ACTUAL 2018 VS BUDGET 2018

BALI RANI HOTEL

INVENTORY: 104 37960

VAR BUDGET VAR ACTUAL

NO OF
BUDGET 2019 ACTUAL 2018 BUDGET 2018 2018 VS ACTUAL 2018 ACTUAL 2017 2017 VS
DAY
ACTUAL 2018 ACTUAL 2018

Room Night Occupaid 31,317 29,587 29,419 168 29,587 29,401 -186

% Occupancy 82.50% 77.94% 77.50% 0.44% 77.94% 77.67% -0.27% 365

Average Room Rate
604.301 579,821 587,055 -7,234 579,821 548,005 -31,816
(IDR)

Room Revenue 18,925,152,542 17,431,756,852 17,270,413,757 161,343,095 17,353,739,974 16,164,167,088 -1,189,572,886

 ACTUAL 2018 VS BUDGET 2018
THE RANI HOTEL & SPA
INVENTORY: 55 20075

VAR BUDGET VAR ACTUAL

NO OF
BUDGET 2019 ACTUAL 2018 BUDGET 2018 2018 VS ACTUAL ACTUAL 2018 ACTUAL 2017 2018 VS
DAY
2018 ACTUAL 2017
Room Night
17,064 16,536 15,722 814 16,536 15,788 748
Occupaid

% Occupancy 85.00% 82.37% 78.32% 4.05% 82.37% 77.50% 4.87% 365

Average Room Rate

386,809 373,573 374,722 -1,149 371,164 350,511 20,654
(IDR)
Room Revenue 6,600,500,315 6,177,405,907 5,891,382,794 286,023,113 6,137,576,049 5,533,866,542 603,709,507
 Bali Rani Hotel And The Rani Hotel & Spa
Sales & Marketing Department

DOSM SM SE E-com SS

ASEAN Market
Europe & Australia, ASIAN Market (India & (Malaysia, Singapore & OTA Administration, Filing & Contract
(Local Agent) Japan)
China Non Series)

Whole Seller (Asian & Travel Agents MICE Travel Agent Domestic B2B Retail Indonesia local Travel
Domestic) Leisure & Group Agents by Telemarketing

Government
ASIAN Market (Ministery, BUMN,
(Thailand, Vietnam, Pemda) Corporate Training Provider &
Social Events (Arisan, Marketing & Social
Philipine, Cambodia) (Manufacture, Birthday, Gathering Medias
Middle East (Iran, Universities, Insurance Community)
UAE,Turkey) & Banking,
Pharmaceutical)

Wedding Groups

Note : GIT start 8 Rooms Handle By Sales Below 8 Handle By Reservation

EO'S : PANORAMA CONVEX, PACTO CONVEX, HIS CONVEX, ASC

GOVERNMENT : MINISTRIES, BUMN, PEMDA, DPRD, BUMN (BANKS, PERTAMINA, TELCOMS)
SCHOOLS : NATIONAL SCHOOLS, UNIVERSITIES, INSTITUTIONS
CORPORATE : INDEPENDENT BANKS, INSTITUTION (ROTARY CLUB, LEMBAGA'S etc),INSURANCES, PHARMACEUTICAL, MANUFACTURER,MINING, INDUSTRIES
ASIAN : JAPAN, KOREA, INDIA, BANGLADESH, PAKISTAN
ASEAN : INDONESIA, MAL, SG, THAI, PHIL, BRU, VIET,KAMB
EUROPE : UK, GER, FREN, SPAIN, SWITZ, SWED, DUTCH,
M. EAST : UAE, TURKEY, IRAN, QATAR, KUWAIT
AFRICAS : S AFR, N AFR
EAST EUROPE : RUSSIAN
AMERICAS & CANADAS
Tactical To Go
Offline Accounts (Agents & corp)
Review unproductive accounts and more active for contact sleeping accounts
Active & Boost more prospective agents/corp
Work with operators in the source market providing the group series
Price Adjustment
Focus for offline agents
Account Acquisition
Find out specific accounts from competitors for their top 10 accounts to be
acquisitioned as providing them more best rate, more additional benefits and
extra attention.
Top Up Long Stay Number
Targeting minimum 25% long stay guest & creating LS Package
Increase OTAs Production
Works with B2B & B2C for Overseas market (Esp Eur & Aus)
Work with Flash Deal Companies
To get more bookings in low season with percentage 20 or 30% of confirm bookings and focus in Europe & OZ market
Website & OTAS
Develop attractive packages with selected inclusions/benefits
 SALES & MARKETING BUSINESS PLAN 2019 BRH And TRHS
January Prepared by : BUBU
Spesific Target Action Description Timeline Target Jan Measurable BRH
Responsiblities RN ARR REV Banquet
W1 W2 W3 W4 Rev
New packages in Create new various packages & Jan - To give DOS/ECOMM/SM
Web & OTAS & wrapping with FB & Spa. Onward awareness to all Team
Sending CR Period Continue to sending our clients and
2019/2020 the CR Period 2019-2020 to to give new
selected agents/potential colors to our 2,800 615,269 1,722,752,574 15,500,000
agents.
hotel

