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INDIAN INSTITUTE OF TOURISM & TRAVEL MANAGEMENT, BHUBANESWAR

A SUMMER TRAINING REPORT ON STUDY OF SALES & MARKETING STRATEGIES OF TRAVEL & TOURISM COMPETITIORS OF COX AND KINGS IN RAJASTHAN MARKET

SUBMITTED TO: 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

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S. Date: - …………………… External Guide Sign STAMP Mr Manish Dave (Branch Manager) Cox & Kings (I) Ltd. The assistance and help. N.2101021) under my supervision and that no part of this work has been submitted for any other degree. Jaipur ………………. received during the course of investigation have been fully acknowledged. Internal Guide Sign Dr.. Biswas (Faculty of TOM) IITTM Bhubaneswar . BHUBANESWAR is a bonafied work carried out by BHISHM PRASAD JOSHI (ENROLMENT NO: .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.

Mr. Deenanath Nayak. Minaxi Joshi & Mr. My faculty guide. Mr. Bhupati Shekhawat. Ashok. Manish Dave always managed to have a regular interaction with me throughout the project. Mr. (branch manager. Ishwar Das. Mr Anurag Sharma. Rohit Bhardwaj. Anand Srivastava. Biswas had been pivotal for the successful completion of the project by guiding me throughout the entire phase. Ms. Himmat Singh. . Mr. Mr. Mr Pramod & All other valuable staff & Trainees of the company for their encouragement throughout my project and his guidance during the compilation of work. contant inspiration. Ana Qamar. Mr Mahendra Puri. Ranjeet Singh. Jaipur) for allowing me to work on this highly challenging project and guiding me throughout the tenure of the project. Yashwant Singh. Mr. Mr. I would like to extend my gratitude to her for rendering all the support I needed throughout my Management-inPractice. I would like to thank Mr. Timely guidance and feedback coupled with words of appreciation always helped me keep going and gain maximum learning from the project.Sohit Sharma for their skillful guidance. Mr Vikas Parik. Mr Nagendra Sharma. N. In spite of his busy schedule. Mr. Mr. S. I express my indebtedness to Mrs. Manish Dave. 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.ACKNOWLEDGEMENT As I am finishing my project training. Dr. Akhil. suggestions. Mr Prashant. Mr. Anuj. Abhishek Sharma. Vikram Jeet Singh. Mr. and encouragement and in the initial execution of my experiments which make work smooth and so many things. Mr. Mr. Amit Tak. I am very much thankful to giving me an opportunity to work under guidance. Mr. It is my pleasant duty to express my special thanks to Mr.

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. but on the job training is the practical way. a system of summer training has been established to make the students aware of actually difficulties that come in the way of practical field. Research Methodology.PREFACE Classroom teaching helps the student by making conceptual base clear. Research Design. Working as a summer trainee at COX N KINGS was a wonderful experience. . the students are given practical training in the course of their education. which helps the students to get the practical knowledge of the concept. and Finding & Annexure. Normally the students are not aware of actual requirement in the practical field keeping in view this fact. which is not taught in classroom teaching so. Project Profile.

which involves residents . Tourism is vital for many countries. shopping malls.A. such as accommodations. These service industries include transportation services. hospitality services. such as airlines. 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.E. such as the U. casinos. such as amusement parks. business and other purposes not related to the exercise of an activity remunerated from within the place visited". with growth in international tourism arrivals worldwide falling to 2% during the boreal summer months.9% as compared to 2007.8%. in its "Recommendations on Tourism Statistics: Domestic tourism". corresponding to an increase in real terms of 1. with a growth of 1. 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. there were over 922 million international tourist arrivals. Tourism has become a popular global leisure activity. Fiji. The United Nations classified three forms of tourism in 1994. leisure or business purposes. including hotels and resorts. Egypt. As a result of the Late-2000s recession. and entertainment venues. cruise ships and taxis. Greece and Thailand. In 2008. Maldives and the Seychelles. and many island nations. international travel demand suffered a strong slowdown beginning in June 2008. International tourism receipts grew to US$944 billion (euro 642 billion) in 2008. various music venues and the theatre. and this negative trend intensified as international tourist arrivals fell by 8% during the first four months of 2009.INRODUCTION Tourism Tourism is travel for recreational. such as The Bahamas.

