OYO

Introduction
Oyo Rooms is an online website for budget lodging. The company was founded in
2013. Headquartered in Gurgaon, Haryana. They have a chain of hotels, presently in a few
cities and towns (but rapidly expanding) in India. Along with a clean room, they offer or
claim to offer, quality and standardized services like in-room Wi-Fi, breakfast, AC, backup
power, etc at budget prices.
Unlike traditional hotel chains, Oyo doesn't own or operate most of the hotels. They
tie up with existing hotels and ensure that they offer Oyo defined quality to the guests who
book through Oyo platform. In many cases, guests can book the same hotels through hotel
aggregator websites or directly from the hotel reservations desk, often at the same price.
However, having the Oyo brand gives the comfort of familiar brand and quality to guests.
It has 4,50,000 listings in 500 cities in India, China, Malaysia, Nepal, Sri Lanka,
United Kingdom, United States, United Arab Emirates, Saudi Arabia, Philippines, Indonesia,
Vietnam, and Japan.
The company also operates OYO Home, an Airbnb-like marketplace for short-term
managed rentals.

Operation
Below are the few images which explains their working process for a given month.
 The first image explains the different events that is being taken care by the supply
team (Sales team) based on segmenting the regions into North South and so on. Each row
shows the different cities within the segmented regions to get the detailed insights about their
process.
 The following images explains about the day to day conversion of customers
(Events/Venues). Customers from city are tracked from last 10 days to ensure future
conversion.

The final image extensively talks about how many events registered from which
cities, categories of event signed, Date of registering the event, Current progress of the event,
Total commitment made till date.

Methodology
In order to study about different industries OYO was chosen particularly to see the
process of sales team and distribution network in an entirely new perspective the questions
are as follows,
1. Which part of your organization acts as sales team or performs the roles of the
sales team?
2. Can u explain in brief about the distribution network that is in your industry and
who represent it?
3. How does the coordination between the sales team and the distribution team takes
place?
4. How frequently the coordination takes place between them?
5. Can u explain some of the hurdles that is been faced by the team during the entire
process?
6. How did they tackle the problems faced during the hurdles?
 Followed by the questionnaire we fixed a date or an appointment with the official of
the corresponding organisation in order to collect the data through these questions. During the
appointment day we clarify the required consent with the official and proceed it further. The
method followed here is the telephonic approach where call has been recorded to store the
information for further purposes.

Summary of Recording
Mr Naynesh has explained about the basic models which are being followed by the
organization like Business development Model (Sales & Marketing model) & Self-operating
model. In the first model the distribution network is nothing else the property owners who
ties up with the organization to allocate rooms for the customers as per their requirements.
This process is entirely coordinated with the help of sales team. In the second model the
entire process is taken care by OYO including the assets in the property like AC, Sofas and so
on. Venues are generally considered as supply in this industry. In the Second model these
venues are called as Venues assured in order to differentiate with the first one. The
coordination that takes place between Sales team and the asset owner who acts as the
distributors is so intensive as it involves live tracking throughout the month.

LINK: https://drive.google.com/file/d/1eSlfMTiiqNRfVXBS_-g_U7JL9lmomcQa/view?
usp=sharing
SPEAKER: Mr Naynesh
INTERVIEWER: Vamshi Vignesh D