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INDIAN INSTITUTE OF TOURISM & TRAVEL MANAGEMENT,

BHUBANESWAR

A SUMMER TRAINING REPORT

ON

STUDY OF SALES & MARKETING STRATEGIES OF TRAVEL & TOURISM

COMPETITIORS OF COX AND KINGS IN RAJASTHAN MARKET

SUBMITTED TO: SUBMITTED BY:

MR. SOMENDRA NATH BISWAS BHISHM JOSHI

PGDM (TT) III SEM

ROLL NO:-2101021


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EXECUTIVE SUMMARY

I Bhishm Prasad Joshi felt privileged to be a part ofIndian Institute of Tourism

& Travel Management (IITTM), Bhubaneswar. I did my summer internship training

in Cox & Kings (I) ltd., civil lines, Jaipur in FIT Department. My project title is the

STUDY OF SALES & MARKETING STRATEGIES OF TRAVEL & TOURISM

COMPETITIORS OF COX & KINGS IN RAJASTHAN MARKET

OBJECTIVES OF PROJECT

To analyze competitiveness factors.

To know about the sales strategies.

To analyze marketing tactics.

To analyze the marketing strategies.

To study about PSA.


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INDEX

Heading Page No. DECLAIRATION I ACKNOWLEDGEMENT II PREFACE III EXECUTIVE SUMMARY IV Chapter 1 - COMPANY PROFILE Chapter 2PROJECT PROFILE Chapter 3RESEARCH METHODOLOGY

o Research Objective

o Limitation of Cox and Kingso Type of Researcho Type of Samplingo Sample Size

Chapter 4 - RESULTS

Chapter 5FINDINGS AND ANALYSIS

Chapter 6CONCLUSION

BIBLIOGRAPHY

Questionnaire


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CERTIFICATE 1

This is to certify that the dissertation entitled Study of sales and marketingstrategies of travel and tourism competitors of Cox and kings in Rajasthan market

submitted the degree of PGDM (TT) of INDIAN INSTITUTE OF TOURISM &

TRAVEL MANAGEMENT, BHUBANESWAR is a bonafied work carried out by

BHISHM PRASAD JOSHI (ENROLMENT NO: - 2101021) under my supervision and

that no part of this work has been submitted for any other degree. The assistance and

help, received during the course of investigation have been fully acknowledged.

Date: -

..

External Guide Sign Internal Guide Sign

STAMP

Mr Manish Dave Dr. S. N. Biswas

(Branch Manager) (Faculty of TOM)

Cox & Kings (I) Ltd. IITTM

Jaipur Bhubaneswar


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ACKNOWLEDGEMENT

As I am finishing my project training, I take this as an ample opportunity to

express my heartfelt thanks and sincere regards to each and every person associated with

the completion of this project.

I would like to thankMr. Manish Dave, (branch manager, Jaipur) for allowing me

to work on this highly challenging project and guiding me throughout the tenure of the

project. In spite of his busy schedule, Mr. Manish Dave always managed to have a

regular interaction with me throughout the project. Timely guidance and feedback

coupled with words of appreciation always helped me keep going and gain maximum

learning from the project.

I express my indebtedness to Mrs. Minaxi Joshi & Mr.Sohit Sharma for their

skillful guidance, suggestions, contant inspiration, and encouragement and in the initial

execution of my experiments which make work smooth and so many things. I am very

much thankful to giving me an opportunity to work under guidance.

It is my pleasant duty to express my special thanks to Mr. Deenanath Nayak, Mr.

Ishwar Das, Mr.Abhishek Sharma, Mr. Vikram Jeet Singh, Mr Nagendra Sharma,

Mr. Anand Srivastava, Mr Vikas Parik, Mr. Ranjeet Singh, Mr. Yashwant Singh, Mr.

Bhupati Shekhawat, Ms. Ana Qamar, Mr Mahendra Puri, Mr. Ashok, Mr. Akhil, Mr.

Rohit Bhardwaj, Mr Anurag Sharma, Mr. Amit Tak, Mr. Anuj, Mr. Himmat Singh, Mr

Prashant, Mr Pramod & All other valuable staff & Trainees of the company for their

encouragement throughout my project and his guidance during the compilation of work.

My faculty guide,Dr. S. N. Biswas had been pivotal for the successful completion

of the project by guiding me throughout the entire phase. I would like to extend my

gratitude to her for rendering all the support I needed throughout my Management-in-

Practice.


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PREFACE

Classroom teaching helps the student by making conceptual base clear, but on the

job training is the practical way, which helps the students to get the practical knowledge

of the concept. Normally the students are not aware of actual requirement in the

practical field keeping in view this fact, a system of summer training has been established

to make the students aware of actually difficulties that come in the way of practical field,

which is not taught in classroom teaching so, the students are given practical training in

the course of their education.

Working as a summer trainee at COX N KINGS was a wonderful experience, It

gave me immense understanding about how companies are making business through

various ways.

The efforts undergone through the research is summarized using graphs/figures.

The Summer Training Report Includes Company Profile, Project Profile, Research

Methodology, Research Design, and Finding & Annexure.


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INRODUCTION

Tourism

Tourism is travel for recreational, leisure or business purposes. The World Tourism

Organization defines tourists as people who "travel to and stay in places outside their

usual environment for more than twenty-four (24) hours and not more than one

consecutive year for leisure, business and other purposes not related to the exercise of an

activity remunerated from within the place visited". Tourism has become a popular global

leisure activity. In 2008, there were over 922 million international tourist arrivals, with a

growth of 1.9% as compared to 2007.

International tourism receipts grew to US$944 billion (euro 642 billion) in 2008,

corresponding to an increase in real terms of 1.8%.

As a result of the Late-2000s recession, international travel demand suffered a

strong slowdown beginning in June 2008, with growth in international tourism arrivals

worldwide falling to 2% during the boreal summer months, and this negative trend

intensified as international tourist arrivals fell by 8% during the first four months of 2009.

Tourism is vital for many countries, such as the U.A.E, Egypt, Greece and

Thailand, and many island nations, such as The Bahamas, Fiji, Maldives and the

Seychelles, due to the large intake of money for businesses with their goods and services

and the opportunity for employment in the service industries associated with tourism.

These service industries include transportation services, such as airlines, cruise ships and

taxis, hospitality services, such as accommodations,including hotels and resorts, and entertainment venues, such as amusement parks,

casinos, shopping malls, various music venues and the theatre.

The United Nations classified three forms of tourism in 1994, in its

"Recommendations on Tourism Statistics: Domestic tourism", which involves residents


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of the given country traveling only within this country; Inbound tourism, involving non-

residents traveling.

Tourism as a Service industry

The tourism industry, and the products and services that fall under its wide

umbrella, are complex indeed. There are a number of features that make it unique.

Tourism is a subjective experience and an amalgam of products and services - not a

single product* Tourism products, like all services, are intangible. Harbour cruises, a

stroll through a rainforest or a dinner at sunset are intangibles. They cannot be seen,

touched, felt or sampled before purchase.

The selling of tourism is the selling of images. The Indian Tourist Commission in

other countries does not sell tourism products; it sells what we may call a shifting generic

image of India.

The tourism product is not a homogeneous product. We cannot standardize a

service. Hotels attempt to standardize their room and service delivery as efficiently as

possible through staff training and quality control procedures, but the human

ingredient complicates the equation. As most services require interaction between the

producer and consumer, each with their own set of expectations, it is highly unlikely that

any product can ever be perceived equally by all customers. External factors canal so

affect the tourist experience. A bumpy flight can spoil an overseas trip and rain can ruin a

Coast stay.

Tourism products are perishable. An unsold Park Grand hotel room, an unused

aircraft seat and a vacant concert seat is revenue lost. They cannot be stored for later use,as can tangible products. Hence the prevalence of discounting in services.

This leads to the major problem confronting the tourism operator: namely, demand

fluctuation. Tourism is perhaps more vulnerable than any other industry to seasonal

fluctuations in demand. Demand fluctuation can be unseen, sometimes due to natural


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causes, others man-made. Acts of God include climate and natural disasters. Acts of Man

include strikes (domestic pilots' strike) and international events (War) and murders

(tourist murders).


