pain, joint pain etc. Navarakizhi: It is a specific massage done with packs of medicated rice called njavara. The rice is prepared by cooking in herbal decoction and milk. Njavarakizhi-is effective in the treatment of muscle wasting, nervous weakness etc. It also enhances the complexion of skin. Sirovasthi: A special leather cap is fitted on the head and medicated oil is retained inside for 20-30 minutes. It is effective in the treatment of visual problems, memory ailments, sleep disorders etc.

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Country Club unfolds a streak of adventure in all its facilities offerings. The 155 clubs combine together to create a spirited entanglement of adventure. The high end adrenalin rush is embedded in its present geographic locations. Right from the best rapids in India for white water Rafting in Sri Lanka to Paragliding, Scuba Diving and Snorkelling in Goa. Opt for mountaineering or light aircraft gliding with a visit to Nepal. Visit Uttarkand properties and feel the dense jungle come alive with its habitants on an elephant safari be it on Corbett, Bandavgarh, Ranathambore or Bandipur. Let the dare devil in you venture out for an experience like never before.  Bandipur

o The Country Club Wildlife  Goa o The Country Club Goa  Sri Lanka o The Country Club Kandy

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The revolution in family clubbing has now reached your doorstep. CK27 a new brand of clubbing atmosphere comes right into the neighborhood with accessibility as its prime focus. A platform designed to offer the best of clubbing closer to you. CK27 custom built for everyday club users, with state of art clubbing brands that CCIL has created over years. The most sought after brands are bunched together to enhance the experience. Moksh, the 24 hour gym and spa facilities; Gabbar Singh da Adda, the informal dine outs for entertainment and chilled out atmospheres, varied indoor games, lounge and resto bar – Pulse; a coffee shop to hang out and basic added infrastructure based on space availability like conference hall and a swimming pool would be a part of this satellite clubbing concept. Catching like wild fire since its inception beginning in Ahmedabad, CCIL network has now announced more of them with a presence in Ahmedabad, Pune, Noida, Surat, Kolkata and Bangalore.

ATTRACTIONS:

GABBAR SINGH DA ADDA "Gabbar Singh Da Adda" a new age dhaba is a special informal dine out that reflects the rustic aesthetics, colorful ambience, joyous music and hearty food. It boasts of pure Punjabi cuisine along with a themed ambience of an informal dine out vibrant to culture and classic in appeal to reflect the laid back feel. With perfectly blended interiors to soothe the urban nerve it matches the service and hospitality of warm hearted informal ambiences away from the norms and rules of fine dine restaurants - a blend that is all set to create new formats in hospitality. CK27 INDOOR GAMES Clubbing is fun. Period. But how to make it more interesting. The answer is indoor games. In CK27 an entire floor is dedicated to indoor games for families to just have fun, kill time and to be together. This is a place where you bond 24

with an open mind because here there are no barriers. It is all about just having fun. We have set aside a wide range of board games like chess, caroms, monopoly. For the more amusing people we have pool, snooker and card games. Just step in, decide what to play and start playing. Feel free in a very open environment and meet new people, and make new friends. Here only your imagination will stop you. MOKSH Moksh. A gym and health spa which focuses on mind, body and soul. Not just a gym, it is created with a vision to provide total health to its customers. A wholesome fitness haven made accessible to all. Moksh is the most recent and one of the finest health spas of the country. Housed in a sprawling 10,000 sq ft of sheer state of art infrastructure Moksh comprises of a Gymnasium with imported, modern equipments, squash court, golf putting field, a complete spa section, and a yoga center among others. Fitness experts and professionals like nutritionist and dieticians, individualized trainers and master masseurs will make sure that the experience is wholesome and consistent to meet your individual needs. SPICE A multi-cuisine restaurant with all the specialty cuisines under one roof. Enjoy the Mediterranean beauties with a wide range of tasty dishes. Transport yourself into the orient with authentic Japanese and Chinese cuisines. Tingle your taste buds with the hot and spicy Hyderabadi dishes or savour the regal Mughlai dishes. Satiate yourself with wide ranging south Indian dishes. Dig into some of the finest deserts or just settle down with a bowl of sweets. All in just one restaurant Spice. The impeccable service by our trained staff in a truly warm, pleasant, cozy and comfortable ambience is sure to leave an indelible mark in your mind. And we are sure you'll be back for more and more. PLAYERS LOUNGE "More than a sports bar" Watch live sporting action on giant screens and enjoy a game of Billiards at this typical Sports Club with Bar. THEATER ROOM Exclusive rights to private big screen viewing for sheer delight. The acoustics and multiple screen display enhance viewing pleasure and encase your family in a realm of experience here. Perfect for a close knit family or the core circle of friends this theatre view is an experience you will not soon forget. Plush seating 25

