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            TC WEL OMG OU
           IT W LCO GROUP




                      Under Gu
                      U               f
                             uidance of
                      Prof     Kamble
                      P Rajeev K

                      G      embers
                      Group Me
Marke   M gemen –II
M eting Manag nt      Debashish Bag
                      D           gg           0298
                                            2010
                      R           ripathi
                      Ratnashree Tr            0174
                                            2010
        erm I
       Te – II        S
                      Saket Rathi              0197
                                            2010
                      Sarita Chowdh
                      S           hary         0296
                                            2010
        M     -12
     PGPM 2010-       V          g
                      Vaibhav Garg             0272
                                            2010
                                                                                                                                                                ii


Table of Contents
Table of Contents .......................................................................................................................................... ii
   Table of Tables ........................................................................................................................................ vi
Introduction ................................................................................................................................................... 1
Vision and Mission of ITC ........................................................................................................................... 2
       The vision of ITC Limited .................................................................................................................... 2
       The mission of ITC Limited.................................................................................................................. 2
       ITC’s corporate strategies are: .............................................................................................................. 2
Introduction to Hospitality business: ............................................................................................................ 3
Product Strategy:........................................................................................................................................... 3
   Accommodation: ....................................................................................................................................... 3
       ITC Hotels - Luxury Collection ............................................................................................................ 4
       WelcomHotels/ Sheraton: ..................................................................................................................... 4
       Fortune Hotels ....................................................................................................................................... 4
       WelcomHeritage ................................................................................................................................... 4
       Branded Cuisine .................................................................................................................................. 5
       Spa – “Kaya Kalp” ............................................................................................................................... 5
       Meetings and Conferences .................................................................................................................... 5
   Observations on product strategy:............................................................................................................. 6
Place Strategy: .............................................................................................................................................. 6
       ITC Hotel – Luxury Collection ............................................................................................................. 6
       ITC WelcomHotels / Sheraton .............................................................................................................. 6
       ITC Fortune hotels ................................................................................................................................ 6
       WelcomHeritage ................................................................................................................................... 6
   Booking ..................................................................................................................................................... 7
       ITC Hotel – Luxury Collection and ITC WelcomHotels / Sheraton..................................................... 7
       Fortune Hotels:...................................................................................................................................... 7
       WelcomHeritage: .................................................................................................................................. 7
   Observations on Place Strategy: ............................................................................................................... 7
Price Strategy: ............................................................................................................................................... 8
       Accommodation: ................................................................................................................................... 8
       Branded Cuisine .................................................................................................................................... 8
                                                                                                                                                                iii


       Kaya Kalp: ............................................................................................................................................ 8
       Meetings and Conferences: ................................................................................................................... 8
   Observations on pricing Strategy: ............................................................................................................. 9
Promotion Strategy: ...................................................................................................................................... 9
       1.      “WelcomBreak” – LUXURY GETAWAYS packages .............................................................. 10
       2.      The WelcomDiva: ....................................................................................................................... 11
       3.      WelcomZest Lounge: .................................................................................................................. 11
       4.      Loyalty and Award Program: ...................................................................................................... 11
       5.      Experience Certificates ............................................................................................................... 13
       6.      Awards: ....................................................................................................................................... 13
       7.      World Leaders:............................................................................................................................ 13
       8.      Branded Accommodation: .......................................................................................................... 14
   Observations on promotion strategy: ...................................................................................................... 14
SWOT Analysis: ......................................................................................................................................... 15
   Strengths: ................................................................................................................................................ 15
       1.      En cashing on Indian Heritage: ................................................................................................... 15
       2.      Demand supply gap:.................................................................................................................... 15
   Weakness: ............................................................................................................................................... 15
       1.      Diversification of business: ......................................................................................................... 15
   Threats: ................................................................................................................................................... 16
       1.      Entry of Starwood Preferred Guest: ............................................................................................ 16
       2.      Existing local brand: ................................................................................................................... 16
   Customer segment not addressed/ Opportunities: ................................................................................... 16
       1.      Growth in tourism: ...................................................................................................................... 16
       2.      Religious Tourism:...................................................................................................................... 16
       3.      Catering Indian Markets: ............................................................................................................ 16
Summary ..................................................................................................................................................... 16
Appendix-1: ITC WelcomGroup History ................................................................................................... vii
   History [4]: ............................................................................................................................................... vii
   Distinct brands: ...................................................................................................................................... viii
       ITC Kaya Kalp: .................................................................................................................................... ix
       ITC WelcomCuisine: ........................................................................................................................... ix
                                                                                                                                                                 iv


   Promotion of India’s Cultural Heritage: .................................................................................................. ix
   WelcomEnviron ........................................................................................................................................ x
Appendix-2: ITC WelcomGroup hotels surveyed ....................................................................................... xi
   Jaipur:....................................................................................................................................................... xi
      Product Description: ............................................................................................................................ xi
      1.      Sheraton Rajputana Hotel, Jaipur [8]............................................................................................. xi
      2.      Fortune Select Metropolitan, Jaipur [9] ......................................................................................... xi
      3.      Fortune Park Bella Casa, Jaipur [9] .............................................................................................. xii
      Place: About Jaipur ............................................................................................................................. xii
      Price: ................................................................................................................................................... xii
      1.      Published Tariff for Sheraton Rajputana Hotel, Jaipur [8] ........................................................... xii
      2.      Published Tariff for Fortune Select Metropolitan, Jaipur [9] .......................................................xiii
      3.      Published Tariff for Fortune Park Bella Casa, Jaipur [9] ..............................................................xiii
   Jodhpur: ..................................................................................................................................................xiv
      Product Description: ...........................................................................................................................xiv
      1.      WelcomHeritage Balsamand Lake Palace, Jodhpur [10] ..............................................................xiv
      2.      WelcomHeritage Balsamand Garden Retreat, Jodhpur [9]...........................................................xiv
      Place: About Jodhpur .......................................................................................................................... xv
      Price: ................................................................................................................................................... xv
      1.      Published Tariff for WelcomHeritage Balsamand Lake Palace, Jodhpur [10] .............................. xv
      2.      Published Tariff for WelcomHeritage Balsamand Garden Retreat, Jodhpur [10]......................... xv
   Hyderabad: ..............................................................................................................................................xvi
      Product Description: ...........................................................................................................................xvi
      1.      ITC Hotel Kakatiya Sheraton, Hyderabad [7] ..............................................................................xvi
      2.      Fortune Select Manohar, Hyderabad [9].......................................................................................xvi
      3.      Fortune Park Vallabha, Hyderabad [9] .........................................................................................xvi
      4.      WelcomHeritage Pragati Resorts, Hyderabad [10] ...................................................................... xvii
      Place: About Hyderabad .................................................................................................................... xvii
      Price: ................................................................................................................................................. xviii
      1.      Published Tariff for ITC Hotel Kakatiya Sheraton, Hyderabad [7]............................................ xviii
      2.      Published Tariff for Fortune Select Manohar, Hyderabad [9] .................................................... xviii
      3.      Published Tariff for Fortune Park Vallabha, Hyderabad [9] ...................................................... xviii
                                                                                                                                                              v


   4.      Published Tariff for WelcomHeritage Pragati Resorts, Hyderabad [10] .......................................xix
Visakhapatnam:.......................................................................................................................................xix
   Product Description: ...........................................................................................................................xix
   1.      Group Grand Bay, Visakhapatnam [8] .........................................................................................xix
   2.      Fortune Inn Sree Kanya, Visakhapatnam [9].................................................................................xx
   Place: About Visakhapatnam ...............................................................................................................xx
   Price: ...................................................................................................................................................xxi
   1.      Published Tariff for Grand Bay, Visakhapatnam [7] ....................................................................xxi
   2.      Published Tariff for Fortune Inn Sree Kanya, Visakhapatnam [9] ...............................................xxi
Delhi: ......................................................................................................................................................xxi
   Product Description: ...........................................................................................................................xxi
   1.      ITC Maurya, New Delhi [7] .........................................................................................................xxi
   2.      Sheraton New Delhi Hotel [8] ..................................................................................................... xxii
   3.      Fortune Select Global, Gurgaon [9]............................................................................................. xxii
   4.      Fortune Select Excalibur, Gurgaon [9] ....................................................................................... xxiii
   5.      Fortune Inn Grazia, Noida [9] .................................................................................................... xxiii
   Place: About Delhi ............................................................................................................................ xxiv
   Price: ................................................................................................................................................. xxiv
   1.      Published Tariff for ITC Maurya, New Delhi [7] ....................................................................... xxiv
   2.      Published Tariff for Fortune Sheraton New Delhi Hotel [7] ....................................................... xxv
   3.      Published Tariff for Fortune Select Global, Gurgaon [9] ............................................................ xxv
   4.      Published Tariff for Fortune Select Excalibur, Gurgaon [9] ....................................................... xxv
   5.      Published Tariff for Fortune Inn Grazia, Noida [9] .................................................................... xxvi
Mumbai: ................................................................................................................................................ xxvi
   Product Description: ......................................................................................................................... xxvi
   1.      ITC Maratha, Mumbai [7] .......................................................................................................... xxvi
   2.      ITC Grand Central, Mumbai [7] ................................................................................................. xxvi
   3.      Fortune Select Exotica, Navi Mumbai [9] ................................................................................. xxvii
   4.      Fortune Park LakeCity, Thane [9] ............................................................................................. xxvii
   Place: About Mumbai ..................................................................................................................... xxviii
   Price: ............................................................................................................................................... xxviii
   1.      Published Tariff for ITC Maratha, Mumbai [7] ........................................................................ xxviii
                                                                                                                                                                 vi


       2.     Published Tariff for ITC Grand Central, Mumbai [7] .............................................................. xxviii
       3.     Published Tariff for Fortune Select Exotica, Navi Mumbai [9] ................................................. xxix
       4.     Published Tariff for Fortune Park LakeCity, Thane [9] ............................................................. xxix
   Kolkata: .................................................................................................................................................. xxx
       Product Description: .......................................................................................................................... xxx
       1.     ITC Sonar, Kolkata [7] ................................................................................................................ xxx
       2.     Fortune Park Panchwati, Kolkata [9]........................................................................................... xxx
       Place: About Kolkata ........................................................................................................................ xxxi
       Price: ................................................................................................................................................. xxxi
       1.     Published Tariff for ITC Sonar, Kolkata [7] ............................................................................... xxxi
       2.     Published Tariff for Fortune Park Panchwati, Kolkata [9] ......................................................... xxxi
Appendix-3 ITC WelcomGroup Rooms and their price points .............................................................. xxxiii
Appendix-4: Promotion strategies .......................................................................................................... xxxiv
Appendix-5: References.......................................................................................................................... xxxvi



Table of Tables
Table 1: Hotel categories ITC WelcomGroup .............................................................................................. 3
Table 2: Match of hotel category to customer segment ................................................................................ 3
Table 3: Hotel category – Fortune Hotels ..................................................................................................... 4
Table 4: Pricing strategy ............................................................................................................................... 9
Table 5: Different promotion strategy of ITC WelcomGroup [13.3] ............................................................. 10
Table 6: Loyalty Programmes of ITC WelcomGroup ................................................................................ 11
Table 7: Different award program designed by ITC WelcomGroup for its customers............................... 12
Table 8: Branded Accommodations............................................................................................................ 14
Table 9: Price points for rooms across ITC WelcomGroup .................................................................... xxxiii
Table 10: Promotion strategies of ITC WelcomGroup ........................................................................... xxxiv
                                                                                                               1



Introduction
         ITC WelcomGroup is a part of a much diversified ITC Group of companies which ventured into
hospitality business on 1975 with its first hotel at Chennai named ITC Welcomgroup Hotel Chola. ITC
Welcomgroup Hotels, Palaces and Resorts, today stands as India's second largest hotel chain with over
100 hotels. Headquartered at the ITC Green Centre in Gurgaon, of New Delhi, ITC Welcomgroup is also
the exclusive franchisee of The Luxury Collection brand of Starwood Hotels and Resorts in India. ITC
Hotels is also regularly voted amongst the best employers in Asia in the hospitality sector. ITC Welcome
group have always made it a point to create hotels on theme that gels with the most prominent dynasty
that ruled that area. This is to keep up with the diversity of India, it has also has diversified into different
hotel categories to satisfy and attract different customer base.

         The ITC WelcomHotels Luxury collection has orient itself to high profile travelers and luxury
travelers so has established itself in all the major tier 1 cities and also provides its service at a price point
that is more oriented to the same. Data attached in Appendix 2 shows that all the location of Luxury
collection hotels are situated in vicinity of the domestic or international airport so as to cater to foreign
tourists of high-end professional or personal fliers. The second category of hotels that is the ITC
WelcomHotels \ Sheratons are directed to a lesser high profile customers, so are located in most
promising Tier 2 cities like Visakhapatnam, Jaipur or where the brand of disposable income is more wider
than that is served by the Luxury set of hotels. ITC Sheraton also starts addressing business opportunities
like business meetings or trade fare etc.

