CABO SAN VIEJO

PREPARED BY:
GAURAV BHATTAMISHRA
GAURAV SALUJA
GAURAV BASU
GAURAB DAS
MADHULIKA NAG
G.VENKATESH
 INTRODUCTION
1977 – founded by Dave and Florence Blumenthal on the
site of a former peach orchard in Palm Springs, California

Cabo San Viejo-nations first and leading Health and

Wellness brands, operating high end destination Health
Resorts & Branded Day spas

1982-regarded “Premier total vacation/fitness resort” by

a leading magazine

In Late 1990s & early 2000s-opened several smaller

branded CaboDaySpa sites with a twin goal of
management of capacity and employee dedication
 OFFERINGS
• ONE
FULL SERVICE OVERNIGHT DESTINATION RESORT.
FOUR SMALLER CABO DAY SPAS

•PALM SPRING ACCOMODATED A MAXIMUM OF 288

GUESTS

•PRICE BETWEEN $3,588 - $5,844 /PERSON

Fitness classes Lifestyle Medical
& activities management Services
Efficient
Nutritional Staff to guest
personal
consultations ratio is 3.2:1 trainers

Efficient &
trained
reservation staff
 PROBLEMS FACED
Misconceptions in the minds of the people
●
Prolonged starvation
●
Long day workout
●
Its only for women

People used to make a choice between CSV & other holiday destination

Competition with major destination spas such as Miraval, Canyon

Ranch, Lake Austin, Golden Door & Red Mountain

Outdated Computer system and no customer database

Suffered complaints about lack of loyalty program for their loyal

customers

Limited clientele due to expensive rates

Marketing &Sales strategy
Creating brand
awareness ads through
TV, print media & radio
Customer survey and
sending guest personal Efficient & trained
“Thank You” letters to reservation staff
their patronage

Reduced rates in Partnership

off season marketing efforts

Cross-Marketing b/w
Maintaining a
the CaboDaySpas and
strong sales force Destination Resort
 LOYALTY
1) ADDING FINANCIAL BENEFITS THROUGH FP’S.

2) ADDING SOCIAL BENEFITS.

3) ADDING STRUCTURAL TIES.

• CREATING LONG TERM CONTRACTS OR SUBSCRIPTION

• CHARGE A LOWER PRICE TO CONSUMER WHO AVAILS

MORE SERVICES.
Loyalty Programme
To build
customer
Cross equity
Marketing

To survive in
Attracting
the
competition customers

To gain
To develop
positive word
good customer
of mouth
publicity
relationship

To increase
customer
satisfaction
CHALLENGES
Operational challenges
Outdated computer system and no
customer database

Huge Implementation cost

Tangible versus intangible rewards

Increased expectations of the

customers

Philosophical challenges

Unbiased approach to customers

Element of surprise is eliminated

 AIM OF CRM

TO PRODUCE HIGH CUSTOMER EQUITY.

3 DRIVERS OF CUSTOMER EQUITY

VALUE EQUITY- ASSESSMENT OF UTILITY

BRAN D EQUITY- INTANGIBLE ASSESSMENT OF BRAND

RELATIONSHIP EQUITY- TENCENCY TO STICK WITH THE

BRAND
Exhibit 8
Cabo San Viejo Customer Satisfaction,Palm Springs Location
Comment Card Responses

1 %1 %
3%
OUTSTANDING(74%)
VERY GOOD(21%)

21 % SATISFACTORY(3%)
UNSATISFACTORY(1%)
NOT APPLICABLE(1%)

74 %
 Guest Age by Year Analysis,Palm Springs,through March
2005
Year Total Avg Total Total % % % % %
Stays . 1st Repea Stays Stays Stays Stays Stays
Age Time t < 35 Age Age Age Age
Stays Stays 35 -44 45- 54 55-64 65 +
1992 3576 47 1279 2297 13.2 27.2 32.6 21.3 5.8
1994 4329 48 1416 2913 11.5 27.0 32.7 20.5 8.3
1996 5219 49 1754 3465 11.8 25.9 33.3 20.4 8.5
1998 6774 50 2419 4355 11.5 24.1 28.5 23.5 12.6
1999 8244 51 3563 4681 10.1 22.5 30.8 23.8 12.8
2000 9446 52 4296 5150 9.2 22.2 30.6 25.0 13.0
2002 8399 54 3475 4924 8.3 21.2 30.7 25.3 14.5
2003 8540 55 3567 4973 7.0 18.4 31.5 27.6 16.0
2004 8698 57 3631 5067 5.6 17.4 32.4 28.4 16.2
2005 2013 58 828 1185 4.1 17.6 30.8 30.1 17.4
Q1
only
Tot/Avg 88644 51 34931 53713 9.8 19.9 31.8 23.8 11.4
 CONCLUSION

•It is not enough anymore to merely satisfy the customer-

Customer must be delighted.

•Customer satisfaction is a measure of product quality.

•While satisfied customers tend to be loyal customers, loyal

customers are not always satisfied customers.

•If you keep your customer happy, they will keep you in business.