and cosy ambience makes it a special treat here.

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Jaipur, popularly known as the Pink City, is the capital of Rajasthan state. Built of pink stucco in imitation of sandstone, the city is remarkable among premodern Indian cities. With its rich and colourful past, resplendent with tales of valor and bravery, Jaipur is now one of the most important heritage cities in India, and is a must-see for tourists coming to India. STD Code: 0141 Main languages: Hindi, Rajasthani, English, Urdu and Sindhi Tourist Information: Tourism Corporation of Rajasthan Best time to visit: October to March Getting there and away:  By Air: Jaipur Airport is situated in its satellite town of Sanganer and has

well connected domestic air links and also offers sporadic service to London, Dublin, Singapore and Dubai.  By Rail: Jaipur is very well connected by rail with all major cities and towns in India.  By Road: State transport buses and private luxury coaches connect Jaipur with the neighbouring cities. Getting Around: • Taxi • Train • By bus • Rickshaws Attractions in Jaipur: • Jaigarh Fort • Jal Mahal • Jantar Mantar • Hawa Mahal • Galtagi • Govind Dev Ji temple • City Palace museum • Moti Dungari • Birla Temple • Choki Dhani • Sisodia Garden • Albert Museum

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Around Jaipur  Amber Fort: Located on the hills outside Jaipur, Raja Man Singh began

building the fort in 1600 AD and what stand today with magnificent glory are the complex of palaces, halls pavilions gardens and temples. The structure is a blend of Hindu and Muslim architecture. Its also a palace known for its craftsmanship in mirrors with large ramparts, terraces and pavilions.  Pushkar: The largest fair in India, The Pushkar Camel Fair of Rajasthan

is a unique fair with no other equals. The fair sees a complete alteration of the small town of Pushkar into a magnificent fair ground. Exhibited on rows upon rows of temporary stalls, is an array of objects ranging from arts and crafts to the items of daily consumption. You can even find accessories for everyone ranging from women to cattle, camel and other animals.  Ajmer:The city of Ajmer Sharif in Rajasthan, India lies to the south west

of Jaipur. Both Hindus as well as Muslims look upon this city with great reverence. The most famous pilgrim center in the city is the Dargah. Another thing the city is famous for is its esteemed and highly impressive Mayo College.

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The Country Club Golden Days Hanuman Vatika 1st, 200ft Bypass Near Heerapura Overbridge, Ajmer Road Jaipur – 302006

The Country Club Golden Days is spread over 1.5 acre of prime land surrounded by lush green landscape. The Club Building has been designed to give a colonial look and complements the fun food and life style offered here. The club is fully loaded with facilities; the club offers many sports, gymnasium, spa, swimming pool, auditorium, conference hall and party lawn. (Surrounded by lush green landscape and spread over 1.5 acre of prime land, The Country Club Golden Days in Jaipur is among the finest clubs in the city. Fully loaded with the facilities; the club is designed to give a colonial look and complements the fun, food and the life style offered here. Facilities include indoor and outdoor sports, gymnasium, spa and auditorium. ) Facilities included        

