Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

#JMO18 Il revenue di Luciano Scauri

399 views

Published on

Luciano Scauri ha presentato a Join Maremma Online una filosofia di revenue che si basa su scelte consapevoli, costruzione del prodotto e meno sudditanza alla tendenza del ribasso delle tariffe.

Published in: Travel
  • DOWNLOAD THE BOOK INTO AVAILABLE FORMAT (New Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THE can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THE is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBOOK .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, CookBOOK, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, EBOOK, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THE Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THE the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THE Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (Unlimited) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/qURD } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/qURD } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/qURD } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/qURD } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/qURD } ......................................................................................................................... Download doc Ebook here { https://soo.gd/qURD } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Be the first to like this

#JMO18 Il revenue di Luciano Scauri

  1. 1. VA BENE LA TARIFFA DINAMICA MA FORSE STIAMO ESAGERANDO
  2. 2. LE PALLE DEL REVENUE MANAGMENT
  3. 3. ALGORITMO
  4. 4. •RIGHT PRODUCT •RIGHT CUSTOMER •RIGHT TIME •RIGHT PRICE
  5. 5. NESTING
  6. 6. LA VENDITA PER SEGMENTO • LA VENDITA PER SEGMENTO DI MERCATO • LA VENDITA PER DEVICE • LA VENDITA PER CANALE • AVVENTO DEI METAMOTORI E DEI GESTORI DEI METAMOTORI • GESTIONE PER FASCIA ORARIA ( CHIEDETE LA FUNZIONE RESET) • VENDITA MID WEEK • FLEXI, ADVANCE, NO BREAKFAST • VENDITA WEEK END • LCO1 , LCO2, A1GP, EARLY CHECK IN
  7. 7. LA TARIFFA PERFETTA DINAMICA LISTINO
  8. 8. LISTINO VANTAGGI• I CLIENTI SANNO PER TEMPO QUANTO SPENDERANNO • NESSUN PROBLEMA DI GESTIONE INTERNA SVANTAGGI• NON POTER ADEGUARE IL PREZZO IN BASE ALLA PROPENSIONE ALLA SPESA DEL CLIENTE • NON POTERE CREARE RAPIDAMENTE PRODOTTI UTILI PER INTERCETTARE DOMANDA • DIFFICOLTA DI CREAZIONE DI UN PREVENTIVO PER L’OSPITE
  9. 9. 1. LISTINI PREZZI DURI A MORIRE
  10. 10. 2. LISTINI PREZZI DURI A MORIRE
  11. 11. 3. LISTINI PREZZI DURI A MORIRE
  12. 12. 4. LISTINI PREZZI DURI A MORIRE
  13. 13. 5. LISTINI PREZZI DURI A MORIRE
  14. 14. LISTINO PREZZI DA ESAURIMENTO NERVOSO
