Online tourism in today’s China，Large OTAs are absolute stars。The endless price war is causing a storm in the city；Wherever valuable business occurs，The rich and willful 188bet sports betting app download definitely go there，Go your own way and leave others with nowhere to go；Several bloody capital games with each other，Not to mention，Every time of climax，But there are always twists and turns。

While making the industry both loved and feared，What is the original intention of becoming an 188bet sports betting app download，Seems to have been forgotten。

Jade from other mountains，Can attack rocks，The voice of foreign background OTAs in China at this time，188bet sports betting app download’s worth listening to。

“I don’t know much about Wall Street, let’s do our job”

Priceline 2015 Q1 financial report display，its net profit reached US0 million，Hotel room nights exceeded the 100 million mark in the quarter，188bet sports betting app download in which it made a major contribution.com，Business scale increased by as much as 40% year-on-year。

About domestic OTA money-burning market、Enlarge the stock market value，188bet sports betting app downloadcom 188bet sports betting app downloadcom Greater China General Manager Lai Jun said: “I don’t really understand the ups and downs of Wall Street and the stock market，We just do our job”。Lai Jun revealed，Calculated based on them，Some domestic OTAs sell one room night，The average price obtained is ten or twenty euros，“Our commission is several times theirs”，Only for domestic bookings in China，Our domestic peers are much bigger than us，But in terms of income，The gap is much smaller。

The best cashback war for domestic OTAs、Price war，Lai Jun made it clear that “we will not do this in the world”，But he also revealed in the interview，188bet sports betting app downloadcom hopes to develop its efforts in the domestic hotel market，In the next step, more Chinese hotels will be welcomed online as soon as possible，And provide them with some discounts and market cooperation opportunities。

It can be said，188bet sports betting app downloadcom is using their "consistent" principle globally，Or foreigner-style rectum，Come to do business in China。They will be in the same situation as most foreign Internet giants in China in the past，Acclimatized，No embarrassment，You can still survive under the cover of several major OTAs，Let’s listen to Lai Jun’s introduction first。188bet sports betting app downloadcomLai Jun, General Manager of 188bet sports betting app downloadcom Greater China，Accepted an exclusive interview with Global Travel News in the Shanghai office

"As a true platform，How much money did you give me，I will sell 188bet sports betting app download for how much”

The first topic mentioned，188bet sports betting app download is OTAs that are now keen on cashbacks and breaking the consistency of hotel prices，Cause conflict in hotel。To this，Lai Jun, who was once solely responsible for the channel revenue of Hilton Hotels in Greater China, has his own point of view: "The hotel must be responsible，The platform must also be responsible”。

Lai Jun said: "If I were a hotel，I sell 188bet sports betting app download for 1,000 yuan，Others sell 188bet sports betting app download better for 700 yuan，Indicates that the customer likes this price，My own price is too high，I should adjust 188bet sports betting app download down and sell 188bet sports betting app download for 700 yuan。Is there any reason why you can sell 188bet sports betting app download to me for 700 yuan on OTA，My own guests come to the front desk in person、Call to order directly，1,000 yuan required，Isn’t that a ripoff?？”

“But some bottom lines cannot be touched，For example, the price of some hotels is 1,000 yuan，This is public，Visible to anyone、Available。But there are also some that are not public，For example, IBM’s negotiated price，If 188bet sports betting app download is 700 yuan，Theoretically, only IBM employees or customers can see this price，This is not the price for public sale。If OTA turns this 700 into a public price，No need to sell 188bet sports betting app download elsewhere。”

“If a room worth 1,000 yuan is given to OTA，OTA offers promotions and discounts，Sold for 500 yuan，This is not selling a room，I’m selling you！We act as a real platform，How much money did you give me，I will sell 188bet sports betting app download for how much。You give me 1000 and I will sell you 1000，Give me 1500 if you can，I also sell 1500”，What Lai Jun said。

"Our guests seem to be different"

In fact，Discovered by Lai Jun，When the hotel provides a room for 1,000 yuan，188bet sports betting app downloadcom often sells for prices higher than 1,000 yuan。“Because many of our customers buy high-end rooms above standard rooms，This is exactly the opposite of the situation of many domestic OTAs，Our guests，Even when the standard room is still available，They all buy executive floors or suites。So this is why many hotels like us，Don’t mind giving us some long-term prices。”

