This Weeks Detailed Case Study Information

Sandals Resorts is the #l resort company in the world, and they are very interested in your

product. This is your first chance to get in front of a client and see if you can create revenue by

selling to the largest resort chain in the world.

This is your big opportunity to show management that they have chosen the right person for the

job. Sandals resorts boast some of the most luxurious travel destinations in the world. The previous

team leader had been attempting to get a meeting with the purchasing director for over three

years. Now that same purchasing director has asked you fora meeting to discuss launching the

product within their brand.

The management at Crystal Kayak is very excited to have you take this challenge on, but they

are also cautiously optimistic, knowing what an ample opportunity this is. They have sent you a

list of items to be aware of when creating your presentation:

Sandals are not just luxury resorts. They also include family-friendly vacation locations that

are perfect for Crystal Kayak.

Safety will be a significant concern for Sandals, as they will not tolerate a guest being

hurt by the product and receiving a potential lawsuit.

Crystal Kayak will handle the logistics around getting the product to each resort. This will

not be the responsibility of the client.

Potential addon value pieces that you can use include bulkpurchasing discounts;

access to Crystal Kayak marketing materials and POS displays; an onsite marketing team

to create a viral video; and six months of exclusive rights within 10 miles of each of their

resort locations.

Dont forget to ask for the sale when you close!

Your sales team will have 15 minutes to entice the purchasing director to make the purchase.

Your success or failure will be critical to your career with Crystal Kayak.

Deliverables for This Weeks Case Study

Your task this week includes:

Develop a PowerPoint sales presentation that you would pitch to Sandals Resorts. Be sure

to include all the relevant information that the management has asked for, along with

any other information you think is necessary to close the sale.

Introduction: Begin by introducing yourself and thanking the purchasing director for meeting with you. Highlight the key benefits of Crystal Kayak's products, such as their unique design and eco-friendliness.

Market research: Share market research that shows the growing demand for eco-friendly, innovative products in the travel industry. Highlight how Crystal Kayak can help Sandals Resorts stay ahead of the competition by offering a unique and exciting activity for guests.

Safety features: Address the purchasing director's concerns about safety by showcasing the durability and stability of Crystal Kayak's products. Provide information about safety features such as the double hull design, puncture-resistant material, and comfortable seating that reduces the risk of capsizing or tipping over.

Logistics: Explain that Crystal Kayak will handle all aspects of logistics, including transportation, assembly, and maintenance. Emphasize that Sandals Resorts can focus on providing exceptional guest experiences without worrying about the logistics of implementing a new activity.

Add-on value pieces: Highlight the additional benefits that Sandals Resorts can enjoy by partnering with Crystal Kayak, such as bulk-purchasing discounts, access to marketing materials and POS displays, and an on-site marketing team to create a viral video. Offer an exclusive deal that provides six months of exclusive rights within 10 miles of each of their resort locations.

Closing: End your presentation by summarizing the key benefits of partnering with Crystal Kayak and asking for the sale. Offer a special promotion or incentive to encourage the purchasing director to make a decision on the spot.