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INDIAN INSTITUTE OF TOURISM & TRAVEL MANAGEMENT,
BHUBANESWAR
A SUMMER TRAINING REPORT
ON
STUDY OF SALES & MARKETING STRATEGIES OF TRAVEL & TOURISM
COMPETITIORS OF COX AND KINGS IN RAJASTHAN MARKET
SUBMITTED TO: SUBMITTED BY:
MR. SOMENDRA NATH BISWAS BHISHM JOSHI
PGDM (TT) III SEM
ROLL NO:-2101021
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EXECUTIVE SUMMARY
I Bhishm Prasad Joshi felt privileged to be a part ofIndian Institute of Tourism
& Travel Management (IITTM), Bhubaneswar. I did my summer internship training
in Cox & Kings (I) ltd., civil lines, Jaipur in FIT Department. My project title is the
STUDY OF SALES & MARKETING STRATEGIES OF TRAVEL & TOURISM
COMPETITIORS OF COX & KINGS IN RAJASTHAN MARKET
OBJECTIVES OF PROJECT
To analyze competitiveness factors.
To know about the sales strategies.
To analyze marketing tactics.
To analyze the marketing strategies.
To study about PSA.
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INDEX
Heading Page No. DECLAIRATION I ACKNOWLEDGEMENT II PREFACE III EXECUTIVE SUMMARY IV Chapter 1 - COMPANY PROFILE Chapter 2PROJECT PROFILE Chapter 3RESEARCH METHODOLOGY
o Research Objective
o Limitation of Cox and Kingso Type of Researcho Type of Samplingo Sample Size
Chapter 4 - RESULTS
Chapter 5FINDINGS AND ANALYSIS
Chapter 6CONCLUSION
BIBLIOGRAPHY
Questionnaire
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CERTIFICATE 1
This is to certify that the dissertation entitled Study of sales and marketingstrategies of travel and tourism competitors of Cox and kings in Rajasthan market
submitted the degree of PGDM (TT) of INDIAN INSTITUTE OF TOURISM &
TRAVEL MANAGEMENT, BHUBANESWAR is a bonafied work carried out by
BHISHM PRASAD JOSHI (ENROLMENT NO: - 2101021) under my supervision and
that no part of this work has been submitted for any other degree. The assistance and
help, received during the course of investigation have been fully acknowledged.
Date: -
..
External Guide Sign Internal Guide Sign
STAMP
Mr Manish Dave Dr. S. N. Biswas
(Branch Manager) (Faculty of TOM)
Cox & Kings (I) Ltd. IITTM
Jaipur Bhubaneswar
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ACKNOWLEDGEMENT
As I am finishing my project training, I take this as an ample opportunity to
express my heartfelt thanks and sincere regards to each and every person associated with
the completion of this project.
I would like to thankMr. Manish Dave, (branch manager, Jaipur) for allowing me
to work on this highly challenging project and guiding me throughout the tenure of the
project. In spite of his busy schedule, Mr. Manish Dave always managed to have a
regular interaction with me throughout the project. Timely guidance and feedback
coupled with words of appreciation always helped me keep going and gain maximum
learning from the project.
I express my indebtedness to Mrs. Minaxi Joshi & Mr.Sohit Sharma for their
skillful guidance, suggestions, contant inspiration, and encouragement and in the initial
execution of my experiments which make work smooth and so many things. I am very
much thankful to giving me an opportunity to work under guidance.
It is my pleasant duty to express my special thanks to Mr. Deenanath Nayak, Mr.
Ishwar Das, Mr.Abhishek Sharma, Mr. Vikram Jeet Singh, Mr Nagendra Sharma,
Mr. Anand Srivastava, Mr Vikas Parik, Mr. Ranjeet Singh, Mr. Yashwant Singh, Mr.
Bhupati Shekhawat, Ms. Ana Qamar, Mr Mahendra Puri, Mr. Ashok, Mr. Akhil, Mr.
Rohit Bhardwaj, Mr Anurag Sharma, Mr. Amit Tak, Mr. Anuj, Mr. Himmat Singh, Mr
Prashant, Mr Pramod & All other valuable staff & Trainees of the company for their
encouragement throughout my project and his guidance during the compilation of work.
My faculty guide,Dr. S. N. Biswas had been pivotal for the successful completion
of the project by guiding me throughout the entire phase. I would like to extend my
gratitude to her for rendering all the support I needed throughout my Management-in-
Practice.
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PREFACE
Classroom teaching helps the student by making conceptual base clear, but on the
job training is the practical way, which helps the students to get the practical knowledge
of the concept. Normally the students are not aware of actual requirement in the
practical field keeping in view this fact, a system of summer training has been established
to make the students aware of actually difficulties that come in the way of practical field,
which is not taught in classroom teaching so, the students are given practical training in
the course of their education.
Working as a summer trainee at COX N KINGS was a wonderful experience, It
gave me immense understanding about how companies are making business through
various ways.
The efforts undergone through the research is summarized using graphs/figures.
The Summer Training Report Includes Company Profile, Project Profile, Research
Methodology, Research Design, and Finding & Annexure.
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INRODUCTION
Tourism
Tourism is travel for recreational, leisure or business purposes. The World Tourism
Organization defines tourists as people who "travel to and stay in places outside their
usual environment for more than twenty-four (24) hours and not more than one
consecutive year for leisure, business and other purposes not related to the exercise of an
activity remunerated from within the place visited". Tourism has become a popular global
leisure activity. In 2008, there were over 922 million international tourist arrivals, with a
growth of 1.9% as compared to 2007.
International tourism receipts grew to US$944 billion (euro 642 billion) in 2008,
corresponding to an increase in real terms of 1.8%.
As a result of the Late-2000s recession, international travel demand suffered a
strong slowdown beginning in June 2008, with growth in international tourism arrivals
worldwide falling to 2% during the boreal summer months, and this negative trend
intensified as international tourist arrivals fell by 8% during the first four months of 2009.
Tourism is vital for many countries, such as the U.A.E, Egypt, Greece and
Thailand, and many island nations, such as The Bahamas, Fiji, Maldives and the
Seychelles, due to the large intake of money for businesses with their goods and services
and the opportunity for employment in the service industries associated with tourism.
These service industries include transportation services, such as airlines, cruise ships and
taxis, hospitality services, such as accommodations,including hotels and resorts, and entertainment venues, such as amusement parks,
casinos, shopping malls, various music venues and the theatre.
The United Nations classified three forms of tourism in 1994, in its
"Recommendations on Tourism Statistics: Domestic tourism", which involves residents
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of the given country traveling only within this country; Inbound tourism, involving non-
residents traveling.
Tourism as a Service industry
The tourism industry, and the products and services that fall under its wide
umbrella, are complex indeed. There are a number of features that make it unique.
Tourism is a subjective experience and an amalgam of products and services - not a
single product* Tourism products, like all services, are intangible. Harbour cruises, a
stroll through a rainforest or a dinner at sunset are intangibles. They cannot be seen,
touched, felt or sampled before purchase.
The selling of tourism is the selling of images. The Indian Tourist Commission in
other countries does not sell tourism products; it sells what we may call a shifting generic
image of India.
The tourism product is not a homogeneous product. We cannot standardize a
service. Hotels attempt to standardize their room and service delivery as efficiently as
possible through staff training and quality control procedures, but the human
ingredient complicates the equation. As most services require interaction between the
producer and consumer, each with their own set of expectations, it is highly unlikely that
any product can ever be perceived equally by all customers. External factors canal so
affect the tourist experience. A bumpy flight can spoil an overseas trip and rain can ruin a
Coast stay.
Tourism products are perishable. An unsold Park Grand hotel room, an unused
aircraft seat and a vacant concert seat is revenue lost. They cannot be stored for later use,as can tangible products. Hence the prevalence of discounting in services.
This leads to the major problem confronting the tourism operator: namely, demand
fluctuation. Tourism is perhaps more vulnerable than any other industry to seasonal
fluctuations in demand. Demand fluctuation can be unseen, sometimes due to natural
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causes, others man-made. Acts of God include climate and natural disasters. Acts of Man
include strikes (domestic pilots' strike) and international events (War) and murders
(tourist murders).
