Warwick Castle

Warwick Castle Robert Craven and Stuart Chambers Warwick Castle the finest mediaeval castle in England. INTRODUCTION The Stratford-on-Avon and District Hotels and Caterers Association (SCATA) publishes a leaflet which has described the Castle as follows This magnifi centime ancient Castle, situated at the very centre of England, is a treasure house of great beauty and splendid, lofty quality collections of pictures, furniture, furnishings and an outstanding collection of arms and armour which bear witness to the power and influence of the Earls of Warwick down finished the centuries.The beautiful causal agency landscaped by Capability Brown, where peacocks roam freely, argon a delight in all g containtles. . . Excellent catering facilities are available all year round to pillow slip eventidery pocket and disposition, as well as several gift shops Warwick Castle is less than ii hours by road from London with easy chafe from all major cities by motorway, road and rail. This excellent infrastructure allows the area to be bulge out of the itinerary of any visitor to the UK.The County of Warwickshire is lyrically described in the SCATA brochure Stratford-an-Avon and Shakespeares Country. When you think of England, and the very best of England, you are probably thinking around this fascinating region. Here in this most English of English landscapes, the tolerant rolling sweep of the Cotswolds, the classic half-timbered villages of the Vale of Evesham and leafy Warwickshire, in that location is an unparalleled variety of attractions.The birth command aim of the worlds greatest dramatist, William Shakespeare the finest mediaeval Castle and most-vi berthd stately inhabitation at Warwick Englands most magnificent palace at Blenheim and the worlds most famous theatre in Stratford THE CASTLE The Castle is part of the Tussauds Group, a wholly-owned subsidiary of Pearson plc, which in addition owns the Financial Times Group and Royal Doulton among other var ied interests.The Tussauds Group runs entertainment centres that include Madame Tussauds, the famous waxworks in Baker Street, London the London Planetarium and Laserium the royal family and Empire Exhibition at Windsor Alton Towers, the UKs only world-rated leisure park and Chessington World of Adventures and Zoo. The Castles General Manager, Martin tungstenwood, works in the stately home, from a majestic suite of offices overlooking the grounds.He is enthusiastic about the Castle both as a building steeped in history and as a production line. In the relaxed atmosphere of his office, where he is surround by portraits and old paintings of the Castle, he refers to it as a brand leader in stately homes for it is in the squeeze five most visited historic sites that charge gateway fees (see Table 1).Table 1 Historic sites attracting more(prenominal) than 300,000 paid doorways 1 Tower of London 2 Roman Baths and Pump Room, Bath 3 State Apartments, Windsor 4 Stonehenge, Wiltshire 5 Warwick Castle 6 Shakespeares Birthplace, Stratford 7 Leeds Castle, Kent 8 Hampton Court Palace, near London 9 Tower Bridge, London 10 Blenheim Palace, Wood stock, Oxford 11 Beaulieu, Hampshire 12 Cutty Sark, Greenwich, London 13 St Georges Chapel, Windsor 14 Anne Hathaways Cottage, Stratford 15 HMS Victory, Portsmouth 16 Mary Rose, Portsmouth 17 Royal Pavilion, B proper(ip)on 18 Chatsworth House, Derbyshire 19 Hever Castle, Kent 20 Fountains Abbey, North Yorks.Paid admissions (000s) 2298 950 855 703 685 604 540 525 528 517 493 411 372 365 340 333 314 306 303 300 As you come through through the ticket office from the large car park you catch your first view of the Castle. The view truly takes your breath away and fully warrants the definition given by Sir Walter Scott in 1828 the most noble sight in England. MARKETING Marketing Manager, Sarah capital of Alabama, is a nonher enthusiast of the outstanding beauty of the Castle.Discussing the commercializeplaceing of the business she considers that the Castles unique selling point must be that carried on all the promotional material Warwick Castle the finest mediaeval castle in England. But she does not discount the Castles unique state of preservation, the breadth of attractions it offers, its location on the banks of the River Avon or its thousand-year span of history. In the year 1068 the first castle was built at Warwick and since that judgment of conviction it slowly developed into a mighty stronghold and later a grand mansion befitting the station of a high ranking nobleman. . In November 1978 the present Earl sold Warwick Castle and its contents to Madame Tussauds of London. The Castles marketing team recognised that the Castle attracted a diverse audience, each segment of which wanted divergent things from a visit. So in targeting audiences the team had to decide whether it was trying to sell the Castle aspect, the stately home aspect or the gardens. It was felt that all three areas attracted di fferent audiences and conjured up different expectations.Research had established that from the