推動(dòng)酒店產(chǎn)品優(yōu)惠活動(dòng)折扣與讓價(jià)策略

推動(dòng)酒店產(chǎn)品優(yōu)惠活動(dòng)折扣與讓價(jià)策略
    折扣價(jià)就是原定價(jià)格的基礎(chǔ)上少收一定比例的價(jià)款，讓價(jià)是在原價(jià)的基礎(chǔ)上少收一部分價(jià)款，二者實(shí)質(zhì)是一樣的。常見(jiàn)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(gòu)買(mǎi)大量的酒店產(chǎn)品，達(dá)到一定數(shù)額后，酒店會(huì)在原價(jià)的基礎(chǔ)上給予折扣；另一種是顧客在一定時(shí)間內(nèi)累計(jì)購(gòu)買(mǎi)酒店產(chǎn)品達(dá)到一定數(shù)額后，酒店會(huì)給予折扣優(yōu)惠。大量購(gòu)買(mǎi)的形式可以是同時(shí)租用大量房間，也可是長(zhǎng)時(shí)間租用房間。酒店給予折扣的形式除了減價(jià)，也可以是提供一定數(shù)量的免費(fèi)房或其他免費(fèi)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(zhǎng)較長(zhǎng)時(shí)間退房的特殊政策。
    需要注意的是，酒店的定價(jià)策略要對(duì)所有顧客一視同仁，不能對(duì)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(huì)影響酒店經(jīng)營(yíng)收入。
2.現(xiàn)金折扣
    現(xiàn)金折扣也稱(chēng)為付款折扣，就是對(duì)在約定的付款期內(nèi)給予付款的顧客比原定價(jià)格還低的價(jià)格的一種策略。比如，一些酒店在條款中注明“1/10，凈價(jià)30”，意思是說(shuō)，如果顧客在于酒店成交后10日內(nèi)付清款項(xiàng)，則酒店給予10%的現(xiàn)金折扣，同時(shí)規(guī)定了最遲付款時(shí)間是30天。采取現(xiàn)金折扣的買(mǎi)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(yùn)用現(xiàn)金折扣策略時(shí)，要認(rèn)真研究合理的折扣率和付賬時(shí)間，同時(shí)做好顧客檔案的記錄工作。
3.季節(jié)折扣
    酒店經(jīng)營(yíng)有明顯的旺季區(qū)分，在淡季的時(shí)候給予顧客一點(diǎn)折扣和優(yōu)惠，以吸引客源，保證酒店的基本入住率和營(yíng)業(yè)收入，這樣的價(jià)格策略就是季節(jié)折扣。應(yīng)注意的是要充分考慮降價(jià)的幅度和降價(jià)后是不是會(huì)帶來(lái)充分的客源，如降價(jià)幅度大，但客源仍不足，酒店的收入還不及降價(jià)之前、則降價(jià)就沒(méi)有任何意義。同時(shí)在淡季要降價(jià)不降質(zhì)，不能因降價(jià)而損壞酒店品牌在社會(huì)上的信譽(yù)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(dòng)酒店產(chǎn)品銷(xiāo)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.