BEFIGHTER Business Group offers comprehensive and bespoke sales, marketing and PR representation to Hotels and Hotel Chains, Tourism Boards, DMC operators to travel professionals in Russia, Ukraine, Kazakhstan, Azerbaijan, Georgia and Baltic countries. Being a part of Befighter, that has been on a market for more than a fifteen years with a main focus on Executive Search for Financial Institutions, like banks, investment funds, investment companies, providing professional services to corporate clients with arranging their business travel, organizing events, incentive travel, meeting and conferences within Russia and abroad. We offer ‘tailor made’ sales and marketing plan considering every need our partners have in order to achieve commercial goals. Helping you to attain greater name presence and brand awareness, resulting in increased market share and revenues. Our prime goal is to establish long-term business relationship with partners, assistance in achieving commercial goals, support through detailed sales and marketing and action plans. We respect time and professionalism of our partners, their product uniqueness and market knowledge, we always remember about partner reputation they have gained on a market over the years. Our aim is help clients to succeed and we believe impossible is nothing!

1.
COMPANY
PROFILE
BEFIGHTER
Business
Group
10
Nashokinskiy
lane,
119019,
Moscow,
Russia
Tel:
+7
495
221
5828
web:
www.bb-­‐g.ru
Email:
kbaybarza@bb-­‐g.ru

2. Content
• Company
ProKile
• Representation
• Sales
&
Marketing
/
PR
• Requirements
• Key
Advantages
• Team
• Success
Samples
• Client
List

3. Company
ProKile
Be:ighter
Business
Group
offers
comprehensive
and
bespoke
sales,
marketing
and
PR
representation
services
to
Hotels,
Tourism
Boards,
DMC
operators
and
travel
professionals
in
Russia
and
CIS
countries.
Being
a
part
of
Be:ighter,
that
has
been
on
a
market
for
more
than
a
Kifteen
years
with
a
main
focus
on
Executive
Search
for
Financial
Institutions,
like
banks,
investment
funds,
investment
companies,
providing
professional
services
to
corporate
clients
with
arranging
their
business
travel,
organizing
events,
incentive
travel,
meeting
and
conferences
within
Russia
and
abroad.
BeKighter
Business
Group
offers
‘tailor
made’
sales
and
marketing
action
plan
considering
every
need
our
partners
have
in
order
to
achieve
commercial
goals.
Helping
you
to
attain
greater
name
presence
and
brand
awareness,
resulting
in
increased
market
share
and
revenues.
Our
strategy
is
to
work
in
partnership
with
a
small
number
of
non-­‐conKlicting
partners
to
provide
a
personalised
service
tailored
to
the
speciKic
needs
of
each
partner.
Driving
business
from
the
CIS
market
demands
an
experienced
and
respected
company
to
target
the
operators,
agents
and
afKiliate
organisations
to
promote
the
product.
The
presence
needs
to
be
consistent
and
sustained
to
keep
the
product
in
mind,
establish
relationships
and
deliver
consistent
growth.
BeKighter
Business
Group
has
the
contacts
in
place,
an
excellent
and
enthusiastic
team
out
on
the
road,
and
have
had
great
success
developing
business
for
hotels
and
ground
operators
in
the
CIS
market.
Our
aim
is
to
help
clients
to
succeed
and
we
believe
impossible
is
nothing!

4. Representation
•
Management
of
all
trade
relationships
•
Development
and
negotiation
of
sales
mission
•
Road
Show
organization
and
arrangements
•
Organization
of
familiarization
trips
•
Destination
and
product
training
via
sale
calls
•
Representation
via
trades
and
industry
events
•
Event
organization
•
Advice
on
market,
tactical
opportunities
and
competitor
analysis

