Post on 11-Aug-2015
Insights Middle EastCompany Profile
September 2014
Straight talking, Clear thinking
► Dynamic, energetic and passionate, Insights Management Consultancy LLC, founded in 2009, is a
hospitality and service industry focused practice with a specialty in consumer and business research,
marketing, distribution and sales. Already widely respected for their work in establishing new hotel brands,
re-energising ailing properties and for ground breaking research in the online space, IMC are retained by
independents, regional and global brands alike to ensure their business is correctly positioned, new
properties are carefully researched, teams are trained and distribution is optimized.
► With a team of professionals who have extensive experience in sales and marketing, launching, managing
and operating business across the GCC, Middle East and North Africa, IMC are well prepared to advise on
feasibility, pre-opening, on-going strategy and business positioning to optimize investment or current
performance.
► From their Abu Dhabi HQ and with offices in Dubai, UK, Egypt and Lebanon, IMC's connectivity to many of
the hospitality and travel industry decision makers, leaders and influencers means they are well placed to
provide key information, on the ground intelligence and real customer facing sentiment.
1
Business Divisions
Inside InsightsResearch
Sales & Marketing
e-Distribution Training
Representation
Feasibility
2
Research
We are on the ground
► Insights has led and participated in some of the GCC
and Middle East's foremost thought leadership. Retained
as the representative for PhoCusWright in the region,
Insights led the research for the very first “Middle East
Online Travel Overview” and has been a vital partner in
future forecast studies for Amadeus' "The Future of
Travel" report.
► We are always appointed because of our thorough
knowledge of the region and ability to conduct face to
face research and real groundwork.`
► Our approach involves getting "under the surface" of research. Careful, discreet and thoughtful our team
are able to ask the questions which matter, draw practical conclusions and make thorough
recommendation. It is our personalised approach to research that our partners most appreciate.
3
Sales & Marketing
Strategic Intensity
► Every single business is different. Every location is
different, has different demand generators, market mix,
segmentation, seasonality and price points. Everyone
has a different competitive environment both primary
competitors and secondary competitors.
► At Insights, we prefer to take a strategic approach to
sales and marketing. A quick fix is usually just that. A
correctly positioned hotel, with a strategic sales and
marketing plan will.
► We take time to define the real competitive set, to establish the hotels real positioning. At all times we are
frank, honest and often realistic. if you want to move forward it is important to understand exactly where
you are now and where you need to go.
► Mapping out a real "plan of attack" we implement an intensity plan which will involve short term tactics and
long term fixes that involves the entire team. Teamwork is the hallmark of all success.
► Our bespoke structure and re-structure engagements have given our partners the right platforms moving
forward.4
Distribution & Channel Management
Driving Revenue
► At Insights our team cares about your top AND bottom line
performance. We thoroughly understand the distribution
costs for each system and we dig deep to establish the
pros and cons of connectivity.
► Our team takes time to carefully analyze the hotels
anticipated business levels, the PMS type and we run a
very detailed cost analysis, system very system before
making our recommendations.
► On the ground support, training and technical services are
all vital as are integration with websites, PMS, accounting
systems and portfolio building.
► Often systems are a mysterious world, hence why we take time to sit with our partners. We explain the
advantages and disadvantages of each system and work with you to make the correct connectivity
decisions always using our core value of remaining impartial and neutral for all vendors.
5
Training
People are our passion
► Without a shadow of doubt a well trained highly
motivated sales force will already be a differentiating
factor in your hotels desire to drive more revenue.
► At Insights we have developed a portfolio of proprietary
trainings designed for each level of the sales
organization.
► Sales skills and tactics are taught. When combined with
high morale, correct goal setting and recognition, our
trainings have provided real results and vastly reduced
sales department turnover.
► Happy Selling
► Heads in Beds
► Data Talks
► High Performance Sales
► Sales & Marketing strategic leadership
► Mastering Distribution
► Market segmentation & source market set-
up
6
Representation
aCtiv8
► To tap into a new market more effectively you’ll need a
dedicated sales & marketing team with a deep
understanding and knowledge of the local conditions and
players.
► At Insights, we open up the region’s growing traveler-
base while also ensuring your brand is responsibly
presented and marketed – without the time, expense
and uncertainties of doing it yourself.
► Our team has been an extension to our partner's Sales &
Marketing teams since 2009, working with some of the
worlds most sought after brands and hotels; Crans
Montana Tourism Board, Steigenberger, Radisson Blu
Edwardian, Sun Resorts, Southern Sun to name a few.
► aCtiv8 provides various solutions to our
partners who need to access the GCC,
Middle East and UK source markets. We
are re-energizing the traditional Sales &
Marketing Representation Services and
providing solutions from project base to full
white label service.
7
Feasibility Studies
Real work by real people
► Our feasibility studies are:
► Carefully tailored towards the work to be undertaken.
► Our primary focus is always on establishing exactly
what the key points of focus are.
► We will cut straight to the heart of the matter, provide
detailed rationale, backed by thorough and concisely
presented statistical information.
► Our approach involves genuine ground research, both
primary and secondary and forms the foundation of all
our feasibilities and business plans
► Our methodology is personalised, focused and intense.
