{"id":34276,"date":"2025-03-18T11:11:30","date_gmt":"2025-03-18T10:11:30","guid":{"rendered":"https:\/\/www.revfine.com\/?p=34276"},"modified":"2025-09-17T20:47:57","modified_gmt":"2025-09-17T18:47:57","slug":"les-hotels-perdent-des-millions-en-ventes-de-groupe-voici-la-solution","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/fr\/les-hotels-perdent-des-millions-en-ventes-de-groupe-voici-la-solution\/","title":{"rendered":"Les h\u00f4tels perdent des millions de dollars gr\u00e2ce \u00e0 leurs ventes group\u00e9es. Voici pourquoi (et comment y rem\u00e9dier)"},"content":{"rendered":"<p><em>Il existe un curieux paradoxe dans l&#039;industrie h\u00f4teli\u00e8re. Les h\u00f4tels sont pass\u00e9s ma\u00eetres dans l&#039;art de permettre \u00e0 leurs clients de r\u00e9server facilement une chambre individuelle pour une nuit. Pourtant, d\u00e8s qu&#039;un groupe entre en jeu, qu&#039;il s&#039;agisse d&#039;une r\u00e9servation pour une \u00e9quipe d&#039;entreprise, un club sportif ou un \u00e9v\u00e9nement n\u00e9cessitant des chambres et des espaces de r\u00e9union, tout le processus s&#039;arr\u00eate. Soudain, place aux cha\u00eenes d&#039;e-mails, aux appels d&#039;offres manuels et \u00e0 un processus de vente plus adapt\u00e9 aux ann\u00e9es 1990 qu&#039;\u00e0 un secteur qui se targue d&#039;une hospitalit\u00e9 sans faille.<\/em><\/p>\n<p><em>Et si les r\u00e9servations de groupe \u00e9taient aussi simples, efficaces et g\u00e9n\u00e9ratrices de revenus que les r\u00e9servations de passage\u00a0? La solution ne r\u00e9side pas seulement dans l&#039;automatisation. Il s&#039;agit de repenser la fa\u00e7on dont les h\u00f4tels commercialisent leurs services aux groupes.<\/em><\/p>\n<h2>La fuite de revenus dont personne ne parle<\/h2>\n<p>Il y a un responsable des recettes d&#039;un h\u00f4tel quelque part en ce moment, probablement dans un bureau mal \u00e9clair\u00e9, obs\u00e9d\u00e9 par les tarifs des chambres, les recettes par nuit et les objectifs d&#039;occupation. Mais voici un sujet qui revient rarement dans la conversation\u00a0: combien de r\u00e9servations de groupe sont perdues avant m\u00eame d&#039;\u00eatre enregistr\u00e9es dans le syst\u00e8me\u00a0?<\/p>\n<p>Voici la dure r\u00e9alit\u00e9 :<\/p>\n<ul>\n<li><strong>Le temps de r\u00e9ponse tue les affaires.<\/strong> Les organisateurs d&#039;\u00e9v\u00e9nements et les agences de r\u00e9servation d&#039;entreprise multiplient les appels d&#039;offres. La premi\u00e8re r\u00e9ponse satisfaisante est souvent gagnante.<\/li>\n<li><strong>L\u2019opacit\u00e9 des prix entra\u00eene une baisse.<\/strong> Le client moderne s&#039;attend \u00e0 une disponibilit\u00e9 et des prix instantan\u00e9s, pas \u00e0 un e-mail disant : <em>\u00ab Nous vous r\u00e9pondrons dans les 48 heures. \u00bb<\/em><\/li>\n<li><strong>Un service irr\u00e9gulier d\u00e9courage les clients r\u00e9guliers.<\/strong> Pourquoi un agent de r\u00e9servation d&#039;entreprise devrait-il r\u00e9expliquer ses exigences \u00e0 chaque fois qu&#039;il s&#039;engage avec une nouvelle propri\u00e9t\u00e9 ?<\/li>\n<\/ul>\n<p>Les clients de groupe ne sont pas perdus \u00e0 cause d&#039;une demande insuffisante, mais parce que les h\u00f4tels ne facilitent pas l&#039;achat.