lunes, 23 de abril de 2007

Revenue management: Diferencias entre vacacional y urbano.


Hola a todos


En el foro de http://www.xotels.com/ , en un debate sobre las difencias entre el Revenue managment entre "hoteles de playa" vs "hoteles de ciudad", he encontrado una explicación muy atinada de nuestro colega Fernando Vives, creo que expresa con bastante claridad la que tiene que ser la estrategia a seguir por los hoteles vacacionales para incrementar su "net rate" .
Esto decía Fernando....


Hi,a good excercise is first of all to divide your actual business in the following segments:1. Yieldable: you can apply rate rules, price changes, and all Yield strategies2. Semi Yieldable3. Non Yieldable: you have your contracts signed with TO and there is not much you can do but close allotments, etc.From here try to define in your Action Plan what you can you do to move your non or semi contracts to Yieldable, this way you will have more flexibility when moving prices up and down. One question: Do you have space in high season to non qualified business (non contracted accounts or clients)?The second important step is to work your pricing grid: are you using seasonal rates, BAR Strategy? The third Step is to work on your product mixTake into consideration that you should need as well to analyze not only your RevPar ratio, but your Total Hotel Revenue per Available Room, trying to optimize not only room revenue, but total hotel Revenue. If you compare your RevPar Vs. TorevPar you will see if there are opportunities or not.Good Luck!!


La comercialización en hoteles de playa va unos pasos por detrás que la gestión comercial de los hoteles urbanos.


Anteriormente la segmentación se hacía por mercados, los británicos no tenían los mismos precios que los portugueses o los fraceses..... y lo mismo pasaba con los alemanes, belgas...etc


Desde que invertaron en maravilloso mundo de "internet", la transparencia de precios se a adueñado del mercado, y el cliente portugués puede entrar en una página de http://www.expedia.co.uk/ y comprar unas vacaciones a través del "hotel only".


Esto desmonta complentamente la estrategia comercial basada en mercados, y tuvimos que pasar a diseñarla por canales. Yo creo, que el parity rate debe ser siempre respetando el canal, Ejemplo: ttoo tradiconal con charter, ttoo internet dynamic packaging, ttoo internet con pvp, ttoo corporativo... etc Cada canal debe tener su precio, y no se deben crear diferencias de precio en ese canal, donde sí pueden haber diferencias de precio es entre los diferentes canales.


Tal como comenta Fernando Vives, si conseguimos ir convirtiendo los precios non yieldable en yieldable, conseguiremos unificar los canales y poder hacer una estrategia de revenue managment más global, pero mientras no tengamos la posibilidad de modificar las tarfias de ttoo tradicional, deberemos seguir políticas distintas para un canal que para otro, pero que nadie se lleve a engaño, un buen revenue manager siempre acabará guardándose unas camas para los yieldable prices, por lo tanto, ttoo tradiconales (o sea de folleto papel), PONEROS LAS PILAS QUE OS VAIS A QUEDAR SIN DISPONIBILIDAD.........

21 comentarios:

Anónimo dijo...

Hola,

Buscando información sobre Revenue Management he encontrado este blog.
Trabajo en una empresa de selección de directivos, y actualmente llevo la selección de un director de Revenue Management para un importante grupo turístico español.
Si alguno está interesado, por favor que me envíe un CV a cmontoto@heidrick.com

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