Stay where you are or go on your Own

Considering challenges at OYO, should Michel pursue a career shift? Explore professional options within OYO such as HR Director, Field Sales Representatives, Territory Operations Leader, and Business Development Manager. Evaluate strategic alignment, growth opportunities, and customer engagement.

• Decision-making
• Career shift
• OYO
• Professional options
• Growth opportunities

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1. The big decision: Stay where you are or go On your Own On your Own PBS Consulting Team PBS Consulting Team Bernardo Pequito Gustavo Moutinho Laura Fernandes Marta Andre Porto Business School

2. Executive Summary Challenge Challenge Analysis Analysis Alternative & Recommendation Alternative & Recommendation Implementation Implementation Financials Financials Contingency Plan Contingency Plan 2

3. Challenge Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Michel s Career Shift Michel s Career Shift OYO Business Model challenge OYO Business Model challenge Sustainability of the business model Search for a more promising future Presently facing Losses MBA degree skills Future expectations Career Prospects 3

4. Analysis

5. What are the professional options in OYO? HR Director HR Director Human Resources Possibility to align talent with company prospects for the future Evaluate strategic and operational obligations Field sales Representatives Field sales Representatives Driving growth of OYO s Network Key person in advertising the business of OYO Meet with prospect owns for profitable business partnerships Territory Operations Leader Territory Operations Leader Manage new and Existing Hotels in OYO Network Successful management of hotel functions and stakeholders while initiating new processes fr improved customer experience Remote engagement with stakeholders Challenge process per market requirements Business development Manager Business development Manager Drive sales and revenue targets per territory Building relationships End-To-End Business development Use of CRM software's to improve customer s funnel Independent, Self-motivating 5 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

6. What are the professional options in OYO? HR Director HR Director Human Resources Possibility to align talent with company prospects for the future Evaluate strategic and operational obligations Field sales Representatives Field sales Representatives Driving growth of OYO s Network Key person in advertising the business of OYO Meet with prospect owns for profitable business partnerships Territory Operations Leader Territory Operations Leader Manage new and Existing Hotels in OYO Network Successful management of hotel functions and stakeholders while initiating new processes fr improved customer experience Remote engagement with stakeholders Challenge process per market requirements Business development Manager Business development Manager Drive sales and revenue targets per territory Building relationships End-To-End Business development Use of CRM software's to improve customer s funnel Independent, Self-motivating 6 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

7. What are the professional options in OYO? HR Director HR Director Human Resources Possibility to align talent with company prospects for the future Evaluate strategic and operational obligations Field sales Representatives Field sales Representatives Driving growth of OYO s Network Key person in advertising the business of OYO Meet with prospect owns for profitable business partnerships Territory Operations Leader Territory Operations Leader Manage new and Existing Hotels in OYO Network Successful management of hotel functions and stakeholders while initiating new processes fr improved customer experience Remote engagement with stakeholders Challenge process per market requirements Business development Manager Business development Manager Drive sales and revenue targets per territory Building relationships End-To-End Business development Use of CRM software's to improve customer s funnel Independent, Self-motivating 7 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

8. What are the professional options in OYO? HR Director HR Director Human Resources Possibility to align talent with company prospects for the future Evaluate strategic and operational obligations Field sales Representatives Field sales Representatives Driving growth of OYO s Network Key person in advertising the business of OYO Meet with prospect owns for profitable business partnerships Territory Operations Leader Territory Operations Leader Manage new and Existing Hotels in OYO Network Successful management of hotel functions and stakeholders while initiating new processes for improved customer experience Remote engagement with stakeholders Challenge process per market requirements Business development Manager Business development Manager Drive sales and revenue targets per territory Building relationships End-To-End Business development Use of CRM software's to improve customer s funnel Independent, Self-motivating 8 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