The selling of tourism is the selling of images. as can tangible products. are intangible. Tourism is perhaps more vulnerable than any other industry to seasonal fluctuations in demand. felt or sampled before purchase.of the given country traveling only within this country. Hotels attempt to standardize their room and service delivery as efficiently as possible through staff training and quality control procedures. As most services require interaction between the producer and consumer. but the human ingredient complicates the equation. it is highly unlikely that any product can ever be perceived equally by all customers. sometimes due to natural . Tourism is a subjective experience and an amalgam of products and services . They cannot be stored for later use. They cannot be seen. involving nonresidents traveling. External factors canal so affect the tourist experience. Inbound tourism. and the products and services that fall under its wide umbrella. This leads to the major problem confronting the tourism operator: namely. each with their own set of expectations. There are a number of features that make it unique. A bumpy flight can spoil an overseas trip and rain can ruin a Coast stay. An unsold Park Grand hotel room. Demand fluctuation can be unseen. demand fluctuation. like all services. The tourism product is not a homogeneous product. Harbour cruises.not a single product* Tourism products. The Indian Tourist Commission in other countries does not sell tourism products. Tourism products are perishable. We cannot standardize a service. are complex indeed. an unused aircraft seat and a vacant concert seat is revenue lost. a stroll through a rainforest or a dinner at sunset are intangibles. it sells what we may call a shifting generic image of India. touched. Tourism as a Service industry The tourism industry. Hence the prevalence of discounting in services.

Acts of Man include strikes (domestic pilots' strike) and international events (War) and murders (tourist murders).causes. others man-made. Acts of God include climate and natural disasters. .

as well as the Royal Wagon Train and the Household Brigade. Its India operations are headquartered in Mumbai and have the status of a limited company. Cox & Kings is a premium brand in all travel related services in the Indian subcontinent. including the Royal Cavalry. The Royal Air Force came under its wings. Ahmedabad.CHAPTER-1 COMPANY PROFILE Cox & Kings is the longest established travel company in the world. Artillery and Infantry. C&K were agents for most British regiments posted overseas. 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. Cox & Kings was witness to an exciting era in Indian history. in its own way. and. Nagpur and Jaipur. Kolkata. Goa. helped to shape it. Cox & Kings stayed on and flourished. In 1947. Chennai. The Royal Navy was next and in 1912. By 1878. Hyderabad. Today. Kochi. Pune. employing over 800 trained professionals. It has over 12 fully owned offices in India across key cities such as New Delhi. . but bound by strong ties to India. Bangalore. Between 1750's and 1950's. the British administration departed.

64 infantry regiments and 17 militia regiments. Duke of York. Mair upon Drummond’s death in 1772. Richard Cox died in August 1803. introduced Cox’s business partner Mr. offering loans and accounts to exclusive members of London's elite. USA. Greenwood to his father George III. During the 1770s the company continued to grow. Cox & Drummond was flourishing with a turnover of £345. South Africa. leaving his grandson Richard Henry Cox firmly established. as 'Mr. Rigid social structures were breaking down and enterprising people could make themselves exceptionally wealthy. In 1795 they served 14 regiments of cavalry. Greenwood. aided by war in the American Colonies and the ever present threat of invasion from France. Spain. Singapore and Dubai. Greenwood in 1783. Japan.000 per annum. Italy. Sweden and Australia. taking in Mr. becoming the largest military agent for the army.The worldwide offices are located in UK. It has associate offices in Germany. Cox lived in a time when Britain was radically changing. 'Do you hear that Frederick? Do you hear that? You are the gentleman who keeps Mr. By 1768. followed by his own son Richard Bethnell Cox in 1779 and then Mr. 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. He was the . Greenwood's money!' The company was thriving by the time of the outbreak of war with France in 1793 employing some 35 clerks. It was during this time that the company expanded its banking interests. the gentlemen who keeps my money' Greenwood replied rather cheekily that. Greenwood as controlling partner.' to which George III burst out in laughter and said. Cox repeated his good fortune with business partners. Russia. Frederick. 'I think it is rather his Royal Highness who keeps my money. with Mr.

