SAVE MONEY AND TIME:
HOW CAN THE FORMAT OF ONLINE MEETINGS
HELP TO SOLVE BUSINESS OBJECTIVES?
HOW CAN THE FORMAT OF ONLINE MEETINGS
HELP TO SOLVE BUSINESS OBJECTIVES?
Elite Travel Group — is an Albanian travel company with a 20-years of successful experience in providing a wide range of high-quality services in the Balkans and South-Eastern Europe for European market.
In September 2020, Elite Travel Group started its cooperation with SEA Company in developing a strategy for the company's entry into the touristic market in Russia and the CIS countries.
In September 2020, Elite Travel Group started its cooperation with SEA Company in developing a strategy for the company's entry into the touristic market in Russia and the CIS countries.
Montenegro's success among Russian tourists made Elite Travel Group start thinking of popularizing Albania and all the Balkans over the Russian market. However, it was more difficult to achieve this goal than the company's forecasts showed, and there are a number of reasons for this:
- Linguistic barrier – the first of the difficulties that companies face when developing a new direction. Not all potential partners from the Russian market speak English at an acceptable for negotiations level.
- Lack of the objective analysis of the market and the behavioral model of the Russian tourists: due to the linguistic barrier, it is not possible to conduct a quality analysis of the market, and the European sources do not reflect the full depth and specifics of the Russian tourism business, as well as the behavioral model and preferences of Russian tourists.
- Lack of information about the destination, as in professional touristic society so do among the population – as a result, tourists do not consider Albania as an attractive travel destination and B2B companies do not see any sense in promoting it.
- Lack of understanding how to "pack" the product properly for the Russian market – one of the components of success is the exact definition of the targeted audience, within which the primary product's promotion should start. In other words, you need to know exactly what, how and to whom to sell, to avoid the wasting time of the potential partners and yours.
Natalia Khokhlova
Project manager
Education – Tourism and hotel business management, Russian international Academy of Tourism.
Experience in hotel business and sales – more than 10 years.
In 2006, Natalia had started her professional career at the Radisson Slavyanskaya Hotel as a specialist at front desk, and later became its shift supervisor. In 2009, she continued her career at the IBIS Paveletskaya 3* hotel as a Sales Manager, and in 2011 became part of the Sales and Marketing team at the Golden Apple Boutique Hotel Moscow 5*, and in 2017 she headed this Department.
In 2018, Hotel Management decided to join the international Hilton chain. Natalia joined the project team for re-branding and introducing Hilton standards to the new Chekhoff Hotel Moscow (the first Curio Collection by Hilton hotel in Russia), which she successfully launched in May 2019. Extensive operational experience together with strategic planning of hotel sales gave a confident start to the new project, which in less than 3 months has taken a strong position in the hotel business of Moscow.
Project manager
Education – Tourism and hotel business management, Russian international Academy of Tourism.
Experience in hotel business and sales – more than 10 years.
In 2006, Natalia had started her professional career at the Radisson Slavyanskaya Hotel as a specialist at front desk, and later became its shift supervisor. In 2009, she continued her career at the IBIS Paveletskaya 3* hotel as a Sales Manager, and in 2011 became part of the Sales and Marketing team at the Golden Apple Boutique Hotel Moscow 5*, and in 2017 she headed this Department.
In 2018, Hotel Management decided to join the international Hilton chain. Natalia joined the project team for re-branding and introducing Hilton standards to the new Chekhoff Hotel Moscow (the first Curio Collection by Hilton hotel in Russia), which she successfully launched in May 2019. Extensive operational experience together with strategic planning of hotel sales gave a confident start to the new project, which in less than 3 months has taken a strong position in the hotel business of Moscow.
The first stage of the company's entering the Russian market's strategy realization became the cooperation on the "Organization of online business meetings" package, which helped to solve the following tasks:
- a detailed analysis of the Russian market has been conducted with the focus on the main players who are potentially interested in the development of Albania, the Balkans and South-Eastern Europe destination;
- product presentation was adapted to the market specifics and its consumers' needs;
- identified the prospects for product implementation in the portfolios of major B2B companies;
- the primary interest stimulation to the destination was conducted by providing more detailed information about the product to potential partners.
- a detailed analysis of the Russian market has been conducted with the focus on the main players who are potentially interested in the development of Albania, the Balkans and South-Eastern Europe destination;
- product presentation was adapted to the market specifics and its consumers' needs;
- identified the prospects for product implementation in the portfolios of major B2B companies;
- the primary interest stimulation to the destination was conducted by providing more detailed information about the product to potential partners.
IMPLEMENTED STEPS
- Searching and finalizing the list of the most prospective B2B partners with identified potential to the region.
- Coordination of dates, time and format of online meetings between Elite Travel Group and partners' representatives from the previously agreed list.
- Coordination and moderation of all meetings running between Elite Travel Group и В2В clients.
- Consecutive translation to Russian language during the meeting or full presentation of the company's product in Russian by a SEA Company's specialist in cases when partners do not speak English fluently.
- Covering and follow up letters e-mailing, which contain product's presentation, meeting minutes or protocol with the aim of establishing the further direct communication.
RESULTS
In a short time, as part of the cooperation package, the SEA Company sales Department managed to conduct deep analytical work and highly dynamic activity. The preliminary results of the online business meetings are the following:
the company has managed to increase its own knowledge of the Russian market by receiving direct feedback, as well as to raise awareness about its company among the Russian touristic community, that will undoubtedly affect the increase in sales and guarantee the conclusion of a direct contract in the future.
in 2019, more than 2 thousand Russians has visited Albania and spent more than 4 million euros. After the online business meetings project, the forecasted growth of the market share from Russia for ETG will be more than 30%;
the company saved more than 2,000 € on the travel expenses for business trips to Russia;
DO YOU WANT TO FIND OUT HOW CAN ONLINE BUSINESS MEETINGS
BE USEFUL FOR YOUR COMPANY?
LET'S SET UP A MEETING AT ZOOM AND DISCUSS IT!
BE USEFUL FOR YOUR COMPANY?
LET'S SET UP A MEETING AT ZOOM AND DISCUSS IT!
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✆ +7 495 926 3602
✉ info@sea-company.com
Ⓢ skype: seacompanymoscow
«usiness center Convent Plus
«agrationovskiy proezd, 7, bld 20B, Moscow, 121087
✉ info@sea-company.com
Ⓢ skype: seacompanymoscow
«usiness center Convent Plus
«agrationovskiy proezd, 7, bld 20B, Moscow, 121087
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