<\/p>\n<p><div class='ai-viewports ai-viewport-1 ai-viewport-2 ai-insert-7-75511861' style='padding: 10px 5px 20px 5px;' data-insertion-position='prepend' data-selector='.ai-insert-7-75511861' data-insertion-no-dbg data-code='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' data-block='7'><\/div>\n<script>\n  ai_run_713910682521 = function(){ai_insert_viewport_code ('ai-insert-7-75511861');};\n  if (document.readyState === 'complete' || (document.readyState !== 'loading' && !document.documentElement.doScroll)) ai_run_713910682521 (); 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else document.addEventListener ('DOMContentLoaded', ai_run_706785771185);\n<\/script>\n<\/p>\n<h2>Pourquoi les ventes de groupe devraient fonctionner comme le commerce \u00e9lectronique<\/h2>\n<p>Imaginez si Amazon fonctionnait comme la plupart des h\u00f4tels pour les r\u00e9servations de groupe. Vous ajouteriez quelques articles \u00e0 votre panier, cliqueriez sur <strong>&#8220;<\/strong><em>v\u00e9rifier<\/em><strong><em>,<\/em>&#8220;<\/strong> et au lieu d&#039;une confirmation instantan\u00e9e, vous recevrez un e-mail disant :<\/p>\n<p><em>Merci de l&#039;int\u00e9r\u00eat que vous portez \u00e0 ces produits. Notre \u00e9quipe commerciale examinera votre demande et vous r\u00e9pondra sous 48 heures.<\/em><\/p>\n<p>Vous abandonneriez ce panier imm\u00e9diatement. Pourtant, c&#039;est exactement ainsi que fonctionnent les r\u00e9servations de groupe dans la plupart des h\u00f4tels. Le secteur a pass\u00e9 des ann\u00e9es \u00e0 perfectionner les flux de r\u00e9servation automatis\u00e9s, tandis que les ventes de groupe se font encore par e-mail, appels t\u00e9l\u00e9phoniques et n\u00e9gociations interminables.<\/p>\n<p>La solution ? Un <span style=\"text-decoration: underline;\"><a href=\"https:\/\/meetingpackage.com\/web\/central-reservation-system-for-meetings-and-events\/?utm_source=Revfine.com&amp;utm_medium=Expert%20Partner&amp;utm_campaign=Revfine.com\" target=\"_blank\" rel=\"noopener\">Syst\u00e8me central de r\u00e9servation (CRS) pour les voyages d&#039;affaires de groupe<\/a><\/span>Un syst\u00e8me qui s&#039;int\u00e8gre parfaitement \u00e0 chaque canal de vente, fournit une disponibilit\u00e9 et des prix en temps r\u00e9el et rend l&#039;ensemble du processus aussi simple qu&#039;une r\u00e9servation transitoire directe.<\/p>\n<h2>Couvrant tous les canaux de vente : en ligne, hors ligne et indirects<\/h2>\n<p>Pour g\u00e9rer les ventes de groupe, les h\u00f4tels ont besoin d&#039;une solution universelle couvrant tous les modes de r\u00e9servation des clients. Ces solutions peuvent \u00eatre class\u00e9es selon les trois grandes cat\u00e9gories suivantes\u00a0:<\/p>\n<ol>\n<li>Ventes hors ligne (traditionnelles, mais toujours pertinentes)\n<ul>\n<li>Ventes par t\u00e9l\u00e9phone, par e-mail et en personne<\/li>\n<li>Un CRS de groupe garantit que ces demandes ne se perdent pas dans une bo\u00eete de r\u00e9ception encombr\u00e9e et que les r\u00e9ponses sont rapides et tra\u00e7ables.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n<ol start=\"2\">\n<li>Ventes directes en ligne (l&#039;opportunit\u00e9 manqu\u00e9e \u00e9vidente)\n<ul>\n<li>Un moteur de r\u00e9servation de groupe sur le site Web de l&#039;h\u00f4tel<\/li>\n<li>Permet aux clients de visualiser instantan\u00e9ment les prix et la disponibilit\u00e9, r\u00e9duisant ainsi le volume des demandes de propositions et augmentant la conversion directe<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n<ol start=\"3\">\n<li>Ventes indirectes en ligne (o\u00f9 l&#039;\u00e9chelle se produit)\n<ul>\n<li>OTA, soci\u00e9t\u00e9s de gestion de voyages (TMC) et