- Tham nh~p vao ct)ng d6ng nguoi nuoc ngoai lam vi~c va sinh so'ng t~i Vi~t
2. Gia Chinh sach ban (P-Price)
Cac dinh huong chinh cho ho~t d()ng kinh doanh (ban ve hanh khach) cua Hang
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Bang 28 : Tho'ng ke lu'qng khach dinh Cu' qua cac nam
Nam 1996 1997 1998 1999 2000
So'khach 6.850 5.645 4.720 3.820 2.485 Dthu (USD) 4.525.000 4.125.500 3.670.000 2.240.000 1.685.500
Tl<$ %/nam 91% 89% 61% 75%
- Hi<$n HKVN chie'm khoang 50% t6ng thi trttong khach chinh tho'ng cua t6 chile
10M va chu ye'u khai thac khach de'n : U c , Nh~t va Bile My . Bo'i voi cac tuye'n
dttong dai, vao sau n<)i dia khu vf/.c gi,ip kh6 khan do vi<$c no'i chuye'n qua dttong (gate) : SEL , OSA .. do bi h:;m che' v€ tai cung ling .
- Khach dinh Cu' Ie : khai thac trf/.c tie'p t~i phong ve hoi;ic qua kenh ban d~i ly ' ngu6n khach nay gia tang qua cac nam nhu'ng ty 1<$ tang khong dang k~. ngu6n khach nay gia tang qua cac nam nhu'ng ty 1<$ tang khong dang k~.
Khach thiim than :
- Chu ye'u de'n cac nu'oc: Uc 'Trung Quo'c 'Nh~t' Chau au, ..
Ngu6n tai trq chinh : than nhan iJ nttoc ngoai . Do v~y hlnh thanh phttong thuc ban ve PTA (Paid Ticket Advanced- thanh toan ti€n trttoc khi Iffy ve) cho do'i tttqng khach nay t~i thi trttong Vi<$t Nam.
Rieng voi m<)t so' thi trttong di;ic bi<$t : Trung Quo'c , Bai Loan ,Singapore , .. khach thttong di theo doan Ion ke't hqp giii'a tham than voi du Jich .
Xu httong trong thoi gian toi :
• VN tang khai thac , chu ye'u theo cac tuye'n : U c , Trung Quo'c, Bai Loan . • VN tang khai thac trf/.c tie'p t~i thi trttong , giam ve xua't PTA .
(4) Khach lao d(}ng:
Xua't hi<$n ngu6n khach nay kha lau (tu d~u th~p nien 90) tuy nhien , thi trttong chi th~t sf/. tang trttdng tu nam 1998 voi cac thi trttong chinh nhtt: Han Quo'c , Nh~t, Bai Loan (nam 2000) .
Ctlng nhtt nhfi'ng thi trttong khach khac , khach lao d<)ng ctlng bi anh httiJng biJi tlnh hlnh kinh te' , chinh tri va ngo~i giao giii'a cac nttoc ( chu nha va nttoc tie'p nh~n lao d<)ng)
Ngu6n khach nay di theo doan IOn, c6 t6 chile. Chiu sf/. ki~m soat cua cac Cong Ty xua't kh~u lao d<)ng Ion . Cac cong ty nay ra't nh~y cam v€ gia va luon tlm hang chuyen chiJ chao ban san ph~m voi gia ve va di€u ki<$n thu~n lqi nha't ( cho Cong Ty moi gioi).
Hi<$n nay ,tlnh tr~ng lao d<)ng Vi<$t Nam dang lam vi<$c t~i cac nu'oc bo tro'n (ngttng khong lam vi<$c theo hqp d6ng , tro'n iJ l~i hoi;ic de'n thoi h~n v€ nttoc thl bo tro'n)
- Quy che' ban rnoi cho phep vi~c quye't dinh gh\ trong thoi gian ngi{n , dap ling nhanh chong va linh ho~t tntoc nhii'ng thay d6i cua rnoi tnl'ong.
- Vi~c phan ca"p du'<Jc thl,l'c hi~n theo tung ca"p (Vd: Gf) VPKV: gi;hn/Hing 20%, Tru'dng phong +1- 15% , chuyen vien ban giarn +/-, .. ) da g6p ph~n kiSrn soat
hi~u qua vi~c sa dt,mg cac rnuc gia t~i thi tru'ong .
2. Duy trl cac lien rninh dai h~n. hu'ong vao khai thac cac ngu6n khach Cl,l thS ->tang kha nang kiSrn soat thi truong va thu hut them khach :
- HKVN da thl,l'c hi~n vi~c lien ke't gia t~i thi tru'ong Vi~t Narn voi cac hang hang khong:
• Lien rninh v~n chuySn khach lao d(>ng di Dai Loan: 04 hang- VN, BL, BR, CI. Lien rninh v~n chuySn khach lao d(>ng di Han Quo'c : 03 hang -VN , KE , OZ. • Thoa thu~n h<Jp tac v~ gia cho khach tren tuye'n bay de'n Trung Quo'c : VN , CZ . • H<Jp tac cung cac hang v~n chuySn khach le (FIT) de'n Chau au: 03 hang-VN-
AF-SR
3. D~y rn~nh qua trlnh lien ke't cac cong ty du lich nh~rn phat d(>ng khach out-bound, in-bound, du lich n(>i dia rnua tha"p diSrn thong qua cac chinh sach : thu'dng ve 'chie't kha"u giarn gia theo so'lu'<Jng khach :
• Xay dl,ing cac chu'ong trlnh ke't h<Jp giii'a : hang khong + khach s~n + du lich t~o thanh Package dS ph1,1c V\l khach : VNHolydays , Nice Weekends , Tour Chao The' Gioi , ..
• Thudng Incentive dl,ia tren t6ng ve ban , h~ so' diSrn theo cac tuye'n du'ong chinh.
4. Duy trl va cung co' b~n hang Ion, phan thi truy~n tho'ng: Lao d(>ng, Xua"t canh, Vietsopetro, du lich ....
• T6 chuc cac h(>i thao thu'ong nien (06 thang , narn ) cho cac do'i tu'<Jng : cac cong ty lao d(>ng ' cong ty du lich ' cac d~i ly , ..
• Ky ke't cac h<Jp d6ng hoc}c cac thoa thu~n darn bao v~n chuySn khach (gia , ch6) va rnuc thu'dng cam ke't trong narn cho cac do'i tu'<Jng khach .
5. Phat triSn kenh ban Corporate Account , chinh sach khuye'n khich b~n hang Ion -> nh~rn thu hut khach thu'dng nhan , cong v1,1 doanh thu cao . • Xay dl,ing chinh sach rieng bi~t cho do'i tu'<Jng khach Corp Account v~ : thanh
to an tai chinh ' di~u ki~n xua"t ve ' rnuc gia , ..
• Ky ke't h<Jp d6ng tay ba : HKVN , Khach hang , d~i ly nh~rn :
+Darn bao khach hang du'<Jc phl,lC Vl,l kiP thoi va d~y du cac dich Vl,l. + H6 tr<J d~i ly tang doanh thu va giii' khach .
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