Personal selling

Russki Adventures

Russki – Helicopterskiing destination in the USSR, Russia.

This is a start-up by Guy Crevasse and Andrei Kakov, which needs to be well planned. It has a lot of strengths and opportunities, but also as any other business it has weaknesses and threats.

Russki

Strengths:   · Extensive contacts of the partners · International experience of Guy and Andrei · Krakov knows many languages: Russian, Italian, English, Japanese · Revenues collect outside USSR in the west in hard currency · Good reputation · Elbrus location – well-known · Warm climate – ideal for skiing · Cost advantage · Uniqueness of the region · Russia has 2000 years of history, rich culture and traditions · Near the Black Sea · High and low pricing strategy · Differentiated product · Invitation of business and political speakers to participate in skiing activities · Celebrities skiers · Already have money for start-up · Excellent training and compensation · Positive relationship with the authorities · Local employment

Opportunities:   · Low cost of leasing soviet helicopters, pilot salaries, service, fuel compared to North America · A lot of offers from groups and individuals · Capitalizing the growing market · Environmental and capacity constraints in Europe · Minimal marketing costs · Obtaining operating permits from government · Low cost of entry · Significant market growth · Rewarding margin · Most helicopter skiers- wealthy people · Large scale in the next few years · Sport in USSR experience tremendous growth · Foreign investment Protection agreement to ensure stability of Canadian ventures in the USSR

Weaknesses:   Seasonal business Noise from helicopter Small promotional budget · Supplementary source of income during the off-season

Threats:   Rising real cost of skiing Intense competition High costs in buying, operating, maintaining helicopter Weather conditions Significant world famous resorts Pressure from environmentalists Political situation is unstable in Soviet Union Confusion, lack of focus and compromise were cripping the process of change from government controlled economy to a market based one Currency exchange problems Lack of legal framework Difficult to do business in Soviet Union

Extreme Dreams

Strengths: Premier guiding service in and around Mont Blanc Location – French Alps Highest peak in the Alps for 11 years Top Alps centre in the world 5000 person client list Operational expertise Soviet partner Facilities met Western standards	Opportunities:   Investment of $100,000 Equal partnership The help of the government Word of Mouth
Weaknesses:   Lack of experience in the key functional areas of business Lack of food stuff by importing	Threats:   Unstable economical and political situation

Trade Union DFSO

Strengths:   One of the best known mountaineers in the management team Valuable expertise Knowledge of Caucasus area An one hour of a major city and hospital A small user fee for exclusive helicopter access	Opportunities:   Profit sharing agreement Exclusive rights to over 4,000 square kilometres in the Caucasus Mountain Ranges Crevasse and Kakov would remain in control of the main portion of the shares Ability to pay with a hard currency during critical time
Weaknesses: Extra costs for qualified staff and accommodation	Threats: · Partnership would not guarantee customer support in the USSR · Unstable economical and political situation

Registration of Clients:

1. By email-in/Fax

The registration process is simple and more convenient for participants. They have to fill in the form of the registration with all the information like name, date of birth, passport number, reservation days and other relevant info. The form they can find in the web page of the company, in travel agents and brochures. After filling the form, participants need to send the form to the company via fax or e-mail. There is no interaction with staff, high risks.

Office

Face-to-Face interaction, participants can ask questions. The risk is minimum. However there is a possibility of staying in queues. In the office there will be a special person who will help participant to fill the form.

Web-based registration

Participants can register 24/7 and receive automatic confirmation. However there is a small population can access the Internet and they require computer skills, which makes this form of registration more complicated.

Telephone

Staff members will accurately up-to date records of registration status at any given time, but there is a possibility of long telephone queues and it may be annoying for some customers to wait. Registration is more complex because it takes long time to fill the form via telephone. There is a high risk of making mistakes because of the wrong spelling.

The sample registration form:

Russki Promotion:

Promotion is very effective tool to increase awareness about Russki. Increase customer base and loyalty. Key messages must be: clear, complete and cordial.

Company at first should identify its target market and then create appropriate promotion campaigns in order to attract them.

The following promotion tools will be used:

Direct mail

Direct mail is a marketing technique in which the seller sends marketing messages directly to the participants. For existing customers company will send personal invitation for next season and some discounts for loyal customers.

Personal selling

One key advantage personal selling has over other promotional methods is that it is a two-way form of communication. The interactive nature of personal selling also makes it the most effective promotional method for building relationships with participant. It is also the most practical promotional option for reaching customers who are not easily reached through other methods.

Дата добавления: 2015-10-26