GSO ISO 13688:2016 - gso-sims-preview-doc-aws.s3-eu-west-1 ...
INDIA MARKET OVERVIEW PRESENTED BY GSO INDIA JANUARY 2015.
-
Upload
shannon-mercy-griffith -
Category
Documents
-
view
221 -
download
3
Transcript of INDIA MARKET OVERVIEW PRESENTED BY GSO INDIA JANUARY 2015.
Contents
• Introduction to GSO - India: Premier Hotels of Asia Pte Ltd.
• India Market Overviewo Key Indicatorso India Outbound Travel: Potential for 2015 & Beyond
• Key Factors in tapping the Indian market• Our Sales Focus• Client Requirements from Hotels• Support we need from Hotels
Premier Hotels of Asia
• Leading boutique Sales & Marketing representation services in Asia-Pacific
• Headquartered in Singapore.
• Offices in Singapore and New Delhi, India.
• We work with network partners in major markets across the world.
We Leverage The Power of Partnership
+
Differentiate Your Business
Maximize Growth & Revenue
Opportunities
Attract New Customers
Occupancy
ADR
ROI
We support the market entry and growth of marquee brands
• Strong record of helping luxury hotels tap new markets in Asia Pacific regiono expand reach o enhance visibility and o win profitable market share
Global Representation
What Makes us Different
SPECIALIST SALES & MARKETING REPRESENTATION FIRM
Representation services is ALL that we focus on. We are not a travel agency with a corner desk for the “Representation guy”.
GLOBAL + LOCAL = GUARANTEED SUCCESS
Powerful combination of Global mindset, intimate market knowledge and strong relationships in the travel industry in India.
SERVICE EXCELLENCE. WE REALLY GET IT.
Strong service excellence heritage of the founders gained while working in American Express and Oberoi Hotels & Resorts.
What Makes us Different (contd.)
STRONG AND DISCIPLINED SALES FOUNDATION
Professional Key Account Management approach. Strategic outreach to travel agents, tour operators, corporate RFPs and MICE organizers.
MARKETING FOCUS
Social media, networking and blogs to reach out to end users and influencers. eDMs and e-newsletters with product updates and promotions sent to Travel Agencies, TMCs and Corporate Bookers.
ALLIANCES REDUCE ‘TIME TO MARKET’ & COSTS
Our expertise in co-op marketing and strategic alliances makes us unique. Critical in Asia to ensure quality targeting across large populations and geographies.
8
SUJIT MITTRAJoint Managing Director& Co-Founder
Singapore
KARAN SINGHJoint Managing Director& Co-Founder
New Delhi
Our Leadership Team
ARCHANA SINGH Director of SalesGSO - India
New Delhi
India Office
Asia Pac Office
India – Vibrant, large, diverse democracy
1.2 billion people
6.5 - 7% GDP Growth forecast
17 languages
20,000 dialects
29 States
7 Union Territories
Pro-BusinessGovernment
SingaporeMajor Partner in Asia
India: Booming Affluence & Luxury Market
11
70 US$ Billionaires
US$ 14 Bn Luxury Market By 2016
54% Growth Indians travelling overseas
182,000 US$ Millionaires
85% Growth Overseas spending
50 Mn Travellers,
50 Bn Spend by 2020
High-spend Travellers looking for luxury and unique experiences
• World’s fastest growing outbound market
• 15 Mn Indians travel abroad annually
• Mainly reside in 6 metro cities
• Emerging Tier 2 cities o Pune, Ludhiana, Ahmedabad, Jaipur
• Indians are the second biggest spenders in the world, after China, on overseas travel
35%
35%
25%
Outbound Travel Potential by segment
Business Travel
• India is the 10th largest business travel market in the world, growing at 7% annually.
• Strong annual growth in outbound business travel, spurred by MNC’s and large Indian corporates
MICE
• MICE segment has the highest growth of 30%
• IT, Oil & Gas, FMCG, PSU/ Government delegations,Fin. Svcs
• Board meetings, road shows, incentives, corporate retreats, delegations etc.
• Destination Weddings are a rapidly growing segment
Leisure
• High-end FIT is growing at a rapid clip
• Special-interest niches emerging e.g. Spa, Golf, F1, Ski, Wine Tasting, etc.
Travel Agents, TMC, PCO’s remain key influencers.Outreach to the right influencers is decisive
14
Corporates
Media
Tourism Board
Biz network
TMC,TA, PCO
Validation
Negotiated Corp Rates
Online
Booking
CORPORATES
TA’s, TMC’s
3500
400
Info Sources
Insights on Indian traveller
HIGH-END, HIGH-SPEND TRAVELLER
• Savvy customer, willing to pay premium price and demands premium value
• Seeking luxury and unique experiences: Bragging rights
• Cash rich, time poor: needs everything taken care of
• Willing to splurge on unique experiences and personal enjoymento Hotel, Shopping, Entertainment, Spa,
Dining
• Increasing special interest travel:o Sports travel, Luxury travel,
Honeymoons & anniversaries, Cruises, Family weddings
REGULAR TOURIST• Value conscious and looking for last
minute deals• Does lots of research before
traveling• Shopping is a big component of
overseas spending• Indian food options are important
factor in choosing hotel
Our Sales Focus
• Our goal will be to drive robust and sustainable growth in room nights and hotel revenue from the India market to 3 Meritus Hotels:
o SINGAPORE: Mandarin Orchard
o SINGAPORE: Marina Mandarin
o LANGKAVI: Meritus Pelangi
• Win and exceed fair market share in the hotel’s competitive set by doing the following:
o Anchor and grow business from the Corporate Segment (Large/ SME local accounts and RFP MNC accounts) by engineering share shift within existing clients and focused acquisition of new customers from strategic verticals.
o Acquire and grow MICE business that is relevant for the hotels.
o Enhance profitable share within the rapidly growing Indian outbound Leisure market.
• Hotel-wise sales plans will focus on specific strategies for each hotel
Client Requirements from Hotels
• Value for Money Pricing
• Location near their workplace
• At Singapore: Early Check-in as most business arrivals are early morning after an overnight red-eye flight.
• Availability of Indian food o This is a core requirement for Indian weddings .o Key factor influencing decisions on group travel. Especially incentives, dealer meets and road shows.o Indian items on a breakfast buffet are an important criteria for long stay business
• Quick turn around time for queries:o FIT: Rates and confirmation of booking within 24 hours.o MICE: Availability and rates within 24 hours.
GSO India’s Support needed from hotels
• Hotels to share monthly Hotelligence/PMS generated reports to Archana to help focus her efforts.
o Identify new agents/ Corporate accountso Identify splitter to target for share shift.o Track existing agents and TMC.
• Periodic hi-impact promotions to target focus segments. e-DM’s for cascade.
o Need periods for the hotelo Address key Indian outbound seasons
• Support on FAM trips in partnership with key business partners e.g. Airlines, TMC, NTO etc.
• Service support to delight key clients and business partners e.g. Early check-in, upgrades, VIP handling etc.
GSO India’s Support needed from hotels (contd.)
• Budget for joint PR activities/ events with strategic partners to build engagement with Corporate leaders and key decision makers
• Participation in Sales Roadshow covering top Indian markets to showcase hotels to travel agents and travellers