The problems facing Chinese hotels are no different from those faced by their peers in other markets, from handling distribution dilemmas to managing economic cycles.
Yet there is one area of the business which takes both of these scenarios into account: How to best approach upselling to maximise revenue per guest.
At Chinese hotels, the front-desk staff are expected to do the upselling. For this to happen effectively, staff need not only training in the art of selling but also access to data which can help them sell the right product to the right guest.
An example makes things clear: Ritesh Gupta, a reporter for China Travel News, talks to Jun Miao, senior VP of operation and sales at Homeinns and Klaus Kohlmayr, chief commercial officer, TSA Solutions, about the relationship between data-driven intelligence and face-to-face selling.
Click here to read the article.
NB This appears here as part of Tnooz's content partnership with China Travel News.
NB2Image by Shutterstock