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CHAPTER-1
COMPANY PROFILE
Cox & Kings is the longest established travel company in the world. Its
distinguished history began in 1758 when it was appointed as general agents to the
regiment of Foot Guards in India under the command of Lord Ligonier.
By 1878, C&K were agents for most British regiments posted overseas, including
the Royal Cavalry, Artillery and Infantry, as well as the Royal Wagon Train and the
Household Brigade. The Royal Navy was next and in 1912, The Royal Air Force came
under its wings.
Between 1750's and 1950's, Cox & Kings was witness to an exciting era in Indian
history, and, in its own way, helped to shape it. In 1947, the British administration
departed, but bound by strong ties to India, Cox & Kings stayed on and flourished.
Today, Cox & Kings is a premium brand in all travel related services in the Indian
subcontinent, employing over 800 trained professionals.
Its India operations are headquartered in Mumbai and have the status of a limitedcompany. It has over 12 fully owned offices in India across key cities such as New Delhi,
Chennai, Bangalore, Kolkata, Ahmedabad, Kochi, Hyderabad, Pune, Goa, Nagpur and
Jaipur.
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The worldwide offices are located in UK, USA, Japan, Russia, Singapore and
Dubai. It has associate offices in Germany, Italy, Spain, South Africa, Sweden and
Australia.
By 1768, Cox & Drummond was flourishing with a turnover of 345,000 per
annum. During the 1770s the company continued to grow, aided by war in the American
Colonies and the ever present threat of invasion from France. Cox repeated his good
fortune with business partners, taking in Mr. Mair upon Drummonds death in 1772,
followed by his own son Richard Bethnell Cox in 1779 and then Mr. Greenwood in 1783.
It was during this time that the company expanded its banking interests, offering loans
and accounts to exclusive members of London's elite. Frederick, Duke of York,
introduced Coxs business partner Mr. Greenwood to his father George III, as 'Mr.
Greenwood, the gentlemen who keeps my money' Greenwood replied rather cheekily
that, 'I think it is rather his Royal Highness who keeps my money,' to which George III
burst out in laughter and said, 'Do you hear that Frederick? Do you hear that? You are the
gentleman who keeps Mr. Greenwood's money!'
The company was thriving by the time of the outbreak of war with France in 1793
employing some 35 clerks. In 1795 they served 14 regiments of cavalry, 64 infantry
regiments and 17 militia regiments, becoming the largest military agent for the army.
Richard Cox died in August 1803, leaving his grandson Richard Henry Cox firmly
established, with Mr. Greenwood as controlling partner. Cox's longevity as a military
agent had made the army dependent on his services for the smooth running and
organization of a busy and stretched military serving all around the globe. Cox lived in a
time when Britain was radically changing. Rigid social structures were breaking down
and enterprising people could make themselves exceptionally wealthy. He was the
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epitome of those driving the London economy, generously investing in a multitude of
people, ideas and commerce.
ABOUT COX AND KINGS Cox & Kings (India) Ltd., (CKIL), is the longest
established travel company in the world since 1758 and in December 2009 successfully
listed on the stock exchange in India. Its distinguished history began when it was
appointed as general agents to the regiment of Foot Guards in India under the command
of Lord Ligonier and handled the Royal Cavalry, Artillery and Infantry, Royal Wagon
Train, the Household Brigade, the Royal Navy and the Royal Air Force came under its
wings. Today, it is a premium brand in all travel related services, employing over 1,400
professionals and headquartered in India. The company is networked through a mix of
branch sales offices, franchised sales shops, General Sales Agents (GSAs), and Preferred
Sales Agents (PSAs). The company has 14 branch sales offices located in Mumbai, New
Delhi, Chennai, Kolkata, Bangalore, Hyderabad, Ahmedabad, Jaipur, Kochi, Pune,
Nagpur and Goa. The company has appointed 79 franchisees across 20 states covering 70
cities. The companys extensive network of 185 GSAs and PSAs covering all major
towns and cities of India enhances its reach. It has subsidiaries in UK, Australia, NewZealand, Japan, US, UAE and Singapore and operates from Moscow (Russia), Maldives
and Tahiti through branch offices and Spain, Sweden, Germany, Italy, France, South
America and South Africa through representative offices. The company owns Tempo
Holidays Australia, East India Travel Company in North America, ETN in the UK and
Quoprro Global Services Pvt Ltd,(visa processing). In December 2009 it also acquired
My Planet Australia Pty Ltd and Ben tours International Pvt Ltd in Australia. The
business can be broadly categorized as Leisure Travel, Corporate Travel, MICE, Trade
Fairs, Visa Processing and foreign exchange. Over the last two years the company has
won many awards. In January 2010 it was awarded the Most Admired Tour Operator by
SATTE. Cox and Kings has also been awarded First Runner up in the Best Large Tour
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Operator category awarded by the Telegraph Ultra Travel luxury survey UK 2010 and
First Runner Up in the Favourite Tour Operator category awarded by Cond Nast
Traveler Readers Choice Awards (2010). In 2009, it won the Best Domestic Tour
Operator, Most Innovative Travel Company and the Best Inbound Tour Operator award
at the TAFI Travel Biz Monitor Awards. It won the Todays Traveler Platinum Award
for the most innovative travel company and it also won the Economic Times Award for
the Best Outbound Tour Operator in India. In 2008, Mr. Ajay Ajit Peter Kerkar, Global
CEO, Cox and Kings was honored with the WTM Global Award 2008 for his remarkable
contribution to the travel and tourism industry by the World Travel Market (WTM).
CKIL is one of the founding members of the World Travel and Tourism Council
(WTTC), and are members of premier industry associations namely the Travel Agents
Federation of India (TAFI), the Travel Agents Association of India (TAAI), Indian
Association of Tour Operators (IATO)
The principal services offered by the company are:
Destination Management
Outbound Tourism
Business Travel
Incentive & Conference Solutions
Domestic Holidays
NRI
Trade Fairs
ForeignExchange
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THE C&K ADVANTAGE
Best Brand for over 250 years and been operational non-stop since 1758.
One Stop Travel Fulfillment Center (Online as well as Offline Fulfillment) for all
Travel Related Services including a range of third party products
Integrated Information Technology Platform to offer centralized reservation
systems for all business units
Excellent Supplier Contracting Terms & Capabilities
Strong online Presence
Timely & Accurate MIS
Knowledgeable
OUTBOUND TOURISM
India is one of the largest potential outbound tour markets in Asia. In 1995, Cox &
Kings began a full-fledged in house tour operating activity by designing its own
brochure product under exclusive arrangements with direct suppliers and local agents
across the globe. Cox & Kings has been undertaking path-breaking initiatives to reach
out to the travelers through innovative products. These include:
'Duniya Dekho' Holidays to Europe, USA, Far East, South Africa, Mauritius,
Australia and New Zealand. For the "value for money" traveler
'FlexiHols' is a concept in holidaying where the traveler enjoys all the comforts
and convenience of a planned holiday but at a pace & price that is set by him. This is
targeted at the more discerning Free Individual Traveler
Luxury Escapes - It takes a travel company that has been round for two hundred
years, to know everything about royal treatment. Cox & Kings rolls out a whole new
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concept in Holidays - Luxury Escapes. Spoil yourself. Get pampered rotten. Holiday like
a king. Join us as we unveil country after country laced with sinful indulgence and fine
living. The finest luxury hotels in the world to the most exclusive entertainment
experiences await you.
Cox & Kings also represents and retails many international third party products
including Cosmos, Rail Europe, Silver sea Cruises, Star Cruise, and Escorted Tours to
USA etc
NRI - The NRI Division of Cox & Kings caters to the Non Resident Indians who
would like to travel around the world with Indian families. Cox & Kings organizesspecial tours for these families where the NRI community would like to travel with like-
minded families across the world. Duniya Dekho & FIT Packages are specifically
designed for this Market Segment by this division.
