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

Va multumesc!