{"id":1213,"date":"2013-02-06T18:49:47","date_gmt":"2013-02-06T16:49:47","guid":{"rendered":"http:\/\/www.spa-balance.com\/?p=1213"},"modified":"2013-02-06T18:49:47","modified_gmt":"2013-02-06T16:49:47","slug":"los-spas-de-hoteles-y-la-gestion-de-rendimiento","status":"publish","type":"post","link":"https:\/\/www.spa-balance.com\/es\/2013\/02\/los-spas-de-hoteles-y-la-gestion-de-rendimiento\/","title":{"rendered":"Hotel Spas and Revenue Management"},"content":{"rendered":"<p><!--:en--><\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\">This month, we would like to share some articles dealing with spas\u2019 day-to-day operations and revenue\/profit strategies. We would like to kick off this series with a post where we will take a look at the benefits that hoteliers can perceive if they add their spas to their revenue management system.<\/p>\n<p style=\"text-align: left;\">In order to do this, we are going to share some of the insights that Patrick Landman, CEO of Xotels and hotel management expert, shared on a very interesting article published in <a href=\"http:\/\/www.tnooz.com\/2011\/05\/30\/news\/why-spas-should-added-to-the-revenue-management-of-hotels\/\">Tnooz<\/a>, the global provider of content to the travel, tourism and hospitality industry. Although a challenging issue, the hotel industry needs to change the way it has been operating its spa facilities. Let&#8217; see why.<\/p>\n<p style=\"text-align: left;\"><!--:--><!--:es--><\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\">Este mes quisi\u00e9ramos compartir algunos art\u00edculos relacionados con el d\u00eda a d\u00eda operativo y las estrategias de gesti\u00f3n de rendimiento de los spas. Nos gustar\u00eda comenzar esta serie con un art\u00edculo en donde daremos un vistazo a los beneficios que los hoteleros pueden percibir si incorporan a sus spas dentro de sus sistemas de gesti\u00f3n de rendimiento.<\/p>\n<p style=\"text-align: left;\">Con el fin de hacer esto, vamos a compartir algunas de las ideas que Patrick Landman, Consejero Delegado de Xotels y experto en gesti\u00f3n hotelera, expusiera en un art\u00edculo muy interesante publicado en <a href=\"http:\/\/www.tnooz.com\/2011\/05\/30\/news\/why-spas-should-added-to-the-revenue-management-of-hotels\/\">Tnooz<\/a>, el proveedor global de contenidos para las industrias de viajes, turismo y hospitalidad. A pesar de ser un gran reto, la industria hotelera tiene que cambiar la forma en que ha venido gestionando sus instalaciones de spa. Vamos a ver el por qu\u00e9.<\/p>\n<p style=\"text-align: left;\"><!--:--><!--more--><!--:en--><\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\"><strong>Weak Business Practices<\/strong><\/p>\n<p style=\"text-align: left;\">In recent years, we have witnessed a boom of spa facilities in hotels, resorts and upscale bed and breakfasts around the world. This trend, however, has not been properly implemented by the hotel industry. We have seen, in fact, that adding a spa to your property for the sake of adding value to your facility or increasing your guest&#8217;s experience is not enough to transform the spa into a profitable part of the whole business.<\/p>\n<p style=\"text-align: left;\">In other words, the rationale behind this boom of spa facilities has not been supported by a winning strategy based on profit and revenue goals. Because of this, &#8220;most of the time, the spa is underutilized or even empty. As a result spas in hotels often represent an additional cost factor, instead of an incremental revenue source.&#8221;<\/p>\n<p style=\"text-align: left;\">Very often, hoteliers tend to forget that the spa facility is also a vital element of the hotel&#8217;s revenue stream. By treating these structures as mere accessories to the property, hoteliers have repeatedly used poor business practices to deal with their spas.<\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\"><strong>The Value of Revenue Management<\/strong><\/p>\n<p style=\"text-align: left;\">Most of the time, hoteliers use tactical pricing techniques to sell the services of their spas. Although discounts, gifts and special deals and packages are valid channels to accomplish this goal, hoteliers have failed to develop &#8220;a strategy that allows grouping these techniques into a policy of revenue management.&#8221;<\/p>\n<p style=\"text-align: left;\">With such a policy in place, hoteliers will be able to attract additional clients during the low season and grow revenue during the high season. While an attractive offer of treatments will do the trick during the low season, a set of optimised strategies will do the same during the high season.<\/p>\n<p style=\"text-align: left;\">Revenue management is, in fact, a valuable tool that offers assistance in four key areas related to the operations of the spa: Contribution analysis, productivity management, sales follow-up, and cost management.<\/p>\n<p style=\"text-align: left;\">By implementing revenue management, the hotel can effectively address different questions regarding the spa in terms of the profitability of its services, seasonal periods, product and gift spending, cost control and time management. According to Patrick Landman, revenue management helps the hotel to increase the income generated by the spa.<\/p>\n<p style=\"text-align: left;\">At Spa Balance, we totally agree with Patrick Landman&#8217;s recipe for managing a profitable hotel spa. The hotel industry needs to change the model that it has been using to deal with spa facilities. It is time for hoteliers to add spas to their revenue management strategies instead of using the spa as a hugely discounted \u201cbait\u201d to sell rooms. We believe this change and a little bit of innovation will help spas to flourish within the hotel industry.