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旅行社“低价团”乱象:地接社买团 亏损从游客身上找补

2016-12-20 10:39:32   

12月2日,针对旅游市场中恶性竞争却屡禁不止的“低价团”乱象,一位旅行社负责人李某向本报记者进行了介绍和分析。李某开办旅行社已有6年,对当前中国旅游业的诸多乱象有着深切体会。

李某介绍,目前旅游市场存在两种旅行社,一种是专门负责招揽游客的旅行社,称为组团社;一种是把各个组团社的游客通过合并组成较大旅游团的旅行社,称为地接社

地接社“买团”,不盈利甚至亏损,就设法从游客身上找补

国庆期间,云南导游威胁并强迫游客购物的视频经媒体曝光后,引起广泛关注。导游辱骂游客并强迫购物的现象,折射的是旅游市场“零负团费”的顽疾。

李某毫不讳言,当下有很多旅行社的主打牌依然是“低价团”。尤其线上旅行社的兴起,不断挤压线下旅行社的生存空间,竞争更加激烈,价格成了吸引游客的最大筹码。所谓“零负团费”,就是地接社在接收组团社的游客时,只收成本价,甚至愿意倒贴钱给组团社,在业内也叫“负地接”。地接社在接单时不仅没有盈利甚至是亏损的,亏损部分就需要从游客身上找补回来。

“提到‘零负团费’就不得不提‘买团’”。李某解释道,“买团”也称“赌团”,“赌注”是游客能否按计划进购物店购物或去自费景点。例如,云南六日游吃、住、行、娱等最低成本是3000元左右,地接社不仅不收组团社的报名费,反而倒贴给组团社每人200元的人头费,那么地接社每接待一位游客就相当于已经支付了3200元的费用。

怎么把钱赚回来?地接社一般会和购物店合作,只要将旅游团带进购物店内,无论游客是否购物,商场都会付给旅行社固定的人头费。但最主要的方式是购物返点,这是“赌团”盈亏的关键,变数也最大。

李某说,购物店通过抬高商品定价,给旅行社和导游“回扣”,为旅行社“零负团费”提供盈利空间,旅行社为追逐利益最大化,迫使导游强迫游客购物,导致了“零负团费”屡禁不止。为了招揽更多旅行社和游客,一些景区开始打造“大风景区”概念,在景区里打造玉器店、土特产店等“购物景点”。这在一定程度上又刺激了“零负团费”的滋长,形成恶性循环。

地接社“赌团”,为了把风险降到最低,会考虑职业、性别、年龄、地域等因素组团。一个团里的游客最好来自全国各地而不是集中在某一个省市,导游会利用不同地域游客潜在的攀比心理,刺激消费。“大家看看,这位来自北京的老总花了3万元买了一个玉镯,上海、广东的朋友你们不能被人家比下去啊”。导游一鼓动,往往游客消费的欲望就会被调动起来。

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