Maldives and Tahiti through branch offices and Spain. ABOUT COX AND KINGS Cox & Kings (India) Ltd. Corporate Travel. France. In January 2010 it was awarded the Most Admired Tour Operator by SATTE. franchised sales shops. Bangalore. Kolkata. In December 2009 it also acquired My Planet Australia Pty Ltd and Ben tours International Pvt Ltd in Australia. Visa Processing and foreign exchange. the Household Brigade. is the longest established travel company in the world since 1758 and in December 2009 successfully listed on the stock exchange in India. Jaipur.epitome of those driving the London economy. New Delhi. Sweden. General Sales Agents (GSAs). Kochi. (CKIL). The company is networked through a mix of branch sales offices. generously investing in a multitude of people. Japan. Royal Wagon Train. ETN in the UK and Quoprro Global Services Pvt Ltd. The business can be broadly categorized as Leisure Travel. Over the last two years the company has won many awards. Today. Cox and Kings has also been awarded First Runner up in the Best Large Tour . Ahmedabad. it is a premium brand in all travel related services.. Germany. employing over 1. MICE. Nagpur and Goa.(visa processing). Australia. Pune. the Royal Navy and the Royal Air Force came under its wings. East India Travel Company in North America. Artillery and Infantry. Hyderabad. The company owns Tempo Holidays Australia. 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. The company’s extensive network of 185 GSAs and PSAs covering all major towns and cities of India enhances its reach. Chennai. New Zealand. ideas and commerce. and Preferred Sales Agents (PSAs). It has subsidiaries in UK. Trade Fairs. Italy. South America and South Africa through representative offices. US. The company has 14 branch sales offices located in Mumbai. UAE and Singapore and operates from Moscow (Russia).400 professionals and headquartered in India. The company has appointed 79 franchisees across 20 states covering 70 cities.

it won the Best Domestic Tour Operator. 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 . 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). the Travel Agents Association of India (TAAI). CKIL is one of the founding members of the World Travel and Tourism Council (WTTC).Operator category awarded by the Telegraph Ultra Travel luxury survey UK 2010 and First Runner Up in the Favourite Tour Operator category awarded by Condé Nast Traveler Readers’ Choice Awards (2010). and are members of premier industry associations namely the Travel Agents Federation of India (TAFI). Ajay Ajit Peter Kerkar. Global CEO. In 2009. Most Innovative Travel Company and the Best Inbound Tour Operator award at the TAFI Travel Biz Monitor Awards. In 2008. Mr. It won the Today’s 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.

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. USA. These include: 'Duniya Dekho' Holidays to Europe. In 1995. Cox & Kings has been undertaking path-breaking initiatives to reach out to the travelers through innovative products. to know everything about royal treatment. Australia and New Zealand. 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. 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 rolls out a whole new .THE C&K ADVANTAGE   Best Brand for over 250 years and been operational non-stop since 1758. Far East.It takes a travel company that has been round for two hundred years. Mauritius. This is targeted at the more discerning Free Individual Traveler Luxury Escapes . South Africa.

Cox & Kings organizes special tours for these families where the NRI community would like to travel with likeminded families across the world.concept in Holidays . Join us as we unveil country after country laced with sinful indulgence and fine living. Star Cruise. offering a full range of business travel services to over 200 corporate clients.The NRI Division of Cox & Kings caters to the Non Resident Indians who would like to travel around the world with Indian families. C&K's strength in this business area is evident when one of the world's largest conglomerate in business travel . Silver sea Cruises. . The finest luxury hotels in the world to the most exclusive entertainment experiences await you. 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. Get pampered rotten. and Escorted Tours to USA etc NRI . Rail Europe. Holiday like a king. Cox & Kings also represents and retails many international third party products including Cosmos.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.Luxury Escapes. Spoil yourself. including major multinational companies.

wildlife holidays. Cox and Kings can offer Travel Fulfillment Services to Corporate Clients who are having offices overseas or project teams working on site at their customer’s site. honeymoon tours.Radius Overseas Travel Fulfillment Solutions through the Radius Brand Leveraging the partnership with Radius.C&K . Bharat Dekho has captured over 50% of the domestic market. All travel requirements will be controlled through the off shore 24 x 7 Travel Center based in Mumbai. customized FIT Tours to nature trails.Meetings. 'Bharat Dekho' (see India) is today's leading 'branded' product in the country with a wide range of 'Indian Holidays' from cultural holidays. Launched in 2000. some of which are: . 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. through its Radius Shareholders in the respective overseas regions. 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. MICE The growing importance of MICE . weekend getaways. TRAVEL INSURANCE Policies for Leisure Domestic as well as International Travel and special Corporate Deals on Insurance covering an array of specialized travel areas. pilgrim holidays. Incentives.