8
Credentials
Hospitality & Tourism – Global Brands
9
Hospitality & Tourism – Independents
10
Other Industries
11
Research
► White label report 2010
“Securing the Price for the ME as the Global Hub”
► Market Research – GCC
► Regional Research Report
“Middle East Online Travel Overview Report 2012”
Sponsored by: Amadeus, IHG, Travelport, Hyatt, Marriott,
Moevenpick, MakeMyTrip, Occupancy Marketing & Google
► White label report 2014
“Shaping the Future of Travel in the GCC market”
12
Business Consultancy
Business Plans & Feasibility Studies Business Re-structuring Plans
Maid 4 You- A business plan for a professional home services
company in Abu Dhabi
Details Group - a Communications, Events & Interiors separate
operations - Abu Dhabi
Confidential Client - 5 year business plan for a stand alone
Emirati wedding hall in Abu Dhabi.
The Nest Home Boutique - A home boutique retail outlet in Abu Dhabi
Confidential Client - Authentic themed restaurant & café – Abu
Dhabi
Sharanis Spa – A ladies day spa in Abu Dhabi rebranded as Anahata
Spa
Ember Lifestyle Management - Business Plan - Abu Dhabi –
Now operational
Confidential Client – A complete HR policies and procedures manual -
Abu Dhabi
Confidential Client - A business plan for a beauty salon - Dubai Confidential Client – An IT Security Company - Gap and Financial
Assessment
Confidential Client - A business plan for an Urban Spa in Abu
Dhabi
Al Salam School - 5 year Business Plan for the expansion of the school
including a GAP analysis
Confidential Client – Feasibility Study for a home accessories
and furniture outlet in a mall in Dubai.
Sea Hawk - 5 year Business Plan for re-structuring the diving center
Vision Engine – Engine performance modification company –
Dubai
Confidential Client - a 10 year feasibility study for a 5 star resort in
Dubai
13
Strategic Partners
Research
► PhoCusWright is the travel industry research authority on how travelers, suppliers and intermediaries connect.
Independent, rigorous and unbiased, PhoCusWright fosters smart strategic planning, tactical decision-making and
organizational effectiveness
► PhoCusWright delivers qualitative and quantitative research on the evolving dynamics that influence travel, tourism
and hospitality distribution. Our marketplace intelligence is the industry standard for segmentation, sizing, forecasting,
trends, analysis and consumer travel planning behavior. Every day around the world, senior executives, marketers,
strategists and research professionals from all segments of the industry value chain use PhoCusWright research for
competitive advantage.
► PhoCusWright enables clients to bolster productivity through superior staff training and education. Scalable products,
customized programs and cost-effective delivery improve the performance of thousands of travel, tourism and
hospitality employees worldwide.
► To complement its primary research and learning solutions in North and Latin America, Europe and Asia, PhoCusWright
produces several high-profile conferences in the United States and Germany, and partners with conferences in Canada,
China and Singapore. Industry leaders and company analysts bring this intelligence to life by debating issues, sharing
ideas and defining the ever-evolving reality of travel commerce.
The company is headquartered in the United States with Asia-Pacific operations based in India and local analysts
on five continents and Insights is their Middle East analysts since 2009
.
14
Digital Marketing
► Improved Profitability: via higher traffic and better conversion and achieved by developing online marketing
strategies for search engines, travel portals and social media channels.
► Saving on commission fees: revenue focus is through your direct channels, lessoning dependency on Online
Travel Agencies (OTA’s).
► Increase brand awareness online: grow your brand into different regions and languages such as Arabic,
English, German and many more.
► Create competitive advantage: by making your website work harder for you in a busy marketplace. The
internet is forever changing, and we can adapt your website to retain its competitive edge quickly.
► Develop in-house expertise: impart skills and knowledge to hotel’s team members
► Occupancy Marketing is an internet marketing company, fully devoted to the travel and tourism industry. Working
globally with unique luxury hotels and international hotel groups, Occupancy Marketing have an in-depth knowledge of
how hotels work.
► The main objective is to increase revenue to hotels, from accommodation, spa, meeting rooms and restaurant sales,
through higher occupancy and reduced distribution costs. This experience translates into a return on your investment of
10:1:
The company was established in 20012, headquartered in Edinburgh, Scotland with offices in London & Abu Dhabi
and Insights is their Arabic Content Centre
15
Distribution
► h2c specializes in hospitality e-marketing and distribution strategies, quality assurance services customized for content
optimization, training/education and travel market research.
► h2c’s expert team stands for unbiased industry insight, customized solutions, knowledge building and sustainable
profitability. H2c is committed to improve its clients’ competitive positioning by linking strategy, processes and
technology for optimal performance.
► h2c’s market knowledge enables hospitality industry decision-makers seeking to reach the next level to take action and
maintain control whilst increasing their profitability.
► h2c supports hotels to better understand their customers’ preferences and booking behavior translating them into
effective distribution strategies.
► h2c’s services are complemented by its partner network in the areas of hospitality IT, Search Engine Optimization and
Search Engine Marketing as well as travel industry market research, which has access to a global network of analysts.
The company is headquartered in Dusseldorf, Germany and Insights is their Gulf & Middle East Representatives
16
THANK YOU
P.O. Box 42303 Abu Dhabi, UAE
Tel: +971 2 499 5600
Fax: +971 2 499 5601
inquiry@insightsmc.com
Insightsmc.com