Executive sum-up

This is a study prepared compiled by the survey conducted on a celebrated resort located in Goa India “ The Marriot Resort ” , the premier facet of the survey is to roll up all relevant information required to understand it ‘s operation, the other important facet which is really closely related to the resort is of its tourer influx refering to the U.K market which has been invariably diminishing in comparing to the figure of tourer coming to Goa from different states with the altering fortunes therefore there lies a demand to help the resort by fixing a selling program for its short coming and to do it more appealing to the European market in regard to the tourer. Hence the appropriate selling scheme should dwell of good cyberspace based advertisement and showcasing the value added services which will play a decisive function in finding the future chances of the resort. The program proposed for the celebrated Marriot resort for three old ages would be cleavage, based on the demographic, behavioralistic, psychographic and geographical cleavage of the U.K clients in certain facets by aiming peculiar age groups, the other scheme applied could be by the agencies of placement of “ Activity Based ” which would bespeak to the assorted bundles based on adventuresome, safaris, household bundles, honey Moon departers etc, the programs are made maintaining all the of import and disposed informations in head sing the assorted facets of selling and effectual monitoring to maintain the path of the advancement made by an efficient manner of a feedback.


As a selling adviser being hired to develop a program to pull more U.K client to the Marriot resort, hence to capture more market portion and compete with the rival by heightening its current tenancy rate of the resort for a longer continuance. Hence a three twelvemonth selling program is made for this intent, In this the section there is a broad scope of people targeted are people on household holiday, twosomes on their honeymoon, childs with a captivation for beach and escapades like campaign, concern executive, they are provided with a easiness of comfort which acts to the competitory advantage for the resort against its challengers, the market targeted is the U.K market to acquire more tourer in extremum season and off-peak with moneymaking trades and bundles offered, with the turning e-commerce the new promotional bundles are advertised with an ascent in the web sites with proper care and price reduction offers to pull more clients. There has ever been betterment in the quality and criterion of service delivered by developing all staff with the modern norms and etiquettes. The execution of the selling program begins with the macro and micro analysis and with 7 P ‘s of the resort. The other relevant facet of the program is the demand for feedback and assessments.


The selling program plays a polar function in accomplishing the mark Goals and run envisioned for its growing and over all achievement therefore determined extremely by the effectivity of the program, hence a comprehensive program devised for the Marriot resort Goa, India for a term of office of three twelvemonth is prepared to increase its figure of tourers specially from U.K market and Europe over this period of clip.

Variously known as “ Rome of the East ” , “ Tourist Paradise ” and “ Pearl of the Orient ” the province of Goa is located on the western seashore of India in the coastal belt known as Konkan.The magnificent scenic beauty and the architectural luster of its temples, churches and old houses have made Goa a steadfast front-runner with travelers around the universe. But so, Goa is much more than merely beaches and sea. It has a psyche which goes deep into alone history, rich civilization and some of the prettiest natural scenery that India has to offer[ 1 ]. The ministry has of Goa India has mentioned that About 2.4 million tourers visit Goa yearly, out of which about half a million are aliens With about 40,000 British tourers hitting Goa ‘s cheery shores yearly, the state virtually tops the list of states directing its tourers here[ 2 ]. Thus the figure shows a good range for future chances of addition in the figure of tourer from the U.K.

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Therefore the new selling program along with the 1s which are practised would be evaluated and based on the analysis with proper determinations will organize the selling aim of the resort. A positive consequence is expected at the terminal of the term of office of the three twelvemonth program impeling the resort in front of its challenger doing it distinguishable.

Aims of Marriot Resort

The aim of Marriot resort has been classified into corporate and selling and is discussed below.

Corporate aim

MARRIOTT ‘S Mission Statement:

We are committed to being the best housing and nutrient service company in the universe, by handling employees in ways that create extraordinary client service and stockholder value[ 3 ]. Therefore corporate aims are loosely classified as the steps taken to do Marriot resort Goa one of the taking resorts in Goa hence some of the most of import aim are mentioned as

To go the taking resort of Goa

To accomplish 100 % tenancy throughout the twelvemonth

To do the best usage of e-commerce with effectual advertizement steps.

To implement regular feedback and to take actions to understate grudges

Timely assessments for the staff to maintain them motivated with preparation and personal development chances.

To market the resort through good channels, a recognized and believable bureau.

To present new promotional bundles and price reduction offers which often attract more consumers.