        Third category i.e. ITC Fortune Group of hotel and resorts are more of an economic set of hotel
that are mushroomed around more tier 2 cities or on the outskirts of the cities where the previous
categories already exist and they cater to more economic set of corporate meetings and also for more
economic set of travelling executives. These hotels also address the tourist of the same economic band.
This group also has a set of Resorts that are to address location that are more tourism oriented.

       The last set of hotels is WelcomHeritage group that are more oriented towards tourism and also to
domestic interstate travelers. This group has about 75 hotels in it making it first among the group in terms
of numbers but the study shows that this is also the cheapest of the categories of hotels that ITC runs.
These hotels are also mushrooms across all the historic tourism centers.

         The following report discusses the marketing strategy that is implemented by ITC WelcomGroup
in the hospitality sector in terms of the product, price, place and promotion. It also tries to analyze the
effectiveness of these strategies.
                                                                                                           2


Vision and Mission of ITC
       ITC WelcomGroup of hotels is a part of the larger ITC group which is a well-diversified
company having interest in FMCG, Agri – Business, Paperboards and Packaging, Hotels and Information
Technology.

The vision of ITC Limited
“Sustain ITC's position as one of India’s most valuable corporations through world class performance,
creating growing value for the Indian economy and the Company’s stakeholders"

The mission of ITC Limited
“To enhance the wealth generating capability of the enterprise in a globalizing environment, delivering
superior and sustainable stakeholder value”

        ITC is a board-managed professional company, committed to creating enduring value for the
shareholder and for the nation. It has a rich organizational culture rooted in its core values of respect for
people and belief in empowerment. Its philosophy of all-round value creation is backed by strong
corporate governance policies and systems.

ITC’s corporate strategies are:

    •   Create multiple drivers of growth by developing a portfolio of world class businesses that best
        matches organizational capability with opportunities in domestic and export markets.

    •   Continue to focus on the chosen portfolio of FMCG, Hotels, Paper, Paperboards & Packaging,
        Agri-Business and Information Technology.

    •   Benchmark the health of each business comprehensively across the criteria of Market Standing,
        Profitability and Internal Vitality.

    •   Ensure that each of its businesses is world class and internationally competitive.

    •   Enhance the competitive power of the portfolio through synergies derived by blending the diverse
        skills and capabilities’ residing in ITC’s various businesses.

    •   Create distributed leadership within the organization by nurturing talented and focused top
        management teams for each of the businesses.

    •   Continuously strengthen and refine Corporate Governance processes and systems to catalyze the
        entrepreneurial energies of management by striking the golden balance between executive
        freedom and the need for effective control and accountability.

As part of its expansion strategy, ITC Limited forayed into the hospitality sector by acquiring a hotel in
Chennai and rechristened it “ITC Welcomgroup Hotel Chola” in 1975.
                                                                                                          3


Introduction to Hospitality business:
The objective of ITC's entry into the hotels business was rooted in the concept of creating value for the
nation. ITC chose the hotels business for its potential to earn high levels of foreign exchange, create
tourism infrastructure and generate large scale direct and indirect employment.

ITC Limited understood the requirements of the hospitality sector in general and the prospective
customers in particular and identified various target groups among the customers. It has identified various
offerings under which it operates:

    1.   Accommodation
    2.   Cuisine – “WelcomCuisine”
    3.   Spa – “Kaya Kalp”
    4.   Meetings & Events


Product Strategy:
        Product is an offering that a business offers to satisfy the needs of the consumer. ITC
WelcomGroup has designed various products to serve various target groups. The group has broadly
divided its guests as business and leisure guests. It has designed its products keeping in mind the discreet
demand of each type of traveler.Also it takes care of the in-city guests, corporate requirements etc.

Accommodation:
        Accommodation is the most important offering of the ITC WelcomGroup. It offers various
categories of accommodation and is able to serve various demand segments.

The various properties of ITC WelcomGroup have been categorized into:

                              Table 1: Hotel categories ITC WelcomGroup

                         Brand                           Category                 Positioning
                              ITC Hotel: Luxury
                                                           Luxury           “Mansions of Luxury”
                                 Collection
                                WelcomHotels/
                                                       Upper Upscale         “Passion for Quality”
                                  Sheraton
                                 Fortune Hotels     Upscale – midscale     “Promise of True Value”

                               WelcomHeritage             Heritage           “Unique Experience”



Various customer segments addressed by each type of product offering:

                          Table 2: Match of hotel category to customer segment

Hotel Category                     Customer Segment addressed
ITC Hotels – Luxury Collection     Luxuries break seeking customers, Also for frequent flyers on different
                                                                                                              4


                                    airlines, sometimes to host annual meetings of companies etc. This are
                                    also centers for services like Kaya Kalp and Branded cuisines.
                                    This is similar to the luxury hotels but is at a lesser price point and also
ITC WelcomHotels / Sheraton         at more number of places than being concentrated at metros at in ITC
                                    Hotels – Luxury Collections.
                                    Smaller breaks or annual, semiannual meeting of corporate bodies,
ITC Fortune hotels                  also used for travelling professionals, has tie-ups with corporate bodies
                                    for the same
                                    History tourist so is targeted at historical places and monuments, also
Welcome Heritage
                                    associated with different tourism related bodies.

ITC Hotels - Luxury Collection is super deluxe and premium hotels located at strategic business and
leisure locations. These sets of hotels are a result of collaboration among ITC-Welcomgroup and
Starwood Hotels & Resorts in 1997.

WelcomHotels/ Sheraton: Hotels have been aligned under the renowned Sheraton brand, offering
warm, comforting services to the global traveler. The WelcomHotels are designed to cater to the
discerning business and leisure traveler offering five-star hospitality.

Fortune Hotels offer full service properties all over India, including smaller towns and cities, ideal for
the budget traveler. Fortune Hotels operates mid-market to upscale properties in the first-class, full-
service business hotel segment all over India, in major metros, mini metros, state capitals and business
towns, promising business and leisure travelers a wide choice of destinations and accommodation.
Fortune hotels serve under various offerings i.e.

                                Table 3: Hotel category – Fortune Hotels


Brand                                     Category                         Location
                                                                           Key business locations in metros
                          Fortune         Upscale
                                                                           and non-metros & leisure
                          Select          4+ to 5 star
                                                                           locations
                          Fortune         Business Hotels
                                                                           Metros and non-metro cities
                          Park            3 to 4 star

                          Fortune         Full Service Hotel
                                                                           Metros and non-metro cities
                          Inn             Limited food and Beverage

                          Fortune                                           Popular holiday       and    leisure
                                          Upscale & Mid-market
                          Resort                                           locations



WelcomHeritage brings together a chain of palaces, forts, havelis and resorts that offer a unique
experience. WelcomHeritage endeavors to preserve ancient royal homes and the historical Indian
grandeur and opulence for the future Indian generations.

Refer to Appendix 1 for more details on history and distinct brands of ITC WelcomGroup.
                                                                                                          5


Branded Cuisine
         Cuisines are an integral part of hospitality business. Without quality and delicious cuisines, one
cannot survive in the business. Apart from that it acts as a powerful medium to attract travelers to choose
their stay. Also it helps to cater the in-city guests. ITC WelcomGroup endeavors to provide some of the
finest cuisines of the land along with specialties of various countries and continents. Its offerings are
made according to different cuisines, cultures and themes to provide specialties from the same tradition in
one place.

The various brands under its offering are

        1. The Bukhara and Peshawari restaurants: The restaurant provides epicures the rugged,
           outdoor cuisine and the 1000 year culinary adventure of the Northwest Frontier Province.
        2. The Dakshin: It brings together the highly evolved cuisines of the four southern states-
           Andhra Pradesh, Karnataka, Tamil Nadu and Kerala.
        3. Dum Pukht: It is a unique restaurant dedicated to a 200-year old culinary tradition of slow
           cooking food, in sealed ‘deghs’. The fragrance of the meal becomes an invitation befitting
           royalty.
        4. Kebab & Kurries: It is an exclusive Indian restaurant showcasing scrumptious and heritage
           cuisine. It captures the originality and evolution of multiple cooking styles in a comfortable
           and earthy ambience.
        5. Pan Asian: It provides a gateway to the exquisite culinary experiences of the Far Eastern
           world. It is designed to invite interaction between the guests and our chefs. Its cheerful
           ambience includes live kitchens, beautifully dressed display counters, sushi and sashimi bars
           and table-top barbeque pits. It serves the finest of Chinese, Japanese, Korean, Thai,
           Malaysian and Mongolian cuisines.
        6. West View: It brings careful selection of the most exquisite flavors from the Western world.
           A unique dining experience, it encourages one to design his/her own meal, paired of course,
           with the finest selection of wines and beverages.
        7. Edo: A restaurant and bar based on the Japanese theme where they attempt to provide the
           distinct and vibrant Japanese after our culture.

Apart from these, many properties offer regional cuisines which are particular to that region.

Spa – “Kaya Kalp”

Kaya Kalp is a spa which provides Indian traditional treatment and western style therapies effectively
integrated into an experience that is relaxing, rejuvenating and rebalancing to each person on a soul level.
It also provides an array of hair and beauty services. It promises to deliver a journey of relaxation and
rejuvenation through a world of regal luxury and pampering. A Spa is a special offering designed to
enhance luxury quotient of the premium Luxury segment and upper upscale hotels. This facility is only
available at The Luxury collection and WelcomGroup / Sheraton hotels

Meetings and Conferences
ITC WelcomGroup provides facilities for arranging meeting and conferences at all the major business
hubs across the country on its properties. It allows one to concentrate upon on other things in one’s
business trip by arranging the conference in lines to the requirements that are mentioned. It is an integral
and important offering in a business hotel.
                                                                                                          6


        This is a prominent offering in the Fortune Hotels. Also halls, banquets and pool side space are
made available in the Luxury collection, WelcomGroup / Sheraton and WelcomHeritage hotels for
events.

Observations on product strategy:
        In Hospitality business customer needs and past experience plays the most important part in
selecting the service offering. ITC WelcomGroup has a very effective product width, line and depth to
cater varied needs of the customers. It endeavors to capture the rising demand for rooms under the luxury
and business segments. The company has been effectively down stretching through Fortune brand.

          It has been able to maintain points of parity and at the same time create point of difference
through its services and product features. It emphasizes on the delivery of world class services and
experience to its customers through branded cuisine, positioning of its various properties and customized
stay. It thus is able to transform intangible services into concrete benefits and a well-defined experience.
The group is able to provide excellent quality as it has its own management training institute where it
trains its employees to world standards.


Place Strategy:

         ITC WelcomGroup has identified various locations prominently travelled by different types of
travelers and accordingly placed its properties in these places. Some locations are of significant
importance in terms to both tourism and business while others are significant for either type. Tourism
locations can be further divided into adventure, religious, natural, hill locations. ITC WelcomGroup
operates different set of hotel to meet the requirements of different set of customers. The properties are
significantly placed in these business and tourist locations and also in terms of proximity to railway
stations, airports, key business locations, tourist spots etc.

ITC Hotel – Luxury Collection [7] specifically targets luxury segment. They are situated at strategic
business locations and central tourist locations such as Mumbai, New Delhi, Bengaluru, Kolkata,
Hyderabad and Agra. Also they are located in proximity to the most posh or key business locations but
away from the hustle and disturbance of the city. For example ITC Maratha is located at Sahar.

ITC WelcomHotels / Sheraton [8] are the set of hotels that are a sandwich between ITC Hotels- Luxury
collection and ITC Fortune Hotel at the other end. They are mainly situated at major non metro strategic
business or tourist location. They are situated at Jaipur, Chennai, New Delhi, Vadodara, Visakhapatnam,
and Aurangabad.

ITC Fortune hotels [9] are more oriented to serve business travelers and hosting business meeting and
accordingly placed and promoted. It also serves to tourists. They are located in key locations at various
metro and non-metro cities having proximity to business hubs. They are also at multiple locations in same
city also. These are situated at Ahmedabad, Bengaluru, Chennai, Gurgaon, Jaipur, Hyderabad, Pune,
Indore, Jammu, Kolkata, Ludhiana, Thane, Vapi, Visakhapatnam, Gandhinagar, Jamshedpur, Lavasa,
Pune, Trivandrum, Vijayawada, Andaman, Darjeeling, Goa, Madurai, Mussoorrie, Ooty, and Tirupati.

