Business Intelligence Solution Presentation to Grand Hyatt, Mumbai

1. Business Intelligence SolutionPresentation to Grand Hyatt, Mumbai & for Actionable Information

2. Center for Business Intelligence and Analytics (C-BIA) for Actionable Information

3. Mission “Create business value for clients by enabling superior performance through unleashing hidden wealth in operational and external data sources combined with innovative Analytics.”

4. History • C-BIA, a division of TechKnit was founded in 2004 • TechKnit IT enabled Services is a private company owned by renowned professors: • MIT Professor Dr. Nitin R. Patel • Harvard Professor Dr. Cyrus R. Mehta the founders of Cytel Inc. Massachusetts, USA (www.cytel.com).

5. FoundersCyrus Mehta, Ph.D. - Founder and President , Cytel Inc. • An influential thought leader in the area of biostatistics • Dr. Mehta has concentrated his research activities on developing software and innovative methods for flexible clinical trial designs and non-parametric exact statistics. • Dr. Mehta has published over 65 papers in journals like JASA, Biometrika and Biometrics. • He and his co-authors, Dr. Nitin Patel and Dr. Karim Hirji received the 1987 George W. Snedecor Award from the American Statistical Association. • In 1995 Dr. Mehta was elected a Fellow of the American Statistical Association. • In 2000, Dr. Mehta was named the Mosteller Statistician of the Year by the Massachusetts Chapter of the American Statistical Association. • In addition to his activities as Chairman of Cytel Software Corporation, Dr. Mehta has been a member of the faculty in the Department of Biostatistics, Harvard School of Public Health since 1979.

6. FoundersNitin Patel, Ph.D. - Founder, Chairman and Chief Technology Officer • Dr. Patel is a leading expert on the development of fast and accurate computer algorithms to implement computationally intensive statistical methods. • He has published over sixty-five refereed papers in the areas of statistics, operations research and computing. • He and his co-authors, Dr. Cyrus Mehta and Dr. Karim Hirji, received the 1987 George W. Snedecor Award from the American Statistical Association. • In 2003, Dr. Patel was elected a Fellow of the American Statistical Association. • Dr. Patel has been a member of the faculty at MIT's Sloan School and the Operations Research Center since 1995. • Previously, he was a Professor at the Indian Institute of Management, Ahmedabad, and held visiting positions at Harvard, the University of Michigan, the University of Montreal and the University of Pittsburgh.

7. Uniqueness and Expertise

8. People • Team of 40 people in Pune, consisting of: • Statisticians (Ph.D. and Masters in Statistics) • Statistical software developers (Masters in Statistics) • Microsoft • SAS • Data Analysts and Business Intelligence solution designers and developers (MBAs and Masters in Statistics) • Data Managers (MCAs) • Information Technology managers (Engineers and MCAs)

9. Spirit of Research, Innovation and Experimentation • Foundation of Cytel is based on research work of the Founders • Imbibed from the founders “mind-set” • Collection of people build it further • Vast repository of methodologies and software library • Witnessed in several products, key amongst them are:

10. C-BIA Management • Mayank ShahChartered Accountant Mayank has over 27 years' experience as Consultant, Executive and Academician in the field of MIS and BI applications for business. Mayank is Consultant and Executive Director of TechKnit and leads C-BIA. • Ajay SathePGDM, IIM, Ahmedabad Ajay has over 17 years' experience in IT industry specializing in Software Development and Technology Management. Ajay is Director of TechKnit and CEO of Cytel India. • Shrikant Athavale, Industrial Engineer Shrikant has nearly 36 years' experience in Industrial Engineering and Quality Management. Shrikant is Executive Director of TechKnit and leads C-elt, an e-Learning unit. • Vanaja Vaidyanathan, MBA and Cost and Works Accountant Vanaja has over eight years of experience in Business Intelligence practice, including work experience with A F. Ferguson & Co., Asian Paints, GE Capital and Satyam Computer services and is in charge of delivery at C-BIA. • Dan Crowell, MSc. in Economics, London School of Economics Dan is our associate based in USA, looking after business development and client interaction. Dan worked with IFC, GBI Team during 2004 to 2006 to coordinate activities in the field in South Asia. He first worked in South Asia in 1999 when he was a Fulbright Scholar in India.

