d’essence hospitality advisory services
TRANSCRIPT
CompetencyProfilesProfiles
dd’’EssenceEssenceHOSPITALITY ADVISORY SERVICES
About
• D’Essence Hospitality is Boutique Management Consulting firm based in Mumbai which provides
specialty consulting services for hotel operators, builders and investors
• The Hospitality Division of D’Essence Consulting is backed by over 14 years of expertise coupled
with a vibrant workforce
• D’Essence Hospitality is a professional services firm catering to the entire spectrum of hospitality
industry
• We believe in customizing every deliverable after a deep understanding of the client, profound
domain knowledge and a thorough understanding of the micro and macro environment.
About
• We have worked on a wide range of hospitality projects with focused efforts on
⎯ Domain Reports
⎯ Feasibility Studies
⎯ Concept Designing
⎯ Customer ProfilingFeasibility Studies
⎯ Financial Analysis
Customer Profiling
⎯ Joint Ventures & Management Contracts
Our client base comprises of:
Large Real Estate Players in Global Hospitality market
National & International Hotel Chains in the 4 and 5 Star Category
Standalone Boutique Hotels & Resortsq
Branded Hotel Operators
Recreational Club Owners and Operators
Domain ExpertiseConsulting &
Talent Search
ProfessionalsTravel & TradeOperatorsBuildersInvestors
• Hotel Chains across categories• High-end Service apartments
QSRs
• Gaming and Leisure Park Developers/Owners• Aircrafts / Yachts Rental Companies
Aviation Companies• QSRs• Cruises• Flight Catering• Facility Management Companies
• Aviation Companies• Venture Funds• Property Funds• REITS
Talent search for key leadership positions across above mentioned verticals
Eco-System
“Our strong network of relationships enables us to provide you with best market access, and growth options”
Associations• Tourism Boards• Trade Associations• International Network
Finance• Private Equity
Funds/Venture Capitalists• Investment Banks
Hospitality• Hotel Operators• Real Estate players• Senior Corporate Leaders
Media• Magazines• Journals• Editors
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International Network Associates• Banks
• CA’s/CS’s/Lawyers
Senior Corporate Leaders• Entrepreneurial Firms
Editors• Journalists
Capabilities
• Site Identification &
E l ti• Hotel Operator Search /
Planning Strategy M&A Advisory
• Acquisitions / Disposition Evaluation
• Market Potential
• Feasibility Studies
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Selection for JV partnership
• Formulation & Negotiation of
Management Contract
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strategies
• Valuation Services
D Dili• Financial Feasibility
• Business Plan
F d & R
Management Contract
• Negotiation of Joint Ventures
& Alliances
• Due Diligence
• Business Planning
• Fund & Resources
required
• Hotel Conceptualization &
• Industry Benchmarking &
Analysis
Structuring
• Market Entry Strategy
• Positioning & Re-positioning
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Strategy
Capabilities
Talent Search
We focus exclusively on C-level, Senior and Middle Management positions within
the hospitality industry
• C-level Hospitality Industry Positions
• Operations
• Human Resources
• Sales & Marketing
• Finance
• Front Office Manager
• Food & Beverage Positions
• Spa & Wellness
• Estate Positions
• Condos & Association Managementg g
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End to End SolutionMarket Feasibility
End to End Solution
Domain Report
Market Feasibility
Financial Feasibility
Operational Feasibility
Legal Feasibility
Feasibility Study for the selected location
Recommendation for potential location (Cities)
Entry Strategy
Legal Feasibility
Recommending the viable site for the hotel / resort in the selected city
Assisting in Land Acquisition / JV
Concept Designing for the hotel / resort
Customer profiling for the proposed hotel /
resortOutsource in conjunction
i h ’
Hotel Design & Structure
with D’Essence
Operator Search for Management Contract
Project Planning for the proposed hotel / resort
All the Permissions required for running
Hotel / Resort
Construction of the Interior Design
Recruitment of the
Hotel / ResortManaged by the company itself
Outsource in conjunction with D’Essence
proposed hotel / resortInterior Design
Key Positions
Search Process Decoded
Initial Briefing from the client
Assignment Study to gain understanding of biz environment & organizational culture to arrive at candidate specifications
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Research and approach potential candidates based on key competencies required.