OTAS Create promos / last minutes Jan-Jun- To fill up in the ECOMM

deal during low season until Sep-Dec or low season only
June in low
occupancy

Flash Deal Booking Create the Flash Deal offer to Jan-Jun- To fill up the low DOS
Site Deals companies for Europe Sep-Dec season only
& OZ market

Email Blast Doing email blasting to boost up Jan - To get more SM Team
revenue from rooms, F&B Onward attention from
(Meeting package, Chinesse specific account
New Year and meeting rooms, especially for
BBQ Night, and Romantic MICE market
Moment package).

All existing account Doing regular sales calls All Day Maintain SM Team
minimum 5 accounts per sales relationship and
person/ day generate leads.

MICE & Group Series Compile all agents database 11-13 Jan To get more SM Team
and Adhoc that related with MICE and do information and
sales visit to grab the MICE continue by sales
bussiness visit

Corporate and TA Meeting package, Table manner Jan - To get more SM Team
package, sweet seventeen, Onward business from
birthday, anniversary, romantic social events
venue, weekend

Chinese New Year Use Fortune Cookie concept 8 - 12 Jan Attracting the SM &
with origami, use social media guest by involving GRO/MARCOM
to ask the guests to take photo them, something
and share what they get for the that can be posted
fortune cookies (use the in social media by
hashtag too) the guests and the
hotel
Chinese New Year Provide small basket of fruit 1-3 Jan Attracting the SM & GRO
Promotion (orange) for Chinesse guest guest by involving
in the room when guest them, something
check in and enter the room, that can be posted
Provide season CNY greeting in social media by
the guests and the
on TV channel , Buffet hotel
Dinner with Chinese Food
Theme

Valentine Day Preparation to create 15 -19 Jan Attracting the SM &

Valentine package & guest by involving GRO/MARCOM
Romantic Dinner. Love them, something
locks will be provide for the that can be posted
guests to write and hang in social media by
the guests and the
themselves, love locks on hotel
the side of Bale Kambang or
put on that side, Valentine
props for photo on Bali
Kambang (ex. Flower
crowns, heart shape flower
wreath, board with puns or
couple matching words like
in couple shirts) can be used
to welcome the couple as
well for the flower crowns

Business Trip ATF Table Top in Halong Bay, To grab business

Vietnam from Asian/Asean
market

Jan DIR

Post & RePost Post minimum 2 / 5 images in Jan keep updating

Images Sos Med & Mailchimp and our activities to
informing for our facilities & our
activities followers/likers/ Marcom
repeaters and
public.

Telemarketing Doing telemarketing minimum To get more SM Team

5 agents / corporate business from FIT
booking & Update
All Day market situation
TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,474 393,088 579,411,614 5,250,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS

February Prepared by : BUBU

Spesific Target Action Description Timeline Target Feb Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
New packages in Create new various Jan - Onward To give DOS/ECOMM/SM
Web & OTAS & packages & wrapping awareness to all Team
Sending CR Period with FB & Spa. our clients and to
2019/2020 Continue to give new colors
sending the CR Period to our hotel 2,206 601,755 1,327,470,640 20,600,000
2019-2020 to selected
agents/potential agents.

Special Offer Start create Special Offer Feb - Local agents SM Team
for potential agents Onward (Indonesia)
during low season to
stimulate the bookings

Join Marketing We did contract for 13 – 17 Feb To get more volume Dos
with Bank reward point redemption business from card
both credit card and holders of Bank
debit card

All existing Doing sales calls All Day Maintain SM Team

account minimum 5 accounts relationship and
per sales person/ day generate leads.

