TABLES OF CONTENTS

Introduction Company profile ITC Hotel Division ITC Welcomgroup ITC Welcomgroup Sheraton Hotel Sheraton Rajputana, Jaipur

Organization Structure Marketing mix for Sheraton Rajputana Competition Analysis Market Analysis Special Products WelcomeAward WelcomeLink WelcomClub

Findings and Conclusion Reference

COMPANY PROFILE
ITC was incorporated on August 24, 1910 under the name of Imperial Tobacco Company of India Limited. The companys ownership progressively INDIANISED, and the name of the company was changed to I.T.C. Limited in 1974. ITC is one of Indias foremost private sector companies with a market capitalization of nearly US $ 19 billion and a turnover of over US $ 5.1 Billion ITC is rated among the Worlds Best Big Companies, Asias Fab 50 and the Worlds Most Reputable Companies by Forbes magazine, among Indias Most Respected Companies by Business World and among Indias Most Valuable Companies by Business Today. ITC ranks among Indias 1- Most Valuable (Company) Brands, in a study conducted by Brand Finance and published by the Economic Times. ITC also ranks among Asias 50 best performing companies compiled by Business Week. ITC has a diversified presence into various businesses which include : FMCG : Cigarettes, food products, lifestyle retailing, greetings, stationary, and safety match sticks and agarbatties. HOTELS : Luxury collection, welcome hotel, Sheraton hotel, fortune park hotel, and welcome heritage. PAPERBOARD & PACKAGING AGRI BUSINESS : Agri exports, E-chouplal, leaf tobacco. IT : ITC info tech India Ltd. Wholly owned subsidiary. GROUP COMPANIES : Surya Nepal private Ltd., International travel house. integrated source of quality tobaccos. Serving customers in 50 countries across more than 70 destinations, ITC co-creates and delivers value at every stage of the leaf tobacco value chain. TC buys nearly 50 per cent of all cigarette tobacco types grown in India. TCs comprehensive and sophisticated R&D facilities cover all aspects of

cultivation, products development and processing through fundamental and applied research. ITCs collaboration with related Government agencies has helped develop new varieties of tobaccos and explore new areas for tobacco cultivation. Species In pursuit of new drivers of growth, ITC is aggressively exploring strategic growth opportunities by innovatively blending and extending the Companys proven competencies in the procurement and processing of agricultural products, storage, supply chain and sales management. Agri Inputs Business Addressing soil fertility and crop nutrition in line with the concept of Integrated Nutrient Management that includes Organic manures and bio products. Addressing crop protection by adherence to the principles of Integrated Pest Management. Presently consisting of Neem based pesticides, this line further expand to bio pesticides and natural metabolites. Addressing the problem of storage pests with eco friendly solution consisting of bio pesticides.

ITC WELCOMGROUP
ITC welcome group consists of 3 brands the luxury collection, Sheraton and the welcome hotels. There are 7 luxury collection hotels, 4 Sheraton hotels and 3 welcomhotels making a total of 14 properties under ITC welcome group. Among these 5-star deluxe properties, luxury collection and Sheraton has an exclusive tie up with its global partners Starwood. At an ITC welcomegroup hotel one will find a true reflection of the culture & ethos of each destination with one common legacy-Warmth. Itc welcomgroup is headed under the chairmanship of Mr. Mr. Nakul Anand. The ITC welcomgroup hotels business philosophy : Guest Experience Guest Experience with Profits Guests Experience with Profits, Growth & Development

ITC made its entry into the branded & packaged Food business with the launch of the Kitchen of India_brand. The Foods business is today represented in 4 categories in the market. These are : The Ready To Eat Foods Staples Confectionery Snacks Foods commitment to internationally benchmarked quality

unwavening

standards enabled ITC to rapidly gain market standing in all its 6 brands :

1. 2. 3. 4. 5. 6.

Kitchens of India Aashirvaad Sun feast mint-o Candy man Bingo!

