Case Studies

Feasibility to arrange B2B events for Hotel industry in India

Client..
 
The client is one of the leading B2B event organiser in UK, which conducts various events that are focused on networking forums for buyers and suppliers in the Hotel industry. They have successfully arranged many B2B events for hotel industry in Asia, North America, Middle East and Europe, now they are planning to arrange such unique event in India where buyer & seller will come under one roof and have face to face meeting. 
 

Challenges …

As a new entrant in Indian Market they were more concerned about their success and inquisitive to know: What is the purchase process adopted by the Hotel groups based in India? How people will react on this new concept of B2B event? Who will participate in their event as a buyer/seller? When would be the ideal time to host such an event? How much participation fees I should charge? Who are my competitors?
 

Our approach…

The study was conducted in 52 major cities in India with the sample size of 300 including the leading Hotel Groups and FF&E manufacturers.
 
Face-to-face/ telephonic interviews were conducted with the target respondents.
 

Outcome…

The study showed quite welcoming results for the concept. Market Search recommended the period in which the client can introduce themselves in Indian Market and come up with this unique concept of B2B event. As Indian tourism and hospitality industry has emerged as one of the key drivers of growth among the services sectors in India and expected to grow by 7.3 per cent in 2014 (According to WTTC), majority of the Hotel groups are planning to expand their operations in India by adding new hotels. So decision makers from various hotel groups were found willing to attend this event to find out new vendors for their current and future requirements. 

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