Lunch & Dinner Transit lunch or dinner 15-Feb To get more SM Team
with target market TA business during
& Corporate lunch and dinner
especially from
outside guest

Government, Blitzing with S&M 20 &21 Feb To get more DOS/SMgr

Banking Dept and F&B Dept attention from
involve specific account
especially for
MICE market

Thank you Party By Invite Potensial 28-Feb To get more SM Team

travel Agent and closer with
corporate agents &
corporate
Japanese Golden Create & Blast Fe - April to get more DOS/SMgr
Week Japanese Golden bookings from
Week Package for Japanese agents
Japanese agents
(Kamiki/Shimoki)

Valentine Day Romantic dinner at To get more

poolside business during
14-Feb dinner SM/ GR

Create Nyepi Nyepi package blast To get more SM Team

package email for Domestic & business during
KITAS 27 - 28 Feb Nyepi

OTA Visit Visit All OTA And Get 22-Feb To get more
Update from Media attention OTA
and create some Ecommerce
promotion

Season Greeting of Prepare Nyepi Day 26 - 29 Feb To get closer with GD/GRO
Silence Day Season greeting to all them and
agent, OTA, Government maintance
& corporate relationship

RePost Images Post minimum 2 / 5 Feb keep updating Marcom

images in Sos Med our activities to
Mailchimp and informing our
for our facilities & followers/likers/r
activities epeaters and
public.

Telemarketing Doing telemarketing To get more SM Team

minimum 5 agents / business from FIT
corporate booking & Update
All Day market situation

TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,227 368,564 452,228,000 12,700,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
March Prepared by : BUBU
Spesific Target Action Description Timeline Target Mar Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
Sending CR Continue to sending the All Day To agents to have SM Team
Period 2019/2020 CR Period 2019-2020 to booking on April
selected agents/potential onward
agents.
2,529 600,894 1,519,660,439 35,250,750

Create Promo Create Meeting Package All Day To give awareness to all SM Team
Meeting Package For Agents and Special our clients and to new
Rate Coffee break IDR meeting concept
75.000,-net/pax With
Minimum 20 Pax

Telemarketing Doing telemarketing To get more business SM Team

minimum 5 agents / from FIT booking &
corporate Update market
situation
All Day

Blast Season Nyepi season greeting 12-Mar To get closer with Marcom
greeting blast to Agent Domestic them and maintance
& Corporate Bali areas relationship

Email Blast Doing email blasting to 1-15 Mar To get more attention SM Team
boost up revenue from from specific account
rooms, F&B (Meeting especially for MICE
package, and meeting market
rooms, BBQ Night, and
Romantic Moment
package, Nyepi Packge).
MATTA FAIR Table Top at KL Malaysia March To get more business DOS
BUSINESS TRIP from Asean market

Japanese Golden Create & Blast Fe - April to get more bookings DOS/SMgr
Week Japanese Golden Week from Japanese
Package for Japanese agents
agents
(Kamiki/Shimoki)

All existing Doing sales calls All Day Maintain relationship SM Team
account minimum 5 accounts per and generate leads.
sales person/ day

RePost Images Post minimum 2 / 5 Mar keep updating our Marcom

images in Sos Med activities to our
Mailchimp and informing followers/likers/repe
for our facilities & aters and public.
activities

MICE Corp/Gov & Compile all agents All Day To get more SM Team
Group Series & database that related information and
Adhoc with MICE and do sales continue by sales visit
visit to grab the MICE
bussiness

Telemarketing Doing telemarketing To get more business SM Team

minimum 5 agent / from FIT booking
corporate
All Day

Sales Blitz Mar To get more awareness SM Team

from people in Bali
We will do sales blitz for
3 days in some Channel
area such as : Travel
Agent, Wholesaler,
Corporate
Easter Package Create Easter Package for Mar to get bookings from DOS
All market website/direct
Prepare Easter Prepare Easter season 26 - 29 Mar To give awareness to all GD &GRO
Season Greeting greeting and blasting to our clients
all market

Business Trip Jakarta To grab business from

Maintaining
relationship to Grab
Business Corporate and
Government Jakarta
Mar (After Yearly Budget) SM

