酒店房?jī)r(jià)提升要做到怎么樣才算成功呢？一次成功的客房提價(jià)
        深圳星級(jí)酒店林立，三星級(jí)的A酒店只是其中平凡的一分子，但是酒店的整體銷(xiāo)售工作是成功的，特別是客房銷(xiāo)售在同一檔次的酒店中始終獨(dú)占鰲頭，令同行側(cè)目。
        A酒店長(zhǎng)期以來(lái)高度重視銷(xiāo)售工作，僅業(yè)務(wù)人員就達(dá)十幾人之多，在深圳酒店業(yè)中可能是數(shù)一數(shù)二的。每天一上班，部門(mén)人員開(kāi)始碰頭進(jìn)行工作分工后，各自外出開(kāi)展公關(guān)銷(xiāo)售，下午5點(diǎn)集中返回部門(mén)開(kāi)會(huì)，匯報(bào)工作情況，解決客戶(hù)提出的問(wèn)題，部門(mén)布置新任務(wù)，提出新要求等等。業(yè)務(wù)員大部分時(shí)間都在外面逐一拜訪客戶(hù)，與客戶(hù)建立良好的人際關(guān)系，同時(shí)聽(tīng)取他們對(duì)酒店軟、硬件服務(wù)的意見(jiàn)；適時(shí)地推銷(xiāo)酒店的新產(chǎn)品和新服務(wù)；了解同行業(yè)的各種酒店市場(chǎng)經(jīng)營(yíng)和營(yíng)銷(xiāo)策略等等。在鞏固與老客戶(hù)關(guān)系的基礎(chǔ)上，銷(xiāo)售部采取地毯的方式不斷挖掘新客戶(hù)。據(jù)不完全統(tǒng)計(jì)，各類(lèi)企事業(yè)單位、政府機(jī)關(guān)等與酒店正式簽訂住房和餐飲消費(fèi)優(yōu)惠協(xié)議的就達(dá)幾千家。酒店為協(xié)議單位提供住房?jī)?yōu)惠價(jià)，如標(biāo)準(zhǔn)房全價(jià)是546元，而協(xié)議價(jià)僅298元，單人房全價(jià)是418元，而協(xié)議僅288元等。由于酒店正確的市場(chǎng)定位和合理的客房?jī)r(jià)格，很多國(guó)外商務(wù)客人特別是一大批臺(tái)灣客人始終青睞A酒店。他們認(rèn)為A酒店的檔次和服務(wù)與價(jià)位相稱(chēng)，而且位置理想，所以生意一直較火。
        然而酒店卻面臨一個(gè)很棘手的問(wèn)題。酒店當(dāng)時(shí)單人間共有60間，其中有35間是近期裝修的，其他25間是較早時(shí)期裝修的，房間硬件設(shè)施設(shè)備對(duì)比反差較大，而由于歷史原因等諸多因素，當(dāng)時(shí)新舊單人間的協(xié)議價(jià)同樣是228元。結(jié)果可想而知，舊單間的銷(xiāo)售情況不錯(cuò)，而新單人間銷(xiāo)售更好，每天上午時(shí)段新單間就意見(jiàn)很大，特別是住過(guò)新單間的人不愿住同樣價(jià)格的舊單間。鑒于上述情況，酒店領(lǐng)導(dǎo)及時(shí)召集銷(xiāo)售部和相關(guān)部門(mén)經(jīng)理協(xié)商，共同解決這個(gè)問(wèn)題，會(huì)上大家暢所欲言，最后得出兩種答案：一種認(rèn)為不能提價(jià)，理由是：其一，客戶(hù)長(zhǎng)期以來(lái)已認(rèn)同288元的價(jià)格，提價(jià)會(huì)導(dǎo)致客人不能接受或不滿，可能失去部分客戶(hù)，影響營(yíng)業(yè)收入；其二，客戶(hù)會(huì)認(rèn)為酒店生意好了之后就不顧及老客戶(hù)的利益，產(chǎn)生逆反心理，不再支持酒店等等。另一種觀點(diǎn)認(rèn)為可以提價(jià)，理由有以下幾點(diǎn)：其一，舊單間228元客人已經(jīng)完全接受，新舊應(yīng)有一定的差別。其二，新單間銷(xiāo)售非常理想，調(diào)整30元幅度不算大。其三，顧客傾向認(rèn)為新單228元價(jià)格偏低。其四，酒店利潤(rùn)可大幅度提高，按新單間90%的住房率計(jì)算，每間提價(jià)30元，一年可多創(chuàng)利344925元，這是一個(gè)不小的數(shù)字。為謹(jǐn)慎起見(jiàn)，避免決策失誤給酒店帶來(lái)不必要的損失，酒店領(lǐng)導(dǎo)要求銷(xiāo)售部門(mén)做好全面的市場(chǎng)調(diào)研工作。經(jīng)過(guò)15天的努力，反饋回來(lái)的各項(xiàng)結(jié)果如下：其一：客戶(hù)對(duì)新單間提價(jià)普遍有一定的異議。其二，客戶(hù)普遍認(rèn)為新單間228元房?jī)r(jià)是偏低的。其三，客戶(hù)對(duì)新單間的裝修風(fēng)格、檔次普遍認(rèn)同。其四，客戶(hù)認(rèn)為新舊單間檔次相差太大。其五，部分客戶(hù)認(rèn)為新單間提一點(diǎn)價(jià)也是可以接受的。
        甚于上述調(diào)研，酒店領(lǐng)導(dǎo)幾次協(xié)商，決定對(duì)新單間進(jìn)行適度提價(jià)，調(diào)整到258元，同時(shí)贈(zèng)送免費(fèi)自助早茶。但具體執(zhí)行須有個(gè)時(shí)間過(guò)渡，讓客戶(hù)有個(gè)心理調(diào)整和接受的過(guò)程，因此讓銷(xiāo)售部以書(shū)面和口頭形式通知客戶(hù)，兩個(gè)月后開(kāi)始執(zhí)行新單間價(jià)格，并密切注意觀察市場(chǎng)動(dòng)態(tài)，做好相關(guān)解釋工作。最后事實(shí)證明酒店的決策是正確的。
         此次價(jià)格調(diào)整，說(shuō)明要正確應(yīng)用價(jià)格策略，一味地降價(jià)傾銷(xiāo)不見(jiàn)得是一件好事。相反，合理的價(jià)格上調(diào)應(yīng)用得當(dāng)，可以在為企業(yè)創(chuàng)造更大利潤(rùn)的同時(shí)保持和擴(kuò)大酒店原有的市場(chǎng)份額。

Hotel Rates upgrading to do how to be successful? A successful room price
    Lined star hotel in Shenzhen, just ordinary part of three-star A hotel, but the overall sales of the hotel is successful, especially in room sales in the same grade hotel always come out on top, so that peer eyebrows.
    A hotel has long attached great importance to the sales, only business people up to as many as a dozen people in the hotel industry in Shenzhen is one of the best. Every day a work, department staff began to meet in the division of work, each to go out to carry out public relations sales, focus returns department meetings to report on the work, to address the issues raised by customers, departmental layout of new tasks, new demands 17:00. Salesman most of the time out to visit clients, to establish good relationships with customers, listen to their hotel, hardware and software services advice; to sell new products and services of the hotel in a timely manner; a variety of business of the same industry and marketing strategy. On the basis of consolidating the relationship with old customers, the sales department to take the carpet continue to tap new customers. According to incomplete statistics, the