"I can''t believe that you are very good at this piece." Zhang Wei said.

    "I don''t understand drifting as well as you. After all, you have accumulated rich knowledge and experience from Lao Zheng. However, I am quite familiar with hotels, especially hotel marketing, because we are tourists. We take a group to go out every day and deal with hotels all day. We gradually become familiar with their business strategies, including the way of Management..." He Ying said, I didn''t wait for the guests to come when I was built. I also needed to take the initiative to do sales. I once specialized in hotel management correspondence course for one year... "

    "Oh..." Zhang Wei looked at He Ying and said, "at present, what I continue to understand is the hotel management. Otherwise, I have no idea whether I can do this hotel, especially the hotel marketing."

    He Ying smiles: "hotel marketing is a kind of marketing, and also an important part of hotel business activities. It started before the hotel provided products and services. It mainly studies the needs of guests and the methods to promote the growth of hotel customers, and is committed to developing the potential of the hotel market and increasing the hotel''s revenue; Marketing involves meeting the needs of guests and products, which runs through all business activities from hotel circulation to guests, and ultimately makes the hotel achieve its preset business objectives.... "

    "It''s fresh and interesting," Zhang Wei nodded. "Go on."

    He Ying said: "I also have more theoretical things and less practical things. Yingying knows more than me in this aspect. In those years, we took part in the correspondence study of hotel management together. Through distance education, in fact, she is more proficient than me in this aspect..."

    "Oh... I didn''t know that. Yingying never told me," Zhang Wei said, "you two are really good at keeping secrets..."

    "You don''t need to talk about nature before. You think it''s showing off when you talk about it. Now it''s about nature." He Ying said with a smile.

    "Continue to talk about your ideas and the specific content of hotel marketing. I''m very interested. It''s of great significance to whether we can contract this hotel." Zhang Wei said: "you say, I listen."

    "Well, I''ll just say it briefly," He Ying said. "When it comes to hotel marketing, it''s actually an important part of the whole hotel management. When hotel marketing is organized and carried out, it''s necessary to define the sales area and scope, actively guide the sales staff to expand the sales area in a lump sum way, and the distribution of sales area and scope should be based on the sales potential of frequent customers, Customers are allocated according to their geographical location and category;

    "At the same time, according to the hotel''s sales objectives and policies, sales indicators are divided into quantity indicators and quality indicators. Due to the different customer demand potential in charge of each sales staff, the quality standard of sales should be determined while the sales staff are required to achieve the sales quantity. The quality standard includes the sales staff''s product and sales knowledge, and the effect of sales visit, Working attitude, working ability and relationship with customers of sales staff.

    "The second is to arrange a reasonable organization, according to the geographical location and category of hotel customers, organize sales personnel to divide sales according to geographical location, reduce travel time and improve work efficiency., According to the current development of the hotel, hotel marketing should actively tap the potential of hotel products, increase the attractiveness of products, attract customers to consume and attract business. "

    "Hotel products?" Zhang Wei looked at He Ying: "what are hotel products? What are the contents? "

    "Since we want to be a hotel, if we want to be a good hotel, we need to develop a variety of popular combination products according to the sales requirements of the enterprise, aiming at the different needs of the guests, so as to attract customers," He Ying looked at Zhang Wei. "At present, hotels generally have more common and marketable products. One is the combination products for official guests, which is the special services for official guests, Offer discount for business guests, such as offering a basket of fruit in the guest room, offering welcome drinks, using the facilities and equipment of the recreation center, participating in bars, singing and dancing activities for free;

    "I understand this," Zhang Wei waved his hand. "To put it bluntly, hotel marketing should not be limited to one stage, stuck to one mode and indulged in one state. It must create and design the best business model suitable for hotel operation and development with the most acute, advanced and unique sense of smell, so as to make hotel operation more perfect, advanced and unique, Not to lose in the fierce competition in the hotel industry... Right? "

    "Yes," He Ying nodded: "in fact, marketing is interlinked, you understand very quickly!"

    "The key is that you speak well, very specific, very appropriate, very practical!" Zhang Wei said: "from the investment promotion materials of the Holiday Inn you studied today and the situation of the Holiday Inn you know, what are the problems of the hotel?"

    "In the afternoon, I went online to find a good girlfriend of mine, who had worked in Holiday Inn for several years. She was very capable. She quit her job about three months ago and emigrated to Canada with her husband. I asked her specifically on QQ for a long time, and she told me in detail about the situation. Of course, she only talks about work, never gossips about others..."

    He Ying said, turning on the laptop: "at present, because of the characteristics of collective economic ownership, the management of this holiday inn is very rigid. The marketing management still stays in the traditional marketing means such as team, signing contract or simple promotion, low-level price cutting and so on. It lacks the market analysis and market positioning of its own wine shop, or the analysis is not deep enough, and the positioning is not accurate, It makes the hotel management strategy vague, and also holds the idea of relying on the internal hospitality of the Tourism Bureau to make a living;

    "Secondly, the hotel''s way of operation and sales is not right. Its main energy is to understand its competitors and how to compete with their peers in terms of scale, price, service and culture. It is only trying to dig its own potential, gradually forming a closed door and making cars behind closed doors, which makes its hotel''s tourist market artificially smaller;

    "Third, enterprise development advocates the 82 rule, that is, 80% of the turnover of most enterprises comes from the repeated purchase or consumption of 30% of the loyal customers, while the other 30% of the turnover comes from those 80% of the free customers. This hotel just lacks the research on the needs of 30% of the loyal customers, and does not consider how to attract them to stay, How to carry out the incentive and promotion of food, entertainment, social activities and consumption according to their needs, and how to carry out personalized business and sales are not taken into consideration... These can be said to be the three major reasons for their failure... "

    "Failure is not terrible, the most terrible thing is not to find the cause of failure!" Zhang Wei said.

    "Yes, if we are going to take over this hotel, we must solve these problems," he said. "Now, what we know is only superficial. Only by going deep into the hotel can we really solve the problem."

    Zhang Wei nodded: "OK, from tomorrow on, let''s go separately. I''ll go to the mountain to see the drifting. How about you, go to the hotel and find out all the information about the hotel. You should be careful and don''t worry about this..."

    "Well... I don''t understand rafting. You can do it well. I know something about the hotel. I''ll go tomorrow." He Ying nodded.

    "We either don''t do it, or we do it well," Zhang Wei said. "It''s like starting a new business from scratch. I''m determined to do it successfully."

    "As long as you want to do something, you will succeed, I believe you!" He Ying said: "Alas... If only Yingying were here, I feel more confident..."

    "You know, He Ying," Zhang Wei looked at He Ying, "I do this hotel and rafting, not only to do business, not only to make money, but more importantly to Yingying. Without Yingying, I will never come back, let alone do this thing!"

    He Ying looks at Zhang Wei quietly and waits for him to go on.