Swimming Pool Deluxe Rooms Spa Gym Banquet Conference Hall Party Lawn Bar & Restaurant

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Factors Driving the Clubbing Industry  Growth in the numbers of the urban middle class and strong growth in

Greater income levels augurs well for the growth of leisure industry  Average remuneration increase of the Indian in 2006 grew by 14%, the

highest in SE Asia and in 2007 the p.c. increase is estimated to be 14.5% by Hewitt Associates.  The middle class population in the country is also growing at 20 million

annually.  It is estimated that by 2020 India’s urban population as a percentage of

total population will rise to 40%, with 400 million people living in 60-70 large cities, each with a population of one million or more.  Over the last decade the average Indian spending has rocketed from Rs

5745 in 1992-93 to Rs 16,457 in 2003-2004 and is expected to grow at 12% hereafter.  Under the major heads of consumption the fastest growth came from

leisure and entertainment with a growth of 28.3% in 2006.

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Hierarchy of the sales department of country club:

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ABOUT MEMBERSHIPS

Proposal for the membership 1. Millionaire Club Membership Special offer Rs.35, 000/• Your Millionaire Club Membership is confirmed @ Rs. 60,000/(Rupees sixty Thousand Only) including service Taxes. • Your membership is lifetime. • Membership cards will be issued to member, spouse and children below 18 years. • Your annual administration charges Rs 1800/-per annum. • All health club facilities are free for five years. • No direct access to country club Mumbai & Sharjapur. • You can use all 220 affiliated clubs on reciprocal basis. • You can use all 150 franchised resorts in India & Abroad. • You can avail 2 night and 3 days complimentary stay for 5 years across the country at our Country Club properties only. Rooms are subjected to availability and booking should be done 45 days in advance.

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2. Millionaire Club Premium Membership Special offer Rs. 60,000/•

Your Millionaire Club Premium Membership is confirmed @ Rs 90,000/-(Rupees Ninety Thousand Only) including service Taxes.

• Your membership is lifetime. • Membership cards will be issued to member, spouse and children below 18 years. • Your annual administration charges Rs 3000/-per annum. • All health club facilities are free for five years. • Direct access to all the clubs. • You can use all 220 affiliated clubs on reciprocal basis. • You can use all 150 franchised resorts in India & Abroad. • Free 6 Nights & 7 Days free holiday in any of the Country Clubs Resorts till 5 years and bookings should be done 45 days in advance (Maximum).

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3. Mr. Cool Card Membership Special offer Rs. 1, 25, 000/• Your Mr. Cool Card Membership is confirmed @ Rs. 1, 50,000/(Rupees One Lac Fifty Thousand Only) including service taxes. • Your membership is lifetime and transferable & Salable. • Membership cards will be issued to member for Spouse & Children Up to 18 Years. • Your annual administration charges Rs 3,000/-per annum. • All health club facilities are free for lifetime. • Access to all our clubs and resorts globally. • You can use all affiliated Clubs 220 clubs & 150 franchise properties all over India. • You can avail free stay for 2 Nights 3 days holiday at any Country Club Properties till 5 years. • Complementary plot of area 1089 sq.ft. At Vedic Spa Bangalore. This is Eco-Friendly project. A value added GIFT from Country Club. •

Member has to pay for Rs. 15,000/- towards Vedic Spa Bangalore plot registration, stamp duty & Maintenance for 30 months.

