Hotel Rates upgrading to do how to be successful? A successful room price
Lined star hotel in Shenzhen, just ordinary part of three-star A hotel, but the overall sales of the hotel is successful, especially in room sales in the same grade hotel always come out on top, so that peer eyebrows.
A hotel has long attached great importance to the sales, only business people up to as many as a dozen people in the hotel industry in Shenzhen is one of the best. Every day a work, department staff began to meet in the division of work, each to go out to carry out public relations sales, focus returns department meetings to report on the work, to address the issues raised by customers, departmental layout of new tasks, new demands 17:00. Salesman most of the time out to visit clients, to establish good relationships with customers, listen to their hotel, hardware and software services advice; to sell new products and services of the hotel in a timely manner; a variety of business of the same industry and marketing strategy. On the basis of consolidating the relationship with old customers, the sales department to take the carpet continue to tap new customers. According to incomplete statistics, the various types of enterprises, institutions, government agencies officially signed with the hotel housing and food and beverage concessions agreement reached thousands. The hotel price for the protocol unit housing, such as standard room price is 546 yuan, and the agreement price of only 298 yuan, a single room at full price is 418 yuan, while the agreement is only 288 yuan. Because the hotel is the right market positioning and reasonable room rates, a lot of foreign business guests, especially the large number of guests always favor A Hotel. They believe that commensurate with the A grade of the hotel and service and price, and the location is ideal, so the business has been more fire.
However, the hotel is facing a very difficult issue. Hotel was Single Total 60, including 35 recently renovated, 25 earlier period decoration, room hardware facilities Contrasts due to historical reasons, and many other factors, the agreement of the old and the new Single the same price of 228 yuan. Predictably, sales of good old single room, and the new Single sales better, every day new single of the morning session, great views, especially, lived in single room of people do not want to live in the same price old single room. Given the above, the hotel leaders in a timely manner in consultation convened by the manager of the sales department and relevant departments together to solve this problem, at which we say what the conclusion that the two answers: one that can not raise prices on the grounds that: First, customers have long been agree with the price of 288 yuan, the price increase will lead guests can not accept or dissatisfaction, you may lose some customers, affecting operating income; Second, the customer will take into account the interests of the old customers that the hotel business is not reverse psychology is no longer support the hotel and so on. Another view is that can raise prices for the following reasons: First, the old single room 228 yuan guests have fully accepted the new and old should be some difference. Second, sales of new single room ideal adjustment of 30 yuan magnitude is not large. Third, the customer tends to think that the low price of 228 yuan of the new single. Fourth, the hotel profits can be greatly improved, the occupancy rate of 90% of new single price of 30 yuan each, the annual profit of 344,925 yuan, which is not a small figure. As a precaution, to avoid policy mistakes lead to unnecessary loss to the hotel, the hotel leading the sales department to do a comprehensive market research. After 15 days of hard work, feedback of the results are as follows: First: common objections customers for the new single room price. Second, the customer generally agreed that the new single room 228 yuan price is low. Its customers on the new single room decor, grade generally recognized. , Customers old and the new single grade that much difference. Some customers that the new single mention that the price is acceptable.
Rather than research, the hotel leading several rounds of consultations, decided to moderate price increases for new single room, adjust to 258 yuan, while giving a free buffet morning tea. But the specific implementation of a time transition, so that customers have a psychological adjustment and acceptance process, so let the sales department to notify customers in written and oral form, two months after the implementation of the new single price, and closely observe the market dynamics do good interpretation. The last proved the hotel's decision is correct.
The price adjustment, indicating that the correct application of pricing strategy, indulge in price-dumping is not necessarily a good thing. On the contrary, the reasonable price increases have been applied correctly, can create greater profits for the enterprise, while maintaining and expanding the hotel's original market share.
（版权所有：转载请注明来源于【人和时代·中国】 排球直播频道 作者：先锋）
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