The most legitimate contract management form of travel agencies.

I have been in contact with the tourism industry for several years, and I have also contacted various travel agencies over the years. Today, I suddenly want to try to classify the business model of travel agencies according to my understanding. If there is anything wrong, let's entertain ourselves.

A, to be a brand and chain store: the representatives are Chunqiu, China Travel Service, China Travel Service and Youth Travel Service. It takes a long time to become a brand travel agency, and it usually takes more than ten or even decades to accumulate and pave the way. Moreover, most of these so-called brand travel agencies were established and developed in the 1980s and 1990s when there was no competition. Many large state-owned travel agencies also mastered a large number of free state-owned resources, such as the famous China Travel Service Building, which is located at the intersection of Xikang Road and Beijing and adjacent to hang lung plaza. Therefore, today, if you want to invest in building a travel agency with brand awareness, you can only say that the road to go and the time and money to be invested are beyond the reach of ordinary people or institutions. There is a Datong travel agency on Tibet Road, which has only been around in recent years. It tries to become an emerging brand by opening stores in prime locations, chain stores and advertising bombing. Although the competition with these brand agents is staggered through short-distance travel, I am not optimistic about his future. The most important point is the lack of core competitiveness.

B. Psychic: After talking about brand clubs, you must ask, there are more than 800 registered travel agencies in Shanghai. What are hundreds of other small and medium-sized travel agencies doing except those big brand clubs? The answer is channel, or relationship. For example, I know that a travel agency monopolized the national tour business of a bank. Some travel agencies are even set up by large enterprises directly to solve the problem of employee travel, such as Baosteel travel agency; There are also high-end travel agencies that specialize in Taiwan Province Province. In other words, these small and medium-sized travel agencies rely on channels and relationships to develop their own business, and most of them are teams that receive enterprises and institutions. This kind of travel agency may or may not open, and it tastes like 10 years, which is much easier than brand travel agencies. But there are two fatal injuries. First, you can make money, but you can't be bigger and stronger. After all, this kind of thing that relies on channels and networks is the most difficult to standardize, and the business volume is limited; Second, the boss is tired, because channel customers want the boss to "protect" himself all the year round, and the network is getting bigger and bigger, at the expense of personal time, and time is the most involuntary. Our company has also done something about channels and relationships with customers. Once there is a problem, the customer's first reaction is to call the boss, even if it is such a small matter as changing rooms. So again, channels can make money, but it's hard to become bigger and stronger!

C, being a peer: the representative is our travel agency, which may be the last thing ordinary consumers know. In fact, all travel agencies, including large-scale brand clubs, can't take all the routes and operate on their own. They are all looking for suppliers. The IT industry is called OEM. Small and medium-sized travel agencies, in particular, have to hand over almost all their business to their peers. One of the characteristics of peer travel agencies is professionalism. Those who do the southwest line will always do the southwest line, and those who do Lhasa will do Lhasa wholeheartedly. They will only be in Xinjiang for ten years. It is because of their specialty that they have a price advantage on these routes. Be a peer and win by price. However, it is difficult for travel agencies of the same trade, so we have to take the road of the same trade. According to the boss's words, "As a colleague, the road gets narrower and narrower"! Because peers always compare prices, the cruelty of competition often lies in 5 yuan/person, and 10 yuan/person decides the outcome of a business. Large-scale group travel agencies will force your profits to become thinner and thinner in order to achieve his high profit rate. If you disagree, others will agree. As a peer, only a monopoly product can have a certain profit return, but the more profitable the product, the more companies you want to enter, and your monopoly is being tested every day!

D. Distinctive: representatives include Ctrip, E Long, Shanghai Airlines Holiday, etc. These enterprises have grasped the three most standard links in the tourism industry: air tickets, hotel reservations and free travel, and provided more competitive products and prices through standardized and streamlined operations and runs. This kind of tourism enterprises are "heterogeneous" because such a business model needs a powerful platform (including online websites and offline call centers), and these enterprises are in some form between tourism enterprises, internet enterprises and emerging consulting enterprises. In the eyes of the tourism industry and even the leaders of the tourism bureau, Ctrip is basically not a tourism enterprise, and even the tourism bureau cannot supervise it; In the Internet industry, Ctrip is considered as an incomplete Internet company (because only 30% of Ctrip's business comes from the Internet). But if you want to be bigger and stronger in a short time in the future, it is a good choice to choose to be different. However, you must have a strong product or price to avoid direct competition with mature companies such as Ctrip and E Long (up to now, except Ctrip, which has been profitable and listed, the operating conditions of E Long, mango net and Youyou, which are closely followed, are not satisfactory).

"Eight Unification" management is vigorously promoted by the Municipal Tourism Bureau in the whole industry, and it is an innovative service management model based on summarizing the successful business model and scientific practice of Shenzhen travel agency industry. Its core content is: unified procurement. That is, the travel agency headquarters can only sign purchase agreements with upstream suppliers such as airlines, scenic spots, tourist convoys or travel agencies (wholesalers), and the business department has no corresponding authority. Unified products. In other words, the products are uniformly designed and released by the travel agency headquarters. The sales department has no corresponding authority. Unified advertising. In other words, all media advertisements, promotional materials and materials of travel agencies can only be released by the travel agency headquarters. The sales department has no corresponding authority. Unified finance. In other words, all the capital flows of travel agencies (including the sales department) are managed by the travel agency headquarters. The sales department has no corresponding authority. Unify personnel. In other words, the staff of the retail department must be recruited by the travel agency headquarters, sign labor contracts, buy social insurance, pay wages and conduct training. Unified site selection. In other words, the location of the business department must be approved by the headquarters, and the lease contract is signed by the headquarters. The sales department has no corresponding authority. Unified image. In other words, travel agencies use a unified corporate image. Unity group. Refers to the tourists attracted by the business department should be arranged by the travel agency in a unified way, and the business department should not arrange tour groups or groups by itself. The implementation of the "eight unification" is mainly to solve the problem that many travel agencies have many business outlets and irregular management, especially long-term affiliation and contracting.