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1 | P a g e
A PROJECT WORK ON
‘Lead Generation and Enterprise Partnership at OYO’
A Projectreport submitted to Alliance Un...
2 | P a g e
Bachelor of Business Administration
Industry Internship Programme (IIP)
Declaration
This is to declare that th...
3 | P a g e
Bachelor of Business Administration
Certificate
This is to certify that Mr. Abhishek Mallick Regn. No. 1401014...
4 | P a g e
Acknowledgement
First of all I am thankful to my college for providing me an
opportunity to work on this repor...
5 | P a g e
TABLE OF CONTENTS
INDEX CONTENTS
PAGE
NO.
1 EXECUTIVE SUMMARY 6
2 INTRODUCTION 7
2.1 INDUSTRY OVERVIEW 8
2.2 C...
6 | P a g e
1. Executive summary
OYO Rooms is India’s fastest growing branded network of budget hotels
founded by young en...
7 | P a g e
2. Introduction
Ritesh Agarwal is an Indian entrepreneur,the founder and CEO
of OYO Rooms - the fastest growin...
8 | P a g e
2.1 Industry Overview
Global Scenario :
The hospitalityindustry isa broad categoryof fields within service
ind...
9 | P a g e
2.2 Company Overview
About the Company :
OYO Rooms, commonly known as OYO, is an Indian hotel brand that
owns ...
10 | P a g e
Organisation Structure :
11 | P a g e
CEO : RITESH AGARWAL
COO : ABHINAV SINHA
CTO : ANIL GOEL
CFO : ABHISHEK GUPTA
CPO : DINESH RAMAKRISHNAN
CGO :...
12 | P a g e
3. Project Profile
Internship opportunities in India are career specific. College students often choose
inter...
13 | P a g e
 Meet professional role models and potential
mentors who can provide guidance, feedback, and
support.
 Expa...
14 | P a g e
1. Designated accountant manager at their service.
2. VIP Experience. Enlist on our preferential guest list.
...
15 | P a g e
profitability mode, hiring and market development activities -
and has attracted five rounds of PE funding al...
16 | P a g e
While some may say it's no great shakes, as one just needs to copy
the AirBnB model. It's not easy in India, ...
17 | P a g e
INTERPRETATION:
From the above graph it can be stated that 88% of
customers are having troubles with finding ...
18 | P a g e
INTERPRETATION:
The above graph depicts the opinion of the consumers, 92%
of them heard of OYO rooms and 8% o...
19 | P a g e
INTERPRETATION:
From the above graph 79% people would not download an
app 21% of them would.
Q4. Would you pr...
20 | P a g e
INTERPRETATION:
In the above graph only 12% opt for OYO Premium, while
remaining of them would prefer OYO Bud...
21 | P a g e
INTERPRETATION:
From the above graph we can say from a sample of 600, 91%
of them would consider going for OY...
22 | P a g e
5.Findings
 The trained manpower available in the tourism industry is
insufficient to meet their increasing ...
23 | P a g e
 The hypothesis that the intake of universities / govt.
agencies, which offer certificates / diploma / degre...
24 | P a g e
 ‘Hygienic Mobile Mini Restaurants’ be set up at selected
tourist destinations on an experimental basis prov...
25 | P a g e
8.Learning Outcome
In review this internship has been an excellent and rewarding
experience. I have been able...