ITCs Personal Care portfolio under the Essenza Di Wills, Fiama Di Wills, Vivel Di wills, Vivel UltraPro, Vivel and Superia, brands has received encouraging consumer response and is being progressively extended nationally. ITCs state-of-the-art manufacturing facility meets stringent requirements of hygience and benchmarked manufacturing practices. Contemporary technology and

Fiama
OF WILLS
PRODUCTS AND BRANDS Cigarette ITC is the market leader in cigarettes in India. With its wide range of invaluable brands, it has a leadership position in every segment of the market. Its highly popular portfolio of brands includes Insignia, India Kings, Classic, Gold Flake, Silk Cut, Navy Cut, Scissors, Capstan, Berkeley, Bristol and Flake. ITCs pursuit of international competitiveness is reflected in its initiatives n the overseas markets. In the extremely competitive US market, ITC offers high quality, value-priced cigarettes and Roll-your-own solution. In West Asia, ITC has become a key player in the GCC markets through growing volumes of its brands. ITCs Cigarettes business has been winning numerous awards for its quality, environmental management systems and product excellence such as

Best Manufacturer of Cigarettes for the year 2008 & 2007 and Best Exporter of Cigarettes for 2008 by the Tobacco Board based on previous three years performance. Tobacco ITC pioneered the cultivation and development of Leaf Tobaccos in India. ITC is the largest buyer, processor and exporter of leaf tobaccos in India-creating a global benchmark as the single largest the latest manufacturing processes have combined to produce distinctly superior products which rank high on quality and consumer appeal.

Vivel
ON WILLS

Superia

ITCs stationery Brands are marked as Classmate and Paperkraft, with Classmate addressing the needs of students and Paperkraft targeted towards college students and executive. Classmate Indias truly largest National brand, reaching 65,000 outlets across the country, has over 300 variants in its range with comprises notebooks, long books, practical books, drawing books, scrap books, reminder pads etc. The Paperkraft range consists of premium stationery with a wide variety for executive to choose from. The assortment consists of notepads & multi subject notebooks in hard, soft covers & multiple binding formats including spirals, wiros etc.

HOTEL SHERATON RAJPUTANA, JAIPUR

Hotel Sheraton Rajputana built on a 7 acres slandscape; the hotel is designed on the lines of a royal haveli. Its lobby is fashioned after the Jaigarh Fort & the hotel itself is richly detailed with beautiful balconies, high canopies & tinkling waterfalls that blend seamlessly with each other. It is a fitting ribute to the glorious heritage & romance of Rajasthan. A 218-rooms hotel is a unique blend of lavish luxury & crisp efficiency. The hotel started in functioning on 1 October 1992. The hotel has the largest room inventory and the largest banqueting facility in the city. The hotel is located in the city centre, has international booking facilities, standardized services and international safety standards. In totality the hotel offers a magnificent experience. The organization has a hierarchial structure. The general manager being on the top. Followed by various functional departments headed by the department manager and then followed by line managers and so on. The philosophy of the hotel is : Guest experience Guest experience with profit. Guest experience with profit, growth and development.

Salient features : Largest room inventory in city with 218 rooms. Located at the heart of the city. Biggest lobby in town. Exclusive executive club lounge. Restaurants, where the Jaipur dines : Chandra Vanshi Pavilion, Jalmahal, & Peshawari. Sheeshmahal and Jharokha bars.

Swimming pools, shopping arcade, SPA and Beauty parlour.

The biggest pillar less banquet hall Suryavanshi Mahal in the town.

