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STRATEGIC ACCOUNT BUSINESS PLAN
for SHERATON SAIGON HOTEL
Address: 88 Dong Khoi Street, District 1, Ho Chi Minh, Vietnam
Tel: +84 (8) 3 827 2828
Fax: +84 (8) 3 827 2929
Website: www.sheratonsaigon.com
Email: ssht.fbsecretary@sheraton.com
Submitted by:
VO TUNG THIEN AN 1258001
NGUYEN PHAN DANG 1258009
TRAN HONG DAO 1258010
HUYNH THANH NGUYEN 1258042
NGO THI XUAN UYEN 1258092
GALAXY GROUP - 12BSM2 - HOTEL FURNITURE OUTLET
DATE: 01/05/2015
Hotel Furniture Outlet Confidential
File: Galaxy_12BSM2 Strategic Account Business Plan.doc
Date Published: 01/05/2015

Galaxy - Strategic Account Business Plan
Table of Contents
Table of Contents.................................................................................................2
Document Objective............................................................................................3
Account Background ........................................................................................3
Customer Needs..................................................................................................6
Value Proposition................................................................................................6
Sales Opportunities.............................................................................................6
Sales Strategies...................................................................................................6
Financial Forecast...............................................................................................7
Communication Plan...........................................................................................7
Action Plan...........................................................................................................7
Required Resources............................................................................................8
Bibliography.........................................................................................................8
Hotel Furniture Outlet Confidential Page 2 11/8/2015

Document Objective
We are doing the sales plan for one year sales in order to make the long-term
relationship with the partners. In addition, we want to improve the product line for
the partner. Our company supports the wide range of the product line, such as,
sofas, coffee-tables, beds, wardrobes, chandeliers and lamps. When we chooses
the Vietnamese Hotel market to approach, there are many risks for us, however,
we hope we could expand sales to customers as well as increase their loyalty
and retention. We want to see the future customers’ satisfaction through the
feedback.
Account Background
Objective
Vietnam is the potential market for hospitality. After analyze the market, we find
that hotels and resorts increase significantly in Vietnam. It means that a lot of
customers demand for the best facilities in their relax time, such as furniture in
the hotel. By selling the furniture for the hotels in Vietnam, we may get the win-
win situation. Firstly, for the Vietnamese hotels, they can get the best furniture
with the suitable price. In more detail, our company has the “used product line”.
In Holland, those products may not appropriate anymore for the hotels industry or
hotel trend. So, we bring the opportunity for Vietnamese hotels to have the best
quality products with the good price. In some cases, when the clients use the
used products, they may ask the question about the quality of products. Our
company guarantees that if the customers choose that product line, they will
receive the highest quality. Secondly, there is convenience for the Vietnamese
clients. They do not spend too much time to fly to another country to choose the
supplier. When doing business with us, we just have two or three meetings in the
beginning of period. After that, we will deliver the things which are ordered
directly to the client’s hotels. By doing this, clients will not spend too much time.
Thirdly, for our company, we also have the opportunity to do business in the new
market, especially the Vietnam Market. Besides that, based on approaching the
new market, we may have the experience to expand our business to the whole
Asia area. Finally, we except our sales plan will increase the profit for client’s
hotel by giving them the glorious and modern furniture. That furniture will meet
the customer needs and they will bring the money for the hotels. At that time the
revenue of the hotel increase, it means that our business will be successful.

