{"id":24837,"date":"2009-10-06T09:56:19","date_gmt":"2009-10-06T09:56:19","guid":{"rendered":"https:\/\/www.xotels.com\/non-classifiee\/la-strategie-tarifaire-de-votre-hotel-a-t-elle-un-sens"},"modified":"2026-02-13T15:20:42","modified_gmt":"2026-02-13T15:20:42","slug":"strategie-tarifaire","status":"publish","type":"post","link":"https:\/\/www.xotels.com\/fr\/revenue-management\/manuel-gestion-revenu\/strategie-tarifaire","title":{"rendered":"La Strat\u00e9gie Tarifaire de votre H\u00f4tel a-t-elle un Sens?"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><div style=\"text-align: justify;\"><\/div>\n<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\">Reflect your positioning on a matrix. Does your positioning make sense? How often are you more or less expensive than your competitors? Do you take into account <strong>your positioning and value offer<\/strong> when deciding of your daily rates? One more element to consider in your <a href=\"\/\">hotel revenue management<\/a> plan.<\/span><\/div>\n<div><\/div>\n<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\">A Rate or Price Value Matrix looks like this. Again something we have looked at or might remember from back in the days during marketing class but probably never used again. It is vital though to understanding and communication your hotel pricing strategy and positioning.<br \/>\n<\/span><\/div>\n<div style=\"text-align: center;\"><img decoding=\"async\" class=\"size-auto\" style=\"vertical-align: middle; margin-top: 10px; margin-right: 10px; margin-bottom: 10px; border: 1px solid #757575;\" title=\"Hotel Price Value Matrix\" src=\"\/wp-content\/images\/stories\/blog\/hotel_rate_value_matrix.png\" alt=\"hotel rate_value_matrix\" width=\"590\" height=\"364\" \/><\/div>\n<div style=\"text-align: center;\">\n<p><span style=\"font-size: 12pt;\"><span style=\"font-size: 12pt;\">\u00a0<\/span><\/span><\/p>\n<div style=\"text-align: justify;\">Choosing a clear price positioning strategy for your base rate will help strengthen your value perception to consumers. There are several strategies that you can follow as a <a href=\"\/en?page_id=4546\">revenue manager<\/a>;<\/div>\n<ul>\n<li style=\"text-align: justify;\">penetration pricing strategy<\/li>\n<li style=\"text-align: justify;\">equal pricing strategy<\/li>\n<li style=\"text-align: justify;\">surrounding pricing strategy<\/li>\n<li style=\"text-align: justify;\">skimming pricing strategy<\/li>\n<\/ul>\n<p><span style=\"font-size: 12pt;\"><span style=\"font-size: 12pt;\">\u00a0<\/span><\/span><\/p>\n<div style=\"text-align: justify;\"><strong>Penetration Pricing Strategy<\/strong><\/div>\n<\/div>\n<p style=\"text-align: center;\"><img decoding=\"async\" class=\"size-auto\" style=\"vertical-align: middle; margin-top: 10px; margin-bottom: 10px; border: 1px solid #757575;\" title=\"Penetration Pricing Strategy\" src=\"\/wp-content\/images\/stories\/blog\/hotel_penetration_pricing_strategy.png\" alt=\"hotel_penetration_pricing_strategy\" width=\"493\" height=\"269\" \/><\/p>\n<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\">The market accepts and understands your positioning: among the cheapest in the market. That can work if that positioning does not drive the market rates down. Is there an opportunity to still sell more expensive on specific periods? How does your client value your hotel?<\/span><\/div>\n<div><\/div>\n<div style=\"text-align: justify;\"><strong><span style=\"font-size: 12pt;\">Equal Pricing Strategy<\/span><\/strong><\/div>\n<p style=\"text-align: center;\"><img decoding=\"async\" class=\"size-auto\" style=\"vertical-align: middle; margin-top: 10px; margin-bottom: 10px; border: 1px solid #757575;\" title=\"Equal Pricing Strategy\" src=\"\/wp-content\/images\/stories\/blog\/equal_pricing_strategy.png\" alt=\"equal_pricing_strategy\" width=\"465\" height=\"300\" \/><\/p>\n<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\">The hotel sells at comparable rates. Your hotel value proposition will make the difference in the clients&rsquo; decisions.