  15. 15. TARIFFA DINAMICA VANTAGGI • AGGIUSTAMENTI TARIFFARI AUTOMATIZZATI • OTTIMIZZAZIONE DEI PROFITTI (POSSIAMO AGGIORNARE FACILMETE , RAPIDAMENTE E AUTOMATICAMENTE LE TARIFFE IN BASE ALLE VARIABILI DEI COSTI E DELLA DOMANDA) • ESPANDERE IL TUO TARGET A NUOVI GRUPPI DI CONSUMATORI E SEGMENTI DI MERCATO • AUMENTO DELLE VENDITE PER AVER INTERCETTATO UN PIU AMPIO PUBBLICO • RENDERE IL TUO BUSINESS PIÙ ATTRAENTE PER EFFETTO DEI PREZZI BASSI • OPPORTUNITÀ DI FIDELIZZARE DA CLIENTI CHE ACQUISTANO PER LA PRIMA VOLTA • PERMETTE DI COGLIERE LE OPPORTUNITÀ DI OTTIMIZZAZIONE IN STAGIONALITÀ IMPROVVISAMENTE ALTE • PERMETTE DI AVERE UNA SCELTA TARIFFARIA CHE INTERCETTA PIÙ SEGMENTI DI MERCATO
  16. 16. SVANTAGGI • POSSONO ESSERE PERCEPITE COME SLEALI DAI CLIENTI (nel caso in cui ci siano prezzi differenti per la stessa tipologia di camera) • LA CLIENTELA CORPORATE NON POTREBBE PREVEDERE E BUDGETTARE IL COSTO • CREA UNA GRANDE COMPLESSITÀ DI GESTIONE • VUOLE UN PROCESSO STRUTTURATO E COERENTE • DIMINUZIONE DEI PROFITTI DATA DALLA RIDUZIONE TARIFFARIA TEMPORANEA O PERMANENTE • LA PERDITA DI OSPITI CHE NON POSSONO SOSTENERE IL COSTO AL TERMINE O AL DI FUORI DEL PERIODO PROMOZIONALE • CLIENTI CHE ACQUISTANO AD UN PREZZO PROMOZIONALE E LO RIVENDONO A TARIFFA PIENA • GRANDE IMPEGNO GESTIONALE • RICHIEDE TECNOLOGIA E TEMPO • RICHIEDE UNA GESTIONE CONSAPEVOLE E ACCURATA TARIFFA DINAMICA
  17. 17. VANTAGGI • AGGIUSTAMENTI TARIFFARI AUTOMATIZZATI • OTTIMIZZAZIONE DEI PROFITTI (POSSIAMO AGGIORNARE FACILMETE , RAPIDAMENTE E AUTOMATICAMENTE LE TARIFFE IN BASE ALLE VARIABILI DEI COSTI E DELLA DOMANDA) • ESPANDERE IL TUO TARGET A NUOVI GRUPPI DI CONSUMATORI E SEGMENTI DI MERCATO • AUMENTO DELLE VENDITE PER AVER INTERCETTATO UN PIU AMPIO PUBBLICO • RENDERE IL TUO BUSINESS PIÙ ATTRAENTE PER EFFETTO DEI PREZZI BASSI • OPPORTUNITÀ DI FIDELIZZARE DA CLIENTI CHE ACQUISTANO PER LA PRIMA VOLTA • PERMETTE DI COGLIERE LE OPPORTUNITÀ DI OTTIMIZZAZIONE IN STAGIONALITÀ IMPROVVISAMENTE ALTE • PERMETTE DI AVERE UNA SCELTA TARIFFARIA CHE INTERCETTA PIÙ SEGMENTI DI MERCATO SVANTAGGI • POSSONO ESSERE PERCEPITE COME SLEALI DAI CLIENTI (nel caso in cui ci siano prezzi differenti per la stessa tipologia di camera) • LA CLIENTELA CORPORATE NON POTREBBE PREVEDERE E BUDGETTARE IL COSTO • CREA UNA GRANDE COMPLESSITÀ DI GESTIONE • VUOLE UN PROCESSO STRUTTURATO E COERENTE • DIMINUZIONE DEI PROFITTI DATA DALLA RIDUZIONE TARIFFARIA TEMPORANEA O PERMANENTE • LA PERDITA DI OSPITI CHE NON POSSONO SOSTENERE IL COSTO AL TERMINE O AL DI FUORI DEL PERIODO PROMOZIONALE • CLIENTI CHE ACQUISTANO AD UN PREZZO PROMOZIONALE E LO RIVENDONO A TARIFFA PIENA • GRANDE IMPEGNO GESTIONALE • RICHIEDE TECNOLOGIA E TEMPO • RICHIEDE UNA GESTIONE CONSAPEVOLE E ACCURATA TARIFFA DINAMICA
  18. 18. LA TARIFFA PERFETTA
  19. 19. TARIFFA PERFETTA
  20. 20. I MOMENTI FONDAMENTALI DEL YRM ANALISI INTERNA ESTERNA PREVISIONE FORECAST MARKET DEMAND RACCOMANDAZIONI PREZZI DISPONIBILITÀ STRATEGIA VERIFICA MARKET BENCHMARK BUDGET & FORECAST
  21. 21. ANALISI INTERNA ESTERNA TECNOLOGIA BI PMS RATE SHOPPER REPUTATION MANAGEMENT CONFIGURAZIONI COMPETITOR SEGMENTAZIONE ROOM INVENTORY RATE GRID I MOMENTI FONDAMENTALI DEL YRM
