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A STRATEGY FOR RETAIL TRAVEL BUSINESS - PANORAMA TOURS INDONESIA
Retail Strategic Plan
By Widodo Heru
Vision and Mission
By Widodo Heru
One stop Travel SolutionLeader in Retail Travel AgencyProfit Center Company
Integrated Retail Travel OutletsSmart, Innovate and Competitive Products
Good Governance & Service ExcellentGrowth and Profit Driven
SWOT Analysis
By Widodo Heru
S W
O T
• Strategic retail locations
• Integrated tourism & hospitality group
• Excellent services
• High Opex and Capex
• Many outlets many problems
• Customer retention & New customer creation
• Huge market (retail and corporate)
• Increment in the City Mid-class
• Travel is lifestyle for urban
• Many competitor both online or offline
• Price dumping & specialist agency
• Low purchase power (Corp/Gov)
By Widodo Heru
Corporate Retail Competency Service
Corporate Travel
Arrangements
Airline, Hotel & Cruise booking
Professional & passionate
Cust retention & New Cust.
Event & Promotions
Signature FIT & Special Interest
Target oriented & aggressive
Compliance with Company
regulations
Document Management &
Services
Transportation Services
Solid Team work
Excellent Sevices
Action Plans
Business Plan; Market Development
By Widodo Heru
Sales Strategy Marketing Strategy Cust Development Integration Plan
• Engagement (OL/Off)• Communication• Content• Activations
• Distribution• Pricing• Direct Selling• Products• Sales Process
• Clear Segmentation• Cust Profiling• Competitiveness• Value Added
• Corporate Projects• Deployments• Account
Development• Cust. Asset
Management
Target Success
By Widodo Heru
REVENUES
Increase Sales
Revenue
Sales Revenue
High Traffics
High Demands
ENGGAGE
Increase # of
Customer
New Customers
Repeat Customers
# of Sales Call / Visit
CONVERTION
Closed Sales
70% Closed of New Cust.
90% Closed of Cust.
Meet Co. Margin
SATISFACTION
Service Excellent
No / Low Complaint
Referrals & Recommend
ations
Repeat Orders
Min. 25% Sales Incremental
By Widodo Heru
17 BranchesJabodetabek
4 BranchesNon Jabodetabek
3 BranchesOverseas
Vital Sign Matrix
Head of Sales
ManagingThe Team
By Widodo Heru
PLAN EXECUTON RESULT EVALUATIONS
Define Offer – Products – Price – Packaging –Market Segmentation –Forecast etc.
Presentation (prospective) –Revenues – Traffics - # of Sales Calls
Success / Fail factors – Strategy Define
# of Call – Close sales - Revenues
FINANCIAL CONTROL Budget & Planning – Invoice Matching – AP/AR Management – Currency Control –
Product Cost Tracking – Balance Sheet – P & L, etc.
PEOPLE ORGANISATIONProfessionality - Managing Staffs – Values – Discipline – Loyalty – Rewards –
Coaching – Performance / Development Program, etc.
SuccessfulOperational
Financial
By Widodo Heru
All Branches Year 1 Year 2
Sales Revenues
Airline Ticket 540,000,000,000 648,000,000,000
Hotel Accomodations 103,680,000,000 124,416,000,000
Package Tours & Cruise (Inboud/Out) 396,000,000,000 475,200,000,000
Other Services 187,200,000,000 224,640,000,000
Car & Bus Rental 13,500,000,000 16,200,000,000
Travel Documents 2,610,000,000 3,132,000,000
Sub Total 1,242,990,000,000 1,491,588,000,000
- -
Cost Of Sales 1,089,486,000,000 1,307,383,200,000
Staff Payroll 882,000,000 1,058,400,000
Sales & Marketing Exepenses 2,485,980,000 2,983,176,000
Depreciation 24,859,800,000 29,831,760,000
Rental, Services, Maitenance, Promotion, etc 14,616,000,000 17,539,200,000
Sub Total Opex 1,132,329,780,000 1,358,795,736,000
Gross Profit 110,660,220,000 132,792,264,000
Interest (Bank) 6,214,950,000 7,457,940,000
Taxes - -
Nett Profilt (Loss) 104,445,270,000 125,334,324,000
Planning
By Widodo Heru
Widodo Heru - Contact me @Y: [email protected] G: [email protected] L: http://www.linkedin.com/pub/widodo-heru-santoso/22/b69/115 F: https://www.facebook.com/widodo.heru.1 T: https://twitter.com/widodo_heru P: http://www.pinterest.com/widodoheru/ S: http://www.slideshare.net/ widodoheruCritics and comments welcome..