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CHAPTER-1

COMPANY PROFILE

Cox & Kings is the longest established travel company in the world. Its

distinguished history began in 1758 when it was appointed as general agents to the

regiment of Foot Guards in India under the command of Lord Ligonier.

By 1878, C&K were agents for most British regiments posted overseas, including

the Royal Cavalry, Artillery and Infantry, as well as the Royal Wagon Train and the

Household Brigade. The Royal Navy was next and in 1912, The Royal Air Force came

under its wings.

Between 1750's and 1950's, Cox & Kings was witness to an exciting era in Indian

history, and, in its own way, helped to shape it. In 1947, the British administration

departed, but bound by strong ties to India, Cox & Kings stayed on and flourished.

Today, Cox & Kings is a premium brand in all travel related services in the Indian

subcontinent, employing over 800 trained professionals.

Its India operations are headquartered in Mumbai and have the status of a limitedcompany. It has over 12 fully owned offices in India across key cities such as New Delhi,

Chennai, Bangalore, Kolkata, Ahmedabad, Kochi, Hyderabad, Pune, Goa, Nagpur and

Jaipur.


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The worldwide offices are located in UK, USA, Japan, Russia, Singapore and

Dubai. It has associate offices in Germany, Italy, Spain, South Africa, Sweden and

Australia.

By 1768, Cox & Drummond was flourishing with a turnover of 345,000 per

annum. During the 1770s the company continued to grow, aided by war in the American

Colonies and the ever present threat of invasion from France. Cox repeated his good

fortune with business partners, taking in Mr. Mair upon Drummonds death in 1772,

followed by his own son Richard Bethnell Cox in 1779 and then Mr. Greenwood in 1783.

It was during this time that the company expanded its banking interests, offering loans

and accounts to exclusive members of London's elite. Frederick, Duke of York,

introduced Coxs business partner Mr. Greenwood to his father George III, as 'Mr.

Greenwood, the gentlemen who keeps my money' Greenwood replied rather cheekily

that, 'I think it is rather his Royal Highness who keeps my money,' to which George III

burst out in laughter and said, 'Do you hear that Frederick? Do you hear that? You are the

gentleman who keeps Mr. Greenwood's money!'

The company was thriving by the time of the outbreak of war with France in 1793

employing some 35 clerks. In 1795 they served 14 regiments of cavalry, 64 infantry

regiments and 17 militia regiments, becoming the largest military agent for the army.

Richard Cox died in August 1803, leaving his grandson Richard Henry Cox firmly

established, with Mr. Greenwood as controlling partner. Cox's longevity as a military

agent had made the army dependent on his services for the smooth running and

organization of a busy and stretched military serving all around the globe. Cox lived in a

time when Britain was radically changing. Rigid social structures were breaking down

and enterprising people could make themselves exceptionally wealthy. He was the


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epitome of those driving the London economy, generously investing in a multitude of

people, ideas and commerce.

ABOUT COX AND KINGS Cox & Kings (India) Ltd., (CKIL), is the longest

established travel company in the world since 1758 and in December 2009 successfully

listed on the stock exchange in India. Its distinguished history began when it was

appointed as general agents to the regiment of Foot Guards in India under the command

of Lord Ligonier and handled the Royal Cavalry, Artillery and Infantry, Royal Wagon

Train, the Household Brigade, the Royal Navy and the Royal Air Force came under its

wings. Today, it is a premium brand in all travel related services, employing over 1,400

professionals and headquartered in India. The company is networked through a mix of

branch sales offices, franchised sales shops, General Sales Agents (GSAs), and Preferred

Sales Agents (PSAs). The company has 14 branch sales offices located in Mumbai, New

Delhi, Chennai, Kolkata, Bangalore, Hyderabad, Ahmedabad, Jaipur, Kochi, Pune,

Nagpur and Goa. The company has appointed 79 franchisees across 20 states covering 70

cities. The companys extensive network of 185 GSAs and PSAs covering all major

towns and cities of India enhances its reach. It has subsidiaries in UK, Australia, NewZealand, Japan, US, UAE and Singapore and operates from Moscow (Russia), Maldives

and Tahiti through branch offices and Spain, Sweden, Germany, Italy, France, South

America and South Africa through representative offices. The company owns Tempo

Holidays Australia, East India Travel Company in North America, ETN in the UK and

Quoprro Global Services Pvt Ltd,(visa processing). In December 2009 it also acquired

My Planet Australia Pty Ltd and Ben tours International Pvt Ltd in Australia. The

business can be broadly categorized as Leisure Travel, Corporate Travel, MICE, Trade

Fairs, Visa Processing and foreign exchange. Over the last two years the company has

won many awards. In January 2010 it was awarded the Most Admired Tour Operator by

SATTE. Cox and Kings has also been awarded First Runner up in the Best Large Tour


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Operator category awarded by the Telegraph Ultra Travel luxury survey UK 2010 and

First Runner Up in the Favourite Tour Operator category awarded by Cond Nast

Traveler Readers Choice Awards (2010). In 2009, it won the Best Domestic Tour

Operator, Most Innovative Travel Company and the Best Inbound Tour Operator award

at the TAFI Travel Biz Monitor Awards. It won the Todays Traveler Platinum Award

for the most innovative travel company and it also won the Economic Times Award for

the Best Outbound Tour Operator in India. In 2008, Mr. Ajay Ajit Peter Kerkar, Global

CEO, Cox and Kings was honored with the WTM Global Award 2008 for his remarkable

contribution to the travel and tourism industry by the World Travel Market (WTM).

CKIL is one of the founding members of the World Travel and Tourism Council

(WTTC), and are members of premier industry associations namely the Travel Agents

Federation of India (TAFI), the Travel Agents Association of India (TAAI), Indian

Association of Tour Operators (IATO)

The principal services offered by the company are:

Destination Management

Outbound Tourism

Business Travel

Incentive & Conference Solutions

Domestic Holidays

NRI

Trade Fairs

ForeignExchange


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THE C&K ADVANTAGE

Best Brand for over 250 years and been operational non-stop since 1758.

One Stop Travel Fulfillment Center (Online as well as Offline Fulfillment) for all

Travel Related Services including a range of third party products

Integrated Information Technology Platform to offer centralized reservation

systems for all business units

Excellent Supplier Contracting Terms & Capabilities

Strong online Presence

Timely & Accurate MIS

Knowledgeable

OUTBOUND TOURISM

India is one of the largest potential outbound tour markets in Asia. In 1995, Cox &

Kings began a full-fledged in house tour operating activity by designing its own

brochure product under exclusive arrangements with direct suppliers and local agents

across the globe. Cox & Kings has been undertaking path-breaking initiatives to reach

out to the travelers through innovative products. These include:

'Duniya Dekho' Holidays to Europe, USA, Far East, South Africa, Mauritius,

Australia and New Zealand. For the "value for money" traveler

'FlexiHols' is a concept in holidaying where the traveler enjoys all the comforts

and convenience of a planned holiday but at a pace & price that is set by him. This is

targeted at the more discerning Free Individual Traveler

Luxury Escapes - It takes a travel company that has been round for two hundred

years, to know everything about royal treatment. Cox & Kings rolls out a whole new


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concept in Holidays - Luxury Escapes. Spoil yourself. Get pampered rotten. Holiday like

a king. Join us as we unveil country after country laced with sinful indulgence and fine

living. The finest luxury hotels in the world to the most exclusive entertainment

experiences await you.

Cox & Kings also represents and retails many international third party products

including Cosmos, Rail Europe, Silver sea Cruises, Star Cruise, and Escorted Tours to

USA etc

NRI - The NRI Division of Cox & Kings caters to the Non Resident Indians who

would like to travel around the world with Indian families. Cox & Kings organizesspecial tours for these families where the NRI community would like to travel with like-

minded families across the world. Duniya Dekho & FIT Packages are specifically

designed for this Market Segment by this division.