Client Profile
Sheraton Hotels & Resorts which is one of the branch of Starwood Company
own more than 400 hotels and 60 resorts in 70 countries all over the world which
provide service and comfort for travelers. Sheraton has a branch in Vietnam
which is located on Dong Khoi Street, Ho Chi Minh City. Moreover, Grand Tower
which belong to Sheraton Saigon Hotel has different design. It has 112 cozy,
elegance and modern rooms. The hotel has a total of 470 rooms, including
Grand Tower’s rooms. In addition, Sheraton Saigon Hotel has a swimming pool,
3 restaurants, 3 bars, 2 cafes, fitness center and Aqua Day Spa.
Sheraton is known for luxurious five-star hotel. They develop in many services to
meet customer needs. They also spend more than 2,500 for 17 meeting and
banquet rooms, and a 1,080 square feet Grand Ballroom, boardroom, and
secretariat which is a premier convention, event, and wedding venue in Ho Chi
Minh City.
Client Business Objectives and Initiatives
Starwood Hotels & Resorts Worldwide, as well as Sheraton Saigon’s mission is
providing best services and products and bringing home experience home
atmosphere to their travelers and business. They also warrant to respect and
protect their customer’s privacy.
Sheraton Hotels and Resorts develop sustainability programs which help nature
environment and reduce the impact on climate. They want to save energy and
water as well as control greenhouse gas emission. Especially, Sustainable
Meeting Practices provide green environment by using recycle supplies or smart
resource like LED signage and white boards. They not only encourage their
employees to follow the program but also motivate their guest.
Client Organization Chart

Client Contact List
Name Title Telephone
Number
E-mail Address
Truong Van Thao Purchasing
Manager
+84 8 3827
2828
thaotv2001@yahoo.com
Internal Team Organization Chart
Because Vietnam is the new market segment for us, so, this is the first time we
cooperate. We tend to establish the long-term relationship with the clients in the
first time we do business together.

Value Delivered to Client
By cooperating, both Hotel Furniture Outlet and Sheraton Hotel will get benefit.
For Hotel Furniture Outlet, we can promote our brand strongly by do business
with Vietnam. In Vietnamese market, we are a new brand. In contrast, Sheraton
is the famous brand in many countries, and here we focus on Vietnamese
market. Sheraton is belonged to the top hotels that receive the good rates form
customers. Cooperating with Sheraton, we have a good chance to develop our
brand and our reputation in Vietnam. For Sheraton Hotel, they improve the
quality of their furniture by choosing our products. We already did the business
with many hotels in the entire of the world, so we believe that our products are in
the best quality.
Customer Needs
[Summarize the benefits that the customer expects from a longer-term relationship.]
Value Proposition
[Describe the account team’s value proposition—a statement of intent to deliver a measurable
business result that the client views as a critical prerequisite or outcome for the client’s success.]
Sales Opportunities
[Identify the opportunities that the account team will pursue with this client.]
Sales Strategies
[Describe the account team’s strategy, objective, and tactics for pursuing the indicated sales
opportunities.]

Financial Forecast
Time
Expenses Quarter 1 Quarter 2 Quarter 3 Quarter 4 Total/Year
Rent 30000 30000 30000 30000 120000
Salary 5400 5400 5400 5400 21600
Delivery 1000 _ 1000 _ 2000
Transportantion Fee 660 660 660 660 2640
Marking Expense 4900 _ 4900 _ 9800
Utilities 2250 2250 2250 2250 9000
Tax 21240
Total 44210 38310 44210 38310 186280
Quarter 1 Quarter 2 Quarter 3 Quarter 4 Total/Year
Sales Forecast 62500 62500 62500 62500 250000
Profit 18290 24190 18290 24190 84960
Communication Plan
Action Plan
[List the major action items that the account team will take on.]
Action Person Responsible Time Frame

Required Resources
[Create a list of projected resources needed to successfully carry out this client plan.]
Bibliography
Starwood Hotels and Resorts. (n.d.). Retrieved from
http://www.starwoodhotels.com/corporate/about/citizenship/sustainability/progra
ms.html
Sheraton Saigon Hotel & Towers. (n.d.). Retrieved from
http://www.starwoodhotels.com/sheraton/property/features/environmental_details
.html?propertyID=1449
News, V. (2014, June 10). Vietnamnews. Retrieved from Vietnamews.vn:
http://vietnamnews.vn/economy/255997/good-times-ahead-for-vn-hotel-
industry.html
Tripadvisor. (2015, Jan). Tripadvisor Vietnam. Retrieved from tripadvisor.com.vn:
http://www.tripadvisor.com.vn/Hotel_Review-g293925-d304523-Reviews-
Sheraton_Saigon_Hotel_Towers-Ho_Chi_Minh_City.html

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