Hotel & Conferencing Sales

Proposal

To

By

Johannesburg. Durban. Harare. Windhoek. Lubumbashi.

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Introduction to Sphiwithemba Projects
Sphiwithemba Projects is a diversified company domicile in Africa offering a wide range of
consulting and advisory services in Human Capital, Media, Occupational Health and Safety, Quality,
Entrepreneurship, African Markets and Investments. Sphiwithemba Business Development and
Consulting is the flagship of the Sphiwithemba Projects Group and has been operating in Southern
Africa for the past 5 years offering Training, Consulting, developments, media, sales and marketing
services. Sphiwithemba Projects is registered in South Africa and has consulted in most Africa
countries in Southern, Central and east Africa. The company is a leading independent media
consultancy, business development, market development and Africa markets investments and
advisory services .It also has a SME Entrepreneurial Innovation support arm . It focuses of SME
entrepreneurial innovation, business incubation, technology transfer and support services. Another
of its speciality is its dedication to occupational health and safety through training, consulting and
advisory services. The company is also in the forefront of advising and developing quality
Management systems for clients.

Sphiwithemba Projects is looking for a strategic hotel industry partner willing to take the niche
of hotel conferencing to the next level. The concept being proposed is to mainly focus on
developing industry and sector hospitality and conferencing opportunities at a scale which Wild
Coast Sun has never done before and which might not have the capacity to. In this concept,
Sphiwithemba Projects will come up with lucrative industry sectors and special days ‘projects and
events, through thorough research which will lure targeted industries and sectors to accommodate
themselves at your hotels. Conferencing will be sold to the targeted entities on those specific
industry days or chosen sector days thereby creating a never before seen increase in conferencing
sales for Wild Coast Sun. The key to this project is depended on identifying industries and sectors
together with training programmes that can be marketed to the clients that fall within these
sectors. Once these have been identified a targeted marketing and selling strategy will then be
deployed, selling training programmes through the hotel.

Therefore, Sphiwithemba Projects intends to collaborate with Wild Coast Sun to ensure that the
organisation achieves its growth vision. We are aware that Wild Coast Sun needs to:

1) Ensure Financial and Operational Efficiency while,

2) Securing its relevance in a converged, innovative and increasingly competitive Hospitality
Industry

To this end Sphiwithemba Projects will design, develop and implement high revenue events and
projects that lead to increased revenue flows at a very low cost for Wild Coast Sun.

What will Sphiwithemba Projects do?

Research on industries and sectors
Sphiwithemba will develop projects and events that will lead to new or increased conferencing
opportunities and revenues for the hotel- this at a no or low cost to Wild Coast Sun.

 We design and develop the projects and events

 We have the facilitators
 We conduct the training

Sphiwithemba Projects will acquire, develop and maintain the envisaged business by continually
keeping a keen eye on industry and public interest activities. Sphiwithemba Projects will propose
new feasible topics and prospects for the requisite conferencing support for its successful training
programme integrated across all Wild Coast Sun Platforms i.e. Print, Events, Online. Excellent

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topic understanding and content salesmanship is core to the Sphiwithemba Projects role efficacy.
Sphiwithemba Projects will continuously research to identify and profile those industries that look
lucrative to our conferencing projects and will then develop a comprehensive database of these for
marketing purposes.

Research on themes
Sphiwithemba Projects will research on themes that are likely to attractive high quality potential
clients. Using these themes, a calendar will be developed showing what themes targeted at which
industries or sectors will be run and when. Sphiwithemba Projects has already developed a draft
schedule of events for 2019 for Wild Coast Sun collaboration.

Promotion of themes and industry days

Sphiwithemba Projects will promote the industry/ sector’s days’ projects and themes to both the
public and the customers who will be targeted to attend. This will ensure that when the
conferences eventually come out, the Hotel will receive a huge attendance and the market would
have been made aware of the themes.

Sell Skills Development Conferences

The main aim of the project is to sell training programmes for your venue to the industries and
sectors according to the themes identified. Sphiwithemba Projects will develop strategies and
events for each sector and employ different strategies per theme to sell as much training
programmes for your venue as possible to the industries. It is envisaged that Sphiwithemba
Projects will create specific teams for specific themes and industries and sectors for the purposes
of maximising the sales and marketing effort. Targets will be set for each theme in terms of sales
revenue and Sphiwithemba Projects will thrive to meet the targets.

The Overall Role: Tactical.

To proactively prospect companies, organisations and institutions for interest topics, company
milestone celebration, and launch activity in pursuit of conferencing revenue targets as well as the
promotion of unique accommodation packages on behalf of Wild Coast Sun. Sphiwithemba Projects
will proactively and enthusiastically operationalize the following defined sales steps in pursuit of
the above:

 Topic/ Theme/ Idea generation

 Conduct Key stakeholder analysis (Develop leads list)
 Prepare Sales Angling aligned to stakeholder segments
 Prepare Sales Collateral
 Contact with prospective clients (Telephonic announcement of Wild Coast Sun intentions
and to set up a meeting for further discussion on how the prospect can gain)
 Email conference invites to prospects
 Meet with Prospects (Final Sales push, secure a commitment)
 Confirm the commitment post-meeting
 Follow-up (Payments, Bookings, Documentation)
 Follow-through on after sales care

Themed events
In support of the themes and industry days, Sphiwithemba Projects will host different events to
promote the themes and celebrate the industry days with the attendees and stakeholders. These
will range from cocktails, breakfasts, luncheons to full day seminars and conferences. It is
envisaged that the Hotel will also be a key partner in hosting these events as it will be the
headliner event host.

