I said, "maybe. You think too much. "


    Haizhu pursed her lips: "maybe, I really think too much I hope I really think too much I hope it''s not what I imagined. "


    With that, Haizhu got up to clean up the dishes and chopsticks, and then went into the study to continue her work.


    I look at the clock on the wall. It''s already late at night. I look at Haizhu who is concentrating on her desk work. I feel a little distressed. I walk into the study, stand behind Haizhu, gently rub her shoulder and say, "what are you doing?"


    "I''ll check the itinerary and quotation again for several new tourist routes I got together with Ji Diao tonight." Haizhu did not look up at me, his eyes are still staring at the computer screen.


    "Well, itinerary and quotation are very important." I said: "it is very important to balance the relationship between tourists'' satisfaction and profit maximization."


    "Well..." Haizhu agreed.


    I looked at Haizhu''s computer screen and said, "EH - the itinerary and quotation, as well as self financing and store entry projects?"


    "Yes, the current tourist routes are all like this. Everyone is fighting a price war, and their prices are lower than those of others. Only in this way can they attract customers:" Haizhu stops and turns to look at me: "if you don''t go into the shopping mall, it''s obvious that you have to lose money at such a low price The tour guide can''t get a rebate or enthusiasm This self funded project, said to be self funded, after the departure, the tour guide will encourage three inch eloquence, let the tourists hand in the money


    I frowned: "what about the tourists who don''t pay?"


    "Just wait at the designated place When the paid tourists are finished, they can continue the tour below. " Haizhu said.


    "Is there a capitation fee when you go into a shopping mall?" I said.


    "Yes, no matter whether we buy something or not, as long as we enter the store, there will be a capitation fee. The merchant will pay us a capitation fee of 10 yuan or 20 yuan per person. If there is a shopping, we will share the money with the merchant in half, and the tour guide and the company will share it in proportion." Haizhu said.


    "Is this an economic group? What about the luxury VIP group? " I said.


    "Luxury VIP group, self funded projects also have, less, into the store, less or not into." Haizhu said: "in fact, the luxury group has better food and accommodation than the economic group, and the rest are almost the same However, nowadays, tour guides are not willing to bring luxury tour groups, because there are fewer opportunities to get kickbacks, or they basically can''t get them. "


    "That''s what your company does all the time?" I said.


    "Yes, Xiao Zhu has been operating like this since then." Haizhu said.


    "Now Xinghai''s travel agencies do the same thing?" I asked again.


    "Yes, it''s not just Xinghai. It seems that travel agencies all over the country operate in this way The world is the same... " Haizhu laughs.


    I patted Haizhu on the shoulder: "sister, don''t be busy. Take a break. Let''s talk."


    Said, I pulled Haizhu out of the study, came to the living room and sat on the sofa.


    "Brother, what are you talking about?" Haizhu sits next to me and looks at me.


    I lit a cigarette, took two puffs and said, "Haizhu, I ask you, what do you think is the most important thing in doing business?"


    "Integrity!" Haizhu replied.


    "Yes, it''s integrity!" I said: "honesty is the foundation of business and life. If you want to do business for a long time and make it bigger, if you want to have your own long-term fixed customers, if you want to stand out in the same industry, then you must pay attention to honesty."


    "Yes, our company always pays attention to honesty..." Haizhu said.


    "When you say honesty, it''s something on the other side, just on the surface. When I say honesty, it''s all-round and deep-seated." I said: "a Zhu, I''ll analyze our products for you to see how much honesty is contained in the products and the tourist routes First of all, take the self financed project as an example. When the price is quoted externally, the self financed project is not included in the price. If the price is very low, the tourists will feel that they will act and choose us. Then, after the tour group departs, the tour guide will start to give full play to his eloquence, either compulsively or casually, so that the tourists can pay a second time and pay enough The tour guide will show them around if they pay for the project. If they don''t pay, they will still be there no matter


    "For a tour with a price of about 1500 yuan, the second payment is usually 400-500 yuan, some even more. If tourists don''t take part in the additional items halfway through, they will find that they are following the tour group to eat, live and visit the public scenic spots, and they don''t play anything else. Afterwards, they will feel cheated


    "This second charge is equivalent to dividing the tourists who were all equal into two classes, and dividing them into two classes with money. The tourists who paid for it, accompanied by the tour guide during the whole journey, and those who didn''t pay for it, were left hanging in the air. This will make the tourists who didn''t pay feel uncomfortable and discriminated against If you do this, whether you pay or you don''t, you will feel that the travel agency has the suspicion of fraud. People sign up for the tour according to the line price you said. As a result, they have to collect more money on the way. In this way, the integrity of your travel company will be greatly reduced. "Haizhu looked at me seriously.


