What are the marketing strategies of the hotel?

Including: organizational marketing, product mix, planning and publicity.

First, organizational marketing:

In organizational marketing, we should do the following:

1, define the sales area and scope. The marketing manager cooperates with the sales staff to define the sales area and scope, and actively guides the sales staff to expand the sales area at one time. The distribution of sales area and scope should be based on the sales potential of fixed customers, the geographical location and category of customers. 2. Set sales targets. The marketing manager sets the sales target according to the hotel's sales target and policy. Sales indicators are divided into quantitative indicators and quality indicators. The quantitative indicators are:

(1) Sales quantity, such as room sales days, catering sales, average house price, sales revenue, etc.

(2) Sales times, daily or monthly sales visits.

(3) Indicators and control of sales expenses, and the sales expenses involved by sales personnel every month, such as transportation expenses and entertainment expenses.

2. Because the customer demand potential of each salesperson is different, it is necessary to determine the quality standard of sales when the salesperson is required to reach the sales quantity, including the product and sales knowledge of the salesperson, the effect of the sales visit, the working attitude and ability of the salesperson and the relationship with the customer.

3. Performance evaluation of sales staff. The sales manager should take appropriate measures to understand and obtain the performance information of the sales staff, formulate the provisions for the sales staff to submit the "sales report" every month, understand the sales situation, and feed back the sales information in time.

4. A well-organized organization. According to the geographical location and category of hotel customers, the marketing department organizes sales staff to divide sales according to geographical location, which reduces the travel time and improves work efficiency. According to the current development of hotels, hotel marketing should actively tap the potential of hotel products, increase the attractiveness of products, attract customers' consumption and attract business.

Second, the product portfolio:

Hotel marketing can develop a variety of popular combination products to attract customers according to the sales requirements of enterprises and the different needs of guests. The combined products that can be opened are as follows:

(1) combination products for business guests. Provide special services for business guests, such as a basket of fruit in the guest room, welcome drinks, facilities and equipment in the recreation center, bars, songs and dances, etc.

(2) Conference portfolio products. The conference package products include the use of the conference hall, tea and coffee during the meeting break and working meals during the meeting, which are provided at a discount of one package per person.

(3) Family accommodation combination products. Family double rooms, free extra beds for children living with their parents, provision of child care services, free use of children's entertainment facilities, children's menus in restaurants, etc.

(4) Honeymoon holiday products. Honeymoon holiday products are only available to newlyweds, and generally require beautiful and quiet rooms and some special services, such as beautifully decorated new houses, free American breakfast before going to bed, free champagne, and flowers and fruit baskets in the rooms.

(5) Wedding portfolio products. This kind of products are mainly aimed at the local residents' market, combining the wedding consumption form, adapting to the consumption psychology, emphasizing the festive atmosphere and attracting consumption: the product portfolio includes luxurious Beijing-style or Cantonese-style banquets, free full-court soft drinks, a four-story exquisite wedding cake, a grand wedding banquet hall decorated with flowers and double happiness banners, creating a wedding atmosphere according to specific requirements, playing wedding marches, providing wedding suites, flowers, fruits and champagne free of charge on the wedding night, and providing wedding banquets in the bridal chamber.

(6) weekend combination products. Weekend combination products can attract guests to rest and entertain after a week's work, so it is necessary to plan and organize some entertainment and sports activities, such as holding weekend parties and acrobatic performances. And combine entertainment activities with hotel accommodation services into cheap package products.

(7) Off-season holiday products. In the off-season, provide guests with accommodation and meals for one week or ten days at a package price. At the same time, in order to attract guests, it is necessary to plan and organize guests to enjoy entertainment activities for free.

(8) Combination products for special activities. The development of this combination product requires the marketing staff to have creative and factual thinking, design products that are both novel and feasible in economy and sales, and make use of existing facilities and service institutions, such as table tennis, tennis and bowling competitions, to enhance the reputation and image of the hotel.

Third, planning and publicity:

In addition to developing new products and activities, marketing should also introduce unique publicity methods to attract customers, which requires more research on advertising planning and sales.

(1) You can choose TV, radio, newspapers and other media to regularly report the newly-launched special dishes, room environment, activities, etc. of the hotel, so as to enhance the guests' sensory impression of the hotel.

(2) Use trade magazines, newspapers, travel brochures, guides, advertising leaflets, direct letters and other ways to promote hotel products.

(3) Strengthen the momentum and influence by inviting famous performances, and create hot spots for hotel consumption, such as inviting provincial and municipal model contests and fashion shows; Large-scale singing and dancing instrumental music performances and other promotion methods.

(4) Design and launch the Oktoberfest, enjoy the dishes, and increase hotel consumption and benefits.

Hotel marketing should not be limited to one stage, stick to one mode and indulge in one state. It must create and design the most suitable business model for hotel management and development with the most acute, advanced and unique sense of smell, so as to make hotel management more perfect, advanced and unique, so as not to be defeated in the fierce competition in the hotel industry.