MKT Segment, SOB, Orges

Market Segment, SOB &
Orges
Market Segment
& SOB
Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Market Segment & SOB
Market segment divides target market:

• Consumer common demand
• Behaviour pattern
• Respond similarly to a marketing action
Company Benefit:
• Target different category
• Adaptive marketing action
• Specific build marketing plan
Concerned property:
• POP! Hotels
• YELLO Hotels
• HARRIS Hotels
• Preference
• Managed By

Rate Grid Introduction
HARRIS Hotel & Conventions Denpasar

Rate Grid Introduction
POP! Hotel Denpasar

Market Segment, SOB & Orges
Market Segment –
Individual Guest

Best Flexible Rate
Online
Travel
Rate Level Agents
Rate Grid 1 – 6
Hotel
Walk in
Website
Notes
SOB
• Flexible
Cancellation
Policy and Email/Fax Telephone
Booking Time

Best Flexible Rate
Discounted
Rate Level
Rate Grid 1 – 6:
Wholesaler Margin
Business
Rate Grid 7 – 16:
Static Wholesaler
Contract
Telephone
SOB Email/Fax
Notes
• Contract Rate
• Wholesale &
Travel Agent
Payment

PARTNERSHIP
Rate Level Walk in
Discount Rate
Grid 1 – 6
Notes
Hotel
Website
SOB Telephone
• Qualified Rate
• Payment
according to
agreement
Email/Fax

LONG STAY
Rate Level Walk in

SOB:
Discount Rate Grid
1–6
or Online
Contract Rate Travel
Notes
Hotel
Website
SOB Agent Telephone
• Minimum 7 or 14
consecutives
nights. Incl of
LSG Benefit.
Email/Fax
Example
Laundry/FB Disc

CORPORATE
Rate Level Walk in
Rate Grid 7 - 16
Notes
Hotel
Website
SOB Telephone
• Regular
Company
• BUMN
• TAUZIA Business
Rate
Some hotel will use Email/Fax
Rate Level 6

PACKAGES
Rate Level Walk In

Discount Rate Grid
1-6
or
Contract Rate Online
Hotel
Travel
Website
Agents
SOB
Notes
• Include 2 added
Benefit Email/Fax Telephone

SPECIAL OFFER
Rate Level Walk In

Discount Rate Grid
1–6
Or
Contract Rate
Online
Hotel
Travel
Website
Agents
Notes
SOB
• Room Only or
with Breakfast
Email/Fax Telephone

MTP
Rate Level Walk In
Discount Rate Grid

1–6;
It can be a Package /
Special Offer
Hotel
Website
SOB Telephone
Notes
• Eligible for MTP
Points
Email/Fax

GOVT/MIL/DIPL/NGO’s
Walk In
Rate Level
Rate Grid
7 – 16
Notes
Hotel
Website
SOB Telephone
• ONLY Govt. Ex.

Kementrian
Email/Fax

TOURISM INDUSTRY
Rate Level
Discount Rate Grid
1–6
(25%,50%,75%)
Notes
SOB Hotel
Website
• Hotel Employee
• OTA
• Travel Agent
• Tourism Board

HOUSE USE
Rate Level
N/A
Notes
Email/Fax
SOB Telephone
• Internal Use.
• Upon GM/HM
Approval

COMPLIMENTARY
Rate Level
N/A
Notes Email/Fax SOB Telephone
• External Use
• Upon GM/HM
Approval

Market Segment -
Group

CORPORATE MICE
Rate Level Walk In

Rate Grid 7 - 16
Notes
• Room +
SOB
Corporate Meeting
Telephone Email/Fax

GOVT/MIL/DIPL/NGO’s
MICE
Rate Level Walk In
Rate Grid 7 - 16
•
Notes
Room include
SOB
Meeting
Telephone Email/Fax

SERIES
Rate Level Walk In

Rate Grid 7 - 16
•
Notes
Regular Basis
SOB
Guest
Telephone Email/Fax

ADHOC
Rate Level Walk In

Rate Grid 7 - 16
•
Notes
One time
SOB
• No Meeting
Telephone Email/Fax

AIRLINE CREW
Email/Fax
Rate Level
Rate Grid 7 - 16
Notes
SOB
• Annual Contract
Telephone

DELAYED PASSANGER
Email/Fax
Rate Level
Rate Grid 7 - 16
Notes
SOB
• Delayed Flight
Passenger
Telephone

GROUP – ASSOCIATION
Rate Level Walk In

Rate Grid 7 - 16
•
Notes
Association
SOB
(social Group)
ex. Lion’s Club, Telephone Email/Fax
Harley Davidson
Club

