Strategy Research Of Sales Management H Hotel Rooms Basing On Revenue Management

As the rapid growth of Chinese travel market, the foreign transnational hotel group seize infiltration on Chinese hotel industry. Local hotels are constantly expanded and new, Chinese hotel market is gradually converted to a buyer's market from a seller's market, which led to the pressure in sales increase of hotel rooms.The H Hotel is a four-star hotel, which located in underdeveloped regions, the annual average room occupancy rate of 2007was only 47%percent, and the average price wasï¿¥259 per room; Rate of room revenue was only 7.4% In this situation, increase room revenue became the major issue that H hotel will face in a longer period. If this problem could solve timely and effective, it will help solve the H hotel to increase overall receipts and improve refinement management.In the course of the study, it was found that H hotel room sales management exists the following problems: the first is not to do in-depth market segment for the guests; the second is the lack of implementing of the guests rooms differential pricing according to guest' different need; and third is not to implement differential book between strategy in the peak tourism season. In addition, the management team is scheduled guests more extensive. The existence of the above problems these problem have greatly blocked the increase of the rooms. In this paper, the more advanced revenue management theory is applied to analyze of the above problems. With the actual situation of H hotel, takes research in areas of market segmentation, demand forecasting, over-booking, differential pricing and the management team. Then, put forward corresponding strategies and recommendations, the ultimate objective of this study is maximize the H hotel rooms return.This paper is divided into three chapters. Something that the background and significance of this study on the theory of revenue management is mainly expound in the first chapter.Chapter II lead into questions, through analyze the problems of the H hotel rooms sales management to look into the subjective and objective reasons.Chapter III is the focus of this paper, first of all, clarify the main objectives of the H hotel rooms revenue management implementation, followed from the market segmentation strategy, demand forecasts, over-scheduled Room, Room differential pricing and management team and so on to take study on the H hotel rooms sale. This article holds that H hotel exist the conditions and a basis that implement room revenue management. And revenue management strategy of market segmentation, demand forecasting, over-scheduled, room differential pricing and management team will help improve receipts and overall development.