Subject Name: Tourism Marketing and

Promotion
Unit No:1-10 Unit Name: Tourism

Faculty Name : Dr. Alpha Lokhande

Tourism Marketing and Strategy
Unit 1:Introduction

Faculty Name : Dr Alpha Lokhande

 Index

Lecture No & Topic Name Slide No

Lecture 1 – Introduction to tourism 2

Lecture 2 – Tourism Destination and its products 4

Lecture 3 – Tourism Organisation 5

Lecture 4 – Tourism marketing and planning 6

Lecture 5 – Emerging areas of tourism 8

3
Unit No: 1 Unit name:Introduction to tourism

Lecture No: 1
Introduction to tourism
 Marketing in tourism and hospitality
• As the production and consumption experiences are
inseparable, it is impossible to sample a tourism service
before purchase.

• Marketing of tourism is based on

– Trust
– Relationship
– Delivering value
 “Marketing is so basic that it cannot be considered a
separate function. It is the whole of business seen from the
point of view of its final result, that is, from the customers
point of view…Business success is not determined by the
producer, but by the customer.”

-Peter Drucker
 Hospitality marketing
• Hospitality Marketing is the process
• For getting a company's product or service out
to consumers.
• How segments of the hospitality industry, such
as:
– hotels,
– restaurants,
– resorts,
– amusement parks and other entertainment and
accommodations businesses
Hospitality Marketing Management
Philosophies
•Consumers favor products/services
that are available and highly affordable
•Improve production and distribution.
Production Concept
•Guests favor products that offer
the most quality, performance, and
Product Concept innovative features.

•Consumers will buy products only if

Selling Concept the company promotes/ sells these
products in every channel.

Marketing Concept •Focuses on needs/ wants of target

markets & delivering satisfaction
better than rest
Societal Marketing Concept
9
•Focuses on needs/ wants of target
markets & delivering superior value.
Marketing and Sales Concepts
Contrasted
 Importance of Marketing
• Corporate giants have increased marketing
importance for entire industry
• Predicted hotel consolidation into 5 or 6
chains will create intense competition
• Growing competitive pressures increasing
importance of the Marketing Director
 Best Practices
• Four Seasons and putting customers first
• Singapore Airlines and its top ranked product
• Dubai – ridding itself of its reputation of being
the “smuggling capital of the Arab world”
• Hong Kong and the “world’s best airport”
• Ritz Carlton delivering “memorable
experiences”
• McDonald’s QSC&V principle
 Service Characteristics of
Hospitality and Tourism
Marketing

13
 The tourism marketing mix
product

price place
variable

Intangibl Insepara
e ble
promoti Touris Physical
on m evidence
service

people process
 Characteristics of Services

Intangibility Can’t be seen, tasted, felt, heard,

or smelled before purchase.

Inseparability Can’t be separated from service

providers.

Variability Quality depends on who provides

them and when, where and how.

Perishability Can’t be stored for later sale or use.

15
 Intangibility

• High risk associated with services. It is difficult to evaluate

service before the experience. Furthermore, lack of
tangibility after the experience
• Tangibilizing the intangible
– Create strong organization image
– Engage in post-purchase communication
– Stimulate “Word of Mouth” & Publicity
• Online forums
• Blogs
• Social Media

16
 Inseparability
The customer becomes part of
the service

– Service encounter = Moment of truth

– Managing employees
• Communication training
• Empowerment
– Managing customers
• What do you expect customers to do?
• Interaction with other customers
17
 Tourism and hospitality as a service
Intangibility
• Service oriented industries like travel and tourism, strive
towards converting the intangible product into an
experience that customer will value and cherish.

Variability
• Offering the same quality of service each time a
customer interacts with the service marketing brand(
which helps in image building).
 Variability
Lack of consistency

• Managing consistency
• Standardized procedure: industrialize service and
cutting interaction
• Customized: taking care of individual
• Educate customers
• Train contact and non-contact employees
• Manage suppliers’ quality
19
 Perishability
Lack of ability to inventory

Capacity and demand management

– Managing demand
• Understanding demand patterns
• Price, Shift demand
• Reservation, Overbooking
• Create promotional events
– Managing capacity
• Cross-train employees
• Schedule downtime during periods of low
20 capacity
 Management Strategies for Service
Business
• Positioning strongly in the chosen target markets
• Effective interaction between customers and employees
• Managing differentiation
• Managing service quality
• Tangibilizing the product

21
 Management Strategies for Service
Hospitality Business
• Tangibilizing the product
• Managing the physical surroundings
• Managing employees
• Managing perceived risk
• Managing capacity and demand
• Managing consistency

22
WHAT IS
MARKETING
MIX…..?
MARKETING MIX
General phrase used to describe the
different kinds of choices organizations
have to make In the whole process of
bringing a product or services to market.”
The Ten “P’s” of Tourism Marketing*
• Product • Packaging
• Place • Programming
• Price • Positioning
• Promotion • People
• Partnership • Planning
 RAINBOW OF SERVICE MARKETING
MIX

PEOPLE PROCESS
PHYSICAL
PRODUCT PRICE PLACE PROMOTION
EVIDENCE
 1. Product
􀁨 The tourism product differs from other products due to the wide
range it covers
• Accommodations
• Transportation
• Food
• Recreation
• Attractions.
*Often the product includes intangibles such as history, culture and
natural beauty.

