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: MR. SOMENDRA NATH BISWAS

SUBMITTED BY: BHISHM JOSHI PGDM (TT) III SEM ROLL NO:-2101021

EXECUTIVE SUMMARY

I Bhishm Prasad Joshi felt privileged to be a part of Indian 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.

INDEX
Heading
DECLAIRATION ACKNOWLEDGEMENT PREFACE EXECUTIVE SUMMARY Chapter 1 - COMPANY PROFILE Chapter 2 PROJECT PROFILE Chapter 3 RESEARCH METHODOLOGY o Research Objective o Limitation of Cox and Kings o Type of Research o Type of Sampling o Sample Size Chapter 4 - RESULTS Chapter 5 FINDINGS AND ANALYSIS Chapter 6 CONCLUSION BIBLIOGRAPHY Questionnaire

Page No.
I II III IV

CERTIFICATE 1
This is to certify that the dissertation entitled Study of sales and marketing strategies 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 STAMP Mr Manish Dave (Branch Manager) Cox & Kings (I) Ltd. Jaipur

.. Internal Guide Sign

Dr. S. N. Biswas (Faculty of TOM) IITTM Bhubaneswar

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 thank Mr. 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-inPractice.

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.

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

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

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).

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 limited company. 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.

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

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, New Zealand, 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

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 Foreign Exchange

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

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 organizes special tours for these families where the NRI community would like to travel with likeminded 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.

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 project teams 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:

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

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

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.

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 with MAWF 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.

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

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

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).

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)

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.

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.

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. II. III. IV. What is the study about? Why is the study being made? What type of data is required? 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 of collection. 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:

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 TOTAL PSA INCLUDED DURING SURVEY SIZE 20

MARKETING STRATEGIES OF COX AND KINGS

Online and offline medium will 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 of income and leisure time) Potential Users Have the willingness but the marketing resources have not been used in an optimum way to influence their impulse

Actual Users Occasional Users

Habitual Users

Already using the services generated by tourist service providers Although they do possess the requisite income and leisure, they have not formed the habit of traveling Frequent travelers

SEGMENTATION OF TOURIST Base of segmentation Holiday Demand Geography Psychographics Demography Socio Economic Purpose 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. Categories Mass market, popular market, individual market. Primary, secondary, opportunity National, International Lifestyle, personality, knowledge Age , sex, religion Rich, urban, rural, literate, illiterate Business, leisure, culture, tourist

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.

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) Promoting various tourism segment like medical tourism, adventure tourism, etc. by designing segment specific packages in addition to country and region specific packages To concentrate on capacity building by improving the quality of services offered infrastructure, manpower by benchmarking with competitors. Use of IT (e tourism) to complement branding 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. Long Term(in 5 years) Fully fledged branding and promotional initiatives (integrated marketing and communications.)

To provide an umbrella of services associated with travelling to the customers.

BRAND STRATGY From various tourism related communities on social networking sites promoting various destinations.

 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, and beaches. 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

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 period of 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 besides India 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.

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 and Singapore. 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.

CHAPTER-4
RESULTS
COMPARISON OF COX & KINGS PRODUCTS WITH OTHER COMPANIES

Cox & Kings - European Experience Vs SOTC - European Experience COUNTRY SERVICES / COX & KINGS SOTC SIGHTSEEINGS Name of the Tour Season Duration of Tour in Days MEALS Breakfasts EUROPEAN EXPERIENCE Summer 2011 11 Days / 10 Nights 10 Extended Continental (Fruits, Yoghurt, Cakes, Cold Cuts, Cornflakes with Milk, Cheese, Eggs, Breads, Rolls, Croissants, Preserves, Butter, Juice, Tea, Coffee) 1 + 1 = 2 Lunches 8 + 1 = 9 Dinners EUROPEAN EXPERIENCE Summer 2011 9 Days / 8 Nights 8 Normal Continental

Lunches Dinners Tour

1 Lunches 7 Dinners

Begins LONDON - Ends Begins MILAN FRANKFUR - Ends Sightseeing does not LONDON begin on the same day of Sightseeing is arrival. We give our on the same

clients time to get over the jetlag. Sightseeing commences on the following day.

