Professional Documents
Culture Documents
Sales Presentation - Hospitality
Sales Presentation - Hospitality
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
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
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
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 Take Over Manager
4-5
Consultant
Holiday Consultant
Sales Methodology- Pull & Push
Web
Hits
Strategy
Seminars
Webinars
Ads
PR
Tradeshows
Conferences
Inbound
Tele calling
Direct Mail Outbound
Tele calling
Customer
Customer Customer
Customer
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