THE ORGANIZATIONAL STRUCTURE

Sales & Marketing Mr. Suresh Memon

FRONT OFFICE
Mr. Ravinder Sharma

HOMANRES OURCE Mr. B. S. Khatri

FINANCE Mr. Pankaj Gosain

GENERAL MANAGER Mr. Sunil Gupta

HOUSE KEEPING Ms. Veena Nathaniel

F&B Mr. Rachit Roshyan

Loss Prevention Col. R.K. Agnihotri

EXECUTIVE CHIEF Chef. Rakesh Ghai

SIX SIGMA Mr Kapil Goel

ENGINEE RING Mr. Devender Choudhary

INTRODUCTION
Marketing is a very crucial business activity that has to be carried out on a daily basis if any business organization is to fight competition successfully and stay in business. This covers all types of business dealing in any services / products. Hotel is one of the business sectors in the world and it is growing rapidly today so that is why there is a need for the hotel organization to market their services / products effectively in order to attract as many customers as possible. The project is carried out to understand the market strategies of Sheraton Rajputana in the form of SPECIAL PRODUCTS to increase penetration in the market and to get higher share compared to its competitors. The prime objective was the in-depth understanding of the sales and marketing function of the hotel. A deep study of the company, the hotel division of the company, various brands, the hotel, the competition and the market analysis was done. Internal analysis, competition analysis and market analysis was conducted for the same. The project was primarily linked to the SPECIAL PRODUCTS it includes welcome link, welcome award and welcome club. The benefits of these loyalty programmes, the reason behind these programmes and finds out why it is necessary and how it is beneficial for Sheraton Rajputana. The data in the report is generated from the analysis of the secondary data available in the organization, experience survey where experts and managers in the field where interviewed to gain additional knowledge. The rest of its was

obtained from a few internet sites and from my experience working in the organization.

MARKETING HOTEL

MIX

FOR

SHERATON

RAJPUTANA

(7 PS OF SERVICES MARKETING)
(1) Products :

The products has two parts : - the core product, which central problem-solving benefit that customer seek. The other part is the supplementary services which augment the product. These services facilitate the use of the core product and also enhance its value and appeal. These services also pay a role in differentiating and positioning the core products. Increasing the level of performance adds value to the core products. Core products includes the rooms and the food and beverage outlets. And supplementary services include things like swimming pool, laundry, recreation activities, shopping arcade etc. Sheraton Rajputana has the largest inventory in tow with 218 rooms which are divided into following categories. Rooms Category Presidential Suite Thikana Suites Rajputana Royal Rajputana Chambers Executive Club Number 01 16 46 55 100 Rack Rate 80,000 30,000 20,000 18,000 14,500

(2)

PRICE :

Pricing is a very complex issue and so special attention is given and is done very comprehensively. The Hotel releases price guidelines applicable for every three month which shows the rack rates, the bar rates and the corporate rate. These price guidelines help in estimating the lowest prices which could be charged and also to homogenize the prices over a standard bench. The price guidelines play a very significant role in determining the association the client with the hotel. Different types of price guidelines are followed by the hotel as per the circumstances. The price guidelines vary on the basis of the followings : Contract with the Hotel

Whether any kind of plan is undertaken by the client like ETVP or CVGR. (Discussed later) Packages Under the package scheme the client is given a discount on the stay in the hotel. Long Stays When a guests wishes to stay for a long period then also he is entitled to a different price which is lower than the rack rate. Season The season also determines the price being charged form the client.

(3)

PLACE :-

Place represents the location where a product can be purchased. It is often referred to as the distribution channel. And also to location and accessibility.

The hotel is located 14 kilometers from the City Airport, a kilometer from City Center, a kilometer from City Railway Station. Being in the city centre, the location of the hotel is an advantage to the hotel. The hotel is the place where the product could be used. Place also includes all those mediums where the product could be purchased. Examples could be travel agents, hotels reservations department, various websites including the ITCs website and the Starwoods website. There is also a national toll free number which could be used for making the bookings.

(4)

PROMOTION :

Various promotional tools are used by the hotel to stimulate the decision making of bookers, users etc and boost demand. These techniques are designed to target people at each level in an organization.

(5)

PEOPLE :-

The role of employees is very crucial and prominent. In particular the frontend employees carry out a very crucial role in the satisfaction of the customers. In the hotel there are serious of are series of customer-employee encourters. The quality of service management depends largely on the performance of a number of employees. The employee behaviour can make the service either a memorable or a boring experience for the guests. Employees are the channels of both the service delivery and the service promotion. Therefore, the control of service delivery effectively means control of the employee performance on the job.

Therefore, the role of the employee needs to be fully scrutinized to ensure high quality delivery. Keeping this in mind the hotel has laid down platinum guidelines to be followed by each employee. These guidelines are :Platinum Guidelines : I commit to know, own and practice the organizational moto A WOW at every Moment of Truth. I believe that the first 30 seconds count and will use this opportunity to create a favourable impression on the guest. I will wear the welcomlook at all times. I will always offer a warm greeting and address the guest by name whenever possible. I will wear a genuine smile while engaged with the guest. I will escort the guest whenever approached for directions. For those of us who are not in guest contact it is our job to help those who are. We all at ITC will practice getting in RIGHT-telephone etiquette. I will anticipate all guests needs and run that extra mile to ensure guest commitment. I will extend a warm good-bye and find farewell to our guests to ensure repeat visits. These guidelines are supposed to be followed by the employees sincerely and with pride, dignity and integrity.

