A report on the development of tourists around the restaurant, urgent!

With the continuous construction of star-rated hotels, the number of rooms has increased dramatically. In the past, customers needed to "cross the river" to find a satisfactory star-rated hotel. Looking around now, there are many star-rated hotels, and the brand effect of some social restaurants has been deeply rooted in people's hearts. Price game customers jump around. In this market situation, hotels not only need to cope with the extremely fierce competition pattern, but also need to digest the bitter fruit of the industry brought about by the excessive construction of star hotels in the 1990 s. Many hotel executives generally feel lack of countermeasures for the existing marketing methods of hotels. At the same time, the market competition has gradually shown its cruelty, and the performance of many hotels has begun to stagnate or even decline.

Take our hotel as an example. This hotel is the best hotel in Zhoushan at present. From the point of view of hardware or software competition, it is not a bad thing, but will it become a problem after a long time?

1. From the perspective of sustainable development, because the hotel has been in a privileged position for a long time, it is easy to cause business monopoly, and other individual travelers always can't book rooms and boxes, which leads to their deep-rooted impression of the hotel and thinks that our hotel business is too good, and basically they can't book rooms and boxes. However, this phenomenon is definitely unfavorable to the future development of the hotel.

Secondly, for the hotel itself, because it has been in a state of no competition for a long time, including the hardware and software are in a negative state, it will not constantly improve its level, on the contrary, it will stagnate, and everyone knows that if you don't advance, you will retreat.

Third, it is also unfavorable for hotel marketing, because long-term saturation of both rooms and boxes will paralyze the enthusiasm of marketing and the thinking of managers.

But in the next year, high-star hotels will emerge one after another, and our hotel is also facing the same competition as many hotels, that is, the survival of the fittest.

The key of hotel marketing is the channel distribution strategy of the hotel. As the saying goes, doing business is doing channels. How to stabilize the existing hotel marketing channels, at the same time, strengthen the attraction to customers, and then open up new customer groups and improve hotel performance is an important part of improving hotel marketing level.

Hotel marketing channels can be divided into four parts:

I. Travel agencies and travel teams

At present, the tourism team has occupied an important share in the hotel's tourist market. Regardless of the house price, the travel agency team can transport a large number of tourists to the hotel, both at home and abroad. The relationship between travel agencies and hotels can be said to be compatible, because travel agencies have the characteristics of large volume and strong sustainability, so the pulling effect on hotel occupancy rate is very obvious. However, the hotel did not make good use of this piece, of course, there are also great objective reasons: first, our hotel has great flexibility in booking, and it is often full; Secondly, travel agencies also have their instability. In the future development, we should make up for this deficiency and establish a good cooperative partnership with travel agencies, which is the beginning of realizing benign interaction and good benefits.

Second, book tickets online.

There are many different distribution channels for hotel marketing, which are actually related to customers' own booking preferences and habits. In the past, customers liked to make reservations by telephone or fax, and a considerable number of customers made reservations under the influence of travel agencies and other channels. Recently, with the rise of online booking, many customers have gradually become accustomed to online booking. Although the total number of online bookings is still small, it is growing very rapidly. At present, in the economically developed areas of China, the proportion of online booking has accounted for about 20%. Our hotel has also developed. At present, we have network partners such as E Long, Ctrip, China TravelSky, Sunshine Travel Network, Beijing Golden Century, Heilongjiang Century Phoenix Business Service Co., Ltd. and Zhoushan Reservation Center. In the face of fierce competition in the hotel industry, we must stabilize the existing foundation and open up new network partners in order to remain invincible for a long time.

Three. Agreement customers and major customers

Agreement customers and big customers are the pillars of the hotel. The main source of income for many hotels is corporate agreement customers, mainly large local state-owned enterprises, multinational companies and government departments, which are also the focus of competition among hotels. At present, our hotel has signed agreements with more than 200 large local units. When dealing with these customers, our sales staff should actively cooperate with customers and maintain relationships. The competition for agreement customers depends largely on the hotel's public relations ability. In addition, whether it is convenient for customers to entertain customers in the hotel, the quality reputation of the hotel itself is also very important. This shows that in order to open up new markets, our hotel should also improve its service level and become a veritable four-star hotel. In the daily marketing work, the main energy and focus of our sales department should undoubtedly be on large-scale agreement customers. Mainly to attract new customers, supplemented by maintaining the relationship between old customers.

Fourth, business fit.

Business customers are beginning to be valued by many hotels. Different from the travel market of travel agencies, there is no obvious difference between off-season and peak season. As long as there is business entertainment all year round, you will see business shuttlers in the hotel. The high-end nature of individual business customers determines that they will not spend an afternoon moaning because two cups of tea were accepted by the hotel 100 yuan, because price is not their primary consideration, and comfortable business travel is their primary concern. Warm stay experience is also their goal, so they are the adjusters of hotel prices. On them, hotels can often earn more money and gain more considerable profit space. If the proportion of individual business customers increases, it can not only improve the whole hotel's housing price system, but also enhance the hotel's bargaining power and competitive weight for the tourism team.

Therefore, only if each of our employees conscientiously do their own work and make guests feel at home in our hotel, can our services be in place and we have more advantages in competing with other emerging high-star stars, retaining old customers and opening up new customers.