Prime partnership final presentation v2
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Transcript of Prime partnership final presentation v2
Prime Partnership
Opportunity for 3-stars hotels
Final presentation of Opportunity Execution Project
Fundamental Problem
Venture Lab 2012 Prime Partnership Team
• significant costs for hotel maintaining and developing• weak brand awareness• high customer acquisition costs• no access to best practice sharing• high procurement prices
HOTELS
• decentralized contract management• attractive volume pricing• unable to find reliable hotel chain in mid-price segment• approach varies for different hotels
CORPORATE CUSTOMERS
• level of services doesn’t meet expectations• no loyalty programs• too complicated booking• poor service for high price
CLIENTS
Product
Venture Lab 2012 Prime Partnership Team
Our product is complex of services for development and management for 3-star hotel chain under the famous brand, in order to increase the popularity, income
and keep complete economic and financial independence. In exchange for partnership contributions and high quality standards.
• reservation Web system• cooperation with the largest
GDSs;• active marketing promotion;• joint procurement;• recruitment services;• training programs and staff
development;• auditing and consulting of
standards compliance;• implementation and optimization
of business processes;
• 24x7 call center;• participation in exhibitions and
fairs;• exchange of experiences and
best practices;• business activities with corporate
clients;• online booking through popular
services;• intranet access to customer
databases, standards, advertising and marketing materials, etc.
About our team
Venture Lab 2012 Prime Partnership Team
Aleksandr Kirpichov•Team Leader, executive in sales, 10+ years experience in own and partners large Retail chain management and development
Borys Baturynets•LL.M., attorney-at-law. 10 years practice in corporate law and dispute resolution
Prime Partnership Team•We met each other after the 1st phase of “Venture Lab” during the search of appropriate teammates for main project. •All of us participated several face-2-face meeting and carried on an online negotiations with another active members of “Venture lab” project. Finally when we understood that we have challenging idea for main project and we could enjoy working with each other, “Prime Partnership” team was created. •Our team consists of four motivated and result-oriented teammates with balanced skills set and ambitions to be in the TOP teams.
Sergey Shanin•PMP, project manager, 5 years experience in risk management, team building, stakeholders negotiations
Karyna Kirpichova•marketing manager, 10+ years experience in marketing and distribution, brand development
Venture Lab 2012 Prime Partnership Team
Business model
Customer Segments• hoteliers or owners
of hotel business• guests of the hotel
chain• Corporate customers
Value Propositions• This is convenient
and successful brand for 3-star hotels. Main features are dynamic growth, high level of service, advanced model of communication, technology and hotel chain franchise.
Revenue Streams• Royalty• Partner’s
commissions• Advertisement• Audit, consulting,
trainings services fees
• Value added services to franchisees
hoteliers or owners of
hotel business
guests of the hotel chain
corporate customers
Sales and Marketing Strategy
Who is our target audience?
1. Promo at conferences, exhibitions, specialized forums for hoteliers 2. Promo at Internet (own and specialized websites, cross placing banners, social networks…)
1. Clients’ feedback management 2. POSM at travel agencies,3. Internet (own website, cross placing banners, social networks, reviews from other tourists.
1.Direct mail, presentations,2. Promo through travel agencies, 3. Internet4.Loyalty program for corporate
customers staff
What`s the best way to reach our Target Audience?
clie
nts
1. Direct sales managers2. Telesales
Sales Marketing
1. corporate website >50% of sales2. Travel agencies and travel web sites (booking.com etc) ~15% of sales3. Discount portals (Groupon etc) ~5% of sales4. Other (regular and occasional clients who applied directly to the hotel
1. Direct sales managers as primary channel2. Hospitality associations as an secondary channel
Venture Lab 2012 Prime Partnership Team
partner unreliability
Venture Lab 2012 Prime Partnership Team
Risks
denial of service
income concealmentinflation
standard violationscompetition
hackingsclimatic conditions
loyalty erosiongovernment restrictions
demand decreaseemployee dishonesty
Possible strategies to prevent or minimize high-priority risks:• Standard violations – periodic inspections to monitor compliance with the franchise standards, mystery
shopping, staff trainings, etc.• Income concealment – legal actions.• Denial of service – risk should be transferred to the hosting company.• Partner unreliability – partnership programs, rebates.
Venture Lab 2012 Prime Partnership Team
•Promotion agencies•Media•Social networks•Web•Exhibitions•Design companies
Awareness
•Suppliers of equipment, expandable materials•Promotional gifts manufacturers
Procurements
•Hotels•Educational institutions•Tourism development government departments
Knowledge base
•IT solution suppliers•Developing agencies •Hosting companies•Call-centers•E-Commerce providers
IT & Web
•Travel agencies, associations, operators•Booking systems
Distribution
Partners and Allies
Funding
•15-20% own capital
OWN CAPITAL
•70-75% loan at bank (for two years)
LOAN CAPITAL
•5-15% acquired investment from franchising
Acquired capital
Venture Lab 2012 Prime Partnership Team
… look forward to Prime Partnership
Thank you for your attention and…
Final presentation of Opportunity Execution Project