This presentation will help you understanding the role B2B marketing in tour operations.

1. Presented By:
Sherazi Khan
Reg. No: 14383050
Under the Guidance of
Dr. SIBI GEORGE
Assistant Professor
Department of Tourism Studies
Pondicherry University

2. INTRODUCTION
 B2B marketing is the process by which businesses employ a multi-layered strategy
for the purpose of converting targeted business prospects to the customers.
 As Tour operations is a B2B business, so their potential clients or customer would be
travel agents . Tour operators require lot of marketing strategies which help them in
getting business from the travel agents.
 B2B marketing in tourism can be direct and indirect or in both the ways.
 Communication plays an important part and while the strategy, technology and
media channels have to be up to date, so does the message conveyed.
 According to the UNWTO 1.5% of the total tourism revenue is generated by B2B
clients.

3. COMPANY PROFILE
 Founded By:-
Chief Executive Officer- Mr. Jamal Ebrahimi
Sales Director(India)- Mr. Sanjay singh
 Founded In the Year – 2005
 Miles Tourism and Travel LLC is an DMC(Destination Management Company) of
Dubai and play a role of Inbound Tour operator for UAE, Oman, Malaysia and India.
 The major Tour & Travel companies of Miles include-
i. Miles Holidays LLC,
ii. Miles View Tourism and Travel Pvt. Ltd.
iii. Miles Tourism and Travel

4. OBJECTIVES OF THE STUDY
 To study about the B2B marketing in tour operations.
 To study about the various B2B marketing strategies used by Miles
Tourism and Travel LLC in Delhi NCR.
 To understand the major tour packages offered by Miles Tourism and
Travel LLC

5. RESEARCH METHODOLOGY
 Data Collection
 Primary data
The primary data has been collected by Survey questionnaire.
 Secondary data
Secondary data were collected from Publications, web sites, company websites, e-
books, and Delhi office of Miles Tourism and Travel LLC.
 Sampling Method :- Non probability sampling with the technique judgmental
sampling.
 Sample Size: 35 respondents

6. DATA ANALYSIS
 The data was analyzed with the help of SPSS (Statistical package for
social science) by applying
A. percentage analysis method,
B. cross tabulation method.

7. FINDINGS & SUGGESTIONS
 The B2B marketing is very important for tour operators for getting business.
 The marketing strategies used by Miles in Delhi NCR are good enough but there is
need of improvement.
 The major challenge in the business according to the B2B clients is that
communication and time taken in rewarding a query.
 The website is not built around the needs and interests of the target audience.
 The marketing strategies used by Miles are social media, brochures and campaigns.
 Company consistently meeting the specification and quality service

8. Cont……
 The Dubai holiday package is most popular among the tourist.
 Leisure and business are the two main purposes to travel Dubai.
 Most of the tourist are high end and would like to travel with their family and
friends.
 The best time to visit Dubai is between August and February

9. SUGGESTIONS
 Miles has to work on the soft skills of the employees through some training and
development process.
 They have to Work on customer feedback for improving the quality of service.
 Miles should open more DMC’s.
 Miles has to focus on marketing aspect of business.
 Miles has to improve their marketing and promotion style and try to publish their
products in Website in a new style.
 Miles has to focus on customer relationship building

10. LEARNING EXPERIENCE
• I was the management trainee-sales of miles in Delhi NCR region, so my job is to visit
various other travel agencies and brief them about the company and its various
packages.
• Working in Delhi was itself an learning experience, while on sales I learned a lot about
customer perception towards a particular product/service.
• I learned about functions in tour operations, itinerary making and costing process.
• The interaction with different B2B clients help me lot in building my communication
skills.
• Learned a lot about various destinations and their attractions in gulf countries.
• I learned how to use SPSS and interpretate the data collection.

11. CONCLUSION
 Tour operation is a B2B type of business which require a lot of marketing strategies.
 Miles, which is only 4 months old in India has a tremendous improvement in the
growth and development over a short period of time.
 The organization can perform well if they open more DMC of other nations like
Malaysia, Singapore, Thailand and other European nations.
 The marketing strategies of Miles are good enough but there is lot can be done.
 Most of the B2B clients think that the packages were according to their target
audience and cost effective.

12. REFRENCES
Books and Journals
•C R Kothari (2013), Research Methodology, New Age International Publishers
•Manjula Chaudhary, Tourism Marketing, Oxford University Press, (2010)
•Seaton A.V, The marketing of tourism products: concepts, issues and cases.(1996)
•Websites
• http://www.milestt.com/
• http://en.wikipedia.org/wiki/B2B/
• http://www.integratedb2b.com
• https://greatb2bmarketing.com/b2b-marketing/steps-in-the-b2b-marketing-and-sales-
process/
• http://www.b2bmarketing.net/magazine