Ex ante subcategory – Service Recommendation – Horizontal network |
A |
“When it is high season, we recommend other hotels. We give their telephone number”. |
B |
“My partners really are partners and not competitors. I even work with several hotels”. |
C |
“We have alliances with other hotels, which is a routine partnership of the city, the exchange [...] of clients”. |
D |
“Lodging services, we always recommend when our inn is full [...] or when the client asks for one with a lower price [...] we even call our partners to set prices and pass on to the client who is here”. |
G |
“We also recommend other hotels, inns”. |
I |
“We send clients there […] to other inns”. |
Ex ante subcategory – Service Recommendation – Vertical network |
A |
“We work with all local tour operators, especially those with prominence [...] the groups that they finalize there, they recommend us here and when the groups arrive directly at the hotel, we recommend these local tour operators”. |
Ex ante subcategory – Service Recommendation – Vertical network |
B |
“We start with local tour operators [...] They sell our hotel and we sell Delta tour that is set by them”. |
C |
“From the start, we find it necessary to work together, as a priority, with local receptive tour operators [...] restaurants too”. |
D |
“We have a partnership with a restaurant [...] whoever eats there competes for lodging here. The same thing, who comes here, competes for a sushi barge”. |
E |
“We get in touch with the receptive operators and recommend them. They recommend us to their clients, the more we send our clients to them”. |
F |
“There’s a restaurant here [...] that we try to recommend”. |
G |
“Receptive tour operators [...] is partnership. Often, they recommend us and we recommend them”. |
H |
“It is only service recommendation, mainly receptive tour operators and restaurants, nice, good and cheap places”. |
I |
“The partnership of the local tour operators is the recommendation of their services”. |
Ex ante subcategory – Knowledge and information exchange |
B |
“My client sometimes says he did not like the recommendation [...] Then I call my partners to inform them about the complaints”. |
C |
“With hotels [...] we exchange information about customers [...] and with restaurants”. |
D |
“The owner of the inn is friendly with owners of other lodging companies […] so they can exchange ideas, experiences. He asks how are they doing, what can be done to improve their businesses”. |
E |
“When there is a mistake (with partner service) that they (clients) do not like, we tell our partners [...] that the client complained”. |
Ex ante subcategory – Promotion actions |
B |
“There are big tourism fairs that we can’t attend individually, so the Convention [...] takes the promotional material (brochures etc.) from everyone and discloses it”. |
D |
“At ABAV [...] not all the entrepreneurs in Parnaíba could participate in it, but the Convention went there to represent them […] took their brochures”. |
E |
“ABAV, BNTM and other events [...] that are abroad, we have to participate through Sebrae or on our own [...] When not everyone can go, because there are several hotels [...] the most interested, with the best (financial) condition at the moment, are the ones that go”. |
Ex post subcategory – Complementarity of the companies |
A |
“The ones who still have relationships […] would be the receptive tour operators with the hotels, even because there is a dependency on one another. Who offers tour services needs to host people somewhere”. |
C |
“In terms of structure, equipment, investments, we find it costly [...] to create our small company to attend tours, trips. So this was our first partnership action, with local, eminently receptive tour operators”. |
D |
“We have a company (receptive tour operator). It makes it much easier [...] when the customers come searching for a tour”. |
A |
“We already have very old partnerships [...] we meet at Sebrae meetings [...] usually at least once a month”. |
B |
“We have been with our partners for a long time, since the beginning of the company”. |
C |
“Since the beginning of the company, we have found it necessary to work together [...] so there is a coexistence”. |
D |
“We hold meetings to discuss [...] there is a meeting almost every month”. |
E |
“It’s a long history [...] because we have contact with these companies every day [...] we meet and there (in meetings) we negotiate”. |
F |
“It's because we work with it (partner company), because it is a friendly relationship. The owners have known each other for a while”. |