various types of enterprises, institutions, government agencies officially signed with the hotel housing and food and beverage concessions agreement reached thousands. The hotel price for the protocol unit housing, such as standard room price is 546 yuan, and the agreement price of only 298 yuan, a single room at full price is 418 yuan, while the agreement is only 288 yuan. Because the hotel is the right market positioning and reasonable room rates, a lot of foreign business guests, especially the large number of guests always favor A Hotel. They believe that commensurate with the A grade of the hotel and service and price, and the location is ideal, so the business has been more fire.
    However, the hotel is facing a very difficult issue. Hotel was Single Total 60, including 35 recently renovated, 25 earlier period decoration, room hardware facilities Contrasts due to historical reasons, and many other factors, the agreement of the old and the new Single the same price of 228 yuan. Predictably, sales of good old single room, and the new Single sales better, every day new single of the morning session, great views, especially, lived in single room of people do not want to live in the same price old single room. Given the above, the hotel leaders in a timely manner in consultation convened by the manager of the sales department and relevant departments together to solve this problem, at which we say what the conclusion that the two answers: one that can not raise prices on the grounds that: First, customers have long been agree with the price of 288 yuan, the price increase will lead guests can not accept or dissatisfaction, you may lose some customers, affecting operating income; Second, the customer will take into account the interests of the old customers that the hotel business is not reverse psychology is no longer support the hotel and so on. Another view is that can raise prices for the following reasons: First, the old single room 228 yuan guests have fully accepted the new and old should be some difference. Second, sales of new single room ideal adjustment of 30 yuan magnitude is not large. Third, the customer tends to think that the low price of 228 yuan of the new single. Fourth, the hotel profits can be greatly improved, the occupancy rate of 90% of new single price of 30 yuan each, the annual profit of 344,925 yuan, which is not a small figure. As a precaution, to avoid policy mistakes lead to unnecessary loss to the hotel, the hotel leading the sales department to do a comprehensive market research. After 15 days of hard work, feedback of the results are as follows: First: common objections customers for the new single room price. Second, the customer generally agreed that the new single room 228 yuan price is low. Its customers on the new single room decor, grade generally recognized. , Customers old and the new single grade that much difference. Some customers that the new single mention that the price is acceptable.
    Rather than research, the hotel leading several rounds of consultations, decided to moderate price increases for new single room, adjust to 258 yuan, while giving a free buffet morning tea. But the specific implementation of a time transition, so that customers have a psychological adjustment and acceptance process, so let the sales department to notify customers in written and oral form, two months after the implementation of the new single price, and closely observe the market dynamics do good interpretation. The last proved the hotel's decision is correct.
    The price adjustment, indicating that the correct application of pricing strategy, indulge in price-dumping is not necessarily a good thing. On the contrary, the reasonable price increases have been applied correctly, can create greater profits for the enterprise, while maintaining and expanding the hotel's original market share.