Many times the hospitality or tourism product is viewed as a “service”

in the customer’s eyes.
The closer we can determine how to satisfy the customer’s needs, the
more successful the destination will be.
#1 key of product success in
hospitality

BENEFITS

Should always aim for:

relaxation
learning
cultural experience
 PRODUCT MIX

Giving a Feel For The “Product” Inside a Service Wrapper .

•Consumers are demanding not products, or features of
products but the
benefits they will be offered.
•The airline product includes of two types of services:
1. On the Ground Services.
2. In-Flight Services.

Airlines service products

 CABIN SERVICE.
 CATERING SERVICE
 RAMP SERVICE.
 OTHER SERVICE.
 PRICE
THE AMOUNT IN MONEY FOR
WHICH SOMETHING IS
OFFERED FOR SALE.
2. Price:

Amount customers’ pay for the product or service provided.

A quality tourism experience at a fair price is what the

customer is looking for in most cases .

Pricing should be based upon clear-cut goals and objectives:

Survival
Profit maximization
Market share
Competition or positioning
 PRICE MIX

Premium Value For Econo Low- APEX

Pricing Money mic Pricing Fares
Pricing Value
Pricing
 .
3. Place:

The place where customers purchase the tourism product

can vary greatly.
Travel agents, tour operators and tour wholesalers are a few
examples of the distribution points for tourism products.

Direct distribution: own website or direct purchase in place

Indirect distribution: third party operators:

agencies/affiliates
online websites: travelocity.com, edreams.com, etc.
auctions
 PLACE MIX

• Online 24-hour reservation

Systems.

• Consolidation.

• Tour Operator/ Travel

Agent.

• Affiliated with companies.

4. Promotion

A range of activities can be used to convince customers to buy the product,

including
information kits
web sites
advertising
personal selling
sales promotion
travel shows
public relations.

Utilize tourist information centers, such as welcome centers. Participation

with your state, regional and local tourism offices and associations.
 Most important to keep in mind:
• What is the best type of communication channel
to use that will reach the target market

• What is the communication objective

• What Is the most cost effective type of

communication channel
 PROMOTION MIX

Airlines Advertisement
Needs to Keep in Mind the
Image of Country, The Scenic
Advertising Beauty, Tourist Attractions,
Rich Cultural Heritages or
Which Would Attract Number
Publicity of Tourists.

Sales promotion

Word of mouth
 People
• People in the travel and tourism industry
– travel agents
– tourist guides
– hotel and restaurant staff
– transport personnel

• Play an important role in brand building and customer

satisfaction.
• It’s the no.1 area where a tourism business can go
well or fairly miserable.
• Very important all service staff members carry out
excellent service at all times
• Due to strengths of word-of-mouth online
promotion:

Service excellence is a paramount.

 PEOPLE MIX

 Competence.
 Reliability.
 caring Attitude.
 Responsiveness.
 Initiative.
 Problem Solving
Ability.
 Goodwill.
 Process
• Detailed and well documented procedures for
addressing every situation and service context
supported by infrastructure and IT systems =

consistent and good quality service.

– Administration
– Training
– Planning and strategizing
– Recruitment
– Purchasing
– Distribution
– Service delivery
 PROCESS MIX

• Reservation.
• Detailed Information.
• Facilities.
• Personal belongings.
• Meal Service.
• Entertainment.
• Deliver Quality Service.
 Physical Evidence

• Good customer experience is extremely important for

generating repeat business and also business from new
customer through positive word-of-mouth.
• “Tangibalizing the product is a good way of giving
positive and attractive hints or clues to potential
customers.

First service, then installations and facilities.

 PHYSICAL EVIDENCE

• On the go: In the place:

• Booking offices or •Service proessionalism .

ticket counters. •Display configuration.
•Good Inner-exteriors.
•Cleanliness.
• Paperwork.
•Uniforms.
•Ambience.
• Brand Logo. •Comfrotable .
•Labels and descriptions.
• Tickets or
reservations.
 The Latest Marketing Strategy in the
Hospitality Industry: Spas
• Hotels of every stripe are hopping on this new trend.
• Hotels are replacing health clubs and gyms as fast as they can
with spas.