WelcomHeritage [10] as the name suggests, caters to tourism business and thus situated at tourist
locations. It mainly caters to the history tourist. It also caters to religious tourism (Varanasi, Amritsar,
Ropar) and Adventure tourism(SawaiMadhopur, Corbett National Park, Kanha, Bandhavgarh, etc.).Thus
significant number of properties is located mainly at places of historical importance and in historical
                                                                                                           7


buildings (Jaipur, Balsamand(Jodhpur), Chiitorgarh, Udaipur, Bijaynagar, Phalodi, Khimsar, Nagaur,
Mount Abu, Bikaner, Ranakpur, Hansi, Ramgarh,Palampur, ooty, Shimla, Nainital, Jorhat, Darjeeling,
etc.)

Booking
The group follows different platforms to book various hotel brands. Those are:

ITC Hotel – Luxury Collection and ITC WelcomHotels / Sheraton: For accommodation only.

    1. Online booking facility through its own website www.itcwelcomgroup.in and
       www.starwoodhotels.com, Email and WelcomNet – ITC – WelcomGroup Hotel’s Instant
       reservation system on telephone.
    2. Through business partners (Program WelcomLink). Those who channelize bookings from the
       customers to the group and acts as a facilitator and middleman. These are generally tour
       operators, individuals, etc.
    3. Through Travel partners (Travel agencies, booking agents) [17] on third party booking sites
       like HolidayIQ, ClearTrip, Hotels, Expedia, Booking, TravelGuru etc.
    4. Through corporate accounts. This channel is specific for corporate bookings.

Fortune Hotels: The facilities are for accommodation and Conference and Meetings.

    1. Online booking facility through own website FortuneHotels, Email and ITC – WelcomGroup
       Hotel’s Instant reservation system on telephone.
    2. Through business partners (Program WelcomLink). Those who channelize bookings from the
       customers to the group and acts as a facilitator and middleman. These are generally tour
       operators, individuals, etc.
    3. Through Travel partners (Travel agencies, booking agents) [9, 17] on Fortune Hotel website.
       Also various third party booking sites like HolidayIQ, Cleartrip, Hotels, Expedia, Booking,
       TravelGuru etc.
    4. Through corporate accounts. This channel is specific for corporate bookings.

WelcomHeritage: The facilities are for accommodation only.

            1. Online booking facility through own website WelcomHeritage hotels, Email and ITC –
               WelcomGroup Hotel’s Instant reservation system on telephone.
            2. Through Travel partners (Travel agencies, booking agents, Tour planners) [10, 17] on
               Fortune Hotel website. Also various third party booking sites like HolidayIQ, Cleartrip,
               Hotels, Expedia, Booking, TravelGuru etc.

Observations on Place Strategy:
         The various properties are rightly placed according to their positioning and their target customers.
It has presence in all business destinations and majority of famous and important tourist destinations. For
international representation it has partnered with with Sabre, Worldspan, Amadeus and Apollo/ Galilio.
Most of the competitors though existing in the similar location ITC have been able to keep up with the
competition around as most of the hotels seem to have a minimum of 30 days of booking time for
availability. There is a considerable increase in religious tourism and medical tourism, so more properties
may be acquired / managed in those locations under WelcomHeritage.
                                                                                                             8


         The internet reservation system is primarily for the booking of the accommodations. This facility
may be extended for the restaurants which serve branded cuisines and KayaKalp for all brands. Currently
for these telephonic or in-person reservation is done.


Price Strategy:

        Pricing is a very important strategy in hospitality business. On one hand price is a gauge by which
customer takes an estimate of the level and quality of service to be provided in the luxury segment and on
the other hand it acts as a differentiator for selection in the case of budget hotels. Also pricing at right
price points is very important so that the product remain in consideration for the decision.

     In hospitality business pricing of different products fluctuates due to seasonal demand of the facilities.
Broadly pricing is on the basis of peak time pricing (done during the season) and non-peak pricing
(followed during off-season). Further pricing depends upon type of customer, like normal customers or
for special customers (corporate, regular customers, business partners, etc.). Pricing also depends upon
the type and level of services required by the customer. Pricing strategy is different for properties catering
to different segments of customers. For example business hotels generally operate on the concept of BAR
(best available rates/fares) which changes on the daily basis. Strategies used by ITC WelcomGroup for
various offerings are:

Accommodation: Different Peak and non – Peak prices.

    1. Differential Pricing: Pricing is based on the customer’s type, services required, availability of
       accommodation, and duration of stay.
    2. Discounts on usage of other offerings: Discounts are offered on usage of branded cuisines,
       kayakalp etc.
    3. Special pricing: Special prices are offered below the BAR rates to some specific type of
       customers like corporate accounts, travel partners, business partners, tour planners etc.
    4. Off Season discounts and packages:Various discounts are offered in off season and special
       packages are made available on special prices (bundling)

Branded Cuisine

    1. Menu Price: Price charged on the basis of standard prices.
    2. Discounts: Offered when usage or clubbed with certain schemes or the same is offered under
       accommodation package.
    3. Special Pricing: Offered under packages (prices included in onetime payment).

Kaya Kalp:
   1. Menu Price: Price charged on the basis of standard prices.
   2. Discounts: Offered when usage or clubbed with certain schemes or the same is offered under
      accommodation package.
   3. Special Pricing: Offered under package or bundle (prices included in onetime payment).

Meetings and Conferences: Priced on standard prices but adjustments made for corporates of regular
service takers.
                                                                                                            9


         Appendix-3 ITC WelcomGroup Rooms and their price points also details about the different
hotels and the price at which different suits at the respective hotel are available. We find that there is a
distinction in the rate charged depending on the type of hotel on the location and also on different
promotion strategy that is operational in that particular location. The WelcomHeritage group of hotel
seems to have a set of rooms that are specific to that location as we see that they vary from a garden room
at an end and poolside room at the other end. Many of the rooms are also customized to a specific
location like ‘Mauryan’ to Delhi, ‘Rajputana’, ‘Thikana’ to Jaipur etc. A more detailed data regarding the
same is presented in Appendix-2: ITC WelcomGroup hotels surveyed.

        The main focus of the industry is to maintain the occupancy ratio and therefore special discounts
are available on internet bookings, early bookings, and extended stay. A few of such offers by ITC
WelcomGroup are tabulated:

                                          Table 4: Pricing strategy


                          Your daily internet only rates: Fully prepaid - non-cancellable rate.
                          Available only on the Internet


                          Book 14 days in advance: Special prices for rooms starting from Rs 7000.
                          Book 21 days in advance: Special prices for rooms starting from Rs 7000.
                          Book 30 days in advance: Special prices for rooms starting from Rs 4500.

                          Stay for 4-6 nights to enjoy a very special rate
                          Stay for 7-15 nights to enjoy a very special rate:
                          Both the above are available at rates greater than 7000.




Observations on pricing Strategy:
        The pricing strategy is well formulated and as per industry practices. The strategy to not go
beyond BAR sets a standard and anchors the image of the ITC WelcomGroup as a quality service
provider. The differential pricing and peak and non-peak rates enable it to adjust to supply demand
scenario. Bundling and special package pricing also enables to increase occupancy ratio and increase the
usage of cuisines and spa.

         Due care has been taken to maintain product quality leadership, managing price quality
inferences, and elasticity of demand of various facilities. It also takes care of the promotional pricing and
offers special event pricing on special events like winter offers etc.


Promotion Strategy:
        The promotion strategy of the ITC WelcomGroup revolves around to maximize the positive
experience at its properties. It promotes itself as a provider of traditional Indian hospitality combined with
                                                                                                      10


globally benchmarked services to discerning traveler. It claims to provide the warmth of luxury as
'Nobody gives you India like we do'.

For this it has introduced varied concepts such as

    1. “WelcomBreak” – LUXURY GETAWAYS packages,

        “WelcomBreak” – LUXURY GETAWAYS packages wherein it arranges for short stay at its
        properties along with discounted usage of various cuisines and spa.

                 Table 5: Different promotion strategy of ITC WelcomGroup [13.3]




                               Mini Breaks: Be our guest in your own city - Book a night's stay over
                               weekends to experience unraveled luxury. (1-2 day stay)




                               Short Break: Take a Short Break to experience a world of warmth and
                               comfort at ITC-Welcomgroup Hotels (2-3 days stay)




                               Culinary Breaks: Reinforce the experience of dining in an unparalleled
                               range of branded and specialty restaurants




                               Kaya Kalp Spa Breaks
                               Book Kaya Kalp Spa Breaks at ITC-Welcomgroup Hotels to treat yourself
                               to exquisite pampering with our widest selection of services, invigorating
                               Spa treatments and soothing therapies that delight you




                               Moments of luxury with your loved one on a 2 night getaway as sparkling
                               wine and flowers awaits ones arrival.
                               Inclusions: Room & Breakfast(in room) for 2 adults, Sparkling wine &
                               flowers on arrival
                                                                                                11



                         Sneak away to a Sheraton near you to discover a whole new world of
                         comfort
                         Inclusions: Daily breakfast, 3pm late checkout subject to availability.




2. The WelcomDiva:

   The group also promotes itself on the social media like Facebook, Twitter, FlickR and YouTube
   by “The WelcomDiva” – online hostess which gives updates on the latest events, sweepstakes
   and exclusive offers and keeps the customers connected any time anywhere.

3. WelcomZest Lounge:

   To harness the power of internet it has started “WelcomZest Lounge”, an official blog site where
   new introductions, specialties and customer’s experiences are shared. Also it has portion where
   the head of ITC WelcomGroup, Mr. NakulAnand shares his vision and endeavors to deliver
   newer and excellent experience to customers on their stay at the properties. The group thrives
   itself to maintain benchmarks and earn accolades and prestigious awards for various services it
   provides.

4. Loyalty and Award Program:

   The group also has some loyalty programs which are aimed to get business from regular business
   providers and also regular customers and to increase brand loyalty. It is an incentive to the
   customer. It also runs some award programs which encourages the customers to use more
   offerings

                     Table 6: Loyalty Programmes of ITC WelcomGroup

               The WelcomAward programme recognizes your needs as a business traveler and
               through its strategic alliances with travel partners, endeavors to build a rewarding
               relationship with you. As a WelcomAward member you earn 'Stars' on every aspect
               of your business trip.
               Partners: Air India, Jet Airlines, Fly Kingfisher, Hidesign, WLS
               Welcomlink, designed exclusively to recognize and reward our business partners
               who channelise bookings into ITC-Welcomgroup Hotels. As a WelcomLink
               Member, you can earn points for every materialised room night you book at
               participating hotels. These points can be redeemed for an array of exciting rewards…
               from luxury getaways & fine dining to travel privileges, home furnishings, lifestyle
               apparel and much more, your choice is limitless..
                Partners: Hidesign, Miss Players, John Players, WLS, Flora 2000, Sodexo, Lifestyle
               Culinary Plus
               One of the rewards of this membership is the pleasure of dining at ITC-
               Welcomgroup hotels, a journey that encompasses a wide choice of cuisine from
               across the globe. As a member you enjoy attractive savings when you dine &
                                                                                          12


        entertain with the Culinary Plus Card.
        Partners: Bukhara, Peshawri, Dakshin, Dawn Pukht, Dublin, Pan Asian, My Humble
        House, Kebobs and Kurrys


Table 7: Different award program designed by ITC WelcomGroup for its customers

                  Bi- Monthly Promotion for Jet Privilege Members Every time a Jet
                  Privilege member checks-in at a participating Fortune Hotels he/she earns
                  double JP miles per eligible stay and a complimentary upgrade to Fortune
                  Club Room. Offer valid till Nov'10

                  Boarding Cards Delight Promotion Entitles 15% discount on Food &
                  Beverages at the participating Fortune Hotels on presenting Jet
                  Airways/JetKonnect/JetLite boarding pass at the time of check-in. Offer
                  valid till Nov'10

                  JetPrivilege Programme: Every time a JetPrivilege member stays at any
                  of the participating Fortune hotels, he or she is eligible to earn 250 JP
                  Miles in his or her account.
                  WelcomAward has earned the distinction of being India's premier and
                  most powerful frequent guest programme. The WelcomAward programme
                  recognizes the needs of a business traveller and through its strategic
                  alliances with travel partners, endeavors to build a rewarding relationship
                  with them. A WelcomAward member earns 'Stars' on every aspect of his
                  or      her     business     trip.    For     details,    log     on     to
                  www.itcwelcomgroup.in/welcomaward
                  WelcomLink, India’s most popular lifestyle rewards programme,
                  designed exclusively to recognize and reward our business partners who
                  channelize bookings into ITC-Welcomgroup Hotels. A WelcomLink
                  Member can earn points for every materialized room night booked at the
                  participating hotels. These points can be redeemed for an array of exciting
                  rewards… from luxury getaways & fine dining to travel privileges, home
                  furnishings, and lifestyle apparel and much more, choice is limitless. For
                  details, log on to www.itcwelcomgroup.in/welcomlink
                  An exclusive offer for Culinary Plus members which entitles them to a
                  15% discount on food & soft beverages at Fortune Hotels.
                  Executive Travel Value Plan (ETVP) is a comprehensive and value
                  filled offering for organizations with multi-destination travel needs.
                  Through this plan, company executives can enjoy special room rates at
                  nearly 100 participating ITC-Welcomgroup hotels, while traveling on
                  business or leisure. It also offers a host of unique benefits encompassing
                  significant discounts on principal services such as Food & Beverages,
                  Laundry, Telecommunications, Business Centre Services and more.
                  Fortune Holidays: Fortubenefits at leisure destinations namely –
                  Darjeeling, Ooty, Port Blair, Tirupati, Jamne Summer & Winter holiday
                  packages with discounted rates and other mu, Madurai, Jaipur, Kolkata,
                  Lavasa ,Mussoorie& Goa.
                                                                                                           13



                           King Club Programme: Every time a King Club member stays at any of
                           the participating Fortune hotels, he or she is eligible to earn 250 King
                           Miles in his or her account.