5. Sales
&
Marketing/
PR
Sales
&
marketing
•
Marketing
action
plan
development
•
Brand
development
within
the
market
•
Initiation
and
development
of
marketing
campaigns
•
Research
and
development
of
new
niche
and
emerging
markets
•
IdentiKication
and
development
of
new
co-­‐partnerships
that
offer
brand
alignment
•
Identifying
and
utilizing
digital
technology
to
maximize
potential
to
the
client
PR
•
Generating
exceptional
PR
coverage
across
a
range
of
media
•
Strategic
planning
to
create
innovative
and
affective
PR
campaigns
•
Organizing
Press
trips
•
Providing
press
ofKice
•
Arranging
press
conferences
and
media
interviews
•
Securing
brand
ambassadors
and
including
celebrity
endorsement

6. Requirements
our
key
objectives
for
representation
in
Russia
&
CIS
countries
• To
maintain
and
develop
brand
position
in
the
market
• To
ensure
that
key
USP’s
are
understood
in
this
markets
• Make
introductions
and
have
regular
contact
with
all
relevant
Product
Managers
with
a
view
to
gaining
additional
space
in
existing
programmes,
and
to
be
featured
for
the
Kirst
time
in
new
programmes
-­‐
both
in
brochures
and
on
websites
• To
track
operators’
contracting
periods
so
they
are
approached
at
the
best
time
of
year
for
gaining
exposure
• To
work
with
airline
partners
to
leverage
opportunities
with
their
key
partners
and
promotional
activity
• To
devise
tactical
solutions
for
maximising
sales
during
peak
booking
windows,
and
Killing
occupancy
during
the
more
challenging
low
season
• To
work
with
the
group
series
operators
to
use
our
clients
products
for
their
tour
programmes
• To
devise
relevant
and
cohesive
marketing
campaigns
in
conjunction
with
operator
partners
across
all
media
from
print
to
online
• To
target
high-­‐end,
luxury
independent
agencies
and
home-­‐workers
to
market
to
their
databases
• To
devise
speciKic
campaigns
for
each
market
segment,
including
honeymoons,
special
occasion
travel,
small
groups,
and
special
interest
etc.
• To
conduct
competitor
analysis,
and
make
recommendations
with
regards
to
rates,
special
offers,
value-­‐
adds
and
tactical
campaigns
• To
arrange
familiarisation
trips
for
appropriate
trade
partners
• To
arrange
in-­‐market
events
for
the
target
trade
audience
• To
manage
appointment
schedules
for
any
key
trade
shows
• To
accompany
one
annual
in-­‐market
visit
from
the
DOSM
or
other
relevant
contact

7. Key
Advantages
Our
people
-­‐
Our
team
have
all
worked
in
a
variety
of
roles
in
the
industry,
giving
us
an
unparalleled
knowledge
of
the
CIS
market
and
distribution.
More
than
10
years
experience
in
Hospitality
Industry.
Have
degree
in
Hospitality
management
and
graduated
in
European
countries.
Our
of:ices
-­‐
We
have
2
ofKices
in
Moscow
and
Kiev
that
give
us
an
opportunity
to
react
faster
on
market
needs.
Skills
and
planning
-­‐
We
have
the
skills
to
develop
relevant
and
dynamic
marketing
plans,
Kind
new
business
partners,
maintain
existing
relationships,
and
are
innovative
in
all
areas
of
activity
including
new
partnerships,
new
uses
of
technology
and
new
media.
We
have
strong
negotiation
skills,
and
produce
excellent
return
on
investment
for
our
clients.
Integrity
&
passion
–
We
operate
in
an
open
and
transparent
manner,
and
believe
that
our
reputation
rests
solely
upon
putting
our
client’s
interests
Kirst.
We
pass
on
all
negotiated
savings
and
media
commissions
directly
to
you,
as
well
as
negotiating
the
best
rates,
and
keeping
our
expenditure
low.
We
are
passionate
and
dedicated
to
our
role
in
the
travel
industry
and
our
in-­‐depth
market
knowledge
combined
with
our
strong
trade
relationships,
means
we
are
perfectly
positioned
to
develop
business
for
clients
looking
to
grow
in
the
CIS.
Contacts
-­‐
We
have
an
extensive
database
of
the
key
CIS
industry
contacts,
developed
over
the
last
ten
years,
and
maintained
constantly
to
ensure
it
is
up
to
date
and
accurate.
We
keep
in
close
contact
with
all
our
key
partners
to
ensure
we
are
aware
of
all
developments
and
opportunities
as
soon
as
they
arise.
We
are
large
enough
to
open
doors,
but
small
enough
to
guarantee
outstanding
service
and
return
on
investment.

