推動酒店產(chǎn)品優(yōu)惠活動折扣與讓價策略

推動酒店產(chǎn)品優(yōu)惠活動折扣與讓價策略
    折扣價就是原定價格的基礎(chǔ)上少收一定比例的價款，讓價是在原價的基礎(chǔ)上少收一部分價款，二者實質(zhì)是一樣的。常見的有數(shù)量折扣、現(xiàn)金折扣、季節(jié)折扣和同業(yè)折扣等。
1.數(shù)量折扣
    數(shù)量折扣有兩種形式，一是顧客單筆購買大量的酒店產(chǎn)品，達(dá)到一定數(shù)額后，酒店會在原價的基礎(chǔ)上給予折扣；另一種是顧客在一定時間內(nèi)累計購買酒店產(chǎn)品達(dá)到一定數(shù)額后，酒店會給予折扣優(yōu)惠。大量購買的形式可以是同時租用大量房間，也可是長時間租用房間。酒店給予折扣的形式除了減價，也可以是提供一定數(shù)量的免費房或其他免費服務(wù)，也可以給客人一些優(yōu)惠條件，比如發(fā)給優(yōu)惠卡，或是允許客人延長較長時間退房的特殊政策。
    需要注意的是，酒店的定價策略要對所有顧客一視同仁，不能對不同的人采取不同條件的優(yōu)惠政策。給予顧客享受的折扣和優(yōu)惠標(biāo)準(zhǔn)不宜太高和太頻繁，否則就失去了折扣優(yōu)惠的吸引力，也會影響酒店經(jīng)營收入。
2.現(xiàn)金折扣
    現(xiàn)金折扣也稱為付款折扣，就是對在約定的付款期內(nèi)給予付款的顧客比原定價格還低的價格的一種策略。比如，一些酒店在條款中注明“1/10，凈價30”，意思是說，如果顧客在于酒店成交后10日內(nèi)付清款項，則酒店給予10%的現(xiàn)金折扣，同時規(guī)定了最遲付款時間是30天。采取現(xiàn)金折扣的買的是為了減少酒店壞賬死賬的現(xiàn)象，保證酒店資金周轉(zhuǎn)的良好狀況。
    在運用現(xiàn)金折扣策略時，要認(rèn)真研究合理的折扣率和付賬時間，同時做好顧客檔案的記錄工作。
3.季節(jié)折扣
    酒店經(jīng)營有明顯的旺季區(qū)分，在淡季的時候給予顧客一點折扣和優(yōu)惠，以吸引客源，保證酒店的基本入住率和營業(yè)收入，這樣的價格策略就是季節(jié)折扣。應(yīng)注意的是要充分考慮降價的幅度和降價后是不是會帶來充分的客源，如降價幅度大，但客源仍不足，酒店的收入還不及降價之前、則降價就沒有任何意義。同時在淡季要降價不降質(zhì)，不能因降價而損壞酒店品牌在社會上的信譽和口碑。
4.同業(yè)折扣
    同業(yè)折扣是酒店給中間商一定的折扣，促使中間商幫助推動酒店產(chǎn)品銷售。

To promote the hotel product promotions, discounts and price of strategies
    The discount is based on the original price less income a certain percentage of the purchase price, the price is the revenue part of the original price on the basis of price, both in real terms is the same. Quantity discounts, cash discounts, seasonal discounts and trade discount.
(1) the quantity discount
    There are two forms of quantity discounts, First customer to buy a lot of single hotel product reaches a certain amount, the hotel will offer discounts based on the original price; another is accumulated within a certain time, the customer to buy hotel products reach a certain amount The hotel will give a discount. Purchased form can occupy a lot of room but for a long time for room hire. In the form of the hotels offer discounts in addition to reduction, but also can provide a certain number of free rooms or other free service, guests also can give some preferential terms, for example, issued a discount card, or allow guests to extend a long time to check out a special policy .
    Should be noted that, the hotel's pricing policy to all customers equally, can not take the preferential policies of the different conditions to different people. Standard to give the customers to enjoy discounts and privileges should not be too high and too frequently, otherwise we lose the attractiveness of the discount, will also affect the hotel operating income.
(2) cash discount
    The cash discount is also known as the payment discount given to customers to pay even lower prices than the original price of a strategy is the agreed payment period. For example, some hotels marked "in terms of 1/10, net 30, meaning that, if the customer is that hotel transaction within 10 days after full payment, the hotel to give a 10% cash discount, and also provides the latest pay paragraph time is 30 days. To buy to take the cash discount is in order to reduce the phenomenon of the hotel bad debts dead account, ensure hotel liquidity in good condition.
    The use of cash discount policy, it is necessary to carefully study a reasonable discount rate and pay time, while doing the recording of the customer file.
3 season discount
    Hotel operators have a significant distinction between the peak season, in the off-season to give the customer a little discount and concessions to attract tourists, hotel occupancy rates and revenue, such a pricing strategy is the season of discounts. It should be noted that to fully consider the price down and prices have gone down full of tourists, such as price cuts, but the source is still less than the hotel's income is less than price cuts, the price before there is no meaning. At the same time in the off-season price cuts do not lower quality, credibility and reputation of the hotel in the community can not be damaged due to lower prices.
4 trade discount
    The trade discount is the hotel to give the brokers a discount, prompting brokers to help promote the hotel product sales.