Sales Presentation - Hospitality
This document was uploaded by user and they confirmed that they have the permission to share it. If you are author or own the copyright of this book, please report to us by using this DMCA report form. Report DMCA
Overview
Download & View Sales Presentation - Hospitality as PDF for free.
More details
- Words: 813
- Pages: 19
Sales Management Hospitality
Agenda
Industry Overview Company Profile Product & Services Sales & Marketing Structure Sales Methodology Manpower Ratio Recruitment & Training Functions of Sales Manager Sales Targets/Quotas Target Segments Value Additions
Hospitality Industry
Hospitality Industry
Hospitality is about serving the guests to provide them with "feel-good-effect", this sector includes all business that provide food, beverages, and accommodation services
Hotels, restaurants, catering, inn, resorts or clubs who make a vocation of treating tourists
In India this sector is growing @ 8.8% and is expected to rise to US$ 275 billion in next 10 years
The domestic hospitality sector is expected to see investments of over US$ 11 billion in the next two years within 40 international hotel brands making their presence in the country in the next few years.
Source - http://www.ibef.org/industry/tourismhospitality.aspx
Club Mahindra Holidays
About Us
Mahindra Holidays & Resorts India Ltd. Is a part of the USD 6.7 billion Mahindra Group, started in 1996 Flagship brand ‘Club Mahindra Holidays’, has over 79,000 members and 23 beautiful Resorts at some of the most exotic spots in India and abroad Mission – “Good Living. Happy Families. ” Vision – To be Asia’s No.1 Company in Holidays & Leisure Services for the Urban Family
Strategy To Identify the Customer base and
targeting them via ATL & BTL Activities To increase it’s bouquet of resorts to provide more variety in holidaying option Enhancing its service levels to its members to provide delight at every point of interaction Tie-ups with Other Hotels/Resorts
Product & Services Lifetime Holiday
Fun Days
Club Mahindra Travel
One Time Holiday Holiday With Family once a year for 25 years and Access to 40 resort Domestic and 3700 destinations around the world Travel Planning service – Accommodation, best deals on air ticket, sightseeing, Documentation like Visa processing Provides One Time Holiday Packages at various locations in India Family holidays a one-point contact and dedicated relationship manager, travel services, and more
Organization Structure Managing Director
Other Resorts Brand Channel Manager
Chief Marketing Officer
Brand Manager
Chief Sales Officer
BPO
Divisional Chief Sales Marketing Officer Officer
Marcom Manager
Regional Chief Sales Sales Officer Officer
Regional Manager
Branch Manager
Marketing Manager
CDSO Team
Sales Value Manager
Marketing Executive
Team Leader
Take Over Manager
Consultant
Holiday Consultant
Organization Structure – Sales Ratio Managing Director
Other Resorts Brand Channel Manager
Chief Marketing Officer
Brand Manager
Chief Sales Officer 4
BPO
Divisional Chief Sales Marketing Officer Officer
Marcom Manager
Regional Chief Sales Sales Officer Officer 7-8
Regional Manager
Branch Manager 3-4
Marketing Manager
CDSO Team
Sales Value Manager 4-5
Marketing Executive
Team Leader Consultant
Take Over Manager 4-5 Holiday Consultant
Sales Methodology- Pull & Push Strategy Web Hits
Seminars Webinars
Sales Team approach customer for the interest shown in the product
CDSO Team
Ads PR
Tradeshows Conferences
Inbound Tele calling
Direct Mail
Outbound Tele calling
Push
Pull Central Database
Sales Value Team
Customer Customer
Customer Customer
Customers are been asked to visit the Sales Value Office
Sales
Customer Profile Criteria defined for Target Customer • • •
Age : >28 < 55 Marital Status : Married Should have Car which valuing +4 Lacs
Roles & Responsibility – Sales Value Manager
Heads the Club Mahindra outlet / store Handles 4 to 5 Take Over Manager and 15 to 20 Holiday Consultant Accountable to pull lead generation and filter it through tele-calling Accountable for actual target audience footfall (Min 12 to 15 couples per day) Responsible for store target Responsible for 25% conversion of actual target audience to buyer Recruitment of Holiday consultants
Recruitment process HR department plays minimal role in recruiting Holiday consultant Holiday consultant are directly recruited by Sales Value Manager – –
Holiday consultant only taken to the next level on the basis of their performance They are recruited on the basis of Fixed + Variable or Variable salary
Few manager’s are recruited from similar industry and role by corporate team
Training program Candidates at the joining are provided with rigorous training for a week to 10 days – – – –
Product Training Sales training Communication skills OJT
Quarterly / Half yearly refresher training for a day Offsite training for manager’s once a year Other function are give OJT
Target / Quotas Targets are decided by the top management every quarter for every region – – – – –
Targets are based on sales value and no of foot falls Regional Sales Manager strategically decides target for every Branch Managers Targets are decided based on the Stores Location Every Store need to have minimum 12 walk-in every day 25% conversation of walkins
Value Addition Provide other services like
Low fare Flights booking Processing Documents like VISA approval Loyalty Program and providing various offers Customer Relationship Manager
Thank You
Agenda
Industry Overview Company Profile Product & Services Sales & Marketing Structure Sales Methodology Manpower Ratio Recruitment & Training Functions of Sales Manager Sales Targets/Quotas Target Segments Value Additions
Hospitality Industry
Hospitality Industry
Hospitality is about serving the guests to provide them with "feel-good-effect", this sector includes all business that provide food, beverages, and accommodation services
Hotels, restaurants, catering, inn, resorts or clubs who make a vocation of treating tourists
In India this sector is growing @ 8.8% and is expected to rise to US$ 275 billion in next 10 years
The domestic hospitality sector is expected to see investments of over US$ 11 billion in the next two years within 40 international hotel brands making their presence in the country in the next few years.