The Cox & Kings provides following packages: Bharat Dekho Holidays Duniya Dekho Group Holidays FlexiHols individual holidays .Bounced Hotel / Airline Bookings. mid and back office solutions. Loss of baggage (checked) . This has brought about huge cost savings for the organization. It has developed totally integrated front. Missed connection HIGHTECH PLATFORM Cox & Kings today deploys highest information technology platform in the Indian Travel Industry. thus managing to offer 'quality' service to its customers at a great cost savings.

by year 2020 Indian tourism would contribute 850.Europe AUS&NZ AFRICA MIDDLE EAST ISLANDS AMERICAS A TRAVEL SCENARIO As per WTTC report. worldwide. today outbound and domestic tourists far outnumber the numbers of tourist coming into the country. the growth of Indian tourism outpaces that of any other country. With a booming Indian economy and emergence of a new middle class. In fact. Opportunities for all those involved in the Tourism Industry are immense. and the .000 crores to the GDP.

Domestic numbers are expected to increase by 15 per cent year-on-year. There are different sub-segments to these such as adventure tourism.changes in the industry over the years with the advent of technology have set new standards for the players involved. pilgrim tourism and leisure tourism.4 million inbound tourists. OutboundTourism Pacific Asia Travel Association (PATA). . The target for 2006 has been pegged at 4. InboundTourism The year 2005 was the best year for inbound travel. DomesticTourism According to the ministry of tourism the total number of domestic tourists in 2005 was in the region of 300 million. 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. with foreign visitor arrivals touching a record 3. Pilgrim tourism still comprise 50 per cent of the total domestic movements. primarily. all India travel agencies. records that outbound travel from India is growing at a rate of 10.5 percent. resulting in international tourism receipts of Rs 262 billion.9 million.

 April 29th. As of April 2010. we have placed donation boxes in eight C&K offices/ branches. 2010 marked the 30th anniversary of the first wish granted by MAWF. Making wishes come true:  C&K assists Make-A-Wish Foundation (MAWF) of India in granting wishes of children with life threatening diseases. Bangalore. Ahmedabad. To commemorate the day. Goa and Pune. C&K partnered with MAWF. The event was a success with involvement of C&K employees. During the year. India and were instrumental in granting around 50 wishes on that day. .  In our attempt to promote MAWF's cause amongst employees and customers. MAWF celebrated its first ever World Wish Day wherein every Make-A-Wish affiliate and chapter around the world granted a wish.   1.CORPORATE RESPONSIBILTY  Cox & Kings' CSR Activities Cox & Kings (C&K) puts an emphasis on the welfare of children and the empowerment of women. Chennai. These range from cycles. PSPs. sewing machines to computers and televisions. Our relationship with MAWF began in November 2008 when we made a commitment to sponsor wishes of 10 children every month. The event took place across eight locations where Cox and Kings has offices including Mumbai. C&K participated in corporate social responsibility activities across various fields. New Delhi. we have fulfilled the wishes of more than 100 children. In India. Jaipur. Hyderabad.

30 C&K employees run in the Standard Chartered Mumbai Marathon. 3. We ran for Make-A-Wish Foundation of India. 4. each one got a hands-on experience in gardening and painting. The child travelled with her family. we ran for Ummeed Child Development Centre. sightseeing and private transfers were totally taken care of by C&K. Ummeed is a set . Full board. Apart from C&K's donation towards the activities of Magic Bus Foundation which is the development of underprivileged children through sports. full board. Running for a cause:  The year 2009 saw for the first time.  C&K is the Official Travel partner of MAWF wherein we sponsor the "Travel Wishes" of children. transfers and domestic flights was sponsored by the company.  In 2010.  The company also sponsored the travel wish of a Pune based child who wanted to visit Kanyakumari. Travel made easy:  C&K sponsored the trip of a US based "Wish" child who wished to visit India. Staff involvement for the betterment of street children:  A total of 42 employees participated in a Magic Bus Orientation Day Programmed in Karjat. In fact. our staff benefited from an out-of-the-office team spirit experience. The child and her family had a six-night holiday in Kerala where the travel to and from.2.