                           An exclusive offer for the Club Wills members. The offer entitles Club
                           Wills members to a 25% discount on rack rates at Fortune hotels. Offer
                           valid till 30th September 2010.
                           MasterCard SME Promotion: The Business Collections Programme
                           with MasterCard entitles the Business/Corporate MasterCard Card
                           members to 20% discount on rack rates at Fortune hotels. When they pay
                           with their MasterCard card Offer is valid till 30th June 2010.
                           Barclays Bank Weekend Offer: An exclusive offer for Barclays Bank
                           Platinum Card members that entitles them to enjoy 50% discount on
                           weekend stays and buffet lunch at participating Fortune Hotels. The offer
                           is for up to 4 persons at a time and valid till 30th June 2010.
                           Visa Commercial Offer: The offer entitles the Visa Commercial card
                           holders a discount of 20% on rack rates and complimentary breakfast
                           across all Fortune Hotels if they pay from their visa commercial card.
                           Offer valid till February 2011.


5. Experience Certificates

   ITC-Welcomgroup Experience Certificates can be utilized against a host of services at their
   Hotels for stay, fine dining experiences, Kaya Kalp Spa services to business center &
   telecommunication services. Experience Certificates can also be used for Corporate Gifting,
   recognition, rewarding or motivating employees.

6. Awards:

   The group thrives itself to maintain benchmarks and earn accolades and prestigious awards for
   various services it provides. For example:

       1.  Kaya Kalp - The Royal Spa at ITC Mughal, Agra wins Best City Spa Award – 2010
       2.  ITC Mughal , Agra wins Wild Asia Responsible Tourism Award - 2009
       3.  Hillary Clinton says ITC Green Centre is a Monument to the future, ITC Limited, July 19, 2009
       4.  BUKHARA - Best Indian Restaurant in the World - 2007 & Best Restaurant in Asia – 2007
       5.  British Safety Council’s ‘Sword of Honour’ – Thrice
       6.  ISO 14001 certification for its Environment Management Systems
       7.  Golden Peacock Environment Management Award for 2001
       8.  Best Luxury Hotel of the Year 2002
       9.  Aga Khan Award for Architecture
       10. International Golden Fork Award.
       11. “Superbrand”
7. World Leaders:
                                                                                                        14


        The group also gets promoted by hosting many world leaders, state heads and business tycoons.
       It not only promotes the group on the parameters of service excellence but also on the safety
       needs of the travelers.

   8. Branded Accommodation:

       ITC-Welcomgroup has pioneered the concept of "Branded Accommodation" in the hospitality
       industry. Branding led to the creation of separate categories of rooms, each with a different
       service design, aimed at different target segments. The different room categories were branded
       Executive Club, The Towers and lately, ITC One. It introduced the concept of a “hotel within
       a hotel”.

                                            Table 8: Branded Accommodations

   Category                Brand                             Positioning
   Corporate Hospitality   ITC – One                         “Power of Personal Space”
   Corporate Hospitality   Towers                            “Hotel within a Hotel”
   Corporate Hospitality   Executive Club                    “ The Business Traveler”
   Single Lady Traveler    EVA                               “Celebrating the Lady Business Traveler”

   5. WelcomTheatre: The ITC WelcomGroup promotes itself by promotion of India’s cultural
      heritage. It operates “WelcomTheatre”, which provides quality entertainment and theatrical
      experience by displaying India’s art, culture and tradition. Each hotel has its own vast collection
      of art and art objects and it brand all its art activities under the banner WelcomArt. Through the
      Srishti Art Galleries located at Welcomgroup hotels, the best of Indian contemporary art finds a
      focus.
   6. WelcomEnviron: The group by its initiative “WelcomEnviron” demonstrates its active
      commitment to the environment. It also showcases to the society itself as a concerned corporate
      citizen. Apart from these it promotes itself by advertisements on various travel magazines, travel
      sites, introducing special packages and having theme hotels like Palaces, resorts, homes, forts,
      mansions and jungle safari.
   7. Apart from these it promotes itself by advertisements on various travel magazines, travel sites,
      introducing special packages and having theme hotels like Palaces, resorts, homes, forts,
      mansions and jungle safari.

       Above all these programs it also has winter promotions [13] for certain hotels.

Observations on promotion strategy:
The promotion strategy is well designed around the luxury segment and middle upscale segment. It does
very well in managing positive image among the customers. It does not promote itself to the leisure
tourists particularly the WelcomHeritage. It offers special packages in this segment but no specific
promotion scheme is built to cater this. There are many promotional schemes that been provided by ITC
Welcomgroup to attract their customer base. Classifying the customers to existing and new customers:

   1. The old customers are offered Experience certificates and special rates on continuation programs.
      Thought there is no specific mention of special ITC cards or such which is being favored by some
      of the competitors ITC’s promotion with partnership with Jet Airways, VISA, MasterCard have
      done enough to make its customers to stick to this brand.
                                                                                                       15


    2. ITC’s timely move into social networking and promotion segment that consists of facebook,
       twitter and other are useful to promote daily happenings at ITC from a new celebrity guest to a
       Christmas celebration.
    3. Facebook by ITC WelcomGroup is basically used to promote its daily events so that they are able
       to promote the lifestyle as a whole package. The group has also being promotion on YouTube by
       uploading its rating videos by different TVs like NDTV etc.
    4. There are different winter and summer promotional programs separately for different hotels and
       different location that are updated on the website.
    5. There are also price reduction and promotion through internet and phone booking. It’s also says
       the availability of respective rooms.
    6. The group also gives out awards, culinary plus for the existing package to increase sales.
    7. The group also helps in arrangement of the meetings and business on giving the basic required
       entries of the customers are able to concentrate on other works.
    8. It also operates WelcomArt, WelcomTheatre and WelcomEnviron to promote the group.
    9. The group also has been going green and also appointing physically challenged people at
       comparable position displaying its corporate and social responsibility thus promoting the brand
       value.


SWOT Analysis:
Strengths:
    1. En cashing on Indian Heritage:
    ITC WelcomGroup has been en-cashing mainly on the Indian heritage and modeling every possible
thing of the hotel in accordance to the dynasty that has most ruled that particular area. Also Indian
tourism growing at an exponential rate this could be a great strength.

    2. Demand supply gap:
    Indian hotel industry is currently facing a mismatch between the demand and supply of rooms leading
to higher room rates and occupancy levels.With 95,000 odd rooms in the country, the size of the hotel
industry represents an abysmal figure for India' s size and growth prospects. Though new capacities are
expected to come in the next five years demand will outpace supply in the short to medium term.

Weakness:
    1. Diversification of business:
    ITC WelcomGroup and its parent group are both diversified and managing a more diversified is
always a problem when compared to a group under a single banner. It is also a fact that most of the hotels
owned by ITC Welcome group are in collaboration with domestic or international players and in terms of
collaboration expansion and other strategies cannot be taken soon.
                                                                                                           16


Threats:
   1. Entry of Starwood Preferred Guest:
   With Starwood Preferred Guest entering Indian market with all its variants (Hotel line) starting from
La Meridian, Fi Loft, Westin, Four points, Elements , St Regies and W hotels existence and growth of
ITC welcome group would be a question.

    2. Existing local brand:
    Local players that used to do to run nonprofit hotel individually are expanding and are turning
themselves into low cost players of the hospitality business. They have links to the local vehicle
association for pickup and drop as required. Being established at the local level they are more dynamic
and accommodating. When ITC needs us to book hotel rooms in advance of 30 to 45 days these local
players provide such facilities on the stop and are normally empty also they being in conscience with the
local transport systems are eating into market share of Heritage group.

Customer segment not addressed/ Opportunities:
    1. Growth in tourism:
    Growth in the tourism sector is expanding to a demand of 50,000 rooms in every two to three years.
His growth rate is being sustained by ITC be expanding its properties in the areas that is available. Plans
of expansion at Mumbai and Delhi is also declared in a press release this year. []

    2. Religious Tourism:
    Religious tourism forms a large part of interstate tourism and it happens in surges depending on the
time of year and location in consideration. ITC don’t address this segment where as many of the local
players’ encash. There seems to be one or no hotels or resort that has been aligned this cause. Many of the
location like Tirupathi, Visakhapatnam have a few hotels that are not oriented to this cause and at other
location like Shiridi, Sabarimalai donot even have a resort that can cater to this tourism. Where as many
nonprofit organization like Bharat Sevashram Sangha caters to this tourism.

    3. Catering Indian Markets:
    India being a developing country the amount of people that fly is much smaller portion of people that
travel by road and train. ITC has partnerships [17] with Sabre, Worldspan, Amadeus and Apollo/ Galilio
but is not a partner of Indian Railways nor are they partners with the local tourism like state tourism board
of central tourism board to promote their possible sales. Though it has to be taken into consideration that
these travelers may budget to that equal to that of Heritage group only.


Summary
        To summaries ITC WelcomGroup which is a part of ITC Group of companies ventured into
hospitality business on 1975 with its first hotel at Chennai named ITC Welcomgroup Hotel Chola. ITC
Welcome group have always made it a point to create hotels on theme that gels with the most prominent
dynasty that ruled that area. This is to keep up with the diversity of India, it has also has diversified into
different hotel categories to satisfy and attract different customer base.
                                                                                                              17


         The ITC WelcomHotels Luxury collection has orient itself to high profile travelers and luxury
travelers so has established itself in all the major tier 1 cities and also provides its service at a price point
that is more oriented to the same. The second category of hotels that is the ITC WelcomHotels \
Sheratons are directed to a lesser high profile customers, so are located in most promising Tier 2 cities
like Visakhapatnam, Jaipur or where the brand of disposable income is more wider than that is served by
the Luxury set of hotels. ITC Sheraton also starts addressing business opportunities like business
meetings or trade fare etc.

        Third category i.e. ITC Fortune Group of hotel and resorts are more of a economic set of hotel
that are mushroomed around more tier 2 cities or on the outskirts of the cities where the previous
categories already exist and they cater to more economic set of corporate meetings and also for more
economic set of travelling executives. These hotels also address the tourist of the same economic band.
This group also has a set of Resorts that are to address location that are more tourism oriented.

         The last set of hotels is WelcomHeritage group that are more oriented towards tourism and also to
domestic interstate travelers. This group has about 75 hotels in it making it first among the group in terms
of numbers but the study shows that this is also the cheapest of the categories of hotels that ITC runs.
These hotels are also mushrooms across all the historic tourism centers. ITC has also made it a point to
keep price and place strategy complement its product and promotion strategy is formulated and
dynamically monitored and altered to suit the demands of the customer and their preferences. Facebook,
twitters are social networking sites where ITC has made its presence to as to get its customers to know
their day to day changes in promotional offers and their lifestyle in the hotels.
                                                                                                        vii




Appendix-1: ITC WelcomGroup History

        ITC Welcomgroup Hotels, Palaces and Resorts is India's second largest hotel chain with over
100 hotels [1]. Based out of Hotels Division Headquarters at the ITC Green Centre in Gurgaon, of New
Delhi, ITC Welcome group is also the exclusive franchisee of The Luxury Collection brand of Starwood
Hotels and Resorts in India.ITC Hotels is regularly voted amongst the best employers in Asia in the
hospitality sector [2].