Competency based interviews
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Seeking External Views and Referencing
Preparing & sending Profile Sheet with recommendations to client
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Preparing & sending Profile Sheet with recommendations to client.
Coordinating and Scheduling Meeting with Client
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Negotiation & Acceptance of offer
Integration in the organization
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Client Satisfaction Survey1010
Hospitality Projects Undertaken
Where We Have Worked
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Case Studies
1. Feasibility for a 3to4 Star Business Hotel in Central Mumbai
A logistics company wanted to built and run the business hotel in Central Mumbai. This companyis already present in the hospitality domain
a. Market Feasibility for business hotel in Central Mumbai
b. Find out the market potential for the hotel in Central Mumbai
c. Generate the possible options available in hotel industry
d. Creating a template based on market potential for evaluation of all the options
e. Creating a Business Plan to understand the financial implication on ROI and PaybackPeriod by understanding the different Business and Revenue model covering:
Cost of Project,
Capital Expenditure,
Working Capital Requirements,
Estimate of proportion of revenue from each customer segmentEstimate of proportion of revenue from each customer segment,
Projections of occupancy and tariffs for next 5-7 years and marketing mix of customers,
Profit & Loss Statement for 5-7 years,
Cash Flow Statement for 5-7 years,y
Key Ratio Analysis and Pay-back period
f. To recommend the best possible option for operating the hotel
Case Studies
2. 4 Star Business Hotel JV Partnership
A logistics company wanted to built and run the business hotel in Central Mumbai. This companyis already present in the hospitality domain
1. Based on the determined positioning of the hotel, scout for the JV partner for operating a 4Star Business Hotel in Central Mumbai.
2. Generating the database of 30 hotel operators and sharing this opportunity with all theseoperators and to nderstand their interest for operating the hotel propert in Centraloperators and to understand their interest for operating the hotel property in CentralMumbai.
3. Creating Teaser and Investment Memorandum for pitching the hotel operators for tie-up’s
4 Acting as a contact point between the hotel owners and operators and conducting the4. Acting as a contact point between the hotel owners and operators and conducting themeeting with probable JV Partner (Hotel Operators), reporting the frequently askedquestions, do the negotiation and evaluate the agreements
5. Final JV with the relevant International and National operating brands
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Case Studies3. Feasibility on 4 Selected Destinations across the country for High End Luxury Resort
in India:Market, Financial Feasibility, Concept Design and creating the Business Plan for 4 selecteddestinations across the country for High End Luxury Resort and design the Go To Market Strategyy g y g gy
a) Wayanad : 100 acres resort with 75 rooms and 15 villas and designed around nature andwildlife theme
b) Chikmagalur: 186 acres Coffee plantation resort with 60 rooms and designed around coffeel t tiplantation
c) Udaipur: 6 acres land near lake Pichola with 100 rooms and designed around Heritagetheme
d) Varanasi: 7.25 acres Heritage property with 50 rooms) g p p yi. We have generated different options for different sites based on the template created
covering parameters like:Location / Site analysis,Competitive analysis,Need and Gap analysis,Facilities Required,Market Potential,Estimated Future Opportunities,SWOT Analysis
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SWOT Analysis,Determining critical success factors for each of the theme options generated.
Case Studiesii. After selecting the theme for each location we have created the matrices for determining
Size of the resort,
Amenities and facilities provided,
Number and size of rooms,
Type of rooms,
Tariffs,
Facility mixFacility mix,
Positioning and pricing structure of the proposed high end luxury resort for each location.
iii. Based on the above analysis we have created a business plan for 5 to 7 years ofoperation covering:p g
Cost of Project,
Capital Expenditure,
Working Capital Requirements,
Estimate of proportion of revenue from each customer segment,
Projections of occupancy and tariffs for next 5-7 years and marketing mix of customers,
Profit & Loss Statement for 5-7 years,
C h Fl St t t f 5 7
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Cash Flow Statement for 5-7 years,
Key Ratio Analysis and Pay-back period
Case Studies
4. Feasibility Study for Setting up a 5 Star Hotel in Mahabaleshwar:
The purpose of this study is to determine
a. The existing and potential market demand and supply for hotels of various categories –a. The existing and potential market demand and supply for hotels of various categories Leisure and Business in Mahabaleshwar.
b. It also includes location analysis to determine the growth drivers of Mahabaleshwar.
c. On the basis of the demand and supply conditions and SWOT analysis, one of the three listed options will be short- listed.