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4. Mr. Cool Global Parivar Membership Special offer Rs. 1,75,000/• Your Mr. Cool Global Parivar Membership is confirmed @ Rs. 2, 50,000/-(Rupees Two Lac Seventy Fifty Thousand Only) including service taxes. • Your membership is lifetime and transferable & Salable. • Membership cards will be issued to member for Spouse & Children Up to 18 Years. • Your annual administration charges Rs 4,000/-per annum. • All health club facilities are free for lifetime. • Access to all our clubs and resorts globally. • You can use all affiliated Clubs 220 clubs & 150 franchise properties all over India. • You can avail free stay for 2 Nights 3 days holiday at any Country Club Properties till 30 years. • Complementary plot of area 2000 sq.ft. At Golf Village –Kolad. This is Eco-Friendly project. A value added GIFT from Country Club. •

Member has to pay for Rs. 20,000/- each towards Golf Village- Kolad plot registration, stamp duty & Maintenance for 30 months.

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5.

Proposal for Mr.Kool Global Parivar Membership We welcome you to The Country Cub (I) Ltd, the largest

chain of club in India, which already has been recorded in Limca Book of Records. This is the Proposal regarding the Mr. Kool Global Parivar Membership of The Country Club, Jaipur. Special offer Rs. 3,50,000/• Your Mr. Kool Global Parivar Membership is Proposed @ Rs. 4, 50,000/-(Rupees Four Lac Fifty Thousand Only) including service taxes. • Your membership is lifetime and transferable & Salable. • Membership cards will be issued to member for Spouse & Children Up to 18 Years & Parents. • Your annual administration charges Rs 6,000/-per annum. • All health club facilities are free for lifetime. • Access to all our clubs and resorts globally. • You can use all affiliated Clubs 220 clubs & 150 franchise properties all over India. • Complementary plot of area 3000 sq.ft. At Golf Village –Kolad. This is Eco-Friendly project. A value added GIFT from Country Club. • Member has to pay for Rs. 30,000/- each towards Golf Village- Kolad plot registration, stamp duty & Maintenance for 30 months. •

RCI Membership of 4000 Resort 97 over Country for 30 years.

•

A Complimentary Holiday package for 2 night/3 days at Country Club Dubai Property with Accommodation, Air Fare, F & B.

• You can avail free stay for 6 Nights 7 days holiday at any Country Club Properties for 30 years. •

We’ll expect good co-operation from your side for mutual benefit. 36

Classifying prospects: One way to classify a prospect is geographically: You can decide and choose on geographical locations where you think you will find your prospective customer. Example: New societies, malls, upcoming areas, corporate offices etc. Who are your prospects?  Individuals.  Family.  Corporate.  Businessmen.  Employees.  Employer. What are your sources of prospects?  Family and friends.  Referrals.  Yellow pages.  Newspapers.  Hoardings.  Billboards.  But biggest of them all is cold calls.

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PERSONNEL OF THE COMPANY: Age groups  Mostly the employees working in the country club are from the age group of 20-40, the idea behind that is, the people of this age group are energetic and can do more work so as to achieve the company objective. Education level  Almost all the employees hold a good educational qualification because they deal with the high class of the society where, they represent the company and the lack of knowledge may cause the harm to the image of the company, so the company recruits the personnel on the basis of good educational qualification. Grooming Can you go to a customer dressed in a manner, which is not presentable? Imagine a scenario where an Executive reaches the customer’s premises in a crumpled dirty shit, jeans, and unpolished shoes. He has not shaved for several days and looks as if he is dishevelled and the top two buttons of his shirt are open. The shirt is not tucked in. The customer’s impression of such person is likely to be negative. If the first impression is negative, then do you think customer will show an interest in the Country club’s products? The customers overall impression of country club as a professionally managed company is also likely to go down.

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As a representative of Country club (India) ltd, you must always present a positive image of the company to the customer. Advantages of being well groomed:  You will take a along with you the right image of Country club (India) Ltd.  You would seem more approachable.  Customers would like to talk to you.  Once the customer relates to you, he accepts you, he accepts your solutions.

Remember the 4 S formulas for grooming: Shave Shower Shirt Shoes

You must shave everyday unless your religion prevents you or you are a lady. Make sure you have had a bath before you start the day. Your shirts should be clean, ironed and should be light in colour, plain or stripes. You should avoid large check patterns. Your shoes should be polished and worn with socks. Use shoes with laces (Sandals or Slipons for women). Don’t wear sneakers.

