{"id":24849,"date":"2009-10-06T10:41:26","date_gmt":"2009-10-06T10:41:26","guid":{"rendered":"https:\/\/www.xotels.com\/non-classifiee\/sensibilite-tarifaire-offres-de-dernieres-minutes-vs-pre-ventes"},"modified":"2025-01-23T14:55:12","modified_gmt":"2025-01-23T14:55:12","slug":"sensibilite-prix","status":"publish","type":"post","link":"https:\/\/www.xotels.com\/fr\/revenue-management\/manuel-gestion-revenu\/sensibilite-prix","title":{"rendered":"Sensibilit\u00e9 Tarifaire: Offres de Derni\u00e8res Minutes Vs. Pr\u00e9-Ventes"},"content":{"rendered":"

N\u2019oubliez pas que le prix est un outil de vente. Le\"parit\u00e9 prix permet de segmenter et d’identifier diff\u00e9rents march\u00e9s cibles avec comme objectif la maximisation du revenu. Cependant nous devons \u00eatre vigilants afin que les strat\u00e9gies de revenue management<\/a>\u00a0bas\u00e9es sur la sensibilit\u00e9 du prix ne se retournent pas contre nous.<\/p>\n

Lors de nos r\u00e9unions hebdomadaires avec les h\u00f4teliers, un constat r\u00e9current appara\u00eet: les clients r\u00e9servent de plus en plus \u00e0 la derni\u00e8re minute. Les agences de voyage en ligne sont les boucs \u00e9missaires principaux concernant le d\u00e9veloppement de ces tendances.<\/p>\n

Evidemment, avec la croissance d\u2019Internet ces dix derni\u00e8res ann\u00e9es, il est devenu plus facile de r\u00e9server une chambre d\u2019h\u00f4tel en ligne. Ce service est devenu plus rapidement accessible. Ceci est un fait discutable \u00e9tant donn\u00e9 que c\u2019est simplement un avantage apport\u00e9 \u00e0 l\u2019industrie h\u00f4teli\u00e8re \u00e0 l\u2019\u00e9chelle mondiale.<\/p>\n

Le fait que les r\u00e9servations dans les h\u00f4tels se fassent de plus en plus \u00e0 la derni\u00e8re minute est en partie caus\u00e9 par le d\u00e9veloppement \u00e9conomique et social de notre soci\u00e9t\u00e9. Les clients r\u00e9alisent plus de courts s\u00e9jours dans des destinations diff\u00e9rentes tout au long de l\u2019ann\u00e9e, au lieu de vacances plus longues dans un seul endroit. Les s\u00e9jours les plus courts leur permettent d\u2019\u00eatre plus flexibles dans le choix de leurs dates et ainsi de rechercher la meilleure exp\u00e9rience et valeur possible.<\/p>\n

Ne devrions-nous pas \u00e9galement nous demander si nous n\u2019avons pas une part de responsabilit\u00e9s dans cette d\u00e9croissance de la fen\u00eatre de r\u00e9servations. La plupart d\u2019entre vous se rappellent s\u00fbrement de leur classe de biologie en premi\u00e8re ann\u00e9e de lyc\u00e9e. On nous faisait une le\u00e7on sur un scientifique Russe, Pavlov, qui a \u00e9tudi\u00e9 le comportement des chiens. Le conditionnement du comportement, appel\u00e9 l\u2019effet Pavlov, est exactement la m\u00e9thode que nous utilisons sur les clients.<\/p>\n<\/div>

<\/div><\/div>

Maximise les revenus de ton h\u00f4tel<\/p>\n<\/div>

D\u00e9couvre le potentiel de revenus cach\u00e9s de ton h\u00f4tel ou de ton resort.<\/p>\n<\/div>

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PLUS D’INFO<\/span><\/a><\/div><\/div><\/div>
CONTACT<\/span><\/i><\/a><\/div><\/div><\/div><\/div>
PLUS D’INFO<\/span><\/a><\/div>
CONTACT<\/span><\/i><\/a><\/div><\/div><\/div>
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Nous conditionnons, ou enseignons, \u00e0 nos clients comment attendre avant de r\u00e9server, en proposant des offres de derni\u00e8re minute inratables. Nous n\u2019appliquons pas de petits changements sur nos prix, mais nous repositionnons nos tarifs de mani\u00e8re significative lors de nos pr\u00e9visions ou lorsque les attentes ne sont pas atteintes.
\nUn exemple classique d\u2019un jour lors duquel cette m\u00e9thode s\u2019applique est typiquement le jour de la Saint Sylvestre. Chaque ann\u00e9e les h\u00f4teliers affichent des tarifs \u00e9lev\u00e9s, des restrictions MLOS ainsi que des offres non-remboursables, et nous attendons. Mais c\u2019est \u00e9galement ce que font les clients, qui au final en ressortent gagnants, \u00e9tant donn\u00e9 que les h\u00f4tels doivent ouvrir leurs portes sans une base de ventes solide.<\/p>\n

\"parit\u00e9<\/p>\n

Nous avons trouv\u00e9 cette m\u00e9thode bien plus effective afin de pr\u00e9voir pr\u00e9cis\u00e9ment le taux d\u2019occupation de chaque jour et de planifier en avance combien de chambres nous pouvons et devons vendre et \u00e0 quel prix. Nous commen\u00e7ons par offrir les tarifs les plus mod\u00e9r\u00e9s en tant qu\u2019offres pr\u00e9-ventes et augmentons syst\u00e9matiquement les prix en fonction de la vitesse (fr\u00e9quence) de r\u00e9servation, de la demande, que nous enregistrons.<\/p>\n

Les clients sensibles au prix sont incit\u00e9s \u00e0 r\u00e9server en avance, en dehors de nos fen\u00eatres de r\u00e9servations habituelles. Au moment o\u00f9 les clients peu sensibles au prix commencent \u00e0 r\u00e9server, nous avons d\u00e9j\u00e0 cr\u00e9\u00e9 une base solide.<\/p>\n

Nous devons g\u00e9rer la sensibilit\u00e9 du prix de mani\u00e8re plus effective et enseigner \u00e0 nos clients \u00e0 r\u00e9server en avance s\u2019ils veulent avoir une offre int\u00e9ressante. Commencez par vendre \u00e0 des tarifs plus bas puis augmentez les prix jusqu\u2019\u00e0 la date d\u2019arriv\u00e9e, afin de toucher une base de clients plus large.<\/p>\n

Afin de r\u00e9ussir cela, nos pr\u00e9visions doivent, bien s\u00fbr, \u00eatre correctes.<\/p>\n<\/div>

Pr\u00e9c\u00e9dente<\/span><\/a><\/div>
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Abonnez-vous \u00e0 Notre Blog<\/span><\/a><\/div>\n<\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"

N\u2019oubliez pas que le prix est un outil de vente. Le prix permet de segmenter et d’identifier diff\u00e9rents march\u00e9s cibles avec comme objectif la maximisation du revenu. Cependant nous devons \u00eatre vigilants afin que les strat\u00e9gies de revenue management<\/a>\u00a0bas\u00e9es sur la sensibilit\u00e9 du prix ne se retournent pas contre nous.<\/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-24849","post","type-post","status-publish","format-standard","hentry","category-manuel-gestion-revenu"],"acf":[],"yoast_head":"\nSensibilit\u00e9 Tarifaire: Offres de Derni\u00e8res Minutes Vs. 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