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Abhishek Mallick OYO

  1. 1. 1 | P a g e A PROJECT WORK ON ‘Lead Generation and Enterprise Partnership at OYO’ A Projectreport submitted to Alliance University, Bangalore. BACHELOR OF BUSINESS ADMINISTRATION - MARKETING SUBMITTED BY ABHISHEK MALLICK 14010141195 (2014-17)
  2. 2. 2 | P a g e Bachelor of Business Administration Industry Internship Programme (IIP) Declaration This is to declare that the report titled ‘Lead Generation and Enterprise Partnership’ has been made for the partial fulfillment of the Course: Industry Internship Programme (IIP) in Semester V by me at OYO Rooms under the guidance of Prof. Kiran Jayaram I confirm that this Report truly represents my work undertaken as a part of my Industry Internship Programme (IIP). This work is not a replication of work done previously by any other person. I also confirm that the contents of the report and the views contained therein have been discussed and deliberated with the faculty guide. Signature of the Student : Name of the Student (in CapitalLetters) : ABHISHEK MALLICK RegistrationNo : 14010141195
  3. 3. 3 | P a g e Bachelor of Business Administration Certificate This is to certify that Mr. Abhishek Mallick Regn. No. 14010141195has completed the report titled ‘Lead Generation and Enterprise Partnership’ under my guidance for the partial fulfillment of the Course:Industry Internship Programme (IIP) in Semester V of the Bachelor of Business Administration. Signature of Faculty Guide: Name of the Faculty Guide: Prof. Kiran Jayaram
  4. 4. 4 | P a g e Acknowledgement First of all I am thankful to my college for providing me an opportunity to work on this report. I wish to express my sincere gratitude to my parents for supporting me in every walk of life. I would also extend my gratitude to all the people with whom I have worked and helped me in completion of my report. I want to convey my special regards to Prof. Kiran Jayaram for guiding me throughout. I express my gratefulness to Mr. Abhishek Goyal (MM CEO), Mr. Abhishek Sharma (Enterprise Partnership Manager), Mr. Mohit Malpani (MM CEO), Mr. Nikhil Kumar Singhania (MM Demand) and OYO Rooms for providing me with an opportunity to be associated with project.
  5. 5. 5 | P a g e TABLE OF CONTENTS INDEX CONTENTS PAGE NO. 1 EXECUTIVE SUMMARY 6 2 INTRODUCTION 7 2.1 INDUSTRY OVERVIEW 8 2.2 COMPANY OVERVIEW 9 3 PROJECT PROFILE 12 3.1 OBJECTIVES OF THE STUDY 12 3.3 METHODOLOGY 13 4 OBSERVATIONS & ANALYSIS 14 5 FINDINGS 22 6 RECOMMENDATIONS 23 7 CONCLUSION 24 8 LEARNING OUTCOME 25 9 REFERENCES 25
  6. 6. 6 | P a g e 1. Executive summary OYO Rooms is India’s fastest growing branded network of budget hotels founded by young entrepreneur Mr. Ritesh Agarwalon2013. Withina short span of time, OYO Rooms currently operating in more than 100 Indian cities including Delhi, Gurgaon, Mumbai, Bangalore, Hyderabad, Goa, Chennai, Kolkata are few to name. Similarly, OYO has been trying to be present in major Metros, Regional hubs, leisure destinations and pilgrimage towns. According to a research carried out by CB Insights, a US based business analytics firm, for The New York Times, OYO Rooms is among the companies that may be the next start-up unicorns. As it provides standardized roomsat budget hotelswith featuressuch as an air condition, complimentary breakfast and Wi-Fi with 24 hours customer service support number of guests using OYO Rooms App for booking hotels has been increasing exponentially. Since, the services are fully IT enabled guestscan also order beveragesand request room service through the OYO Rooms app. Hotel owners who partner with OYO Rooms are connected via world’s first tablet based propertymanagementApp and becomepart of the OYO brand. Vision and Values Vision: To change the way people stay away from home. Standardized OYO Rooms promises to prov ide the same amenities and the same awesome experience across all its rooms. Affordable OYO offers rooms at prices that no other play er in the budget segment offers today . Technology Driven OYO uses technology to link all its functions and prov ide the customer a seamless awesome experience.
  7. 7. 7 | P a g e 2. Introduction Ritesh Agarwal is an Indian entrepreneur,the founder and CEO of OYO Rooms - the fastest growing Branded network of hotels online & offline. He started his entrepreneurial journey at the age of 17 and is considered to be one of the youngest CEOs in India. Oravel Stays Pvt. Ltd was his first startup in the year 2012. Oravel was designed as a platform to enable listing and booking of budget and premium accommodations. In simpler terms, it was meant to be destination for short and midterm rentals for bed and breakfast joints, private rooms and serviced apartments. Soon, Agrawal realised that just a combination of bed and dinner would not fulfill the expectations of budget travelers in India so he transformed Oravel stays to OYO ROOMS, 2013 with the key proposition of offering affordable and standardized accommodation.