BUSINESS TRAVEL
Cox & Kings are one of the market leaders in business travel services in India,
offering a full range of business travel services to over 200 corporate clients, including
major multinational companies. C&K's strength in this business area is evident when
one of the world's largest conglomerate in business travel - Radius the First truly global
travel management partnership/consortium with merger of Travel Trust International
and Woodside Travel Management Corporation in 1992 selected Cox & Kings as their
Indian partner.
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C&K - Radius Overseas Travel Fulfillment Solutions through the Radius Brand
Leveraging the partnership with Radius, Cox and Kings can offer Travel
Fulfillment Services to Corporate Clients who are having offices overseas or projectteams working on site at their customers site, through its Radius Shareholders in the
respective overseas regions. All travel requirements will be controlled through the off
shore 24 x 7 Travel Center based in Mumbai.
DOMESTIC TOURISM
India with its large domestic consumer offers Cox & Kings a unique opportunity to
launch its portfolio of 'domestic holidays' for people resident in India. Launched in 2000,
'Bharat Dekho' (see India) is today's leading 'branded' product in the country with a wide
range of 'Indian Holidays' from cultural holidays, pilgrim holidays, wildlife holidays,
honeymoon tours, weekend getaways, customized FIT Tours to nature trails, Bharat
Dekho has captured over 50% of the domestic market.
MICE
The growing importance of MICE - Meetings, Incentives, Conferences and
Exhibitions led to the launch of this division. The division has existing tie ups with
various Chambers of Commerce and National Tourist Offices.
TRAVEL INSURANCE
Policies for Leisure Domestic as well as International Travel and special Corporate
Deals on Insurance covering an array of specialized travel areas, some of which are:
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Loss of baggage (checked) ,Bounced Hotel / Airline Bookings, Missed connection
HIGHTECH PLATFORM
Cox & Kings today deploys highest information technology platform in the Indian
Travel Industry. It has developed totally integrated front, mid and back office solutions.
This has brought about huge cost savings for the organization, thus managing to offer
'quality' service to its customers at a great cost savings.
The Cox & Kings provides following packages:
Bharat Dekho Holidays
Duniya Dekho Group Holidays
FlexiHols individual holidays
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Europe AUS&NZ AFRICA
MIDDLE EAST ISLANDS AMERICAS
A TRAVEL SCENARIO
As per WTTC report, by year 2020 Indian tourism would contribute 850,000
crores to the GDP. In fact, worldwide, the growth of Indian tourism outpaces that of any
other country. With a booming Indian economy and emergence of a new middle class,today outbound and domestic tourists far outnumber the numbers of tourist coming into
the country.
Opportunities for all those involved in the Tourism Industry are immense, and the
http://www.coxandkings.com/live/products/flexihol/index.php?destination=usa&http://www.coxandkings.com/live/products/flexihol/index.php?destination=islands&http://www.coxandkings.com/live/products/flexihol/index.php?destination=middleeast&http://www.coxandkings.com/live/products/flexihol/index.php?destination=ausnz&http://www.coxandkings.com/live/products/flexihol/index.php?destination=asia&http://www.coxandkings.com/live/products/flexihol/index.php?destination=europe&8/2/2019 finl repert 1
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changes in the industry over the years with the advent of technology have set new
standards for the players involved, primarily, all India travel agencies.
InboundTourism
The year 2005 was the best year for inbound travel, with foreign visitor arrivals
touching a record 3.9 million, resulting in international tourism receipts of Rs 262
billion. The target for 2006 has been pegged at 4.4 million inbound tourists.
DomesticTourism
According to the ministry of tourism the total number of domestic tourists in 2005
was in the region of 300 million. There are different sub-segments to these such as
adventure tourism, pilgrim tourism and leisure tourism. Pilgrim tourism still comprise 50
per cent of the total domestic movements. Domestic numbers are expected to increase by
15 per cent year-on-year.
OutboundTourism
Pacific Asia Travel Association (PATA), records that outbound travel from India
is growing at a rate of 10.5 percent. According to IATA India figures the total outbound
figure for 2005 stood at 5.5 million tourists and it is expected to touch 7 million by the
end of 2006.
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CORPORATE RESPONSIBILTY
Cox & Kings' CSR Activities
Cox & Kings (C&K) puts an emphasis on the welfare of children and the
empowerment of women. During the year, C&K participated in corporate social
responsibility activities across various fields.
1. Making wishes come true:
C&K assists Make-A-Wish Foundation (MAWF) of India in granting
wishes of children with life threatening diseases. Our relationship withMAWF began in November 2008 when we made a commitment to sponsor
wishes of 10 children every month. As of April 2010, we have fulfilled the
wishes of more than 100 children. These range from cycles, PSPs, sewing
machines to computers and televisions.
April 29th, 2010 marked the 30th anniversary of the first wish granted by
MAWF. To commemorate the day, MAWF celebrated its first ever World
Wish Day wherein every Make-A-Wish affiliate and chapter around the
world granted a wish. In India, C&K partnered with MAWF, India and were
instrumental in granting around 50 wishes on that day. The event took place
across eight locations where Cox and Kings has offices including Mumbai,
New Delhi, Ahmedabad, Jaipur, Bangalore, Hyderabad, Chennai, Goa and
Pune. The event was a success with involvement of C&K employees.
In our attempt to promote MAWF's cause amongst employees and
customers, we have placed donation boxes in eight C&K offices/ branches.
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2. Travel made easy:
C&K sponsored the trip of a US based "Wish" child who wished to visit
India. The child travelled with her family. Full board, transfers and
domestic flights was sponsored by the company.
The company also sponsored the travel wish of a Pune based child who
wanted to visit Kanyakumari. The child and her family had a six-night
holiday in Kerala where the travel to and from, full board, sightseeing and
private transfers were totally taken care of by C&K.
C&K is the Official Travel partner of MAWF wherein we sponsor the
"Travel Wishes" of children.
3. Staff involvement for the betterment of street children:
A total of 42 employees participated in a Magic Bus Orientation Day
Programmed in Karjat. Apart from C&K's donation towards the activities of
Magic Bus Foundation which is the development of underprivileged
children through sports, our staff benefited from an out-of-the-office team
spirit experience. In fact, each one got a hands-on experience in gardening
and painting.
4. Running for a cause:
The year 2009 saw for the first time, 30 C&K employees run in the
Standard Chartered Mumbai Marathon. We ran for Make-A-Wish
Foundation of India.
In 2010, we ran for Ummeed Child Development Centre. Ummeed is a set
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up with the objective of helping children with developmental disabilities
such as Cerebral Palsy, Mental Retardation, Learning Disability, Autism,
Attention Deficit Disorder, etc. Ummeed works with the child individually
and comes to joint decisions with the family on care and management of the
child.
Our Bangalore office ran for the first time in the Sun feast World 10k 2010.
Our charity of choice was Oxfam India. Oxfam India strives right to a life
5. Community development and relief:
During Diwali (2009), C&K partnered with Oxfam India, who was one of
the NGOs that assisted in the relief efforts in the Kurnool district of Andhra
Pradesh. For the first time we initiated an exercise where we asked staff to
contribute to this cause. While the company pledged a fairly large amount,
towards the relief efforts of the victims, the Employee contribution and
response was very encouraging with an equally large amount collected.
6. On the way to the Oscars':
The film KAVI was the Indian entry to the OSCARS 2010, in the
documentary film category. The movie made on a shoe string budget traces
the lives of bonded laborers. While the crew was overjoyed on being
nominated, they were in a quandary on the costs involved in participating in
the Oscars. In this scenario, comes in C&K who immediately agrees to
sponsor the hotel accommodation of the child actor Sagar Salunke and three
members of the crew.
7. All for the love of the animals:
C&K contributed a large sum of money to SPCA India towards the building
of an OPD facility in their Noida Shelter. The SPCA hospital and shelter in
Noida provides ambulance, outdoor treatment and sterilization facilities for
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dogs, cats and large animals. They wanted to build a full-fledged OPD
facility with the hope of providing vet facilities to private pet owners so that
the money earned from there can be ploughed into free treatment and
maintaining the shelter.
8. Child Protection:
C&K made a donation to Bal Raksha Bharat towards the Child Protection
Programmed for 10 children.
