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    Comparative Study Between FMCG Sector and Hospitality Sector

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    priya
    The document compares the FMCG and hospitality industries in India. It outlines the growth rates, major players, distribution channels, sales strategies, and promotions for both industries. It also provides examples of ITC's sales and distribution networks for its FMCG and hospitality divisions.

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    Comparative Study Between FMCG Sector and Hospitality Sector

    Uploaded by

    priya
    55 views15 pages
    The document compares the FMCG and hospitality industries in India. It outlines the growth rates, major players, distribution channels, sales strategies, and promotions for both industries. It also provides examples of ITC's sales and distribution networks for its FMCG and hospitality divisions.

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    sales mgmt ppt

    Original Title

    Sales Management

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    The document compares the FMCG and hospitality industries in India. It outlines the growth rates, major players, distribution channels, sales strategies, and promotions for both industries. It also provides examples of ITC's sales and distribution networks for its FMCG and hospitality divisions.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    55 views15 pages

    Comparative Study Between FMCG Sector and Hospitality Sector

    Uploaded by

    priya
    The document compares the FMCG and hospitality industries in India. It outlines the growth rates, major players, distribution channels, sales strategies, and promotions for both industries. It also provides examples of ITC's sales and distribution networks for its FMCG and hospitality divisions.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 15

    COMPARATIVE STUDY BETWEEN FMCG SECTOR AND HOSPITALITY SECTOR

    OVERVIEW OF FMCG INDUSTRY


    Growth rate:
    In 2016-17, revenues for FMCG sector have reached
    US$ 49 billion and is expected to grow at 9-9.5
    per cent in FY18.

    Major players:
    • Asian Paints Ltd,
    • Sportstarts Global Services Pvt. Ltd,
    • ITC FMCG,
    • Amul,
    • Godrej Consumer Products Limited,
    • Guruji Products Limited,
    • Dabur India Ltd,
    • Emami.
    Distribution channel and Selling
    process:
    Path through which Goods and Services flow.
    OVERVIEW OF HOSPITALITY
    INDUSTRY
    Growth rate:
    Hospitality industry accounts for 7.5 per cent of the country's GDP and is
    expected to grow at 16.1 per cent CAGR to reach Rs 2,796.9 thousand crore in
    2022.

    Major players:
    • ITDC Hotels
    • Hotel Corporation of India
    • Asian Hotels Limited
    • Hotel Leela Ventura
    • Oberoi Hotels
    • Indian Hotels Company Limited
    • ITC Hotels
    Distribution channel and Selling
    process:
    Comparative Study
    PARAMETERS FMCG HOSPITALITY
    NATURE Commodity Service
    SEGMENTATION -Geographic -Business orientation
    -Demographic -Channel
    -Psychographic

    TARGETING -Single segment -Buyer persona


    concentration -Spending patterns
    -Selective
    specialization
    -Product
    specialization
    -Market
    specialization
    -Full market
    coverage
    POSITIONING Features and Personalization and
    benefits experience
    Comparative Study
    PARAMETERS FMCG HOSPITALITY
    CHANNEL The channel moves the The channel moves the
    product to the consumer customer to the product
    SALES STRATEGY -Setting sales strategy -Revenue goals
    -Quotas -Current accounts
    -Sales forecasting -Top target accounts
    -Demand planning -Plan for each target
    -Sales planning segment

    SALES PROMOTION -Advertising -Multiple print media fronts


    -Free samples, free trials, -Travel agents
    discount coupons, cash -Membership rewards
    paybacks, discounts -Online discounts, purchase
    -display allowances, discounts
    discounted prices for -Low season special
    retailers -Cross promotion
    -Trade shows and
    conventions
    ITC FMCG Sales
    Distribution Network for FMCG Sales of ITC
    Channel Type
    ITC Hospitality Sales
    ITC Hotels

    ITC Hotels presents the GREENEST LUXURY HOTEL CHAIN in the


    WORLD.
    • Tagline – “RESPONSIBILITY LUXURY”
    • ITC Hotels is an exemplar in sustainable hospitality with all its premium
    hotels being LEED® Platinum certified
    Customer Retention Strategy

    • ITC has a tie up with Wills Lifestyle

    • ITC launches common loyalty program

    • Customer Details in order to retain customers

    • Members get rewarded with loyalty points

    • ITC offers various schemes to its Consumers eg Free night stay


    CRM
    Conducting monthly Survey.
    • Suggestion boxes
    • Taking feedback internal customers i.e., the employees.
    • Employing Mystery Customers.
    • CRM software
    • Having Guest History programs.
    • Efficient system of complaints handling
    • Giving recognition awards to attract old customers.
    • More personalized and empathic services -- satisfied and return customers
    PRIYAL PARMAR 71
    RACHNA SHAH 74
    NIDA SHEIKH 76

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