9. What are the professional options in OYO? HR Director HR Director Human Resources Possibility to align talent with company prospects for the future Evaluate strategic and operational obligations Field sales Representatives Field sales Representatives Driving growth of OYO s Network Key person in advertising the business of OYO Meet with prospect owns for profitable business partnerships Territory Operations Leader Territory Operations Leader Manage new and Existing Hotels in OYO Network Successful management of hotel functions and stakeholders while initiating new processes fr improved customer experience Remote engagement with stakeholders Challenge process per market requirements Business development Manager Business development Manager Drive sales and revenue targets per territory Building relationships End-To-End Business development Use of CRM software's to improve customer s funnel Independent, Self-motivating Michel can improve her career prospects with the available options for OYO Michel can improve her career prospects with the available options for OYO 9 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

10. Looking to OYO we know that they are growing significantly Net Loss (INR) Realised Value and Revenue (INR) 400 6000 350 5000 300 4000 250 3000 200 150 2000 100 1000 50 0 0 Realised value Revenue 2017-17 2017-18 2018-19 (Estimated) 2017-17 2017-18 2018-19 (Estimated) 3.5X increase in 3.5X increase in revenue revenue 10 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

11. Looking to OYO we know that they are growing significantly Net Loss (INR) Realised Value and Revenue (INR) 400 6000 350 5000 300 4000 250 3000 200 150 2000 100 1000 50 0 0 Realised value Revenue 2017-17 2017-18 2018-19 (Estimated) 2017-17 2017-18 2018-19 (Estimated) 3.5X increase in 3.5X increase in revenue revenue 11 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

12. Looking to OYO we know that they are growing significantly Net Loss (INR) Realised Value and Revenue (INR) 400 6000 350 5000 300 4000 250 3000 200 150 2000 100 1000 50 0 0 Realised value Revenue 2017-17 2017-18 2018-19 (Estimated) 2017-17 2017-18 2018-19 (Estimated) Not yet Not yet profitable profitable 3.5X increase in 3.5X increase in revenue revenue The scale The scale- -up is becoming more sustainable as it is a promising business up is becoming more sustainable as it is a promising business 12 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

13. Looking to OYO we know that they are growing significantly Net Loss (INR) Realised Value and Revenue (INR) 400 6000 350 5000 300 4000 250 3000 200 150 2000 100 1000 50 0 0 Realised value Revenue 2017-17 2017-18 2018-19 (Estimated) 2017-17 2017-18 2018-19 (Estimated) Not yet Not yet profitable profitable 3.5X increase in 3.5X increase in revenue revenue The scale The scale- -up is becoming more sustainable as it is a promising business up is becoming more sustainable as it is a promising business 13 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

14. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels 14 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

15. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers 15 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

16. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers Real Real- -time photos time photos Full Disclosure of features Full Disclosure of features Transparency Transparency 16 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

17. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers Real Real- -time photos time photos Full Disclosure of features Full Disclosure of features Transparency Transparency Standardizing experience for on the budget travels Standardizing experience for on the budget travels 17 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

18. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers Real Real- -time photos time photos Full Disclosure of features Full Disclosure of features Transparency Transparency Standardizing experience for on the budget travels Standardizing experience for on the budget travels Empowering workforce on Empowering workforce on performance achievement performance achievement 18 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

19. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers Real Real- -time photos time photos Full Disclosure of features Full Disclosure of features Transparency Transparency Standardizing experience for on the budget travels Standardizing experience for on the budget travels Empowering workforce on Empowering workforce on performance achievement performance achievement Data Analytics for Data Analytics for optimized performance optimized performance Pricing Algorithms Pricing Algorithms 19 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

20. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers Real Real- -time photos time photos Full Disclosure of features Full Disclosure of features Transparency Transparency Standardizing experience for on the budget travels Standardizing experience for on the budget travels Empowering workforce on Empowering workforce on performance achievement performance achievement Data Analytics for Data Analytics for optimized performance optimized performance Improve occupancy rate for Improve occupancy rate for franchisees franchisees Pricing Algorithms Pricing Algorithms 20 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