Bali rani And the Blitzing To all Agent And To grab business and SM Team
Rani Blitzing by Corporate 26 - 28 Mar Keep good Relation
Snack box

TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,382 377,097 521,147,895 4,800,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS

APRIL Prepared by : BUBU

Spesific Target Action Description Timeline Target April Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
Prepare Easter Prepare Easter activities for 1-Apr To give awareness to all our GD & GRO
activities kids such as: egg painting clients
(at Bale Kambang), the egg
are hanged on the tree 2,494 602,302 1,502,140,364 40,450,700

Galungan & Prepare Galungan & 23 - 26 Apr To get closer with them GD & GRO
Kuningan Kuningan season greeting and maintance
blast to Agent Domestic & relationship
Corporate Bali areas

Email Blast Doing email blasting to 1-15 Apr To get more attention from SM Team
boost up revenue from specific account especially
rooms, F&B (Meeting for MICE market
package and meeting
rooms, BBQ Night, and
Easter package).

TV Channel On TV channel should says 1-Apr To give awareness to all our GD & GRO
Happy Easter's day from clients
the company and the
promotions as well as the
activities

All existing Doing sales call minimum 5 All Day Maintain relationship and SM Team
account accounts per sales person/ generate leads.
day

Ramadhan Prepare package 3 Days/2 10 - 15 Apr To get more business from GRO
package Nights Domestic market

MICE & Group Compile all agents All Day To get more information and SM Team
Series & Adhoc database that related with continue by sales visit
MICE and do sales visit to
grab the MICE bussiness
Create Lunch Doing live cooking at pool 1 - 7 Apr To grab business from in Ados/FBM/GR
package side with easter theme house guest
food

Telemarketing Doing telemarketing To get more business from SM Team

minimum 5 agent / FIT booking
corporate
All Day

Surabaya & Prepare Sales visit for MAY To grab business from
surround cities to loyal corporate, travel Surabaya especially from
Sales Call agents and Government Corporate segment
from Surabaya 3 - 8 Apr SMgr

Create Ramadhan Create a ramadhan
package package, Break the fast
gathering as good as
possible to catch up
business during ramadhan
23 - 27 Apr To give awareness to all our DOS/FBM
clients about our ramadhan
package and to give new
colors to our hotel

Buka Puasa Create a Buka Puasa 23 - 26 Apr To get more business from DOS,GR & GD
package Corporate
Bali rani And the Blitzing To all Agent And To grab business and Keep SM Team
Rani Blitzing Corporate 17-21 Apr good Relation
Post & RePost Post minimum 2 / 5 images Apr keep updating our Marcom
Images in Sos Med Mailchimp and activities to our
informing for our facilities followers/likers/repeaters
& activities and public.

Launch an Ad Hoc Prepare some Ad Hoc rate
Rate for for Ramadhan package for
Ramadhan several corporate and
especiallly to some agents
and wholeseller
24 - 28 Apr To get more volume business
during this low season
All Sales Team

TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,377 371,966 512,197,123 4,750,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
MAY Prepared by : BUBU
Spesific Target Action Description Timeline Target May Measurable BRH
Responsiblities RN ARR REV Banquet Rev
W1 W2 W3 W4
Special Offer Review the next 3 months to May Onward to stimulate the bookings 150,875,000
provide Special Offer to agents during low seasons
DOS/SM 2,508 601,821 1,509,368,270

Blast Season greeting Galungan & Kuningan season 24-May To get closer with them and GR
greeting blast to Agent maintance relationship
Domestic & Corporate Bali
areas

Blast Season greeting Prepare Easter season greeting 7-May To get closer with them and GR
blast to Agent Domestic & maintance relationship
Corporate Bali areas

Email Blast Doing email blasting to boost 1-15 May To get more attention from SM Team
up revenue from rooms, F&B specific account especially for
(Meeting package and meeting MICE market
rooms, BBQ Night, and
Ramadhan package).

All existing account Doing sales call minimum 5 All Day Maintain relationship and SM Team
accounts per sales person/ day generate leads.