BUSINESS TRAVEL

Cox & Kings are one of the market leaders in business travel services in India,

offering a full range of business travel services to over 200 corporate clients, including

major multinational companies. C&K's strength in this business area is evident when

one of the world's largest conglomerate in business travel - Radius the First truly global

travel management partnership/consortium with merger of Travel Trust International

and Woodside Travel Management Corporation in 1992 selected Cox & Kings as their

Indian partner.


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C&K - Radius Overseas Travel Fulfillment Solutions through the Radius Brand

Leveraging the partnership with Radius, Cox and Kings can offer Travel

Fulfillment Services to Corporate Clients who are having offices overseas or projectteams working on site at their customers site, through its Radius Shareholders in the

respective overseas regions. All travel requirements will be controlled through the off

shore 24 x 7 Travel Center based in Mumbai.

DOMESTIC TOURISM

India with its large domestic consumer offers Cox & Kings a unique opportunity to

launch its portfolio of 'domestic holidays' for people resident in India. Launched in 2000,

'Bharat Dekho' (see India) is today's leading 'branded' product in the country with a wide

range of 'Indian Holidays' from cultural holidays, pilgrim holidays, wildlife holidays,

honeymoon tours, weekend getaways, customized FIT Tours to nature trails, Bharat

Dekho has captured over 50% of the domestic market.

MICE

The growing importance of MICE - Meetings, Incentives, Conferences and

Exhibitions led to the launch of this division. The division has existing tie ups with

various Chambers of Commerce and National Tourist Offices.

TRAVEL INSURANCE

Policies for Leisure Domestic as well as International Travel and special Corporate

Deals on Insurance covering an array of specialized travel areas, some of which are:


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Loss of baggage (checked) ,Bounced Hotel / Airline Bookings, Missed connection

HIGHTECH PLATFORM

Cox & Kings today deploys highest information technology platform in the Indian

Travel Industry. It has developed totally integrated front, mid and back office solutions.

This has brought about huge cost savings for the organization, thus managing to offer

'quality' service to its customers at a great cost savings.

The Cox & Kings provides following packages:

Bharat Dekho Holidays

Duniya Dekho Group Holidays

FlexiHols individual holidays


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Europe AUS&NZ AFRICA

MIDDLE EAST ISLANDS AMERICAS

A TRAVEL SCENARIO

As per WTTC report, by year 2020 Indian tourism would contribute 850,000

crores to the GDP. In fact, worldwide, the growth of Indian tourism outpaces that of any

other country. With a booming Indian economy and emergence of a new middle class,today outbound and domestic tourists far outnumber the numbers of tourist coming into

the country.

Opportunities for all those involved in the Tourism Industry are immense, and the
http://www.coxandkings.com/live/products/flexihol/index.php?destination=usa&http://www.coxandkings.com/live/products/flexihol/index.php?destination=islands&http://www.coxandkings.com/live/products/flexihol/index.php?destination=middleeast&http://www.coxandkings.com/live/products/flexihol/index.php?destination=ausnz&http://www.coxandkings.com/live/products/flexihol/index.php?destination=asia&http://www.coxandkings.com/live/products/flexihol/index.php?destination=europe&


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changes in the industry over the years with the advent of technology have set new

standards for the players involved, primarily, all India travel agencies.

InboundTourism

The year 2005 was the best year for inbound travel, with foreign visitor arrivals

touching a record 3.9 million, resulting in international tourism receipts of Rs 262

billion. The target for 2006 has been pegged at 4.4 million inbound tourists.

DomesticTourism

According to the ministry of tourism the total number of domestic tourists in 2005

was in the region of 300 million. There are different sub-segments to these such as

adventure tourism, pilgrim tourism and leisure tourism. Pilgrim tourism still comprise 50

per cent of the total domestic movements. Domestic numbers are expected to increase by

15 per cent year-on-year.

OutboundTourism

Pacific Asia Travel Association (PATA), records that outbound travel from India

is growing at a rate of 10.5 percent. According to IATA India figures the total outbound

figure for 2005 stood at 5.5 million tourists and it is expected to touch 7 million by the

end of 2006.


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CORPORATE RESPONSIBILTY

Cox & Kings' CSR Activities

Cox & Kings (C&K) puts an emphasis on the welfare of children and the

empowerment of women. During the year, C&K participated in corporate social

responsibility activities across various fields.

1. Making wishes come true:

C&K assists Make-A-Wish Foundation (MAWF) of India in granting

wishes of children with life threatening diseases. Our relationship withMAWF began in November 2008 when we made a commitment to sponsor

wishes of 10 children every month. As of April 2010, we have fulfilled the

wishes of more than 100 children. These range from cycles, PSPs, sewing

machines to computers and televisions.

April 29th, 2010 marked the 30th anniversary of the first wish granted by

MAWF. To commemorate the day, MAWF celebrated its first ever World

Wish Day wherein every Make-A-Wish affiliate and chapter around the

world granted a wish. In India, C&K partnered with MAWF, India and were

instrumental in granting around 50 wishes on that day. The event took place

across eight locations where Cox and Kings has offices including Mumbai,

New Delhi, Ahmedabad, Jaipur, Bangalore, Hyderabad, Chennai, Goa and

Pune. The event was a success with involvement of C&K employees.

In our attempt to promote MAWF's cause amongst employees and

customers, we have placed donation boxes in eight C&K offices/ branches.


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2. Travel made easy:

C&K sponsored the trip of a US based "Wish" child who wished to visit

India. The child travelled with her family. Full board, transfers and

domestic flights was sponsored by the company.

The company also sponsored the travel wish of a Pune based child who

wanted to visit Kanyakumari. The child and her family had a six-night

holiday in Kerala where the travel to and from, full board, sightseeing and

private transfers were totally taken care of by C&K.

C&K is the Official Travel partner of MAWF wherein we sponsor the

"Travel Wishes" of children.

3. Staff involvement for the betterment of street children:

A total of 42 employees participated in a Magic Bus Orientation Day

Programmed in Karjat. Apart from C&K's donation towards the activities of

Magic Bus Foundation which is the development of underprivileged

children through sports, our staff benefited from an out-of-the-office team

spirit experience. In fact, each one got a hands-on experience in gardening

and painting.

4. Running for a cause:

The year 2009 saw for the first time, 30 C&K employees run in the

Standard Chartered Mumbai Marathon. We ran for Make-A-Wish

Foundation of India.

In 2010, we ran for Ummeed Child Development Centre. Ummeed is a set


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up with the objective of helping children with developmental disabilities

such as Cerebral Palsy, Mental Retardation, Learning Disability, Autism,

Attention Deficit Disorder, etc. Ummeed works with the child individually

and comes to joint decisions with the family on care and management of the

child.

Our Bangalore office ran for the first time in the Sun feast World 10k 2010.

Our charity of choice was Oxfam India. Oxfam India strives right to a life

5. Community development and relief:

During Diwali (2009), C&K partnered with Oxfam India, who was one of

the NGOs that assisted in the relief efforts in the Kurnool district of Andhra

Pradesh. For the first time we initiated an exercise where we asked staff to

contribute to this cause. While the company pledged a fairly large amount,

towards the relief efforts of the victims, the Employee contribution and

response was very encouraging with an equally large amount collected.

6. On the way to the Oscars':

The film KAVI was the Indian entry to the OSCARS 2010, in the

documentary film category. The movie made on a shoe string budget traces

the lives of bonded laborers. While the crew was overjoyed on being

nominated, they were in a quandary on the costs involved in participating in

the Oscars. In this scenario, comes in C&K who immediately agrees to

sponsor the hotel accommodation of the child actor Sagar Salunke and three

members of the crew.

7. All for the love of the animals:

C&K contributed a large sum of money to SPCA India towards the building

of an OPD facility in their Noida Shelter. The SPCA hospital and shelter in

Noida provides ambulance, outdoor treatment and sterilization facilities for


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dogs, cats and large animals. They wanted to build a full-fledged OPD

facility with the hope of providing vet facilities to private pet owners so that

the money earned from there can be ploughed into free treatment and

maintaining the shelter.

8. Child Protection:

C&K made a donation to Bal Raksha Bharat towards the Child Protection

Programmed for 10 children.

9. Donations:

The management of C&K has had a long standing relationship with the

Cancer Patients Aid Association with regular donations made to the

organization.