What will Wild Coast Sun do?

Wild Coast Sun will be the hosting partner in the arrangement and will;

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 1. Provide conferencing space.
Wild Coast Sun will provide the conferencing space to for the delegates brought by Sphiwithemba
Projects and the Hotel.

2. Print and email to hoteliers

Printing brochures for placing on the front office and emailing the brochure (invite) using the
normal channels will be the responsibility of Wild Coast Sun.

3. Provide statistical feedback where possible

For purposes of feedback and monitoring and evaluation, Wild Coast Sun will provide statistical
feedback in terms of circulation numbers per email or brochure.

What will it cost?

Wild Coast Sun will carry the cost of emailing to hoteliers database and printing of brochures to be
placed at the front office and hosting the conference while Sphiwithemba Projects will carry the
marketing and selling costs, and facilitating the programmes. Sphiwithemba Projects and the hotel
will split 50/50 for the conferences that are successfully run.

Dealings with the delegates

Sphiwithemba Projects will be responsible for coming up with the theme, promoting and selling the
conference space and as such the interaction initially will be between Sphiwithemba Projects and
the delegates. Wild Coast Sun will also interact with the delegates that will book directly with the
hotel

Envisaged advantages to Wild Coast Sun

 Increased sales, revenue, hotel accommodation

Many hotels are finding it hard to be competitive with their conference venues, however this
proposal not only adds to revenue from use of conference venues but to increased occupancy from
delegates attending these conferences. It has been estimated that the hotel awaits bookings from
individual companies, and this partnership will sell approximately 70% more than the average
company making enquiries and bookings for a venue - due in part, no doubt, to the collaboration
status and a greater need to succeed. Sphiwithemba Projects therefore is confident that there will
be a huge increase in sales volumes when they come aboard.

 Predictable sales costs

Wild Coast Sun and Sphiwithemba Projects agree in advance on a 50/50 set proposition which
remains the same for the life of the agreement either in good times or bad. Knowing up front that
the cost of sales is a fixed percentage of revenue eliminates many planning and pricing headaches.

 Selling Time
More time is devoted to selling Sphiwithemba / West Coast events. Sphiwithemba Projects will
engage the hotel on its Calendar for the year, and will only be dealing with Wild Coast Sun on this
specific programme in South Africa and as such we will devote all our selling time to our projects
and events

 Research and Innovation

In order to increase sales at lower operational costs, Sphiwithemba Projects will employ research
and innovation tools and tactics. These will also benefit Wild Coast Sun in the long run as the hotel
will be kept abreast innovations in the industry at no cost.

 Opening New Territories

Direct Sales. It often takes a direct sales staff a good deal of time to develop a following in a new
territory. Even an experienced person needs time to accumulate detailed knowledge about a new
territory. Investment can be high in starting a new territory or walking up an old one. Cash must be

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spent for the employees’ salaries and travel, sometimes for months, in order to build a profitable
sales volume. Sphiwithemba Projects offers a built-in following in given territories. We use
consultants with in-depth knowledge of the territories and sectors. Moreover, we only get paid on
results.

 Broader sales context

Sphiwithemba Projects is in a position to widen a variety of prospects and customers for Wild Coast
Sun. By doing this, we often find applications for conferencing opportunities which would be missed
by a single-line salesperson.

 Marketing flexibility at less cost

Sphiwithemba Projects will increase your volumes by selling outside Wild Coast Sun’s present
marketing territory. Sphiwithemba can also sell new conferencing dates without conflicting with
the present sales organization. Wild Coast Sun will continue to use its sales people and will find
using Sphiwithemba as complimentary.

 Sphiwithemba provides a highly experienced, more aggressive sales force

Sphiwithemba uses highly educated, trained sales managers or senior salespersons. Since there is
no basic salary to rely on, agents cannot afford to slack off at any time; they must sell to live, and
therefore must make sales time count .

 Control
Sphiwithemba Projects will operate according to the terms of the agreement, thereby you can
have some control of which markets and activities are desirable.

In Summary
 Immediate interest in the programmes resulting in bookings for accommodation and
conferencing.
 entry into new territories and sectors for both the Sphiwithemba Projects and the Hotel.
We can make regular calls on customers and prospects from across Africa and International.
 We provide quality programmes and expert facilitators.

Experience
Sphiwithemba Projects has been involved in training interventions for the past 5 years, offering
conferencing, in-house programmes to the South African and African markets.

Conclusion
Sphiwithemba Projectsis confident that you will find this proposal in line with your desire to
increase revenue flows at and minimum cost, dominate the market and make inroads into new
market segments. By partnering with us, you are setting off a new lean business model, low cost
high revenue and high profits model, underpinned by our desire to succeed even in this highly
competitive conferencing market.

Regards,
Augustine Shallah
Group (COO)
Sphiwithemba Projects
Fourways, Johannesburg,
Tel: +27 11 043 9823
Cell: +27 74 755 9266
Cell : +27 79 980 5308
training@sphiwithembaprojects.co.za
www.Sphiwithembaprojects .co.za

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