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Abraham John: EMEA's culinary tapestry and India as a superpower in hospitality
The Business Development Manager joined TableCheck to expand the company's footprint in India and EMEA
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Now living in the United Arab Emirates (UAE), Abraham John – who was born in Kerala, in South India – had always been keen on expanding his horizons and exploring different cultures than his own.
"I had the great fortune of living in multiple cities in India (Mumbai, Delhi, Kolkata) then moved to the Middle East in Oman, and now in Dubai in the United Arab Emirates. This exposure has been instrumental in instilling in me a strong desire to continuously discover new cultures and cuisines," Abraham said.
His passion for food led him to pivot from being a computer science engineer to the world of hospitality tech, working with food delivery giant Zomato. In 2023, Abraham joined the TableCheck UAE team as a Business Development Manager, to solidify TableCheck's presence in the EMEA region and India.
Read the rest of our interview with Abraham below:
1. We heard you are a foodie.
I live to eat. Period. Food and mixology are my passion, and I am always on the hunt for the latest restaurant or bar in town. I rarely eat from the same place twice. I travel specifically for food and my itinerary is typically a list of restaurants or dishes I must try. I am open to trying everything and enjoy discovering new cuisines. One can understand so much about a city’s culture and history through food. I believe every dish has a wonderful story to tell. I also enjoy visiting cocktail bars as mixologists are gaining much-deserved limelight in the global F&B scene.
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2. What’s exciting about your role as Business Development Manager at TableCheck?
With the advent of social media and influencer marketing, F&B venues are gaining prominence in every city. Being able to contribute to the growth of the F&B industry is the most exciting part of the job. The role provides me with the opportunity to develop relationships with a whole gamut of F&B partners, each with a unique offering and a unique set of challenges. Working with clients in various countries in the EMEA region provides wonderful insights into the nuances of the industry in each country.
At TableCheck, everyone is constantly involved in identifying new market trends, analyzing customer needs, and developing innovative strategies to drive business success. My approach to fostering strong relationships with clients is to clearly understand the challenges in their individual businesses and to highlight the value of the solution we provide from TableCheck. It is also critical to constantly seek feedback from your clients to understand potential features and help create an optimal product roadmap.
3. Talk to us about the EMEA market and why are we positioning ourselves in these markets.
The hospitality industry in the EMEA market is extremely diverse and brimming with opportunities. Post-pandemic, the MENA region alone is seeing phenomenal growth in the hospitality sector driven by international tourism, business tourism, culinary tourism, religious tourism, and the ever-growing domestic tourism segments. Dubai saw its population increase by 50,000 in the last six months, subsequently resulting in increased spending and expansion of the overall economy.
The gastronomical scene in the UAE is at its highest ever with the introduction of the Michelin Guide and two local entrants in the World’s 50 Best list. It is also quite exciting to see the massive developments in Saudi Arabia, Qatar, Egypt, and Jordan each with its unique culinary offerings. In Europe, we were able to enter the Netherlands market, with Hotel Okura Amsterdam with eight properties. For TableCheck, this is a massive opportunity to make an impact and be part of this thriving industry in the region.
"The hospitality industry in the EMEA market is extremely diverse and brimming with opportunities."
4. You recently joined an IHG conference in India. How was that experience? Any insight about the Indian market?
Yes, I recently attended the Annual IHG IMEA Commercial conference in Delhi, India along with Johnny Shields, CTO and co-founder of TableCheck. The conference was attended by commercial directors from across the IMEA region and the theme of the conference for 2023 was Aspire, Inspire, and Aim Higher. It was a fantastic opportunity to meet a lot of stakeholders in IHG, gain a lot of product insights and celebrate the hospitality industry altogether. It was great to see how the objectives of TableCheck and IHG align when it comes to providing the guest with a magical experience every time they step into the F&B venue. In addition, we gained a deeper understanding of the sleeping giant – the Indian market when it comes to hospitality tech.
I was born in Kerala, a state in South India, which I also learned very recently, has the highest number of 5-star properties in India. India very recently overtook China to become the most populous country in the world and is expected to be the 3rd largest consumer economy by 2025. One of the major drivers for international tourism in India is the culinary scene which is so diverse. The future of the Indian F&B industry is bright and delicious. TableCheck has already made headway into India with clients in Delhi, Mumbai, Bengaluru, and Kochi and we are confident that this is the start of something big.
"The future of the Indian F&B industry is bright and delicious."
5. How do you stay motivated, adapt your sales approach, and prioritize customer satisfaction in the ever-changing landscape of the sales and hospitality industries?
The answer to this lies in the question itself – it is the ever-changing landscape of the sales and hospitality industries. Monotony always leads to dipping motivation levels, but the dynamic nature of the hospitality industry always keeps you on your toes and energized. As for customer satisfaction and sales approach, I have tried multiple techniques over many years only to realize that being present and actively listening to the challenges of the client has forever stood the test of time.
6. What qualities or skills are essential for someone to succeed in the sales and hospitality industry?
While it sounds cliché, being passionate about hospitality and F&B is the number one factor in succeeding in the industry. TableCheck, like every other successful hospitality company, was founded on the core mission to provide the utmost value to the hospitality industry. Being passionate about everything hospitality helps you make significant strides. It is also crucial to be resilient in the face of rejection.
A ‘NO’ in sales is a very normal thing but a NO today is not a NO tomorrow. Having the grit to bounce back from a setback is what sets you apart from the rest in sales. Lastly, like Gary Vaynerchuck says being nice is the best strategy and is always ROI positive. This is often an underrated skill in sales; however, it can reap major benefits.
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