9. Donations:
The management of C&K has had a long standing relationship with the
Cancer Patients Aid Association with regular donations made to the
organization.
10.Contributions:
C&K distributed 1000 blankets at the Divine Retreat Centre
Awards & Recognition:
1. "First Runner Up" in the Best Large Tour Operator category awarded by the
Telegraph Ultra Travel luxury survey UK 2010.
2. "First Runner Up" in the Favourite Tour Operator category awarded by Cond Nast
Traveler Readers Choice Awards (2010).
3. "Most admired tour operator 2010" awarded by SATTE (2010)
4. "Best Domestic Tour Operator" awarded by the Abacus TAFI TravelBiz Monitor
Awards (2009).
5. "Best Inbound Tour Operator" awarded by the Abacus TAFI TravelBiz Monitor
Awards (2009).
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6. "Most Innovative Product Launch" awarded by the Abacus TAFI TravelBiz
Monitor Awards (2009).
7. "Indias Top Rated Tour Operator- Outbound 2009" awarded by The Economic
Times, Indias largest business daily.
8. "Most Innovative Travel Company of 2009" awarded by Todays Traveler
Platinum Award.
9. "The Number One Brand in India" based on a survey conducted by research
agency, TNS and co-funded by Media magazine, ranking it 152 amongst the top
1,000 brands in the Asia Pacific region - Australia, China, India, Japan, Hong
Kong, Korea, Malaysia, Singapore, Taiwan and Thailand.
10."Best Domestic Tour Operator" awarded by Galileo Express Travel World Awards
(2008)
11."Best Visual Advertising Campaign" awarded by Galileo Express Travel World
Awards (2008)
12."WTM Global Award" to Mr. Peter Kerkar, Global CEO, Cox and Kings for his
remarkable contribution to the travel and tourism industry (2008)
13."One of the top 15 travel companies in the world" by Cond Nast Traveler Awards
(2008)
14."One of the top 15 travel companies in the world" by Cond Nast Traveler Awards
(2003)
15."Best Self Drive Brochure" by Tourism New Zealand Asia Awards (2008)
16."Most Preferred Tour Operator Award" by CNBC Travel Awards (2007)
17.TAFI-Abacus Award for the "Best Outbound Tour Operator" (2007)
18.TAFI-Abacus Award for the "Best Domestic Tour Operator" (2007)
19.3 Awards for being the "Best Domestic Tour Operator" awarded by Galileo
Express Travel World Awards (2005 - 2006, 2004 - 2005, 2003 - 2004)
20."Best Technology" Award By Galileo Express Travel Awards (2005 - 2006)
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21."Best Outbound Tour Operator" by Galileo Express Travel (2003 - 2004)
22.Tourism Awards for being the "Best Domestic Tour Operator" awarded by
Government of India, Department of Tourism (2005 - 2006,
2004 - 2005, 2003 - 2004)
Future Plans Of Cox & Kings
COX & Kings is set to expand its foreign exchange business to more centres
In India
Cox & Kings has come out with its package for Europe and packages
for the US and Far East will be publicized shortly published. The Indian Railways Catering and Tourism Corporation (IRCTC), and
Coxand Kings India Ltd., (CKIL), have signed a Joint Venture agreement to
set up a company called the Royale Indian Rail Tours Ltd., to manage and
operate the first pan-India luxury tourist train.
Efforts are being made so that online and offline business models would
complement each other in a very effective manner in future Expecting a
huge and unprecedented jump in the outflow and inflow of Tourists in the
country, the Cox and Kings, has decided to expand its Operations in India.
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CHAPTER-2
PROJECT PROFILE
The project delves into the workings from the PSA aspect of a Travel and tourism
organization, in detail. Cox and Kings, being a Travel and tourism company, attaches a
lot of significance to the distribution aspect of its business. The PSA and its all agents of
Cox and kings hold a lot of potential in affecting the demand or sales of Cox and Kings
Packages.
Competitive analysis based on the product wise analysis of various big players
such as SOTC ,Thomas Cook, Make My Trip & Vacations Exotica and also involving
their PSA .
In initial phase list of all tour operators company PSA in Rajasthan is formulated
by extracting the suitable data from particular company advertisement in newspapers.
Now the analysis at second phase is going on by a survey which involves personal visits
in different tour Operators Company as a client. Therefore it gives exact product
competition information. The various PSA is also visited to know about what is the role
of PSA in competition from any other company product.
OBJECTIVES OF PROJECT
To analyze competitiveness factors.
To know about the sales strategies.
To analyze marketing tactics.
To analyze the marketing strategies.
To study about PSA.
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CHAPTER-3
RESEARCH METHODOLOGY
To carry out or fulfill the various aspects during training the research is being
carried out.
1st step which is being done is to design the research which includes:-
I. What is the study about?
II. Why is the study being made?
III. What type of data is required?
IV. What will be the sample design and what techniques of data collection will be
used?
RESEARCH DESIGN
As the project is related to market survey the DESCRIPTIVE/DIAGNOSTIC
design is prepared which includes the primary and secondary data ofcollection.
Primary data: - It will be collected through the interviews of PSA by using the
structured questionnaire which comprises of open ended and close ended questions.
Secondary Data: It will be collected through published and unpublished sources.
Sampling Technique: Convenient Sampling
Data Collection Methodology
Primary data and Secondary data will be used. Primary Data collection can be
achieved through a PSA visits. The source of data was available from a list of PSA, along
with their addresses collected by newspapers advertisement. Data will be collected
through the use of questionnaires.
Primary Method:
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1) I had used primary method to collect data from Employees of COX & KINGS.2) Data is also collected by preparing a questionnaire for all PSA.
Secondary Method:
1. I had used secondary method to collect some data from the company website i.e.www.coxandkings.com
2. Data is also collected from the brochures of different companies
SAMPLE REQUIREMENT
SAMPLE SIZE
TOTAL PSA INCLUDED
DURING SURVEY
20
MARKETING STRATEGIES OF COX AND KINGS
Online and offline mediumwill be used for the marketing of Cox and kings
products to create the brand awareness and reach out the clients National level as well as
Regional Marketing Campaigns will be adopted for creating the Cox and kings brand
awareness.
TARGET SEGMENTATION OF TOURIST
Base of segmentation for Cox and kings Categories
Non users Lack willingness and Ability(in terms ofincome and leisure time)
Potential Users Have the willingness but the marketingresources have not been used in anoptimum way to influence their impulse
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Actual Users Already using the services generated bytourist service providers
Occasional Users Although they do possess the requisiteincome and leisure, they have not formed
the habit of travelingHabitual Users Frequent travelers
SEGMENTATION OF TOURIST
Base of segmentation Categories
Holiday Mass market, popular market, individualmarket.
Demand Primary, secondary, opportunity
Geography National, InternationalPsychographics Lifestyle, personality, knowledgeDemography Age , sex, religion
Socio Economic Rich, urban, rural, literate, illiteratePurpose Business, leisure, culture, tourist
COMPETITORS ANALYSIS
SOTC is the market leader with about 35% p.a. growth, distribution network of
130sales outlets and about 3500 travel agents across India.
Thomas Cook serves about 20million customers every year. They provide services
to about 4500 locations in than 100 countries.
Other local competitors include Kesari and Raj travels.
BRAND STRATEGY OF COX AND KINGS
OBJECTIVE:-
1. To achieve a well defined and unique brand personality through selection of
correct positioning strategy and consistent and appropriate brand promotion.
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2. To acquire about 17% market shares in the tourism service.
3. Careful brand guardianship.
BRAND VISION FOR COX AND KINGS
Short Term(in 2 years) Long Term(in 5 years)Promoting various tourism segment likemedical tourism, adventure tourism, etc. bydesigning segment specific packages inaddition to country and region specificpackages
Fully fledged branding and promotionalinitiatives (integrated marketing andcommunications.)
To concentrate on capacity building by
improving the quality of services offeredinfrastructure, manpower by benchmarkingwith competitors.
To provide an umbrella of services
associated with travelling to thecustomers.
Use of IT (e tourism) to complementbranding and promotional initiative.
BRANDING STRATEGY
Promote destination and segment based campaigns by writing articles in tourism
magazines, journals and newspaper like Go world, Natgeo, Traveler etc.