21. OYO is focused on differentiation Online booking for hotels, acting as in-between for customer and hotels App App Website Website Call Centers Call Centers Real Real- -time photos time photos Full Disclosure of features Full Disclosure of features Transparency Transparency Standardizing experience for on the budget travels Standardizing experience for on the budget travels Empowering workforce on Empowering workforce on performance achievement performance achievement Data Analytics for Data Analytics for optimized performance optimized performance Improve occupancy rate for Improve occupancy rate for franchisees franchisees Pricing Algorithms Pricing Algorithms Differentiation is key for OYO! Innovation and creativity are key for the future Differentiation is key for OYO! Innovation and creativity are key for the future 21 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

22. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience 22 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

23. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place 23 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

24. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place 88% would like to checkout 88% would like to checkout faster faster 24 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

25. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place 88% would like to checkout 88% would like to checkout faster faster 3 taps per room 3 taps per room 25 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

26. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place Budget focused Millennials look for cheap and reliable 88% would like to checkout 88% would like to checkout faster faster 3 taps per room 3 taps per room 26 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

27. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place Budget focused Millennials look for cheap and reliable 88% would like to checkout 88% would like to checkout faster faster Improved tools for more Improved tools for more efficient booking efficient booking 3 taps per room 3 taps per room 27 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

28. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place Budget focused Millennials look for cheap and reliable 88% would like to checkout 88% would like to checkout faster faster Improved tools for more Improved tools for more efficient booking efficient booking 3 taps per room 3 taps per room 28 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

29. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place Budget focused Millennials look for cheap and reliable 88% would like to checkout 88% would like to checkout faster faster Improved tools for more Improved tools for more efficient booking efficient booking Differentiated Experience Differentiated Experience Uniform Uniform Call Center Call Center Premium Options Premium Options Unique offers Unique offers 3 taps per room 3 taps per room 29 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

30. Consumers today are looking for OYO solution Convenience Convenience Value for Money Value for Money Experience Experience Simple Quick All information in one place Budget focused Millennials look for cheap and reliable 88% would like to checkout 88% would like to checkout faster faster Improved tools for more Improved tools for more efficient booking efficient booking Differentiated Experience Differentiated Experience Uniform Uniform Call Center Call Center Premium Options Premium Options Unique offers Unique offers 3 taps per room 3 taps per room OYO has space to improve in granting consumers with a unique experience and ensure brand OYO has space to improve in granting consumers with a unique experience and ensure brand loyalty loyalty 30 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

31. The market is growing significantly, but so are the players Direct competitors in India Direct competitors in India MakeMyTrip Goibibo Cleartrip 31 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

32. The market is growing significantly, but so are the players Direct competitors in India Direct competitors in India MakeMyTrip Goibibo Cleartrip Other Potential competitors Other Potential competitors TripAdvisor Hotels.com Booking AirBnB 32 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

33. The market is growing significantly, but so are the players Direct competitors in India Direct competitors in India MakeMyTrip Goibibo Cleartrip Other Potential competitors Other Potential competitors TripAdvisor Hotels.com Booking AirBnB OYO is one of the strongest in the market and must leverage its position for future growth OYO is one of the strongest in the market and must leverage its position for future growth 33 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

34. OYO brings a set of challenges for the professional future of Michel High Business Model exposure Dependent on partners performance Promising, relied for future growth Differentiated business model S S W W Market favors OYO Business Key is Differentiation and Custom Consumers search for value added simplified options There are new players in the market Challenges from expansion O O T T 34 Analysis Analysis Alternatives & Recommendation Recommendation Financials Contingency Plan

35. Alternatives & Recommendation

36. Challenge Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Michel s Career Shift Michel s Career Shift OYO Business Model challenge OYO Business Model challenge Sustainability of the business model Search for a more promising future Presently facing Losses MBA degree skills Future Expectations Career Prospects 36 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