day of arrival. Clients are tired from their flight from India. YES X X X YES (Eurotunnel to Folkestone) X X

UNITED KINGDOM

London Guided Panoramic Tour Tower of London Madame Tussaud's A ride on London Eye Channel Crossing

YES YES * YES * YES * YES (Overnight Cruise Ferry to Hook OF Holland) YES YES

NETHERLAND Keukenhof OR Madurodam Amsterdam Sightseeing Tour Windmill, Clog Making Factory, Cheese Farm Canal Cruise in Amsterdam Dam Square and its surroundings with free time BELGIUM Brussels

YES YES

X X

YES

YES

Orientation Tour Mini Europe FRANCE Parc Asterix

(Photostop at Mannekin Pis) X 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) YES * YES * (LIDO with Champagne; the most well known BONHEUR SHOW First show) YES * YES * (At Lido)

(Photostop at Atomium) YES X

River Seine Cruise Entertainment Show in Paris

X YES (PARADIS LATIN with Champagne) X X

Souvenir from LIDO Gala Evening Dinner at the Entertainment Show Illumination Tour Shopping in Paris Souvenir from Fragonard Montparnasse

YES * YES (Fragonard) YES YES

X YES (Fragonard) X X

Tower Souvenir from Montparnasse Tower Grevin Wax Museum Souvenir from Grevin Wax Museum Paris Guided Panoramic Tour Eiffel Tower Overnight Stay in Chamonix Valley Cable Car to Aiguille du Midi Train to Montenvers - Red Rack & Pinion Railway Visit Mer de Glace SWITZERLAND Swiss Miniature Geneva Orientation Tour Glacier 3000 with Lunch YES X

YES YES

X X

YES YES (1st LEVEL) YES YES YES

YES YES (1st LEVEL) X X X

YES X YES YES

X YES X X

A Ride on Alpine Coaster on Glacier 3000 Snow Bus Ride on Glacier 3000 Souvenir from Glacier 3000 Lucerne City Tour Mt. Cox & Kings Mt. Cox & Kings Gala - Chocolate Casting, fun & games, Meal with free flow of wine and Disco Dancing Trummelbach Falls Jungfraujoch with Lunch Interlaken City Tour Shopping in Switzerland Disco the night away at the hotel with one Free Drink Mt. Titlis

YES

YES YES YES YES (Mt. Cox & Kings) YES

X X YES X X

YES * YES * YES * YES X

X X X YES YES

YES

Ice Flyer Rhine Falls in Schaffhausen GERMANY Heidelberg Orientation Tour Black Forest Drubba Souvenir from Drubba Rhine Cruise Cologne Cathedral ITALY Milan Guided Tour Add On Packages Offered * OPTIONALS

X YES YES YES YES X X X YES

YES YES YES YES X YES YES YES YES

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 Name of the Tour

COX & KINGS EUROPEAN EXPERIENCE

THOMAS COOK BEST OF EUROPE

Season Duration of Tour in Days MEALS Breakfasts

Summer 2011 11 Days / 10 Nights 10 Extended Continental (Fruits, Yoghurt, Cakes, Cold Cuts, Cornflakes with Milk, Cheese, Eggs, Breads, Rolls, Croissants, Preserves, Butter, Juice, Tea, Coffee) 1 + 1 = 2 Lunches 8 + 1 = 9 Dinners

Summer 2011 11 Days / 10 Nights 10 Normal Continental

Lunches Dinners Tour

9 Lunches 10 Dinners

Begins LONDON - Begins ZURICH - Ends Ends FRANKFUR LONDON Sightseeing does Sightseeing not begin on the is not on the same day of same day of arrival. arrival. We give our clients time to get over the jetlag. Sightseeing commences on the following day. YES YES * YES YES

UNITED KINGDOM

London Guided Panoramic Tour Tower of London

Madame Tussaud's A ride on London Eye Gala Farewell Dinner Swami Narayan Temple Channel Crossing

YES * YES * X X YES (Overnight Cruise Ferry to Hook OF Holland) YES (No Volendam) YES

YES YES YES YES YES (Eurostar to London)