(6)

PHYSICAL EVIDENCE :-

The physical evidence of a service comes in different forms. These include the physical aspect of the location of the service delivery such as the design, aesthetics and functionality of the place.

The air flow, decor, temperature, etc. create the right atmosphere for service delivery. The equipments add to the speed. The dress, uniform, appearance and facial expression of the frontline employees form a crucial part of this physical evidence. The stationery, the warranties, etc. the elements of documentation, which serve to confirm the impression about the service quality. The hotel is designed in the lines of a royal haveli. It is a blend of lavish luxury and crisp efficiency. It lobby is fashioned after the Jaigarh Fort & the hotel itself is richly detailed with beautiful balconies, high canopies & tinkling waterfalls that blend seamlessly with each other. The uniform of all the employees is given a Rajasthani theme. Both the tangible and the intangible aspects are bundled together to give the guest a total experience.

(7)

PROCESS :-

Procedure, mechanisms and the flow off activities by which service are consumed are an essential element of the marketing strategy. To ensure that defects are minimized, the organization has implemented six sigma. In fact ITC was the pioneer in the hotel industry to implement the system six sigma. Six sigma seeks to identify and remove the causes of defects and errors in the business processes. It uses a set of quality management methods, including statistical methods, and creates a special infrastructure of people within the organization who are experts in these methods. Each six sigma project carried out within the organization follows a defined sequence of steps and has quantified financial targets (cost reduction or profit increase)

Five Porter Model of Sheraton Rajputana Hotel

Introduction of Five Porters Model

Porters five forces analysis is a framework for the industry analysis and business strategy development by Michael E. Porter of Harvard Business School in 1979. It uses concepts developed in Industrial Organization (IO) economics to derive five forces which determine the competitive intensity and therefore attractiveness of a market. Attractiveness in this context refers to the overall industry profitability. An unattractive industry is one where the combination of forces acts to drive down overall profitability. A very unattractive industry would be one approaching pure competition. Porters five forces include three forces from horizontal competition : threat of substitute products, the threat of established rivals, and the threat of new entrants; and tow forces from vertical competition : the bargaining power of suppliers, bargaining power of customers. The threat of substitute products The existence of close substitute products increases the propensity of customers to switch to alternatives in response to price increase (high elasticity of demand). Buyers propensity to substitute Relative price performance of substitutes Buyer switching costs. Perceived level of product differentiation.

The threat of the entry of new competitors - Profitable markets that yield high returns will draw firms. This results in many new entrants, which will effectively decrease profitability. Unless the entry of new firms can be blocked by incumbents, the profit rate will fall towards a competitive level (perfect competition) The existence of barriers to entry (patents, rights, etc.) Brand equity. Switching cost or sunk costs. Capital requirements Access to distribution Absolute cost advantage Expected retaliation by incumbents

Government policies.

The intensity of competitive rivalry - For most industries, this is the major determinant of the competitiveness of the industry. Sometimes rivals compete aggressively and sometimes rivals compete in non-price dimensions such as innovation, marketing, etc. Number of competitors Rate of industry growth Intermittent industry overcapacity Exist barriers Diversity of competitors Informational complexity Fixed cost allocation per value added Level of advertising expense Economies of scale Sustainable competitive advantage through improvisation.

The bargaining power of customers Also described as the market of outputs. The ability of customers to put the firm under pressure and it also affects the customers sensitivity to price changes. Buyer concentration to firm concentration ration. Degree of dependency upon existing channels of distribution Bargaining leverage, particularly in industries with high fixed costs. Buyer volume Buyer switching costs relative to firm switching cost Buyer information availability. Ability to backward integrate Availability of existing substitute products. Buyer price sensitivity Differential advantage (uniqueness) of industry products.