who was one of the NGOs that assisted in the relief efforts in the Kurnool district of Andhra Pradesh. The SPCA hospital and shelter in Noida provides ambulance. In this scenario. On the way to the Oscars':  The film KAVI was the Indian entry to the OSCARS 2010. Oxfam India strives right to a life 5. Our charity of choice was Oxfam India. comes in C&K who immediately agrees to sponsor the hotel accommodation of the child actor Sagar Salunke and three members of the crew.  Our Bangalore office ran for the first time in the Sun feast World 10k 2010.up with the objective of helping children with developmental disabilities such as Cerebral Palsy. 7. Ummeed works with the child individually and comes to joint decisions with the family on care and management of the child. the Employee contribution and response was very encouraging with an equally large amount collected. 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. Attention Deficit Disorder. towards the relief efforts of the victims. The movie made on a shoe string budget traces the lives of bonded laborers. outdoor treatment and sterilization facilities for . Autism. While the company pledged a fairly large amount. Mental Retardation. For the first time we initiated an exercise where we asked staff to contribute to this cause. in the documentary film category. Community development and relief:  During Diwali (2009). they were in a quandary on the costs involved in participating in the Oscars. 6. etc. While the crew was overjoyed on being nominated. Learning Disability. C&K partnered with Oxfam India.

5. 10. 3.dogs. cats and large animals. 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. "Best Inbound Tour Operator" awarded by the Abacus TAFI TravelBiz Monitor Awards (2009). Contributions:  C&K distributed 1000 blankets at the Divine Retreat Centre Awards & Recognition: 1. 8. "First Runner Up" in the Favourite Tour Operator category awarded by Condé Nast Traveler Readers’ Choice Awards (2010). "First Runner Up" in the Best Large Tour Operator category awarded by the Telegraph Ultra Travel luxury survey UK 2010. 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. 9. "Most admired tour operator 2010" awarded by SATTE (2010) 4. 2. "Best Domestic Tour Operator" awarded by the Abacus TAFI TravelBiz Monitor Awards (2009). . Child Protection:  C&K made a donation to Bal Raksha Bharat towards the Child Protection Programmed for 10 children.

China.Australia."Best Self Drive Brochure" by Tourism New Zealand Asia Awards (2008) 16.Outbound 2009" awarded by The Economic Times. ranking it 152 amongst the top 1. India.2006) . Singapore. Korea. 10. Malaysia.2004) 20. Global CEO.2006. 7. Cox and Kings for his remarkable contribution to the travel and tourism industry (2008) 13. India’s largest business daily. 8.3 Awards for being the "Best Domestic Tour Operator" awarded by Galileo Express Travel World Awards (2005 . "India’s Top Rated Tour Operator . Peter Kerkar."Best Domestic Tour Operator" awarded by Galileo Express Travel World Awards (2008) 11.2005.TAFI-Abacus Award for the "Best Outbound Tour Operator" (2007) 18. Japan. "Most Innovative Travel Company of 2009" awarded by Today’s Traveler Platinum Award. "Most Innovative Product Launch" awarded by the Abacus TAFI TravelBiz Monitor Awards (2009). TNS and co-funded by Media magazine. Hong Kong. Taiwan and Thailand. 9."Most Preferred Tour Operator Award" by CNBC Travel Awards (2007) 17. 2004 ."WTM Global Award" to Mr. "The Number One Brand in India" based on a survey conducted by research agency."Best Visual Advertising Campaign" awarded by Galileo Express Travel World Awards (2008) 12.TAFI-Abacus Award for the "Best Domestic Tour Operator" (2007) 19."Best Technology" Award By Galileo Express Travel Awards (2005 .000 brands in the Asia Pacific region .6."One of the top 15 travel companies in the world" by Condé Nast Traveler Awards (2003) 15. 2003 ."One of the top 15 travel companies in the world" by Condé Nast Traveler Awards (2008) 14.

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. Department of Tourism (2005 . 2003 . has decided to expand its Operations in India.. the Cox and Kings."Best Outbound Tour Operator" by Galileo Express Travel (2003 . (CKIL).Tourism Awards for being the "Best Domestic Tour Operator" awarded by Government of India. .2005. 2004 .2006.2004) Future Plans Of Cox & King’s  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. and Coxand Kings India Ltd.2004) 22.21.  The Indian Railways Catering and Tourism Corporation (IRCTC).. have signed a Joint Venture agreement to set up a company called the Royale Indian Rail Tours Ltd.

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

rural. knowledge Age . International Lifestyle. growth.a. sex. literate. To achieve a well defined and unique brand personality through selection of correct positioning strategy and consistent and appropriate brand promotion. distribution network of 130sales outlets and about 3500 travel agents across India. Primary. . religion Rich. secondary. individual market. personality. tourist BRAND STRATEGY OF COX AND KINGS OBJECTIVE:1. 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. Other local competitors include Kesari and Raj travels. opportunity National. popular market. illiterate Business. urban. culture. They provide services to about 4500 locations in than 100 countries. Thomas Cook serves about 20million customers every year. Categories Mass market.Actual Users Occasional Users Habitual Users Already using the services generated by tourist service providers Although they do possess the requisite income and leisure.