Telemarketing Doing telemarketing minimum To get more business from FIT SM Team
5 agent / corporate booking
All Day

School Holiday Prepare school holiday package 4 - 6 May To get more business from DOS
incudes activities such as: worldwide market
Waterbom, Devdan etc

Insurance, Sales Visit and telemarketing to 15-16 May To get more coverage in term SMgr
Pharmaceutical grab the business of number of lead

Create Lebaran Create a Lebaran package as 29-May To give awareness to all our DOS/FBM
package good as possible to catch up clients about our lebaran
business during Lebaran package and to give new colors
to our hotel
Prepare Lebaran Prepare lebaran season 22 - 24 May To give awareness to all our GD
Season Greeting greeting for Domestic & clients
Corporate

MICE & Group Series Compile all agents database All Day To get more information and SM Team
& Adhoc that related with MICE and do continue by sales visit
sales visit to grab the MICE
bussiness

Post Images Post minimum 2 / 5 images in May keep updating our activities Marcom
Sos Med Mailchimp and to our
informing for our facilities & followers/likers/repeaters
activities and public.

Telemarketing Doing telemarketing minimum To get more business from FIT SM Team
5 agent / corporate All Day booking

Buka Puasa Doing email blast Buka Puasa To get more business from FIT SM Team
package to agent, corporate & GIT booking from outside
and social media guest
2 - 4 May
TOTAL RESULT 1,468,961,930

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,356 376,817 510,964,412 9,250,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
JUNE Prepared by : BUBU
Spesific Target Action Description Timeline Target June Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
Email Blast Doing email blasting to boost up 1-15 Jun To get more attention from SM Team
revenue from rooms, F&B (Meeting specific account especially
package and meeting rooms, BBQ for MICE market 2,617 607,580 1,590,037,870 77,000,000
Night).

Special Offer Start create Special Offer for Feb - Local agents (Indonesia) SM Team
potential agents during low season Onward
to stimulate the bookings

All existing Doing sales call minimum 5 accounts All Day Maintain relationship and SM Team
account per sales person/ day generate leads.

Blast Season Lebaran season greeting blast to 11 - 12 Jun To get closer with them GR & Sales Team
greeting Agent Domestic and maintance
relationship

Telemarketing Doing telemarketing minimum 5 To get more business from SM Team

agent / corporate All Day FIT booking

MICE Corp/Gov Compile all agents database that All Day To get more information SM Team
& Group Series & related with MICE and do sales visit and continue by sales visit
Adhoc to grab the MICE bussiness

Post Images Post minimum 2 / 5 images in Sos Apr keep updating our Marcom
Med Mailchimp and informing for activities to our
our facilities & activities followers/likers/repeate
rs and public.

School Holiday Blasting school holiday package June To get more business from SM Team
incudes activities such as: worldwide market
Waterbom, Devdan etc

Sales Blitz 29-30 June To get more awareness SM Team

from people in Bali
We will do sales blitz for 3 days in
some Channel area such as : Travel
Agent, Wholesaler, Corporate
TOTAL RESULT 1,548,572,299

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,481 409,708 606,670,852 3,600,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
JULY Prepared by : BUBU
Spesific Target Action Description Timeline Target July Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
Government & Blitzing with F&B Dept and FO Dept To get more attention from SM Team
Banking involved, by wearing Bali Rani specific account especially for
T'Shirt 5-7 Jul MICE market 2,872 600,715 1,725,253,454 80,200,000

Email Blast Doing email blasting to boost up 1-15 July To get more attention from SM Team
revenue from rooms, F&B (Meeting specific account especially for
package and meeting rooms, BBQ MICE market
Night).

All existing Doing sales call minimum 5 All Day Maintain relationship and SM Team
account accounts per sales person/ day generate leads.

Telemarketing Doing telemarketing minimum 5 To get more business from FIT SM Team
agents / corporate booking
All Day

RePost Images Post minimum 2 / 5 images in Sos Apr keep updating our Marcom
Med Mailchimp and informing for activities to our
our facilities & activities followers/likers/repeaters
and public.