  22. 22. PREVISIONE INTERNA ESTERNA TECNOLOGIA RMS MARKET DEMAND EXPERIENCE CONFIGURAZIONI PREZZI DISPONIBILITÀ STRATEGIA I MOMENTI FONDAMENTALI DEL YRM
  23. 23. RACCOMANDAZIONE INTERNA ESTERNA TECNOLOGIA CRS BOOKING ENGINE CHANNEL MANAGER METASEARCH MANAGER OFFLINE COMMUNICATION DISTRIBUTION CONFIGURAZIONI TARIFFE E PRODOTTI INVENTARIO POSIZIONAMENTO I MOMENTI FONDAMENTALI DEL YRM
  24. 24. VERIFICA MARKET DEMAND BUDGET FORECAST TECNOLOGIA BENCHMARK REPUTATION MANAGEMENT CONFIGURAZIONI COMPETITOR SET RATES & SUPPLY I MOMENTI FONDAMENTALI DEL YRM
  25. 25. RATE POSITIONING MY HOTEL
  26. 26. PRODUCT FEATURES REPUTATION LOCATION COMPETITOR MARKET DEMAND
  27. 27. ASSE DELLE FEATURES E REPUTAZIONE
  28. 28. ASSE DELLE FEATURES E REPUTAZIONE
  29. 29. ASSE DEL PREZZO
  30. 30. ASSE DEL PREZZO
  31. 31. MENO FEATURES PREZZO PIU ALTO PIÙ FEATURES PREZZO PIU BASSO PIÙ FEATURES PREZZO PIU ALTO MENO FEATURES PREZZO PIU BASSO
  32. 32. MENO FEATURES PREZZO PIU ALTO PIÙ FEATURES PREZZO PIU BASSO PIÙ FEATURES PREZZO PIU ALTO MENO FEATURES PREZZO PIU BASSO
  33. 33. MENO FEATURES PREZZO PIU ALTO PIÙ FEATURES PREZZO PIU BASSO PIÙ FEATURES PREZZO PIU ALTO MENO FEATURES PREZZO PIU BASSO
  34. 34. MENO FEATURES PREZZO PIU ALTO PIÙ FEATURES PREZZO PIU BASSO PIÙ FEATURES PREZZO PIU ALTO MENO FEATURES PREZZO PIU BASSO
  35. 35. POSIZIONAMENTI TARIFFARI AGGRESSIONE PENETRAZIONE
  36. 36. POSIZIONAMENTI TARIFFARI AGGRESSIONE PENETRAZIONE
  37. 37. POSIZIONAMENTI TARIFFARI PARITÀ E INTEGRITÀ
  38. 38. POSIZIONAMENTI TARIFFARI ASSEDIO
  39. 39. POSIZIONAMENTI TARIFFARI SELEZIONE E FORZA
  40. 40. BANDWIDTH
  41. 41. UNDER BANDWIDTH
  42. 42. POSIZIONAMENTI TARIFFARI AGGRESSIONE PENETRAZIONE
  43. 43. IN BANDWIDTH
  44. 44. POSIZIONAMENTI TARIFFARI PARITÀ E INTEGRITÀ
  45. 45. OVER BANDWIDTH
  46. 46. POSIZIONAMENTI TARIFFARI SELEZIONE E FORZA
  47. 47. POSIZIONAMENTI TARIFFARI AGGRESSIONE PENETRAZIONE PARITÀ E INTEGRITÀ ASSEDIO SELEZIONE E FORZA
  48. 48. POSIZIONAMENTI TARIFFARI SELEZIONE E FORZA PARITÀ E INTEGRITÀ ASSEDIO AGGRESSIONE E PENETRAZIONE ASSE DEL PREZZO IN BANDWIDTH OVER BANDWIDTH UNDER BANDWIDTH IN & UNDER BANDWIDTH
  49. 49. IN BANDWIDTH OVER BANDWIDTH UNDER BANDWIDTH IN & UNDER BANDWIDTH
  50. 50. IN BANDWIDTH OVER BANDWIDTH UNDER BANDWIDTH IN & UNDER BANDWIDTH
  51. 51. TARIFFA DI DIFFIDENZA
  52. 52. TARIFFA DI DIFFIDENZA UNDER BANDWIDTH A CASE HISTORY OR TWO
  53. 53. TARIFFA DI RESISTENZA OVER BANDWIDTH
  54. 54. SELEZIONE E FORZA PARITÀ E INTEGRITÀ ASSEDIO AGGRESSIONE E PENETRAZIONE OVER BANDWIDTH IN BANDWIDTH IN & UNDER BANDWIDTH UNDER BANDWIDTH
  55. 55. SELEZIONE E FORZA PARITÀ E INTEGRITÀ ASSEDIO AGGRESSIONE E PENETRAZIONE OVER BANDWIDTH IN BANDWIDTH IN & UNDER BANDWIDTH UNDER BANDWIDTH LA TARIFFA PERFETTA
  56. 56. ELEMENTI DI DETERMINAZIONE DEL PREZZO BID PRICE SELLING PRICE PROPENSIONE ALLA SPESA