To keep the good will of the resort at all clip with 100 % client satisfaction.

To strike a balance and seek to keep the extremum and off-peak tenancy with effectual steps.

To accomplish a healthy relationship with stakeholders and brotherhoods for smooth operation.

Marketing aims

The intent of the selling aims is to distill the complex corporate aims and simplify them to be more realistic hence come-at-able to be implemented for coveted consequences.

To offer as a sensible finish maintaining in head the big population who are budget witting hence doing it more moneymaking.

To advance by cyberspace selling taking effectual steps by debut of new vacation publicity trades and besides different offers to make out to wider multitudes.

The budget for publicity and advertizement is increased by 30 % for an effectual and efficient selling through all medium.

To increase its market in Europe and U.K by working sharply with believable sellers of these part.

To form competition and menus to distribute the good will hence making consciousness

Foregrounding beaches, its alone merchandising point, sea facing room, comforting atmosphere, keen culinary art for a delicious comfort.

To increase and spread out its premises in the Forth coming 2 to 3 old ages.

To take steps to increase the tenancy rate of the resort every 6 months.

Selling Audited account

The selling program which has been loosely discussed and its execution which are influenced by certain factors, the scheme that have been developed are from an external position instead than the internal environment hence the elaborate analysis of these factors are summed as under.

Micro-environmental Analysis: –

The Marriot resort Goa is blessed with the natural scenic beauty of the location with the propinquity and the handiness to the beaches where the clients can bask and loosen up in the soothing environment, the resort is known for its epicurean comfort with ideal comfortss offered at a good monetary value which is justifiable to the high quality of service rendered. It offers legion bundles to full make full the demands and picks of assorted clients has both flexible and variable promotional offers for the concern category to a household on holiday adventuresome clients ( appendix-I )

However it does endure from being overpriced in certain facets which hampers the tenancy in off-peak seasons therefore our Goal is to do our resort more attractive to derive the trust and entreaty to our client hence this measure is expected to increase the tenancy by 20 % to 30 % during the off extremum season as we infuse free gift and astonishing vacation, honeymooning bundles with a price reduction offer for household travelers ( appendix-II )

Pestle Analysis

Political environment: There be a good balance of jurisprudence and order hence a harmoniousness of these element taking to political stableness with the absence of terrorist act doing Goa one of the best topographic points to advance touristry, as the touristry industry of Goa is vastly lending to the GDP of India, therefore the authorities will impart support to the resort in touristry.

Economic factors: Tourism plays a critical function in lending to the GDP of India rendering a major ball of 32 %[ 4 ]. Although during the recession the Indian tourer industry did acquire a little jar in the reaching of the tourer to a dip of 20 %[ 5 ]nevertheless it was for a short piece with the state of affairs changed and the things were normal, India is an emerging economic system of the universe it was quickly undergoing alterations with the Numberss altering with “ the part of travel and touristry to gross domestic merchandise ( GDP ) is expected to be at US $ 187.3 billion by 2019 ”[ 6 ]. The uk client do hold an border to come to Goa as ?1 peers to 73.2683 rupee[ 7 ]doing it a most keen finish to pass quality clip, if we look at the fiscal environment of U.K it has a vitamin E per capita income of $ 35,334[ 8 ]reported in 2009 which is a positive facet for the touristry of Goa to pull tourer from Europe.

Socio-cultural environment: – The people of Goa are broad in their mentality and pattern an unfastened civilization, broader position to life. They are adept in English linguistic communication and the tourer find it really hospitable environment there is a good agencies provided to go and handiness of medical attending, the environment is reasonably much similar to the West with batch of cafe large shopping Centres pubs disco sac, fast nutrient mercantile establishments, which add to the comfort of the tourers.

Technological factors The Marriot which is a 5 star deluxe resort is equipped with the latest technological promotion like a secondary school Wi-Fi cyberspace, soundless generators for backup, a plastic key for the room in add-on there is equipment for parasailing.

Legal environment: – The policy of Indian authorities is of broad mentality towards the foreign tourers which come to India all round the twelvemonth, go forthing some article restricted are weaponries, drugs and smuggling of article, the tourer are besides given proper intervention and hence are given the right to equality freedom of address and look, the resort charge a service charge and VAT for the chief service provided.