• WHY??
• Time-pressed young business travelers
• average annual growth rate of 16%
• Revenue €9,7 million in 2014

• HOW??
spa-like bathrooms into their suites/rooms/apartments, etc.
 The shift: co-branding
• Away from using hotel-branded personal care products
• Great care is being taken by many chains by aligning the
hotel brand with the correct spa brand.
• Co-branding = very effective marketing tool.
Examples:
– Starwoods hotels: Bliss Spa
– Sofitel’s LeSpa: using brands Decleor, Carita and
Lancome.
– Marriot launching new brand: Marriott & Spa

• Offering another lifestyle option that generates

additional revenues is right on the money
• Questions:
• What do you think of hotels co-branding with spa lines?
• What other examples of co-branding have you seen work
well together?
• How do the 7 P’s of Hospitality can apply to the spa
trend?
WHAT SHOULD A 5 STAR HOTEL LOOK
LIKE?
How far should we go for luxury?
 Most important aspects to keep in mind
• First touch-point: the fonts, the color and the feel.
• “tangibalizing” the intangible. Make the outside FEEL
exactly like the inside.
 Second touchpoint:
• Check-in. Pleasant. Room is lovely; bathrobes, nice
amenities and view.
• Avoid downsides: nothing to eat or shop. Always should
be walking distance.

The view Ammenities Comfortable

guaranteed
 More than 5
counters

At least 5-6
languages
spoken: #1
being English
Concierge &
Access to pool, Bar & lounge Lobby,
guest relations
beach front restrooms,
stores

Restaurant
Last touchpoint:
• Fully equipped and enhanced.
• At least 2-3 elevators
• TV
• Fast Wi Fi 24/7
• 24 – hour guest relations, room service, house keeping,
etc
• Mini bar
• Plus: events, live music, concerts, etc.
Additional must-haves:
• Breakfast in the cafe: Nice environment, high quality.
• Conference meals
• Fitness facility & Spa
• Unlimited house-keeping and room service
• Currency exchange: easy-to-use and good rates.
• Transport communication: wide space for cabs, buses, et
Guest communication:
TOP Rankings on travel websites:
Trip advisor, Yelp, etc.
• Social Media Activity
• Facebook: 67,000+ likes
• Twitter: 15,100+ followers
• Instagram: 8,200+ followers
• Youtube: 250+ videos
 10 Critical Actions for
Enhancing Customer
Loyalty: The Case of
Travel Companies

57
 Problems & Issues
• Just 14% of air travel customers are loyal to an airline.

• 8% of hospitality customers are loyal to a hotel brand.

• Extensive negative reviews about customer service, attention to

detail, and customer relationships.

• They collectively invested colossal sums to build loyalty programs,

the reality is that those programs have largely created repeat
purchase, not true loyalty

What seems to be the problem?

Current marketing programs are simply insufficient.

 What’s the best solution?
• Understand today’s customer:
• Tech-savvy
• Deal-seeking,
• Wary of the revenue management model: constant price
change.
• More inclined than ever to look for bargains.

• Focusing on the customer experience from start to finish

• Getting creative and personal with loyalty rewards, travel
brands.
 Analyze Weaknesses
• Lack of end-to-end ownership for the sales through
product delivery experience

• Revenue-managed variable pricing systems that

leave consumers feeling that they did not get the
best price

• Pricing models that punish consumers for even

trivial use of services
 Listen to the Customers
• Key customer needs for product and communication.
• Travel brands must determine what customers want to
buy from them and how they want to hear about it
– prior to purchase and during the travel consumption
window.

• Actively Engage in Social Media and Forums.

 Data, Data, and More Data
• Capture and apply data about who their customers are
and what they are doing, (both in businesses and in the
Internet ecosystem)

• Brands must tailor their offers to customer interests and

needs.

• Brands must be sure to address in-market customers

with content and pricing that is specific to the customer's
travel need at hand.
The Right Information at the Right
Time
• Integrate real-time, dated price and inventory
technologies into the marketing channels.

• Travel marketer should be deeply suspicious of any

retargeting or cross-sell process that is overly reliant on
batch processes.
 Keep the Customer in the Loop
• Travel plans are subject to unexpected changes, but
nobody likes surprises

• Any changes to their itinerary. Or reservation must be

informed.

