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Latin America Sales Management June 2009

Latin America Sales Management June 2009. 45,0. 7.200. 109,9. 7,00%. 12.500. 5,10%. 3,00%. 4,00%. 29,1. 7.600. 8,00%. 191,9. 4,00%. 9.700. 5,00%. 4,0%. 16,4. 14.400. 40,6. 5,00%. 13.000. 7,00%. 9,00%. 9,00%. LATAM: 379 MILLIONS HABITANTS EMERGING MARKET.

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Latin America Sales Management June 2009

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  1. Latin America Sales Management June 2009

  2. 45,0 7.200 109,9 7,00% 12.500 5,10% 3,00% 4,00% 29,1 7.600 8,00% 191,9 4,00% 9.700 5,00% 4,0% 16,4 14.400 40,6 5,00% 13.000 7,00% 9,00% 9,00% LATAM: 379 MILLIONS HABITANTS EMERGING MARKET Population 2008 (Millions of habitants) GDP 2008 USD per capita Growth GDP 2008 (in % ) Source: indexmundi.com / 2008 Inflation 2008 (in %)

  3. Market Overview – HOTEL BUSINESS • Comission: 10% • Form of payment: Invoicing for most countries • Credit Card 50% / Invoicing 45% / Cash 5% (Midscale Brazil) • TMC’s: Only in Brazil they are formally organized. Competition still practices Travel Agencies Rates (AGV). Quite few are developing SBT. • Travel Managers: Well organized in Brazil (NBTA basis) and Argentina. Pushing for 2 years contract and flat rates. • DMC’s: Due to dollar devaluation, started to sell to Corporate. Flat Rates in dollar hard to negotiate. Quite few are online. • Tour Operators: Dominate small hotel chains pushing prices down. Pushing on flat rates. Offer better commission than suppliers. • OLTA: Biggest are HOTELDO and E-HTL. Online connection via CM Net project still in development. Payment / Remuneration

  4. Domestic BR (Midscale) • Booking channel: 70% of bookings directly in hotel • Payment: 45% invoicing • 10 days after check-out for Corporate (pushin to 45 days) • 20 days after check-out for TMCs group • New Reporting System (info per portfolio/channel/intermediate) • ASA in Central Sales /Implementation in Hotel Sales Started in July Outbound from BR Other countries • Lack of defined KPI ‘s for Regional and International • Oil, construction, mining, automotive and agro business • Use of DMC’s as reservation channel • Difficulties to measure and manage • Definition of database / portfolio management ACCOR LATIN AMERICA SCENARIO

  5. SALES STRUCTURE – ACCOR HOSPITALITY LAT.AMERICA 2009 Hotel Sales Central Sales

  6. KAM’S DUTIES

  7. CENTRAL SALES x HOTEL SALES DINAMICS • RFP (ACQ) • MICE Leads • Long stay / • Relationship • Pricing • Contracting • Loading • Animation / training • “Pass-through” CLIENTE – Key Account CENTRAL SALES HOTEL SALES LATIN AMERICA HOTELS

  8. SALES PERFORMANCE per BRANS - YTD 08/08

  9. SALES PORTFOLIO PERFORMANCE SALES PERFORMANCE PER SALES TEAM YTD MAY 08 x 09

  10. FIGURES – TOP 20 CLIENTS Figures Jan Fev Mar (07 x 08). Source Cognos.

  11. Favecc TMC Brasil PERFORMANCE vs COMPETITION - TMC’s

  12. TRENDS LATAM MIDSCALE • Market started to react after May (mostly Groups) • Battle for Revenue focused in Distributors (Travel Agencies, TMC’s, MICE organizers and Tour Operators) • Pressure from Corporate Clients to include Breackfast and Internet in RFP rates • New Competitors to be in country after 2011 (Economic and Midscale) • TMCs to threat suppliers with production suspension if we don’t pay overcomissions or Entrance Fees • Most TOP clients are not accepting rates raises over inflation • Panic Management from competition leading to rate war in some areas UPSCALE • Mostly same trends, but competition is applying Midscale rates for Upscale brands • Usage of Trade Marketing to sustain brand knowledge and share of mind

  13. TRADE MARKETING AgenteAccor.com.br Travel agencies website AWP – Agencies Web Program Online Multi brands Guide Tradeshows & Events Official calendar = 15 tradeshows Travel Agencies Day Sales Training Travel Agencies Campaign 13% comission campaign Launch of loyalty program Budget Trade Marketing Dependency on Brands

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