MICE Corp/Gov & Compile all agents database that All Day To get more information and SM Team
Group Series & related with MICE and do sales visit continue by sales visit
Adhoc to grab the MICE bussiness

Rate Structure set start working forRate Structure July To get business for next DOS
up 2020/2021 2020/2021 period contracting

Projection Plan Start working for 2020 Projection July To provide the business DOS/SMgr
2020 plan plan/budget plan 2020
Afternoon tea create some package afternoon tea 2 - 6 Jul To give awareness to all our GR/SM
for inhouse guest clients especially inhouse
guest

TOTAL RESULT 1,802,049,891

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,531 379,815 581,496,331 9,600,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
AUGUST Prepared by : BUBU
Spesific Target Action Description Timeline Target August Measurable BRH
Responsiblities RN ARR REV Banquet Rev
W1 W2 W3 W4
Email Blast Doing email blasting to boost up 1-15 August To get more attention from SM Team
revenue from rooms, F&B specific account especially
(Meeting package and meeting for MICE market
rooms, BBQ Night). 2,885 598,168 1,725,463,055 176,000,000

All existing Doing sales call minimum 5 All Day Maintain relationship and SM Team
account accounts per sales person/ day generate leads.

Telemarketing Doing telemarketing minimum 5 To get more business from SM Team

agents / corporate FIT booking
All Day

OTA Visit Visit All OTA And Get Update 22-Feb To get more attention
from Media OTA and create some
promotion Ecommerce

Post & RePost Post minimum 2 / 5 images in Sos Jan keep updating our
Images Med & Mailchimp and informing activities to our
for our facilities & activities followers/likers/repeate Marcom
rs and public.

Rate Structure set start working forRate Structure July To get business for next DOS
up 2020/2021 2020/2021 period contracting

Projection Plan Start working for 2020 Projection July To provide the business DOS/SMgr
2020 plan plan/budget plan 2020

MICE Corp/Gov & Compile all agents database that Compile all To get more information SM Team
Group Series & related with MICE and do sales agents and continue by sales visit
Adhoc visit to grab the MICE bussiness database that
related with
MICE and do
sales visit to
grab the MICE
bussiness

Independence Create games / competation for 1 - 3 August To get more business from DG/GR/
day social media (Facebook and line) social events MARCOM
Business Trip Jakarta August To grab business from SM Team
Maintaining relationship to
Grab Business Corporate
and Government Jakarta
(After Yearly Budget)
Sales Blitz 7 - 11 August To get more awareness SM Team
from people in Bali
We will do sales blitz for 3 days in
some Channel area such as : Travel
Agent, Wholesaler, Corporate
TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,531 382,453 585,428,576 9,500,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
SEPTEMBER Prepared by : BUBU
Spesific Target Action Description Timeline Target September Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
Email Blast Doing email blasting to boost Sept To get more attention SM Team
up revenue from rooms, F&B from specific account
(Meeting package and meeting especially for MICE
rooms, BBQ Night). market
2,658 601,047 1,597,767,745 84,000,000

Flash Deal Create the Flash Deal offer to Sept - 24 Dec & To fill up the low DOS
Booking Site Deals companies for Jan - March season only
Europe & OZ market

All existing Doing sales call minimum 5 All Day Maintain relationship and SM Team
account accounts per sales person/ day generate leads.

Repeater benefit Provide discount or free To get more awareness GR/FOM

Dinner, Spa voucer for in and attention from in
house guest or reward points 4 - 6 Sept house guest

Meeting package Prepare meeting package 2020 To get more business form DOS/GD
MICE
17 - 21 Sept

MICE Corp/Gov & Compile all agents database All Day To get more awareness SM Team
Group Series & that related with MICE and do and attention from people
Adhoc sales visit to grab the MICE in Bali
bussiness

Transit Lunch / Provide transit lunch or dinner 10 - 12 Sept To get more business form SM Team
Dinner package Agent & Corporate

Christmas Package Create for christmas Package Sept to get more bookings DOS
for All market during Christmas week

Telemarketing Doing telemarketing minimum To get more business from SM Team

5 agents / corporate FIT booking
All Day
Post & RePost Post minimum 2 / 5 images in Sept keep updating our
Images Sos Med & Mailchimp and activities to our
informing for our facilities & followers/likers/repeat
activities Marcom
ers and public.