• Enable real-time data instrumentation that allows for

communication
 Get With the Times
• Embrace emerging channels that customers are
demanding:

• mobile-optimized websites
• mobile applications,
• social marketing channels (particularly Facebook and
Twitter)
• display ad retargeting
 Tie-in Complimentary Services
and Useful Information
• People who travel often appreciate consolidating the
booking of things (airport shuttles, tours, or rental cars)
• But they also appreciate recommendations on compelling
events, venues, restaurants, hikes, beaches, etc.
• Brands must market to specific customer needs and
interests during the "golden selling window" from initial
product search to the completion of the travel event.

Initial web Booking Additional or

search extra services
 Customer Service Is King
• Recognize and support customer needs during the travel
window.

• Even though the sale was made weeks previously, the

period approaching the actual travel consumption is the
most important time to the consumer

• Impress the customer with excellent service and

customer support
 Be Creative
• Travel brands need to get creative to surprise and
delight customers. (don’t look alike the others)

• Brands must do things such as

• offering unexpected rewards and amenities.
• remembering customers' birthdays
• running sweepstakes for free flights or
accommodations.
 Solicit Feedback
• When the trip is complete, close the loop and follow up
with the customer:

• "How did we do?"

• "Is there anything else we should have done or can do for
you?"

• A positive feedback could lead to 8 potential customers

• A negative feedback can lead up to 15 uninterested
followers.
 An Emotionally
Intelligent and Spirited
Staff

70
 Human Resource for Hotel
Management
• To be great, a hotel needs a team -- both
management and front-line staffers – with
emotional intelligence:

• intuitive people sense,

• empathy,
• genuineness
 Hospitality Personality
• Natural kindness,
• Graciousness
• Humor
• “Joie de vivre.” (Joy of Life)
• Quietly makes guests feel comfortable and important.
• A great, five-star hotel employee also thinks things
through.
– Sense of priority
– Attention to detail
– Practicality
– Follow-through
– Efficiency
 Does the guest feel that a hotel
staffer really cares about them?
• Sadly, this happens 10% of the time. (Tripadvisor Research
2014)

• The staff must communicate welcome, in words,

smiles, and body language.

• New trend for building score lead:

LQA TRAINING
 Meet LQA
• What is it?
• Leading Quality Assurance
specializes in providing quality
assurance audits,
benchmarking analysis and
training services to the luxury
hospitality industry (5 star
hotels)

• Enabling to monitor and

improve their operating
performance
Services: Bespoke quality assurance solutions for the
hospitality industry.
 What
does it
measure?
Unique Selling Points
 How does it measure?
FRONT DESK
WORKFLOW

PORTER

BELL BOY CONCIERGE

FRONT DESK FRONT DESK FRONT DESK

 RESTAURANTE DROLMA-LOUNGE

WORKFLOW

HOSTESS 1

MAITRE
HOSTESS 2
SHOW
COOKING
SERVER SERVER SERVER
 ACKNOWLEDING
CHECK IN PROCESS

GREET

CONFIRM RESV

ASK DOCS

ASK CREDIT CARD

GIVE HOTEL INFO

GIVE ROOM CARD

TRANSFER TO BB
CHECK OUT PROCESS
ACKNOWLEDGING

GREETINGS

CHECK SERVICE

CONFIRM BILL

TRANSFER TO
BELLHOP

FAREWELL
 ROOM SERVICE

GREET

FEEDB TAKE
ACK ORDER

CONFIR
TAKING
M
FOOD
ORDER
FAREW
ELL
 Upfront Training!
• Directly tied to the international best practice
standards assessed during an LQA audit.
• The training is fun, interactive, practical and
aimed at all levels of staff.

• Guest Care • Food & Beverage Sales

Skills
• Front Office Skills
• Spa Service Skills
• Reservation Skills
• LQA Standards Seminar
• Housekeeping Skills
• Manage the Standards
• Food & Beverage Service Skills
• Operational Analysis
TRAINING PROCESS

JOB SHADOWING 45 min

45 min

COACHING IN CLASS TRAINING

1:15 min

ROLE PLAY
1:15 min
 Techniques

• Flashcards

• Role Play

• Practical & Useful Vocabulary (common phrases and

replies)

• Pronunciation

• Audio material
 GREETING
Front Desk Check in
• Good morning (miss,
ACKNOWLEDGING madam, sir…)
• Good afternoon
• I will be with you in
• Good evening
just a second
• Welcome to the Hotel
• I do apologize for the
Majestic
waiting, is there
• How may I help you?
anything that I can
• May I have your name,
help you while they
please?
check you in?
• How was your trip Mr
Smith?
CONFIRMATION RESERVATION
• Was the reservation under the same name?

• May I have your passport please?