Publish Advertisement in various tourism and photography magazines (travel and
living, Asian photography).
Publish testimonials of happy customer of Cox and kings websites.
Upload medical, adventure tourism and ecotourism related videos on YouTube and
other video sharing websites.
BRAND STRATGY
From various tourism related communities on social networking sites promoting
various destinations.
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Come up with various values added packages and allied services for customers.
Promotion of Cox and kings on websites of various airlines, hotels, transport
services providers by buying banners space on the websites of these allied service
providers. Buzz marketing through celebrity tie-ups celebrities will be offered luxury travel
packages and encouraged to promote.
Make the website more users friendly by providing information about related
destinations and related services providers of the customers.
Design and promote packages for non-users by providing them facilities of easy
finance.
Design package with more users friendly services in order to convert occasional
and actual travelers into frequent travelers.
SWOT Analysis of Tourism industry in India
STRENGTHS
India's geographical location, a culmination of deserts, forests, mountains, andbeaches.
Diversity of culture i.e. a blend of various civilizations and their traditions. A wealth of archeological sites and historical monuments. Manpower costs in the Indian hotel industry are one of the lowest in the world.
This provides better margins for the industry.
WEAKNESSES
Lack of adequate infrastructure. The airlines in India, for example, are inefficient
and do not provide basic facilities at airports. The road condition in India is very
bad.
A xenophobic attitude among certain sections of people.
No proper marketing of India's tourism abroad. Foreigners still think of India as a
land of snake charmers. There are many places where the image of India is one of
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poverty, superstition, and diseases. The case of Plague in Surat in 1994 led to a
decrease of 36% in arrival of foreign tourists in India.
OPPORTUNITIES
More proactive role from the government of India in terms of framing policies. Allowing entry of more multinational companies into the country giving us a
global Perspective. Growth of domestic tourism. The advantage here is that domestic tourism and
international tourism can be segregated easily owing to the difference in the periodof holidays.
THREATS
Economic conditions and political turmoil in other countries affects tourism.Political turbulence within India in Kashmir and Gujarat has also reduced tourist
traffic. Aggressive strategies adopted by other countries like Australia, Singapore in
promoting tourism.
Market Presence of Cox & Kings
Cox and Kings registered office is situated in Mumbai, India with 255 points of
presence covering 164 locations through a mix of branch sales offices, franchised sales
shops, General Sales Agents (GSAs) and Preferred Sales Agents (PSAs).
Cox and Kings have 14 branch sales offices located in Mumbai, New Delhi,
Chennai, Kolkata, Bangalore, Hyderabad, Ahmedabad, Jaipur, Kochi, Pune, Nagpur and
Goa.
Besides, Cox and Kings also operate through 56 franchised sales shops spread
across India to have larger access to our customers. Further, they have an extensive
network of 185 GSAs and PSAs covering all major towns and cities of India.
Cox and Kings have a global presence with its operations in 18 countries besidesIndia through subsidiaries, branch offices and representative offices. They have
subsidiaries in UK, Australia, New Zealand, Japan, US, UAE and Singapore and operates
from Moscow (Russia), Maldives and Tahiti through our branch offices and Spain,
Sweden, Germany, Italy, France, Taiwan, South America and South Africa through our
representative offices.
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The company through its subsidiary in Australia has acquired Tempo Holidays,
one of the leading wholesalers in the Australian outbound tourism market. CKILs
subsidiary, Quoprro Global Services Pvt. Ltd., acquired in 2008 accepts and processes
visa applications from foreign nationals applying for Indian visas in Greece andSingapore.
Recently, they got further approvals from the diplomatic mission of India in Hong
Kong. In 2009, CKIL acquired the East India Travel Company in North America, one of
the top three source markets for the Indian subcontinent
Further, they have presence in overseas markets through a network of GSAs and
PSAs covering other countries enhancing our global presence.
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CHAPTER-4
RESULTSCOMPARISON OF COX & KINGS PRODUCTS WITH OTHER COMPANIES
Cox & Kings - European Experience Vs SOTC - European Experience
COUNTRY SERVICES /
SIGHTSEEINGS
COX & KINGS SOTC
Name of the Tour EUROPEAN
EXPERIENCE
EUROPEAN
EXPERIENCE
Season Summer 2011 Summer 2011
Duration of Tour in
Days
11 Days / 10 Nights 9 Days / 8
Nights
MEALS Breakfasts 10
Extended Continental
(Fruits, Yoghurt, Cakes,
Cold Cuts, Cornflakes
with Milk, Cheese, Eggs,
Breads, Rolls, Croissants,
Preserves, Butter, Juice,
Tea, Coffee)
8
Normal
Continental
Lunches 1 + 1 = 2 Lunches 1 Lunches
Dinners 8 + 1 = 9 Dinners 7 Dinners
Tour Begins LONDON - Ends
FRANKFUR
Sightseeing does not
begin on the same day of
arrival. We give our
Begins MILAN
- Ends
LONDON
Sightseeing is
on the same
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clients time to get over
the jetlag. Sightseeing
commences on the
following day.
day of arrival.
Clients are
tired fromtheir flight
from India.
UNITED
KINGDOM
London Guided
Panoramic Tour
YES YES
Tower of London YES * X
Madame Tussaud's YES * X
A ride on London
Eye
YES * X
Channel Crossing YES
(Overnight Cruise Ferry
to Hook OF Holland)
YES
(Eurotunnel to
Folkestone)
NETHERLAND Keukenhof OR
Madurodam
YES X
Amsterdam
Sightseeing Tour -
Windmill, Clog
Making Factory,
Cheese Farm
YES X
Canal Cruise in
Amsterdam
YES X
Dam Square and its
surroundings with
free time
YES X
BELGIUM Brussels YES YES
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Orientation Tour (Photostop at Mannekin
Pis)
(Photostop at
Atomium)
Mini Europe X YES
FRANCE Parc Asterix YES
(CNK is the first to
introduce in Indian
Market an exclusive
excursion to Parc Asterix
worth Euro 90 which is
included in your tour)
X
River Seine Cruise YES * X
Entertainment
Show in Paris
YES *
(LIDO with Champagne;
the most well known
BONHEUR SHOW -
First show)
YES
(PARADIS
LATIN with
Champagne)
Souvenir from
LIDO
YES * X
Gala Evening
Dinner at the
Entertainment
Show
YES *
(At Lido)
X
Illumination Tour YES * X
Shopping in Paris YES
(Fragonard)
YES
(Fragonard)
Souvenir from
Fragonard
YES X
Montparnasse YES X
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Tower
Souvenir from
Montparnasse
Tower
YES X
Grevin Wax
Museum
YES X
Souvenir from
Grevin Wax
Museum
YES X
Paris Guided
Panoramic Tour
YES YES
Eiffel Tower YES
(1st LEVEL)
YES
(1st LEVEL)
Overnight Stay in
Chamonix Valley
YES X
Cable Car to
Aiguille du Midi
YES X
Train to
Montenvers - Red
Rack & Pinion
Railway
YES X
Visit Mer de Glace YES X
SWITZERLAND Swiss Miniature X YES
Geneva Orientation
Tour
YES X
Glacier 3000 with
Lunch
YES X
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A Ride on Alpine
Coaster on Glacier
3000
YES X
Snow Bus Ride onGlacier 3000
YES X
Souvenir from
Glacier 3000
YES X
Lucerne City Tour YES YES
Mt. Cox & Kings YES
(Mt. Cox & Kings)
X
Mt. Cox & Kings
Gala - Chocolate
Casting, fun &
games, Meal with
free flow of wine
and Disco Dancing
YES X
Trummelbach Falls YES * X
Jungfraujoch with
Lunch
YES * X
Interlaken City
Tour
YES * X
Shopping in
Switzerland
YES YES
Disco the nightaway at the hotel
with one Free Drink
X YES
Mt. Titlis X YES
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Ice Flyer X YES
Rhine Falls in
Schaffhausen
YES YES
GERMANY Heidelberg
Orientation Tour
YES YES
Black Forest
Drubba
YES YES
Souvenir from
Drubba
YES X
Rhine Cruise X YES
Cologne Cathedral X YES
ITALY Milan Guided Tour X YES
Add On Packages
Offered
YES YES
* OPTIONALS
NOTE: Now we can analyze that number of places missing in Cox & kings is only 8
and in case of SOTC is 32.Therefore product of Cox & Kings is more competitive
than SOTC.