8.
Konstantine
Baybarza
–
General
Director/
Moscow
of:ice
Team
2011-­‐2012
Assistant
Director
of
Sales
at
Fairmont
Grand
Hotel
Kyiv
5*,
Ukraine
ü Being
part
of
the
team
on
pre-­‐opening
stage,
organizing
site
inspections
with
Corporate
clients,
Travel
Agencies,
MICE
agencies
and
all
potential
business;
ü
Actively
involved
in
Sales
Action
plan
development;
ü
Stable
growth
of
hotel
occupancy
in
responsible
market
segment.
2010-­‐2010
Director
of
Sales
&
Marketing
at
Spa
Hotel
Grand-­‐Marine,
Odessa,
Ukraine
ü
Implementation
of
international
hotel
management
standards;
ü
Development
of
quarterly
and
six-­‐month
marketing
action
plan;
ü
Increasing
market
share
in
the
segment
of
"medical
tourism"
;
ü
Stable
growth
of
hotel
occupancy
on
all
market
segments.
2008-­‐2010
Co-­‐owner,
Managing
Director
at
Sportmaks
Ltd.
ü
An
ofKicial
representative
of
two
Italian
sport
brands:
Diadora
S.p.A
and
Givova;
ü
Active
cooperation
with
the
Football
Maestro
-­‐
Ukrainian
football
club
of
singers
and
Kilm
actors.
In
the
period
from
January
2008
to
October
2010
held
a
joint
tour
concerts
in
cities
of
Ukraine
(www.fcmaestro.com).
2005-­‐2008
Project
Manager
at
Tzar’s
Collection
Hotels&Resorts,
Odessa,
Ukraine
ü Projects
implementation:
Hotels
(4*-­‐5*)
construction
and
reconstruction
with
rooms
total
of
500.
2005-­‐2005
Director
of
Sales
&
Marketing
at
Mozart
Hotel
4*,
Odessa,
Ukraine
ü
Implementation
of
international
hotel
management
standards;
ü
Increasing
market
share
in
the
segment
of
MICE
tourism
and
stable
growth
of
hotel
occupancy
on
all
market
segments.
2002-­‐2005
The
Dorchester
London
Hotel
5*,
London,
UK

9. Team
Anna
Baybarza
–
Business
Development
Director
/
Moscow
Of:ice
2011-­‐2013
Fairmont
RafTles
Swissotel
GSA
at
Namen,
Director
of
Global
Accounts,
MICE
(Hotel
chain
worldwide)
ü Developed,
implemented
and
controlled
annual
strategic
plan;
ü Increase
in
the
number
of
room
nights
in
properties
for
up
to
50%
in
2012.
2009-­‐2013
Sun
Resorts
GSA
at
Namen,
Director
of
Sales
and
Marketing,
FIT
&
MICE
segments
(Hotel
chain
Maldives
and
Mauritius)
ü Developed,
implemented
and
controlled
annual
marketing
budget
and
strategic
plan,
year-­‐to-­‐year
sales
growth;
ü Established
and
leveraged
productive
relationships
with
key
contacts
across
the
travel
trade
(tour
operators,
travel
agencies,
airlines,
MICE);
ü Generated
opportunities
for
joint
and
co-­‐operative
marketing;
ü Increase
in
the
number
of
room
nights
in
properties
for
up
to
90%
in
2012.
2009-­‐2013
Director
of
Sales,
MICE
at
Namen
Hotel
Promotion
Group
ü
Improvement
and
implementation
of
Monthly
Report;
ü
Negotiation
with
potential
client
(Allied
PRA
has
been
signed);
ü
Implementation
of
new
clients.
2007-­‐2009
Incentive
and
group
travel
executive
ü
Reward
&
Recognition
for
making
2008
Employee
Appreciation
Month
in
Russia;
ü
Reward
&
Recognition
for
team
work;
ü
Reward
&
Recognition
for
support
to
Pepsi
Cola
Implant
OfKice
with
big
group
to
Sochi.