<\/span><\/div>\n<div style=\"text-align: justify;\"><strong><span style=\"font-size: 12pt;\">Surrounding Pricing Strategy<\/span><\/strong><\/div>\n<p style=\"text-align: center;\"><img decoding=\"async\" class=\"size-auto\" style=\"vertical-align: middle; margin-top: 10px; margin-bottom: 10px; border: 1px solid #757575;\" title=\"Surrounding Pricing Strategy\" src=\"\/wp-content\/images\/stories\/blog\/surrounding_pricing_strategy.png\" alt=\"surrounding_pricing_strategy\" width=\"533\" height=\"341\" \/><\/p>\n<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\">Your first room type will be the cheapest in the market or among the cheapest ones. Your superior room type will be sold at a rate close to the first available rates of your competition. The key success is to offer added value. Think in terms of room types with better facilities or specific features, and additional amenities.<\/span><\/div>\n<div><\/div>\n<p><strong><span style=\"font-size: 12pt;\">Skimming Pricing Strategy<\/span><\/strong><\/p>\n<p style=\"text-align: center;\"><img decoding=\"async\" class=\"size-auto\" style=\"vertical-align: middle; margin-top: 10px; margin-bottom: 10px; border: 1px solid #757575;\" title=\"Skimming Pricing Strategy\" src=\"\/wp-content\/images\/stories\/blog\/skimming_pricing_strategy.png\" alt=\"skimming_pricing_strategy\" width=\"532\" height=\"341\" \/><\/p>\n<div style=\"text-align: justify;\"><span style=\"font-size: 12pt;\">The skim strategy is<strong> to position clearly your hotel among the most expensive<\/strong>. Price leaders often achieve among the highest profitability. Can you provide more value than your competitors? Can the consumers clearly understand the reasons that they would pay more to stay in your hotel? What are the consumers ready to pay for? All considerations that have to be taken into account when making <a href=\"\/\">hotel revenue management<\/a> decisions.<\/span><\/div>\n<\/div><div class=\"fusion-text fusion-text-2\"><p><div class=\"fusion-button-wrapper\"><a class=\"fusion-button button-flat fusion-button-default-size button-default fusion-button-default button-1 fusion-button-default-span fusion-button-default-type\" target=\"_self\" href=\"https:\/\/www.xotels.com\/fr\/revenue-management\/manuel-gestion-revenu\/analyse-swot-hotel\" id=\"buttonemail\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">Previous<\/span><\/a><\/div> <div class=\"fusion-button-wrapper\"><a class=\"fusion-button button-flat fusion-button-default-size button-default fusion-button-default button-2 fusion-button-default-span fusion-button-default-type\" target=\"_self\" href=\"https:\/\/www.xotels.com\/en\/revenue-management\/ebook-revenue-management\" id=\"buttonemail\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">Book Index<\/span><\/a><\/div> <div class=\"fusion-button-wrapper\"><a class=\"fusion-button button-flat fusion-button-default-size button-default fusion-button-default button-3 fusion-button-default-span fusion-button-default-type\" target=\"_self\" href=\"https:\/\/www.xotels.com\/fr\/revenue-management\/manuel-gestion-revenu\/canaux-de-distribution\" id=\"buttonemail\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">Suivant<\/span><\/a><\/div><\/p>\n<\/div><div ><a class=\"fusion-button button-flat fusion-button-default-size button-default fusion-button-default button-4 fusion-button-default-span fusion-button-default-type\" style=\"--awb-margin-left:+1.5%;\" target=\"_self\" href=\"https:\/\/www.xotels.com\/en\/subscribe\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">Subscribe to Our Blog<\/span><\/a><\/div>\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:50px;width:100%;\"><div class=\"fusion-separator-border sep-double\" style=\"--awb-height:20px;--awb-amount:20px;border-color:var(--awb-color3);border-top-width:1px;border-bottom-width:1px;\"><\/div><\/div> <div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1-1 fusion-flex-container has-pattern-background has-mask-background fusion-parallax-none hundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-padding-top:0px;--awb-padding-right:0px;--awb-padding-bottom:106px;--awb-padding-left:0px;--awb-padding-right-medium:0px;--awb-padding-left-medium:0px;--awb-padding-top-small:0px;--awb-background-image:url(&quot;https:\/\/www.xotels.com\/wp-content\/uploads\/2025\/07\/Native-Ads-Xotels-background-blue.webp&quot;);--awb-background-size:cover;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-justify-content-flex-end fusion-flex-content-wrap\" style=\"width:104% !important;max-width:104% !important;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-1 