Cox & Kings - European Experience Vs Thomas Cook - Best of Europe
COUNTRIE SERVICES /
SIGHTSEEINGS
COX & KINGS THOMAS COOK
Name of the
Tour
EUROPEAN
EXPERIENCE
BEST OF EUROPE
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Season Summer 2011 Summer 2011
Duration of Tour
in Days
11 Days / 10
Nights
11 Days / 10 Nights
MEALS Breakfasts 10
Extended
Continental
(Fruits, Yoghurt,
Cakes, Cold Cuts,
Cornflakes with
Milk, Cheese,
Eggs, Breads,
Rolls, Croissants,Preserves, Butter,
Juice, Tea, Coffee)
10
Normal Continental
Lunches 1 + 1 = 2 Lunches 9 Lunches
Dinners 8 + 1 = 9 Dinners 10 Dinners
Tour Begins LONDON -
Ends FRANKFUR
Sightseeing does
not begin on the
same day of
arrival. We give
our clients time to
get over the jetlag.
Sightseeing
commences on the
following day.
Begins ZURICH - Ends
LONDON
Sightseeing
is not on the same day of
arrival.
UNITED
KINGDOM
London Guided
Panoramic Tour
YES YES
Tower of London YES * YES
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Madame
Tussaud's
YES * YES
A ride on
London Eye
YES * YES
Gala Farewell
Dinner
X YES
Swami Narayan
Temple
X YES
Channel
Crossing
YES
(Overnight Cruise
Ferry to Hook OFHolland)
YES
(Eurostar to London)
NETHERLAND Keukenhof OR
Volendam OR
Madurodam
YES
(No Volendam)
YES
Amsterdam
Sightseeing Tour
- Windmill, ClogMaking Factory,
Cheese Farm
YES YES
Canal Cruise in
Amsterdam
YES YES
Dam Square and
its surroundings
with free time
YES YES
BELGIUM Brussels
Orientation Tour
YES
(Photostop at
Mannekin Pis)
YES
(Photostop at Atomium)
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FRANCE River Seine
Cruise
YES * YES
Entertainment
Show in Paris
YES *
(LIDO withChampagne; the
most well known
BONHEUR
SHOW - First
show)
YES *
(LIDO SHOW)
Souvenir from
LIDO
YES * X
Gala Evening
Dinner at the
Entertainment
Show
YES *
(At Lido)
X
Illumination
Tour
YES * X
Parc Asterix /
Louvre Museum
/ Versailles /
Disney Park /
Disney Studio
YES
(ONLY Parc
Asterix - CNK is
the first to
introduce in
Indian Market an
exclusive
excursion to Parc
Asterix worth
Euro 90 which is
included in your
tour)
YES
Shopping in
Paris
YES
(Fragonard)
X
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Souvenir from
Fragonard
YES X
Montparnasse
Tower
YES X
Souvenir from
Montparnasse
Tower
YES X
Grevin Wax
Museum
YES X
Souvenir from
Grevin WaxMuseum
YES X
Paris Guided
Panoramic Tour
YES YES
Eiffel Tower YES
(1st LEVEL)
YES
(3rd LEVEL)
Overnight Stay
in Chamonix
Valley
YES X
Cable Car to
Aiguille du Midi
YES X
Train to
Montenvers -
Red Rack &
Pinion Railway
YES X
Visit Mer de
Glace
YES X
SWITZERLAND Geneva YES X
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Orientation Tour
Glacier 3000
with Lunch
YES X
A Ride on Alpine
Coaster on
Glacier 3000
YES X
Snow Bus Ride
on Glacier 3000
YES X
Souvenir from
Glacier 3000
YES X
Lucerne City
Tour
YES YES
Lake Lucerne
Cruise
X YES
Mt. Cox & Kings
/ Mt. Thomas
Cook
YES
(Mt. Cox & Kings)
X
Mt. Cox & Kings
Gala - Chocolate
Casting, fun &
games, Meal with
free flow of wine
and Disco
Dancing
YES X
Trummelbach
Falls
YES * YES
Jungfraujoch
with Lunch
YES * YES
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Interlaken City
Tour
YES * YES
Shopping in
Switzerland
YES YES
Mt. Titlis X YES
Ice Flyer X YES
Rhine Falls in
Schaffhausen
YES YES
GERMANY Heidelberg
Orientation Tour
YES YES
Black Forest
Drubba
YES YES
Souvenir from
Drubba
YES X
Rhine Cruise X YES
CologneCathedral
X YES
Add On
Packages
Offered
YES YES
* OPTIONALS
NUMBER OF THINGS / PLACES MISSING
COX & KINGS
EUROPEAN
EXPERIENCE
THOMAS
COOK
BEST OF
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EUROPE
Sightseeing Not Available 8 21
NOTE: Now we can analyze that number of places missing in Cox & kings is only 8
and in case of THOMAS COOK is 21.Therefore product of Cox & Kings is more
competitive than THOMAS COOK.
Cox & Kings - European Splendours Vs Vacations Exotica - Exotic Europe
COUN SERVICES /
SIGHTSEEINGS
COX & KINGS VACATIONS EXOTICA
Name of the
Tour
EUROPEAN
SPLENDOURS
EXOTIC EUROPE
Season Summer 2011 Summer 2011
Duration of Tour
in Days
19 Days / 18
Nights
19 Days / 18 Nights
MEAL Breakfasts 18Extented
Continental
(Fruits, Yoghurt,
Cakes, Cold Cuts,
Cornflakes with
Milk, Cheese,
Eggs, Breads,
Rolls, Croissants,Preserves, Butter,
Juice, Tea,
Coffee)
18Normal Continental (Bread,
Butter, Jam, Cereal, Milk,
Tea, Coffee, Juice, Hot Eggs,
Fruits only)
Lunches 10 + 1 = 11 17 Lunches
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Lunches
Dinners 15 + 1 = 16
Dinners
18 Dinners
Tour Begins
FRANKFURT -
Ends DUBLIN
Sightseeing is on
the same day of
arrival.
Begins ROME - Ends
LONDON
Sightseeing is on the same day
of arrival. Clients are tired
from their flight from India.
First the clients go to the hotel
and check-in and later
proceed for the orientation
tour.