YTD June 2017 HCKR
Daily Occupancy by Segments

90%
80%
GAD, 10% GAD, 8% GAD, 6%

70%
GAD, 10%
GAD, 8%
60%
GAD, 5%
GAD, 11%
50%
40% COG, 4%
MTP, 0%
COG, 1% COG, 4%
MTP, 0% MTP, 0% COG, 4%
COG, 0% SPE, 11%
30% MTP, 0% SPE, 9% MTP, 0%
SPE, 10% COG, 1%
MTP, 0% COG, 0%
MTP, 0%
SPE, 9% SPE, 9%
COR, 6% SPE, 10% SPE, 9%
20% COR, 3% COR, 4%
COR, 3% COR, 4%
DIS, 9% COR, 2% COR, 2%
DIS, 9% DIS, 8% DIS, 6%
10% DIS, 8% DIS, 5% DIS, 6%
BFR, 9% BFR, 9% BFR, 10% BFR, 9% BFR, 8% BFR, 8%

BFR, 7%
0%
Mon Tue Wed Thu Fri Sat Sun
BFR DIS PAR LON COR PKG SPE MTP GOV IND COG GVG GSE GAD AIR DEL ASC

YTD June 2017 HCKR
SOB
6,000 800,000
700,000
5,000
600,000
4,000
500,000
3,000 400,000
300,000
2,000
200,000
1,000
100,000
- -
Telehone calls Direct Emails / Fax Walk ins Hotel's Website Online Travel Agents
Actual Last Year ARR Actual ARR Last Year

YTD June 2017 PCKR
Daily Occupancy by Segments

80%
70%
60%
50% GAD, 38%
GAD, 23%
40%
GAD, 27%
GAD, 30%
GAD, 22% GAD, 29%
GAD, 26%
30% COG, 1%
MTP, 0%
COG, 2% COG, 1% COG, 1%
MTP, 0%
MTP, 0% MTP, 0%
COG,
MTP, 0%
COG,
MTP, 0% SPE, 17% COG,
MTP, 0%
20%
SPE, 14% SPE, 14% SPE, 15% SPE, 16%
SPE, 12% SPE, 13%
COR, 1%
10% COR, 1%
DIS, 1% DIS, 1% COR, 1% COR, 1%
DIS, 1% COR, 1%
COR, 1% DIS, 1% DIS, 1% COR, 1%
DIS, 1% DIS, 1%
BFR, 9% BFR, 10% BFR, 9% BFR, 9% BFR, 9%
BFR, 7% BFR, 7%
0%
Mon Tue Wed Thu Fri Sat Sun
BFR DIS PAR LON COR PKG SPE MTP GOV IND COG GVG GSE GAD AIR DEL ASC

YTD June 2017 PCKR
SOB
7,000 800,000
6,000 700,000
5,000 600,000
500,000
4,000
400,000
3,000
300,000
2,000 200,000
1,000 100,000
- -
Telehone calls Direct Emails / Fax Walk ins Hotel's Website Online Travel Agents
Actual Last Year ARR Actual ARR Last Year

ORGES 2017

Registering
Tracking
Domestic International
1. Choose name as
per list
2. Non-Listed city
register by Tracking based on
Province. Ex Origin Country
Gianyar goes to
Bali.

ORGES 2017 - District

NO NAMA DAERAH CODE NO NAMA DAERAH CODE
1 Kab. Bintan BTN
1 Kota Banda Aceh NAD
2 Kota Batam BTM
3 Kota Tanjungpinang TJP
NO NAMA DAERAH CODE
1 Kab. Indragiri Hulu IHU
NO NAMA DAERAH CODE 2 Kab. Indragiri Hilir IHI
1 Kota Medan MDN 3 Kota Pekanbaru PBR
NO NAMA DAERAH CODE
1 Kota Jambi JMB
NO NAMA DAERAH CODE

1 Kota Bangka BNR
NO NAMA DAERAH CODE
2 Kab. Belitung BLT
1 Kota Padang PAD
NO NAMA DAERAH CODE

1 Kota Bengkulu BNG

Kota Bandar 1 Kota Palembang PLG
1 LPG
Lampung

NO NAMA DAERAH CODE
NO NAMA DAERAH CODE 1 Kota Magelang MGL
1 Kota Tangerang TGR 2 Kota Surakarta SKT
NO NAMA DAERAH CODE
3 Kota Semarang SRG
NO NAMA DAERAH CODE 1 Kota Mataram MTR
1 Kota Jakarta JKT 2 Kota Bima BIM
NO NAMA DAERAH CODE

1 Kota Denpasar DPS
NO NAMA DAERAH CODE

1 Kota Yogyakarta DIY

1 Kota Bandung BDG 1 Kota Sidoarjo SRJ NO NAMA DAERAH CODE
2 Kota Bogor BGO 2 Kota Surabaya SBY 1 Kota Kupang KPG
3 Kota Bekasi BKS 3 Kota Malang MLG

NO NAMA DAERAH CODE
1 Kota Pontianak PTK
NO NAMA DAERAH CODE

1 Kota Samarinda SRD
2 Kota Balikpapan BPP
NO NAMA DAERAH CODE

NO NAMA DAERAH CODE
1 Kota Banjarmasin BJM
1 Kota Palangkaraya PLK

NO NAMA DAERAH CODE
1 Kota Palu PAL NO NAMA DAERAH CODE
1 Kota Manado MND

1 Kab. Polewali Mandar PLM 1 Kota Gorontalo GRT
NO NAMA DAERAH CODE

1 Kota Kendari KDI
NO NAMA DAERAH CODE

1 Kota Makassar MKS

NO NAMA DAERAH CODE
1 Kota Sorong SOR NO NAMA DAERAH CODE
1 Kota Jayapura JAP
NO NAMA DAERAH CODE