Lai Jun said，Some domestic hotels favor 188bet sports betting app downloadcom，Main reason，The guests they brought "seem to be different": "it feels more high-end，Stayed longer，The average stay is three nights，The 188bet sports betting app download window is also relatively long，It will be two or three weeks later，Unlike some domestic OTAs，Mainly 188bet sports betting app download for the same night。So the hotel also prefers us，Because there is such a source of customers，Easier for hotels to take measures in advance to optimize revenue management。And the Chinese guests we bring will spend money in restaurants and bars，Feeling more advanced，The overall income will be higher than other channels。”

Then the question comes，Since compared with domestic OTA，188bet sports betting app downloadThere are no discounts or cash rebates for domestic hotels on com，Why guests should choose 188bet sports betting app downloadWhere is com？

“We are not a Mall，We only focus on one thing，Concentrate on 188bet sports betting app download hotels”

Lai Jun introduced to Global Travel News: "We have an indicator，Net Promoter Score (NPS)，That’s because you like it very much after using it，Probability of recommending to your friends。188bet sports betting app downloadcomThe NPS for Chinese guests is 188bet sports betting app downloadcomThe highest in the world，Over 80%。Domestic OTAs often give away 50 yuan、100 yuan，But there are still many customers who like to use us。Maybe some domestic hotels on other OTAs are relatively cheaper，But not all hotels are cheap，Many hotels do not offer commission or cashback most of the time，So from a certain perspective，Everyone’s price is fair。And the cash rebates given by OTA，It’s not immediately available，Want to stay there next time，The rules are very troublesome to design，Sometimes 50、100 yuan，Many users may not care，Some of them may have been forgotten the next time you stay。”

“We found out during our own investigation，Some customers just love us，They said，I just want to book a hotel with peace of mind，Then you can trust the information provided by this page。We are not like other companies，Selling everything，Air tickets、Cruise、Visa、Insurance，All inclusive。We are not a Mall。We only focus on one thing，Book a hotel。If you want plane + wine，You want to apply for insurance，Then we can’t serve you。If you really want to choose a hotel you like，Want to read other people’s reviews，Then we have done really well in this regard。There is no strategy on the Internet that others don’t know，In the final analysis, 188bet sports betting app download is a user experience。”

188bet sports betting app download functional design relies entirely on data

When referring to your own web page，Lai Jun used the concept of "persuasiveness"。“Look at our website，Very comfortable，Our website is very persuasive，There are five or six colors，But 188bet sports betting app download will never be as dazzling as some domestic web pages。What appears when，Not based on personal judgment，Decisions are entirely based on user behavior，Very scientific。For example, when will the review scores be released，Most people think that reviews will be displayed as soon as the hotel comes in，Actually not。”

Lai Jun emphasized，188bet sports betting app downloadAll functions and designs on the com website，All are supported by data。He gave an example of a color experiment: "Put yellow in one place，The conversion rate is 5%，Same time，We let the other half of the users see green，If the conversion rate is 6%，Start the next day，We will use green。Don’t think there’s anything special about a color，There are 850,000 room nights in the world every day，Higher conversion rate，It’s a huge amount。Ultimately all our efforts are to help our partners get more from the partnership。”

Another example of “Demand Base” is the translation of reviews in multiple languages ​​around the world。"If we find out，There are many Germans looking at a certain Yunnan hotel，We will kill the Chinese、Comments left by British people，Priority for translation into German。If not a single German looked at that hotel，Then I won’t translate 188bet sports betting app download into German。The greater the demand, the priority，The faster 188bet sports betting app download translates。” Even if the CEO has any ideas，If there is no data support，Nothing can be done，Lai Jun said。On 188bet sports betting app downloadcom 188bet sports betting app downloadcom’s Shanghai office，Various data tables can be found everywhere

“A lot of users really like us，188bet sports betting app download is our chance”

2014，Chinese guests on 188bet sports betting app downloadcom ranks among the top ten in the world in terms of business contribution，Soon to be within ten places，Continue to rise this year，Still advancing in ranking。It’s worth noting，The fastest growing，Not an outbound trip for Chinese people，But Chinese people book hotels in China。Currently, 188bet sports betting app download has signed contracts with more than 10,000 hotels in China，Many hotels are waiting to come online and cooperate with us，According to Lai Jun, the time of coming down，The number will still increase greatly，188bet sports betting app downloadcom 188bet sports betting app downloadcom will also cooperate with more different domestic accommodation types，For example, the inn、Apartment、Youth hostels, etc.。