10.Contributions:

C&K distributed 1000 blankets at the Divine Retreat Centre

Awards & Recognition:

1. "First Runner Up" in the Best Large Tour Operator category awarded by the

Telegraph Ultra Travel luxury survey UK 2010.

2. "First Runner Up" in the Favourite Tour Operator category awarded by Cond Nast

Traveler Readers Choice Awards (2010).

3. "Most admired tour operator 2010" awarded by SATTE (2010)

4. "Best Domestic Tour Operator" awarded by the Abacus TAFI TravelBiz Monitor

Awards (2009).

5. "Best Inbound Tour Operator" awarded by the Abacus TAFI TravelBiz Monitor

Awards (2009).


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6. "Most Innovative Product Launch" awarded by the Abacus TAFI TravelBiz

Monitor Awards (2009).

7. "Indias Top Rated Tour Operator- Outbound 2009" awarded by The Economic

Times, Indias largest business daily.

8. "Most Innovative Travel Company of 2009" awarded by Todays Traveler

Platinum Award.

9. "The Number One Brand in India" based on a survey conducted by research

agency, TNS and co-funded by Media magazine, ranking it 152 amongst the top

1,000 brands in the Asia Pacific region - Australia, China, India, Japan, Hong

Kong, Korea, Malaysia, Singapore, Taiwan and Thailand.

10."Best Domestic Tour Operator" awarded by Galileo Express Travel World Awards

(2008)

11."Best Visual Advertising Campaign" awarded by Galileo Express Travel World

Awards (2008)

12."WTM Global Award" to Mr. Peter Kerkar, Global CEO, Cox and Kings for his

remarkable contribution to the travel and tourism industry (2008)

13."One of the top 15 travel companies in the world" by Cond Nast Traveler Awards

(2008)

14."One of the top 15 travel companies in the world" by Cond Nast Traveler Awards

(2003)

15."Best Self Drive Brochure" by Tourism New Zealand Asia Awards (2008)

16."Most Preferred Tour Operator Award" by CNBC Travel Awards (2007)

17.TAFI-Abacus Award for the "Best Outbound Tour Operator" (2007)

18.TAFI-Abacus Award for the "Best Domestic Tour Operator" (2007)

19.3 Awards for being the "Best Domestic Tour Operator" awarded by Galileo

Express Travel World Awards (2005 - 2006, 2004 - 2005, 2003 - 2004)

20."Best Technology" Award By Galileo Express Travel Awards (2005 - 2006)


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21."Best Outbound Tour Operator" by Galileo Express Travel (2003 - 2004)

22.Tourism Awards for being the "Best Domestic Tour Operator" awarded by

Government of India, Department of Tourism (2005 - 2006,

2004 - 2005, 2003 - 2004)

Future Plans Of Cox & Kings

COX & Kings is set to expand its foreign exchange business to more centres

In India

Cox & Kings has come out with its package for Europe and packages

for the US and Far East will be publicized shortly published. The Indian Railways Catering and Tourism Corporation (IRCTC), and

Coxand Kings India Ltd., (CKIL), have signed a Joint Venture agreement to

set up a company called the Royale Indian Rail Tours Ltd., to manage and

operate the first pan-India luxury tourist train.

Efforts are being made so that online and offline business models would

complement each other in a very effective manner in future Expecting a

huge and unprecedented jump in the outflow and inflow of Tourists in the

country, the Cox and Kings, has decided to expand its Operations in India.


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CHAPTER-2

PROJECT PROFILE

The project delves into the workings from the PSA aspect of a Travel and tourism

organization, in detail. Cox and Kings, being a Travel and tourism company, attaches a

lot of significance to the distribution aspect of its business. The PSA and its all agents of

Cox and kings hold a lot of potential in affecting the demand or sales of Cox and Kings

Packages.

Competitive analysis based on the product wise analysis of various big players

such as SOTC ,Thomas Cook, Make My Trip & Vacations Exotica and also involving

their PSA .

In initial phase list of all tour operators company PSA in Rajasthan is formulated

by extracting the suitable data from particular company advertisement in newspapers.

Now the analysis at second phase is going on by a survey which involves personal visits

in different tour Operators Company as a client. Therefore it gives exact product

competition information. The various PSA is also visited to know about what is the role

of PSA in competition from any other company product.

OBJECTIVES OF PROJECT

To analyze competitiveness factors.

To know about the sales strategies.

To analyze marketing tactics.

To analyze the marketing strategies.

To study about PSA.


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CHAPTER-3

RESEARCH METHODOLOGY

To carry out or fulfill the various aspects during training the research is being

carried out.

1st step which is being done is to design the research which includes:-

I. What is the study about?

II. Why is the study being made?

III. What type of data is required?

IV. What will be the sample design and what techniques of data collection will be

used?

RESEARCH DESIGN

As the project is related to market survey the DESCRIPTIVE/DIAGNOSTIC

design is prepared which includes the primary and secondary data ofcollection.

Primary data: - It will be collected through the interviews of PSA by using the

structured questionnaire which comprises of open ended and close ended questions.

Secondary Data: It will be collected through published and unpublished sources.

Sampling Technique: Convenient Sampling

Data Collection Methodology

Primary data and Secondary data will be used. Primary Data collection can be

achieved through a PSA visits. The source of data was available from a list of PSA, along

with their addresses collected by newspapers advertisement. Data will be collected

through the use of questionnaires.

Primary Method:


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1) I had used primary method to collect data from Employees of COX & KINGS.2) Data is also collected by preparing a questionnaire for all PSA.

Secondary Method:

1. I had used secondary method to collect some data from the company website i.e.www.coxandkings.com

2. Data is also collected from the brochures of different companies

SAMPLE REQUIREMENT

SAMPLE SIZE

TOTAL PSA INCLUDED

DURING SURVEY

20

MARKETING STRATEGIES OF COX AND KINGS

Online and offline mediumwill be used for the marketing of Cox and kings

products to create the brand awareness and reach out the clients National level as well as

Regional Marketing Campaigns will be adopted for creating the Cox and kings brand

awareness.

TARGET SEGMENTATION OF TOURIST

Base of segmentation for Cox and kings Categories

Non users Lack willingness and Ability(in terms ofincome and leisure time)

Potential Users Have the willingness but the marketingresources have not been used in anoptimum way to influence their impulse


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Actual Users Already using the services generated bytourist service providers

Occasional Users Although they do possess the requisiteincome and leisure, they have not formed

the habit of travelingHabitual Users Frequent travelers

SEGMENTATION OF TOURIST

Base of segmentation Categories

Holiday Mass market, popular market, individualmarket.

Demand Primary, secondary, opportunity

Geography National, InternationalPsychographics Lifestyle, personality, knowledgeDemography Age , sex, religion

Socio Economic Rich, urban, rural, literate, illiteratePurpose Business, leisure, culture, tourist

COMPETITORS ANALYSIS

SOTC is the market leader with about 35% p.a. growth, distribution network of

130sales outlets and about 3500 travel agents across India.

Thomas Cook serves about 20million customers every year. They provide services

to about 4500 locations in than 100 countries.

Other local competitors include Kesari and Raj travels.

BRAND STRATEGY OF COX AND KINGS

OBJECTIVE:-

1. To achieve a well defined and unique brand personality through selection of

correct positioning strategy and consistent and appropriate brand promotion.


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2. To acquire about 17% market shares in the tourism service.

3. Careful brand guardianship.

BRAND VISION FOR COX AND KINGS

Short Term(in 2 years) Long Term(in 5 years)Promoting various tourism segment likemedical tourism, adventure tourism, etc. bydesigning segment specific packages inaddition to country and region specificpackages

Fully fledged branding and promotionalinitiatives (integrated marketing andcommunications.)

To concentrate on capacity building by

improving the quality of services offeredinfrastructure, manpower by benchmarkingwith competitors.

To provide an umbrella of services

associated with travelling to thecustomers.

Use of IT (e tourism) to complementbranding and promotional initiative.

BRANDING STRATEGY

Promote destination and segment based campaigns by writing articles in tourism

magazines, journals and newspaper like Go world, Natgeo, Traveler etc.