<\/p>\n<p><!--:--><!--:es--><\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\"><strong>Pr\u00e1cticas de negocios d\u00e9biles<\/strong><\/p>\n<p style=\"text-align: left;\">En a\u00f1os recientes hemos asistido a un auge mundial de instalaciones de spa en hoteles, centros tur\u00edsticos y \u2018<em>bed and breakfasts\u2019<\/em> de lujo. Esta tendencia, sin embargo, no ha sido correctamente implementada por la industria hotelera. De hecho, hemos visto que incorporar un spa a su propiedad con el fin de a\u00f1adir valor a sus instalaciones o aumentar la experiencia de sus hu\u00e9spedes no es suficiente para transformar el spa en una parte rentable del entero negocio.<\/p>\n<p style=\"text-align: left;\">En otras palabras, las justificaciones que est\u00e1n detr\u00e1s de este auge de instalaciones de spa no han contado con el apoyo de una estrategia ganadora basada en objetivos de ingresos y rendimiento. Debido a esto, &#8220;la mayor\u00eda de las veces, el spa est\u00e1 subutilizado o incluso vac\u00edo. Como resultado de ello, los spas de hoteles a menudo representan un factor de coste adicional, en lugar de ser una fuente de ingresos incremental&#8221;.<\/p>\n<p style=\"text-align: left;\">Con bastante frecuencia, los hoteleros tienden a olvidarse que el spa tambi\u00e9n es un elemento vital dentro del flujo de ingresos del hotel. Al tratar dichas estructuras como simples accesorios de la propiedad, los hoteleros han utilizado repetidamente malas pr\u00e1cticas empresariales para manejar sus spas.<\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\"><strong>El valor de la gesti\u00f3n de rendimiento<\/strong><\/p>\n<p style=\"text-align: left;\">La mayor\u00eda de las veces los hoteleros utilizan t\u00e9cnicas de fijaci\u00f3n de precios t\u00e1cticas para vender los servicios de sus spas. Si bien los descuentos, regalos y ofertas especiales y paquetes son canales v\u00e1lidos para lograr este objetivo, los hoteleros no han logrado desarrollar &#8220;una estrategia que permita agrupar dichas t\u00e9cnicas en una pol\u00edtica de gesti\u00f3n de rendimiento&#8221;.<\/p>\n<p style=\"text-align: left;\">Con una pol\u00edtica de este tipo en pie, los hoteleros podr\u00e1n atraer m\u00e1s clientes durante la temporada baja y aumentar el rendimiento durante la temporada alta. Una atractiva oferta de tratamientos lograr\u00eda este fin durante la temporada baja mientras que un conjunto de estrategias optimizadas alcanzar\u00eda el resultado equivalente durante la temporada alta.<\/p>\n<p style=\"text-align: left;\">La gesti\u00f3n de rendimiento es, en realidad, una valiosa herramienta que ofrece asistencia en cuatro \u00e1reas clave relacionadas con las operaciones del spa: An\u00e1lisis de la contribuci\u00f3n, gesti\u00f3n de la productividad, seguimiento de ventas y gesti\u00f3n de costes.<\/p>\n<p style=\"text-align: left;\">A trav\u00e9s de la implementaci\u00f3n de la gesti\u00f3n de rendimiento, el hotel puede abordar de manera efectiva diferentes cuestiones relativas al spa en t\u00e9rminos de la rentabilidad de sus servicios, los per\u00edodos estacionales, gasto de productos y regalos, control de costes y gesti\u00f3n del tiempo. Seg\u00fan Patrick Landman, la gesti\u00f3n de rendimiento le ayuda al hotel a aumentar los ingresos generados por el spa.<\/p>\n<p style=\"text-align: justify;\">&nbsp;<\/p>\n<p style=\"text-align: left;\">En Spa Balance estamos totalmente de acuerdo con la receta que Patrick Landman propone para gestionar un spa de hotel rentable. La industria hotelera tiene que cambiar el modelo que ha venido usando para gestionar instalaciones de spa. Es hora de que los hoteleros incorporen sus spas dentro de sus estrategias de gesti\u00f3n de rendimiento en lugar de utilizarlos como &#8220;ganchos&#8221; ampliamente rebajados para vender habitaciones. Creemos que este cambio y un poco de innovaci\u00f3n le ayudar\u00e1n a los spas a florecer dentro de la industria hotelera.<\/p>\n<p><!--:--><\/p>","protected":false},"excerpt":{"rendered":"<p>&nbsp; This month, we would like to share some articles dealing with spas\u2019 day-to-day operations and revenue\/profit strategies. We would like to kick off this series with a post where we will take a look at the benefits that hoteliers can perceive if they add their spas to their revenue management system. In order to [&hellip;]<\/p>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[10],"tags":[105,399,400,401,395,402,211,403,404,106,398],"class_list":["post-1213","post","type-post","status-publish","format-standard","hentry","category-spa-revenue-management-2","tag-gestion-de-rendimiento","tag-hotel-industry","tag-hoteleros","tag-hoteliers","tag-industria-del-spa","tag-industria-hotelera","tag-ingresos","tag-patrick-landman","tag-rendimiento","tag-revenue-management","tag-spa-industry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Hotel Spas and Revenue Management &#8212; Spa Balance<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.spa-balance.com\/es\/2013\/02\/los-spas-de-hoteles-y-la-gestion-de-rendimiento\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Hotel Spas and Revenue Management &#8212; Spa Balance\" \/>\n<meta property=\"og:description\" content=\"&nbsp; This month, we would like to share some articles dealing with spas\u2019 day-to-day operations and revenue\/profit strategies. 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