Bringing about an evolution

Sunil Mathur, director (International Development), Indian Ocean Region for Wyndham Hotel Group International, talks about why it is important for companies to evolve from within to really achieve success. By Sanjeev Bhar

India is a storehouse of energy, believes Sunil Mathur who feels that business sentiments here are now being driven by a desire to change. "The bureaucratic hurdles are there of course but there is an amazing power to overcome these hurdles and this is what makes India such an attractive place to do business in," he says. This is also a reason why international brands like Wyndham Hotels Worldwide find India a lucrative market.

Hospitality is a profitable business but there are issues that prevent it from achieving full throttle. Mathur is among the first ones to voice the need to relax FSI norms for construction. "This would enable better room configuration and help the market meet the room shortfall," he says.

Wyndham Hotels Worldwide has a focused approach to develop its various brands - Wyndham Hotels & Resorts, four derivatives of brand Ramada (Ramada Plaza, Ramada Hotel, Ramada Hotel & Suites and Ramada Encore), Days Inns and Super 8. In India the group will opt for a mix of management and franchise.

Quality relationships

Selecting the right partners will therefore be top priority for the company. Mathur says, "The audience is both your partner and your customer. We therefore hold this relationship in high esteem." But when hotels evolve through various partnerships, it is vital to have a balance to justify the various business relationships, which can be a difficult task. Mathur denies it. "When there are a number of business partners, it is the company's integrity and professionalism that takes it through. Commitment towards the partners and business is the key," he says.

He also believes that quality is the only parameter to success. "It is important to recognise that brands need to be developed according to the needs of the market, the customer profile and the products they desire. This way, it is easier to live up to all commitments and sustain business relationships," he explains. To give an example he mentions that to ensure quality, Wyndham has its own architecture and design team.

Identifying the right product for a potential market is important as well. "The product and place has to match the demand for a brand to be present there. A lot of hard work is required to make a brand work," avers Mathur. On the marketing front, he still believes in word of mouth. "Word of mouth by our partners has played a vital role in spreading the company philosophy among potential partners. The internet is also a strong sales tool. Our strong reservation and GDS tool is a reason for our success," says Mathur. n