Publish Advertisement in various tourism and photography magazines (travel and

living, Asian photography).

Publish testimonials of happy customer of Cox and kings websites.

Upload medical, adventure tourism and ecotourism related videos on YouTube and

other video sharing websites.

BRAND STRATGY

From various tourism related communities on social networking sites promoting

various destinations.


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Come up with various values added packages and allied services for customers.

Promotion of Cox and kings on websites of various airlines, hotels, transport

services providers by buying banners space on the websites of these allied service

providers. Buzz marketing through celebrity tie-ups celebrities will be offered luxury travel

packages and encouraged to promote.

Make the website more users friendly by providing information about related

destinations and related services providers of the customers.

Design and promote packages for non-users by providing them facilities of easy

finance.

Design package with more users friendly services in order to convert occasional

and actual travelers into frequent travelers.

SWOT Analysis of Tourism industry in India

STRENGTHS

India's geographical location, a culmination of deserts, forests, mountains, andbeaches.

Diversity of culture i.e. a blend of various civilizations and their traditions. A wealth of archeological sites and historical monuments. Manpower costs in the Indian hotel industry are one of the lowest in the world.

This provides better margins for the industry.

WEAKNESSES

Lack of adequate infrastructure. The airlines in India, for example, are inefficient

and do not provide basic facilities at airports. The road condition in India is very

bad.

A xenophobic attitude among certain sections of people.

No proper marketing of India's tourism abroad. Foreigners still think of India as a

land of snake charmers. There are many places where the image of India is one of


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poverty, superstition, and diseases. The case of Plague in Surat in 1994 led to a

decrease of 36% in arrival of foreign tourists in India.

OPPORTUNITIES

More proactive role from the government of India in terms of framing policies. Allowing entry of more multinational companies into the country giving us a

global Perspective. Growth of domestic tourism. The advantage here is that domestic tourism and

international tourism can be segregated easily owing to the difference in the periodof holidays.

THREATS

Economic conditions and political turmoil in other countries affects tourism.Political turbulence within India in Kashmir and Gujarat has also reduced tourist

traffic. Aggressive strategies adopted by other countries like Australia, Singapore in

promoting tourism.

Market Presence of Cox & Kings

Cox and Kings registered office is situated in Mumbai, India with 255 points of

presence covering 164 locations through a mix of branch sales offices, franchised sales

shops, General Sales Agents (GSAs) and Preferred Sales Agents (PSAs).

Cox and Kings have 14 branch sales offices located in Mumbai, New Delhi,

Chennai, Kolkata, Bangalore, Hyderabad, Ahmedabad, Jaipur, Kochi, Pune, Nagpur and

Goa.

Besides, Cox and Kings also operate through 56 franchised sales shops spread

across India to have larger access to our customers. Further, they have an extensive

network of 185 GSAs and PSAs covering all major towns and cities of India.

Cox and Kings have a global presence with its operations in 18 countries besidesIndia through subsidiaries, branch offices and representative offices. They have

subsidiaries in UK, Australia, New Zealand, Japan, US, UAE and Singapore and operates

from Moscow (Russia), Maldives and Tahiti through our branch offices and Spain,

Sweden, Germany, Italy, France, Taiwan, South America and South Africa through our

representative offices.


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The company through its subsidiary in Australia has acquired Tempo Holidays,

one of the leading wholesalers in the Australian outbound tourism market. CKILs

subsidiary, Quoprro Global Services Pvt. Ltd., acquired in 2008 accepts and processes

visa applications from foreign nationals applying for Indian visas in Greece andSingapore.

Recently, they got further approvals from the diplomatic mission of India in Hong

Kong. In 2009, CKIL acquired the East India Travel Company in North America, one of

the top three source markets for the Indian subcontinent

Further, they have presence in overseas markets through a network of GSAs and

PSAs covering other countries enhancing our global presence.


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CHAPTER-4

RESULTSCOMPARISON OF COX & KINGS PRODUCTS WITH OTHER COMPANIES

Cox & Kings - European Experience Vs SOTC - European Experience

COUNTRY SERVICES /

SIGHTSEEINGS

COX & KINGS SOTC

Name of the Tour EUROPEAN

EXPERIENCE

EUROPEAN

EXPERIENCE

Season Summer 2011 Summer 2011

Duration of Tour in

Days

11 Days / 10 Nights 9 Days / 8

Nights

MEALS Breakfasts 10

Extended Continental

(Fruits, Yoghurt, Cakes,

Cold Cuts, Cornflakes

with Milk, Cheese, Eggs,

Breads, Rolls, Croissants,

Preserves, Butter, Juice,

Tea, Coffee)

8

Normal

Continental

Lunches 1 + 1 = 2 Lunches 1 Lunches

Dinners 8 + 1 = 9 Dinners 7 Dinners

Tour Begins LONDON - Ends

FRANKFUR

Sightseeing does not

begin on the same day of

arrival. We give our

Begins MILAN

- Ends

LONDON

Sightseeing is

on the same


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clients time to get over

the jetlag. Sightseeing

commences on the

following day.

day of arrival.

Clients are

tired fromtheir flight

from India.

UNITED

KINGDOM

London Guided

Panoramic Tour

YES YES

Tower of London YES * X

Madame Tussaud's YES * X

A ride on London

Eye

YES * X

Channel Crossing YES

(Overnight Cruise Ferry

to Hook OF Holland)

YES

(Eurotunnel to

Folkestone)

NETHERLAND Keukenhof OR

Madurodam

YES X

Amsterdam

Sightseeing Tour -

Windmill, Clog

Making Factory,

Cheese Farm

YES X

Canal Cruise in

Amsterdam

YES X

Dam Square and its

surroundings with

free time

YES X

BELGIUM Brussels YES YES


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Orientation Tour (Photostop at Mannekin

Pis)

(Photostop at

Atomium)

Mini Europe X YES

FRANCE Parc Asterix YES

(CNK is the first to

introduce in Indian

Market an exclusive

excursion to Parc Asterix

worth Euro 90 which is

included in your tour)

X

River Seine Cruise YES * X

Entertainment

Show in Paris

YES *

(LIDO with Champagne;

the most well known

BONHEUR SHOW -

First show)

YES

(PARADIS

LATIN with

Champagne)

Souvenir from

LIDO

YES * X

Gala Evening

Dinner at the

Entertainment

Show

YES *

(At Lido)

X

Illumination Tour YES * X

Shopping in Paris YES

(Fragonard)

YES

(Fragonard)

Souvenir from

Fragonard

YES X

Montparnasse YES X


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Tower

Souvenir from

Montparnasse

Tower

YES X

Grevin Wax

Museum

YES X

Souvenir from

Grevin Wax

Museum

YES X

Paris Guided

Panoramic Tour

YES YES

Eiffel Tower YES

(1st LEVEL)

YES

(1st LEVEL)

Overnight Stay in

Chamonix Valley

YES X

Cable Car to

Aiguille du Midi

YES X

Train to

Montenvers - Red

Rack & Pinion

Railway

YES X

Visit Mer de Glace YES X

SWITZERLAND Swiss Miniature X YES

Geneva Orientation

Tour

YES X

Glacier 3000 with

Lunch

YES X


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A Ride on Alpine

Coaster on Glacier

3000

YES X

Snow Bus Ride onGlacier 3000

YES X

Souvenir from

Glacier 3000

YES X

Lucerne City Tour YES YES

Mt. Cox & Kings YES

(Mt. Cox & Kings)

X

Mt. Cox & Kings

Gala - Chocolate

Casting, fun &

games, Meal with

free flow of wine

and Disco Dancing

YES X

Trummelbach Falls YES * X

Jungfraujoch with

Lunch

YES * X

Interlaken City

Tour

YES * X

Shopping in

Switzerland

YES YES

Disco the nightaway at the hotel

with one Free Drink

X YES

Mt. Titlis X YES


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Ice Flyer X YES

Rhine Falls in

Schaffhausen

YES YES

GERMANY Heidelberg

Orientation Tour

YES YES

Black Forest

Drubba

YES YES

Souvenir from

Drubba

YES X

Rhine Cruise X YES

Cologne Cathedral X YES

ITALY Milan Guided Tour X YES

Add On Packages

Offered

YES YES

* OPTIONALS

NOTE: Now we can analyze that number of places missing in Cox & kings is only 8

and in case of SOTC is 32.Therefore product of Cox & Kings is more competitive

than SOTC.