1 Kota Ternate TRT
NO NAMA DAERAH CODE

1 Kota Ambon AMB

ORGES 2017 - Province

NAD
NSU
RAI
RAU
JMB
WSU BBI
SSU
BNG
LPG

BNT DKI
CJV BAL
ENT
WJV DIY
EJV
WNT

EKN
WKN
SKN
CKN
NSW
CSW
GRT
WSW
SSW
SES

WPA
NMA
PAP
MLK

YTD June 2017 HCKR
2017
Share
Rm Sold Room Revenue ARR
Rm Sold Rm Rev
Indonesia 6.237 1.900.325 305 54,0% 63,2%
China 4.711 882.072 187 40,8% 29,3%
United Arab Emirates 153 45.968 300 1,3% 1,5%
India 98 32.547 332 0,8% 1,1%
Others - Asia 56 17.579 314 0,5% 0,6%
Australia 36 10.873 302 0,3% 0,4%
Singapore 35 10.808 309 0,3% 0,4%
Japan 32 9.828 307 0,3% 0,3%
United Kingdom 21 6.841 326 0,2% 0,2%
Germany 17 5.489 323 0,1% 0,2%
2017
Domestic market Rm Sold Room Revenue ARR
Share
Rm Sold Rm Rev
DKI Jakarta, DKI 1.963 497.299 253 31,47% 26,17%
Jawa Timur, EJV 945 290.779 308 15,15% 15,30%
Bali, BAL 661 246.254 373 10,60% 12,96%
Denpasar, DPS 566 231.067 408 9,07% 12,16%
Jawa Barat, WJV 384 113.302 295 6,16% 5,96%
Surabaya, SBY 297 91.485 308 4,76% 4,81%
Jawa Tengah, CJV 198 62.911 318 3,17% 3,31%
Malang, MLG 153 48.861 319 2,45% 2,57%
Banten, BNT 124 39.683 320 1,99% 2,09%
Bandung, BDG 71 21.514 303 1,14% 1,13%

YTD June 2017 PCKR
2017
Share
Rm Sold Room Revenue ARR
Rm Sold Rm Rev
Indonesia 12.077 2.510.048 208 95,0% 94,6%
United Arab Emirates 262 43.908 168 2,1% 1,7%
China 80 18.359 229 0,6% 0,7%
Others - Asia 69 15.144 219 0,5% 0,6%
India 25 4.969 199 0,2% 0,2%
Malaysia 23 4.204 183 0,2% 0,2%
Germany 20 3.481 174 0,2% 0,1%
France 14 2.998 214 0,1% 0,1%
Australia 11 2.268 206 0,1% 0,1%
United Kingdom 17 2.243 132 0,1% 0,1%
2017
Domestic market Rm Sold Room Revenue ARR
Share
Rm Sold Rm Rev
Jawa Timur, EJV 3.877 778.844 201 32,10% 31,03%
Bali, BAL 1.906 422.854 222 15,78% 16,85%
DKI Jakarta, DKI 1.597 350.727 220 13,22% 13,97%
Denpasar, DPS 1.253 267.532 214 10,38% 10,66%
Jawa Tengah, CJV 1.113 214.439 193 9,22% 8,54%
Surabaya, SBY 600 118.290 197 4,97% 4,71%
Jawa Barat, WJV 204 43.819 215 1,69% 1,75%
Malang, MLG 131 29.702 227 1,08% 1,18%
Bandar Lampung, LPG 89 18.395 207 0,74% 0,73%
Nusa Tenggara Timur, ENT 74 16.779 227 0,61% 0,67%

MKT Segment, SOB, Orges

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MKT Segment, SOB, Orges

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Market Segment, SOB &

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Market segment divides target market:

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

HARRIS Hotel & Conventions Denpasar

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

POP! Hotel Denpasar

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk in

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk in

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk in

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Discount Rate Grid

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

• ONLY Govt. Ex.

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Notes Email/Fax SOB Telephone

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Rate Level Walk In

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Daily Occupancy by Segments

GAD, 10% GAD, 8% GAD, 6%

BFR, 9% BFR, 9% BFR, 10% BFR, 9% BFR, 8% BFR, 8%

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Actual Last Year ARR Actual ARR Last Year

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Daily Occupancy by Segments

50% GAD, 38%

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Actual Last Year ARR Actual ARR Last Year

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

NO NAMA DAERAH CODE

NO NAMA DAERAH CODE

NO NAMA DAERAH CODE NO NAMA DAERAH CODE

Tauzia Corporate Revenue & Distribution Confidential & Proprietary Information

NO NAMA DAERAH CODE

NO NAMA DAERAH CODE

NO NAMA DAERAH CODE NO NAMA DAERAH CODE