GERMANY Heidelberg
Orientation Tour
YES YES
Black Forest -
Drubba Cuckoo
Clock
YES YES
Souvenir from
Drubba
YES X
Rhine Cruise X YES
Cologne
Cathedral
X YES
AUSTRIA Swarovski
Crystal Worlds
YES YES
Innsbruck
Orientation Tour
YES YES
Disco the night
away at the hotel
with cold drinks,
YES X
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wine and beer
Salzburg Guided
Tour
X YES
Salt Mines in
Hallein
X YES
Exhilarating ride
on the mine train
X YES
ITALY Venice Walking
Tour
YES YES
Murano GlassFactory Visit
YES YES
Gala Cruise back
to Tronchetto
Pier with
Scrumptious
Meal
YES YES
(Normal Cruise, No Gala
Meal)
Souvenir on
Venice Cruise
YES X
Florence
Walking Tour
YES
(Not Guided)
YES
(Guided)
Piazzale
Michelangelo
(Aerial view of
Florence)
X YES
Pisa Orientation
Tour
YES YES
Illumination
Tour of Rome
X YES
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Rome Guided
Panoramic Tour
YES YES
The Vatican City YES YES
Vatican Museum
& Sistine Chapel
X YES
Time Elevator
Show
YES YES
Visit to
Colosseum
YES YES
Gondola Ride inVenice
X YES
Verona -
Orientation tour
X YES
FRANCE Overnight Stay
in Chamonix
Valley
YES X
Cable Car to
Aiguille du Midi
YES X
Train to
Montenvers -
Red Rack &
Pinion Railway
YES X
Visit Mer de
Glace
YES X
River Seine
Cruise
YES * YES
Entertainment YES *
(LIDO with
YES *
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Show in Paris Champagne; the
most well known
BONHEUR
SHOW - First
show)
(LIDO SHOW)
Souvenir from
LIDO
YES * X
Gala Evening
Dinner at the
Entertainment
Show
YES *
(At Lido)
X
(Gala Dinner is at a
Restaurant)
Illumination
Tour
YES * X
Louvre Museum YES YES
Shopping in
Paris
YES
(Fragonard)
YES
Souvenir from
Fragonard
YES X
Grevin Wax
Museum
YES X
Souvenir from
Grevin Wax
Museum
YES X
Montparnasse
Tower
YES X
Souvenir from
Montparnasse
Tower
YES X
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Paris Guided
Panoramic Tour
YES YES
Eiffel Tower YES
(3rd LEVEL)
YES
(3rd LEVEL)
Parc Asterix /
Disney Park /
Disney Studio
YES
(CNK is the first
to introduce in
Indian Market an
exclusive
excursion to Parc
Asterix worth
Euro 90 which isincluded in your
tour)
YES
(Disney Park OR Disney
Studios)
Geneva
Orientation Tour
YES X
Glacier 3000
with Lunch
YES X
A Ride on Alpine
Coaster on
Glacier 3000
YES X
Snow Bus Ride
on Glacier 3000
YES X
Souvenir from
Glacier 3000
YES X
Lucerne City
Tour
YES YES
Gala Dinner on
Lake Lucerne
X YES
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Cruise
Mt. Cox & Kings YES X
Mt. Cox & Kings
Gala - Chocolate
Casting, fun &
games, Meal with
free flow of wine
and Disco
Dancing
YES X
Trummelbach
Falls
YES * YES
Jungfraujoch
with Lunch
YES * YES
Interlaken City
Tour
YES * YES
Shopping in
Switzerland
YES YES
Zurich
Orientation Tour
X YES
Mt. Titlis X YES
Bern - City tour X YES
Rhine Falls in
Schaffhausen
X YES
BELGIUM Brussels
Orientation Tour
YES
(Photostop at
Mannekin Pis)
YES
(Photostop at Atomium )
Amsterdam
Sightseeing Tour
YES YES
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- Windmill, Clog
Making Factory,
Cheese Farm
Canal Cruise inAmsterdam
YES YES
Zaanse- Schans -
working museum
X YES
Dam Square and
its surroundings
with free time
YES YES
Keukenhof ORVolendam &
Madurodam
YES(No Volendam)
YES
UNITED
KINGDOM
Channel
Crossing
YES
(Overnight Cruise
Ferry to
Harwich)
YES
(Eurostar to London)
London GuidedPanoramic Tour
YES YES
Tower of London YES * YES
Madame
Tussaud's
YES * YES
A ride on
London Eye
YES * YES
Swami Narayan
Temple
X YES
Stratford Upon-
Avon
YES X
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Fast Ferry to
Dublin
YES X
Powerscourt
House &Gardens
YES X
Guinness
Storehouse
YES X
Dublin Guided
Tour
YES X
Vaduz Visit X YES
(Toy Train Ride)
Add On
Packages
Offered
YES YES
* OPTIONALS
NUMBER OF THINGS / PLACES MISSING
COX & KINGS
EUROPEAN
SPLENDOURS
VACATIONS
EXOTICA
EXOTIC EUROPE
Sightseeing Not Available 18 27
NOTE: Now we can analyze that number of places missing in Cox & kings is only
18 and in case of vacations exotica is 27.Therefore product of Cox & Kings is more
competitive than vacations exotica.
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COMAPRISON OF COX AND KINGS AMERICAN BONANAZA
VS
SOTC AMAZING AMERICA
COUNTRIES SERVICES /
SIGHTSEEINGS
COX & KINGS SOTC
Name of the Tour AMERICAN
BONANZA
AMAZING
AMERICA
Season Summer 2011 Summer 2011
Duration of Tour in
Days
15 Days 15 Days
Duration of Tour in
Nights
14 Nights 14 Nights
BREAKFASTS Breakfasts 14 14
Total No. Of
Breakfasts
14 Breakfasts 14 Breakfasts (1
Indian)
LUNCHES Lunches 0 0
Total No. of Lunches No Lunches No Lunches
DINNERS Indian Dinners 14 14
Total No. Of Dinners 14 Dinners 14 Dinners
Tour Commences Washington New York
Tour Ends San Francisco San Francisco
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Washington No of Nights 1 Night 1 Night
Hotel Used Sheraton Columbia
Town Centre Hotel -
4*
Hyatt Dulles Airport
or similar - 4*
Guided Orientation
tour of Washington
DC
YES YES
Smithsonian Museum
- Air & Space
Museum
YES YES
Guided Tour ofGettysburg Battlefield
YES X
Corning Corning Glass
Museum
YES X
New York No of Nights 2 Nights 2 Nights
Hotel Used Sheraton Mahwah
Hotel - 4*
Hyatt Regency or
similar - 4*
Statue of Liberty YES YES
Guided Orientation
tour of New York
YES YES
Illumination tour of
New York
YES X
NiagaraNo of Nights 1 Night 2 Nights
Hotel Used Seneca Niagara
Casino & Hotel - 4*
Comfort Inn Point or
similar - 3*
Illuminated view of
Niagara Falls
YES YES
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Maid of the Mist ride YES YES
San Diego No of Nights 1 Night X
Hotel Used Hilton Delmar - 4* -
Sea World YES YES
Orlando No of Nights 3 Nights 3 Nights
Hotel Used DoubleTree Hotel at
the Entrance to
Universal Orlando -
4*
Double Tree Resort or
similar - 4*
Magic Kingdom YES YES
Epcot Centre YES YES
San Francisco No of Nights 2 Nights 2 Nights
Hotel Used Marriott Fisherman's
Wharf - 4*
Radisson Fisherman's
Wharf or similar - 3*
Guided Orientation
tour of San Francisco
YES YES
Fisherman's Wharf YES YES
Pier 39 YES YES
Golden Gate Bay
Cruise
YES YES
Las Vegas No of Nights 2 Nights 2 Nights
Hotel Used New York New York
Hotel - 4*
Hotel Bally's or
similar - 3*
Guided Orientation
Tour of the Strip
YES X
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Illumination Tour of
Las Vegas
YES YES
Freemont Light Show
& Belagio
YES YES
Elevator to the Top of
Eiffel
X YES
Grand Canyon Tours YES * YES *
Los Angeles No of Nights 2 Nights 2 Nights
Hotel Used Sheraton Cerritos
Hotel - 4*
Hotel Four Point
Sheraton Airport orsimilar - 4*
Guided Orientation
tour of Los Angeles
YES YES
Visit 3rd Street
Promenade and Santa
Monica Beach
YES YES
Universal Studios YES YES
Cox & Kings Gala
Evening
YES X
Santa Barbara &
Pismo Beach
YES X
NUMBER OF THINGS / PLACES MISSING
COX & KINGS
AMERICAN
BONANZA
SOTC
AMAZING AMERICA
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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
COX & KINGS MAKE MY TRIP
Name of the Tour AMERICAN
BONANZA
AMERICAN
HIGHLIGHTS
Season Summer 2011 Summer 2011
Duration of Tour in
Days
15 Days 14 Days
Duration of Tour in
Nights
14 Nights 13 Nights
BREAKFASTS Breakfasts 14 13
Total No. Of
Breakfasts
14 Breakfasts 13 Breakfasts
LUNCHES International Buffet
Lunch
0 0
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Total No. of Lunches No Lunches No Lunches
DINNERS Indian Dinners 14 13
Total No. Of Dinners 14 Dinners 13 Dinners
Tour Commences Washington Washington
