Maximizing revenues through value added services

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International Conference on Travel Technology, India 9 th June , 2013 The Leela, Kovalam www.lemontreehotels.com

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Transcript of Maximizing revenues through value added services

Page 1: Maximizing revenues through value added services

International Conference on Travel Technology, India

9th June , 2013The Leela, Kovalam

www.lemontreehotels.com

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  •  22 hotels, 2600 owned and operated rooms in 14 cities

  •  Ranked in the Top 50 Great Places to Work 2012 among large companies (>1000 employees)

  •  16 hotels have been awarded the TripAdvisor Certificate of Excellence 2013

  •  Outlook Traveller Readers Choice Award 2012: Best Mid-range Hotel Chain in India

  •  Lonely Planet Travel Awards 2013: Amongst the top two brands of Best Hotel For Value

  •  National Award, Government of India - Ministry of Social Justice and Empowerment: Best Employer (2011) and Barrier-free Environment for Persons with Disabilities (2012)

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Maximizing revenues through value added services

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Objective

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The Basics

Opportunity

Source: h2c GmbH

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Ancillary sales constitute less than 2% of U.S. hotels’ revenue

Source: PhoCusWright

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Challenges

• Consumer behaviorConsumer behavior

• Simplifying the productSimplifying the product

• Effective communicationEffective communication

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UnderstandingCustomer Needs

FIT customer base of 77 respondents who booked through online channels

Top inclusion requestsTop inclusion requests

• InternetInternet

• Airport transfersAirport transfers

• Other mealsOther meals

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Segmenting & UnderstandingDecision Influencers

FIT customer base of 77 respondents who booked through online channels

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• Understand your customer needsUnderstand your customer needs

• Package your productPackage your product

• Educate your teamEducate your team

• Share your profitsShare your profits

Key Drivers: Ancillary Revenue

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Thank [email protected]

www.lemontreehotels.com


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