plateformes tierces<\/li>\n<li>Sans syst\u00e8me centralis\u00e9, les h\u00f4tels ont du mal \u00e0 g\u00e9rer les activit\u00e9s de groupe sur plusieurs plateformes<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n<p>La plupart des h\u00f4tels excellent sur un ou deux de ces canaux, mais rares sont ceux qui les int\u00e8grent tous les trois. C&#039;est l\u00e0 qu&#039;un CRS pour les groupes devient un multiplicateur de revenus, garantissant que chaque demande, quelle qu&#039;en soit la source, est saisie, trait\u00e9e et convertie.<\/p>\n<h2>Les h\u00f4tels interm\u00e9diaires dont ils ont d\u00e9sesp\u00e9r\u00e9ment besoin<\/h2>\n<p>Il ne s&#039;agit pas seulement d&#039;automatiser les r\u00e9servations de groupe. Il s&#039;agit de relier les points.<\/p>\n<p>Un CRS de groupe agit comme interm\u00e9diaire, assurant une communication fluide entre tous les diff\u00e9rents logiciels, y compris, mais sans s&#039;y limiter :<\/p>\n<ul>\n<li><strong>PMS <\/strong>\u2013 pour que les chambres restent pr\u00e9cises et disponibles<\/li>\n<li><strong>Logiciel de vente et de restauration<\/strong> \u2013 les salles de r\u00e9union, les installations audiovisuelles et les forfaits de restauration sont donc pris en compte<\/li>\n<li><strong>Syst\u00e8mes CRM<\/strong> \u2013 afin que les h\u00f4tels puissent suivre les prospects et assurer un suivi efficace<\/li>\n<li><strong>RMS<\/strong> \u2013 les prix s\u2019ajustent donc de mani\u00e8re dynamique plut\u00f4t que de s\u2019appuyer sur des grilles tarifaires statiques et obsol\u00e8tes<\/li>\n<\/ul>\n<p>Sans ce niveau d\u2019int\u00e9gration back-end, les h\u00f4tels laissent de l\u2019argent sur la table et c\u00e8dent des affaires \u00e0 des concurrents qui r\u00e9agissent plus rapidement.<\/p>\n<h2>Le v\u00e9ritable retour sur investissement\u00a0: revenus, efficacit\u00e9 et exp\u00e9rience<\/h2>\n<p>Les h\u00f4tels demandent souvent : <em>\u00ab Quel est le retour sur investissement d\u2019un CRS de groupe ? \u00bb<\/em> La vraie question est\u00a0: quel est le co\u00fbt de l\u2019absence de syst\u00e8me\u00a0?<\/p>\n<p>Les organisateurs de r\u00e9unions et les entreprises clientes attendent des r\u00e9ponses imm\u00e9diates, une communication fluide et des tarifs transparents. Sans syst\u00e8me centralis\u00e9, les h\u00f4tels risquent des d\u00e9lais de r\u00e9ponse longs, des opportunit\u00e9s manqu\u00e9es et des processus de vente inefficaces. Un CRS apporte une valeur ajout\u00e9e dans les domaines cl\u00e9s suivants\u00a0:<\/p>\n<ul>\n<li><strong>Plus de revenus.<\/strong> Les h\u00f4tels r\u00e9agissent plus rapidement, ce qui entra\u00eene des taux de conversion plus \u00e9lev\u00e9s<\/li>\n<li><strong>Gain de temps.<\/strong> Les \u00e9quipes commerciales consacrent moins de temps \u00e0 l&#039;administration et plus de temps aux r\u00e9servations \u00e0 forte valeur ajout\u00e9e.<\/li>\n<li><strong>Meilleure exp\u00e9rience.<\/strong> Les clients b\u00e9n\u00e9ficient de tarifs et de disponibilit\u00e9s instantan\u00e9s. Les h\u00f4tels b\u00e9n\u00e9ficient d&#039;un suivi et de conversions fluides.<\/li>\n<\/ul>\n<p>La diff\u00e9rence entre gagner une vente group\u00e9e et la perdre r\u00e9side souvent dans la rapidit\u00e9, la transparence et la commodit\u00e9.<\/p>\n<h2>Repenser les activit\u00e9s de groupe pour l&#039;avenir<\/h2>\n<p>Si l&#039;industrie h\u00f4teli\u00e8re veut \u00eatre comp\u00e9titive \u00e0 l&#039;\u00e8re du num\u00e9rique, il est temps de traiter les ventes de groupe comme des ventes transitoires avec automatisation, efficacit\u00e9 et une exp\u00e9rience de r\u00e9servation sans friction.