• Mr. Smith I see that you will be staying with us for X nights; is
that correct?
• I have your check out for (DATE) is that correct?
• We have you on a :
• Ranking of rooms
• I just want to mention that Breakfast is included in your room
rate. Great choice, you will see that we have a great selection
of our local products
• I just want to mention that Breakfast is not included in your
room rate. But I will strongly suggest you that you try it one
day and you will be delighted.
• I also want to inform you that the Hotel is not
smoking
• I also notice that you request: XXXXXXX (state the
request), I’m glad to inform you that we were able to
do it by XXXXXXXXX (State the solution)
• I also notice that you request: XXXXXXX (state the
request), I’m sorry to inform you that we weren’t
able to fulfill the request, but we take note of it,
(State possible solution or alternative)
• Would you like to have any local or international
newspaper delivered to your room? We have:
OPTIONS
ROOM NOT READY/READY

• Mr. Smith, I just want to mention that the check-in time

is at 3pm, but let me check if the room is ready before
the check in time
• Would you like to wait at the bar-Terrace-Spa while you
wait for your room? Here is a WIFI code that you can
use during your stay.
• You can leave your bags here until your room is ready
• I’m glad to inform you that your room is ready
ASK FOR DOC AND METHOD OF PAY.
• We require a credit card for a deposit.
• Due to your room rate .We need to pre- authorize your
stay
GIVE HOTEL INFORMATION
• Is this your first time at the hotel?
• When the answer is yes: Just for your reference, the
breakfast is served from 7 to 11 in the morning on the
first level and also we have a beautiful terrace-Spa on
the 10th floor with one of the best views.
• Are you here for business or leisure?
• If there is any place or restaurant you would like to visit
while you are here. Our concierge /Guest service could
arrange it for you.
GIVE HOTEL ROOM CARD
• Could you please sign this for me confirming the days of
your stay, and please put your email address. (if customer
ask why: in case of any Lost & Found)

TRANSFER TO BELLHOP
• Mr Smith. The bellboy (NAME) will take your luggage
and take you to your room. Is there anything else I can
help you with, Sir?
• (BELL HOP NAME) will you please take Mr. Smith to his
room?
FAREWELL
• Thanks for choosing us and enjoy your stay.
• My name is NAME, if you need anything, please
call me at anytime.
• Let me know if you need anything else
• We hope you enjoy your stay
• Let me know if I can be of further assistance
• Have a good day
• Have a good afternoon (or evening)
• Have a good night
 EMPLOYEE NAME
POSITION
JB X ICT X RP X C X
EVALUATION Scores: 1 to 10 Highest Score 10
Oral Performance body language, eye contact etc., 123456789

Pronunciation and intonation 1 2 3 4 5 6 7 8 9 10

Clarity of expression and voice projection 1 2 3 4 5 6 7 8 9 10

Speed of delivery too slow 1 2 3 4 5 6 7 8 9 10 too fast

English accuracy 1 2 3 4 5 6 7 8 9 10
COMMENTS
REVIEW VIDEO
LET’S REVIEW
ACKNOWLEDGING

GREETINGS

CHECK SERVICE

CONFIRM BILL

TRANSFER TO
BELLHOP

FAREWELL
 The Role of Marketing in
Strategic Planning

97
 Objective
• Explain company-wide strategic planning
• Understand the concepts of stakeholders,
processes, resources, and organization as
they relate to a high-performing business
• Explain the four planning activities of
corporate strategic planning
 Market-Oriented Strategic Planning
• Market-oriented strategic planning is the
managerial process of developing and
maintaining a feasible fit between the
organization’s objectives, skills and resources
and its changing market opportunities
Nature of High-Performance Business
• Stakeholders
• Processes
• Resources
• Organization
 The Relationship Between Analysis,
Planning, Implementation, and Control
The High Performance Business
 Strategic Planning

Strategic planning is the process of developing

and maintaining a feasible fit between the
organization’s objectives, skills, and resources
and its changing marketing opportunities
(Kotler et.al(2012 pg38)

103
 Strategic Planning

According to Kotler et.al (2012) Company-

wide strategic planning guides marketing
strategy and planning. Like marketing
strategy, the company’s broad strategy must
also be customer oriented

104
 Reasons for Planning
Kotler posit the following :
• if one does not know where we are going any
road will take us there.
• The essence of strategic planning is the
contemplation of current decision choices in
the light of their probable outcome in the
future
• The future is unpredictable however it is not a
arbitrary stroll.

105
 Four Organizational Levels
of Strategic Planning

Corporate SBU Unit Functional

Source: Marketing for Hospitality and Tourism, 3e ©2003 Pearson Education, Inc.
Philip Kotler, John Bowen, James Makens Upper Saddle River, NJ 07458
106
 Four Steps in Corporate Strategic
Planning Process
1. Defining the corporate mission.
2. Establishing strategic business units (SBU).
3. Assigning resources to each SBU.
4. Developing growth strategies
(Kotler et.al pg 38-

107
 Corporate Strategic Planning (cont.)
Defining the corporate mission

1. Mission
• The organization’s mission should define the competitive
scopes within which the company will operate. Industry
scope, products and applications scope, competencies
scope, market-segment scope, and vertical scope.
• should be market oriented and defined in terms of satisfying
basic customer needs.
• Products and technologies eventually become outdated, but
basic market needs may last forever.

