Competency

Profiles

d’Essence
HOSPITALITY ADVISORY SERVICES
 About

• D’Essence Hospitality is Boutique Management Consulting firm based in Mumbai which provides
specialty consulting services for hotel operators, builders and investors

• The Hospitality Division of D’Essence Consulting is backed by over 14 years of expertise coupled
with a vibrant workforce

• D’Essence Hospitality is a professional services firm catering to the entire spectrum of hospitality
industry

• We believe in customizing every deliverable after a deep understanding of the client, profound
domain knowledge and a thorough understanding of the micro and macro environment.
 About

• We have worked on a wide range of hospitality projects with focused efforts on

‾ Domain Reports ‾ Concept Designing
‾ Feasibility Studies ‾ Customer Profiling
‾ Financial Analysis ‾ Joint Ventures & Management Contracts

Our client base comprises of:

Large Real Estate Players in Global Hospitality market

National & International Hotel Chains in the 4 and 5 Star Category

Standalone Boutique Hotels & Resorts

Branded Hotel Operators

Recreational Club Owners and Operators

 Domain Expertise
Consulting &
Talent Search

Investors Builders Operators Travel & Trade Professionals

• Hotel Chains across categories • Gaming and Leisure Park Developers/Owners

• High-end Service apartments • Aircrafts / Yachts Rental Companies
• QSRs • Aviation Companies
• Cruises • Venture Funds
• Flight Catering • Property Funds
• Facility Management Companies • REITS

Talent search for key leadership positions across above mentioned verticals
 Eco-System

“Our strong network of relationships enables us to provide you with best market access, and growth options”
Hospitality Finance Media Associations
• Hotel Operators • Private Equity • Magazines • Tourism Boards
• Real Estate players Funds/Venture Capitalists • Journals • Trade Associations
• Senior Corporate Leaders • Investment Banks • Editors • International Network
• Entrepreneurial Firms • Banks • Journalists Associates
• CA’s/CS’s/Lawyers
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 Capabilities

Planning Strategy M&A Advisory

• Site Identification &
• Hotel Operator Search / • Acquisitions / Disposition
Evaluation
Selection for JV partnership strategies
• Market Potential
• Formulation & Negotiation of • Valuation Services
• Feasibility Studies
Management Contract • Due Diligence
• Financial Feasibility
• Negotiation of Joint Ventures • Business Planning
• Business Plan & Alliances
• Fund & Resources • Industry Benchmarking &
required Analysis
• Hotel Conceptualization &
Structuring

• Market Entry Strategy

• Positioning & Re-positioning

Strategy

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 Capabilities

Talent Search

We focus exclusively on C-level, Senior and Middle Management positions within the
hospitality industry

• C-level Hospitality Industry Positions • Human Resources

• Operations • Sales & Marketing
• Finance • Spa & Wellness
• Front Office Manager • Estate Positions
• Food & Beverage Positions • Condos & Association Management

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 End to End Solution
Market Feasibility
End to End Domain
Solution Report Financial Feasibility

Operational Feasibility

Legal Feasibility

Entry Recommendation for Feasibility Study for the

Strategy potential location (Cities) selected location

Customer profiling for Concept Recommending the

Assisting in Land
the proposed hotel / Designing for the viable site for the hotel /
Acquisition / JV
resort hotel / resort resort in the selected city
Outsource in conjunction
with D’Essence

Hotel Design & Operator Search for Project Planning for the
Structure Management Contract proposed hotel / resort

Recruitment of the Construction of the

Interior Design
Key Positions proposed hotel / resort
Outsource in conjunction
with D’Essence
 Search Process Decoded
Initial Briefing from the client
1
Assignment Study to gain understanding of biz environment & organizational culture to arrive
2 at candidate specifications

Research and approach potential candidates based on key competencies required.

3

Competency based interviews

4

Seeking External Views and Referencing

5

Preparing & sending Profile Sheet with recommendations to client.