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Buying and selling process: Buying process

Selling process Opening the sale

Recognize need

Developing the sale

Evaluate Options

Propose a solution

Eliminate Doubts

Eliminate Doubts

Decide

Closing the sale

Buying Cycle: Irrespective of whom you are persuading. You have to stay focused on the need of the person whom you are persuading because the basic ingredient behind any want of desire is NEED. • Recognize need:  Understand requirements and problems.  Respond to impulse/novelty.  May want to act now or later. •

Evaluate options:  Selection/choice.  Discuss with people.  Wants maximum information.

•

Eliminate doubts:  Check products.  Check credibility.  Looks for reassurance.

•

Decide: 40

 Buys the product.  Pay.  Receive goods.

Selling cycle: Just as a customer goes through the buying cycle, the sales person also has to follow a selling cycle that promises the salesperson a high rate of success. • Open: This is the stage when the sales person is meeting the customer for the first time. Opening serves the purpose of opening a channel of communication between the seller and the buyer. • Develop: This is the stage where the seller is trying to find out the details about the customers in order to find out his needs. • Propose a solution: This is the stage where a salesperson after developing the needs of the customer proposes a solution to satisfy the needs of the customer. • Eliminate doubts: This is the stage where the salesperson eliminates the doubts that normally arise in the buyer’s mind regarding his choice before making his purchase decision. • Close: This is the stage where the sales person tries to close the call by making the customer take purchase.

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Opening a call: Opening plays very crucial part in the conversation process because it is the first step where you, as an executive, meet the customer face to face and the impression you leave is a lasting impression which would play a crucial part in the persuasion process. Flexibility is the keynote for success in opening. After all each of your customers is different and opening needs to recognize this. Take, for example, a person whom you have never met before. Would you open the conversation in the same way as you would for a person you have known? Of course, not. And how about the person who has asked you to come for a meeting? Isn’t that different from those meetings where you take the initiative? Therefore, you need to remember one rule about the opening that the sign you have opened a conversation correctly is that the other person knows who you are, knows why you are there and agrees that you should ask questions or make inquiries. Opening a sales call is the first step when the salesperson meets the customer. A good opening creates a favorable impression on the customer an helps by making the sales call flow smoothly. Create a good impression: First impression on the customer has a lasting impact. Your grooming posture, facial expressions, and body gestures play a major role in creating favourable impression. To create an impression, you should:  Be formally dressed as your appearance displays the regard you have for your customer. While talking to a customer, you should have a pleasant smile on your face. It makes the customer more comfortable as you appear at ease and confident.  Look confident as confidence gives an impression of capability and customers prefer to interact with capable salespersons.  Make the customer feel comfortable while interacting. This helps in building trust, which is very necessary for the success. 42

Introduce yourself: While opening a sales call, you should:  Identify yourself, your company. Good morning sir, I am Prabhakar from Country Club (India) Ltd.  Give a positive statement about your company/Products. We have India’s largest chain of clubs and resorts, and have got our name entered into Limca book of world’s record.  Establish the purpose of the visit: In order to identify how our services can be useful to you, can I ask you some questions to understand your requirements better. Remember that the customer is buying in order to satisfy his requirements. He is not buying a product because it is a great product. This is where several salespeople tend to make mistake. Therefore if you have a great product, it is not necessary that it will sell very well. You need to have great as well as greater salespeople in order to sell well. A customer buys the following: First: You the salesperson. If you are not acceptable to the customer, then the customer will not buy the product which you are selling. Second: Once the customer is comfortable with you, he goes for the solution that you have to offer. Last: When you and the solution is acceptable to the customer, then the customer looks for the security that your company has to offer. Thus the customer buys these three things in the hierarchy. You - > Solution - > Security.

