B2B Marketing in Tour Operations With Reference to Miles Tourism and Travel LLC

Presented By:

Sherazi Khan

Reg. No: 14383050 Under the Guidance of

Dr. SIBI GEORGE

Assistant Professor

Department of Tourism Studies

Pondicherry University

INTRODUCTION B2B marketing is the process by which businesses employ a multi-layered strategy

for the purpose of converting targeted business prospects to the customers.

As Tour operations is a B2B business, so their potential clients or customer would be travel agents . Tour operators require lot of marketing strategies which help them in getting business from the travel agents.

B2B marketing in tourism can be direct and indirect or in both the ways.

Communication plays an important part and while the strategy, technology and

media channels have to be up to date, so does the message conveyed.

According to the UNWTO 1.5% of the total tourism revenue is generated by B2B clients.

COMPANY PROFILE

Founded By:-

Chief Executive Officer- Mr. Jamal Ebrahimi

Sales Director(India)- Mr. Sanjay singh

Founded In the Year – 2005

Miles Tourism and Travel LLC is an DMC(Destination Management Company) of Dubai and play a role of Inbound Tour operator for UAE, Oman, Malaysia and India.

The major Tour & Travel companies of Miles include-

i. Miles Holidays LLC,

ii. Miles View Tourism and Travel Pvt. Ltd.

iii. Miles Tourism and Travel

OBJECTIVES OF THE STUDY

To study about the B2B marketing in tour operations.

To study about the various B2B marketing strategies used by Miles Tourism and Travel LLC in Delhi NCR.

To understand the major tour packages offered by Miles Tourism and Travel LLC

RESEARCH METHODOLOGY

Data Collection Primary data

The primary data has been collected by Survey questionnaire.

Secondary data

Secondary data were collected from Publications, web sites, company websites, e- books, and Delhi office of Miles Tourism and Travel LLC.

Sampling Method :- Non probability sampling with the technique judgmental sampling.

Sample Size: 35 respondents

DATA ANALYSIS

The data was analyzed with the help of SPSS (Statistical package for social science) by applying

A. percentage analysis method,

B. cross tabulation method.

FINDINGS & SUGGESTIONS

The B2B marketing is very important for tour operators for getting business.

The marketing strategies used by Miles in Delhi NCR are good enough but there is need of improvement.

The major challenge in the business according to the B2B clients is that communication and time taken in rewarding a query.

The website is not built around the needs and interests of the target audience.

The marketing strategies used by Miles are social media, brochures and campaigns.

Company consistently meeting the specification and quality service

Cont……The Dubai holiday package is most popular among the tourist.

Leisure and business are the two main purposes to travel Dubai.

Most of the tourist are high end and would like to travel with their family and friends.

The best time to visit Dubai is between August and February

SUGGESTIONS

Miles has to work on the soft skills of the employees through some training and development process.

They have to Work on customer feedback for improving the quality of service.

Miles should open more DMC’s.

Miles has to focus on marketing aspect of business.

Miles has to improve their marketing and promotion style and try to publish their products in Website in a new style.

Miles has to focus on customer relationship building

LEARNING EXPERIENCE• I was the management trainee-sales of miles in Delhi NCR region, so my job is to visit various other travel agencies and brief them about the company and its various packages.

• Working in Delhi was itself an learning experience, while on sales I learned a lot about customer perception towards a particular product/service.

• I learned about functions in tour operations, itinerary making and costing process.

• The interaction with different B2B clients help me lot in building my communication skills.

• Learned a lot about various destinations and their attractions in gulf countries.

• I learned how to use SPSS and interpretate the data collection.

CONCLUSION

Tour operation is a B2B type of business which require a lot of marketing strategies.

Miles, which is only 4 months old in India has a tremendous improvement in the growth and development over a short period of time.

The organization can perform well if they open more DMC of other nations like Malaysia, Singapore, Thailand and other European nations.

The marketing strategies of Miles are good enough but there is lot can be done.

Most of the B2B clients think that the packages were according to their target audience and cost effective.

REFRENCES

Books and Journals

•C R Kothari (2013), Research Methodology, New Age International Publishers

•Manjula Chaudhary, Tourism Marketing, Oxford University Press, (2010)

•Seaton A.V, The marketing of tourism products: concepts, issues and cases.(1996)

•Websites • http://www.milestt.com/ • http://en.wikipedia.org/wiki/B2B/ • http://www.integratedb2b.com• https://greatb2bmarketing.com/b2b-marketing/steps-in-the-b2b-marketing-and-sales- process/• http://www.b2bmarketing.net/magazine