6

Coordinating and Scheduling Meeting with Client

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Negotiation & Acceptance of offer

8

Integration in the organization

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Client Satisfaction Survey

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Hospitality Projects Undertaken

Where We Have Worked

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 Case Studies
1. Feasibility for a 3to4 Star Business Hotel in Central Mumbai
A logistics company wanted to built and run the business hotel in Central Mumbai. This company
is already present in the hospitality domain
a. Market Feasibility for business hotel in Central Mumbai
b. Find out the market potential for the hotel in Central Mumbai
c. Generate the possible options available in hotel industry
d. Creating a template based on market potential for evaluation of all the options
e. Creating a Business Plan to understand the financial implication on ROI and Payback
Period by understanding the different Business and Revenue model covering:
 Cost of Project,
 Capital Expenditure,
 Working Capital Requirements,
 Estimate of proportion of revenue from each customer segment,
 Projections of occupancy and tariffs for next 5-7 years and marketing mix of customers,
 Profit & Loss Statement for 5-7 years,
 Cash Flow Statement for 5-7 years,
 Key Ratio Analysis and Pay-back period

f. To recommend the best possible option for operating the hotel

 Case Studies
2. 4 Star Business Hotel JV Partnership
A logistics company wanted to built and run the business hotel in Central Mumbai. This company
is already present in the hospitality domain
3. Based on the determined positioning of the hotel, scout for the JV partner for operating a 4
Star Business Hotel in Central Mumbai.
4. Generating the database of 30 hotel operators and sharing this opportunity with all these
operators and to understand their interest for operating the hotel property in Central
Mumbai.
5. Creating Teaser and Investment Memorandum for pitching the hotel operators for tie-up’s
6. Acting as a contact point between the hotel owners and operators and conducting the
meeting with probable JV Partner (Hotel Operators), reporting the frequently asked
questions, do the negotiation and evaluate the agreements
7. Final JV with the relevant International and National operating brands

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 Case Studies
3. Feasibility on 4 Selected Destinations across the country for High End Luxury Resort
in India:
Market, Financial Feasibility, Concept Design and creating the Business Plan for 4 selected
destinations across the country for High End Luxury Resort and design the Go To Market
Strategy
a) Wayanad : 100 acres resort with 75 rooms and 15 villas and designed around nature and
wildlife theme
b) Chikmagalur: 186 acres Coffee plantation resort with 60 rooms and designed around
coffee plantation
c) Udaipur: 6 acres land near lake Pichola with 100 rooms and designed around Heritage
theme
d) Varanasi: 7.25 acres Heritage property with 50 rooms
i. We have generated different options for different sites based on the template created
covering parameters like:
 Location / Site analysis,
 Competitive analysis,
 Need and Gap analysis,
 Facilities Required,
 Market Potential,
 Estimated Future Opportunities,
 SWOT Analysis,
 Determining critical success factors for each of the theme options generated.

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 Case Studies
ii. After selecting the theme for each location we have created the matrices for determining
 Size of the resort,
 Amenities and facilities provided,
 Number and size of rooms,
 Type of rooms,
 Tariffs,
 Facility mix,
 Positioning and pricing structure of the proposed high end luxury resort for each location.

iii. Based on the above analysis we have created a business plan for 5 to 7 years of
operation covering:
 Cost of Project,
 Capital Expenditure,
 Working Capital Requirements,
 Estimate of proportion of revenue from each customer segment,
 Projections of occupancy and tariffs for next 5-7 years and marketing mix of customers,
 Profit & Loss Statement for 5-7 years,
 Cash Flow Statement for 5-7 years,
 Key Ratio Analysis and Pay-back period

