Post on 25-Feb-2020
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STRATEGII DE PRICING
Iulian BeiuContracts Manager HotelbedsRomania & Moldova Republic
BURSA DE TURISM VALEA PRAHOVEISinaia, 27.11.2012
Optiunile unui hotelier?
Strategii de pricing
Clientul final
Agentii de turism
Touroperatori
Segmentul corporate
Canale online B2C (business to client)
Canale online B2B (business to business)
Wholesalers
Channel managers
Canale de distributie clasice Canale de distributie dinamice
Strategii de pricing
Pricing corect!
Strategii de pricing
1•Tarif de receptie = tarif public
2•Tarif agentii de turism
3•Tarif corporate
4•Tarif touroperatori
5•Tarif wholesaler
Strategii de pricing
TARIF RECEPTIE = TARIF PUBLIC B2C (tarife comisionabile)
1. Tarif receptie
2. Tarif agentie de turism
HOTEL
TARIF AGENTIE DE TURISM
(tarife nete saucomisionabile)
Strategii de pricing
3. Tarif corporate
HOTELTARIF
CORPORATE (tarife nete)
4. Tarif touroperatori
HOTEL
TARIF TOUROPERATORI
(tarife nete)
AGENTIE DE TURISM
AGENTIE DE TURISM ONLINE
CLIENT CORPORATE
Strategii de pricing
5. Tarif wholesaler
HOTEL
TARIF WHOLESALER (tarife nete)
TOUROPERATOR
CO
RP
OR
ATE
AGENTIE DE TURISM
AGENTIE DE TURISM ONLINE
HotelAgentie de
turismCorporate Touroperator Wholesaler
30% - 40%
Strategii de pricing
Tarif de receptie
Tarif wholesaler
Tarif corporate
Tarif agentie de
turism
Tarif canal B2C
100 €
100 € (comision cedat 10% - 15%)100 €
85 - 90 €
80 €
75 €
60 - 70 €
Tarif
touroperator
30
% -
40
%
Revenue Management
Maximizareavanzarilor
Cresterea nr. de nopticazare
Bugetareaveniturilor/
canal de distributie
Reducereacosturilor de promovare
Strategii de pricing