酒店產品營銷的成功于否在于季度營銷渠道的概念和類型
1.酒店營銷渠道的概念
    酒店營銷渠道，也稱為酒店分銷渠道，它是指酒店服務產品消費者產生消費動機開始，進入酒店之后，到最終消費酒店服務產品的整個過程中所經歷的各個環節以及相應的一切活動的總和。簡單說就是指將酒店服務產品銷售給最終消費者（個體、公司或機構單位）的各個環節的總和。在現在的市場經濟條件下，有廣闊的市場容量，大部分的酒店服務產品必須依靠一定的營銷渠道，才能將其費產品銷售到顧客一方。它是營銷組合（Promotion Mix）中的重要組合部分，同時它既是上海酒店VI設計和酒店服務產品商品化的必經之路，也是連接酒店服務產品和賓客的中間渠道。其作用在于能使酒店服務產品更有效、更方便、更快捷地讓顧客購買到，而不同的營銷渠道，也決定著酒店營銷活動的成功于否。
2.酒店營銷渠道的類型
    酒店營銷渠道中，根據到達最終酒店產品消費者所經歷的環節，可分兩種主要模式：直接營銷渠道與間接營銷渠道。
   （1）直接營銷渠道
    又稱零層次渠道，指酒店不經過人和一個中間商，由酒店將服務產品直接銷售給最終消費者，亦即顧客直接向酒店購買產品。酒店企業通常情況下有三種直接營銷渠道模式供大家參考。
    ①酒店——最終消費者（營銷點為酒店現場）。指酒店直接向前來且有入住需求的顧客銷售酒店服務產品，這是酒店的傳統營銷方式。
    ②酒店——最終消費者（營銷點為客源地、顧客單位或家里）。指有入住需求的顧客通過電話、傳真、電腦網絡等各種途徑向酒店預訂其產品的模式。信息技術的不斷進步使其被廣泛應用于各個行業，電腦普及的程度日益加深，今年來對于酒店來說，最重要的營銷渠道就是網絡。酒店應利用好這一科技的優勢，做好本酒店網站建設（網頁設計、預訂信息更新、回復確認等方面）工作，以提高酒店產品的營銷質量和效率。
    ③酒店——自建銷售點——最終消費者（營銷點為銷售點現場）。指酒店在其經營范圍或區域內自行設立營銷點（如機場、港口等），直接向顧客銷售。酒店集團成員之間相互代理預訂，共享客源等也屬于這一模式。
   （2）間接銷售渠道
    隨著旅游市場日益國際化，直接銷售渠道的效果愈顯下降，這一模式已難以更有效地吸引市場細分化的顧客，為了緩解這一嚴峻的壓力，很多酒店意識到可以借助代理商、批發商、零售商等銷售機構開展營銷活動。這種需要中間商參與產品的經銷、代理或其他形式的銷售將酒店服務產品銷售到最終消費者一方的有效途徑便稱為間接銷售渠道。
    根據中間商介入的個數不同，間接營銷渠道有不同的模式，酒店通常有三種間接營銷渠道可供選擇。
    ①單層渠道。
    其一，酒店以旅游代理商——最終消費者。酒店將其產品以較低的價格出售給代理商，由代理商組織客源。
    其二，酒店——其他營銷渠道（如航空公司或郵輪公司）——最終消費者。酒店將其產品的銷售由航空公司等機構代理銷售，將酒店產品轉移到顧客手中。
    ②兩層渠道。
    其一，酒店——旅游經銷商——旅游代理商——最終消費者。酒店以較為低廉（低于門市價）的價格銷售給經銷商（如旅行社），旅游經銷商再將其產品批量銷售或預訂給旅游代理商，代理商則將產品銷售給最終消費者。
    其二，酒店——其他營銷渠道（如航空公司或郵輪公司）——旅游代理商——最終消費者。酒店以較為低廉（低于門市價）的價格銷售給其他一些酒店營銷渠道（如航空公司或郵輪公司），再有這些機構將其產品批量銷售或預訂給旅游代理商，代理商則將產品銷售給最終消費者。
    ③三層渠道。酒店——旅游批發商——旅游經銷商——旅游代理商——最終消費者。酒店將其他產品大批量以較低廉的價格批發給旅游批發商，再由批發商與經銷商在價格談判基礎上銷售給旅游代理商，最后由代理商將其產品批量銷售或預訂給最終消費者。

 The success of the hotel product marketing in is whether the concepts and types of quarterly marketing channels
The concept of a hotel marketing channels
    Hotel marketing channels, also known as hotel distribution channels, it is that the hotel services products to consumers beginning of the consumer motivation, experience the whole process to the final consumption of hotel products into the hotel after all aspects of all activities and the corresponding combined. It simply refers to the hotel service products sold to final consumers (individuals, companies or establishments), the sum of all aspects. Now under market economy conditions, the broad market capacity, most of the hotel services must rely on a certain scare off channels, fee products sold to the customer side. It is part of the marketing mix (Promotion Mix) in combination, while it is the only way of hotel service product commercialization, but also to connect the channels of the middle of hotel service and guests. Its role is to make hotel service product more effective, more convenient and faster for customers to buy, different marketing channels, but also determines the success of the hotel marketing activities in whether.