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 Case Studies
4. Feasibility Study for Setting up a 5 Star Hotel in Mahabaleshwar:
The purpose of this study is to determine
a. The existing and potential market demand and supply for hotels of various categories –
Leisure and Business in Mahabaleshwar.
b. It also includes location analysis to determine the growth drivers of Mahabaleshwar.
c. On the basis of the demand and supply conditions and SWOT analysis, one of the three
listed options will be short- listed.
 Resort/ Hotel targeted towards Leisure and weekend travelers
 Hotel targeted at Business and Corporate tourist
 Have a hybrid model serving both Leisure and Business needs
d. On the basis of our findings,
 Project the occupancy and tariff of the proposed hotel
 Preparing the statements of estimated annual operations for next 5 years
 Analysis of financial statements on the basis of key ratios, break even point and
Return on investment
 Case Studies
5. To Design the Product Concept for a 200 rooms 4 Star Airport / Transit cum Business
Hotel adjacent to Delhi Airport:
To design the product concept inclusive of facilities, amenities and service for a 200 rooms 4
Star Airport / Transit cum Business Hotel adjacent to Delhi Airport based on the competition in
the catchment area, likely target audience like FIT’s, Cabin Crew, Transit Travelers, Day
meetings, Business travelers and passengers coming from interiors and analysis of growth
drivers.

6. Project Customer Profiling for 4 star International Branded Chain Hotels at Pune,
Aurangabad and Mysore:
The objective of this project was to determine the Customer profile for 4 star “International
branded Chain” business hotels in Pune, Aurangabad and Mysore and to understand and learn
about customer expectations in terms of facilities / services and products.
Based on the customer’s expectation, market potential and competitive analysis, design and test
the product and determine the right positioning for the proposed hotels.
 Case Studies
7. Domain and Feasibility Report on an Entertainment Mall in Goa and Concept Design
for the same
a. The objective of this project was to create a domain report and map the potential of movie
and non movie linked entertainment facilities located in and around Goa for evaluating the
gaps and market potential for such an entertainment zone based on analysis of the market
in the proposed location.
b. We have also analyze the possible JV partnerships for various revenue sources in the
proposed venture and the nature of the business model and revenue sharing models of
some key operators like multiplex operators, coffee shops, restaurateurs, etc and finally to
generate 2 to 3 options/combinations of an entertainment center in the current location with
different kinds of facilities and amenities and designing a broad template for selection of the
most preferred option.
c. Final deliverable was to conduct the feasibility study for the selected option/ combination
including the financial feasibility indicating Investment required, P&L Statements, Cash
Flow Statements, Payback period and Key Financial Ratios.
 Case Studies
8. Domain Report on the High End Luxury Resorts in India
a. Determine the Market size of luxury resorts in India and their projected growth rates.
b. Classify luxury resorts into various themes like Beach, Heritage, Wildlife, Nature &
Mountains and Wellness & Spa and understanding the international and domestic trends in
hospitality sector.
c. In domain report we have done the analysis and profiling of key players in this segment and
drive the market share of each player and estimated the segment wise and theme wise
market potential of the luxury resort in India.
d. We have also covered the analysis of the distribution/ booking networks like operator
website, travel websites, travel agents, cross-sell by other operators and MICE agents,
walk-ins, etc. and key target audience segments – NRI’s, Global travelers, MICE, Indian
HNI’s, Young Professionals, and Others
e. Government regulatory and policies for the resort
f. Growth drivers for luxury resort in India
g. Critical success factors for high end luxury resort in India
 Case Studies
9. To create and develop a growth strategy for a lifestyle club in terms of
a. Membership as well as to generate and optimize new revenue streams based on current
customers, market knowledge and analysis as well as competitor analysis

10. Valuation of a resort and restaurant in outskirts of Nasik

11. Workshop on Brand Positioning and Brand Persona of 4 Star Business Hotels in India
a. The objective of this workshop of senior management was to generate the 4 or 5
positioning options and to arrive at viability of these options for brand positioning and brand
persona for 4 star Business Hotels and to bring the Cohesion and Locomotion in the team.
b. During this workshop we have conducted a brainstorming session for brand positioning &
brand persona of four star business hotels to key people in organization. We have captured
the inputs and documented them to create a process to move from product & services
through brand persona & brand positioning and build them in the competitive advantage in
business hotel space in India.