Tour Ends San Francisco San Francisco
Washington No of Nights 1 Night 1 Night
Hotel Used Sheraton Columbia
Town Centre Hotel -
4*
Hotel Embassy Suites
Dulles - 3 / Channel
Inn Hotel - 2
Guided Orientation
tour of Washington
DC
YES YES
Smithsonian Museum
- Air & Space
Museum
YES YES
Guided Tour ofGettysburg Battlefield
YES X
Corning Corning Glass
Museum
YES YES
New York No of Nights 2 Nights 2 Nights
Hotel Used Sheraton Mahwah
Hotel - 4*
Hotel Hilton Newark
Airport - 3* // Hotel
Fairfield Inn & SuitesNewark - 2.5* //
Springhill Suites
Marriott Newark
or similar - 3*
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Statue of Liberty YES YES
Empire State Buidling
Observatory Deck
with Sky Ride
X YES (No SkyRide)
Guided Orientation
tour of New York
YES YES
Illumination tour of
New York
YES X
Niagara No of Nights 1 Night 1 Night
Hotel Used Seneca NiagaraCasino & Hotel - 4*
Hotel Quality Inn &Suites at fall - 2* //
Holiday Inn Grand or
similar - 3*
Illuminated view of
Niagara Falls
YES YES
Maid of the Mist ride YES YES
San Diego No of Nights 1 Night X
Hotel Used Hilton Delmar - 4* -
Sea World YES YES (In Orlando)
Orlando No of Nights 3 Nights 4 Nights
Hotel Used DoubleTree Hotel at
the Entrance to
Universal Orlando -4*
Hotel Doubletree
Castle - 3* // Hyatt
Place or similar - 3*
Magic Kingdom YES YES
Epcot Centre YES YES
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San Francisco No of Nights 2 Nights 1 Night
Hotel Used Marriott Fisherman's
Wharf - 4*
Hotel Embassy Suites
or similar - 3.5*
Guided Orientation
tour of San Francisco
YES YES
Fisherman's Wharf YES YES
Pier 39 YES YES
Golden Gate Bay
Cruise
YES X
Las Vegas No of Nights 2 Nights 2 Nights
Hotel Used New York New York
Hotel - 4*
Hotel Stratosphere -
3*
Guided Orientation
Tour of the Strip
YES YES (Hollywood)
Illumination Tour of
Las Vegas
YES YES
Freemont Light Show
& Belagio
YES YES
Grand Canyon Tours YES * YES *
Los Angeles No of Nights 2 Nights 2 Nights
Hotel Used Sheraton Cerritos
Hotel - 4*
Hotel Wilshire Plaza -
3*
Guided Orientation
tour of Los Angeles
YES YES
Visit 3rd Street
Promenade and Santa
YES X
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Monica Beach
Universal Studios YES YES
Cox and Kings Gala
Evening
YES X
Santa Barbara &
Pismo Beach
YES X
* OPTIONALS
NUMBER OF THINGS / PLACES MISSING
COX & KINGS
AMERICAN
BONANZA
MAKE MY TRIP
AMERICAN
HIGHLIGHTS
Number of Crosses 1 7
NOTE: Now we can analyze that number of places missing in Cox & kings is only 1and in case of MAKE MY TRIP is 7.Therefore product of Cox & Kings is more
competitive than MAKE MY TRIP.
PREFERED SALES AGENT
The agent which work under specific company and sell their product without
involving any interference from other company product. It is also a type of agents but
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they work only for single company for.eg. Cox & Kings PSA work under only Cox &
kings it cant work for Thomas cook
List of all visited PSA are as follows:
COX & KINGS AGENTS
SLNO. CITY AGENTS
1 JAIPUR SANKALP TOURS &
TRAVELS
VASUNDHARA
HOLIDAYS
ANKIT VACATIONS
GOODWILL TRAVELS
SERVICES
2 AJMER PARSHVANATH TOURS
& TRAVELS
3 ALWAR DREAM HOLIDAY
TRAVELS.COM
4 BEAWAR GO WAY TOURS &
TRAVELS
5 BHILWARA PORWAL TRAVELS
6 BIKANER VARUN TRAVELS
7 JODHPUR PRUDENT TOURS
M.K. TOURS &
TRAVELS
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8 KOTA XOTIC HOLIDAYS
9 UDAIPUR COMFORT TRAVELS &
TOURS
10 SRIGANGANAGAR VARUN TRAVELS
11 HANUMANGARH HOLIDAYS EXPRESS
THOMAS COOK AGENTS
SL.NO. CITY AGENTS
1 ALWAR GLOBAL HOLIDAYS
2 BHILWARA SHREE OMEGA TOURS
3 JAIPUR RAINBOW VACATIONS
PVT. LTD.
TRAVEL VISION
EURO TRAVEL
SERVICES
PEOPLE N PLACES
SAHNI TOURS &
TRAVELS
TEPPIC ORIENT
4 SRIGANGANAGAR CHOUHAN TRAVEL
SERVICE
5 UDAIPUR KAY TOURS & TAVELS
SHOBHA TRAVELS &
TOURS
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6 BIKANER SAARTHI TRAVELS
SOTC TRAVEL AGENTS
1 AJMER EXOTIC HOLIDAYS
2 BIKANER NAVEEN TRAVEL
3 SRIGANGANAGAR YOGI INTERNATIONAL
VACATIONS EXOTICA
1 JAIPUR PEARL HOLIDAYS
2 UDAIPUR SHOBHA HOLIDAYS
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CHAPTER-5
FINDINGS AND ANALYSIS
1. Number of PSA affects the sales.
2. Costing of packages is the most significant factor in sales.
3. Services provided by the company are excellent.
Comparison of sightseeing not available
Product: European Experience No. of places missing
Cox and Kings 8SOTC 32
Thomas Cook 21Vacations Exotica 27
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no. of places missing
0 5 10 15 20 25 30 35
Cox and King
SOTC
Thomas Cook
Vacations Exotica
no. of places miss ing
Fig.no.1
European Experience product service provided by Cox and Kings is more
competitive than Thomas Cook, SOTC and Vacations Exotica.
American Bonanza Product comparison
Product: American Bonanza No. of places missing
Cox and Kings 1
SOTC 7Make my Trip 7
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Fig no.2
American Bonanza product services provided by Cox and Kings are more
competitive than SOTC and Make my trip.
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CHAPTER-6
CONCLUSION
In Rajasthan market the competitive analysis is based upon the sales & marketing
strategies adopted by the various tour operators in the market therefore preferred sales
agent (PSA) of each tour operators plays a very vital role in the selling of their product
and each company had different PSA in different locations in all over Rajasthan in order
to capture the market. Therefore competition between tour operators is based upon the
PSA working potential.
The company having large number of PSA shows that it had excellent market
penetration in the market by this the product to customer is easily available and
ultimately it results in increasing the sales of a particular company therefore I have done
a survey on the all PSA locations of different tour operators in order to know their
competency in Rajasthan market. I had visited all the PSA of different tour operators in
Jaipur.
After the comparison Cox and Kings products with various tours and travel
companies such as Thomas cook, vacations Exotica, SOTC and Make my trip, the
product offered by Cox and Kings is more competitive than all the above mentioned
companies.
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BIBLIOGRAPHY
Books
Journal of tours and travels (June edition)
Cox and Kings Flexihols of Duniya Dekho
Brochures of tours and travels
4 PS magazine(May edition)
Websites
www.google.com
www.Cox and kings.com
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QUESTIONNAIRE
NOTE: The questionnaire is prepared in order to know the factors which are
affecting the sales.
SAMPLE OF QUESTIONAIRE
NAME OF PSA:
LOCATION: ...
Q1. According to you which company has more PSA?
a. SOTC
b. Cox and kings
c. Thomas Cook
d. Make My Trip
Q2. According to you which company had good relationship with their PSA?
a. SOTC
b. Cox and kings
c. Thomas Cook
d. Make My Trip
Q3. According to you which company provide better costing?
a. SOTC
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b. Cox and kings
c. Thomas Cook
d. Make My Trip
Q4. According to you which company provides good services?
a. SOTC
b. Cox and kings
c. Thomas Cook
d. Make My Trip
Q5.According to you which company provides excellent visa services?
a. SOTC
b. Cox and kings
c. Thomas Cook
d. Make My Trip
Q6. According to you which company implement good promotional strategies?
a. SOTC
b. Cox and kings
c. Thomas Cook
d. Make My Trip