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If the customer says “No”… Selling starts when the customer says, “No”. Whenever you are faced with this situation then step back a little and ask yourself the question ‘Why is the customer losing interest?’ ‘Where I am going wrong?’ While opening a sales call, you should:  Smile.  Handshake.  Visiting card.  Well groomed.

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Developing a sale:

Have problem ≠ Want solution Making customer want solutions:  Understand the current scenario.  Build criticality for the solution.  Make cost of solution lower than costs of letting problem continue.

By using probes What is probing?  Probing is the skill of questioning to obtain information.  Probing is to uncover details, needs and facts.  Change tracks in discussion.  Make the other person think. Importance of probing Probing helps you to:  Uncover and develop customers need.  Focus your customer on issues that you want them to consider.  Change tracks in the discussion.  Makes the other person think.  Keeps the other person’s attention.  Prove to your customer that you really care for him.

Types of probes: Open probes: 45

A question that encourages the customer to speak freely about a topic of his choice or stimulates the customers to expand on something already stated. Opening a probing is necessary: In the initial stages of the sale, as they help you get information, build a rapport and identify the needs (By allowing customers to talk.) Example: Can you tell me about your experience of booking a room in a resort while going for a holiday? Closed probes: A question that steers the conversation to a specific topic of your choice and limits customer’s response. (Sometimes to short one or two words answers.) Closed probe necessary when:  A customer is abrupt and open probes are not working.  You want to take the conversation in a particular direction with a customer who talks a lot and generally off the point.  A customer is unresponsive.  Closing the sale, as they help you get agreement o key points. Example: 1. Which places do you visit on your tour? 2. Do you like to enjoy the weekend parties? Power probes:  Structure your probes to be a mix of open and close.  Probe to understand the customer’s current situation, problems they are facing.  Use probes to understand the problems better.  Get agreement on need for the solutions.

Proposing a solution Features: The key attributes of a product. In other words, characteristics of product or service. 46

Examples:  All the memberships are lifetime.  We have the largest chain of clubs and resorts.  Most of the properties are 3 star and 5 star, also we have 7 star properties.  The country club have affiliation with 150 clubs.

Benefits:  What features can do for the customers.

How a product/ service meets a need expressed by the customer. Examples:  You can access all our clubs through out by purchasing membership at any of our club.  We allow you to access our local club on daily basis without any charges.  We run an offer named “Ek ka Paanch”, in which your membership becomes free if you introduces five more members.  RCI membership is also included in some of the membership which helps you to stay abroad in RCI properties at discounted rates.  Free plots are also provided to the members in the township being developed at Kodai Kanal, Tamil Nadu. Steps in presenting the solution:  Summarizing the needs of the customer.  Associate or link the benefits of the product to the specific needs of the customer. In other words, state benefits for a solution. 47

 Summarize the benefits before asking for commitment.

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Elimination of doubts:

What is a doubt?

A reservation in the mind of the customer with regard to your proposition, expressed in the form of  Hesitation.  Uncertainty.

Doubts may be voiced or un-voiced.  When voiced they can appear as questions on issues like capacity, capability, after sales service, comparison with competition.

If the doubts are not resolved:  The ‘uncertainty’ becomes ‘certain’. The customer start believing that

there is this perceived drawback.  He may voice his doubts to someone else, who may influence him negatively.  Your competitor may work on the doubt and magnify it.  The result these doubts become feelings of opposition, disapproval or

resistance to the purchase which leads to objections.  Remember, doubts are easier to handle than objections, so welcome them and probe for them.

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Handling Doubts and Objections:

Handling Doubts:

Listen to the customer and take notes.

Get clarifications to understand the basis.

And check for the satisfaction.