The type of hotel marketing channels
    Hotel marketing channels, according to the link to reach the final hotel product consumer experience can be divided into two main modes: direct marketing channels and indirect marketing channels.
   (1) direct marketing channels
    Also known as zero-level channels, the hotel without a broker and, by the hotel service products sold directly to final consumers, ie the customer to purchase products directly to the hotel. Hotel businesses often have three direct marketing channel model for your reference.
    ① hotel - the ultimate consumer (marketing point for the hotel site). Means the hotel directly to come forward and demand customer sales Check hotel service product, which is the hotel's traditional marketing methods.
    ② Hotel - the ultimate consumer (marketing point for the source to the customer unit or at home). Refers to the occupancy needs of customers by phone, fax, computer networking, a variety of ways such as the mode of its products to the hotel reservations. Information technology continues to progress so that is widely used in various industries, deepening the extent of the widespread use of computers for the hotel this year, the most important marketing channel network. The hotel should be used to the advantages of this technology and do the hotel's website (web design, booking information update, back to confirm, etc.) to improve the quality and efficiency of hotel marketing.
    (3) Hotel - built point of sale - the site of the ultimate consumer (marketing point for point of sale). Set up a marketing point of referring to the hotels within the scope of their business or region (such as airports, ports, etc.), direct sales to customers. Between the agent booking hotel group members shared source, also fall into this pattern.
   (2) indirect sales channels
    With the tourism market is increasingly international, the effect of the direct sales channels, more show to decline, this model has been difficult to more effectively attract the customers of the market segmentation in order to alleviate the severe pressure, aware of the many hotels can make use of agents, wholesale , retailers and other sales organizations to carry out marketing activities. This need the middlemen involved in product distribution, agency, or other forms of sales to the hotel service product sales to final consumers an effective way to party, known as indirect sales channels.
    Indirect marketing channels have different modes, depending on the number of middlemen involved, the hotel usually has three kinds of indirect marketing channels to choose from.
    ① single channel.
    First, hotels, travel agents - the ultimate consumer. The hotel will sell their products at lower prices to the agents, organized by the agency source.
    Second, the hotel - other marketing channels (eg, airline or cruise line) - the ultimate consumers. The hotel will be the sale of its products sold by the airlines and other agencies to the hotel product to the customer.
    ② a two-tier channel.
    First, the hotel - travel distributors - travel agents - the ultimate consumers. The hotel is relatively cheap (less than store price) the price of sales to distributors such as travel agencies, travel distributors and then their products sold in bulk or reservations to travel agents, agents will sell to the ultimate consumer.
    Second, the hotel - other marketing channels (eg, airline or cruise company) - travel agents - the ultimate consumer. Hotel is relatively cheap (less than the store price) the price of sales to some other hotel marketing channels (such as airline or cruise line), then these institutions of its products sold in bulk or reservations to travel agents, the agents will be product sales to final consumers.
    ③ three-tier channel. Hotels - travel wholesaler - Travel dealers - travel agents - the ultimate consumer. Hotel will be other products in large quantities at lower prices wholesale to travel wholesalers, on the basis of price negotiation by wholesalers and distributors to sell to travel agents, by agents of its products sold in bulk or reservations to the final consumer .