11. Experts Panel • Nitin Patel, Ph. D. Dr. Patel is a leading expert on the development of fast and accurate computer algorithms to implement computationally intensive statistical methods. Dr. Patel is Founder and Co-Chairman of Cytel Software Corporation, Cambridge, MA, USA and Visiting Professor. MIT Sloan School of Management. • Suresh Ankolekar, Ph.D. Dr. Ankolekar has over 23 years of academic and consulting experience at Indian Institute of Management,Ahmedabad (IIMA) and Maastricht School of Management, Netherlands (MSM). Prof. Ankolekar has developed commercial software to solve large-scale optimization problems in transportation and has provided consulting in analytical software projects to Cytel Inc., and others. Prior to his doctoral study in management at IIMA, he worked as industrial engineer at Larsen and Toubro (Bombay). • Ashok Nag, Ph. D. Dr. Nag, a former senior executive of the Reserve Bank of India, the central bank and the monetary authority of the country, is a well-known expert in the banking and financial analytics, data warehousing and data mining. • Sunil Lakdawala, Ph. D. Dr. Lakdawala has over 20 years' of consulting experience in IT applications for business including Data Warehousing and Data Mining. Dr. Lakdawala is a consultant in BI applications and is visiting professor at S. P. Jain Institute of Management & Research. • V. Chandran, Aeronautical Engineering Chandran has over 22 years' experience in technology functions, including CTO positions in companies with sizeable software teams. Chandran is Vice President with Cytel India heading Technology Management function besides managing consulting assignments.

12. C-BIA Partnerships • SAS: Silver Alliance partner… • Mastek: BI Solutions… • Cytel-Cognizant: Pharmaceuticals- clinical trials… • Statistics.com…XLMiner marketing in USA • Syscon: BI solutions to logistics vertical…

13. Expertise • Data Warehousing • Manage large volume of data • Building data warehouse and ‘cubes’ • Online Analytical Processes (OLAP) • Studying data patterns by slicing, dicing and drilling • Making inference • Data Mining • Manage large volume of data • Sampling • Building valid models • Making predictions – scoring • Statistical Analysis • Manage large volume of data • Data distribution • Pareto • Outliers • Trends • Correlations

14. Technology and Infrastructure in Pune • 6000 sq. feet of office space in Pune • Secured Network with high bandwidth Connectivity • Windows and SAS Platforms with more than six servers • Methodologies and SOPs for Clinical Trials, Analytics and BI solutions • Well established software development practices

15. ProfitLogic, US B harat Petroleum, India Mastek, India Dainik Jagran, India Trumac, India TAM Media Research, India Savita Chemicals, Ind ia KPIT Cummins Infosystems Ltd. , India Tata Motors Ltd., India Selected Customers

16. Business Intelligence for Hotel Industry

17. Critical Success Factors for BI • Actionable Information • Summary information to assess performance v/s target and benchmark • Discover low performing and high performing areas • Discover causes of low / high performance • BI Design • Key Performance Indicators (KPI) • OLAP Views • Reports • Leverage technology • Dash Board • Drill-down, Slice and Dice information • Reports – filter / sort information • Deploy analytical techniques – correlation, pareto analysis, trend analysis, distribution analysis

18. Business Performance Management Issues(Scope for using Balanced Score Card) • Are we getting good value for our facilities? • Is our sales network and channel management good enough to generate adequate occupancy at the best average room rates in our class of hotels? • Are we managing our operations efficiently to generate adequate returns? • Are our guests satisfied with our room quality, food, services etc.? • Are we getting good share of spend by our clients during their stay? Is it increasing or decreasing? • What are the utilization levels of different facilities by customers staying at our hotels and casual visitors? • What is the level of repeat sales, loyalty sales etc.?