Handling Objections:

Acknowledge

Ask

Answer and take feedback

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Objections 1. Objections are feelings of opposition, disapproval or resistance to the purchase raised by the customer on the product/service being offered. 2. Objections can occur during any phase of the sales. 3. Objections are much stronger than doubts. 4. Source of objections are:  Improper handling of the sales.  Less value building.  Competitor providing incorrect information.  Influencer based. Remember:  Doubts indicate that the sale has progressed further, where as an objection is a show stopper.  So always deal with doubts effectively, in order to avoid objections.

Handling price objections: Two strategies are possible: Price

 Push up the perceived value: Value

In which case will the customer buy?

 Bring down the perceived price: Value Price

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Push up the perceived value:  Highlight your strengths over the competition  Emphasize on benefits.  Highlight those which meet buying criteria.  Do a cost benefit analysis. Example: You can access any property of country club wherever you want to go throughout the country whether in north or in south, it has got 49 clubs of its own, 220 affiliations and 150 franchised clubs, and 4000+ RCI properties which are accessible by the members of country club. In addition to that you get special discounts on food and beverages. Also you can stay in the clubs and resorts at very nominal charges. Which costs much higher at other clubs? Bring down perceived price:  Life time value v/s one time cost.  Indirect cost saving. Example: Sir, with one time investment, you get lifetime membership, it is beneficial for you as well your family members they can use the club facilities anytime. The club facilities include swimming pool, Jacuzzi, billiards, table tennis, lawn tennis, sauna bath, steam bath, etc. we also offer vacations where you can enjoy the free stay at any of our three star, five star and seven star properties without paying any charges.

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Closing a sale: Techniques in closing the sale: Non verbal cues:  Customer is relaxed.  Keeps asking about the same product.  Smile/jokes with you.  Husband and wife/person in a group look to each other and smile. Types of closing:  Assumptive close (be sure): On whose name would you like to have the membership?  Suggestive close: Let us fill the form.  Alternative close: Would you like to purchase membership of 35,000/- or 60,000/-?  Eliminative close: Let us eliminate those that you don’t like.  Part by part close: Now let us see, you like to enjoy health facilities or the vacations?  Urgency close: Sir, price of this membership is going to increase next week, this is the best time to buy this membership at this time, and later the same membership will become expensive.  Narrative/referral close: This is the latest offering. Lots of people have got the membership of country club it is the matter of proud for lots of people. Would you like to have it?

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Steps of closing:Summarizing the needs

Check if concerns are addressed

Ask closing questions

Close

Give your contact No. Take references

Thank the customer

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Documentation: Documents required: Please collect the following from the customer:  Photos of all the members who are in the family. (Latest color or black &

white.)  Photo identity (should match with the photo given.)  Address proof (of Address mentioned in the form.)  References.

What is application form?  Application form is a collection of information of customer in the predefined format.  It is the legal agreement stating the terms and conditions of availing the service.  A formal agreement signed by the customer with country club India ltd when applying for the membership.

Why a customer does needs to fill an application form? Application form needs to be filled so that:  We have the right information regarding the customer to set up his account and activate the services.  Maintain a record of services requested and availed by the customer.  It serves as a legal agreement between country club (India) ltd. and the customer in event of any dispute.

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Other documents: Photo:  Self attested passport size color photo (if not available then black and white would be accepted.)  No cut out photo is acceptable (Photo cut from family members from family group photo)  Photo should be clear and match with the photo ID given.  Xerox copy of photo is not accepted.  Paste photo and do not staple because if photo gets lost, customer will get barred for incomplete documents. Proof of address: Document supporting the fact that the address entered in the application form is that of the person in whose name membership is being issued. Example:Driving license Electricity bill Valid documents: 1. Election commission ID card. 2. Water bill. 3. Telephone/Electricity bill. 4. Spouse passport copy. 5. Passport (Generally issued on 5/10 year basis) 6. Arms license. 7. Credit card statement, etc.