History [4]:
        ITC was incorporated on August 24, 1910 under the name Imperial Tobacco Company of India
Limited. As the Company's ownership progressively Indianised, the name of the Company was
changed from Imperial Tobacco Company of India Limited to India Tobacco Company Limited in
1970 and then to I.T.C. Limited in 1974. In recognition of the Company's multi-business portfolio
encompassing a wide range of businesses - Cigarettes & Tobacco, Hotels, Information Technology,
Packaging, Paperboards & Specialty Papers, Agri-business, Foods, Lifestyle Retailing, Education &
Stationery and Personal Care - the full stops in the Company's name were removed effective September
18, 2001. The Company now stands rechristened 'ITC Limited'.
        The Company’s beginnings were humble. A leased office on Radha Bazar Lane, Kolkata, was the
centre of the Company's existence. The Company celebrated its 16th birthday on August 24, 1926, by
purchasing the plot of land situated at 37, Chowringhee, (now renamed J.L. Nehru Road) Kolkata, for the
sum of Rs 310,000. This decision of the Company was historic in more ways than one. It was to mark the
beginning of a long and eventful journey into India's future. The Company's headquarter building,
'Virginia House', which came up on that plot of land two years later, would go on to become one of
Kolkata's most venerated landmarks.

        Though the first six decades of the Company's existence were primarily devoted to the growth
and consolidation of the Cigarettes and Leaf Tobacco businesses, the Seventies witnessed the beginnings
of a corporate transformation that would usher in momentous changes in the life of the Company.
ITC's Packaging & Printing Business was set up in 1925 as a strategic backward integration for ITC's
Cigarettes business. It is today India's most sophisticated packaging house.

         In October 18, 1975 the Company launched its Hotels business with the acquisition of a hotel in
Chennai which was rechristened 'ITC-Welcomgroup Hotel Chola'. The objective of ITC's entry into the
hotels business was rooted in the concept of creating value for the nation. ITC chose the hotels business
for its potential to earn high levels of foreign exchange, create tourism infrastructure and generate large
scale direct and indirect employment. Since then the ITC-Welcomgroup brand has become synonymous
with Indian hospitality. With over 100 hotels in more than 80 destinations, ITC-Welcomgroup has set
new standards of excellence in the hotel industry in Accommodation, Cuisine, Environment and Guest
Safety.[1],[5]
        A leader in the premium hospitality segment, ITC-Welcomgroup Hotels have had the privilege of
hosting world leaders, Heads of State and discerning guests from across the world and within.[3],[5] As one
of India's most dynamic hospitality chains, ITC-Welcomgroup has set standards for excellence in the
hotel industry by pioneering the concept of branded accommodation. The chain has developed three
brands of accommodation ITC One', 'Towers' and the 'Executive Club' to differentiate between the needs
of various travelers and provide high levels of service.
                                                                                                           viii


         First to introduce branded cuisine, its restaurants Bukhara, Dakshin and DumPukht are renowned
for their delicious and authentic Indian cuisines from the different regions of India. ITC-Welcomgroup
also showcases international cuisine in its specialty restaurants West View and Pan Asian.

          ITC-Welcomgroup has strategically customized its hotels and appropriately categorized them to
fulfill the service and budgetary needs of travelers. With its exclusive strategic tie up with Starwood for
its top of the line premium brand the 'Luxury Collection', the group is strengthening its international
marketing stance. ITC-Welcomgroup was also instrumental in bringing the 'Sheraton' brand to India, with
which it enjoyed a three-decade exclusive partnership.

Distinct brands:
Perhaps in the topmost rung of India‘s hospitality business, ITC-Welcomgroup’s properties are classified
under four distinct brands.

1.   ITC Hotels - Luxury Collection:

        In 2007, ITC-Welcomgroup entered a new phase in its collaboration with Starwood Hotels &
Resorts. ITC-Welcomgroup now has an exclusive tie-up with Starwood in bringing its premium brand,
the 'Luxury Collection', to India. These are super deluxe and premium hotels located at strategic business
and leisure locations. The seven hotels which are part of this collection are: ITC Maurya in Delhi, ITC
Maratha in Mumbai, ITC Sonar in Kolkata, ITC Grand Central in Mumbai, ITC Windsor & ITC Royal
Gardenia in Bengaluru, ITC Kakatiya in Hyderabad and ITC Mughal in Agra.

2.   WelcomHotels | Sheraton:

        Four of our Hotels have been aligned under the renowned Sheraton brand, offering warm,
comforting services to the global traveler. Three WelcomHotels are designed to cater to the discerning
business and leisure traveler offering five-star hospitality. WelcomHotels offer five-star hospitality for the
discerning business and leisure traveler. Currently there are three hotels under this brand namely,
WelcomHotel Rama International Aurangabad, WelcomHotel Vadodara and WelcomHotel Grand Bay
Vishakhapatnam. Four other ITC-Welcomgroup Sheraton Hotels – Sheraton Rajputana Hotel Jaipur,
Sheraton Chola Hotel Chennai, Sheraton Park Hotel and Towers, Chennai and Sheraton New Delhi offer
warm, comforting services to the global traveler and a chance to connect.

3.   Fortune Hotels:

        Fortune Hotels operates mid-market to upscale properties in the first-class, full-service business
hotel segment all over India, in major metros, mini metros, state capitals and business towns, promising
business and leisure travelers a wide choice of destinations and accommodation. Fortune Hotels currently
has hotels operating in Ahmedabad, Chennai, Darjeeling, Gurgaon, Indore, Jaipur, Jammu, Jamshedpur,
Kolkata, Ludhiana, Madurai, Navi Mumbai, Ooty, Port Blair, Pune, Tirupati, Trivandrum, Vapi,
Vijayawada, Vishakhapatnam, Hyderabad, Lavasa, Noida, Manipal, Bengaluru, Mussoorie, Goa, Thane
& Gandhinagar, while several more hotels are expected to be commissioned soon in other key locations in
India.

4.   WelcomHeritage

   WelcomHeritage brings together a chain of palaces, forts, havelis and resorts that offer a unique
experience. WelcomHeritage endeavors to preserve ancient royal homes and the historical Indian
                                                                                                            ix


grandeur and opulence for the future Indian generations. WelcomHeritage provides a fine range of hotel
services inside these architectural legacies present in Rajasthan, Madhya Pradesh, Uttarakhand, Himachal
Pradesh, Jammu & Kashmir, West Bengal, Karnataka, Tamil Nadu, Punjab, Haryana, Assam, Sikkim,
Meghalaya, Arunachal Pradesh, Uttar Pradesh, Maharastra, Kerala, Andhra Pradesh and Puducherry.

ITC Kaya Kalp:

    “Kaya Kalp – a Sanskrit word meaning Rejuvenation of mind, body and soul.”

    India’s culture lies at the heart of the Indian experience. Journey through this majestic land of ancient
customs and rituals, and recapture the spiritual and medicinal legacies that have been handed down
through the centuries. India’s rich cultural, spiritual and ancient traditions are intertwined throughout our
treatment menu with healing stones, soothing music and the healing hands of the therapist’s that will be
effectively integrated into an experience that is relaxing, rejuvenating and rebalancing to each person on a
soul level.

    Kaya Kalp [11] also offers western style therapies using luxurious products that are natural but deliver
the desired effects, and an array of hair and beauty services. The spa’s luxurious interior designs will start
your sensory journey as soon as you enter with a delightful aroma and relaxing surroundings, you will
walk into a haven of peace, tranquility with unparallel luxury. “A visit promises to deliver a journey of
relaxation and rejuvenation through a world of regal luxury and pampering”

ITC WelcomCuisine:

     The cuisine [12] has been inspired by the essence of North West frontier (Afghanistan, and the
Northwest part of pre independence India) tradition, of camaraderie around the warm glow of a campfire
–succulent tandoori fare, low on oil and high on authenticity. The food is cooked in clay ovens or tandoor
in the traditional style of the Indian North-West Frontier region.

    A unique concept, the restaurant offers a sophisticated yet totally ethnic experience where the kitchen
is part of the restaurant. The decor comprises stonewalls and flooring, hung with Bukhara carpets. Rough-
hewn trestle tables and wooden stools complete the rugged look. Copper pots and urns are suspended
from the ceiling and pillars; the crockery is earthenware in an earthy ochre color, while the menu is
painted on a block of wood. The haunt of every celebrity passing through, the restaurants have played
host to Crowned heads, Heads of State and famous personalities from all over the world. Reveling in the
most delicious kababs found anywhere in the world

Promotion of India’s Cultural Heritage:

    WelcomTheatre was launched eight years ago, to provide guests with a complete experience through
entertainment. Acknowledging theatre and art as integral to a country’s culture and tradition,
Welcomgroup offers Quality entertainment & theatrical experiences through WelcomTheatre.

    While each hotel has its own vast collection of art and art objects, the group decided to brand all art
activities, under the banner WelcomArt. Through the Srishti Art Galleries located at Welcomgroup hotels,
the best of Indian contemporary art finds a focus.

WelcomJawan
In re-deploying ex-servicemen it assists the national effort by offering a platform for their rehabilitation
into productive civilian life.
                                                                                                     x


WelcomEnviron
WelcomEnviron defines Welcomgroup’s active commitment to the environment. The need for
maintaining an ecological balance and working towards that goal as a concerned "Corporate Citizen" is a
high priority at Welcomgroup. Each hotel thus operates in harmony with nature. "Reduce, Re-use and
Recycle" is the Environmental message sent out by every ITC-Welcomgroup hotel.

WelcomEnviron

         ITC- Welcomgroup is actively committed to the environment.[6] As responsible corporate
citizens, we recognize our commitment towards maintaining a greener and healthier environment.
WelcomEnviron is our vision for a green world. It’s a multi-faceted programme started in order to
propagate environmental causes in the cities where ITC-Welomgroup’s hotels are located. The guiding
principle is ‘Reduce, Reuse and Recycle’. Each hotel has its own programme, encompassing local
participation, creating awareness among employees and internal conservation through energy-saving
gadgets and environment-friendly material. Our guests are also encouraged to be a part of our campaign,
‘Give back as much as you take from the environment’.
                                                                                                     xi


Appendix-2: ITC WelcomGroup hotels surveyed
                                                 Jaipur:
Product Description:

    1. Sheraton Rajputana Hotel, Jaipur [8]
Name:                  Sheraton Rajputana Hotel, Jaipur

Category:              ITC WelcomHotels / Sheraton

Location:              Near Railway station

Type:                  Business and Leisure Hotel

Hotel Address:         Palace Road, Jaipur 302006, Rajasthan, India, Tel : (91)(141) 5100100 Fax :
                       (91)(141) 5102102

Total Rooms:           216 Rooms

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       14 kms.

                       Railway station:          5 kms.

City Centre:           1 kms.

Price:                 starts from – INR 14,500

    2. Fortune Select Metropolitan, Jaipur [9]
Name:                  Fortune Select Metropolitan, Jaipur

Category:              ITC Fortune Hotels

Location:              Near Railway station

Type:                  Business Hotel

Hotel Address:         Near Nehru Sahkar Bhawan, C- scheme, Bais Godam Circle, Jaipur-302001, Tel:
                       91-141-3988442 / 3099020Fax: 91-141-3099099.

Total Rooms:           90 well appointed rooms which include 49 Standard Rooms, 35 Fortune Club
                       Rooms and 6 Suites.

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       10 kms.

                       Railway station:          2 kms.

City Centre:           1 kms.

Price:                 starts from – INR 4,500
                                                                                                          xii


    3. Fortune Park Bella Casa, Jaipur [9]
Name:                    Fortune Park Bella Casa, Jaipur

Category:                ITC Fortune Resort

Location:                Near Airport

Type:                    Business Hotel

Hotel Address:           Cityplex 1, Ashram Marg, Tonk Road, Jaipur - 302018 Tel: 0141-2720532,
                         3988444, Fax: 0141-2720533.

Total Rooms:             Standard Rooms and Fortune Club Rooms.

Features:                Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:           Airport (Domestic):       5 minutes.

                         Railway station:          15 minutes.

City Centre:             .5 kms.

Price:                   starts from – INR 9,000

Place: About Jaipur
         Surrounded by rugged hills, crowned with numerous forts and encircled by embattled walls, the
charming city of Jaipur lures tourists from all over the world. With the stunning backdrop of majestic
forts and monuments, Jaipur is a city that never fails to amaze its tourists. The colourful city of Jaipur is
popularly known as the ‘Pink City’ and derives its name from the name of its founder, Maharaja Jai Singh
II. Jaipur is a treasure trove of magnificent palaces, forts, and temples – testimony to the royal grandeur.
Its forts and monuments narrate stories of gallantry of Rajput rulers of the bygone era. Some of the must
behold places are Hawa Mahal, City Palace, Jantar Mantar, Central Museum, Nahargarh, Jaigarh, Amber,
Maota Lake, Jaipur Museum, Albert Museum, Sisodia Rani Park, Lakshmi Narain Temple, Birla Mandir
Planetarium, Kanak Vrindavan, The Rajmahal Palace etc.

      Besides, Jaipur doesn’t fail to delight the tourists on their shopping spree. Enjoy a royal and
memorable holiday in Jaipur, the memories of which you will cherish throughout your life.

