CASE STUDIES
We help our clients to solve problems and develop their businesses. We approach each of them with fresh eyes to develop customized, unique strategies. Discover some of our success stories.
LAUNCHING SALES INITIATIVES IN THE GREATER CHINA MARKET
ANANTARA HOTELS & RESORTS
Situation
Anantara Hotels & Resorts at the time had less than 20 properties and had not yet focused on our market. Their main goal was to drive bookings from Hong Kong, Taiwan and Mainland China markets as well as building the brand awareness amongst the travel trade.
Actions
Infinite Luxury established an action plan coordinated with Anantara Hotels & Resorts for us to implement in unison. We selected critical partners to provide a baseline of business from each market as well as selecting boutique agencies for higher room categories.
Achievements
We connected Anantara Hotels & Resorts with all sales and marketing channels, recommending suitable outbound partners to contract and negotiated during the contracting process.
As of today, Anantara Hotels & Resorts enjoys a strong awareness in the market built on the foundation we built in the early stage of their market entry.
In year 1, the room revenue increased by 25%.
DESIGNED & IMPLEMENTED SALES & PR STRATEGIES IN THE GREATER CHINA MARKET
ROCCO FORTE HOTELS
Situation
Rocco Forte Hotels had not yet implemented any activities in China. They needed to structure their entry into the market with an organized sales strategy for their 12 hotels in Europe. The brand had very little recognition in Asia and ever more so in China. The goal was to drive a sustainable source of room sales to each of the properties.
Actions
Infinite Luxury proposed a sales, marketing and communications strategy in alignment with Rocco Forte Hotels’ corporate office direction. Key customers in each distribution channels and regions were identified and worked on by our local teams. Roadshows, events and interviews with RFH General Managers, Sales and PR teams were organized to showcase the brand and its properties alongside a focused integrated communications plan to create exposure and drive awareness. Later on an official WeChat account was created and is currently managed to further engage the local audience.
Achievements
Today, the Rocco Forte Hotels brand is highly recognized within the luxury travel trade in our markets and a preferred hotel brand to many of our local partners. Identifying the key partners in each channel was the key to this success, combined with an efficient communications strategy. In year 1, Greater China room revenue increased by 48% and the AEV generated by the PR exposure represented more than US$ 200k. Rocco Forte Hotels has been published in the local editions of Conde Nast, Travel+Leisure, L’Officiel, Vogue, Robb Report,…..
ANANTARA HOTELS & RESORTS
Situation
Anantara Hotels & Resorts at the time had less than 20 properties and had not yet focused on our market. Their main goal was to drive bookings from Hong Kong, Taiwan and Mainland China markets as well as building the brand awareness amongst the travel trade.
Actions
Infinite Luxury established an action plan coordinated with Anantara Hotels & Resorts for us to implement in unison. We selected critical partners to provide a baseline of business from each market as well as selecting boutique agencies for higher room categories.
Achievements
We connected Anantara Hotels & Resorts with all sales and marketing channels, recommending suitable outbound partners to contract and negotiated during the contracting process.
As of today, Anantara Hotels & Resorts enjoys a strong awareness in the market built on the foundation we built in the early stage of their market entry.
In year 1, the room revenue increased by 25%.
ESTABLISH DISTRIBUTION CHANNELS IN THE GREATER CHINA MARKET
One&Only RESORTS
Situation
In 2012, One&Only wanted to establish their distribution channel in the Greater China markets as no corporate structured approach was defined at that time. In order to drive room nights volume from these markets and build the foundation for the future, they decided to seek support of an established partner to guide them with their entry in these markets and provide ongoing support to nurture and grow the local opportunities.
Actions
Infinite Luxury was tasked, by the corporate office, to establish all sales distribution channels and marketing initiatives. A refined strategy was designed to drive business to all destinations by diversifying the spread of partners amongst wholesalers, luxury travel agencies, OTAs, corporate,…We acted as the brand’s strategic partner to discover collaboration opportunities in the local market to drive brand awareness.
Achievements
In year 1, the group room revenue for our markets grew by 20% and the brand achieved a higher level of recognition amongst the trade and customers. Further growth was achieved in the following years with a continued daily activation with the trade and various marketing activities to support lesser known destinations and properties.
SALES STRATEGIES LAUNCH IN THE GREATER CHINA MARKET
EMAAR HOSPITALITY - DUBAI
Situation
Emaar Hospitality comprising of the brands “The Address” and “Armani Dubai” called upon Infinite Luxury to launch their first formal sales strategy in the Greater China Market. Having an iconic property at very high rates and several others more focused on larger volume and groups business, Emaar required a tailored approach for both.
Actions
Our team focused on different channels for each brand, on one hand targeting luxury boutique travel agencies, high level corporate travelers and small luxury groups, on the other hand MICE, OTAs, golf clubs, etc... were the target.
Achievements
The brands were successfully launched amongst the trade, a diverse network of agents was established to provide different opportunities of business balancing volume and rates. A 35% increase in room revenue was achieved in year 1.
POSITIONED & ELEVATED BRAND AWARNESS & SALES STRATEGIES IN THE GREATER CHINA MARKET
COCO COLLECTION, MALDIVES
Situation
Coco Collection comprises of several luxury island resorts in the Maldives. Greater China room production was starting to grow and the management team felt the need to harness this market with a clear approach and dedication. At that time, Coco Collection was also in the midst of preparing for the launch of a newly built ultra luxury island, Coco Privé.
Actions
In 2013, Infinite Luxury was appointed to help define the strategy for sales, marketing and communications for the Coco Collection luxury properties. We set to identify the right mix of partners across the different regions to generate a broad supply of booking consistently and provide media coverage on and offline to elevate the brand and properties awareness. Familiarization trips, market visits and marketing partnerships were organised to create more buzz and knowledge. In 2019, Coco Collection official WeChat account is launched and managed by Infinite Luxury.
Achievements
All sales channels were successfully established and nurtured, providing an increase in room revenue of 45% in year 1 and year on year growth until today. Successful relationships with PR and communications partners have been developed enabling us to generate yearly AEV over US$ 350k showcasing partnership with guest chefs, Lululemon China partnership with Chinese KOLs, environmental topics and more…