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Sales kit: Can you go on sales call empty handed? You must carry the following documents with you when you go for a call to sell a membership of country club.  Product literature.  Corporate brochure.  Presentation folder.  Copies of the latest offers. In addition to all this also ensure that you are carrying the following:  Quotations and price lists for standard offers.  Note pad.  Visiting cards.  Pen. The objective is that all of the most frequently needed documents must be readily available with you. This will help you convince the customer better, as you will be able to show them documents to back whatever you are saying. Thus carrying a proper sales kit will make you more effective as a professional sales person. Now that we have seen the components of pre sales preparation the next step of course will be to go and meet the customer. Let’s see how we will take appointments from the customer.

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Analysis of Achievement WEEK No.

Target Assign\Week

Target Achievement or Remark

1

-------

Take training and get knowledge about the company and product.

2

Rs. 10000/-

Work hard to achieve the target but process is too long.

3

Rs. 20000/-

Target Achievement Rs.13000

4

Rs. 20000/-

Target Achievement Rs.15000

5

Rs. 20000/-

Target Achievement Rs.10500

6

Rs. 20000/-

Target Achievement Rs.11000

7

Rs. 20000/-

Target Achievement Rs.13000

8

Rs. 20000/-

Target Achievement Rs.10500

Total Target

:- Rs.1,3000/-

Target Achieved:- Rs. 73,000/% of Achievement = Target Achieved/Target Assigned*100 = 73,000/1,30,000*100 = 56% + Some Membership are under process

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Weeks Achievem ent

week1 0

week2 0

week3 10

week4 11.53

week5 8.07

week6 8.41

week7 10

week8 8.07

Strategy used:To complete the target and to be successful strategy is one of the most useful things. I also made the strategy to achieve the targets given by my company guide. I planned my time schedule and divided the target according to it. I worked in my office from morning to evening to achieve the assigned target.  Data Collection:-

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Collected the data of the competitors and the SIP Company with the help of the orientation program held at the company.  Lead Generation:-

-Through tele-calling generate leads and take appointment with client.  Market Survey:-

-Visit different zones of the Jaipur. -Survey in different offices at different areas.  Documentation:-

- Fill application form and collect all formalities.  Services after selling Membership:-Connected to the customers regularly by phone, e-mail and sms. -Provide information time to time about the events, special offers and new membership.

LEARNING IN THE EXECUTIVE TRAINING:  SIP sessions are very powerful exercise to increase knowledge about recent environment, various companies’ schemes. It helps to develop team spirit. Sales tips are very helpful to tackle customers.  To know about the recent market environment by experienced & learnt people through guest lectures.  How to apply theoretical knowledge in practical.  How to work in professional environment.  To work with team spirit.  How to work with co-operation & co-ordination according to company's

objective.  How to manage the work stress.  How to make the relationship with customers.

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 How to take right decision at right time.

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LIMITATIONS SOUGHT IN SELLING MEMBERSHIPS: Company did not give the legal possession of plot, Because of Ecofriendly projects.  There is not its own properties and club in all Rajasthan.  Affiliations are only for attraction.  Rapidly changes in various schemes of company.  People of Rajasthan are not familiar about this market.  Contacting potential customer and wait for them is very time consuming.  In this competition it’s very difficult to convince a customer. So it’s very mind boggling task to create awareness in each and every candidate. But that seems to a good experience.

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CONCLUSION: The main objective of the executive training is to get direct exposure to the execution of the day to day functioning of the department within the organization. It helps to understand the importance of teamwork, organizational culture, Team dynamics, result orientation, organizational pressures, complexities in achieving the desired results etc  The target assigned by the company is to in 1-5 weeks marketing research and collect database for selling company’s membership. Daily I go in industries areas and offices meet to 10-15 potential customers for membership. The main strategy is to meet as many as prospects as possible through direct calling or by call and convert them into customers.  To achieve the desired target take the work, as it is your own business and do the work with full dedication and aggression and the result will definitely come.

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