  57. 57. ELEMENTI DI DETERMINAZIONE DEL PREZZO SELLING PRICE PREZZO & TARIFFA
  58. 58. • COSTO CAMERA • SOGLIA PSICOLOGICA • FORECAST • TREND • MERCATO • INVENTARIO INVENDUTO BID PRICE ELEMENTI DI DETERMINAZIONE DEL PREZZO
  59. 59. • POSSIBILITÀ ECONOMICHE • PRESTIGIO VALORE SOGGETTIVO • CAPRICCIO GRATIFICAZIONE • UTILITÀ E VANTAGGI REALI O SUPPOSTI • EMULAZIONE, INVIDIA, VANITÀ • BRAND REPUTATION BID PRICE PROPENSIONE ALLA SPESA ELEMENTI DI DETERMINAZIONE DEL PREZZO
  60. 60. •PROPENSIONE ALLA SPESA BID PRICE PROPENSIONE ALLA SPESA SELLING PRICE ELEMENTI DI DETERMINAZIONE DEL PREZZO •SPIT •PICK UP •BOOKING WINDOW •BID PRICE
  61. 61. •PROPENSIONE ALLA SPESA BID PRICE PROPENSIONE ALLA SPESA SELLING PRICE ELEMENTI DI DETERMINAZIONE DEL PREZZO •SPIT •PICK UP •BOOKING WINDOW •BID PRICE• POSSIBILITÀ ECONOMICHE • PRESTIGIO VALORE SOGGETTIVO • CAPRICCIO GRATIFICAZIONE • UTILITÀ E VANTAGGI REALI O SUPPOSTI • EMULAZIONE, INVIDIA, VANITÀ • BRAND REPUTATION • COSTO CAMERA • SOGLIA PSICOLOGICA • FORECAST • TREND • MERCATO • INVENTARIO INVENDUTO
  62. 62. 0% 1% 2% 3% 4% 5% 6% 7% 8% 9% 1 COMPONENTI DEL PREZZO Bid Price BOOKING WINDOW Brand Reputation Camere Non Ancora Vendute Capriccio Gratificazione Competitors Costo Camera Emozioni Psicologia Razionalità Emulazione Invidia Vanità La Previsione PICK UP Possibilità Economiche Prestigio , Valore Soggettivo Propensione alla spesa Soglia Psicologica SPIT Trend e Mercato Utilità e vantaggi reali o supposti 0% 1% 2% 3% 4% 5% 6% 7% 8% 9% 1 COMPONENTI DEL PREZZO Bid Price BOOKING WINDOW Brand Reputation Camere Non Ancora Vendute Capriccio Gratificazione Competitors Costo Camera Emozioni Psicologia Razionalità Emulazione Invidia Vanità La Previsione PICK UP Possibilità Economiche Prestigio , Valore Soggettivo Propensione alla spesa Soglia Psicologica SPIT Trend e Mercato Utilità e vantaggi reali o supposti
  63. 63. •PRICE VS FORECAST •PRICE VS OCCUPANCY
  64. 64. KPI INTERNI RevPAR % ADR
  65. 65. RGI MPI ARI KPI ESTERNI RevPAR % ADR KPI INTERNI
  66. 66. % - MPI
  67. 67. ADR - ARI
  68. 68. RevPAR - RGI
  69. 69. KPI – KEY PERFORMANCE INDICATORS RGI – Revenue Growth Index MPI – Market Penetration Index ARI – Average Rate Index
  70. 70. KPI – KEY PERFORMANCE INDICATORS RGI – Revenue Growth Index MPI – Market Penetration Index ARI – Average Rate Index
  71. 71. Se sei troppo timido per parlare in pubblico contact@lucianoscauri.it venerdì 2 marzo 2018 @luciscau
  72. 72. OH REALLY ? PLEASE ….
  73. 73. OH, REALLY ? PLEASE…
  74. 74. GRAZIE GOD SAVE YOUR GRACIOUS QUEEN! LONG LIVE YOUR NOBLE QUEEN, GOD SAVE THE QUEEN! SEND HER VICTORIOUS, HAPPY AND GLORIOUS, LONG TO REIGN OVER YOU, GOD SAVE THE QUEEN! THY CHOICEST GIFTS IN STORE ON HER BE PLEASED TO POUR, LONG MAY SHE REIGN! MAY SHE DEFEND YOUR LAWS, AND EVER GIVE YOU CAUSE TO SING WITH HEART AND VOICE, GOD SAVE THE QUEEN!
  75. 75. G R A Z I E
  76. 76. NOW IT’S OVER. THANK YOU FOR COMING

×