10. Anna
Chornaia
-­‐
Head
of
Ukrainian
Representative
2013
Director
of
Sales
&
Marketing
at
ZABUGOR.COM
Luxury
Travel
Club
Team
Created
and
implemented
the
Leisure
and
MICE
standards
of
customer
service,
models
and
tools
(concierge
services,
loyalty
programs
etc);
ü
Took
part
in
creation
of
training
material
(Corporate
Book
of
Sales)
which
is
being
used
by
the
company
to
train
sales
managers;
ü
Successfully
conducted
marketing
and
promotional
campaigns,
cross-­‐promotional
campaigns
with
leaders
in
luxury
industry
(5*
Resorts,
Golf
Club,
leading
SPA
and
luxury
boutiques),
that
resulted
in
increased
sales,
and
help
promote
and
create
awareness
around
the
company's
brand
and
partners
brand.
2011-­‐2013
Head
of
Sales
Department
at
ZABUGOR.COM
Luxury
Travel
Club
ü
Building
and
developing
effective
sales
team,
year-­‐to-­‐year
sales
growth;
ü
Organized
several
international
conferences,
events,
incentive
and
business
trips
for
big
and
well
known
companies
in
CIS
in
2010-­‐2013
(for
groups
from
25
participants
and
up
to
180
participants);
ü
Successfully
conducted
marketing
and
promotional
campaigns
(sales
calls,
FAM
and
Press
trips,
special
events,
lottery
programs
etc).
2009-­‐2011
Senior
Sales
Manager
at
ZABUGOR.COM
Luxury
Travel
Club
ü
Twice
was
the
Best
Sales
Manager
of
unique
private
charters
to
Maldives
Islands
(in
2009
and
in
2010);
ü
Grow
sales
an
average
up
to
20%:
Australia,
Asia
and
Indian
Ocean
region,
Africa
region
(for
two
consecutive
years);
ü
Organized
few
Incentive
Trips
for
corporate
clients
and
several
Press
&
FAM
trips.
2005-­‐2008
Senior
sales
manager
and
Head
of
Sales
Department
at
SAGA
LLC
ü
Building
and
developing
effective
sales
team:
grow
sales
in
the
all
areas
of
department:
Asia
and
Indian
Ocean
region,
Africa
region
and
Australia
region;
ü
Organized
several
FAM
trips,
special
events
and
presentations
with
leading
hotels
and
DMCs
for
Ukrainian
Travel
Agencies
that
resulted
in
increased
sales.
ü

11. Team
Anton
Chornyi-­‐
Head
of
Marketing
&
Advertising
at
Ukrainian
Representative
Of:ice
2013-­‐2014
Managing
Partner
at
The
TRAVELLERSS
Club,
Kiev,
Ukraine
ü Development
of
all
research
and
creation
of
the
brand
identity;
ü Successfully
launched
company's
Kirst
Website;
ü Generated
compelling
and
creative
advertising
proposals;
ü Making
of
blog
in
the
Russian-­‐language
Internet
and
regular
writing
posts
for
them
with
the
purpose
of
promotion
of
club's
services
and
the
luxury
hotel
brands;
ü Content
development:
writing
texts
for
website,
making
unique
content,
copyrighting
and
text
optimization.
2013-­‐2014
Front
OfTice
Department
at
Intercontinental
Kiev
ü Proper
handling
of
special
requests,
VIP'S
and
Guest
requirements;
ü Implementation
and
Maintenance
of
daily
statistics
reports
for
the
purpose
of
yield
management;
ü Reconciliation
of
Group
accounts
and
packages;
ü Consistent
balancing
of
Department
Kloat;
ü Achievement
of
Budgeted
Occupancy.
2012
-­‐
2013
Guest
Service
Representative
at
Radisson
Blu
Hotel
Kiev
ü Having
wealth
of
knowledge
in
relating
to
hotel
products,
events
and
promotion,
playing
the
role
of
salesmanship
by
doing
my
effort
to
sell
the
hotel
at
each
customer
contact,
that
resulted
in
maximize
the
hotel
revenue;
ü Helped
company
attain
the
highest
customer
service
ratings;
ü Completed
customer
service
training
to
learn
ways
to
enhance
customer
satisfaction
and
improve
productivity;
ü Reward-­‐
received
a
letter
of
appreciation
from
the
General
Manager
of
the
Radisson
Blu
hotel
Kiev
for
the
excellent
service.