publics point of view castles were not associated with grounds and formal gardens, and neither were they associated with the notion of being someones home. On the other hand, stately homes were associated with grounds and gardens but were felt to be formal and museum-like, with ropes keeping the public away from the raise areas. So, was the most visited Stately Home in Britain really a castle, or was the Castle also a stately home? This conundrum had to be solved.The Castle management has a deliberate policy of charging one overall admission charge for all areas of the Castle and Grounds open to visitors. In the past they had considered charging separate admission prices for the Castle and the Grounds but this, it was felt, would confuse the customer. (See Figure 1 for price and attraction details. ) The Castle regularly has detailed market research questionnaires compiled by an outside company. Sarah said that market research is taken very badly by the team On average, overseas visitors represent 42 per cent of the total.Twenty-five per cent of our customers seem to come in groups of greater than 20 and these groups are predominantly from overseas. On the other hand, 58 per cent of visitors come from the UK, of which roughly half come from within a 100 km radius of the site. Another interesting point is that 25 per cent of all customers are repeat visitors which we recover reflects the popularity of the Castle. With UK visitors 33 per cent are repeats. Of the nonlocals, that is UK residents from outside the 100 km radius, 78 per cent stay overnight in the area and the remainder have travelled over 100 km to visit the area for the day.With the recent opening of the M 40 motorway into London (approximately180 km it is felt that travel time may be a more important factor to consider than maintain travelled in kilometres Figure 1 Admission Rates and attractions at Warwick Castle The data are collected over a period of days, and the market research reports sent to Sarah include not only the profile of visitors but what parts of the Castle they visit. The popularity of various parts of the complex varies according to how busy the site is. For instance, on a quiet day 87 per cent might visit the Private Apartments, but on a busy day this igure drops to 68 per cent. Likewise, during one such busy period, the visitors to the Woodland Gardens increased from 17 per cent to 20 per cent, to the Mound from 46 per cent to 52 per cent, and to the River Island from 34 per cent to 40 per cent. On average, visitors stayed on the site for three hours. Coach parties tended to visit for three hours, probably because the Castle was part of a full-day, tightly scheduled excursion that include other nearby tourist attractions. Competition for the paying tourists disposable cash was quite a fierce in the area, it was felt.Other sites competing for the leisure po und were the Black Country Museum, Drayton Manor (Adventure) Park, West Midlands Safari Park, Cadbury World, Blenheim Palace, Alton Towers Theme Park, Ironbridge, Stratfords Shakespeare and Chatsworth House in Derbyshire. In the Undercroft Restaurant marketing researchers overheard an elderly professor in conversation with a friend he had encountered in the Castle grounds I came early in the morning to avoid the rush. Any major historic tourist site is going to be heaving by midday in the summer and personally I hate all the queuing and tourists with cameras and all that.I got here at about 10 a. m. when the place opened this morning. I was able to enjoy the pure magic of the building with comparatively few other mess around. By lunch-time the queues were what I felt to be unreasonably spacious, but it is August and this must surely be their peak time here. I do wonder, for instance, should they not encourage more visitors out of season and what about allowing race to visit early morning or in the evening to avoid the lunch-time crush? MANAGING DEMAND Warwick Castle brochures show a unspecific variety of activities that supplement turnover outside the peak season.According to Sarah, this literature was intended to push up the shoulders of demand Every Friday and Saturday evening the Undercroft provides the setting for splendid five-course mediaeval banquets recreating the eve of the Battle of Agincourt. . A special events calendar has been published (see Figure 2). The Warwick Arts Festival uses the Castle as a venue in the evenings for a week in July. Exclusive tours of the Castle, and separately of the Gardens, are run by experts for pre-booked groups.These are available during the periods October to March, and March to November respectively, except during school half-term holidays and bank holidays. As a wampum centre for the Pearson Group, the Castle is given targets that increase at a rate exceeding inflation. From these, prices are derived grou nd on product developments, the prices that competitors are charging and known outside(a) factors that may affect demand (such as exchange rates and elections ). The Castle expected between 700,000 