Price:

    1. Published Tariff for Sheraton Rajputana Hotel, Jaipur [8]
                                                                           INR
                                Room Type
                                                                  Single            Double
                 Executive Club                                   14,500            15,500
                 Rajputana Chambers*                              16,500            17,500
                 Rajputana Royale*                                20,000            21,000
                 Thikana Suite*                                            30,000
                                                                                              xiii


               Presidential Suite*                                         80,000

Note:
   1. 10% Luxury Tax on Published FIT Tariff.
   2. Rates are subject to change without notice.
   3. Taxes and service charges applicable extra.
   4. Above rates are valid until further advice.
*Inclusive of Buffet Breakfast & Club Hours.

   2. Published Tariff for Fortune Select Metropolitan, Jaipur [9]
                                                                        INR
                                   Room Type
                                                                 Single/Double
                         Standard Room*                           4,500 (5,499)
                         Fortune Club *                           5,500 (6,499)
                         Fortune Club Superior *                      7,000
                         Suite                                        10,000

Note:
   1.   Rates in the bracket are the actual rates and that outside are best available rates
   2.   Rates are subject to change without notice.
   3.   Taxes and service charges applicable extra.
   4.   Above rates are valid until further advice.
*Inclusive of Buffet Breakfast & Club Hours.

   3. Published Tariff for Fortune Park Bella Casa, Jaipur [9]
                                                                  INR
                                 Room Type
                                                            Single/ Double
                          Standard Room                          9,000
                          Fortune Club                          10,000

Note:
   1. Rates are subject to change without notice.
    2. Taxes and service charges applicable extra.
    3. Above rates are valid till further notice.
    4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.
                                                                                                   xiv


                                              Jodhpur:
Product Description:

    1. WelcomHeritage Balsamand Lake Palace, Jodhpur [10]
Name:                  WelcomHeritage Balsamand Lake Palace

Category:              WelcomHeritage

Location:              Near Railway station

Type:                  Leisure Hotel

Hotel Address:         Mandore Road, Jodhpur, Rajasthan, India,Tel: (91) (291) 2572321-27, Fax: (91)
                       (291) 2571240

Total Rooms:           10 luxurious and charming Palace suites

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       11 kms.

                       Railway station:          8 kms.

City Centre:           6 kms.

Price:                 starts from – INR 17,000

    2. WelcomHeritage Balsamand Garden Retreat, Jodhpur [9]
Name:                  WelcomHeritage Balsamand Garden Retreat, Jaipur

Category:              WelcomHeritage

Location:              Near Railway station

Type:                  Leisure Hotel

Hotel Address:         Mandore Road, Jodhpur, Rajasthan, India, Tel: (91) (291) 2572321-27, Fax: (91)
                       (291) 2571240.

Total Rooms:           26 Garden Rooms.

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       11 kms.

                       Railway station:          8 kms.

City Centre:           6 kms.

Price:                 starts from – INR 6,200
                                                                                                        xv


Place: About Jodhpur
         Jodhpur, erstwhile capital of the kingdom of Marwar, had a chequered history replete with tales
of valour and strife, romance and culture. The city was founded by Rao Jodha, Chief of the Rathore clan
of the Rajputs in 1459 who shifted there from Mandore. He built the first structure of the majestic
Mehrangarh Fort, towering over the city from atop a 150m cliff, which several generations added to,
making the Fort a sprawling edifice that grew in size and stature over time. Rao Jodha also fortified the
old city which is surrounded by a 10 km high stone wall along with eight gates.

         In the early 16th century, Rao Jodha's descendant, Rao Ganga Singh and Rana Sangha, the great
warrior king of Marwar were enjoined in a battle against the invading Mughal Emperor Babar. While this
and many other battles and skirmishes continued over successive years, a tentative truce was called during
the reign of Babur's grandson Akbar. While its location in the trade routes made it a major trading centre
in the 16th century, present-day Jodhpur is best known for the skills it honed and retained in its textile,
crafts and furniture traditions.

Price:

    1. Published Tariff for WelcomHeritage Balsamand Lake Palace, Jodhpur [10]
                                                                       INR
                           Room Type
                                                           Single               Double
               Regal Suite *                                           17,000

Note:
   1. 5 - 8 % Luxury Tax on Published FIT Tariff.
   2. Rates are subject to change without notice.
   3. Taxes and service charges applicable extra.
   4. Above rates are valid until further advice.
*Inclusive of Buffet Breakfast & Club Hours.

    2. Published Tariff for WelcomHeritage Balsamand Garden Retreat, Jodhpur [10]
                                                                         INR
                             Room Type
                                                              Single            Double
               Garden Rooms*                                  6,200              7,000
Note:
    1. 5 - 8 % Luxury Tax on Published FIT Tariff.
    2. Rates are subject to change without notice.
    3. Taxes and service charges applicable extra.
*Inclusive of Buffet Breakfast.
                                                                                                   xvi


                                            Hyderabad:
Product Description:

    1. ITC Hotel Kakatiya Sheraton, Hyderabad [7]
Name:                  ITC Hotel Kakatiya Sheraton, Hyderabad

Category:              ITC Hotels – luxury collection

Location:              Near Airport

Type:                  Business and Leisure Hotel

Hotel Address:         6-3-1187, Begumpet, Hyderabad-500016, India.

Total Rooms:           190 Rooms

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       1 kms.

                       Railway station:          7 kms.

City Centre:           2 kms.

Price:                 starts from – INR 14,000

    2. Fortune Select Manohar, Hyderabad [9]
Name:                  Fortune Select Manohar, Hyderabad

Category:              ITC Fortune Hotels

Location:              Near Railway station

Type:                  Business Hotel

Hotel Address:         Begumpet Airport exit road, Begumpet, Hyderabad - 500016, Andhra Pradesh.

Total Rooms:           76 Standard Rooms, 31 Fortune Club rooms, 8 Fortune Club Superior rooms, 6
                       Deluxe Suite and 3 Luxury Suites.

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       35 kms.

                       Railway station:          3 kms.

City Centre:           1 kms.

Price:                 starts from – INR 4,250

    3. Fortune Park Vallabha, Hyderabad [9]
Name:                  Fortune Park Vallabha, Hyderabad

Category:              ITC Fortune Hotels
                                                                                                   xvii


Location:               Near Railway station

Type:                  Business Hotel

Hotel Address:         Plot 515, road no. 12, Banjara Hills - 500034, Hyderabad, Andhra Pradesh.

Total Rooms:           68 rooms including 34 Standard Rooms, 30 Fortune Club Rooms, and 4 Suites.

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       35 kms.

                       Railway station Secendrabad: 13 kms.

                       Railway station Hyderabad:          06 kms.

City Centre:           6 kms.

Price:                 starts from – INR 5,000

    4. WelcomHeritage Pragati Resorts, Hyderabad [10]
Name:                  WelcomHeritage Pragati Resorts, Hyder abad

Category:              WelcomHeritage

Location:               Near Railway station

Type:                  Herbal Resort

Hotel Address:         Chilkur Balaji Temple Road, Produttur Village, ‘Shankarpalli Mandal’, R. R.
                       Dist, Hyderabad, Andhra Pradesh, India. Tel: (91) (8417) 224111 to 13, Fax: (91)
                       (8417) 224127.

Total Rooms:           Cottages - 34, Executive Room - 40, Executive Suite - 8.

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):                 43 kms.

                       Railway station Secendrabad: 52 kms.

                       Railway station Hyderabad:          41 kms.

City Centre:           45 kms.

Price:                 starts from – INR 3,000



Place: About Hyderabad
Hyderabad is a city that has now become an Information Technology hub. Hyderabad is known for its
rich history of the Nizam’s rule. The city has more than 400 years of history preserved in its heritage
monuments, mosques, minarets and museums. The city offers some of the most enigmatic places for the
tourists. These are the Charminar, Golconda fort and Buddha Statue. Besides this is the Hussain Sagar
                                                                                                    xviii


Lake pulls people all the year round. The city is famous also because many adorable places are situated
around the city. Some of them are Osman and Shilparamam which comprise of stunning sites.

Handloom Fabrics, Hyderabadi Lacquered Bangles, Lambadi Mirror-work, Handicrafts, Kondapalli toys
bidri metal craft, gun metal craft, stone carvings, wood carvings, brassware, Pembarthi sheet metal art,
Nirmal art are some of the things the city is famous for. Hyderabad is well wired with the rest of the
country as it has both well developed airport and railhead.

Price:

   1. Published Tariff for ITC Hotel Kakatiya Sheraton, Hyderabad [7]
                                                                       INR
                             Room Type
                                                             Single            Double
               ITC One*                                     26,000             27,500
               The Towers*                                   19,000            20,500
               Executive Club                                14,000            15,500
               Luxury Suite*                                          45,000
               Presidential Suite*                                    70,000

Note:
   2. 5% Luxury Tax on Published FIT Tariff.
   3. Rates are subject to change without notice.
   4. Taxes and service charges applicable extra.
   8. Above rates are valid until further advice.
*Inclusive of Buffet Breakfast & Club Hours.

   2. Published Tariff for Fortune Select Manohar, Hyderabad [9]
                                                                      INR
                                Room Type
                                                                Single/Double
                  Standard Room*                                      4,250
                  Fortune Club + Airport pickup*                      6,500
                  Suit + Airport Transports                           8,000
Note:
   5. Rates are subject to change without notice.
   6. Taxes and service charges applicable extra.
   7. Above rates are valid until further advice.
*Inclusive of Buffet Breakfast & Club Hours.

   3. Published Tariff for Fortune Park Vallabha, Hyderabad [9]
                               Room Type                      INR
                                                                            xix


                                                      Single/ Double
                          Standard Room                   5,000
                          Fortune Club                    6,500
                          Suite*                          10,000

Note:
   5. Rates are subject to change without notice.
   6. Taxes and service charges applicable extra.
   7. Above rates are valid till further notice.
   8. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.

   4. Published Tariff for WelcomHeritage Pragati Resorts, Hyderabad [10]
                                                          INR
                           Room Type
                                                Single             Double
                       Standard Cottage          3,000             3,500
                       Deluxe Cottage            3,500             4,000
                       Executive Room            4,500             5,000
                       Executive Suite           8,000             9,000
                       Poolside Suite            5,500             6,000


Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.




                                          Visakhapatnam:
Product Description:

   1. Group Grand Bay, Visakhapatnam [8]
Name:                   Group Grand Bay, Visakhapatnam

Category:               ITC WelcomHotels / Sheraton

Location:               City Center
                                                                                                    xx


Type:                  Business and Leisure Hotel

Hotel Address:         Beach Road, Vishakapatnam 530002, Andhra Pradesh, India
                       Tel : (91) (891) 2560101 Fax : (91) (891) 2550691

Total Rooms:           99 Rooms

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic):       15 kms.

City Centre:           2.5 kms.

Price:                 starts from – INR 6,000

    2. Fortune Inn Sree Kanya, Visakhapatnam [9]
Name:                  Fortune Inn Sree Kanya, Visakhapatnam

Category:              ITC Fortune Hotels

Location:              5 Km from City Center

Type:                  Business Hotel

Hotel Address:         47-10-34 & 35, Dwarkanagar, Diamond Park, Sreekanya Road, Visakhapatnam –
                       530016. Tel: 0891-3988444, 0891-2747711, Fax: 0891-3011844

Total Rooms:           68 rooms, including 45 Standard Rooms, 20 Fortune Club Rooms and 3 Suites

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

                       Online planning for Conference

Accessibility:         Airport (Domestic):       11 kms

                       Railway:                  2.5 kms.

City Centre:           5 kms.

Price:                 starts from – INR 3,400

Place: About Visakhapatnam
Vishakhapatnam or Vizag is a dream destination for any tourist. It has everything from beaches to caves
to hill ranges to awesome temples. The city owns both an airport and a railway station which makes it
accessible from all the major cities of the country.

Once a small fishing village, Vishakhapatnam formed part of the Kalinga Empire, under Ashoka in 260
B.C., ruled successively by the Andhra kings of Vengi to the Pallavas, Cholas and Gangas. It was in the
15th century, that Visakhapatnam became part of the Vijayanagar Empire. The city was transformed into
a port town under the British rule. Today, Vishakhapatnam is a bustling industrial and commercial city
with the country's largest ship building yard.
                                                                                      xxi


Price:

   1. Published Tariff for Grand Bay, Visakhapatnam [7]
                                                                    INR
                          Room Type
                                                          Single             Double
             Deluxe Room                                   6,000              7,000
             Executive Club                                8,000              9,000
             Deluxe Suite*                                 11,000            11,000
             Superior Suite *                                       14,000

Note:
   1. 5% Luxury Tax on published FIT tariff.
   2. Rates are subject to change without notice.
   3. Taxes and service charges applicable extra.
   4. Above rates are valid till further notice.
   5. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.