Cox & Kings - European Experience Vs Thomas Cook - Best of Europe

COUNTRIE SERVICES /

SIGHTSEEINGS

COX & KINGS THOMAS COOK

Name of the

Tour

EUROPEAN

EXPERIENCE

BEST OF EUROPE


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Duration of Tour

in Days

11 Days / 10

Nights

11 Days / 10 Nights

MEALS Breakfasts 10

Extended

Continental

(Fruits, Yoghurt,

Cakes, Cold Cuts,

Cornflakes with

Milk, Cheese,

Eggs, Breads,

Rolls, Croissants,Preserves, Butter,

Juice, Tea, Coffee)

10

Normal Continental

Lunches 1 + 1 = 2 Lunches 9 Lunches

Dinners 8 + 1 = 9 Dinners 10 Dinners

Tour Begins LONDON -

Ends FRANKFUR

Sightseeing does

not begin on the

same day of

arrival. We give

our clients time to

get over the jetlag.

Sightseeing

commences on the

following day.

Begins ZURICH - Ends

LONDON

Sightseeing

is not on the same day of

arrival.

UNITED

KINGDOM

London Guided

Panoramic Tour

YES YES

Tower of London YES * YES


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Madame

Tussaud's

YES * YES

A ride on

London Eye

YES * YES

Gala Farewell

Dinner

X YES

Swami Narayan

Temple

X YES

Channel

Crossing

YES

(Overnight Cruise

Ferry to Hook OFHolland)

YES

(Eurostar to London)

NETHERLAND Keukenhof OR

Volendam OR

Madurodam

YES

(No Volendam)

YES

Amsterdam

Sightseeing Tour

- Windmill, ClogMaking Factory,

Cheese Farm

YES YES

Canal Cruise in

Amsterdam

YES YES

Dam Square and

its surroundings

with free time

YES YES

BELGIUM Brussels

Orientation Tour

YES

(Photostop at

Mannekin Pis)

YES

(Photostop at Atomium)


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FRANCE River Seine

Cruise

YES * YES

Entertainment

Show in Paris

YES *

(LIDO withChampagne; the

most well known

BONHEUR

SHOW - First

show)

YES *

(LIDO SHOW)

Souvenir from

LIDO

YES * X

Gala Evening

Dinner at the

Entertainment

Show

YES *

(At Lido)

X

Illumination

Tour

YES * X

Parc Asterix /

Louvre Museum

/ Versailles /

Disney Park /

Disney Studio

YES

(ONLY Parc

Asterix - CNK is

the first to

introduce in

Indian Market an

exclusive

excursion to Parc

Asterix worth

Euro 90 which is

included in your

tour)

YES

Shopping in

Paris

YES

(Fragonard)

X


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Souvenir from

Fragonard

YES X

Montparnasse

Tower

YES X

Souvenir from

Montparnasse

Tower

YES X

Grevin Wax

Museum

YES X

Souvenir from

Grevin WaxMuseum

YES X

Paris Guided

Panoramic Tour

YES YES

Eiffel Tower YES

(1st LEVEL)

YES

(3rd LEVEL)

Overnight Stay

in Chamonix

Valley

YES X

Cable Car to

Aiguille du Midi

YES X

Train to

Montenvers -

Red Rack &

Pinion Railway

YES X

Visit Mer de

Glace

YES X

SWITZERLAND Geneva YES X


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Orientation Tour

Glacier 3000

with Lunch

YES X

A Ride on Alpine

Coaster on

Glacier 3000

YES X

Snow Bus Ride

on Glacier 3000

YES X

Souvenir from

Glacier 3000

YES X

Lucerne City

Tour

YES YES

Lake Lucerne

Cruise

X YES

Mt. Cox & Kings

/ Mt. Thomas

Cook

YES

(Mt. Cox & Kings)

X

Mt. Cox & Kings

Gala - Chocolate

Casting, fun &

games, Meal with

free flow of wine

and Disco

Dancing

YES X

Trummelbach

Falls

YES * YES

Jungfraujoch

with Lunch

YES * YES


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Interlaken City

Tour

YES * YES

Shopping in

Switzerland

YES YES

Mt. Titlis X YES

Ice Flyer X YES

Rhine Falls in

Schaffhausen

YES YES

GERMANY Heidelberg

Orientation Tour

YES YES

Black Forest

Drubba

YES YES

Souvenir from

Drubba

YES X

Rhine Cruise X YES

CologneCathedral

X YES

Add On

Packages

Offered

YES YES

* OPTIONALS

NUMBER OF THINGS / PLACES MISSING

COX & KINGS

EUROPEAN

EXPERIENCE

THOMAS

COOK

BEST OF


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EUROPE

Sightseeing Not Available 8 21


and in case of THOMAS COOK is 21.Therefore product of Cox & Kings is more

competitive than THOMAS COOK.

Cox & Kings - European Splendours Vs Vacations Exotica - Exotic Europe

COUN SERVICES /

SIGHTSEEINGS

COX & KINGS VACATIONS EXOTICA

Name of the

Tour

EUROPEAN

SPLENDOURS

EXOTIC EUROPE


Duration of Tour

in Days

19 Days / 18

Nights

19 Days / 18 Nights

MEAL Breakfasts 18Extented

Continental

(Fruits, Yoghurt,

Cakes, Cold Cuts,

Cornflakes with

Milk, Cheese,

Eggs, Breads,

Rolls, Croissants,Preserves, Butter,

Juice, Tea,

Coffee)

18Normal Continental (Bread,

Butter, Jam, Cereal, Milk,

Tea, Coffee, Juice, Hot Eggs,

Fruits only)

Lunches 10 + 1 = 11 17 Lunches


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Lunches

Dinners 15 + 1 = 16

Dinners

18 Dinners

Tour Begins

FRANKFURT -

Ends DUBLIN

Sightseeing is on

the same day of

arrival.

Begins ROME - Ends

LONDON

Sightseeing is on the same day

of arrival. Clients are tired

from their flight from India.

First the clients go to the hotel

and check-in and later

proceed for the orientation

tour.

GERMANY Heidelberg

Orientation Tour

YES YES

Black Forest -

Drubba Cuckoo

Clock

YES YES

Souvenir from

Drubba

YES X

Rhine Cruise X YES

Cologne

Cathedral

X YES

AUSTRIA Swarovski

Crystal Worlds

YES YES

Innsbruck

Orientation Tour

YES YES

Disco the night

away at the hotel

with cold drinks,

YES X


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wine and beer

Salzburg Guided

Tour

X YES

Salt Mines in

Hallein

X YES

Exhilarating ride

on the mine train

X YES

ITALY Venice Walking

Tour

YES YES

Murano GlassFactory Visit

YES YES

Gala Cruise back

to Tronchetto

Pier with

Scrumptious

Meal

YES YES

(Normal Cruise, No Gala

Meal)

Souvenir on

Venice Cruise

YES X

Florence

Walking Tour

YES

(Not Guided)

YES

(Guided)

Piazzale

Michelangelo

(Aerial view of

Florence)

X YES

Pisa Orientation

Tour

YES YES

Illumination

Tour of Rome

X YES


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Rome Guided

Panoramic Tour

YES YES

The Vatican City YES YES

Vatican Museum

& Sistine Chapel

X YES

Time Elevator

Show

YES YES

Visit to

Colosseum

YES YES

Gondola Ride inVenice

X YES

Verona -

Orientation tour

X YES

FRANCE Overnight Stay

in Chamonix

Valley

YES X

Cable Car to

Aiguille du Midi

YES X

Train to

Montenvers -

Red Rack &

Pinion Railway

YES X

Visit Mer de

Glace

YES X

River Seine

Cruise

YES * YES

Entertainment YES *

(LIDO with

YES *


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Show in Paris Champagne; the

most well known

BONHEUR

SHOW - First

show)