The bargaining power of suppliers Also described as market of inputs. Suppliers of raw materials, components, labor and services (such as expertise) to the firm can be a source of power over the firm. Suppliers may

refuse to work with the firm or e.g. charge excessively high prices for unqiue resources. Supplier switching costs relative to firm switching costs. Degree of differentiation of inputs Presence of substitute inputs Suppler concentration to firm concentration ration. Employee solidarity (e.g. labor unions) Threat of forward integration by suppliers relative to the threat of backward integration by firms Cost of inputs relative to selling price of the product.

Bargaining Power of Customers

Bargaining Power of Suppliers

Competitive Rivalry within an industry

Threat of New Entrants

Threat of substitute Products

Porters Five Force Analysis of Sheraton Rajputana

Porters Five Forces Analysis

Potential Entrants Global hotel group entry THREAT : MODERATE

Suppliers Many available suppliers THREAT : LOW

Industry Competitors Taj Group of hotels Oberoi Groups THREAT : LOW

Buyers Global tourists Medical tourists Industrialist people

Customer Need Good Hospitality Hygiene food and environment

Substitutes Small lodges Middle class hotels Palace in wheels THREAT : HIGH (because of new class, Overall Threat Level MODERATE

BCG Matrix of ITC

The BCG Matrix methods is based on the product life cycle theory that can be used to determine what priorities should be given in the product portfolio o a business unit. To ensure long term value creation, a company should have a portfolio of product that contains both high growth product in need of cash and inputs and low-growth products that generate a lot of cash. It has two dimensions market share and market growth. The basic idea behind it is that the bigger the market share a product has or the faster the products marker grows the better it is for the company. Placing products in the BCG matrix results in four categories in a portfolio of company. 1. Share (= high growth, high market share) 2. Use large amount of cash and are leaders in the business so that they should generate large amount of cash. Frequently roughly in balance on net cash flow. Profit and cash generated should be high, and because of the low growth, investments needed should be low, keep profits high. 3. 4. Foundation of a company. Avoid and minimize the number of dogs in a company. Beware of expensive turn around plans. Deliver cash, otherwise liquidate. Have the worst cash characteristics of all, because high demands and low returns due to low market share. If nothing is done to change the market share, question marks will simply absorb great amounts of cash and later, as the growth stops, a dog. Either invest heavily or sell off or invest nothing and generate whatever cash it can. Increase market share or deliver cash. Dogs (= low growth, low market share) Cash cows (= low growth, high market share)

Question Marks (= high growth, low market share)

The BCG Matrix method can help understand a frequently made strategy Mistake : having a one-size-fits-approach to strategy, such as a generic growth target (9 per cent per year) or a generic return on capital of say 9.5% for an entire corporation. In such a scenario : A. Cash cow Business Units will beat their profit target easily; Their management has an easy job and are often praised anyhow. Even worse, they are often allowed to reinvest substantial cash amounts in their businesses which are mature and not growing anymore. B. Dogs Business Units fight an impossible battle and, even worse, investments are made now and then in hopeless attempts to turn the business around. C. As a result (all) Question Marks and Stars Business Units get mediocre size investment funds. In this way they are unable to ever become cash cows. These inadequate invested sums of money are a waste of money. Either these SBUs should receive enough investment funds to enable them to achieve a real market dominance and become a cash cow (or star), or otherwise companies are advised to disinvest and try to get whatever possible cash out of the question marks that were not selected. Some limitations of the Boston Consulting Group Matrix include : High market share is not the only success factor. Market growth is not the only indicator for attractiveness of a Market.

ITC Ltd. on BCG Matrix (Conclusion)

Star Agri Business Hotels Paperboard G R O W T H Packaging &

Question Mark FMCG-Foods

Cash Cow FMCG-Cigarettes

Dog ITC Infotech

MARKET SHARE

MARKET ANALYSIS
Market analysis is as important as the competition analysis. To design the strategies to find out both opportunities and threats to the hotel in the competitive market place, including the presence of generic competition, and competition from substitutes, it is important to know the market-the trends, location, composition etc. It is important to define and analyse various revenue generating segments in the market. It is needed to gain a better understanding of not only the customer needs and preferences within each of the different segments but also how each segment perceives competition. The total revenue to the hotel comes from the following : Room revenue Food revenue Beverage revenue Others (business centre, shopping arcade, health club, etc.)