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 Case Studies
12. To Build Growth Strategy and Fund Raising for E-Portal for Tourism

It pioneered India’s first Online Travel Portal. It has a large network of Travel Affiliates in more
than 26 Countries.

a. To prepare the Investment package and documents pertaining to acquisition of stake in the
company by a confirmed interested party

b. Evaluate, finalise and recommend the best investment option at the optimum value by
creating the Business Plan and designing the GO TO Market Strategy

13. Preparing the Growth Strategy for a Car Rental Company in order to right size the
business

a. Preparing a tarmac for growth of the company in order to achieve the optimal size and
converting the company from a professional organization to a corporate organization.

b. We created a growth strategy and investment package, business plan and advice on funds
required for its planned growth and estimated current and future valuations of the firm.

14. To Build Growth Strategy and Fund Raising for MICE company
a. To build and implementation of growth strategy and business plan of a MICE(Meetings,
Incentives, Conference and Exhibitions)20
company
Team d’Essence
 Leading the way…
“W e are led by high energy experienced individuals having operating
expertise and deep domain knowledge across verticals. People at D’Essence
are driven by accountability and performance”
Chief Consultant
Chandni Sahgal PROFESSIONAL EXPERIENCE
• Pritish Nandy Communications - CEO
• MTV - General Manager India and VP Southeast
Asia
• Times of India, Times FM - Vice President
• Cyanamid India - Marketing services Manager
• Novartis (Ciba-Geigy) - Assistant Manager Sales &
Distribution
• Eicher Motors ltd. - Executive Finance and Projects

MEMBERSHIPS EDUCATION AND TRAINING

• Institute of Management Consultants of India (IMCI)
• The Indus Entrepreneurs (TIE)
• Indian Merchants Chamber (IMC)
• Executive Forum
• Consulting Base
• Richmond Group- is UK's leading consortium of
independent certified management consultants
• BITS Pilani. MMS (Honours)
• Ciba-Geigy Japan-General Managers Training Kit
• University of Toronto, Canada Fisher Graduate
Fellowship –Media & International Business
• London School of Economics- Chevening Gurukul
Scholarship in Leadership and Excellence

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 During his era Times of India became the World’s largest
Circulated English daily
Managing Partner
Mr. Arun Bahl
EDUCATION AND TRAINING
• Masters degree in science from
Punjab University
• Diploma in Business Management
from Mumbai University
• Attended executive development
programmes of IIM Ahmedabad.
PROFESSIONAL EXPERIENCE
• Director of Circulation at Times Group for twelve years during which period, the
company’s flagship brand The Times of India became the largest selling broad
sheet English daily and Economic Times the second largest business
newspaper in the world.
• Consultant to Times group and held advisory positions in Marketing and HR.
• Headed Times group’s educational venture Times Centre for Media Studies for
two years.
• Director of Circulation at Indian Express for two years during which period he
was instrumental in setting up printing and distribution of the Wall Street Journal
Asia through the Indian Express network.
• Started career as a Management Trainee with Swiss Multinational Ciba –Geigy
and later became Marketing Services Manager with Agrochemicals Division
gaining extensive knowledge of rural marketing.
• Associated with D’Essence Consulting for past two years during which
contributed significantly to their realty and hospitality projects.
MEMBERSHIPS
• He was a member and honorary treasurer of the governing council of Audit
Bureau of Circulations for eight years.
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 Continuation…

