1

CASE STUDY
Lifetime Holidays
1. Read the Background in order to complete the following chart:
Lifetime Holidays DirectSun
Type of
Holiday
Product range
Sales outlet(s)
Existing
customers
Aims
State of
business
2. Decide who you want to be: Lifetime Holidays director or Direct!uns
director. Read the Requirements below.
1
CASE STUDY
Lifetime Holidays
Director Lifetime Hoida!s Director" DirectSun
Negotiating Points Your #osition Your $osition
Lengt of contract "hree years #i$e years
Destinations
#ocus only on your
%editerranean
holidays
&ffer all the holidays in
both companies
catalogues
!ustomers
'im at ()*+) age
group
'im at all age groups
!ar ire and
insurance
Do not offer these
ser$ices at present
,ro$ide these ser$ices
as they are $ery
profitable for your
company
Ad"ertising
budget
-1)).))). !hare costs
on a +)/+) basis
%edia: %ail shots and
press ad$ertising
-()).))) 0 at least1
!hare costs on a
2)3 / ()3 42)3
Lifetime Holidays5
%edia: 6ncludes radio
ad$ertising
#n"estment and
profits
7)3 Lifetime
Holidays / 8)3
Direct!un 4your
company is bigger and
better 9nown5
+) / +) basis
Pro$ect
management
!uggest that your
company manages the
pro:ect as you ha$e
greater management
e;perience and
9nowledge
!uggest that your
company manages the
pro:ect because of
your greater
e;perience and
9nowledge of selling
online
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CASE STUDY
Lifetime Holidays
(. 's a director of Lifetime Holidays or as director of Direct!un. complete
the email to the person you negotiated with. !ummarise what you
agreed.
Dear !ir.
<elow is a summary of the points we agreed at our recent meeting.