BRAND VISION FOR COX AND KINGS Short Term(in 2 years) Promoting various tourism segment like medical tourism. . Natgeo. BRANDING STRATEGY  Promote destination and segment based campaigns by writing articles in tourism magazines. Careful brand guardianship. etc.) To provide an umbrella of services associated with travelling to the customers. manpower by benchmarking with competitors. Asian photography). journals and newspaper like Go world. BRAND STRATGY  From various tourism related communities on social networking sites promoting various destinations. adventure tourism.  Publish Advertisement in various tourism and photography magazines (travel and living. 3.  Upload medical. Traveler etc.  Publish testimonials of happy customer of Cox and kings websites.2. 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. Use of IT (e tourism) to complement branding and promotional initiative. Long Term(in 5 years) Fully fledged branding and promotional initiatives (integrated marketing and communications. To acquire about 17% market shares in the tourism service. adventure tourism and ecotourism related videos on YouTube and other video sharing websites.

hotels. The airlines in India.  A xenophobic attitude among certain sections of people. mountains. SWOT Analysis of Tourism industry in India STRENGTHS  India's geographical location.  Buzz marketing through celebrity tie-ups celebrities will be offered luxury travel packages and encouraged to promote.  A wealth of archeological sites and historical monuments.e. Foreigners still think of India as a land of snake charmers.  Diversity of culture i. a culmination of deserts. forests. a blend of various civilizations and their traditions.  Manpower costs in the Indian hotel industry are one of the lowest in the world. There are many places where the image of India is one of . and beaches. for example. Come up with various values added packages and allied services for customers. The road condition in India is very bad. This provides better margins for the industry.  Promotion of Cox and kings on websites of various airlines.  No proper marketing of India's tourism abroad.  Make the website more users friendly by providing information about related destinations and related services providers of the customers. are inefficient and do not provide basic facilities at airports. transport services providers by buying banners space on the websites of these allied service providers. WEAKNESSES  Lack of adequate infrastructure.  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.

 Political turbulence within India in Kashmir and Gujarat has also reduced tourist traffic. Maldives and Tahiti through our branch offices and Spain. Chennai.  Allowing entry of more multinational companies into the country giving us a global Perspective. Taiwan. . they have an extensive network of 185 GSAs and PSAs covering all major towns and cities of India. France. India with 255 points of presence covering 164 locations through a mix of branch sales offices.  Aggressive strategies adopted by other countries like Australia. Jaipur. Germany. New Delhi. They have subsidiaries in UK. Italy. OPPORTUNITIES  More proactive role from the government of India in terms of framing policies. and diseases. Singapore in promoting tourism. Kolkata. Sweden. Ahmedabad. New Zealand. Pune. Nagpur and Goa. Japan. Cox and Kings also operate through 56 franchised sales shops spread across India to have larger access to our customers. UAE and Singapore and operates from Moscow (Russia). Kochi. Australia. Bangalore. US. THREATS  Economic conditions and political turmoil in other countries affects tourism. The case of Plague in Surat in 1994 led to a decrease of 36% in arrival of foreign tourists in India. Cox and Kings’ have 14 branch sales offices located in Mumbai. South America and South Africa through our representative offices. Further. Besides. Market Presence of Cox & King’s Cox and Kings’ registered office is situated in Mumbai. branch offices and representative offices. General Sales Agents (GSAs) and Preferred Sales Agents (PSAs).  Growth of domestic tourism. superstition.poverty. Cox and Kings have a global presence with its operations in 18 countries besides India through subsidiaries. The advantage here is that domestic tourism and international tourism can be segregated easily owing to the difference in the period of holidays. Hyderabad. franchised sales shops.

. In 2009. Quoprro Global Services Pvt. they have presence in overseas markets through a network of GSAs and PSAs covering other countries enhancing our global presence. . CKIL acquired the East India Travel Company in North America. they got further approvals from the diplomatic mission of India in Hong Kong. one of the top three source markets for the Indian subcontinent Further. CKIL’s subsidiary. Ltd. acquired in 2008 accepts and processes visa applications from foreign nationals applying for Indian visas in Greece and Singapore. one of the leading wholesalers in the Australian outbound tourism market. Recently.The company through its subsidiary in Australia has acquired Tempo Holidays.