  8. 8. 8 | P a g e 2.1 Industry Overview Global Scenario : The hospitalityindustry isa broad categoryof fields within service industrythat includes lodging, event planning, theme parts, transportation, cruiseline, and additionalfieldswithinthe tourism industry. The hospitalityindustryisa multibillion-dollar industrythat depends on the availabilityofleisure timeand disposableincome. A hospitalityunit such as a restaurant, hotel, or an amusement parkconsists of multiplegroupssuch as facilitymaintenanceand direct operations (servers, housekeepers, porters, kitchenworkers, bartenders, management, marketing, and humanresourcesetc.). Usage rate, or itsinverse "vacancyrate", isan importantvariablefor the hospitalityindustry. Just asa factoryowner would wish a productiveasset to be in use as much as possible (as opposed to having to pay fixed cost while thefactoryis not producing), so do restaurants, hotels, and themeparks seek to maximizethenumber of customersthey "process" in all sectors. Thisled to formationof serviceswith theaim to increaseusage rateprovided by hotel consolidators. Informationabout required or offered productsarebrokered on businessnetworks used by vendors as well as purchasers. In looking at variousindustries, "barrierstoentry" by newcomersand competitiveadvantagesbetweencurrentplayersarevery important. Among other things, hospitalityindustryplayersfind advantageinold classics (location), initialand ongoing investment support (reflected in the material upkeep of facilitiesand the luxurieslocated therein), and particular themes adopted by the marketing arm ofthe organizationinquestion(for example at theme restaurants). Alsovery important arethecharacteristicsof the personnel working in direct contact with thecustomers. Theauthenticity, professionalism, and actual concernfor the happinessand well-being of the customersthat iscommunicated bysuccessfulorganizationsisa clear competitiveadvantage.
  9. 9. 9 | P a g e 2.2 Company Overview About the Company : OYO Rooms, commonly known as OYO, is an Indian hotel brand that owns and operates as well as aggregates standardised hotel rooms. It currently operates in more than 200 Indian cities and in Malaysia. Products and Services offered by OYO : HOTEL BOOKING A traveller can book a room online at Oyorooms.com and can choose to opt for online payment or pay at the hotel.
  10. 10. 10 | P a g e Organisation Structure :
  11. 11. 11 | P a g e CEO : RITESH AGARWAL COO : ABHINAV SINHA CTO : ANIL GOEL CFO : ABHISHEK GUPTA CPO : DINESH RAMAKRISHNAN CGO : KAVIKRUT CSO : MANINDER GULATI REGIONAL HEADS North Head : Gaurav Ajmera South Head : Burhauddin Pithawala East Head : Prasun Chaudhary West Head : Shreerang Godbole
  12. 12. 12 | P a g e 3. Project Profile Internship opportunities in India are career specific. College students often choose internships based on their branch of study. Students often perceive it as a way to develop their capabilities by practically applying their degree while learning in a professional work environment. Most students apply for internships during their summer and winter breaks. In some universities, internships during the college breaks are compulsoryand a part of the curriculum. It is common that previous interns become employees to the organization once they have acquired the necessary skills and experience. Moreover, many engineering students also term their training period in certain industrial organization as an internship. 3.1 Objectives of the study  Apply business concepts and theories to real-world decision-making.  Increase proficiency in specific business disciplines; such as business development management, operations management, marketing, accounting, economics, finance, and business law.  Develop and improve business skills in communication, technology, quantitative reasoning, and teamwork.  Observe and participate in business operations and decision-making.
  13. 13. 13 | P a g e  Meet professional role models and potential mentors who can provide guidance, feedback, and support.  Expand network of professional relationships and contacts.  Develop a solid work ethic and professional demeanor, as well as a commitment to ethical conduct and social responsibility. 3.2 Methodology :  Call and fix appointments with Corporates that have their regional/branch offices in Jaipur.  Meet the Administrator/HR of the company and propose the idea of choosing OYO as their official accomodation partner.  Offer the company with OYO portal. Some of the tech features of OYO Business Toggle are 1. Official Company Accountant 2. Monitor all booking and payment activities 3. Add employees and assign per diem 4. Personalised Automated Assistance  As now the Corporates have partnered with OYO it is our prime responsibility to provide the corporates with certain Corporate Advantages.