Resort/ Hotel targeted towards Leisure and weekend travelers
Hotel targeted at Business and Corporate tourist
Have a hybrid model serving both Leisure and Business needs
d. On the basis of our findings,
Project the occupancy and tariff of the proposed hotel
Preparing the statements of estimated annual operations for next 5 years
Analysis of financial statements on the basis of key ratios, break even point and Return on investment
Case Studies
5. To Design the Product Concept for a 200 rooms 4 Star Airport / Transit cum BusinessHotel adjacent to Delhi Airport:
To design the product concept inclusive of facilities, amenities and service for a 200 rooms 4Star Airport / Transit cum Business Hotel adjacent to Delhi Airport based on the competition inthe catchment area, likely target audience like FIT’s, Cabin Crew, Transit Travelers, Daymeetings, Business travelers and passengers coming from interiors and analysis of growthdrivers.
6. Project Customer Profiling for 4 star International Branded Chain Hotels at Pune,Aurangabad and Mysore:
The objective of this project was to determine the Customer profile for 4 star “InternationalThe objective of this project was to determine the Customer profile for 4 star Internationalbranded Chain” business hotels in Pune, Aurangabad and Mysore and to understand and learnabout customer expectations in terms of facilities / services and products.
Based on the customer’s expectation, market potential and competitive analysis, design and testthe product and determine the right positioning for the proposed hotels.
Case Studies
7. Domain and Feasibility Report on an Entertainment Mall in Goa and Concept Designfor the same
a. The objective of this project was to create a domain report and map the potential of movieand non movie linked entertainment facilities located in and around Goa for evaluating thegaps and market potential for such an entertainment zone based on analysis of the marketin the proposed location.
b We have also analyze the possible JV partnerships for various revenue sources in theb. We have also analyze the possible JV partnerships for various revenue sources in theproposed venture and the nature of the business model and revenue sharing models ofsome key operators like multiplex operators, coffee shops, restaurateurs, etc and finally togenerate 2 to 3 options/combinations of an entertainment center in the current location withdiff t ki d f f iliti d iti d d i i b d t l t f l ti f thdifferent kinds of facilities and amenities and designing a broad template for selection of themost preferred option.
c. Final deliverable was to conduct the feasibility study for the selected option/ combinationincluding the financial feasibility indicating Investment required, P&L Statements, Cash Flowg y gStatements, Payback period and Key Financial Ratios.
Case Studies
8. Domain Report on the High End Luxury Resorts in India
a. Determine the Market size of luxury resorts in India and their projected growth rates.
b. Classify luxury resorts into various themes like Beach, Heritage, Wildlife, Nature &y y gMountains and Wellness & Spa and understanding the international and domestic trends inhospitality sector.
c. In domain report we have done the analysis and profiling of key players in this segment anddri e the market share of each pla er and estimated the segment ise and theme isedrive the market share of each player and estimated the segment wise and theme wisemarket potential of the luxury resort in India.
d. We have also covered the analysis of the distribution/ booking networks like operatorwebsite, travel websites, travel agents, cross-sell by other operators and MICE agents,walk-ins, etc. and key target audience segments – NRI’s, Global travelers, MICE, IndianHNI’s, Young Professionals, and Others
e. Government regulatory and policies for the resort
f. Growth drivers for luxury resort in India
g. Critical success factors for high end luxury resort in India
Case Studies
9. To create and develop a growth strategy for a lifestyle club in terms of
a. Membership as well as to generate and optimize new revenue streams based on currentcustomers, market knowledge and analysis as well as competitor analysis
10. Valuation of a resort and restaurant in outskirts of Nasik
11. Workshop on Brand Positioning and Brand Persona of 4 Star Business Hotels in India
a. The objective of this workshop of senior management was to generate the 4 or 5 positioningj p g g p goptions and to arrive at viability of these options for brand positioning and brand persona for4 star Business Hotels and to bring the Cohesion and Locomotion in the team.
b. During this workshop we have conducted a brainstorming session for brand positioning &b d f f t b i h t l t k l i i ti W h t dbrand persona of four star business hotels to key people in organization. We have capturedthe inputs and documented them to create a process to move from product & servicesthrough brand persona & brand positioning and build them in the competitive advantage inbusiness hotel space in India.