When talking about the hottest mobile penetration right now，Lai Jun confessed，Their number is more than 30%,Not as high as 60% of Chinese counterparts。“We cannot directly compare with others in this regard，Most of the time others book local hotels，Most of the time we book hotels that are far away，188bet sports betting app download’s not that easy。And whether 188bet sports betting app download is a domestic or foreign hotel，Our guests often stay for three days、Four nights。So although our mobile proportion is not that large，But they are all very real，Also growing very fast。We do not offer any discounts in the country，The number of orders generated by Chinese users through mobile terminals is already the second in the world，This also shows that Chinese guests are very mobile。”

Lai Jun also gave an example，They recently launched an App called 188bet sports betting app download Now，I made a last minute reservation，No advertising in China，But the number of downloads ranks second in the world，Second only to the United States，And the United States has done a lot of advertising。“I don’t know either，Many users really like 188bet sports betting app download，This is our chance。”

“I hope to talk about 188bet sports betting app download basic concepts，Don’t be in a price war all day long”

A major recent industry event is the acquisition of eLong by Ctrip and Plateno Group。When talking about OTA integration shuffle，Lai Jun believes that more opportunities should be given to hotel colleagues。He believes that the war between domestic OTAs focusing on seizing the upstream end will continue，This aspect can make the entire market bigger，Bring more customers to the hotel，But on the other hand, 188bet sports betting app download may also cause the hotel to lose control of prices and channels。

Lai Jun repeatedly emphasized，Hotels should be more responsible for their prices and channels。Platform channels and hotels can complement each other and achieve win-win results，But the problem now is，The 188bet sports betting app download lacks some basic knowledge and concepts about price and channel control。

"So we think，Even if the domestic market is so difficult，We still need to take some actions，When the domestic market is so big，We don’t have to compete with others，We can just compare ourselves with ourselves，188bet sports betting app download is not required to be the third or fourth child。”

188bet sports betting app downloadcom will welcome more domestic hotels to join in the next step，Introduction to Lai Jun，For hotels, just log in to Hezuobooking.com’s URL，Fill in information，You can join for free。188bet sports betting app downloadcom will also continue to add local teams to serve hotels。“The hotel loves our team。And our commission contracts are unified，It’s not that I have a good relationship with you，I’ll give you a lower commission，Regardless of thousands of hotel chain groups，Still a single inn，It’s all the same commission。”

On 188bet sports betting app downloadcom after going online，Hotels can also apply to join the "Promoted Hotels" program，With higher commission rate，To improve ranking，But before joining，Some conditions must be met，Price included、Property、Display content、Conversion rate, etc.，“A good hotel，Put in front，Everyone makes money。But a hotel that the user doesn’t like is placed on the homepage，You give me 50% commission，Customer doesn’t buy，It’s also a waste of traffic。”

And when a new hotel comes online，188bet sports betting app downloadcom will immediately place it at the local average，The next step is entirely based on the guest’s preferences and the performance of the hotel。“Even the CEO can’t change this rule，So 188bet sports betting app download is very transparent，There is absolutely nothing that can be affected by artificial intelligence”。

In the eyes of the Chinese，This is the linear thinking of typical foreign companies，Under this kind of thinking，188bet sports betting app downloadcom When discussing business with hotels in mainland China，It is inevitable that you will encounter some common problems。

But at the same time，188bet sports betting app downloadcom is also trying to do something。Compared to other large domestic OTAs，188bet sports betting app downloadcom although international、Tall and tall，But the brand is famous，Especially in third and fourth tier cities it is not enough。So Lai Jun hopes to do some training for hotel practitioners，Let’s talk about revenue management and channel management。

"I've finished listening，Learn something，You can leave immediately，You are more welcome to stay and hope to cooperate with us。We sincerely want to do something for our Chinese 188bet sports betting app download colleagues，Explain some basic concepts，Don’t be in a price war all day long，Too confusing，This is not a healthy development for the 188bet sports betting app download”，Lai Jun said。