El impulso europeo de la reserva directa

La competencia desleal de las OTA, declarada ilegal cada vez en más países europeos, y la necesidad de fomentar la reserva directa ha creado iniciativas como ‘Book direct', que pretende concienciar al cliente de las ventajas de acudir a los canals directos y darle la vuelta a este masivo método de reserva.

Es un hecho que el cliente consulta sin pestañear la oferta de una OTA antes que la web del hotel. Este hábito es el que se plantea corregir la campaña europea ‘Book direct', impulsada por el Patronato Europeo de hoteles, restaurantes y cafés, Hotrec.

book direct

Promover la cultura de la reserva directa tiene como pilar la difusión a través de impactos gráficos distribuidos en el propio alojamiento y dirigida a la memoria visual del visitante.

book direct 2

El asociacionismo también es clave en esta campaña ya que no se plantea aumentar la reserva directa de manera individualizada sino conseguir una mejora transversal para todo el sector.

Sin embargo, el efecto dominó de las anulaciones de las cláusulas abusivas en los contratos de las OTA con los hoteles, que ya afecta a países como Francia, Italia y Alemania, no tiene un efecto mágico puesto que el cliente sigue familiarizado con ese método de reserva. Así lo plantean representantes de la hostelería independiente francesa, Synhorcat, donde tras la cancelación de obligatoriedad en paridad de precios tan sólo ha aumentado un 2% la cuota de reserva en canales directos.

Pasos para integrar la campaña en el hotel

1. Descargar el logotipo 'Book direct' y hacerlo visible en todos los canales de comunicación online posibles. La insignia está disponible en 19 idiomas.

Logotipos

2. Insertar el diseño en los materiales impresos o imprimibles como vouchers, tarjetas, pegatinas, cartelería, pins, portavasos, hanger doors... de tal manera que el impacto visual del mensaje se memorice en el cliente.

Come in

Para los que no quieran perder tiempo en ajustar diseños y envíos a imprentas Hotrec ha diseñado una estrategia que pasa por el pedido online personalizado y recepción en el hotel en pocos días.

Apoyo asociativo

Una de las asociaciones hoteleras que se han unido a este proyecto de transformación es el Gremi d'Hotels de Barcelona.

Roger Callejà, director de Innovación y e-commerce
del Gremi defiende que "se debe revertir la cultura de la ‘comodidad' en la reserva. Es una labor a medio-largo plazo y se ha de tener conciencia de que es una tarea conjunta".

"La clave es recordar constantemente al cliente directo que tiene un trato preferente por haber reservado de esta manera. Igualmente, cuando el cliente solicite condiciones especiales debemos indicarle que estas ventajas sólo están dirigidas a los clientes que han reservado por la web del hotel. Es también una buena excusa para esquivar este tipo de peticiones. Se trata de una tarea educativa más que discriminatoria que no sirve si el turista piensa que se trata a todos los clientes por igual". La tarea informativa en este sentido es prioritaria para conseguir el efecto deseado.

Book direct folleto

Esta cultura ha de estar completamente interiorizada por todo el personal que se relaciona con el cliente, especialmente en las áreas de recepción y reservas. En la mano del trabajador está la consolidación del mensaje.

Los sistemas de CRM deben ayudar, por tanto, a identificar aquellos clientes directos, tanto en recepción como en otras zonas (Food and beverages, Spa…) para continuar mimándolos durante su estancia, que impulsará asimismo, la estrategia de fidelización con reserva directa.

Hoteles que ya se han acogido a la campaña

El hotel Majestic, Curious y Denit en Barcelona son los pioneros en interiorizar esta iniciativa.

Destaca el ingenio del hotel Curious que ha colocado el logotipo ‘Book direct' en todas las fotos del slide que queda perfectamente al lado de la caja de reservas. Además, este establecimiento cede durante la estancia una tablet 4G a los clientes que no reserven vía OTA para que valoren los beneficios del método directo. A este privilegio se une el desayuno gratuito, descuento en el parking colaborador, un 10% de ahorro en los bares seleccionados y en La Roca Village.

Curious hotel

El remate final de Curious es hacer visible su responsabilidad social ya que parte de los beneficios de esta campaña se destinan a varias ONG amigas.

La apuesta de Majestic Hotel Group (Hotel Denit y Hotel Majestic) es el mensaje emergente en el momento de entrar en la página de inicio junto al logo y las ventajas de la reserva directa.

Denit Hotel

Otros hoteles europeos impulsores son los alemanes Hotel Arcona, i-31 y Neptun, que se las ingenian para incrustar el logo cerca de la zona de reserva de sus webs.

Online reservation

Hotel Neptun

Availability

 

Artículo completo: AQUÍ

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