The following report shows in percentage the contribution of each of the above in the total revenue. It is observed that over the year the contribution of portions has remained constant. The budget also reflect a similar picture. This shows the accuracy and health of budgeting decisions.

The report shows the % figures of past three years and also % budgeted figures of this year.

FULLY YEAR CONTRIBUTION

07-08 ROOM REVENUE FOOD REVENUE BEVERAGE REVENUE OTHER INC TOTAL 64% 26% 7% 3% 100% 08-09 64% 26% 6% 4% 100% 09-10 65% 25% 6% 4% 100% BUDGET 10-11 65% 25% 6% 3% 100%

*(Due to confidentiality issues, figures in rupees cannot be published)

MARKET SEGMENTATION
A market segment is composed of a group of buyers who share common characteristics, needs, purchasing behavior, or consumption patterns. Effective segmentation should group buyers into segments in ways that result in as much similarly as possible on the relevant characteristics within each segment but dissimilarity on those same characteristics between segments. The hotel has done the market segmentation in the following manner. On the basis of volume of business market is divided into two segments :Bulk segment & Transient segment Bulk consists of the GIT, Conference and Packages Transient consists of FFIT, DFIT, CVGR and Crew Layover. According to the nature of the contract the market is divided into two :Contracted segment & Non-Contracted segment Contracted business consists of GIT, CVGR, CONF. Non-contracted consists of DFIT, FFIT, Packages

GIT-GROUP INDEPENDENT TRAVELLER These include the people who are traveling in-group and can be of Indian as well as of foreign origin.

FFIT FOREIGN FREQUENT INDEPENDENT TRAVELLER These generally include the travelers who are of foreign origin and are traveling on their own and are of the foreign Origin.

DFIT DOMESTIC FREQUENT INDEPENDENT TRAVELLER These are the people who are the native and are of Indian origin and are traveling independently in the country. CONF - CONFERENCE These are the different groups, which held their conference, marriages, parties, etc. in the hotel. These play a significant contribution in the hotel revenue. CVGR COMPANY VALUE GUARANTEED RATE These are the price guidelines given to the companies for their continuous association with the hotel. These prices are different from the rack rates and are applicable for a year. PKG PACKAGE These are the stay packages designed for the travelers keeping in view their comfort and affordability. These packages are meant to attract the individual travelers with the special discount and offers. CREW / LAYOVER These are the crew members either of an airline company or any other unit, which is in contract with the hotel for its stay for a particular period. Also the layover of some units is boarded by the hotel, like the passengers of a cancelled flight. A yearly study of the revenue generated by the different segments of the hotel is executed. This helps in understanding the importance and supremacy of one section over the other. Thus effective strategies could be formulated for the specific segment from the study.

The following page show a sample segment report. This report shows the revenue generate by each segment in the previous year and the current year. On the basis of this data growth over the same period last year is calculated. This helps to know about the de-growing segments and those showing positive growth. Strategies could be formulated accordingly. Measures could be taken to resolve the problems leading to de-growth in a particular segment.

WELCOME LINK

Welcomelink, Indias most popular lifestyle rewards programme, designed exclusively to recognize and reward our business partners who channelise bookings into ITC-Welcomgroup Hotels. As a WelcomLink Member, we can earn points for every materialized room night we book at participating hotels. These points can be redeemed for an array of exciting rewards from luxury getaways & fine dining to travel privileges, home furnishing, lifestyle apparel and much more, our choice is limitless

REWARDS
REWARD- PARTNERS As a WelcomeLink member, we have access to the choicest of rewards, designed to compliment our lifestyle. The Points we earn in our journey of being a WelcomLink member can be redeemed for : Hospitality Par Excellence ITC-Welcomgroup Great Experience certificates Unique Heritage Experience Certificates Fortune Holiday Certificates ITC-Welcomgroup Gift Vouchers

Apparel Wills Lifestyle Gift Vouchers. John Players Gift Vouchers Miss Players Gift Vouchers

Travel Privileges Travel House Gift Vouchers

Merchandise Citibank Diners Club Gift Vouchers Sodexho Pass Gift Vouchers Lifestyle Gift Vouchers Da Milano Gift Vouchers Crossword bookstore Gift Vouchers.