NETHERLAND Keukenhof OR Volendam OR Madurodam Amsterdam Sightseeing Tour - Windmill, Clog Making Factory, Cheese Farm Canal Cruise in Amsterdam Dam Square and its surroundings with free time BELGIUM Brussels Orientation Tour

YES

YES

YES YES

YES YES

YES (Photostop at Mannekin Pis)

YES (Photostop at Atomium)

FRANCE

River Seine Cruise Entertainment Show in Paris

YES * YES * (LIDO with Champagne; the most well known BONHEUR SHOW - First show) YES * YES * (At Lido)

YES YES * (LIDO SHOW)

Souvenir from LIDO Gala Evening Dinner at the Entertainment Show Illumination Tour Parc Asterix / Louvre Museum / Versailles / Disney Park / Disney Studio

X X

YES * 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 (Fragonard)

X YES

Shopping in Paris

Souvenir from Fragonard Montparnasse Tower Souvenir from Montparnasse Tower Grevin Wax Museum Souvenir from Grevin Wax Museum Paris Guided Panoramic Tour Eiffel Tower Overnight Stay in Chamonix Valley Cable Car to Aiguille du Midi Train to Montenvers Red Rack & Pinion Railway Visit Mer de Glace SWITZERLAND Geneva

YES YES YES

X X X

YES YES

X X

YES YES (1st LEVEL) YES

YES YES (3rd LEVEL) X

YES YES

X X

YES YES

X X

Orientation Tour Glacier 3000 with Lunch A Ride on Alpine Coaster on Glacier 3000 Snow Bus Ride on Glacier 3000 Souvenir from Glacier 3000 Lucerne City Tour Lake Lucerne Cruise Mt. Cox & Kings / Mt. Thomas Cook Mt. Cox & Kings Gala - Chocolate Casting, fun & games, Meal with free flow of wine and Disco Dancing Trummelbach Falls Jungfraujoch with Lunch YES YES X X

YES YES YES X YES (Mt. Cox & Kings) YES

X X YES YES X

YES * YES *

YES YES

Interlaken City Tour Shopping in Switzerland Mt. Titlis Ice Flyer Rhine Falls in Schaffhausen GERMANY Heidelberg Orientation Tour Black Forest Drubba Souvenir from Drubba Rhine Cruise Cologne Cathedral Add On Packages Offered * OPTIONALS

YES * YES X X YES YES YES YES X X YES

YES YES YES YES YES YES YES X YES YES YES

NUMBER OF THINGS / PLACES MISSING COX & KINGS EUROPEAN EXPERIENCE THOMAS COOK BEST OF

EUROPE Sightseeing Not Available 8 21

NOTE: Now we can analyze that number of places missing in Cox & kings is only 8 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 Name of the Tour Season Duration of Tour in Days

COX & KINGS EUROPEAN SPLENDOURS Summer 2011 19 Days / 18 Nights 18 Extented Continental (Fruits, Yoghurt, Cakes, Cold Cuts, Cornflakes with Milk, Cheese, Eggs, Breads, Rolls, Croissants, Preserves, Butter, Juice, Tea, Coffee) 10 + 1 = 11

VACATIONS EXOTICA EXOTIC EUROPE Summer 2011 19 Days / 18 Nights 18 Normal Continental (Bread, Butter, Jam, Cereal, Milk, Tea, Coffee, Juice, Hot Eggs, Fruits only)

MEAL

Breakfasts

Lunches

17 Lunches

Lunches Dinners Tour 15 + 1 = 16 Dinners Begins FRANKFURT Ends DUBLIN Sightseeing is on the same day of arrival. 18 Dinners 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. YES YES

GERMANY Heidelberg Orientation Tour Black Forest Drubba Cuckoo Clock Souvenir from Drubba Rhine Cruise Cologne Cathedral AUSTRIA Swarovski Crystal Worlds Innsbruck Orientation Tour Disco the night away at the hotel with cold drinks,

YES YES

YES X X YES YES YES

X YES YES YES YES X

wine and beer Salzburg Guided Tour Salt Mines in Hallein Exhilarating ride on the mine train ITALY Venice Walking Tour Murano Glass Factory Visit Gala Cruise back to Tronchetto Pier with Scrumptious Meal Souvenir on Venice Cruise Florence Walking Tour Piazzale Michelangelo (Aerial view of Florence) Pisa Orientation Tour Illumination Tour of Rome X X X YES YES YES YES YES YES YES YES YES (Normal Cruise, No Gala Meal)

