I.

Introduction
1. About Ultron

Ultron is an end-to-end technology enabler that provides Smart solutions to various industries,
in particular, the hospitality segment. Ultron’s technology solutions come in services and
applications that are seamlessly integrated, easy to implement, taking care of both front and back
end operations. (Ultron Techniques - About us, 2021)

2. What services/products does Ultron provide ?

Ultron offers front end solutions such as self-service kiosks, these kiosks are powerful and user
friendly, they allow guests to check in upon arrival in the easiest way possible. These kiosks also
support multiple group check in at the same time making it easier and faster to check in and
check out.
Ultron also provides back end solution such as the cloud-based Property Management System
that simplifies the booking process, enabling a seamless experience for guests and owners.
(Ultron Techniques – Solutions, 2021)

3. Vision and mission

Ultron smart solutions are designed for use in hostels, hotels and serviced apartments, targeted
to reduce overhead, increase revenue and build brand identity for underserved fragmented
segments within the hospitality market. The 3 main advantages are: Productivity, Guest
Experience and Reliability. (Ultron Techniques - About us, 2021)
- Productivity: Ultron’s PMS intuitive user experience reduces time taken to train new front
desk staff. Not only so, its comprehensive, accurate and prompt reporting gives a
performance evaluation report of the owner's property. Enabling the owner to better
manage the business. Ultron smart solution reduces paperwork, therefore reduces the
time of check in process from 14 minutes to only 2 minutes
 - Experience: using the kiosks, guests can expect a shorter waiting time compared to
traditional check in procedures. Meanwhile, the property’s manpower can be redeployed
to focus on improving guest experience.
- Reliability: strong backend support via cloud allows for immediate operational continuity.
With more time and resources available, owners can focus on creating guest experiences
and improve staff satisfaction resulting in a positive word of mouth and better reviews.
Therefore, increase room booking then overall revenue

II. Considered Aspects

1. Overview of Vietnamese Economy and tourism sector during the Covid-19 pandemic

Covid-19 has been in Vietnam since the early of 2020, but it was a extremely case starting from
April 2020. Despite the fact that Vietnam has been good on restricting the spreading of Covid-19,
Vietnam is still suffering the concrete consequences of Covid-19. From the April of 2020, the virus
had a several harms on the Vietnamese people’s lives. According to Frontiers In Psychology, the
Health-related quality of life of Vietnamese people was decreasing (nearly 67% experiencing the
loss) ; moreover, the income of people ( except for people working in healthcare sector) was
suffering a reduction. As a result, most of Vietnamese people have to take care of their daily in a
tougher way and spend less on the demands for fashion, entertainment, traveling, et cetera
( mostly services sector). Therefore, the services sector has been facing a depression since the
April 2020, and tourism was and is the most suffering sector. (Tran, Nguyen, Le and Latkin, 2020)

Since the Covid-19 hit Vietnam awfully, the government had to ban the cross-province movement
to circle the virus source easily and quickly. This order of government created a tough time for
the people who is living by tourism. However, after the Covid-19 well-controlled campaign of the
government, the cross-province movement was lifted and the tourism was able to be healed
from the domestic tourism only. The international tourism has been still a hard case for
Vietnamese tourism, due to the strict control of Vietnam to other countries and the 14-day
quarantine. Even the tourism has been revived by the domestic force, yet it has been not in the
same way before the Covid-19 and the healing process is in a really low pace. As the time for
people to live the life normally before 2019 is remained unknown despite the news of the Covid-
19 vaccine, the tourism has to adapt new trends in the way of serving: safe distancing, hygiene,
contact-free interactions and temperature checking.

2. Competitors and their effects on price

In the field of supplying advanced infrastructure to hotel, there are a lot of competitors existing
in Vietnam, such as: Hotellinksolutions. All of these competitors including Ultron Techniques
provide the similar technology to the customers. Therefore, to be considered differently is
building a friendlier UI, a warmer method to reach the customer, a better customer-caring
services, et cetera. Moreover, one of the best method to stand out in this field is offering the
customer a better bundle to hotel by combining a lot of services in a package.

3. Potential buyers

There are several styles of hotel with different ranks ( from 1-star to 7-star). In Vietnam, there
are some popular styles of hotel, such as: commercial hotel, resort hotel, hostel and motel,
mostly from 1-star to 5-star ( 4-star and above are considered as being luxurious). The hotel
solution is a considerately advanced and expensive facility to adapt; therefore, the product is
suitable for luxurious hotel that want to give the most convenience to their customers and save
the financial resources in the long run.