and 800,000 visitors in the next year and profit projections were made based on these estimates.All catering facilities are run by the Castle, recognising franchising to another company would result in lost control and reduce potential to participate in profitable activities. Martin Westwood commented on fluctuations in demand Staffing varies relatively little with demand. It is felt that once the basic positions around the Castle are attended by staff, there is little that an additional staff member can provide. Winter weekends attract more visitors than winter weekdays, such that Saturday and Sunday combined turnover is the same as the other five days of the week put together.In summer things are more even, a Saturday or a Sunday being equivalent to two weekdays, although Sunday is usu ally busier than Saturday Figure 2 Warwick castle Special Events Calendar BUSINESS OBJECTIVES Martin is clear that the Castles prime objective is to achieve growth in dough per share for its shareholders. At the same time he emphasizes the sense of responsibility the management feels as custodians of this precious monument to work within it and use integrity and sensibility at all times. Hence all signs, directions and facilities take a very low profile. Flashing neon lights are not the order of the daySarah Montgomery commented on the need to underplay the commercial side of the organisation Coca-Cola have offered us a sponsorship deal. They will give us money for a busy project which will increase our revenue and also the number of visitors we are getting. The problem is that Coke is the epitome of youth and fizz while the Castles target market is adults ABC 1, average age somewhere around 45 So how do we pull this deal together? It is the integrity of the business in which th e management take pride. It is not any business site but a very special building that is love and cherished by the staff.Their constant concern is how to run a business from the Castle without destroying the charm and romance of the buildings, and without covering it with obtrusive signs and facilities. All staff are very polite and courteous and, though they are available to the public, tend not to interfere with the customers visit. In fact they blend in with visitors as they wear little that suggests they are actually staff. And when the Castle is relatively empty of visitors it has a really enchanting atmosphere. PERFORMANCE Evaluation of the performance of the business has difficulties.On the one hand, queues are an obvious problem (see Table 2) but wherefore the customers do not seem to mind too much Above all, the business is going from strength to strength, and achieving healthy profit performance. So, while the criticisms have to be noted, management has been achieving th e high returns and growth that the shareholders require. Table 2 Observations of queuing and flow, Tuesday afternoon Queue to Private Apartments (number of people) 1. 00pm 130 1. 20 147 1. 40 128 2. 00 153 2. 20 132 2. 40 119 3. 00 137 Flow through doors to Private Apartments (number of people) 1. 00-1. 20 104 1. 20-1. 40 113 1. 40-2. 0 107 Flow from Private Apartments and State Rooms (number of people) 1. 00-1. 20 127 1. 20-1. 40 117 1. 40-2. 00 121 Queue to Rampart Walk 0-20 people at anyone time Number of people entering Rampart Walk 1. 40-1. 50 174 Queue at top of ramparts to get down (number of people) 6 minutes 63 Martin Westwood was defensive on the question of queues What popular tourist attraction doesnt have queues, and in any case, the queues here move pretty quickly. If we get queues for one part of the Castle we simply put out a sign suggesting people move on to the next attraction, although, to be frank, that doesnt really work.You see, the trouble is, that once people see a queue they dont want to miss out so they still join on the end of it. Our marketing questionnaires (see Appendix 1) suggest that weve got the doing about right, but theres always room for some improvement The Professor in the Undercroft Restaurant had raised several issues connected with this The Castle really is in a unique condition of preservation. Its truly marvellous but I wouldnt seriously consider visiting it in the peak season. I average blow over to be in the area because were going over to Stratford tonight to see Twelfth Night at the Royal Shakespeare Theatre.Im really looking forward to it I wonder why they dont have off-peak rates for those not visiting around midday and maybe open earlier and close later. I would be more than happy to spend more time on the site if it werent for all the other tourists everywhere. And another thing, couldnt they do a package deal with the theatre at Stratford? Im sure a lot of visitors here also go there. In fact, I would pay a premium price to have the Castle close to myself. For instance, Id find it simply delightful to sip a Pimms or a gin and tonic in the grounds as the sun went down.I know that I am rambling but I am sure theres a way to re-jig the prices so that the site basically generates more