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Case Studies12. To Build Growth Strategy and Fund Raising for E-Portal for Tourism
It pioneered India’s first Online Travel Portal. It has a large network of Travel Affiliates in more
than 26 Countries.
a. To prepare the Investment package and documents pertaining to acquisition of stake in the
company by a confirmed interested party
b. Evaluate, finalise and recommend the best investment option at the optimum value by, p p y
creating the Business Plan and designing the GO TO Market Strategy
13. Preparing the Growth Strategy for a Car Rental Company in order to right size the
businessbusiness
a. Preparing a tarmac for growth of the company in order to achieve the optimal size and
converting the company from a professional organization to a corporate organization.
b. We created a growth strategy and investment package, business plan and advice on funds
required for its planned growth and estimated current and future valuations of the firm.
14. To Build Growth Strategy and Fund Raising for MICE company
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gy g p y
a. To build and implementation of growth strategy and business plan of a MICE(Meetings,
Incentives, Conference and Exhibitions) company
Team d’Essence
Leading the way…
“W e a r e l e d b y h i g h e n e r g y e x p e r i e n c e d i n d i v i d u a l s h a v i n g o p e r a t i n g e x p e r t i s e a n d d e e p d o m a i n k n o w l e d g e a c r o s s v e r t i c a l s . P e o p l e a t D ’ E s s e n c e
a r e d r i v e n b y a c c o u n t a b i l i t y a n d p e r f o r m a n c e ”
Chief Consultant Chandni Sahgal PROFESSIONAL EXPERIENCE
• Pritish Nandy Communications - CEO• MTV - General Manager India and VP Southeast
Asia• Times of India, Times FM - Vice President• Cyanamid India - Marketing services Manager• Novartis (Ciba-Geigy) - Assistant Manager Sales &
DistributionEi h M t ltd E ti Fi d P j t• Eicher Motors ltd. - Executive Finance and Projects
EDUCATION AND TRAINING• BITS Pilani. MMS (Honours)
MEMBERSHIPS• Institute of Management Consultants of India (IMCI)
• Ciba-Geigy Japan-General Managers Training Kit • University of Toronto, Canada Fisher Graduate
Fellowship –Media & International Business • London School of Economics- Chevening Gurukul
Scholarship in Leadership and Excellence
• The Indus Entrepreneurs (TIE)• Indian Merchants Chamber (IMC)• Executive Forum• Consulting Base• Richmond Group is UK's leading consortium of Scholarship in Leadership and Excellence• Richmond Group- is UK's leading consortium of
independent certified management consultants
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During his era Times of India became the World’s largest Circulated English daily
Managing Partner
Mr. Arun Bahl
PROFESSIONAL EXPERIENCE
• Director of Circulation at Times Group for twelve years during which period, thecompany’s flagship brand The Times of India became the largest selling broadsheet English daily and Economic Times the second largest businessg y gnewspaper in the world.
• Consultant to Times group and held advisory positions in Marketing and HR.
• Headed Times group’s educational venture Times Centre for Media Studies fortwo yearstwo years.
• Director of Circulation at Indian Express for two years during which period hewas instrumental in setting up printing and distribution of the Wall Street JournalAsia through the Indian Express network.
Started career as a Management Trainee ith S iss M ltinational Ciba Geig• Started career as a Management Trainee with Swiss Multinational Ciba –Geigyand later became Marketing Services Manager with Agrochemicals Divisiongaining extensive knowledge of rural marketing.
• Associated with D’Essence Consulting for past two years during whichcontributed significantly to their realty and hospitality projects
EDUCATION AND TRAINING• Masters degree in science from contributed significantly to their realty and hospitality projects.Masters degree in science from
Punjab University• Diploma in Business Management
from Mumbai University• Attended executive development
MEMBERSHIPS• He was a member and honorary treasurer of the governing council of Audit
Bureau of Circulations for eight years.programmes of IIM Ahmedabad.