108
 Corporate Strategic Planning (cont.)
Defining the corporate mission

1. Mission
Questions to ask in establishing Mission!
• What is our current business?
• Who is the customer?
• What do consumers value?
• What do we do best?
• What should our business be?
• What are the values/ethics of the company?

109
 Corporate Strategic Planning (cont.)
Defining the corporate mission

2. Establishing Strategic Business Units

Business portfolio:The collection of businesses and products
that make up the company.( Kotler 2012 pg 40)
• Define Strategic Business Units by need rather than
product.
food vs patty
Convenience food fried chicken etc
Defining business by product lead to
• Defined in terms of satisfying basic customer needs
to Marketing myopia – communication vs blackberry phone.

110
 Corporate Strategic Planning (cont.)
Defining the corporate mission
2. Establishing Strategic Business Units
Kotler contends the following :
The best business portfolio is the one that best fits the
company’s strengths and weaknesses to opportunities in the
environment.
Business portfolio planning involves two steps.
 First, the company must analyze its current business portfolio and
determine which businesses should receive more, less, or no
investment.
Portfolio analysis
The process by which Management evaluates the
products and businesses that make up the company.
(Kotler et.al 2012 pg 42)
111
 Corporate Strategic Planning (cont.)
Defining the corporate mission

2. Establishing Strategic Business Units

Kotler contends the following :
 Second, it must shape the future portfolio by developing
strategies for growth and downsizing.
The purpose of strategic planning is to find ways in which
the company can best use its strengths to take advantage of
attractive opportunities in the environment.

112
 Corporate Strategic Planning (cont.)
Defining the corporate mission
3. Assigning Resources to Each SBU

• The best-known portfolio-planning /analytical tools is the Boston

Consulting Group growth-share matrix are used to guide
management in evaluating each SBU.

Growth-share matrix
A portfolio-planning method that evaluates
a company’s SBUs in terms of its market
growth rate and relative market share.
(Kotler…..)
• Anticipate changes

113
 Analyzing Current SBU’s:
Boston Consulting Group Approach
Stars Question Marks
High
Market Growth Rate

• High growth & share • High growth, low share

• Profit potential • Build into Stars or phase out
• May need heavy • Require cash to hold
investment to grow market share

Cash Cows Dogs

• Low growth, high share • Low growth & share
• Established, successful • Low profit potential
Low

SBU’s
•Produce cash

High Low
Relative Market Share
114
 Limitations of the Boston Consulting
Group Approach
Porter contend that the BCG matrix exhibits the following weaknesses:
1. Market growth rate is only one factor in industry attractiveness:-
 relative market share is only one factor in competitive
advantage.
 The growth-share matrix overlooks many other factors in
these two important determinants of profitability.

2. The framework assumes that each SBU is independent of the

others.
 In some cases, a business unit that is a "dog" may be
helping other business units gain a competitive
advantage.

115
 Limitations of the Boston Consulting
Group Approach
3. The matrix depends heavily upon the breadth of the definition
of the market.
 A business unit may dominate its small niche, but
have very low market share in the overall industry.

In such a case, the definition of the market can make the difference
between a dog and a cash cow.
(adapted from: http://www.netmba.com/strategy/matrix/bcg/)

116
Corporate Strategic Planning (cont.)
4. Developing Growth Strategies
– Intensive growth opportunities: Identify further
opportunities to achieve growth within the
company’s current business.
• Market penetration strategy seeks to
increase current products in current markets.
• Market development strategy looks for new
markets in which current products can
expand.
• Product development strategy considers
new product possibilities

117
 Corporate Strategic Planning (cont.)
- Diversification growth opportunities: Identify
opportunities to add attractive businesses that
are unrelated to the company’s current
businesses.
• Concentric diversification strategy:
Company seeks new products that have
technological and/or marketing synergy
with existing product lines, even though
the product may appeal to a new class
of customers

118
Corporate Strategic Planning (cont.)

- Horizontal diversification strategy:

Company searches for new products
that could appeal to its current
customers though technologically
unrelated to its current product line.
• Conglomerate diversification
strategy.- Financial Institutions getting
into real estates or farming business

