“Targeting new business opportunities and managing customer relations at Taj”

By Diksha Sethi15BSP1613

About the Tata Group India’s largest conglomerate with presence in several sectorsOperations in over 80 countries and exports to 85 countries.Group Values: Integrity, Understanding, Excellence, Unity and Responsibility.TATA Portfolio

It all began with …

… Jamsetji Tata’s passion for the city he most loved Bombay (as it was formerly known).And, so came to life the Taj Mahal Palace in 1903 .

The Indian Hotels Company (IHCL) and its subsidiaries are collectively known as Taj Hotels, Resorts and Palaces.Now , Taj Group comprises 108 hotels in 63 locations, including 25 Ginger hotels across India, with an additional 17 international hotels.CSR Policy of IHCL - EARTH INITIATIVE

Products/Services offered by TAJ

Hotels & Resorts Restaurant & Bars

Jiva Spa Taj Khazana

Taj Air

Competitors of TAJ

SWOT ANALYSIS OF TAJ

STRENGTHS1. Taj Heritage2. Products like Jiva Spa & Taj Khazana3. Dominating footprint in India4. New Geographical location. Eg- Meghauli Serai – Chitwan National Park, Nepal

WEAKNESSES1. High Cost of Acquisitions.2. A lot of properties are old as compared to new entrants3. Limited global presence4. TAND

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OPPORTUNITIES1. Rising income in households2. Increase in niche tourism such as eco-tourism, luxury tourism and medical tourism3. Rise in online bookings 4. Low cost of Labor5. Good Brand Image

THREATS1. Increasing competition from International Hotel Chains2. Availability of Substitutes like guest houses3. Technology4.

SWOT Analysis

Area of WorkI work in the national accounts section in the CORPORATE SALES team of TAJ.

Customer Profile I am approachingMy job is to maintain & handle the Unmanaged Corporate Profile of TAJ operating across Delhi – NCR. So following is the Customer Profile I am approaching :-1. CORPORATES2. EMBASSIES3. NGOs/NPOs4. PSUs Process of my work

Approach Meeting Proposal Negotiate Close Deliver Follow up

COR-PO-RATESMICENGOs/NPOs

Work AssignedMonth 1 - (Feb 15, 2016 to March 15, 2016):- Created a database of the Unmanaged Accounts ie. an Excel Sheet of Unmanaged portfolio which holds the complete information of about 800 unmanaged Corporates operating across Delhi – NCR

Month 2 - (March 15, 2016 to April 15, 2016):-Follow up the unmanaged Portfolio, know their potential and hence generate leads from them. I started doing Cold Calling. A complete set of questions were drafted to know the customer’s details, requirements, potential and expectations

Month 3 - (April 15, 2016 to May 20 , 2016):-I along with my mentor set up a meetings with the prospective clients for better understanding of their requirements and expectations as well as TAJ programs and policies.

Corporate Marketing & Sales at TAJ• Blitz – “Taj Santa Cruz Team”• Road Shows – “Zambia Road Show”• PR Parties and Events - “Chip n Put” • Booker’s Get Together • Online Promotions - “FB page” , “Flyers”, “Mailers”• CSR Events – “Black Tie”• Launch Parties – “Meghauli Serai – Chitwan National

park launch”• Exhibitions - “Global Exhibition on Services (GES -

2016)”• FAM’s – “Meghauli Serai FAM”• Loyalty Programs – TAP & Taj Innercircle

My Learning• I learnt how Database Management plays an

important role in the process of Customer Relationship Management.

• I learnt how to communicate with the clients, so as to establish a healthy relationship with them.

• I developed a thorough understanding of TAJ’s competition.

• This helped me gain necessary experience to be able to gel in with almost any sector – since the focus is on my ability to create and nurture relationships.

• It helped me understand the organizational need, benefits and process of creating long-term value for individual customers.

• I learnt how to work between Deadlines and how to work as a part of the team.

THANK YOU