Budget 2018 Prepare Budget Plan2019 To get more business in

2020
3 - 21 Sept DOS

Training Prepare annual training 2020 24 -27 Sept To develop Knowledge &
Skill DOS

TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,463 382,255 559,326,140 5,800,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
OCTOBER Prepared by : BUBU

Spesific Target Action Description Timeline Target October Measurable BRH

Responsiblities RN ARR REV Banquet
W1 W2 W3 W4 Rev
Email Blast Doing email blasting to boost up Sept To get more SM Team
revenue from rooms, F&B attention from
(Meeting package and meeting specific account
rooms, BBQ Night). especially for MICE
market 2,676 601,746 1,610,127,388 65,250,000

Create new Create another weekend various 21-25 Oct To give awareness DOS/ GR
weekend package weekend package with different to all our clients and
way (Room + F&B) to give new colors
to our hotel

All existing account Doing sales call minimum 5 All Day Maintain SM Team
accounts per sales person/ day relationship and
generate leads.

Post & RePost Post minimum 2 / 5 images in Sos Sept keep updating
Images Med & Mailchimp and informing our activities to
for our facilities & activities our
followers/likers/r
Marcom
epeaters and
public.

Government and Blitzing with F&B Dept and FO 9 - 12 Oct To get more SM Team
Corporate Dept involved, by wearing BRH T- attention from
Shirt specific account
especially for MICE
market

Budget 2018 Prepare Budget banquet, budget prepare for target &
expenses 2018 strategy 2018
2 - 13 Oct DOS
MICE Corp/Gov & Compile all agents database that All Day To get more SM Team
Group Series & related with MICE and do sales awareness and
Adhoc visit to grab the MICE bussiness attention from
people in Bali

Business Trip ITB ASIA To grab business

from EUROPE
Oct market DIR

Telemarketing Doing telemarketing minimum 5 To get more SM Team

agents / corporate business from FIT
All Day booking

TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,399 379,212 530,417,756 3,800,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
NOVEMBER Prepared by : BUBU
Spesific Target Action Description Timeline Target November Measurable BRH
Responsiblities
W1 W2 W3 W4 RN ARR REV Banquet Rev
Email Blast Doing email blasting to boost up 1-15 Nov To get more attention SM Team
revenue from rooms, F&B from specific account
(Meeting package and meeting especially for MICE
rooms, BBQ Night,NYE Dinner). market
2,437 599,741 1,461,427,112 51,000,000

Season Greeting Create Christmas & Happy New 5 - 8 Nov To get closer with GD
Year Season greeting them and maintance
relationship

Galungan & Create Galungan & Kuningan 25 - 27 Oct To get closer with GD & GR
Kuningan season greeting blast to Agent them and maintance
Season greeting Domestic & Corporate Bali areas relationship

All existing Doing sales call minimum 5 All Day Maintain relationship SM Team
account accounts per sales person/ day and generate leads.

Greeting Card Prepare Christmas & New Year 19 - 23 Nov GD

greeting card

MICE Corp/Gov Compile all agents database that All Day To get more awareness SM Team
& Group Series related with MICE and do sales and attention from
& Adhoc visit to grab the MICE bussiness people in Bali

RePost Images Post minimum 2 / 5 images in Sos Sept keep updating our
Med & Mailchimp and informing activities to our
for our facilities & activities followers/likers/repea Marcom
ters and public.

Hampers Prepare design and proposal 26 - 29 Nov To get more business DOS/SMgr
hampers for agent and corporate from our potential
agent and corporate
Telemarketing Doing telemarketing minimum 5 To get more business SM Team
agents / corporate from FIT booking
All Day

Sales Blitz 20 - 24 Nov To get more awareness SM Team

from people in Bali
We will do sales blitz for 3 days in
some Channel area such as : Travel
Agent, Wholesaler, Corporate
TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,351 381,906 515,872,642 3,800,000
 SALES & MARKETING ACTION PLAN 2019 BRH And TRHS
DECEMBER Prepared by : BUBU
Spesific Target Action Description Timeline Target December Measurable BRH
Responsibli
ties RN ARR REV Banquet Rev
W1 W2 W3 W4
Email Blast Doing email blasting to 1-15 Nov To get more attention from SM Team
boost up revenue from specific account especially
rooms, F&B (Meeting for MICE market
package and meeting 2,636 619,759 1,633,683,630 70,000,000
rooms, BBQ Night,NYE
Dinner).