119
 Corporate Strategic Planning (cont.)
- Integrative growth opportunities.
• Backward integration: An Agro-Processing
company acquiring one of its supplier’ farms.
• Forward integration: Agro Processing company
acquiring a distribution chain. conglomerate
• Horizontal integration: An Agro-Processing
company acquiring one or more competitors,
provided the government does not bar the move.
or Digicel acquiring Claro

120
 Developing Growth Strategies in the
Age of Connectedness

Product/ Market Expansion Grid

Existing New
Products Products

Existing
1. Market 3. Product
Markets
Penetration Development

New 2. Market
Markets 4. Diversification
Development

Adapted from Kotler. pg44

121
 Developing Growth Strategies in the
Age of Connectedness

Product/ Market Expansion Grid

Product/market expansion grid:-

A portfolio-planning tool for identifying
company growth opportunities through
market penetration, market development,
product development, or diversification

122
 Business Strategy Planning –Planning
at the SBU Level
1. Business mission
2. External environment analysis– opportunities and
threats
3. Internal environment analysis– strengths and
weaknesses
4.Goal Formulation (What do we want?)–The vision

123
 Business Strategy Planning (cont.)
5. Strategy Formulation (How do we get there?)
- Michael Porter’s three generic types of strategy:
• Overall cost leadership
• Differentiation
• Focus
– Strategic Alliances: companies need to form strategic
alliances with domestic or multinational companies that
complement or leverage their capabilities and resources to
achieve leadership nationally or globally.

124
 Business Strategy Planning (cont.)

6. Program formulation. Corporations must

develop hiring, training, advertising, and other
programs to support their strategy.
7. Implementation. If A firm is going to be successful
, it must communicate its strategy to its employees
and it must have the resources to carry out its
strategy.

125
Business Strategy Planning (cont.)

8. Feedback and control are unquestionably

essential to track outcomes and monitor
new developments in the market
environment.

126
 “If you don’t have a competitive advantage, don’t compete.”
- Jack Welch

“At Preferred Hotels & Resorts, we believe that the product

preferences of affluent customers are as diverse as the consumers
themselves.”
- Peter Cass
 Purpose of a Marketing Plan
• Provides a road map for all marketing activities of the firm
for the next year
• Ensures that marketing activities are in agreement with the
corporate strategic plan
• Forces marketing managers to review and think through
objectively all steps in the marketing process
• Assist in the budgeting process to match resources with
marketing objectives
• Creates a process to monitor actual against expected
results
☞ It is also an excellent training device for younger staff
members who wish to be manager
 Marketing Plan Sections
I. Executive Summary
II. Corporate Connection
III. Environmental Analysis and Forecasting (Positioning
Statement)
IV. Segmentation and Targeting
V. Next Year’s Objectives and Quotas
VI. Action Plans: Strategies and Tactics
VII. Resources Needed to Support Strategies and Meet
Objectives
VIII. Marketing Control
IX. Presenting and Selling the Plan
X. Preparing for the Future
 Section I:
Executive Summary
☞ A few tips in writing the executive summary
• Write it for top executives
• Limit the pages to between two and four
• Use short sentences and paragraphs
• Avoid using words that are unlikely to be understood.
• Organize the summary as follows:
describe next year’s objectives in quantitative terms;
briefly describe marketing strategies to meet goals and
objectives, including a description of target markets;
describe expected results by quarter; identify the
dollar costs necessary, as well as key resources needed
 Environmental Analysis and
Forecasting
• Positioning Statement:
- A marketing plan should provide a positioning statement of how the enterprise
intends to differentiate – position itself in the marketplace ☜ Advertising Sources
☞ Due to confused array of strategy and tactics, the desired position let’s them know
stakeholders and publics.
☞ American Air vs Southwest Air

• Major Environmental Factors

– Social: crime, demographics, geographic
☞ Hotel market in India vs America
– Political: legislation, taxes
☞ local policies and international policies.
☞ No tax, Exchange Policy
– Economic: lodging and cruising sectors are highly sensitive to business-cycle
movement
 Cont..
• Competitive Analysis: Scales and contents, guests, sales force and their abilities.
• Market Trends
– Visitor Trends: Business sources
– Competitive Trends: all concerned
– Related Industry Trends: Opportunities
☞ Select only those trends that are useful in developing the plan.
• Market Potential: should be viewed as the total available demand for a hospitality product
within a particular geographic market at a given price.
☞ Search from All suite hotel to budget motel

- Never assume that market potential is static or that it is unimportant to marketing success.