YES YES (Not Guided) X

X YES (Guided) YES

YES X

YES YES

Rome Guided Panoramic Tour The Vatican City Vatican Museum & Sistine Chapel Time Elevator Show Visit to Colosseum Gondola Ride in Venice Verona Orientation tour FRANCE Overnight Stay in Chamonix Valley Cable Car to Aiguille du Midi Train to Montenvers Red Rack & Pinion Railway Visit Mer de Glace River Seine Cruise Entertainment

YES YES X YES YES X X YES

YES YES YES YES YES YES YES X

YES YES

X X

YES YES * YES * (LIDO with

X YES YES *

Show in Paris

Champagne; the most well known BONHEUR SHOW - First show) YES * YES * (At Lido)

(LIDO SHOW)

Souvenir from LIDO Gala Evening Dinner at the Entertainment Show Illumination Tour Louvre Museum Shopping in Paris Souvenir from Fragonard Grevin Wax Museum Souvenir from Grevin Wax Museum Montparnasse Tower Souvenir from Montparnasse Tower

X X (Gala Dinner is at a Restaurant) X YES YES X X X

YES * YES YES (Fragonard) YES YES YES

YES YES

X X

Paris Guided Panoramic Tour Eiffel Tower Parc Asterix / Disney Park / Disney Studio

YES YES (3rd LEVEL) 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) YES YES YES

YES YES (3rd LEVEL) YES (Disney Park OR Disney Studios)

Geneva Orientation Tour Glacier 3000 with Lunch A Ride on Alpine Coaster on Glacier 3000 Snow Bus Ride on Glacier 3000 Souvenir from Glacier 3000 Lucerne City Tour Gala Dinner on Lake Lucerne

X X X

YES YES YES X

X X YES YES

Cruise Mt. Cox & Kings Mt. Cox & Kings Gala - Chocolate Casting, fun & games, Meal with free flow of wine and Disco Dancing Trummelbach Falls Jungfraujoch with Lunch Interlaken City Tour Shopping in Switzerland Zurich Orientation Tour Mt. Titlis Bern - City tour Rhine Falls in Schaffhausen BELGIUM Brussels Orientation Tour Amsterdam Sightseeing Tour YES YES X X

YES * YES * YES * YES X X X X YES (Photostop at Mannekin Pis) YES

YES YES YES YES YES YES YES YES YES (Photostop at Atomium ) YES

- Windmill, Clog Making Factory, Cheese Farm Canal Cruise in Amsterdam Zaanse- Schans working museum Dam Square and its surroundings with free time Keukenhof OR Volendam & Madurodam UNITED Channel KINGDOM Crossing YES X YES YES YES YES

YES (No Volendam) YES (Overnight Cruise Ferry to Harwich) YES YES * YES * YES * X YES

YES

YES (Eurostar to London)

London Guided Panoramic Tour Tower of London Madame Tussaud's A ride on London Eye Swami Narayan Temple Stratford UponAvon

YES YES YES YES YES X

Fast Ferry to Dublin Powerscourt House & Gardens Guinness Storehouse Dublin Guided Tour Vaduz Visit Add On Packages Offered * OPTIONALS

YES YES

X X

YES YES X YES

X X YES (Toy Train Ride) YES

NUMBER OF THINGS / PLACES MISSING COX & KINGS EUROPEAN SPLENDOURS Sightseeing Not Available 18 VACATIONS EXOTICA EXOTIC EUROPE 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.

