Quản lý doanh thu - Revenue management - analysis from the restaurant or hotel applying b2b, b2c, c2c to e commerce

Quản lý doanh thu - phân tích doanh nghiệp khách sạn 5 sao tại địa bạn TPHCM đang sử dụng thương mại điện tử trong hoạt động kinh doanh. Tài liệu bằng tiếng anh.

Student’s name: Nguyen Phuoc Cuong Student’s ID: 19DH170856

Class: Revenue management Period: 5 – 6, Friday

ASSIGNMENT 1

Topic: Analysis from the restaurant or hotel you are familiar with, or you have worked there They apply B2B, B2C, C2C to e-commerce

Business-to-Business (B2B)

B2B means "Business to Business." It is a commercial activity between two companies The clients of one business are other companies The use of internet technologies in the commercial communication of enterprises creates new business connections, speeds up transactions, facilitates the process of purchasing and selling goods, equipment, and products, etc Especially, B2B does not only refer to the generation of a sale from a company but also the hotel's purchasing of a service or product from another company Furthermore, business-to-business transactions are usually accompanied by agreements, and legal advice may be involved in negotiating conditions or costs Depending on the quantity of planned sales, B2B sales may result in the sale of rooms at a reduced price

In hospitality business activities, B2B plays a vital role in term of boosting sales, maintaining facilities, keeping up to date on industry upgrades, and providing other services that could improve the hotel’s buildings

Example of B2B: InterContinental Sai Gon can apply the B2B model in terms of

recruiting part-time employees from a company as banquet staff (buy), purchasing food ingredients from a food supply company (buy), hiring maintenance performed by an outside company (buy), or selling a large number of rooms to hotel booking

companies or travel agents (sell), purchasing managed systems such as POS from software companies (buy), etc

Business-to-consumer (B2C)

B2C means "Business to Consumer" and the term B2C refers to the process of selling products, goods, and services directly through websites, or some platform between a business and consumers who are the end-users of its products or services In addition, Business to Consumer is one of the most common ways that hotel sales are made, and to attract more potential consumers from B2C, the hotel needs to concentrate on researching customer demand when making advertising campaigns "Business to Business" guests are more likely to stay at a hotel for longer lengths of time, spend more on extra services, and pay for room upgrading B2C customers book at the rack rate and do not require a corporate or business booking discount These guests' financial transactions are simpler and faster when they check out, but in B2B, payments are made at the end of the year after several customers who booked via the business have left Conversely, B2C guests are not really guaranteed Due to the booking agreement contract, B2B guests are

Intercontinental Sai Gon, for example, sells rooms to almost individual consumers

via their own website, other platforms, or online travel agents such as Agoda, Expedia, Booking, and so on

Consumers-to-Consumers (C2C)

The term C2C stands for "Consumers to Consumers", and it refers to a private individual's commercial activity (consumers) This business model can be applied directly or through a third-party service provider Therefore, this business model can only be used for restaurants that sell their products (foods) through some third party It's kind of hard to say whether it's ever been used in a hotel

An example of C2C:

In the restaurant sector, some restaurants sell their products (foods) via third

parties, such as Grab, Shopee Food, Baemin, etc The owner of this restaurant must pay a commission to third parties The amount of commission per product (food) depends on agreements that have been made before

In the Airbnb sector, Airbnb offers you someone’s house (Host) as a place to stay

instead of a hotel In this area, Airbnb plays an intermediary role between the house owners and the guests Just like those third parties above, the house owner also has to pay a commission for Airbnb

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