19. BSC Chain ROI Profitable Customers Financial Internal Processes Segmentation Satisfaction Share Profitability Learning and Growth Services Operations Innovation Satisfied and Effective Employees Technology support

20. Business Processes • Rooms • Food & Beverages • Banquets • Other Services • Customer Acquisition, Retention and Attrition • Customer Satisfaction • Financial Performance • Inventory Management • Procurement • Maintenance & House Keeping • HR

21. Performance Management Issues At what rate we acquire new customers? What is the trend in Customer spend? What is the change in wallet share of customers? What is the attrition rate of Customers? Who are our Customers and what segments they belong to? KPI and Trends New Customer Acquisition Nos / % Revenue share of New Customers % Average Spend Increase by Retained Customers % Attrition Rate Nos / % Revenue Estimate of Lost Customers Dimensions Customer class Time Customer

22. Performance Management Issues What is occupancy trend? What is Average Room Rate (ARR) Trend? What is Customer Segment-wise Room Revenue? Which segments contribute to higher ARR / Occupancy? How are different channels performing? KPIs and Trends Room Revenue Average Room Rate Occupancy % Rooms Available % of Total Rooms Repeat Customer Occupancy % Dimensions Room Type Customer Segment Time Rooms

23. Performance Management Issues What is the share of F&B Revenue? Contribution of restaurants/outlets to F&B Revenue? Which Customer Segment contributes high / low to F&B Revenue? KPIs and Trends F & B Revenue F&B Revenue Share % F&B Revenue by resident customers % Dimensions Restaurant / outlet Food style Customer segment Time Food & Beverages

24. Performance Management Issues What is the share of Banquet Revenue? Contribution of different facilities to Banquet Revenue? Which Customer Segment contributes high / low to Banquet Revenue? What is the Average Revenue per Guest? KPIs and Trends Banquet Revenue Banquet Revenue Share % Average Revenue per Guest Dimensions Facility Food style Customer segment Time Banquets

25. Performance Management Issues What are the trends in: Revenue Profitability Outstanding Receivables Foreign Currency Earnings KPI and Trends Revenue Gross Profit GP Margin % Operating Costs Operating Profit Operating Profit % Receivable % of Revenue Foreign Currency Earning $ Dimensions Service Customer segment Time Financial Performance

26. Performance Management Issues What is the RM inventory level do we have: Ex-stock items Made-to-order items At: Stores At the sale locations What is the ideal inventory should we have considering: Consumption forecast Lot size Frequency of replenishment What is the excess inventory? What is the obsolete inventory? What is slow moving inventory? What inventory will become obsolete in next six months? KPI and Trends Inventory % of Consumption Excess Inventory Near-to-expiry Inventory Slow Moving Inventory Stock-outs (No. of Events / Loss of Revenue) Dimensions Item Location Time Inventory Management

27. Performance Management Issues Who are my most preferred vendors? What is purchase cost from vendors for a particular product? What is the rejection rate per vendor? What is their on-time delivery performance? What are the lead times? KPIs and Trends Purchase Transactions (Nos.) Purchase Value (Rs. in ‘000) Rejection (%) On-time Delivery (% of Order Items) Average Purchase value per transaction (Rs. In ‘000) Average Delay Duration (Days) Dimensions Item Vendor Location Procurement

28. Performance Management Issues Are our guests satisfied with our maintenance and house keeping? What kind of complains do we get? How quickly they are resolved? Are we managing our operations efficiently? KPIs and Trends Complaints (Nos.) Avg. time to resolve (Minutes) Cleanliness Index Customer satisfaction rating Cost % of Revenue Dimensions Location Customer class Type of Problem Maintenance and House Keeping

29. XLDashBoard Functionality for Actionable Information

30. Graphical Dash Board for your Favorite Performance Charts….

31. Key Performance Indicators and their performance trends…Average Room Rate

32. Look at all reports and views available subject-wiseSelect information from chosen subject

33. Study ….find Room Type-wise Occupancy & Revenue for a Year…

34. Drill down ...to study Low and High Performing Room Type-wise Occupancy & Revenue for a Month

35. Look at user-friendly graphsRoom Revenue and % of Total Revenue by Market Segment

36. Analyse ….Pareto ChartChannel wise contribution to revenue…

37. Generate Trend chart…Gross Hotel Revenue.. By Customer Segments

38. Generate a Report…Listing Daily Collection

39. Why XLDashBoard? • Enterprise wide application providing ‘single version of truth’ • Data stored in dedicated Data Warehouse and Information Cubes • Protected data • No voluminous queries run on transaction systems • Instantaneous response to users with summary information, drill-downs, slice and dice functions • Access control mechanisms • Ability to build ad-hoc reports, new Query and Analysis Views • BI functionality comparable to any world class BI Application. • Cost Effective

40. Thank You Any Questions?