37. Which Alternatives should you consider? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Michel s Career Shift Michel s Career Shift OYO Business Model challenge OYO Business Model challenge Sustainability of the business model Search for a more promising future Presently facing Losses MBA degree skills Future Expectations Career Prospects Should Michel Apply for a job? What Alternatives OYO have? 37 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

38. Which Alternatives should you consider to tackle the Career Shift? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Michel s Career Shift Michel s Career Shift OYO Business Model challenge OYO Business Model challenge Sustainability of the business model Search for a more promising future Presently facing Losses MBA degree skills Future Expectations Career Prospects Should Michel Apply for a job? 38 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

39. Michel Career shift Alternatives YES YES HR Director, Dallas Potential to grow with the company Tourism and business traveling growing New scale up in US Field Sales Representative Yes NO NO Business Development Manager Uncertainty Not clear information about the company Should Michel Work for OYO? No Territory Operations Leader 39 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

40. Michel Career shift Alternatives YES YES HR Director, Dallas Potential to grow with the company Tourism and business traveling growing New scale up in US Field Sales Representative Yes NO NO Business Development Manager Uncertainty Not clear information about the company Should Michel Work for OYO? No Territory Operations Leader Higher the Risk, Higher The Return You Should be Bold 40 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

41. Michel Career shift Alternatives HR Director, Dallas Field Sales Representative Yes Business Development Manager Should Michel Work for OYO? No Territory Operations Leader 41 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

42. Michel Career shift Alternatives 1 and 2 HR Director, Dallas Field Sales Representative Focus on HR and Services Impact on talent development and acquisitions Networking Business Knowledge Development Advantages No operational decision making level More support function Limited to the sale of the business model More external interactions rather than internal Disadvantages 42 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

43. Michel Career shift Alternatives 3 and 4 Business Development Manager Territory Operations Leader Networking End to End Business Development Improve technical skills with CRM capabilities and AI Supervision of Operations Internal and external Networking Access to High Management Access to decision making Advantages Time intensive Self-Motivations can be a challenge Local Market Focus Disadvantages 43 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

44. Michel Career shift Alternatives HR Director, Dallas Field Sales Representative Yes Business Development Manager Should Michel Work for OYO? No Territory Operations Leader Decision Making More promising 44 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

45. Which Alternatives should you consider for the Future? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Michel s Career Shift Michel s Career Shift OYO Business Model challenge OYO Business Model challenge Sustainability of the business model Search for a more promising future Presently facing Losses MBA degree skills Future Expectations Career Prospects Should Michel Apply for a job? What Alternatives OYO have? 45 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

46. What alternatives OYO have Alternatives 1 and 2 OYO - Differentiation Brands in USA Keep same Business Model Know How Well stablished concept Easy to grow Increase Customer targets Advantages Dependent on occupancy rates due to low prices Disadvantages Loose Focus 46 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

47. What alternatives OYO have Alternatives 1 and 2 OYO - Differentiation Brands in USA Keep same Business Model Know How Well stablished concept Easy to grow Increase Customer targets Advantages Dependent on occupancy rates due to low prices Disadvantages Loose Focus 47 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

48. How to answer each of the Challenges? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? Michel s Career Shift Michel s Career Shift OYO Business Model challenge OYO Business Model challenge Sustainability of the business model Search for a more promising future Presently facing Losses MBA degree skills Future Expectations Career Prospects Territory Operations Leader APPLY Strategy 48 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

49. APPLY Strategy Should Michel apply for a job at OYO, considering the challenges the firm is facing? Should Michel apply for a job at OYO, considering the challenges the firm is facing? OYO Business Model challenge OYO Business Model challenge APPLY Strategy AMAZE AMAZE Customer Experience PREPARE PREPARE For global branding YOU YOU People POTENTIATE POTENTIATE Partnerships LEAN LEAN On technology 49 Analysis Alternatives & Recommendation Alternatives & Recommendation Recommendation Financials Contingency Plan

50. Implementation

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