   2. Published Tariff for Fortune Inn Sree Kanya, Visakhapatnam [9]
                                                             INR
                             Room Type
                                                        Single/ Double
                        Standard Room                       3,400
                        Fortune Club                        4,500
                        Suite*                              6,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.


                                               Delhi:
Product Description:

   1. ITC Maurya, New Delhi [7]
Name:                  ITC Maurya, New Delhi
                                                                                                 xxii


Category:            ITC Hotel - Luxury Collection

Location:            City Center

Type:                Business and Leisure Hotel

Hotel Address:       Diplomatic Enclave, Sardar Patel Marg, New Delhi 110 021, India, Tel: (91) (11)
                     26112233 Fax: (91) (11) 26113333

Total Rooms:         440 Rooms

Features:            Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:       Airport (Domestic):     5 kms.

Price:               starts from – INR 18,000

    2. Sheraton New Delhi Hotel [8]
Name:                Sheraton New Delhi Hotel

Category:            ITC WelcomHotels / Sheraton

Location:            City Center

Type:                Business and Leisure Hotel

Hotel Address:       District Centre, Saket, New Delhi 110 017, India, Tel: (91)(11)42661122 Fax :
                     42662112

Total Rooms:         220 Rooms

Features:            Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:       Airport (Domestic):     20 minutes.

City Centre:         30 minutes.

Price:               starts from – INR 12,000

    3. Fortune Select Global, Gurgaon [9]
Name:                Fortune Select Global, Gurgaon

Category:            ITC Fortune Hotels

Location:            5 Km from City Center

Type:                Business Hotel

Hotel Address:       Global Arcade, M. G. Road, Gurgaon - 122002. Tel: 0124-4196666, Fax: 0124-
                     4062388

Total Rooms:         107 rooms,

Features:            Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM
                                                                                                xxiii


                     Online planning for Conference

Accessibility:       Airport (International):           18 kms

                     Airport (Domestic):                14 kms.

City Centre:         5 kms.

Price:               starts from – INR 8,500

    4. Fortune Select Excalibur, Gurgaon [9]
Name:                Fortune Select Excalibur, Gurgaon

Category:            ITC Fortune Hotels

Location:            5 Km from City Center

Type:                Business Hotel

Hotel Address:       Main Sohna Road, Sector - 49, Gurngaon - 122018, Haryana

Total Rooms:         135 rooms,

Features:            Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

                     Online planning for Conference

Accessibility:       Airport (Domestic):       30 minutes

                     Railway:                  20 minutes.

City Centre:         10 minutes.

Price:               starts from – INR 10,000

    5. Fortune Inn Grazia, Noida [9]
Name:                Fortune Inn Grazia, Noida

Category:            ITC Fortune Hotels

Location:            5 Km from City Center

Type:                Business Hotel

Hotel Address:       Plot No. 1A, Block I, Sector -27, Noida - 201301, U. P. Tel: 91-0120-3988444,
                     Fax: 91-0120-3380144

Total Rooms:         42 rooms including 30 Standard Rooms and 12 Fortune Club Rooms

Features:            Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

                     Online planning for Conference

Accessibility:       Airport (Domestic):       11 kms

                     Railway:                  2.5 kms.
                                                                                                       xxiv


City Centre:            5 kms.

Price:                  starts from – INR 10,000

Place: About Delhi
         Delhi, an amalgamation of Old and New Delhi, is presumed to have been named after Raja Dhilu,
a king who reigned in the 1st century BC. This ever evolving and enigmatic city has excellent places to
visit. Today millions of tourists are attracted every year because of the ancient heritage and modern charm
the city possesses.

        The city is divided into Old Delhi and New Delhi. The Old Delhi takes one back to the
unforgettable charm and elegance of the Mughal era. Some of the places that one should never miss are
the majestic Red Fort, the historical Chandni Chowk, Raj Ghat and Shanti Vana. The national capital,
New Delhi a modern and spacious city that houses many government buildings and embassies, apart from
places of historical interest. Notable attractions in New Delhi include the Rashtrapati Bhawan, the India
Gate, the Laxminarayan Temple, the Humayun's Tomb, the Purana Quila, Tughlaqabad, Qutab Minar,
and the lotus-shaped Bahai Temple.

Price:

    1. Published Tariff for ITC Maurya, New Delhi [7]

                                                                             INR
                                 Room Type
                                                                   Single          Double
                Executive Club                                     18,000          19,500
                The Towers*                                         21,000         22,500
                Mauryan Chamber*                                    25,000         26,500
                ITC One*                                            28,000         29,500
                Deluxe Suite*                                                45,000
                Luxury Suite*                                                90,000
                Presidential Suite*                                       2,00,000
                Grand Presidential Suite*                                 4,00,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.
                                                                                     xxv


   2. Published Tariff for Fortune Sheraton New Delhi Hotel [7]

                                                                      INR
                                Room Type
                                                             Single         Double
              Deluxe Room                                    12,000         13,500
              Executive Club                                 16,000         17,500
              Executive Club Exclusive*                      19,000         20,500
              Executive Suite*                                        25,000
              Presidential Suite*                                     35,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.

   3. Published Tariff for Fortune Select Global, Gurgaon [9]
                                                         INR
                            Room Type
                                                    Single/ Double
                       Standard Room                    8,500
                       Fortune Club                     10,500
                       Suite*                           20,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.

   4. Published Tariff for Fortune Select Excalibur, Gurgaon [9]
                                                                 INR
                          Room Type
                                                       Single            Double
              Standard Single                         10,000             11,500

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
                                                                        xxvi


   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.

    5. Published Tariff for Fortune Inn Grazia, Noida [9]
                                                            INR
                             Room Type
                                                       Single/ Double
                        Standard Room                      10,000
                        Fortune Club                       11,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.


                                             Mumbai:
Product Description:

    1. ITC Maratha, Mumbai [7]
Name:                  ITC Maratha, Mumbai

Category:              ITC Hotel – Luxury Collection

Location:              Airport

Type:                  Business and Leisure Hotel

Hotel Address:         Sahar, Mumbai-400099, India.

Total Rooms:           386 Rooms

Features:              24 Hours Check-in / Check-Out

Accessibility:         Airport (Domestic):             5 kms.

                       Airport (International):        2 kms.

City Centre:           2.5 kms.

Price:                 starts from – INR 22,000

    2. ITC Grand Central, Mumbai [7]
Name:                  ITC Grand Central, Mumbai
                                                                                              xxvii


Category:           ITC Hotel – Luxury Collection

Location:           City Center

Type:               Business and Leisure Hotel

Hotel Address:      287, Dr Babasaheb Ambedkar Road, Parel, Mumbai - 400 012, Tel : (91) (22)
                    24101010 Fax : (91) (22) 24101111

Total Rooms:        242 Rooms

Features:           24 Hours Check-in / Check-Out

Accessibility:      Airport (International):         45minutes.

City Centre:        2.5 kms.

Price:              starts from – INR 30,000

    3. Fortune Select Exotica, Navi Mumbai [9]
Name:               Fortune Select Exotica, Navi Mumbai

Category:           ITC Fortune Hotels

Location:           Navi Mumbai

Type:               Business Hotel

Hotel Address:      Plot No 16, Sector 19 - D, Vashi, Navi Mumbai - 400 507, Tel: 022-39884444,
                    Fax: 022-30958555

Total Rooms:        84 rooms, including 52 Standard Rooms, 16 Fortune Club Rooms, 9 Fortune
                    Club Exotica Rooms and 7 Suites

Features:           Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

                    Online planning for Conference

Price:              starts from – INR 7,500

    4. Fortune Park LakeCity, Thane [9]
Name:               Fortune Park LakeCity, Thane

Category:           ITC Fortune Hotels

Location:           Thane

Type:               Business Hotel

Hotel Address:      Jupiter Hospital Campus, Eastern Express Highway, Thane (W) 400
                    601,Maharashtra, Tel: 91-022-3988-4422, Fax: 91-022-3090-9192

Total Rooms:        58 rooms include 24 Standard Rooms, 16 Fortune Club Rooms and 15 Suites

Features:           Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM
                                                                                                      xxviii


                        Online planning for Conference

Price:                  starts from – INR 4,500

Place: About Mumbai
         Mumbai is the commercial capital of the country and attracts people from all walks of life. It is
said about Mumbai that, “it is a city that never sleeps”. If you want to feel fresh young and rejuvenated
then Mumbai is for you. Previously known as Bombay, the city offers a plethora of places of tourist
interest like splendid temples, lavish monuments, amazing museums, mesmerizing beaches and great
places for shoppers. The various temples in the city are Mahalaxmi temple, Mumba Devi temple, Shri
Siddhi Vinayak temple, Powai ashram and Babul Nath temple. The Prince of Wales Museum is one of its
kind and is famous all over the country. Besides these, one can stroll along the Juhu beach and Chowpatty
beach, both of which are the best place to hangout. Borivali National Park is the right place for the people
in love with wildlife and nature.

        Pune 196 km away, Nashik 185 km away, Surat 248 km away, Mahabaleshwar 290 km away and
Aurangabad 388 km away are the important neighbouring cities of Mumbai. There are some alluring
places around Mumbai like Matheran, Bassein and Elephanta caves.

Price:
                                                            [7]
    1. Published Tariff for ITC Maratha, Mumbai

                                                                             INR
                              Room Type
                                                                  Single             Double
               ITC One*                                           30,000               31,500
               The Towers*                                        26,000               27,500
               Executive Club                                     22,000               23,500
               Executive Suite*                                             28,000
               Deluxe Suite*                                                50,000
               Luxury Suite*                                                1,00,000
               Presidential Suite*                                          2,00,000

Note:

1. Rates are exclusive of taxes.
2. Above rates are valid until further advise.
3. Rates are subject to change without notice.
*Inclusive of Buffet Breakfast.
                                                                      [7]
    2. Published Tariff for ITC Grand Central, Mumbai

                        Room Type                                           INR
                                                                                           xxix


                                                         Single                   Double
           Executive Club                                22,000                   23,500
           The Towers*                                   26,000                   27,500
           ITC One*                                      30,000                   31,500
           Queen Suite*                                              1,00,000
           Presidential Suite*                                       2,00,000

Note:

1. Rates are exclusive of taxes.
2. Total Tax (Luxury + VAT) applicable on applied tariff is 10.125 %.
3. Above rates are valid until further advise.
4. Rates are subject to change without notice.
*Inclusive of Buffet Breakfast.

                                                                            [9]
   3. Published Tariff for Fortune Select Exotica, Navi Mumbai
                                                              INR
                              Room Type
                                                        Single/ Double
                         Standard Room                       7,500
                         Fortune Club                        9,000
                         Suite*                              15,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.
                                                                     [9]
   4. Published Tariff for Fortune Park LakeCity, Thane
                                                              INR
                              Room Type
                                                        Single/ Double
                         Standard Room                       4,500
                         Fortune Club                        6,800
                         Executive Suite*                    16,500
                         Deluxe Suite*                      18,500

Note:
                                                                                                 xxx


   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.


                                             Kolkata:
Product Description:

    1. ITC Sonar, Kolkata [7]
Name:                  ITC Sonar, Kolkata

Category:              ITC Hotel - Luxury Collection

Location:              City Center

Type:                  Business and Leisure Hotel

Hotel Address:         JBS Haldane Avenue (Opp Science City) Kolkata - 700046 India. Tel: (91) (33)
                       23454545 Fax: (91) (33) 23454455

Total Rooms:           239 Rooms

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

Accessibility:         Airport (Domestic/ International):    16 kms.

City Centre:           3 kms.

Price:                 starts from – INR 20,000

    2. Fortune Park Panchwati, Kolkata [9]
Name:                  Fortune Park Panchwati, Kolkata

Category:              ITC Fortune Hotels

Location:              20 minutes from City Center

Type:                  Business Hotel

Hotel Address:         47-10-34 & 35, Dwarkanagar, Diamond Park, Sreekanya Road, Visakhapatnam –
                       530016. Tel: 0891-3988444, 0891-2747711, Fax: 0891-3011844

Total Rooms:           72 Rooms including 40 Standard Rooms, 19 Fortune Club Rooms, 12 Executive
                       Suites and 1 Presidential Suit

Features:              Check-in Time is: 12:00 AM / Check-Out Time is: 12:00 AM

                       Online planning for Conference

Price:                 starts from – INR 3,400
                                                                                                        xxxi


Place: About Kolkata
        Kolkata is the city of enchanting monuments, interesting museums, lavish mansions and friendly
people. The city is adorned with places that captivate tourists from across the globe. There are some of the
most ancient and alluring temples and churches in the city. These are the St. Paul's Cathedral Church, the
Jain Temple, the Dakshineswar Temple and the Kali Temple. There are some of the monuments which
speak volumes about the colonial era and rope in visitors to Kolkata. The New Secretariat, the High
Court, the Legislative Assembly and Victoria Memorial are a few to mention. Every tourist must capture
the glimpses of magnetising places like the Race Course and the Eden Gardens.

