Beyond the Room Rate
Who this book is for
Chủ và quản lý cơ sở lưu trú, homestay, khách sạn nhỏ, resort, cùng người làm lữ hành và kinh doanh trải nghiệm ở Việt Nam; quy mô từ bốn phòng tới hai cơ sở, hoặc một công ty tour vài người. Người đọc là NGƯỜI KINH DOANH, không phải khách du lịch.
Sound familiar?
- Revenue has one line, the room rate, capped by rooms times nights.
- Breakfast is served because others serve it, never costed as profit or loss.
- Guests ask about bikes, tours and laundry, and staff improvise each time.
- Offering extras feels pushy, so staff stop mentioning them.
After reading, you can
Help a host raise revenue per stay with on-site services without turning the place into a sales floor.
Each chapter answers one question
Chapter 1: Is my guests' spending going next door?
While they are here, what do my guests spend money on?
Your guests are spending money on things you could provide; they just buy them elsewhere.
Chapter 2: Is free breakfast a gift, or a hidden loss?
Is my breakfast making or losing money?
Breakfast is the service most often provided and least often costed in this industry.
Chapter 3: What nearby experience would guests pay for that I ignore?
Is there an experience nearby that only I can organise?
Guests pay for what they cannot do themselves, and that is often right around your place.
Chapter 4: Is offering extras service, or just selling?
When do my staff mention extra services?
An offer at the right moment is service; at the wrong moment it is a sales pitch, and guests can tell immediately.
Chapter 5: Am I selling a bed, or a trip?
How much does one guest stay bring me, including services?
This number tells you whether you are selling a bed or serving a trip.