4. Reasons for hotel solution suitable for the targeting hotels

There are a few more reason for 4-star and 5-star to adapt the hotel solution. Firstly, with a strict
rule to remain a high standard, the hotel solution is able to provide a more consistent and smarter
way for employees to keep up with the standard in a lower rate of causing a disorder. Secondly,
in Covid-19 pandemic, it is vital for hotel to keep the number of direct human-to-human
interaction as low as possible, so the hotel solution, with the technology, such as: kiosk, PMS, can
help the guest feel more secure by less interacting directly with the hotel staff in several
procedures. Lastly, despite the initial huge investment on hotel solution, in the long run, the hotel
is able to reduce a lot of human resources and financial resources by eliminating the paper work
and organizing effectively.
 5. Cultural Problems

Vietnam's tourism culture includes many different types of tourism and destinations. Each place
will have its own characteristics and unique features for each region. It can be considered as a
wonderful cultural feature with 54 different ethnic groups of Vietnam. The success factor of
Vietnam's tourism is due to the effective exploitation of the unique values of the national culture
in the tourism business. Through tourism activities, the intersection between the flows of
domestic and international tourists with indigenous residents has produced a type of cultural
products that are typical tourism products. Tourism products are cultural products that serve
different types of tourists. So Vietnamese’s culture does not become an issue affecting the
tourism industry or hotel management. Moreover, Vietnamese culture is an essential factor for
these two industry groups to develop. (Văn hóa du lịch Việt Nam – Đa dạng màu sắc văn hóa,
2020)
Although COVID-19 has greatly affected Vietnam's tourism industry, the government of Vietnam
has timely policies to overcome the consequences and support the tourism industry to overcome
this difficulty. In particular, the support and encouragement of tourism businesses to apply
technology 4.0 in service activities is promoted. For example: Using E-Marketing to reduce costs,
increase advertising efficiency; Using 4.0 technology to check-in check-out, guide visitors, etc.
This helps tourism businesses as well as hotels to save costs, develop the industry and limit
contact between people to prevent epidemics.
Thereby, the writers see the need to use technology in the service of many industries, especially
the industry the authors are targeting: hotel management. So Ultron is a potential product that
will bring very high revenue because it meets the needs of the target customers. (Khách sạn thời
4.0 trang bị công nghệ “đến tận răng” - việc làm nghề khách sạn có bị đe dọa?, 2019)

III. Selling Process

1. Approaching
The Ultron Techniques system offers an optimal approach to hospitality management and thus
should be promoted to managerial positions. It is best to contact potential customers through
the company emails (usually fetched from the Internet or at the hotel) first to catch attention
and be formal. The email will include short and concise information on the purpose of the email,
attachment of Ultron Techniques brochure and the wish to discuss further directly.
While emails are sent first-handed to each potential customer, the authors will also contact using
telephone numbers fetched from hotel staff or using a personal network to find new
customers.The key to getting a response is to follow up regularly with your prospects. Setting a
follow-up sales cadence will more likely fetch you a response from your prospects and not leave
you in uncertainty. Here is our follow-up plan:

Sales Cadence (Ultron Techniques Sales Guild)

Ultron Techniques can reach potential customers through technology conferences. It can be a
direct meet at the conference or take interested parties information through a form and contact
later.
Furthermore, Existing customers are a great source of referrals. The authors make sure that our
salespeople get referrals from customers every time they close deals. The authors can approach
more potential customer by getting recommendations from higher-level executives. This also
adds more value and weight to the pitch when the authors approach a prospect client.
 2. Opening

Opening remarks are important since they set the tone for the rest of the sales interview. This
should be short and to the point right in the first 30 seconds to catch the attention of potential
customers. Jargon, complicated or fancy words should be avoided.
The authors start with an introduction: name and company.
After this, the authors give a brief overview of the product (service): We provide a cloud-based
solution for hotel management named Ultron Property Management System in order to
maximize productivity and save cost in areas such as: checking in, revenue management and
more.
In case when a prospect is not interested in our product, instead of letting the trail go cold,
nurture them with our newsletters about product updates or blogs. This will help keep Ultron on
top of their minds. And when they have a need for the kind of product/service the authors have
to offer, our company would be at the top of their mind.
The previous sentence shows a prospect for improving and it is best to support this using an
example of the result from a successful customer. “The CEO of Fairmont Singapore has been
trying out our service with 776 rooms. He’s seen a 32% drop in operational costs using this new
concept in trials and he’s agreed that I can present some of his overall results to other companies
so they can see if similar or better results can be obtained.”

3. Need identify

Before a bundle of services from Ultron Techniques is crafted out for the customers, it is advised
to ask several questions to understand the customer’s circumstances. Provided that Ultron
Techniques offers both front-end and back-end solutions, the customers may not want to use
the complete set as it can be too expensive or not necessary for their situation. Open-ended
questions should be used to avoid bias thinking and let the customer provide more information.
Some details about the hotel needed to be acquired are:
⚫ What problems are faced by the hotel when processing online booking?
⚫ What struggles the staff when handling a large group of tourists checking at once?
⚫ How do your customers think the waiting time and procedure to check in can be optimized?
⚫ Is the customer experience currently satisfactory? If not, can the customer be more detailed
on which factors can be adjusted to improve?
⚫ What do you want to improve when managing revenue and property?