PROFESSIONAL EXPERIENCE
Chief Consultant
• 28 years of experience in Hotel / Resort in the area of
Mr. Vivek Uberoi
• Designing
• Structuring
• Interiors
• Project Planning
• Project handle by Mr. Vivek Uberoi:
• CITCO Chandigarh  (Hotel Mountview)
• Uppal's Orchid (New Delhi)
• The Fern Jaipur
• The Fern New Delhi
• Tivoli Grand New Delhi
• Baikunth Resorts, Kasuli
• The Taj Group (Jaipur, Goa)
• Ritu Kumar
• India Today Group
• The Sagar School

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 Continuation…

Anamika Gupta
• Anamika is a Post Graduate from SP Jain, Mumbai. She started her career with
the Taj Group in 2000 wherein she garnered rich experience both in commercial
and unit sales. In her tenure of more than 7 years at the Taj, she helped in the
successful launch of Taj Wellington Mews. Anamika then went on to head sales
and marketing for Taj Residency, Ernakulum

• In Sept 2007, Anamika joined Citymax Hotels Pvt Ltd, the Indian arm of the
Dubai based Landmark Group as heading the Sales and Business Development
function

• She then joined Wadhawan Holdings as Head Business Development, a

hospitality asset-building company heading their luxury resorts division from July
2008 and was with them till May 2010. In this assignment she gained domain
expertise in areas such as site identification, market feasibility, optimum product
fit, operator tie-ups and she spearheaded research projects and market
intelligence

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 Continuation…
Senior Financial Associate (CA)
Rajesh Chheda

Rajesh Chheda is a Chartered Accountant and commerce graduate with more than 10 years
of financial experience. He handles the financial aspects of the M&A transactions and also
handles the treasury and accounts of he company. He has wide experience of due diligence
related activities. He has been with D’Essence for more than nine years and has worked on
assignments covering various industries.

Shahid Mohsin Tanwar : Project Leader (B.E- Comp, MBA)

Shahid is a computer engineer from University of Mumbai and MBA in Marketing. Shahid’s
recent projects include Feasibility of a 5-star luxury resort in North Kerala and Domain Report
on the Hospitality (Luxury Resorts) market in India. The other segment Shahid handles is
Entertainment; one of its assignments includes the domain report, feasibility and
implementation of an Entertainment-cum-Multiplex center in Goa. He has worked extensively
on market studies in the Textile, Machine Tools and Construction Equipment domain. He has
designed a lot of demand estimation models and rating methods along with his team. In rating
methods certain filters were designed to shortlist dealers, these are our proprietary methods.

Sachin Chavan: Project Associate (B.E,MBA)

Sachin has completed his B.E from Sardar Patel College of Engg. and has done his MBA from
Mumbai University. He joined D’Essence as a Project Associate. He has worked with VSNL and
other IT company in telecom domain. He leads the current Entertainment project at D’Essence.
He has worked on Hospitality Domain Report.
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 Continuation…

Chandan Ghosh: Project Associate (CFA, MBA)

Chandan has done his CFA from ICFAI and MBA from IBS Indore and has joined
D’Essence as a Project Associate..

Dina Shah: Project Associate (BBI)

Dina has done BBI from H.R. College and is a Level 2 candidate in the CFA
Program. She joined D’Essence as a Project Associate. In the past, she has worked
as an Equity Advisor at Edelweiss Capital and worked for Infomedia18, as a content
writer.

Hitesh Aswani: Project Associate (BMS)

Hitesh has done BMS from Mumbai University and is a level 2 Candidate in the CFA
Program, and has joined D’Essence as a Project Associate. Hitesh also hold an
above one year experience in the Indian Equity Markets and worked in the equity
research department.

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 -End of Document-

D’Essence Consulting
303, Aar Pee Center,
11 Road, Gufic Compound,
th

MIDC, Andheri (E)

Mumbai- 400093

For further queries: For further queries:

Anamika Gupta Chandni Sahgal
+91 9901211511 +91 9820075332
anamika@dessencehospitality.com chandni@dessencehospitality.com
URL: www.dessencehospitality.com URL: www.dessencehospitality.com

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