- “Guesstimates” ← meet competitors

• Market Research
– Macromarket information
• Industry trends, social-economic political trends, competitive information, industry
wide customer data, etc,.
 Market research
• Market Research
– Micromarket Information
• Guest information, product/service
information, new product analysis and
testing, intermediary buyer data, pricing
studies, key account information,
advertising/promotion effectiveness
• Marketing/Advertising/Sales managers
need a continuous flow of reliable
informations(through PMS) → essential for
the coming year.
 Segmentation Targeting and
positioning
• Segmentation Analysis is the selection of
segments as the result of
– Understanding what the company is and
what it wishes to be
– Studying available segments and
determining if they fit the capabilities and
desires of the company to obtain and
secure them
☞ Refer to Embassy Suite in Dallas
• Segmentation Analysis
- A marketing plan tells you;
☞ Who is using your hotel?
☞ Who might be using your hotel?
☞ Where you can look to expand your
business?
- Marketers must look to both internal and
external data sources for information
concerning market segments–refer to 776
• Targeting
- Begins by defining the mix of desired guests
• support the positioning strategy of the
company
• support revenue management
- Selected from the list of available segments
☞ Majority of target market will
remain the same and new one
appear
 Benefits of Segmentation
• Effective use of resources
• Gain a focus
• Create Value for a target market
• Positioning

137
 Steps in Market Segmentation,
Targeting, and Positioning
Market Segmentation
1. Identify bases for
segmenting the market
2. Develop segment profiles

Market Targeting
3. Develop measure of
segment attractiveness
4. Select target segments

Market Positioning
5. Develop positioning for
target segments
6. Develop a marketing
mix for each segment

138
 Step 1. Market Segmentation
Levels of Market Segmentation

Through Market Segmentation, Companies Divide Large, Heterogeneous

Markets into Smaller Segments that Can be Reached More Efficiently And
Effectively With Products and Services That Match Their Unique Needs.

Mass Marketing
Same product to all consumers
(no segmentation, i. e. a commodity)

Segment Marketing
Different products to one or more segments
(some segmentation, i.e. Marriott)

139
 Step 1. Market Segmentation
Geographic Segmentation

International
Accor

National

Regional/City

140
Step 1. Market Segmentation
Demographic Segmentation
• Dividing the market into groups based
on variables such as:
– Age
– Gender
– Family size or life cycle
– Income
– Occupation
– Education
– Religion
– Race
– Generation
– Nationality

141
 Step 1. Market Segmentation
Psychographic Segmentation
Divides Buyers Into Different Groups Based on:

142
 Step 1. Market Segmentation
Behavioral Segmentation
• Dividing the market into groups
based on variables such as:
– Occasions
– Benefits
– User status
– Usage rate
– Loyalty status
– Readiness stage
– Attitude toward product

143
 Step 1. Market Segmentation
Segments must respond differently to different marketing mix
elements & programs
Requirements for effective segmentation

• Size, purchasing power, profiles

Measurable of segments can be measured.

• Segments can be effectively

Accessible reached and served.

• Segments are large or profitable

Substantial enough to serve.

• Effective programs can be

designed to attract and serve
Actionable
the segments.

144
 Evaluating Market Segments

• Segment size and growth

• Segment structural attractiveness
• Company objectives and resources

145
 Step 2. Market Targeting
Market Coverage Strategies
A. Undifferentiated Marketing
Company
Marketing Market
Mix
B. Differentiated Marketing
Company
Marketing Mix 1 Segment 1
Company
Segment 2
Marketing Mix 2
Company
Segment 3
Marketing Mix 3
C. Concentrated Marketing
Company Segment 1
Marketing Segment 2
Mix
Segment 3

146
 Choosing a market-coverage
strategy
• Company resources
• Degree of product homogeneity
• Market homogeneity
• Competitors’ strategies

147
 Step 3: Positioning for Competitive
Advantage
• Product’s Position - the way the product is
defined by consumers on important attributes -
the place the product occupies in consumers’
minds relative to competing products.
Marketers must:
–Plan positions to give their products the
greatest advantage in selected target
markets

148
 Positioning Strategies
• Positioning by specific product attributes
• Positioning by benefits
• Positioning for user category
• Positioning for usage occasion
• Positioning against another competitors
• Positioning against another product class

Marketing for Hospitality and Tourism, 3e

©2003 Pearson Education, Inc.
149
Philip Kotler, John Bowen, James Makens
 Steps to Choosing and Implementing
a Positioning Strategy
• Step 1. Identifying Possible Competitive
Advantages: Competitive Differentiation.
• Step 2. Selecting the Right Competitive
Advantage: Unique Selling Proposition
(USP).
• Step 3. Communicating and Delivering
the Chosen Position.

150
 Product Differentiation
• Physical attributes
• Service differentiation
• Personnel differentiation
• Location
• Image differentiation

151
Which differences to promote?
• Important to customers
• Distinctive
• Superior
• Communicable to customers
• Preemptive
• Affordable
• Profitable

152
Thank You