(LIDO SHOW)

Souvenir from

LIDO

YES * X

Gala Evening

Dinner at the

Entertainment

Show

YES *

(At Lido)

X

(Gala Dinner is at a

Restaurant)

Illumination

Tour

YES * X

Louvre Museum YES YES

Shopping in

Paris

YES

(Fragonard)

YES

Souvenir from

Fragonard

YES X

Grevin Wax

Museum

YES X

Souvenir from

Grevin Wax

Museum

YES X

Montparnasse

Tower

YES X

Souvenir from

Montparnasse

Tower

YES X


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Paris Guided

Panoramic Tour

YES YES

Eiffel Tower YES

(3rd LEVEL)

YES

(3rd LEVEL)

Parc Asterix /

Disney Park /

Disney Studio

YES

(CNK is the first

to introduce in

Indian Market an

exclusive

excursion to Parc

Asterix worth

Euro 90 which isincluded in your

tour)

YES

(Disney Park OR Disney

Studios)

Geneva

Orientation Tour

YES X

Glacier 3000

with Lunch

YES X

A Ride on Alpine

Coaster on

Glacier 3000

YES X

Snow Bus Ride

on Glacier 3000

YES X

Souvenir from

Glacier 3000

YES X

Lucerne City

Tour

YES YES

Gala Dinner on

Lake Lucerne

X YES


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Cruise

Mt. Cox & Kings YES X

Mt. Cox & Kings

Gala - Chocolate

Casting, fun &

games, Meal with

free flow of wine

and Disco

Dancing

YES X

Trummelbach

Falls

YES * YES

Jungfraujoch

with Lunch

YES * YES

Interlaken City

Tour

YES * YES

Shopping in

Switzerland

YES YES

Zurich

Orientation Tour

X YES

Mt. Titlis X YES

Bern - City tour X YES

Rhine Falls in

Schaffhausen

X YES

BELGIUM Brussels

Orientation Tour

YES

(Photostop at

Mannekin Pis)

YES

(Photostop at Atomium )

Amsterdam

Sightseeing Tour

YES YES


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- Windmill, Clog

Making Factory,

Cheese Farm

Canal Cruise inAmsterdam

YES YES

Zaanse- Schans -

working museum

X YES

Dam Square and

its surroundings

with free time

YES YES

Keukenhof ORVolendam &

Madurodam

YES(No Volendam)

YES

UNITED

KINGDOM

Channel

Crossing

YES

(Overnight Cruise

Ferry to

Harwich)

YES

(Eurostar to London)

London GuidedPanoramic Tour

YES YES

Tower of London YES * YES

Madame

Tussaud's

YES * YES

A ride on

London Eye

YES * YES

Swami Narayan

Temple

X YES

Stratford Upon-

Avon

YES X


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Fast Ferry to

Dublin

YES X

Powerscourt

House &Gardens

YES X

Guinness

Storehouse

YES X

Dublin Guided

Tour

YES X

Vaduz Visit X YES

(Toy Train Ride)

Add On

Packages

Offered

YES YES

* OPTIONALS


COX & KINGS

EUROPEAN

SPLENDOURS

VACATIONS

EXOTICA

EXOTIC EUROPE

Sightseeing Not Available 18 27

NOTE: Now we can analyze that number of places missing in Cox & kings is only

18 and in case of vacations exotica is 27.Therefore product of Cox & Kings is more

competitive than vacations exotica.


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COMAPRISON OF COX AND KINGS AMERICAN BONANAZA

VS

SOTC AMAZING AMERICA

COUNTRIES SERVICES /

SIGHTSEEINGS

COX & KINGS SOTC

Name of the Tour AMERICAN

BONANZA

AMAZING

AMERICA


Duration of Tour in

Days

15 Days 15 Days

Duration of Tour in

Nights

14 Nights 14 Nights

BREAKFASTS Breakfasts 14 14

Total No. Of

Breakfasts

14 Breakfasts 14 Breakfasts (1

Indian)

LUNCHES Lunches 0 0

Total No. of Lunches No Lunches No Lunches

DINNERS Indian Dinners 14 14

Total No. Of Dinners 14 Dinners 14 Dinners

Tour Commences Washington New York

Tour Ends San Francisco San Francisco


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Washington No of Nights 1 Night 1 Night

Hotel Used Sheraton Columbia

Town Centre Hotel -

4*

Hyatt Dulles Airport

or similar - 4*

Guided Orientation

tour of Washington

DC

YES YES

Smithsonian Museum

- Air & Space

Museum

YES YES

Guided Tour ofGettysburg Battlefield

YES X

Corning Corning Glass

Museum

YES X

New York No of Nights 2 Nights 2 Nights

Hotel Used Sheraton Mahwah

Hotel - 4*

Hyatt Regency or

similar - 4*

Statue of Liberty YES YES

Guided Orientation

tour of New York

YES YES

Illumination tour of

New York

YES X

NiagaraNo of Nights 1 Night 2 Nights

Hotel Used Seneca Niagara

Casino & Hotel - 4*

Comfort Inn Point or

similar - 3*

Illuminated view of

Niagara Falls

YES YES


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Maid of the Mist ride YES YES

San Diego No of Nights 1 Night X

Hotel Used Hilton Delmar - 4* -

Sea World YES YES

Orlando No of Nights 3 Nights 3 Nights

Hotel Used DoubleTree Hotel at

the Entrance to

Universal Orlando -

4*

Double Tree Resort or

similar - 4*

Magic Kingdom YES YES

Epcot Centre YES YES

San Francisco No of Nights 2 Nights 2 Nights

Hotel Used Marriott Fisherman's

Wharf - 4*

Radisson Fisherman's

Wharf or similar - 3*

Guided Orientation

tour of San Francisco

YES YES

Fisherman's Wharf YES YES

Pier 39 YES YES

Golden Gate Bay

Cruise

YES YES

Las Vegas No of Nights 2 Nights 2 Nights

Hotel Used New York New York

Hotel - 4*

Hotel Bally's or

similar - 3*

Guided Orientation

Tour of the Strip

YES X


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Illumination Tour of

Las Vegas

YES YES

Freemont Light Show

& Belagio

YES YES

Elevator to the Top of

Eiffel

X YES

Grand Canyon Tours YES * YES *

Los Angeles No of Nights 2 Nights 2 Nights

Hotel Used Sheraton Cerritos

Hotel - 4*

Hotel Four Point

Sheraton Airport orsimilar - 4*

Guided Orientation

tour of Los Angeles

YES YES

Visit 3rd Street

Promenade and Santa

Monica Beach

YES YES

Universal Studios YES YES

Cox & Kings Gala

Evening

YES X

Santa Barbara &

Pismo Beach

YES X


COX & KINGS

AMERICAN

BONANZA

SOTC

AMAZING AMERICA


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Number of Crosses 1 7


and in case of SOTC is 7.Therefore product of Cox & Kings is more competitive

than SOTC.