4. Presenting demonstrating

Salespeople should well-prepare all the information and sales kit to be ready and confident in
front of customers. A perfect sales pitch is crucial to win customer’s attention. And behind every
winning sales pitch is a story that speaks to the challenges that prospects face. In the pitch should
stressed out the following key points:

⚫ Why are you reaching out to them

⚫ What challenge you can solve
⚫ How your product/service can help

A winning sales pitch encourages our prospect to take the opportunity the authors are offering.
The authors expect to connect with them on a human, emotional level and contain proof that
the authors know what the authors are doing to solve their pain points.

A full sales kit with detailed brochure of every product and services that Ultron offers will
attached with a hypothesis price mechanism to demonstrate how Ultron can help the hotel with
any options from the prospect customer.
 Pricing Hypothesis (Ultron Techniques Sales Guild)

Ultron Global offers a 3 months free trial for PMS service for hotel and tourism property only in
Vietnam. Unlike a demo video, a trial allows the prospects to actually use and interact with the
product. They get to know the product better, feel its functionalities, and understand its
advantages on a much deeper level. Free trials also give your salespeople an opportunity to see
how prospects use your product and understand their use cases and requirements to provide
them with a personalized experience.

5. Problem solving

Salespeople have to be expertise in the product and services that Ultron is providing for their
customers. This is a must requirement that allow salespeople to answer any questions of
customers.

To see a steady uptick in your sales revenue, the authors focus to invest in sales development
and sales skills:

• Design a training program for new recruits to walk them through your sales strategy and
process
• Schedule ongoing sessions for your salespeople to hone their skills in cold calling,
objection handling, etc
• Create sales enablement collaterals with your marketing teams; that will provide your
salespeople with all the information they need to keep prospects hooked
 • Train them on where to find these materials and how to use them to their advantage.

For those demands which related to manager level or above, seller should handover information
to their manager within 24 hours.

6. Negotiation

Our customers are a wealth of information, data, and feedback related to your product. They use
it daily and depend on it to ease their work. They understand better than anyone about how
excellent your product/service is, as well as what it lacks. The authors focus to after-sale services
to provide them the seamless experience and informative support for further contracts.

Take the negative comments as constructive criticism and work on improving those areas. With
exceptional customer support, the customer may return to purchase a higher plan or even refer
the product/service to other businesses

7. CLOSE the deal.

Closing the B2B sales deal might be a daunting task for any company. Generating the lead is
although easier and not as much as time-consuming. Research work starts once the authors
approach the client. But, to close the deal should be followed in a proper way. With Ultron is an
company with various solutions for Hotel and Property Management, some principles blow is
require for seller:

• Study your prospect’s business, understand their pain points and customize your pitch
accordingly.
• Stay updated with the latest information, update your content accordingly and present it
to the buyer.
• Be vigilant during the conversation and adapt according to the prospect’s interests. Your
prospect might be interested in a feature other than what you are pitching so you need
to think quickly and adapt. Know everything about your product.
• You need to appear confident and showcase your mastery on the tool during the
presentation.
 • Post your meeting, share any relevant documents with the prospect and follow up to keep
the conversation going.

The real success is delivering value to the people who need it, and appreciate it.

IV. References:

1. Ultrontechniques.com. 2021. Ultron Techniques – About us. [online] Available at:

<https://www.ultrontechniques.com/#About-us>

2. Ultrontechniques.com. 2021. Ultron Techniques – Solutions. [online] Available at:

<https://www.ultrontechniques.com/> [Accessed 21 March 2021].

3. Tran, B., Nguyen, H., Le, H. and Latkin, C., 2020. Impact of COVID-19 on Economic Well-
Being and Quality of Life of the Vietnamese During the National Social Distancing. [online]
Frontiers. Available at:
<https://www.frontiersin.org/articles/10.3389/fpsyg.2020.565153/full/>

4. Người Việt Nam. 2020. Văn hóa du lịch Việt Nam – Đa dạng màu sắc văn hóa. [online]
Available at: <https://nguoivietnam.vn/van-hoa-du-lich-viet-nam>

5. Hoteljob.vn. 2019. Khách sạn thời 4.0 trang bị công nghệ “đến tận răng” - việc làm nghề
khách sạn có bị đe dọa?. [online] Available at: <https://www.hoteljob.vn/tin-tuc/khach-san-
thoi-40-trang-bi-cong-nghe-den-tan-rang-viec-lam-nghe-khach-san-co-bi-de-doa>