  14. 14. 14 | P a g e 1. Designated accountant manager at their service. 2. VIP Experience. Enlist on our preferential guest list. 3. Customised meal plans on demand. 4. No peak pricing on select properties 5. Relaxed check-in &cancellation policies 6. Airport/Station pick up &drop. 7. Complimentary room upgrades.  Some of the corporates that I’ve introduced OYO to are 1. Arth Micro Finance 2. Hyundai (North Region Office) 3. Nilkamal Plastics 4. ITC (North District Jaipur) 5. Hitachi Home & Life Solution India Ltd. 6. Wipro Infotech 7. Reliance Jio 8. Indian Express 9. Mahindra & Mahindra Ltd 10.Saras Dairy 11. Tata Motors Ltd 12. Mahindra Finance  Other events that I’ve focused to generate leads are Jaipur Literature Festival, Stone Mart and Vestige (Family Reunion at Delhi) 4.Observations and Analysis Oyo is a sort of an aggregator, the way Uber is - an online 'hotel' marketplace - and even as I write, it's turning into India's largest chain of hotels. Just 23, Ritesh Aggarwal seems set for getting 9000 properties in its fold by the turn of 2017. OYO's model is simple: it adopts hotels to get them in its fold; gets them to follow certain standards of services, features, staff, pricing, security etc.,; and then sells their rooms under its own brand, for a certain cut. Currently, the company is under the consolidation and
  15. 15. 15 | P a g e profitability mode, hiring and market development activities - and has attracted five rounds of PE funding already from the likes of Sequoia and Softbank. This new segment operates on the asset- light business model, and is a sure disruptor for the traditional capital-weighed-down hospitality industry. OYO's traction and market coverage has swiftly increased thanks also because of being listed with travel aggregators like Make MyTrip, Clear trip and hotels.com. Add app-based booking facility to this launched in September 2014. The Hospitality industry segment targeting small business travelers and budget tourists is eminently swift-cash, and that works in the favor of OYO, because revenues get realized quicker too. OYO doesn't own any of these properties, and instead, invests in marketing and management quality improvement for the hotels under its fold. It's a win-win for OYO and the hotels, many of whom just don't have the network, knowledge or the budget for smart marketing, and they run empty. OYO helps them improve their yields. It now has more stringent offline quality control mechanisms onboard to manage customer experience and keep the brand growing.
  16. 16. 16 | P a g e While some may say it's no great shakes, as one just needs to copy the AirBnB model. It's not easy in India, where there are no standards being followed by class B and C hotels; where the owners are not entirely professionally trained or oriented for the hospitality space, and where, it's not easy to get money to improve your hotel. To OYO's credit, it seems to have created an understandable and compelling value proposition for partner hotels. It can be anybody's guess, that after a year's good going, OYO can be in a great situation to get some big cash after a stake-sale. Unless there's some drastic mess, OYO looks sure to stay. It's time when Ritesh Agrawal needs to get down to the task of building the OYO organization into a compelling, high-quality unit, ready to handle the load of ten million+ customers. Analysis : Q1.Have you ever faced troubles with finding hotels? Response No's YES 531 NO 69 TOTAL 600 YES 88% NO 12% TOTAL 100
  17. 17. 17 | P a g e INTERPRETATION: From the above graph it can be stated that 88% of customers are having troubles with finding a budget friendly hotel. Q2.Have you ever heard of OYO rooms? Response No’s YES 553 NO 47 TOTAL 600 YES 92% NO 8% TOTAL 100 YES% 88% NO% 12%
  18. 18. 18 | P a g e INTERPRETATION: The above graph depicts the opinion of the consumers, 92% of them heard of OYO rooms and 8% of them have not heard. Q3. Would you download an app for booking a room? Response No’s Yes 125 No 475 TOTAL 600 Yes 20.8% No 79.2% TOTAL 100 Yes 92% No 8%
  19. 19. 19 | P a g e INTERPRETATION: From the above graph 79% people would not download an app 21% of them would. Q4. Would you prefer OYO Budget or OYO Premium? Response No’s OYO Budget 526 OYO Premium 74 TOTAL 600 OYO Budget 87.6% OYO Premium 12.4% TOTAL 100 No, 79% Yes, 21%
  20. 20. 20 | P a g e INTERPRETATION: In the above graph only 12% opt for OYO Premium, while remaining of them would prefer OYO Budget. Hence majority of people are looking for OYO Budget. Q5. If you get a coupon that gives you flat 10% off on OYO Elite would you go for it? Response No’s YES 549 NO 51 TOTAL 600 YES% 91.5 NO% 8.5 TOTAL 100 OYO Budget 88% OYO Premium 12%
  21. 21. 21 | P a g e INTERPRETATION: From the above graph we can say from a sample of 600, 91% of them would consider going for OYO Elite in future and 9% may not buy. YES 91% NO 9%