12. Team
Anton
Chornyi-­‐
Head
of
Marketing
&
Advertising
at
Ukrainian
Representative
Of:ice
2010-­‐2012
International
Travel
Manager
at
TA,
Kiev,
Ukraine
ü Functioned
in
various
aspects
of
travel
sales;
as
a
travel
consultant,
salesperson
and
effective
mediator
between
customer
and
travel/hospitality
services;
ü Provide
efKicient
and
superior
service
to
clients
(travel
consulting)
by
offering
cost
effective
and
acceptable
travel
solutions
that
exceed
client
expectations;
ü Analyzed
and
updated
market
strategy
by
keeping
up
to
date
with
market
competition
and
latest
trends
in
ukrainian
travel
market,
and
to
completely
fulKill
customer’s
desires.
2005-­‐2010
Head
of
Department
of
customer
support
at
Vienna
Insurance
Group
(VIG)
Kyiv,
Ukraine
ü Provide
training,
hiring,
mentoring,
leading
and
managing
staff;
ü Created
and
provide
certiKication
and
attestation,
accordingly
to
high
level
standards
of
the
company,
to
representatives
around
Ukraine;
ü Created
effective
training
material
that
improve
service
standards,
which
is
being
used
by
the
company;
ü Held
a
series
of
effective
trainings
aimed
at
improving
the
quality
of
service,
providing
to
customers,
for
representations
of
VIG
around
Ukraine;
ü Reorganized
departments
of
customer
support
at
VIG
around
Ukraine
for
more
productive
operation,
including
providing
faster
service.

13. Success
Samples
BTL
Group
GSA
at
Be:ighter
Business
Group
/Konstantine
Baybarza
Challenges:
•
Low
awareness
of
the
brand
on
the
Russian
market
•
Competition
with
DMC
of
well
established
brands
on
the
market
Activities:
•
Personal
sales
calls
•
Participation
in
travel
exhibitions
(LTM
Moscow)
•
Organization
of
sales
trips
to
Moscow
for
DMC
representatives
•
Targeted
e-­‐mailings
•
Promotion
via
social
networks
(Facebook,
TWITER,
etc.)
•
Organization
of
familiarization
trips
for
MICE
companies
and
Corporate
Clients
•
Organization
of
Client
events
•
Cooperation
with
Airlines
Results:
•
Increase
in
the
number
by
22%
within
6
month
•
Realized
every
5th
direct
request
–
no
biding
between
agencies
•
Raise
of
brand
awareness

14. Success
Samples
Special
Project
|Press
–
trip
to
Portugal
|
Konstantine
Baybarza
Goals:
•
•
•
To
show
journalists
Martinhal
Beach
Hotel
in
Sagres
and
Four
Seasons
The
Ritz
Hotel
in
Lisboa.
To
increase
destination
awareness
for
next
season
To
attract
«Golden
Visa»
opportunity
that
every
new
investor
has
buying
a
new
property
worth
over
0,5
mln
Euro
Participants:
• Timeout
Magazine,
• Voyage
Magazine,
• Kommersant
Weekend,
• In-­‐Klight
Magazine
• Handmadefood.ru
Results:
• Martinhal
Beach
Hotel
has
one
inquiry
regarding
Villa
costs
• 6
new
booking
for
family
holiday
next
spring
to
Martinhal
Beach
Hotel
Daniela
Berendonk|
Business
Development
Manager
On
behalf
of
Martinhal
Beach
Hotel
team
I
would
like
to
thank
you
for
fantastic
time
we
had
while
accommodating
journalists
from
Russia
in
Martinhal.
Every
member
of
our
team
had
put
all
efforts
to
assist
to
your
group
needs.
We
all
hope
it
helps
us
to
achieve
commercial
results
after
the
Press
Trip
and
also
will
effect
on
market
share
increase
from
Russian
market.

