{"id":24851,"date":"2009-10-06T10:29:41","date_gmt":"2009-10-06T10:29:41","guid":{"rendered":"https:\/\/www.xotels.com\/non-classifiee\/les-strategies-de-la-tarification-de-groupes"},"modified":"2025-01-23T14:57:44","modified_gmt":"2025-01-23T14:57:44","slug":"tarification-de-groupes","status":"publish","type":"post","link":"https:\/\/www.xotels.com\/fr\/revenue-management\/manuel-gestion-revenu\/tarification-de-groupes","title":{"rendered":"Les Strat\u00e9gies de la Tarification de Groupes"},"content":{"rendered":"

En dehors de la mise en place de strat\u00e9gies pour les segments Inviduels, Entreprises et Grossistes, nous avons aussi l\u2019opportunit\u00e9 de g\u00e9n\u00e9rer plus de revenu en se pr\u00e9parant et planifiant l\u2019arriv\u00e9e du segment relatif aux groupes. Les strat\u00e9gies de revenue management<\/a>\u00a0doivent aussi \u00eatre appliqu\u00e9es aux groupes.<\/p>\n

Sur quoi devons-nous donc porter notre attention ? Par quoi devons-nous commencer ? Dans un premier temps, si nous avons \u00e9tablis un calendrier de la demande s\u2019\u00e9talant sur l\u2019ann\u00e9e ainsi qu\u2019une pr\u00e9vision par segment, nous serons capables de d\u00e9terminer quelle part de votre capacit\u00e9 en chambres nous pourrons vendre \u00e0 la client\u00e8le groupes.<\/p>\n

Nous pouvons \u00e9galement aller plus loin, en utilisant un calcul de d\u00e9placements, combien devrions nous facturer pour d\u00e9placer les ventes pr\u00e9vues sur un autre segment afin de cr\u00e9er un revenu et un b\u00e9n\u00e9fice suppl\u00e9mentaires pour l\u2019h\u00f4tel.<\/p>\n

Ne br\u00fblons pas les \u00e9tapes et commen\u00e7ons par travailler sur la mise en place de notre strat\u00e9gie propre aux groupes. Nous devrions mettre en place un calendrier sp\u00e9cifique \u00e0 la demande groupe qui servira de ligne directrice pour l\u2019\u00e9quipe des ventes sur comment et quoi facturer, avec certitude.<\/p>\n

Pour cela, nous devrons nous connecter sur toutes les p\u00e9riodes pour lesquelles nous avons des r\u00e9servations de groupes et lorsque nous recevons ces r\u00e9servations pour quels tarifs convertissons-nous ou ne convertissons-nous pas. Nous devons \u00e9galement garder une trace et suivre les regrets et refus concernant les r\u00e9servations de groupes.<\/p>\n

Ceci vous aidera \u00e0 d\u00e9velopper un calendrier de la demande pour la client\u00e8le groupe, qui peut ressembler au tableau ci-dessous:<\/p>\n

\"tarification<\/p>\n

Bas\u00e9 sur vos OTB (on the books – livres de comptes) et pr\u00e9visions, nous pouvons attribuer un tarif ainsi qu\u2019un contingentement de groupe en termes de capacit\u00e9 de chambres. Rappellez-vous, un tel outil doit \u00eatre dynamique et ajust\u00e9 lors de l\u2019analyse des pick-up sur les diff\u00e9rents segments.<\/p>\n

Conna\u00eetre votre jour porteur ainsi que le taux de conversion de votre activit\u00e9 Groupes, vous permettra de gagner de l\u2019assurance lors de vos cotations. L\u2019historique de donn\u00e9es ci-dessous nous montrera que l\u2019on peut se montrer confiants sur les devis de groupes en Janvier et F\u00e9vrier pour Mars et Avril \u00e9tant donn\u00e9 que nous attendons encore plusieurs demandes qui seront converties. Ici, il n\u2019y a donc pas de raison de n\u00e9gocier ou d\u00e9placer les tarifs…<\/p>\n

\"tarification<\/p>\n

Pour finir, comme mentionn\u00e9 plus t\u00f4t, un calcul de d\u00e9placement devrait \u00eatre r\u00e9alis\u00e9 si un groupe occupe la capacit\u00e9 d\u2019un autre segment pr\u00e9vu. Le groupe devrait g\u00e9n\u00e9rer plus de profits et de revenu, ce \u00e0 quoi nous pourrions aboutir avec les activit\u00e9s potentiellement d\u00e9plac\u00e9es. Vous aurez \u00e0 prendre en compte toutes les d\u00e9penses, sources de revenue, salles de conf\u00e9rences, F&B inclus etc…et pas seulement le revenu engendr\u00e9 par les ventes de chambres.<\/p>\n<\/div>

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En dehors de la mise en place de strat\u00e9gies pour les segments Inviduels, Entreprises et Grossistes, nous avons aussi l\u2019opportunit\u00e9 de g\u00e9n\u00e9rer plus de revenu en se pr\u00e9parant et planifiant l\u2019arriv\u00e9e du segment relatif aux groupes. Les strat\u00e9gies de revenue management<\/a>\u00a0doivent aussi \u00eatre appliqu\u00e9es aux groupes.<\/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-24851","post","type-post","status-publish","format-standard","hentry","category-manuel-gestion-revenu"],"acf":[],"yoast_head":"\nLes Strat\u00e9gies de la Tarification de Groupes<\/title>\n<meta name=\"description\" content=\"Comment \u00e9tablir une strat\u00e9gie de tarification pour les groupes au sein de votre h\u00f4tel ? 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