  22. 22. 22 | P a g e 5.Findings  The trained manpower available in the tourism industry is insufficient to meet their increasing needs.  There is a wide gap between the requirement and availability of skilled and unskilled manpower in the case of Classified Hotels in the State.  There is a wide gap between the requirement and availability of skilled and unskilled manpower in the case of Un Classified Hotels in the State  An average of 59 per cent of the requirement is available in case of skilled manpower for Classified Hotels in the State. There is shortage of 41 per cent of trained manpower in the case of Classified Hotels.  An average of 89 per cent of the requirement is available in case of unskilled labours for Classified Hotels in the State and there is a shortage of 11 per cent.  An average of 59 per cent of the requirement is available in case of trained manpower for Un Classified hotels in the State and the shortage of skilled labours is 41 per cent.  An average of 89 per cent of the requirement is available for unskilled labours in Un Classified Hotels in the State and the shortage of unskilled employees is 11 per cent.  The hypothesis that there exist unbridged gap between supply and demand for trained manpower suitable for tourism industry in the State is accepted.  The total intake for various tourism related courses offered by universities / institutes in the State is 1356 per year, which is less than the requirement of tourism-based industries in the State.
  23. 23. 23 | P a g e  The hypothesis that the intake of universities / govt. agencies, which offer certificates / diploma / degree imparting practical skill and special knowledge training required for tourism, based industries in Kerala is far less than the requirements are accepted. 6.Recommendations  Many of the tourists are found to be staying for a short duration in both unclassified and classified hotels due to the lack of awareness with regard to the potential tourist resorts and avenues in each locality. Hence efforts should be made at the Grama Panchayat levels to make more avenues of entertainments by organizing local level cultural festivals, art forms, etc., with a view to retain such tourists at the tourist destinations for a fairly long period of time.  Village level heritage museums should be set up all over the State and should also be made known to the tourists through beautifully and well designed websites.  ‘Foreign Language Proficiency Class’ should be set up at the potential tourist destinations to equip the local people who are desirous of learning such languages for easy communication with the foreign tourists for the effective marketing of the local products and services to them.  Village level tourist maps and brochures should be developed with the participation of the students, teachers, researchers and local administrative authorities in association with the Department of Tourism to aid the tourists to visit a particular location to have a synoptic view of the potential avenues of enjoyment in India.
  24. 24. 24 | P a g e  ‘Hygienic Mobile Mini Restaurants’ be set up at selected tourist destinations on an experimental basis providing various local level food items and beverages.  More approved ayurvedic treatment centres should be established with the sophisticated facilities to attract more tourists. This will create more employment opportunities.  The hotels and restaurants in the State should arrange more facilities for western and Indian food items to meet the requirements of the foreign and domestic tourists. 7.Conclusion This project is designed to meet the requirements of Online Hotel Management. It has been developed in VB & Mas-Access keeping in mind the specifications of the system. For designing the system we have used simple data flow diagrams. Overall the project teaches us the essential skills like:  Using system analysis and design techniques like data flow diagram in designing the system.  Understanding the database handling and query processing.
  25. 25. 25 | P a g e 8.Learning Outcome In review this internship has been an excellent and rewarding experience. I have been able to meet and networkwith so many people that I am sure will be able to help me with opportunities in the future. One main thing that I have learned through this internship is timemanagement skillsas well as self-motivation. WhenI first started I did not think that I was going to be able to make myself work eight hours a day, five days a week. Once I realized what I had to do I organized my day and work so that I was not overlapping or wasting my hours. I learned that I needed to b organized and have questions ready for when it was the correct time to get feedback. From this internship and timemanagement Ihad to learn how to motivatemyself through being in the office for so many hours. I came up with various proposals and ideas that the company is still looking into using. I enjoy thisline of work and hope the companyreachesFortune 500 list one day. I will continue to work hard in my position and hope to continue to learn about the industry and meet new people. This was an excellent experience and I hope that other interns got as much out of it as I did. 9.References 1. www.google.com 2. www.oyorooms.com 3. https://en.wikipedia.org

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