income throughout the year. And even if you label they do things out of season Ive not heard about them, so whats the use of publicity if it doesnt reach the people that want to spend money? Sarah Montgomery, aware(p) of the need to keep a close eye on customers diverse requirements, often talked to individuals at the exit. A transcript of one such encounter is reproduced in Appendix 2.APPENDIX 1 MARKETING QUESTIONNAIRE OF RANDOM SAMPLE OF PEOPLE LEAVING WARWICK CASTLE Age range 0-5 6-15 16-25 26-35 36-45 46-55 56-65 66+ 7 37 27 25 34 17 20 33 Area of origination Local (within 100 km) UK (outside 100 km) Europe (excl. UK) USA/Canada S. America Australia Africa Asia Other/unspecified space of stay in ar ea Day trip 1-3 days 4-7 days 8+ days Method of bring Coach trip Own transport Hire car Public transport Other (bicycles etc. ) 37 27 25 47 3 11 5 14 2 96 50 13 5 96 74 31 20 12 Did you find that you had to queue very much? Yes 186 No 12 No comment 2 Did you feel that the queues were the same as other large tourist sites?Same 190 Better 4 Worse 6 Did you visit? State Rooms and Great Hall The Private Apartments The Watergate (Ghost) Tower The Armory The Dungeon The Torture Chamber The Gatehouse and Barbican 191 190 31 104 193 183 87 Guys Tower, the Rampart Walk and Clarence Tower The Victorian Rose Garden The Peacock Gardens The Conservatory The River Island Foxes Study and Cedar Walk Pageant Field The Mound diversion Stall Stables Restaurant and Tearoom Undercroft Restaurant The Bookshop Did you.. .? Bring your own picnic Did you see the Red Knight Did you buy a brochure How foresightful have you spent at the Castle? hours Is this your first visit? Yes No Would you visit again? Y es No Maybe Dont know 186 103 117 102 57 31 one hundred one 54 118 52 71 62 32 81 99 5 67 75 37 16 148 52 144 31 23 2 APPENDIX 2 TRANSCRIPT OF A CONVERSATION WITH A VISITOR Christabelle Trymko, Oldbury-on-Severn, Gloucester We got here at about midday. We came up for the day from Gloucestershire. It was quite a good trip and the kids behaved themselves in the car. We had heard a lot about the Castle from some friends who have just moved up to Stratford, which is just down the road from Warwick. The Castles in superb conditionYou dont know what its going to be like until you get past the ticket office and it really is amazing. It has been unbroken in impeccable condition, and the gardens are beautiful as well as being far less crowded than the Castle. There were too many people in and around the Castle. The queues were an irritation but I parked my husband in the queue and took the kids elsewhere until he was near the front and then we conjugate him. I think a few people got upset because we seemed to be pushing in, but Im not prepared to wait with three children in long queues in the sun.Mind you, its nothing like the queues at Madame Tussauds in London, they really are crazy. I didnt realise quite how big the grounds were. If I had known I think we would have spent longer at Warwick Castle and made a full day of it. We should have come here at about ten and then spent the whole day here. That way the queues inside the Castle would have been shorter for us. The grounds are lovely and theyve got special picnic areas which I thought was a nice idea. (I wish wed brought a picnic. ) Mind you, it does seem to be more than a bit light on entertainment for the kids. Nicky loved the man with the wonderful moustache dressed up in full Crusader uniform on the horse. He was very good with the kids. Nicky also wish the waxworks in the Private Apartments place. The queue wound its way up, down and around the place but apart from mild feelings of claustrophobia (thats my problem, I suppose) it went at about the right speed and I guess it lasted a bit under an hour. Oh yes, the Rampart Walk, they ought to warn you about just how many stairs you have to climb. I mean, I know there is a sign but you dont take it seriously, do youYou go up and up and then theres that great spiral staircase up the inside of that tower, I wont do that again in a rush But it was worth it for the view. All in all it was a good day. much interesting than the average castle and not full of the usual touristoriented rubbish associated with tourist attractions. The commercial side is very much underplayed and I like that. You dont feel obliged to buy ice creams and tee-shirts and pencils and tea towels. Maybe some of the signs were a bit too discreet we had to ask where the toilets were but it makes a pleasant change. besides I like the one price for everything. At other places, I object to paying an admission charge and then paying on top of that for particular attraction s. You always feel mean if you dont pay up, and then you also feel that you might be missing something. No, Id recommend the place and its so much less hassle than the tourist places in London which you almost feel obliged to visit every so often. This case is from Cases in Operations caution (Second edition) Johnston, Chambers, Harland, Harrison, Slack, FT Prentice Hall 1997