COMAPRISON OF COX AND KINGS AMERICAN BONANAZA VS SOTC AMAZING AMERICA COUNTRIES SERVICES / SIGHTSEEINGS Name of the Tour Season Duration of Tour in Days Duration of Tour in Nights BREAKFASTS Breakfasts Total No. Of Breakfasts LUNCHES Lunches Total No. of Lunches DINNERS Indian Dinners Total No. Of Dinners Tour Commences Tour Ends COX & KINGS AMERICAN BONANZA Summer 2011 15 Days 14 Nights 14 14 Breakfasts 0 No Lunches 14 14 Dinners Washington San Francisco SOTC AMAZING AMERICA Summer 2011 15 Days 14 Nights 14 14 Breakfasts (1 Indian) 0 No Lunches 14 14 Dinners New York San Francisco

Washington

No of Nights Hotel Used

1 Night Sheraton Columbia Town Centre Hotel 4* YES

1 Night Hyatt Dulles Airport or similar - 4* YES

Guided Orientation tour of Washington DC Smithsonian Museum - Air & Space Museum Guided Tour of Gettysburg Battlefield Corning New York Corning Glass Museum No of Nights Hotel Used Statue of Liberty Guided Orientation tour of New York Illumination tour of New York Niagara No of Nights Hotel Used Illuminated view of Niagara Falls

YES

YES

YES YES 2 Nights Sheraton Mahwah Hotel - 4* YES YES YES 1 Night Seneca Niagara Casino & Hotel - 4* YES

X X 2 Nights Hyatt Regency or similar - 4* YES YES X 2 Nights Comfort Inn Point or similar - 3* YES

Maid of the Mist ride San Diego No of Nights Hotel Used Sea World Orlando No of Nights Hotel Used

YES 1 Night Hilton Delmar - 4* YES 3 Nights DoubleTree Hotel at the Entrance to Universal Orlando 4* YES YES 2 Nights Marriott Fisherman's Wharf - 4* YES YES YES YES 2 Nights New York New York Hotel - 4* YES

YES X YES 3 Nights Double Tree Resort or similar - 4*

Magic Kingdom Epcot Centre San Francisco No of Nights Hotel Used Guided Orientation tour of San Francisco Fisherman's Wharf Pier 39 Golden Gate Bay Cruise Las Vegas No of Nights Hotel Used Guided Orientation Tour of the Strip

YES YES 2 Nights Radisson Fisherman's Wharf or similar - 3* YES YES YES YES 2 Nights Hotel Bally's or similar - 3* X

Illumination Tour of Las Vegas Freemont Light Show & Belagio Elevator to the Top of Eiffel Grand Canyon Tours Los Angeles No of Nights Hotel Used

YES YES X YES * 2 Nights Sheraton Cerritos Hotel - 4* YES YES

YES YES YES YES * 2 Nights Hotel Four Point Sheraton Airport or similar - 4* YES YES

Guided Orientation tour of Los Angeles Visit 3rd Street Promenade and Santa Monica Beach Universal Studios Cox & Kings Gala Evening Santa Barbara & Pismo Beach

YES YES YES

YES X X

NUMBER OF THINGS / PLACES MISSING COX & KINGS AMERICAN BONANZA SOTC AMAZING AMERICA

Number of Crosses

NOTE: Now we can analyze that number of places missing in Cox & kings is only 1 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 Name of the Tour Season Duration of Tour in Days Duration of Tour in Nights BREAKFASTS Breakfasts Total No. Of Breakfasts LUNCHES International Buffet Lunch COX & KINGS AMERICAN BONANZA Summer 2011 15 Days 14 Nights 14 14 Breakfasts 0 MAKE MY TRIP AMERICAN HIGHLIGHTS Summer 2011 14 Days 13 Nights 13 13 Breakfasts 0

Total No. of Lunches DINNERS Indian Dinners Total No. Of Dinners Tour Commences Tour Ends Washington No of Nights Hotel Used

No Lunches 14 14 Dinners Washington San Francisco 1 Night Sheraton Columbia Town Centre Hotel 4* YES

No Lunches 13 13 Dinners Washington San Francisco 1 Night Hotel Embassy Suites Dulles - 3 / Channel Inn Hotel - 2 YES

Guided Orientation tour of Washington DC Smithsonian Museum - Air & Space Museum Guided Tour of Gettysburg Battlefield Corning New York Corning Glass Museum No of Nights Hotel Used

YES

YES

YES YES 2 Nights Sheraton Mahwah Hotel - 4*

X YES 2 Nights Hotel Hilton Newark Airport - 3* // Hotel Fairfield Inn & Suites Newark - 2.5* // Springhill Suites Marriott Newark or similar - 3*