    I went on to say: "next is the shopping mall. Most tourists don''t know about the shopping malls in tourist attractions, but we don''t have enough in mind when we do tourism? Silk, which costs less than 50 yuan, is priced at 2000 yuan, while the so-called jade articles purchased in sacks, which cost less than 10 yuan, dare to be priced at 10000 yuan. That is to say, customers who will bargain again will be slaughtered after cutting down four fifths.


    "In addition, the monks in the temple collude with the tour guides to draw lots for free. One solution is that if people are in great trouble, they have to burn incense and kill tourists Afterwards, the tour guide happily shared the money with the merchants, and then turned over some of the money to the travel company. Three companies made profits, one was slaughtered, and the customers who were slaughtered were all regarded as God. Do you think such behavior is honest? Is it a fraud


    Haizhu nodded: "brother, what you said is reasonable. It''s really the same thing. However, the current tourism companies operate in this way. It''s because of these projects that we press the line quotation very low. Some even have zero tour fee and negative tour fee. If we don''t do this, we have to raise the quotation. In that way, customers won''t choose you, and you will be finished. ”


    I said: "on the surface, if you don''t follow the trend, you will have to suffer. However, if you carefully analyze the gains and losses, if you want to make your own brand and influence, you must be unique. In the short run, you get realistic benefits, but what you lose is the trust of customers, what you lose is your brand, in the long run, it will be destroyed What we are looking forward to is the development prospect and future of the company


    "In business, if you lose the word integrity, you will achieve nothing Just because everyone is doing this now, if we want to develop and become bigger and stronger, we must find a new way and take a road with our own characteristics It''s only you who will suffer from the mutual pressure. Internal friction is a shortcut to suicide The reason why the efficiency of the tourism industry is generally not good is because of this vicious circle caused by internal friction. Tourists are more cheated and prefer to travel by themselves rather than with tour groups In the end, it''s everyone who''s finished. "


    Haizhu said, "well What do you mean


    "We should optimize all the existing tourist routes, abolish all the projects that collect money in the middle of the journey, abolish all the projects that enter the shop in the middle of the journey, and redesign the boutique tourist routes according to the customers'' preferences. If we offer a one-time quotation, the price may be higher than the current one. However, we should not be too high. We can lower the profit and prefer to earn less.


    "Then, we will play our dominant brand, that is, no second charge, no store entry, advertising through various media, such as newspaper, flyer, TV subtitle, SMS group sending, etc The key point of publicity is that all tour groups issued by our company, all tour routes of our company, no matter economic group or VIP group, will not be charged twice, and will not enter any shopping stores I believe that as long as we play our brand advantage, even if the price is higher, we will attract stable long-term customers Moreover, this customer base will continue to expand. "


    "Oh..." Haizhu looked at me, nodded and thought.


    "The current style of the tourism industry has caused such a phenomenon that many customers who want to enjoy the real pleasure of tourism can not find suitable tour groups and routes. That is to say, the current tourism companies are not able to provide such products, and customers can not buy suitable products


    "Many of the so-called tours in Hong Kong, Singapore, Malaysia and Thailand, to put it bluntly, are shopping tours. They let you go shopping and keep going into stores. If we were customers and were led by a tour guide from store to store, we would have wanted to go out to see the scenery, but it turned out to be shopping and going to temples. Are you upset?


    "Tourism is a kind of high consumption behavior. Customers who can travel have a certain income and consumption concept. In fact, many of them don''t care about spending a little more money. However, you have to let people buy high-quality products. Today''s tourism products are common goods. Customers can''t buy good ones, they can only make do with the bad ones. In fact, they still hope to have good products in their hearts Appear


    "At this time, we should target at this group of middle and high-end consumers. We should not neglect and belittle customers'' consumption ability and level. This group is huge We do the basic idea of tourism marketing should be: people have no I have, people have I excellent, people excellent I cheap! Only in this way, can we play our own brand, play our own advantages, and let us go further and higher on this road


    "If we still go the same way as before, we will never be able to do business like this. We will never be able to become bigger and stronger. We will never be able to be a big tourist company without any reputation There is even a danger of subversion. "


    Haizhu listened, bowed his head and pondered for a long time, then looked up at me, his eyes moved.


    I look at Haizhu.


    Haizhu suddenly gave me a tender smile