So go ahead, utilize the privileges of your WelcomLink membership and bring home the rewards !

MISS PLAYERS Lifestyle CROSS WORLD DA MILANO WLS JOHN PLAYERS

BENEFITS
As a WelcomeLink Member, we can earn points for every materialized room night we book at participating hotels. This programme is basically designed for the bookers. Suppose a person work in an organization and he giving a lot of booking from his/her company for their guest whether its for corporate purpose or for personal use, we enroll that person as a welcome link member and given that person special privileges. In this programme its not necessary that welcome link member materalized the room night. As we know this programme is for booker so if a person give us booking and he is a welcome link member he can earn points on the room night which is materialized by his guest.

The most important thing about this programme is that it is FREE OF COST. The member couldnt pay anything to become a part of this programme. A person can redeemed these points in the form of gift voucher and special privileges. The welcome link member get the special preference for every thing. It is also beneficial for Sheraton Rajputana to get maximum business as compare to their competitors. Because if one gets the lot of privileges from the hotel and special offer so every one wants to come to Sheraton because they become loyal to the hotel now. By using this type of strategies hotel gest the maximum business. This figure show that there is an increase in room revenue which generated from the special offers around 24% and 52% respectively. is

Welcome Club
An image building package in which all-top decision makers of companies (CEOs, MDs, Owners etc.) are invited by the MD of ITC Hotels to join. The color of the card is gold with a red lining & a welcomclub kit is given top the member, which entitled him/her a one time suite upgrade certificate. The WelcomClub Kit A Welcomclub Card, letter of renewal, personal data from, upgrades certificates, business reply envelope & a personal rate card. A Gift which is a book by Pratibha Karan A Princely legacy Hyderabadi Cuisine. Entitles and Privilege

No refusal if booking is received prior to 48 hrs on sold out days. Late Check out till 1800 hrs Single / Double rate same A bottle of white/red wine Fruit platter Cookies / Cheese straws / Chocolate drops Flower arrangements W/C Flag on writing table Dressing gown / Slippers Newspapers English daily, Financial etc. Limousine pick up

Welcomeclub Rates : Room Category W Club Rates Sheraton Towers INR 7500 ITC One INR 9500 Suites 30% DISC

Welcome club programme in designed for the key person like Directors, Chairman, and General Manager of the Company. The members will become always by the invitation from the Chairman of the hotel. For a welcome club member hotel give them preference in every thing and 24 hrs booking confirm. To become a welcome club member it is necessary that person has 500-600 crore turnover in his/her company. But in jaipur there is no such big company thats why in jaipur there is no welcome club member

Executive Travel Value Plan Concept

ETVP has been designed to address the functional needs of saving and convenience of an organization. WHO IS OUR TARGET AUDIENCE ? Companies having multi-destination transient corporate travel. Companies having sound financial background.

Etvp Schemes 1. Etvp Float fund scheme 2. Enrolled level at Rs. 2 Lakhs and replenishment at Rs. 1 Lakh. Personalized card issued in the name of the executive. ETVP Cards acts as both charge and identity cards. No restriction on the number of cards to be issued.

Etvp fixed deposit scheme Enrollment level at Rs. 2 Lakhs which remains as Fixed Deposit CHQ. Cards issued in the name of the Company. All payments to be made directly ands no credit facility to be extended on the cards. No restriction on the number of cards to be issued.

2.

Etvp coupon scheme Enrollment level at Rs. 50000/Aimed at small companies / entrepreneurs. Companies issued ETVP Coupons in denominations of Rs. 250, Rs. 500, Rs. 1000 Coupons can be used for any services of ITC Welcomgroup.

Etvp benefits

Upto 40% Discount on published room rate. 30% Discount on all Suites.

OTHER DIVISIONS :

Eva Rooms : In keeping with the times an entire set of rooms The Eva Rooms have been dedicated to the lady traveler. The security, service and amenities have been carefully put together keeping the single lady traveler in mind. SPG Starwood Preferred Guests : There is a whole floor dedicated to the Starwood preferred guest. Non smoking rooms : Non smoking rooms are also available on request. Privileges include : Complimentary Breakfast, Technologically upgraded rooms, Club Hour, Valet Service, etc.