Environmental factors: – As a important factor CSR has been incorporated by the Marriot Resort in its policy maintaining the environmental facets. The beaches are maintained cleaned for tourer attractive force and for its natural beauty being preserved.

Selling Scheme

Marketing scheme is an built-in portion of the selling program which implements the future actions to derive competitory advantage over the challengers and beef up its market portion and place, market cleavage helps to pull a distinguishable part or set of tourer, with the aid of aiming the merchandises and strategies are devised to pull the clients.

Market Segmentation is the primary aim of the selling scheme, as the U.K clients are targeted for this intent with the figures demoing about 2.4 million tourer visit Goa out of which half a million are aliens and 40000 British tourer visit Goa[ 9 ]. Thus the focal point is on pulling more and more client from the U.K and Europe with the strong money value they have higher budget than a tourer from south-east Asia hence the selling program is centred on the British tourer who are among the highest Spenders in holiday programs. The touristry of India has been working closely to hike its European tourer industry by organizing assorted undertakings.

With the competitory advantage of beaches sea confronting room position, equipped with all modern comfortss and a beautiful location with a favorable clime with natural beauty the section that is chiefly targeted are household, twosomes, adventurers, travelers, concern travelers, executives, hence with the moneymaking price reductions and promotional offers available on the web site advertised sharply across the European market with the aid of the media, intelligence paper and wireless aid to advance Marriot resort Goa, with its high criterion of services and installations provided aid to determine the tourer attractive force doing it a more moneymaking tourer finish.

Marketing Mix

The Marketing mix schemes is discussed with the aid of 7ps applied to the selling program:

Merchandise: The resort excels in legion offers, with the merchandise that lies with the adjustment of three sorts are individual standard room, dual deluxe suites, and suites with meeting suites available for conference for concern travelers the entire figure of suites available are 170 with a stretch of 3 floor and 8 suites. The extra merchandise to be considered for the selling program is promotional bundles to be offered for circuit bundles newlyweds, household departers, childs, with the proviso of services and installations of swimming pool, BBQ saloon services sauna sun bathing watering place massages tennis tribunal and fittingness Centre, Beach, Snorkelling, Sailing, Jet skiing and Water-skiing while remaining at the Goa Marriott Resort Goa[ 10 ]. In add-on to this a free circuit to be organized to see the capital of Goa with the aid of a usher beside client could indulge in parasailing by the beach and could loosen up and bask the position of the Arabian Sea.

Monetary value: to avoid the hassle dollar ( US ) is accepted as a manner of payment, monetary values are charged for tenancy of room and nutrient and drinks for fresh invitee reachings nevertheless the invitees on promotional bundles are priced as per the set sum in the bundle which is more economical in comparing. Extra charges are levied on the excess bed provided to a room.

For most of the tourer visitant monetary value does non play as a decisive factor but good quality service does, as the tourer largely travel yearly hence the finish with good experience might allure them to pay another visit in future, Marriot being a 5 star deluxe resort follows the scheme of a distinction with a small higher cost supplying the phenomenal quality for the tourer.

Promotion: this plays a important function in constructing the repute of the resort hence with e-commerce, by manner of client reappraisals on the web site, organizing channel with the established and believable bureaus to advance the resort, newspaper, and wireless proclamation during the extremum season would be effectual with particular offers in the web site.

As a publicity tally advertizements on the cyberspace sharply exposing the assorted bundles household, twosomes, adventurers, travelers, concern travelers offered with legion price reductions and excess 3 % price reduction given to Tourist from U.K 10 % during the off extremum season in these mode a coveted consequence could be obtained with the most effectual and efficient mode.

Topographic point:

Goa Marriot is located at Miramar beach Goa of Panaji Goa this is considered as landmark of the part. The airdrome lies within a distance of about 33 kilo-meters from the resort, the railroad station is about 16 kilo-meters from the resort and it is about 2km from the coach station therefore the placement of the resort is at a really convenient for the tourer[ 11 ]. The resort has a manner of commute that is taxi available 24*7 for speedy conveyance for tourers.


The squad of staff is good cultured, friendly, with modern idiosyncrasy and etiquettes to have and function the invitees the squad has a proper frock codification and are given skilled preparation to execute undertaking expeditiously. The employs of Marriot resort are client centric in attack hence provide a phenomenal quality service and strive to achieve client satisfaction.


