"We Know What You Want!"
...no really, we do... you told us!
In the previous “We Know Why You Stay!” article we focused on repointing our thinking toward the fundamentals of Value Based Pricing, and aligning that to a rejuvenated understanding of our guests, why they stay and how that directly affects their perceived value proposition at the time of shopping and purchasing the products you are offering them.
In this article we take a step back and review an established and powerful tool that has been used across many industries, including: airlines, retail, insurance, financial services, healthcare, and hospitality. This tool helps to qualify and quantify what it is that customers value most, what trade-offs they are prepared to make and how it drives their purchasing selections, especially when there are so many alternate hotel products to choose from.