Statue of Liberty Empire State Buidling Observatory Deck with Sky Ride Guided Orientation tour of New York Illumination tour of New York Niagara No of Nights Hotel Used

YES X

YES YES (No SkyRide)

YES YES 1 Night Seneca Niagara Casino & Hotel - 4*

YES X 1 Night Hotel Quality Inn & Suites at fall - 2* // Holiday Inn Grand or similar - 3* YES YES X YES (In Orlando) 4 Nights Hotel Doubletree Castle - 3* // Hyatt Place or similar - 3* YES YES

Illuminated view of Niagara Falls Maid of the Mist ride San Diego No of Nights Hotel Used Sea World Orlando No of Nights Hotel Used

YES YES 1 Night Hilton Delmar - 4* YES 3 Nights DoubleTree Hotel at the Entrance to Universal Orlando 4* YES YES

Magic Kingdom Epcot Centre

San Francisco

No of Nights Hotel Used Guided Orientation tour of San Francisco Fisherman's Wharf Pier 39 Golden Gate Bay Cruise

2 Nights Marriott Fisherman's Wharf - 4* YES YES YES YES 2 Nights New York New York Hotel - 4* YES YES YES YES * 2 Nights Sheraton Cerritos Hotel - 4* YES YES

1 Night Hotel Embassy Suites or similar - 3.5* YES YES YES X 2 Nights Hotel Stratosphere 3* YES (Hollywood) YES YES YES * 2 Nights Hotel Wilshire Plaza 3* YES X

Las Vegas

No of Nights Hotel Used Guided Orientation Tour of the Strip Illumination Tour of Las Vegas Freemont Light Show & Belagio Grand Canyon Tours

Los Angeles

No of Nights Hotel Used Guided Orientation tour of Los Angeles Visit 3rd Street Promenade and Santa

Monica Beach Universal Studios Cox and Kings Gala Evening Santa Barbara & Pismo Beach * OPTIONALS YES YES YES YES X X

NUMBER OF THINGS / PLACES MISSING COX & KINGS AMERICAN BONANZA Number of Crosses 1 MAKE MY TRIP AMERICAN HIGHLIGHTS 7

NOTE: Now we can analyze that number of places missing in Cox & kings is only 1 and 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

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 SANKALP TOURS & TRAVELS VASUNDHARA HOLIDAYS ANKIT VACATIONS GOODWILL TRAVELS SERVICES 2 AJMER 3 ALWAR 4 BEAWAR 5 BHILWARA 6 BIKANER 7 JODHPUR PARSHVANATH TOURS & TRAVELS DREAM HOLIDAY TRAVELS.COM GO WAY TOURS & TRAVELS PORWAL TRAVELS VARUN TRAVELS PRUDENT TOURS M.K. TOURS & TRAVELS

1 JAIPUR

8 KOTA 9 UDAIPUR

XOTIC HOLIDAYS COMFORT TRAVELS & TOURS

10 SRIGANGANAGAR VARUN TRAVELS 11 HANUMANGARH HOLIDAYS EXPRESS

THOMAS COOK AGENTS SL.NO. CITY 1 ALWAR 2 BHILWARA 3 JAIPUR AGENTS GLOBAL HOLIDAYS SHREE OMEGA TOURS 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

6 BIKANER

SAARTHI TRAVELS

SOTC TRAVEL AGENTS 1 AJMER 2 BIKANER EXOTIC HOLIDAYS NAVEEN TRAVEL

3 SRIGANGANAGAR YOGI INTERNATIONAL

VACATIONS EXOTICA 1 JAIPUR 2 UDAIPUR PEARL HOLIDAYS SHOBHA HOLIDAYS

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 Cox and Kings SOTC Thomas Cook Vacations Exotica

No. of places missing 8 32 21 27

no. of places missing

Vacations Exotica

Thomas Cook

no. of places missing SOTC

Cox and King

10

15

20

25

30

35

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 Cox and Kings SOTC Make my Trip

No. of places missing 1 7 7

Fig no.2 American Bonanza product services provided by Cox and Kings are more competitive than SOTC and Make my trip.

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.

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

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

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