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酒店渠道纷争直销还是分销(The hotel direct marketing or distribution channel conflict)
酒店渠道纷争直销还是分销(The hotel direct marketing or distribution channel conflict)
In April 2010, B2B Hotel booking service providers Huitong publicly accused Ctrip by industry channel monopoly, to provide preferential prices to the hotel industry and tourists, pricing and consumer choice seriously affect the hotel, so that consumers to Ctrip pay commission. From the beginning of 2009 carry a contest to March 2010, carry Cheng and art dragon tit for tat three times difference compensate compensate incident, whole hotel industry was involved in direct sale vs to distribute dispute. Is the channel alleged monopoly, or the hotel supplier direct marketing platform lack of function? How to choose the rational sales model?
Hotels and distributors, discourse rights scramble for upgrade
Any industry, suppliers and distributors will be in the pricing, channel coverage and reward and punishment mechanisms and other fields contradictions. Moreover, either side wants to gain a competitive position in the process of competition, but competition depends on the strength of both sides. The contradiction between competition and cooperation between hotels and distributors exactly shows that enterprises should adopt the corresponding marketing model in each stage of development, so as to obtain and maintain a lasting competitive advantage.
The development course of hotel industry channel mode
Before the 80s of last century, with the planned economy as the leading factor, the sales channels of hotels mainly depended on the government directives and the traditional state travel service system. After entering the 90s, with the increase of disposable income and leisure time, the individual self-help tour has become another life force for hotel and other tourist service consumption. According to different types of travel consumer demand, Chinas hotel industry has developed room products with different levels in terms of price and service. Meanwhile, new hotel formats have also begun to emerge. Duri
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