<\/p>\n<p>Il est temps de repenser la fa\u00e7on dont les h\u00f4tels vendent leurs prestations aux groupes. Les outils existent, la demande est l\u00e0, et l&#039;opportunit\u00e9 est trop belle pour la laisser passer. 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else document.addEventListener ('DOMContentLoaded', ai_run_965488604701);\n<\/script>\n<\/p>\n<div class=\"first-sentence-half\">\n<div class='code-block code-block-1' style='margin: 8px 0; clear: both;'>\n<h3>Plus de conseils pour d\u00e9velopper votre entreprise<\/h3>\n<strong>Revfine.com<\/strong> est la plateforme de connaissances leader dans le secteur de l&#039;h\u00f4tellerie et du voyage. Les professionnels utilisent nos connaissances, nos strat\u00e9gies et nos conseils pratiques pour s&#039;inspirer, optimiser leurs revenus, innover dans leurs processus et am\u00e9liorer l&#039;exp\u00e9rience client.<br><br>\n\nD\u00e9couvrez des conseils d&#039;experts sur la gestion, le marketing, revenue management, les op\u00e9rations, les logiciels et la technologie dans notre <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/hotel-blog\/\">H\u00f4tel<\/a><\/span>, <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/hospitalite\/\">Hospitalit\u00e9<\/a><\/span>, et <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/voyager\/\">Voyages et tourisme<\/a><\/span> cat\u00e9gories.<\/div>\n\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Il existe un curieux paradoxe dans l&#039;industrie h\u00f4teli\u00e8re. Les h\u00f4tels sont pass\u00e9s ma\u00eetres dans l&#039;art de permettre \u00e0 leurs clients de r\u00e9server facilement une chambre individuelle pour une nuit. Pourtant, d\u00e8s qu&#039;un groupe entre en jeu, qu&#039;il s&#039;agisse d&#039;une r\u00e9servation pour une \u00e9quipe d&#039;entreprise, un club sportif ou un \u00e9v\u00e9nement n\u00e9cessitant des chambres et un espace de r\u00e9union, tout le processus s&#039;arr\u00eate.<\/p>","protected":false},"author":1,"featured_media":34277,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[805,824],"tags":[820],"class_list":["post-34276","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-direct-bookings","category-events","tag-meetingpackage"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Hotels Losing Millions in Group Sales Here&#039;s the Fix<\/title>\n<meta name=\"description\" content=\"Hotels are losing millions in group sales due to outdated booking processes Learn why and how modern solutions can boost revenue.\" \/>\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.revfine.com\/fr\/les-hotels-perdent-des-millions-en-ventes-de-groupe-voici-la-solution\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Hotels Losing Millions in Group Sales Here&#039;s the Fix\" \/>\n<meta property=\"og:description\" content=\"Hotels are losing millions in group sales due to outdated booking processes Learn why and how modern solutions can boost revenue.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.revfine.com\/fr\/les-hotels-perdent-des-millions-en-ventes-de-groupe-voici-la-solution\/\" \/>\n<meta property=\"og:site_name\" content=\"Revfine.com\" \/>\n<meta property=\"article:published_time\" content=\"2025-03-18T10:11:30+00:00\" \/>\n<meta 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