This document provides information about an upcoming international conference on travel technology to be held in India on June 9th, 2013 at The Leela Kovalam hotel. It also shares details about Lemontree Hotels, the host hotel chain, including their rankings and awards. Finally, it outlines a presentation on maximizing hotel revenues through value-added services, ancillary sales, understanding customer needs, segmenting decision influencers, packaging products effectively, educating staff, and sharing profits from ancillary revenue.

1. International Conference on Travel
Technology, India
9th
June , 2013
The Leela, Kovalam
www.lemontreehotels.com

2. • 22 hotels, 2600 owned and operated rooms in
14 cities
• Ranked in the Top 50 Great Places to Work
2012 among large companies (>1000
employees)
• 16 hotels have been awarded the TripAdvisor
Certificate of Excellence 2013
• Outlook Traveller Readers Choice Award 2012:
Best Mid-range Hotel Chain in India
• Lonely Planet Travel Awards 2013: Amongst
the top two brands of Best Hotel For Value
• National Award, Government of India -
Ministry of Social Justice and Empowerment:
Best Employer (2011) and Barrier-free
Environment for Persons with Disabilities
(2012)

3. Maximizing revenues through
value added services

4. Objective

5. The Basics
Opportunity
Source: h2c GmbH

6. Ancillary sales constitute less than 2%
of U.S. hotels’ revenue
Source: PhoCusWright

7. Challenges
• Consumer behaviorConsumer behavior
• Simplifying the productSimplifying the product
• Effective communicationEffective communication

8. Understanding
Customer Needs
FIT customer base of 77 respondents who booked through online channels
Top inclusion requestsTop inclusion requests
• InternetInternet
• Airport transfersAirport transfers
• Other mealsOther meals

9. Segmenting & Understanding
Decision Influencers
FIT customer base of 77 respondents who booked through online channels

10. • Understand your customer needsUnderstand your customer needs
• Package your productPackage your product
• Educate your teamEducate your team
• Share your profitsShare your profits
Key Drivers:
Ancillary Revenue

11. Thank You
tarun.lakhanppal@lemontreehotels.com
www.lemontreehotels.com