Source - http://www.ibef.org/industry/tourismhospitality.aspx
Club Mahindra Holidays
About Us
Mahindra Holidays & Resorts India Ltd. Is a part of the USD 6.7 billion Mahindra Group, started in 1996 Flagship brand ‘Club Mahindra Holidays’, has over 79,000 members and 23 beautiful Resorts at some of the most exotic spots in India and abroad Mission – “Good Living. Happy Families. ” Vision – To be Asia’s No.1 Company in Holidays & Leisure Services for the Urban Family
Strategy To Identify the Customer base and
targeting them via ATL & BTL Activities To increase it’s bouquet of resorts to provide more variety in holidaying option Enhancing its service levels to its members to provide delight at every point of interaction Tie-ups with Other Hotels/Resorts
Product & Services Lifetime Holiday
Fun Days
Club Mahindra Travel
One Time Holiday Holiday With Family once a year for 25 years and Access to 40 resort Domestic and 3700 destinations around the world Travel Planning service – Accommodation, best deals on air ticket, sightseeing, Documentation like Visa processing Provides One Time Holiday Packages at various locations in India Family holidays a one-point contact and dedicated relationship manager, travel services, and more
Organization Structure Managing Director
Other Resorts Brand Channel Manager
Chief Marketing Officer
Brand Manager
Chief Sales Officer
BPO
Divisional Chief Sales Marketing Officer Officer
Marcom Manager
Regional Chief Sales Sales Officer Officer
Regional Manager
Branch Manager
Marketing Manager
CDSO Team
Sales Value Manager
Marketing Executive
Team Leader
Take Over Manager
Consultant
Holiday Consultant
Organization Structure – Sales Ratio Managing Director
Other Resorts Brand Channel Manager
Chief Marketing Officer
Brand Manager
Chief Sales Officer 4
BPO
Divisional Chief Sales Marketing Officer Officer
Marcom Manager
Regional Chief Sales Sales Officer Officer 7-8
Regional Manager
Branch Manager 3-4
Marketing Manager
CDSO Team
Sales Value Manager 4-5
Marketing Executive
Team Leader Consultant
Take Over Manager 4-5 Holiday Consultant
Sales Methodology- Pull & Push Strategy Web Hits
Seminars Webinars
Sales Team approach customer for the interest shown in the product
CDSO Team
Ads PR
Tradeshows Conferences
Inbound Tele calling
Direct Mail
Outbound Tele calling
Push
Pull Central Database
Sales Value Team
Customer Customer
Customer Customer
Customers are been asked to visit the Sales Value Office
Sales
Customer Profile Criteria defined for Target Customer • • •
Age : >28 < 55 Marital Status : Married Should have Car which valuing +4 Lacs
Roles & Responsibility – Sales Value Manager
Heads the Club Mahindra outlet / store Handles 4 to 5 Take Over Manager and 15 to 20 Holiday Consultant Accountable to pull lead generation and filter it through tele-calling Accountable for actual target audience footfall (Min 12 to 15 couples per day) Responsible for store target Responsible for 25% conversion of actual target audience to buyer Recruitment of Holiday consultants
Recruitment process HR department plays minimal role in recruiting Holiday consultant Holiday consultant are directly recruited by Sales Value Manager – –
Holiday consultant only taken to the next level on the basis of their performance They are recruited on the basis of Fixed + Variable or Variable salary
Few manager’s are recruited from similar industry and role by corporate team
Training program Candidates at the joining are provided with rigorous training for a week to 10 days – – – –
Product Training Sales training Communication skills OJT
Quarterly / Half yearly refresher training for a day Offsite training for manager’s once a year Other function are give OJT
Target / Quotas Targets are decided by the top management every quarter for every region – – – – –
Targets are based on sales value and no of foot falls Regional Sales Manager strategically decides target for every Branch Managers Targets are decided based on the Stores Location Every Store need to have minimum 12 walk-in every day 25% conversation of walkins
Value Addition Provide other services like
Low fare Flights booking Processing Documents like VISA approval Loyalty Program and providing various offers Customer Relationship Manager
Thank You
Related Documents
Sales Presentation - Hospitality
May 2020 0
Hospitality
May 2020 22
Sales Presentation Intro Presentation 1
June 2020 6
Hospitality
June 2020 17
Sales Presentation, Vinod
May 2020 12