COMAPRISON OF COX AND KINGS AMERICAN BONANAZA

VS

MAKE MY TRIP AMERICAN HIGHLIGHTS

COUNTRIES SERVICES /

SIGHTSEEINGS

COX & KINGS MAKE MY TRIP

Name of the Tour AMERICAN

BONANZA

AMERICAN

HIGHLIGHTS


Duration of Tour in

Days

15 Days 14 Days

Duration of Tour in

Nights

14 Nights 13 Nights

BREAKFASTS Breakfasts 14 13

Total No. Of

Breakfasts

14 Breakfasts 13 Breakfasts

LUNCHES International Buffet

Lunch

0 0


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Total No. of Lunches No Lunches No Lunches

DINNERS Indian Dinners 14 13

Total No. Of Dinners 14 Dinners 13 Dinners

Tour Commences Washington Washington

Tour Ends San Francisco San Francisco

Washington No of Nights 1 Night 1 Night

Hotel Used Sheraton Columbia

Town Centre Hotel -

4*

Hotel Embassy Suites

Dulles - 3 / Channel

Inn Hotel - 2

Guided Orientation

tour of Washington

DC

YES YES

Smithsonian Museum

- Air & Space

Museum

YES YES

Guided Tour ofGettysburg Battlefield

YES X

Corning Corning Glass

Museum

YES YES

New York No of Nights 2 Nights 2 Nights

Hotel Used Sheraton Mahwah

Hotel - 4*

Hotel Hilton Newark

Airport - 3* // Hotel

Fairfield Inn & SuitesNewark - 2.5* //

Springhill Suites

Marriott Newark

or similar - 3*


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Statue of Liberty YES YES

Empire State Buidling

Observatory Deck

with Sky Ride

X YES (No SkyRide)

Guided Orientation

tour of New York

YES YES

Illumination tour of

New York

YES X

Niagara No of Nights 1 Night 1 Night

Hotel Used Seneca NiagaraCasino & Hotel - 4*

Hotel Quality Inn &Suites at fall - 2* //

Holiday Inn Grand or

similar - 3*

Illuminated view of

Niagara Falls

YES YES

Maid of the Mist ride YES YES

San Diego No of Nights 1 Night X

Hotel Used Hilton Delmar - 4* -

Sea World YES YES (In Orlando)

Orlando No of Nights 3 Nights 4 Nights

Hotel Used DoubleTree Hotel at

the Entrance to

Universal Orlando -4*

Hotel Doubletree

Castle - 3* // Hyatt

Place or similar - 3*

Magic Kingdom YES YES

Epcot Centre YES YES


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San Francisco No of Nights 2 Nights 1 Night

Hotel Used Marriott Fisherman's

Wharf - 4*

Hotel Embassy Suites

or similar - 3.5*

Guided Orientation

tour of San Francisco

YES YES

Fisherman's Wharf YES YES

Pier 39 YES YES

Golden Gate Bay

Cruise

YES X

Las Vegas No of Nights 2 Nights 2 Nights

Hotel Used New York New York

Hotel - 4*

Hotel Stratosphere -

3*

Guided Orientation

Tour of the Strip

YES YES (Hollywood)

Illumination Tour of

Las Vegas

YES YES

Freemont Light Show

& Belagio

YES YES

Grand Canyon Tours YES * YES *

Los Angeles No of Nights 2 Nights 2 Nights

Hotel Used Sheraton Cerritos

Hotel - 4*

Hotel Wilshire Plaza -

3*

Guided Orientation

tour of Los Angeles

YES YES

Visit 3rd Street

Promenade and Santa

YES X


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Monica Beach

Universal Studios YES YES

Cox and Kings Gala

Evening

YES X

Santa Barbara &

Pismo Beach

YES X

* OPTIONALS


COX & KINGS

AMERICAN

BONANZA

MAKE MY TRIP

AMERICAN

HIGHLIGHTS

Number of Crosses 1 7

NOTE: Now we can analyze that number of places missing in Cox & kings is only 1and in case of MAKE MY TRIP is 7.Therefore product of Cox & Kings is more

competitive than MAKE MY TRIP.

PREFERED SALES AGENT

The agent which work under specific company and sell their product without

involving any interference from other company product. It is also a type of agents but


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they work only for single company for.eg. Cox & Kings PSA work under only Cox &

kings it cant work for Thomas cook

List of all visited PSA are as follows:

COX & KINGS AGENTS

SLNO. CITY AGENTS

1 JAIPUR SANKALP TOURS &

TRAVELS

VASUNDHARA

HOLIDAYS

ANKIT VACATIONS

GOODWILL TRAVELS

SERVICES

2 AJMER PARSHVANATH TOURS

& TRAVELS

3 ALWAR DREAM HOLIDAY

TRAVELS.COM

4 BEAWAR GO WAY TOURS &

TRAVELS

5 BHILWARA PORWAL TRAVELS

6 BIKANER VARUN TRAVELS

7 JODHPUR PRUDENT TOURS

M.K. TOURS &

TRAVELS


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8 KOTA XOTIC HOLIDAYS

9 UDAIPUR COMFORT TRAVELS &

TOURS

10 SRIGANGANAGAR VARUN TRAVELS

11 HANUMANGARH HOLIDAYS EXPRESS

THOMAS COOK AGENTS

SL.NO. CITY AGENTS

1 ALWAR GLOBAL HOLIDAYS

2 BHILWARA SHREE OMEGA TOURS

3 JAIPUR RAINBOW VACATIONS

PVT. LTD.

TRAVEL VISION

EURO TRAVEL

SERVICES

PEOPLE N PLACES

SAHNI TOURS &

TRAVELS

TEPPIC ORIENT

4 SRIGANGANAGAR CHOUHAN TRAVEL

SERVICE

5 UDAIPUR KAY TOURS & TAVELS

SHOBHA TRAVELS &

TOURS


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6 BIKANER SAARTHI TRAVELS

SOTC TRAVEL AGENTS

1 AJMER EXOTIC HOLIDAYS

2 BIKANER NAVEEN TRAVEL

3 SRIGANGANAGAR YOGI INTERNATIONAL

VACATIONS EXOTICA

1 JAIPUR PEARL HOLIDAYS

2 UDAIPUR SHOBHA HOLIDAYS


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CHAPTER-5

FINDINGS AND ANALYSIS

1. Number of PSA affects the sales.

2. Costing of packages is the most significant factor in sales.

3. Services provided by the company are excellent.

Comparison of sightseeing not available

Product: European Experience No. of places missing

Cox and Kings 8SOTC 32

Thomas Cook 21Vacations Exotica 27


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no. of places missing

0 5 10 15 20 25 30 35

Cox and King

SOTC

Thomas Cook

Vacations Exotica

no. of places miss ing

Fig.no.1

European Experience product service provided by Cox and Kings is more

competitive than Thomas Cook, SOTC and Vacations Exotica.

American Bonanza Product comparison

Product: American Bonanza No. of places missing

Cox and Kings 1

SOTC 7Make my Trip 7


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Fig no.2

American Bonanza product services provided by Cox and Kings are more

competitive than SOTC and Make my trip.


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CHAPTER-6

CONCLUSION

In Rajasthan market the competitive analysis is based upon the sales & marketing

strategies adopted by the various tour operators in the market therefore preferred sales

agent (PSA) of each tour operators plays a very vital role in the selling of their product

and each company had different PSA in different locations in all over Rajasthan in order

to capture the market. Therefore competition between tour operators is based upon the

PSA working potential.

The company having large number of PSA shows that it had excellent market

penetration in the market by this the product to customer is easily available and

ultimately it results in increasing the sales of a particular company therefore I have done

a survey on the all PSA locations of different tour operators in order to know their

competency in Rajasthan market. I had visited all the PSA of different tour operators in

Jaipur.

After the comparison Cox and Kings products with various tours and travel

companies such as Thomas cook, vacations Exotica, SOTC and Make my trip, the

product offered by Cox and Kings is more competitive than all the above mentioned

companies.


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BIBLIOGRAPHY

Books

Journal of tours and travels (June edition)

Cox and Kings Flexihols of Duniya Dekho

Brochures of tours and travels

4 PS magazine(May edition)

Websites

www.google.com

www.Cox and kings.com


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QUESTIONNAIRE

NOTE: The questionnaire is prepared in order to know the factors which are

affecting the sales.

SAMPLE OF QUESTIONAIRE

NAME OF PSA:

LOCATION: ...

Q1. According to you which company has more PSA?

a. SOTC

b. Cox and kings

c. Thomas Cook

d. Make My Trip

Q2. According to you which company had good relationship with their PSA?

a. SOTC

b. Cox and kings

c. Thomas Cook

d. Make My Trip

Q3. According to you which company provide better costing?

a. SOTC


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b. Cox and kings

c. Thomas Cook

d. Make My Trip

Q4. According to you which company provides good services?

a. SOTC

b. Cox and kings

c. Thomas Cook

d. Make My Trip

Q5.According to you which company provides excellent visa services?

a. SOTC

b. Cox and kings

c. Thomas Cook

d. Make My Trip

Q6. According to you which company implement good promotional strategies?

a. SOTC

b. Cox and kings

c. Thomas Cook

d. Make My Trip

Documents

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