Blast Season greeting Galungan & Kuningan 17 - 19 Dec To get closer with them GR
season greeting blast to and maintance
Agent Domestic & relationship
Corporate Bali areas

All existing account Doing sales call minimum All Day Maintain relationship and SM Team
5 accounts per sales generate leads.
person/ day

Telemarketing Doing telemarketing To get more business from SM Team

minimum 5 agents / FIT booking
corporate All Day

Hampers Distribution Collect minimum Top 20 10 - 14 Dec To get closer with all the SM Team
for NY accounts who support us bookers

RePost Images Post minimum 2 / 5 Sept keep updating our

images in Sos Med & activities to our
Mailchimp and informing followers/likers/repeate
for our facilities & Marcom
rs and public.
activities

Season Greeting Blasting Christmas & 18 - 22 Dec To get closer with them GR
Happy New Year Season and maintance
greeting to all agent, OTA, relationship
Government & corporate

MICE Corp/Gov & Group Compile all agents All Day To get more awareness SM Team
Series & Adhoc database that related with and attention from people
MICE and do sales visit to in Bali
grab the MICE bussiness
TOTAL RESULT

Measurable TRHS
RN ARR REV Banquet Rev
Action Plan Same As Above
1,493 432,385 645,338,974 3,850,000
SALES TRIP PLAN 2019
MONTH EVENT CITY OBJECTIVE PERSON BUDGET
January - - - - -

February - - - - -

Maintaining relationship to Grab

March Sales Trip Jakarta, Business Corporate and Government SM 17,000,000
Jakarta (After Yearly Budget)

Maintaining relationship to visit

April Sales Trip Surabaya area Wholeseler and Travel Agents in DOSM 22,000,000
Surabaya and surrounded area

May - - - - -
June - - - - -
July - - - - -

Maintaining relationship & Grab business

Corporate & Government in Jakarta
August Sales Trip Jakarta (Regular & Last Minutes Meeting Until SM 17,000,000
End Year)

September - - - - -

Maintaining relationship,to grab more

October ITB ASIA SINGAPORE business from Asian/Asean market & DIR 50,000,000
WW Market

November - - - - -
December - - - - -
TOTAL 106,000,000
 ANNUAL TRAINING PROGRAM YEAR OF 2019
Sales & Marketing Department

JANUARY FEBRUARY MARCH

How to presenting our products to How to calculate SPJ/mark up for How to do Proper Telemarketing
client Government
How to make contractual
aggreement
How to make proposal budget How to do proper Sales Call Motivation
for business trip

APRIL MAY JUNE

How to Handle Guest Complain How to read the budget Communication Skill

How to create BEO and conduct How to maintain the target

How to input rate to system
coordination meeting market

JULY AUGUST SEPTEMBER

How to make a budget revenue  How To Do upselling How to Develop New Account

For reservation officer to be

able to input/key in reservation
segment,SOB and Nat correctly For reservation officer to use correct
RATE CODE when key in reservation

OCTOBER NOVEMBER DECEMBER

How to Controll Sales How to closed deal with proper and

How to handle direct contracting
department Expenses efficient

How to order PR & SR by

system How to create business package
BRH
SWOT ANALYSIS
STRENGTHS
PRIME LOCATION
WALKING DISTANCE TO MALL, WATERBOM
CLOSE TO THE AIRPORT
SHOPPING AREA
RESTAURANTS
SPA TREATMENT

WEAKNESSES
GYM ONLY CARDIO

OPPORTUNITIES
NEW RENOVATION OF SUPERIOR
GOOD FOR DOMESTIC AND ASEAN,ASIAN, MEAST
WELL ESTABLISHED PROPERTY
MICE MEETING ROOM WITH 100 PAX CLASSROOM

THREATS
NEW HOTEL MODERN (FAVE HOTEL), SUN ISLAND, BINTANG KUTA
OLD HOTEL WITH SPECIAL RATE (RISATA)
TRH
SWOT ANALYSIS
STRENGTHS
GOOD LOCATION
WALKING DISTANCE TO LIPPOMALL
CLOSE TO THE AIRPORT
RESTAURANTS
SPA TREATMENT

WEAKNESSES
NO GYM
PROPERTY LOOK OLD

OPPORTUNITIES
NEW RENOVATION OF SUPERIOR
GOOD FOR DOMESTIC AND ASEAN, AFRICA
WELL ESTABLISHED PROPERTY
GOOD FOR TRANSIT

THREATS
NEW HOTEL MODERN (FAVE, EDEN HOTEL, SWISSBEL TUBAN)
OLD HOTEL WITH SPECIAL RATE (GRAND IXORA)