fusion-flex-column\" style=\"--awb-padding-right:23px;--awb-padding-left-small:30px;--awb-bg-size:cover;--awb-width-large:65%;--awb-flex-grow:0;--awb-flex-shrink:0;--awb-margin-top-large:0px;--awb-spacing-right-large:2.95384615385%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:2.95384615385%;--awb-width-medium:65%;--awb-order-medium:0;--awb-flex-grow-medium:;--awb-flex-shrink-medium:;--awb-spacing-right-medium:2.95384615385%;--awb-spacing-left-medium:2.95384615385%;--awb-width-small:100%;--awb-order-small:0;--awb-flex-grow-small:;--awb-flex-shrink-small:;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-center fusion-content-layout-column\"><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:1rem;margin-bottom:1rem;width:100%;\"><\/div><div class=\"fusion-title title fusion-title-1 fusion-sep-none fusion-title-center fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:#e3e2de;--awb-margin-top-small:10px;--awb-margin-right-small:0px;--awb-margin-bottom-small:10px;--awb-margin-left-small:0px;--awb-font-size:4em;\"><div class=\"fusion-title-heading title-heading-center title-heading-tag fusion-responsive-typography-calculated\" style=\"margin:0;letter-spacing:-0.1em;font-size:1em;--fontSize:64;line-height:1.25;\"><p style=\"text-align: center; ;cursor: pointer;\"><a href=\"\/en\" style=\"text-decoration: none !important;\"><span style=\"color: #e3e2de!important; text-decoration: none !important;\"><strong>Maximise les revenus<br \/>\nde ton h\u00f4tel<\/strong><\/span><\/a><\/p><\/div><\/div><div class=\"fusion-title title fusion-title-2 fusion-sep-none fusion-title-center fusion-title-text fusion-title-size-three\" style=\"--awb-text-color:#e3e2de;--awb-margin-top:0px;--awb-margin-bottom:0px;--awb-margin-top-small:10px;--awb-margin-right-small:0px;--awb-margin-bottom-small:10px;--awb-margin-left-small:0px;--awb-font-size:1.2em;\"><h3 class=\"fusion-title-heading title-heading-center fusion-responsive-typography-calculated\" style=\"margin:0;letter-spacing:-0.1em;font-size:1em;--fontSize:19.2;--minFontSize:19.2;line-height:1.3;\"><p style=\"text-align: center;\">D\u00e9couvre le potentiel de revenus cach\u00e9s de ton h\u00f4tel<br \/>\nou de ton resort.<\/p><\/h3><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:1rem;margin-bottom:1rem;width:100%;\"><\/div><div class=\"fusion-builder-row fusion-builder-row-inner fusion-row fusion-flex-align-items-flex-start fusion-flex-justify-content-flex-end fusion-flex-content-wrap\" style=\"--awb-flex-grow:0;--awb-flex-grow-medium:0;--awb-flex-grow-small:0;--awb-flex-shrink:0;--awb-flex-shrink-medium:0;--awb-flex-shrink-small:0;width:104% !important;max-width:104% !important;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column_inner fusion-builder-nested-column-0 fusion_builder_column_inner_1_2 1_2 fusion-flex-column fusion-no-small-visibility\" style=\"--awb-bg-size:cover;--awb-width-large:50%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:28.8%;--awb-width-medium:50%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:28.8%;--awb-width-small:50%;--awb-order-small:0;--awb-spacing-right-small:0%;--awb-spacing-left-small:28.8%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-row\"> <a style=\"  display: flex; align-items: center; justify-content: center; background-color: #e3e2de; color:#1351aa; border-radius: 20px; width: 12rem; height: 3rem; font-weight: 700; font-size: 1em; border-bottom-width: 3px; border-top-width: 3px; border-right-width: 3px; border-left-width: 3px; border-color:#e3e2de; text-decoration: none !important;  \" target=\"_blank\" rel=\"noopener noreferrer\" href=\"\/en\"><span><\/span>En savoir plus<\/span><\/a><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column_inner fusion-builder-nested-column-1 fusion_builder_column_inner_1_2 1_2 fusion-flex-column fusion-no-small-visibility\" style=\"--awb-bg-size:cover;--awb-width-large:50%;--awb-margin-top-large:0px;--awb-spacing-right-large:20.736%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:0%;--awb-width-medium:50%;--awb-order-medium:0;--awb-spacing-right-medium:20.736%;--awb-spacing-left-medium:0%;--awb-width-small:50%;--awb-order-small:0;--awb-spacing-right-small:20.736%;--awb-spacing-left-small:0%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-row\"> <a style=\"  display: flex; align-items: center; justify-content: center; background-color: #1351aa; color: #e3e2de;; border-radius: 20px; width: 12rem; height: 3rem; font-weight: 700; font-size: 1em; border-bottom-width: 3px; border-top-width: 3px; border-right-width: 3px; border-left-width: 3px; border-color:#e3e2de; text-decoration: none !important;  \" target=\"_blank\" rel=\"noopener noreferrer\" href=\"\/fr\/lieux\" id=\"nativeads\"><span>Nous contacter<\/span><\/a><\/div><\/div><\/div><div class=\"fusion-builder-row fusion-builder-row-inner fusion-row fusion-flex-align-items-flex-start fusion-flex-justify-content-flex-end fusion-flex-content-wrap\" style=\"--awb-flex-grow:0;--awb-flex-grow-medium:0;--awb-flex-grow-small:0;--awb-flex-shrink:0;--awb-flex-shrink-medium:0;--awb-flex-shrink-small:0;width:104% !important;max-width:104% !important;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column_inner fusion-builder-nested-column-2 fusion_builder_column_inner_1_2 1_2 fusion-flex-column fusion-no-medium-visibility fusion-no-large-visibility\" style=\"--awb-bg-size:cover;--awb-width-large:50%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:28.8%;--awb-width-medium:50%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:28.8%;--awb-width-small:50%;--awb-order-small:0;--awb-spacing-right-small:0%;--awb-spacing-left-small:0%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-row\"> <a style=\"  display: flex; align-items: center; justify-content: center; background-color: #e3e2de; color:#1351aa; border-radius: 20px; width: 15rem; height: 3rem; font-weight: 700; font-size: 1em; border-bottom-width: 2px; border-top-width: 2px; border-right-width: 2px; border-left-width: 2px; border-color:#e3e2de; text-decoration: none !important;  \" target=\"_blank\" rel=\"noopener noreferrer\" href=\"\/en\"><span><\/span>En savoir plus<\/span><\/a><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column_inner fusion-builder-nested-column-3 fusion_builder_column_inner_1_2 1_2 fusion-flex-column fusion-no-medium-visibility fusion-no-large-visibility\" style=\"--awb-padding-right-small:0px;--awb-bg-size:cover;--awb-width-large:50%;--awb-margin-top-large:0px;--awb-spacing-right-large:20.736%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:0%;--awb-width-medium:50%;--awb-order-medium:0;--awb-spacing-right-medium:20.736%;--awb-spacing-left-medium:0%;--awb-width-small:50%;--awb-order-small:0;--awb-spacing-right-small:0%;--awb-spacing-left-small:0%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-row\"> <a style=\"  display: flex; align-items: center; justify-content: center; background-color: #1351aa; color: #e3e2de;; border-radius: 20px; width: 15rem; height: 3rem; font-weight: 700; font-size: 1em; border-bottom-width: 2px; border-top-width: 2px; border-right-width: 2px; border-left-width: 2px; border-color:#e3e2de; margin-left:10px text-decoration: none !important;  \" target=\"_blank\" rel=\"noopener noreferrer\" href=\"\/fr\/lieux\" id=\"nativeads\"><span>Nous contacter<\/span><\/a><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:50px;width:100%;\"><div class=\"fusion-separator-border sep-double\" style=\"--awb-height:20px;--awb-amount:20px;border-color:var(--awb-color3);border-top-width:1px;border-bottom-width:1px;\"><\/div><\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p><span style=\"color: #3366ff;\"><strong>MATRICE RAPPORT PRIX \/ VALEUR<\/strong><\/span><\/p>\n<p>Refl\u00e9tez votre positionnement sur une matrice. Votre positionnement est-il logique ? Combien de fois vous retrouvez-vous soit plus cher, soit moins cher que vos concurrents ? Prenez-vous en compte votre positionnement ainsi que la valeur de votre offre dans les d\u00e9cisions concernant vos tarifs journaliers (BAR) ? Encore un \u00e9l\u00e9ment \u00e0 prendre en compte dans votre plan de <a href=\"\/fr\/hotel-revenue-management\">revenue management<\/a><\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[210],"tags":[],"class_list":["post-24837","post","type-post","status-publish","format-standard","hentry","category-manuel-gestion-revenu"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La Strat\u00e9gie Tarifaire de votre H\u00f4tel a-t-elle un Sens?<\/title>\n<meta name=\"description\" content=\"Utilisez une matrice des prix afin de d\u00e9finir et comprendre la strat\u00e9gie tarifaire de votre h\u00f4tel. 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