Croissants. Yoghurt. Cakes. Juice. Breads. Cornflakes with Milk.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. We give our on the same .CHAPTER-4 RESULTS COMPARISON OF COX & KINGS PRODUCTS WITH OTHER COMPANIES Cox & Kings . Butter. Rolls.Ends Begins MILAN FRANKFUR . Tea. Eggs. Cold Cuts.Ends Sightseeing does not LONDON begin on the same day of Sightseeing is arrival. Preserves. Cheese.European Experience Vs SOTC . 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 .

clients time to get over the jetlag. 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. Cheese Farm Canal Cruise in Amsterdam Dam Square and its surroundings with free time BELGIUM Brussels YES YES X X YES YES . day of arrival. Sightseeing commences on the following day. Clients are tired from their flight from India. Clog Making Factory.

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 .

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 .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 .

Cox & Kings) YES X X YES X X YES * YES * YES * YES X X X X YES YES X YES . Cox & Kings Gala . Titlis YES X YES YES YES YES (Mt.A Ride on Alpine Coaster on Glacier 3000 Snow Bus Ride on Glacier 3000 Souvenir from Glacier 3000 Lucerne City Tour Mt. fun & games.Chocolate Casting. 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. Cox & Kings Mt.

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. 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 .Therefore product of Cox & Kings is more competitive than SOTC.

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 . Butter. Juice. YES YES * YES YES UNITED KINGDOM London Guided Panoramic Tour Tower of London .Ends Ends FRANKFUR LONDON Sightseeing does Sightseeing not begin on the is not on the same day of same day of arrival. Sightseeing commences on the following day. Cold Cuts. Preserves. Rolls. Tea.Season Duration of Tour in Days MEALS Breakfasts Summer 2011 11 Days / 10 Nights 10 Extended Continental (Fruits. Cheese. Breads. Yoghurt. Croissants. Cornflakes with Milk.Begins ZURICH . We give our clients time to get over the jetlag. arrival. Eggs. Cakes.

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) . Clog Making Factory.Windmill.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 .

the most well known BONHEUR SHOW .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 X .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 .FRANCE River Seine Cruise Entertainment Show in Paris YES * YES * (LIDO with Champagne.

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 .

Chocolate Casting. Cox & Kings Gala . 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 X YES * YES * YES YES . Thomas Cook Mt. fun & games. Cox & Kings / Mt.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.

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 .

Juice. Coffee) 10 + 1 = 11 VACATIONS EXOTICA EXOTIC EUROPE Summer 2011 19 Days / 18 Nights 18 Normal Continental (Bread. Yoghurt.Therefore product of Cox & Kings is more competitive than THOMAS COOK. Jam. Milk. Cakes. Fruits only) MEAL Breakfasts Lunches 17 Lunches . Butter.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. Tea. Rolls.European Splendours Vs Vacations Exotica . Coffee. Croissants. Tea. Eggs. Cold Cuts. Breads. Cereal. Hot Eggs. Cheese. Cornflakes with Milk.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. Butter. Juice. Preserves. Cox & Kings .

YES YES YES X X YES YES YES X YES YES YES YES X . First the clients go to the hotel and check-in and later proceed for the orientation tour.Lunches Dinners Tour 15 + 1 = 16 Dinners Begins FRANKFURT Ends DUBLIN Sightseeing is on the same day of arrival.Ends LONDON Sightseeing is on the same day of arrival. 18 Dinners Begins ROME . 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. Clients are tired from their flight from India.

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 * .

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 . the most well known BONHEUR SHOW .Show in Paris Champagne.

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 .

Cox & Kings Mt. Cox & Kings Gala .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 .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 .Cruise Mt.

Cheese Farm Canal Cruise in Amsterdam Zaanse..Windmill. Clog Making Factory.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 .

Therefore product of Cox & Kings is more competitive than vacations exotica. .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.

of Lunches DINNERS Indian Dinners Total No. Of Breakfasts LUNCHES Lunches Total No.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 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 .

3* YES .4* YES YES X 2 Nights Comfort Inn Point or similar .4* YES YES YES 1 Night Seneca Niagara Casino & Hotel .Washington No of Nights Hotel Used 1 Night Sheraton Columbia Town Centre Hotel 4* YES 1 Night Hyatt Dulles Airport or similar .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 X X 2 Nights Hyatt Regency or similar .4* YES Guided Orientation tour of Washington DC Smithsonian Museum .