15. Sun
Resorts
LTD
GSA
at
Namen/
Anna
Baybarza
Success
Samples
Challenges:
•
Low
awareness
of
the
brand
on
the
Russian
and
CIS
market
•
Competition
with
properties
of
well
established
international
brands
•
Competitors
with
higher
marketing
budgets
implementing
a
wide
range
of
marketing
tools
(road
shows,
signature
events,
regional
workshops)
Activities:
•
Personal
sales
calls
•
Participation
in
travel
exhibitions
(LTM
Moscow,
LTM
Kiev,
MITT,
Luxury
Leisure,
LTS)
•
Sales
trips
(St.
Petersburg,
Kiev,
Baku)
•
Organization
of
sales
trips
to
Moscow
and
Saint
Petersburg
for
hotel
representatives
•
Targeted
e-­‐mailings
•
Promotion
via
social
networks
(Facebook,
TWITER,
etc.)
•
Organization
of
familiarization
trips
for
TOs,
TAs,
MICE
companies
•
Organization
of
Client
events
•
Cooperation
with
Raiffeissen
bank,
Pestovo
Golf
Club
and
BMW
•
Joint
marketing
activities
with
RafKles
Dubai
and
Fairmont
Dubai,
TOs,
Airlines
and
Tourism
Board
Results:
•
Increase
in
the
number
of
room
nights
in
properties
for
up
to
50%
in
2011
•
Increase
in
the
number
of
room
nights
in
properties
for
up
to
90%
in
2012
•
Raise
of
brand
awareness
Arnaud
Martin
|
CSK,
BA
(Hons),
Chief
Marketing
OfKicer
I
am
very
impressed
with
their
approach
which
I
found
very
professional.
They
have
regular
and
reliable
reporting
methods
which
is
very
factual.
They
have
improved
Sun
Resorts
performance
in
C.I.S.
They
have
delivered
their
promise.
I
enjoy
dealing
with
company
and
Anna
in
particular
who
I
found
very
dedicated
and
knowledgeable.

16. Success
Samples
Raf:les
Fairmont
Swissotel
GSA
at
Namen
/
Anna
Baybarza
Challenges:
• Low
awareness
of
the
brand
on
the
Russian
market
• Competition
with
properties
of
well
established
international
brands
• Competitors
with
higher
marketing
budgets
implementing
a
wide
range
of
marketing
tools
(road
shows,
signature
events,
regional
workshops)
Activities:
• Personal
sales
calls
• Participation
in
travel
exhibitions
(EIBTM,
IMEX,
ANTOR,
MICE
Forum)
• Sales
trips
(
Kiev,
Baku)
• Organization
of
sales
trips
to
Moscow
and
Kiev
for
hotel
representatives
• Jrganization
of
client
event
• Targeted
e-­‐mailings
• Promotions
on
websites
www.laurusconsult.com,
www.infotour.az
• Promotion
via
social
networks
(Facebook,
TWITER,
etc.)
• Organization
of
familiarization
trips
for
MICE
companies
and
corporate
clients.
• Joint
marketing
activities
with
DMC
and
Airlines
Results:
• Increase
in
the
number
of
room
nights
in
properties
for
up
to
50%
in
2012;
• Raise
of
brand
awareness.

17. Client
list

18.
Our
aim
is
TO
HELP
CLIENTS
TO
SUCCEED
and
we
believe
IMPOSSIBLE
IS
NOTHING!