        Other important tourist spots are the Birla Planetarium, Howrah Bridge, Writers Building, Indian
Museum, The Botanical Gardens of Calcutta, Nicco Park and Science City.There is no dearth of places
around the city. Belurmath at a distance of 10 km, Diamond Harbour which lies at a distance of 48 km,
Hooghly Point 55 km away all draw tourists towards them. Bengali sarees, sweets like “sadesh” and
"rosogolla", and most exquisite handicraft items can be purchased in bulk sizes. Calcutta airport and
Howrah and Sealdah railway station keep the city well connected to all the parts of the country.

Price:

    1. Published Tariff for ITC Sonar, Kolkata [7]


                                                                    INR
                         Room Type
                                                       Single                Double
                ITC One*                                30,000               31,500
                The Towers*                            25,000                26,500
                Executive Club                         20,000                21,500
                Princess Suite*                                    40,000
                Queen Suite*                                       65,000
                Presidential Suite*                               1,00,000

Note:
   1. 10% Luxury Tax on published FIT tariff.
   2. Rates are subject to change without notice.
   3. Taxes and service charges applicable extra.
   4. Above rates are valid till further notice.
   5. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast and in room Breakfast.


    2. Published Tariff for Fortune Park Panchwati, Kolkata [9]
                                                                 INR
                                Room Type
                                                          Single/ Double
                                                              xxxii


                      Standard Room                   6,000
                      Fortune Club                    7,500
                      Suite*                          9,000

Note:
   1. Rates are subject to change without notice.
   2. Taxes and service charges applicable extra.
   3. Above rates are valid till further notice.
   4. Check-In and Check-Out time at the Hotel is 12 Noon.
*Inclusive of Buffet Breakfast.
                                                                                   xxxiii


Appendix-3 ITC WelcomGroup Rooms and their price points
                 Table 9: Price points for rooms across ITC WelcomGroup

                                          INR (Minimum)       INR (Maximum)
          Room Type
                                          Single     Double   Single  Double
                             ITC Hotels - Luxury Collection
          The Towers                      19,000     20,500   26,000      26,500
          Executive Club                  14,000     15,500   22,000      23,500
          Mauryan Chamber                 25,000     26,500
          ITC One                         26,000     27,500   30,000     31,500
          Executive Suite                       28,000              28,000
          Deluxe Suite                          45,000              50,000
          Princess Suite                        40,000              40,000
          Queen Suite                           65,000             100,000
          Luxury suite                          45,000             100,000
          Presidential Suite                    70,000             200,000
          Grand Presidential Suite                                 400,000
                              ITC WelcomHotels / Sheraton
          Deluxe Room                      6,000      7,000   12,000      13,500
          Executive Club                   8,000      9,000   14,500      15,500
          Rajputana Chambers              16,500     17,500
          Executive Club Exclusive        19,000     20,500
          Rajputana Royale                20,000     21,000
          ITC One                         26,000     27,500
          Deluxe Suite                          11,000
          Superior Suite                        14,000
          Executive Suite                       25,000
          Thikana Suite                         30,000
          Luxury suite                          45,000
          Presidential Suite                    35,000             80,000
                                   ITC Fortune Hotels
          Standard Room                          3,400             10,000
          Fortune Club                           4,500             11,000
          Fortune Club Superior                  7,000
          Suite                                  6,000             10,000
          Executive Suite                       16,500             16,500
          Deluxe Suite                          18,500             18,500
                                    WelcomHeritage
          Standard Cottage                 3,000      3,500
          Deluxe Cottage                   3,500      4,000
          Executive Room                   4,500      5,500
                                                                                              xxxiv


          Executive Suite                  8,000     9,000
          Poolside Suite                   5,500     6,000
          Garden Room                      6,200     7,000
          Regal Suite                           17,000


Appendix-4: Promotion strategies
                    Table 10: Promotion strategies of ITC WelcomGroup

                        Mini Breaks
                        Escape the routine by booking a one night stay over weekends with our
                        Mini Break package
                        Inclusions: Room & Breakfast for 2 adults & up to 2 children (under 12
                        yrs), 20% discount on Food & Beverage, Spa & Beauty Parlour services
                        (where available) and one buffet lunch for up to 2 adults & 2 children
                        (under 12 yrs).
                        3rd night free offer valid through the week:
                        Capture a lifetime of great memories on a 3 night getaway to enjoy an
                        unforgettable experience.
                        Inclusions: Room and breakfast for 2 adults and upto 2 children (under 12
                        years), 20% discount on Food and Beverages, Spa & Beauty Parlor
                        services (where available).

                        2 night Short Breaks - Weekends Only:
                        Capture a lifetime of great memories on a 2 night getaway to enjoy an
                        unforgettable experience.
                        Inclusions: Room & Breakfast for 2 adults and upto 2 children (under 12
                        years), 20% discount on Food & Beverages, Spa & Salon services (where
                        available)

                        2 night Short Breaks - Valid through the week:
                        Capture a lifetime of great memories on a 2 night getaway to enjoy an
                        unforgettable experience.
                        Inclusions: Room & Breakfast for 2 adults and upto 2 children (under 12
                        years), 20% discount on Food & Beverages, Spa & Salon services (where
                        available)
                        Culinary Breaks
                        Reinforce the experience of dining in an unparalleled range of branded
                        and specialty restaurants at ITC-Welcomgroup hotels. Savor a variety of
                        cuisines with our special Culinary Breaks.

                        3rd night free offer valid through the week:
                        Experience culinary wonders par excellence on a 3 night culinary safari.
                        Inclusions: Room & Breakfast for 2 adults & up to 2 children (under 12
                        yrs), 20% discount on Food & Beverage, Spa & Salon services (where
                        available), 2 major meals at any restaurant for up to 2 adults & 2 children
                        (under 12 yrs), 1 glass of house wine/soft beverage per person with meal,
                        Chef's special amenity, Kitchens of India hamper
                                                                       xxxv


2 night offer valid through the week:
Experience culinary wonders par excellence on a 2 night Culinary Break.
Inclusions: Room & Breakfast for 2 adults & up to 2 children (under 12
years), 20% discount on Food & Beverages, Spa & Salon services (where
available), 2 major meals at any restaurant for up to 2 adults & 2 children
(under 12 years), 1 glass of house wine/soft beverage per person with
meal, Chefs special amenity & Kitchens of India Hamper
Kaya Kalp Spa Breaks
Book Kaya Kalp Spa Breaks at ITC-Welcomgroup Hotels to treat yourself
to exquisite pampering with our widest selection of services, invigorating
Spa treatments and soothing therapies that delight you

3rd night free offer valid through the week:
Emerge rejuvenated through exotic spa treatments and therapies when you
reserve a 3 night Kaya Kalp Spa Break.
Inclusions: Room & Breakfast for 2 adults, 20% Discount on Food &
Beverage, Spa & Salon services (where available), One 40 min Hand &
Nail Care Treatment OR Hair & Scalp Care Treatment, per person, One
40 min Revitalising Body Treatment, per person & One 60 min Kaya Kalp
Signature Massage, per person

2 night offer valid through the week:
Emerge rejuvenated through exotic spa treatments and therapies when you
reserve a 2 night Kaya Kalp Spa Break.
Inclusions:
Room & Breakfast for 2 adults, 20% discount on Food & Beverages, Spa
& Salon services (where available), One 40 minute Hand & Nail Care
Treatment OR Hair & Scalp Care Treatment, One 40 minute Revitalising
Body Treatment & One 60 minute Kaya Kalp Signature Massage.
Spend Moments of luxury with your loved one on a 2 night getaway as
sparkling wine and flowers await ones arrival.
Inclusions: Room & Breakfast(in room) for 2 adults, Sparkling wine &
flowers on arrival
Sneak away to a nearby Sheraton to discover a whole new world of
comfort
Inclusions: Daily breakfast, 3pm late checkout subject to availability.

The WelcomAwardprogrammeis aimed towards business traveler and is
executed through strategic alliances with travel partners like Air India,
Kingfisher, Jet airways etc. As a WelcomAward member one earns 'Stars'
on every aspect of business trip which can be redeemed in future for free /
discounted stay and usage of other facilities.
Experience Certificates
ITC-Welcomgroup Experience Certificates can be utilized against a host
of services at their Hotels for stay, fine dining experiences, Kaya Kalp Spa
services to business center & telecommunication services. Experience
Certificates can also be used for Corporate Gifting, recognition, rewarding
or motivating employees.
                                                                                              xxxvi


Appendix-5: References

   1. "ITC-Welcomgroup India Selects MICROS as Next Generation Technology Partner". PR
       Newswire Association LLC.. 2009-06-25. Retrieved 2009-06-26.
   2. "Welcomgroup tops Hewitt best employer". The Hindu (Chennai). Apr 15, 2009.
   3. About us, ITC Welcomgroup website, http://www.itcwelcomgroup.in/Others/OthersABT.aspx
   4. History and Evolution of ITC, http://www.itcportal.com/about-itc/itc-profile/history-and-
       evolution.aspx.
   5. ITC Hotels, http://www.itcportal.com/itc-business/hotels.aspx.
   6. WelcomEnviron, http://www.itcwelcomgroup.in/welcomenviron/
   7. ITC Hotel – Luxury Collection, http://www.itcwelcomgroup.in/welcomenviron/
       http://www.itcwelcomgroup.in/OurBrands/OurBrandsITCHotel-LuxuryCollection.aspx
   8. ITC WelcomHotels / Sheratons,
       http://www.itcwelcomgroup.in/OurBrands/OurBrandsWelcomHotel-Sheraton.aspx
   9. Fortune Hotels from ITC Welcomgroup, http://www.fortunehotels.in
   10. WelcomHeritage Hotels, http://www.welcomheritagehotels.com
   11. Kaya Kalp, http://www.itcwelcomgroup.in/OurBrands/kayakalp.aspx
   12. Welcome Cuisine,
       http://www.itcwelcomgroup.in/welcomcuisine/bukhara/cuisine_origin_brief.html
   13. Winter package, ITC Welcomgroup,
           1. ITC Fortune Hotels, http://www.fortunehotels.in/specialoffers.aspx
           2. ITC WelcomHeritage, http://www.welcomheritagehotels.com/special-offers
           3. ITC WelcomBreak, http://www.welcombreak.com/
                   1. Kaya Kalp: http://www.welcombreak.com/hotel-packages/kaya-kalp-spa-breaks/
                   2. Mini Braks: http://www.welcombreak.com/hotel-packages/mini-breaks/
                   3. Short Breaks: http://www.welcombreak.com/hotel-packages/short-breaks/
                   4. Culinary Breaks: http://www.welcombreak.com/hotel-packages/culinary-breaks/
                   5. Luxury romance: http://www.welcombreak.com/hotel-packages/luxury-romance/
                   6. Sheraton – Sneakaways: http://www.welcombreak.com/hotel-packages/sheraton-
                         sneakaways/
   14. Indian Hotels Directory, http://www.india-hotels-directory.com
   15. Special rates:
           1. Internet Rates: http://www.welcombreak.com/hotel-packages/internet-only-rate/
           2. Early Bird Offer: http://www.welcombreak.com/hotel-packages/early-bird-offer/
           3. Extended stays: http://www.welcombreak.com/hotel-packages/extended-stays/
   16. Loyalty programs:
                                                                                        xxxvii


       1. WelcomAward: http://www.itcwelcomgroup.in/Loyalty/WelcomWardLogin.aspx
       2. Culinary Plus: http://www.itcwelcomgroup.in/Loyalty/CulinaryPlusIndex.aspx
       3. Welcomlink: http://www.itcwelcomgroup.in/Loyalty/WelcomLinkLogin.aspx
17. Travel partners
       1. Amadus Global travel distribution system: http://www.amadeus.net
       2. Worldspan: http://www.worldspan.com
       3. Sabre Holdings: http://www.sabre.com
       4. Holiday IQ: http://www.holidayiq.com
       5. Trip Advisor: http://www.tripadvisor.in
       6. Clear Trip: http://www.cleartrip.com
       7. Hotel : http://www.hotels.com
       8. Expedia: http://www.expedia.co.in
       9. Holiday IQ: http://www.holidayiq.com
       10. Travelguru: http://travelguru.com.
18. ITC sees expansion in hotels: http://www.livemint.com/2010/07/23183844/ITC-sees-expansion-
    in-hotels.html

				
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