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Continuation…
Chief Consultant
Mr. Vivek Uberoi
PROFESSIONAL EXPERIENCE
• 28 years of experience in Hotel / Resort in the area of
• Designing
• Structuring
• Interiors
• Project Planning
• Handled Luxury & High End Resorts and Hotels in location like Goa Jaipur• Handled Luxury & High End Resorts and Hotels in location like Goa, Jaipur, Kasuli
• Project handle by Mr. Vivek Uberoi:
• CITCO Chandigarh (Hotel Mountview)
• Uppal's Orchid (New Delhi)
• The Fern Jaipur
• The Fern New Delhi
• Tivoli Grand New Delhi
• Baikunth Resorts, Kasuli
• The Taj Group (Jaipur, Goa)
• The Sagar School
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Continuation…Anamika Gupta
• Anamika is a Post Graduate from SP Jain, Mumbai. She started her career with
the Taj Group in 2000 wherein she garnered rich experience both in commercial
and unit sales In her tenure of more than 7 years at the Taj she helped in theand unit sales. In her tenure of more than 7 years at the Taj, she helped in the
successful launch of Taj Wellington Mews. Anamika then went on to head sales
and marketing for Taj Residency, Ernakulum
• In Sept 2007, Anamika joined Citymax Hotels Pvt Ltd, the Indian arm of the Dubai
based Landmark Group as heading the Sales and Business Development
function
• She then joined Wadhawan Holdings as Head Business Development, a
hospitality asset-building company heading their luxury resorts division from July
2008 and was with them till May 2010 In this assignment she gained domain2008 and was with them till May 2010. In this assignment she gained domain
expertise in areas such as site identification, market feasibility, optimum product
fit, operator tie-ups and she spearheaded research projects and market
intelligence
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Continuation…Senior Financial Associate (CA)
Rajesh Chheda
Rajesh Chheda is a Chartered Accountant and commerce graduate with more than 10 years of
fi i l i H h dl th fi i l t f th M&A t ti d lfinancial experience. He handles the financial aspects of the M&A transactions and also
handles the treasury and accounts of he company. He has wide experience of due diligence
related activities. He has been with D’Essence for more than nine years and has worked on
assignments covering various industries.
Shahid Mohsin Tanwar : Project Leader (B.E- Comp, MBA) Shahid is a computer engineer from University of Mumbai and MBA in Marketing. Shahid’srecent projects include Feasibility of a 5-star luxury resort in North Kerala and Domain Reporton the Hospitality (Luxury Resorts) market in India The other segment Shahid handles ison the Hospitality (Luxury Resorts) market in India. The other segment Shahid handles isEntertainment; one of its assignments includes the domain report, feasibility andimplementation of an Entertainment-cum-Multiplex center in Goa. He has worked extensively onmarket studies in the Textile, Machine Tools and Construction Equipment domain. He hasdesigned a lot of demand estimation models and rating methods along with his team In ratingdesigned a lot of demand estimation models and rating methods along with his team. In ratingmethods certain filters were designed to shortlist dealers, these are our proprietary methods.
Sachin Chavan: Project Associate (B.E,MBA)Sachin has completed his B.E from Sardar Patel College of Engg. and has done his MBA fromM b i U i i H j i d D’E P j A i H h k d i h VSNL d
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Mumbai University. He joined D’Essence as a Project Associate. He has worked with VSNL andother IT company in telecom domain. He leads the current Entertainment project at D’Essence.He has worked on Hospitality Domain Report.
Continuation…
Chandan Ghosh: Project Associate (CFA, MBA)Chandan has done his CFA from ICFAI and MBA from IBS Indore and has joinedD’Essence as a Project AssociateD Essence as a Project Associate..
Dina Shah: Project Associate (BBI)Dina has done BBI from H.R. College and is a Level 2 candidate in the CFAProgram. She joined D’Essence as a Project Associate. In the past, she has workedas an Equity Advisor at Edelweiss Capital and worked for Infomedia18, as a contentwriter.
Hitesh Aswani: Project Associate (BMS)Hitesh has done BMS from Mumbai University and is a level 2 Candidate in the CFAProgram, and has joined D’Essence as a Project Associate. Hitesh also hold anabove one year experience in the Indian Equity Markets and worked in the equity
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research department.
-End of Document-
D’Essence Consulting303, Aar Pee Center,
11th Road, Gufic Compound,MIDC, Andheri (E)MIDC, Andheri (E)Mumbai- 400093
For further queries:Chandni Sahgal
For further queries:Anamika Gupta
URL: www.dessencehospitality.com
+91 [email protected]: www.dessencehospitality.com
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