The process is simplified as booking online is available to all clients with assorted offers, price reductions and attractive bundles, the client modesty it prior to check-in and to increase the tenancy progress engagement is encouraged with a punch line “ cancellation could be made 12 hours prior to the engaged day of the month ” .

Physical atmosphere

With a arresting sea position and glorious sundowns, the Goa Marriott Resort is the ideal finish for a stay in the land of Sun & A ; sand. Located at the border of the Miramar Beach, it is perfect for a genuinely restful holiday. This charming luxury resort is one of the finest five star hotels in Goa for concern and for leisure. Besides this an exciting mix of all right dining, leisure activities and comprehensive concern installations[ 12 ]adds to the appeal of the resort.


The aim of the selling program is to accomplish 100 % client satisfaction and shut to 100 % tenancy all around the twelvemonth, with the proviso of an efficient preparation programme to raise its criterion and present phenomenal installations and service which will in bend provide a positive support by accomplishment of 100 client satisfaction.

Regular care of the informations storage and website ascents

Cost effectual advertisement through all medium of telecasting advertizement, newspaper, wireless f.m which reaches about 5.7 million hearers.

Particular offers and new promotional bundles entirely available on online engagement

Promoting the touristry of India by being closely associated with the related govt organic structures and advancing it in planetary market.

Keeping a argus-eyed path of the feedbacks, and taking appropriate actions

Monitoring staff public presentation and puting assessment for their personal development

Regularly Updating exposure ‘s and services and do web page more user friendly.

Online feedback from visitant as word of oral cavities make a immense impact on the repute of the resort

Selling Activities

Year 1

Year 2

Year 3























Effectiveness OF THE OFFERS

Monitoring WEBSITE

Q1 – Jan, Feb, Mar Q3- Jul, Aug, Sep

Q2- Apr, May, Jun Q4- Oct, Nov, Dec

Monitoring the selling activities play a critical function in the success of the enforced program, a batch depends on the assessments every bit good, with the feedback on a regular footing would determine the activities of the following one-fourth with the positive response the class of action would be to promote more publicities for the offers with a higher budget for E-marketing on the cyberspace, presuming there will be a rise of the tourer from Britain and Europe hence the newspaper and wireless advertizements and publicities will go on.


The selling program is an amalgam of all the implements which gives it a form and desired consequence will be obtained after its executing, in this the external factor play a dominant function in its success, with the proper execution of the assorted factors in marketing like the pestle analysis Market cleavage, merchandise positioning sing all these factors a good program is born with a practical pertinence, therefore all the different analysis are of important nature nevertheless macro environmental step holds the key with the failure of the political environment and other perturbations adversely affect the touristry industry it would automatically ensue in the failure of the selling scheme and therefore the failure of the program, Internet selling with enhanced techniques is the new emerging field of marketing with easy attack and a economic cost involved, therefore the most built-in facet of this program is concentrated on cyberspace selling which is resourceful with information reappraisals by the visitant ‘s and the feedback from which provides a realistic position of the staff ‘s public presentation and assessment to rate the success of the program. Hence a proper selling program is expected to convey alterations to hike the resorts long term Goal with effectual monitoring.


www.apmf.org.sg/Lt1 — CorpStragPlanning.ppt last accessed on 8th aug2010

hypertext transfer protocol: //www.bestGoadeals.com/Goa-resorts/Goa-Marriott-Resort.html last accessed on 8th August 2010

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Adding touristry contributed for 32 per cent of the Gross Domestic Product ( GDP ) . hypertext transfer protocol: //www.financialexpress.com/news/globalrecessionhitsGoatourismindustry/344940/ last accessed on 8th August

( hypertext transfer protocol: //www.Goa-tourism.co.uk/ ) last accessed on 8th August 2010

Ibid 4

hypertext transfer protocol: //www.ibef.org/industry/tourismhospitality.aspx last accessed on 8th August 2010

Ibid 2

hypertext transfer protocol: //www.marriott.com/hotels/travel/goimc-Goa-marriott-resort/ last accessed 8th August 2010

U.S. Department of State Diplomacy in Action. ( 2010 ) . Background Note India

Available at hypertext transfer protocol: //www.state.gov/r/pa/ei/bgn/3454.htm last accessed 8th August 2010

hypertext transfer protocol: //www.state.gov/r/pa/ei/bgn/3846.htm last accessed on 8th August 2010

hypertext transfer protocol: //www.x-rates.com/calculator.html last accessed 8th Aug 2010


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