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* X .4* YES YES X YES 3 Nights Double Tree Resort or similar .4* YES YES YES YES 2 Nights New York New York Hotel .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 .3* YES YES YES YES 2 Nights Hotel Bally's or similar .4* YES 3 Nights DoubleTree Hotel at the Entrance to Universal Orlando 4* YES YES 2 Nights Marriott Fisherman's Wharf .

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 1 7 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 .

3* . 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 .2.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 .3* // Hotel Fairfield Inn & Suites Newark .4* X YES 2 Nights Hotel Hilton Newark Airport .5* // Springhill Suites Marriott Newark or similar .2 YES Guided Orientation tour of Washington DC Smithsonian Museum .3 / Channel Inn Hotel . of Lunches DINNERS Indian Dinners Total No.Total No.

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 .2* // Holiday Inn Grand or similar .4* YES X 1 Night Hotel Quality Inn & Suites at fall .3* YES YES X YES (In Orlando) 4 Nights Hotel Doubletree Castle .4* YES 3 Nights DoubleTree Hotel at the Entrance to Universal Orlando 4* YES YES Magic Kingdom Epcot Centre .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 .

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 .3.4* YES YES YES YES * 2 Nights Sheraton Cerritos Hotel .4* YES YES YES YES 2 Nights New York New York Hotel .4* YES YES 1 Night Hotel Embassy Suites or similar .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 .

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 .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.

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.eg.they work only for single company for. TOURS & TRAVELS 1 JAIPUR .K.COM GO WAY TOURS & TRAVELS PORWAL TRAVELS VARUN TRAVELS PRUDENT TOURS M. Cox & Kings PSA work under only Cox & kings it can’t work for Thomas cook List of all visited PSA are as follows: COX & KINGS AGENTS SLNO.

LTD. CITY 1 ALWAR 2 BHILWARA 3 JAIPUR AGENTS GLOBAL HOLIDAYS SHREE OMEGA TOURS RAINBOW VACATIONS PVT.NO. 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 .8 KOTA 9 UDAIPUR XOTIC HOLIDAYS COMFORT TRAVELS & TOURS 10 SRIGANGANAGAR VARUN TRAVELS 11 HANUMANGARH HOLIDAYS EXPRESS THOMAS COOK AGENTS SL.

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 .

Services provided by the company are excellent. Costing of packages is the most significant factor in sales. of places missing 8 32 21 27 . Comparison of sightseeing not available Product: European Experience Cox and Kings SOTC Thomas Cook Vacations Exotica No.CHAPTER-5 FINDINGS AND ANALYSIS 1. 2. 3. Number of PSA affects the sales.

no. of places missing SOTC Cox and King 0 5 10 15 20 25 30 35 Fig. American Bonanza Product comparison Product: American Bonanza Cox and Kings SOTC Make my Trip No. of places missing Vacations Exotica Thomas Cook no.no. of places missing 1 7 7 .1 European Experience product service provided by Cox and Kings is more competitive than Thomas Cook. SOTC and Vacations Exotica.

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

the product offered by Cox and Kings is more competitive than all the above mentioned companies. . vacations Exotica.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. SOTC and Make my trip. I had visited all the PSA of different tour operators in Jaipur. 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. After the comparison Cox and Kings products with various tours and travel companies such as Thomas cook. Therefore competition between tour operators is based upon the PSA working potential.

com .Cox and kings.BIBLIOGRAPHY Books  Journal of tours and travels (June edition)  Cox and Kings Flexihols of Duniya Dekho  Brochures of tours and travels  4 P’S magazine(May edition) Websites  www.com  www.google.

SOTC .. Thomas Cook d. Thomas Cook d.QUESTIONNAIRE NOTE: The questionnaire is prepared in order to know the factors which are affecting the sales. Cox and kings c. According to you which company had good relationship with their PSA? a. Make My Trip Q2. SOTC b. SAMPLE OF QUESTIONAIRE NAME OF PSA: ……………………………………………………… LOCATION: …………………………………………………………. Cox and kings c. SOTC b. Make My Trip Q3. According to you which company provide better costing? a. According to you which company has more PSA? a. Q1..

Make My Trip . Cox and kings c. Cox and kings c. SOTC b. Cox and kings c. Thomas Cook d. SOTC b. Thomas Cook d. According to you which company implement good promotional strategies? a. Make My Trip Q5. SOTC b. Cox and kings c. Thomas Cook d. According to you which company provides good services? a.b. Thomas Cook d.According to you which company provides excellent visa services? a. Make My Trip Q4. Make My Trip Q6.