B & B owner: tourists take Sanya instead of Bali and Maldives. All the rooms are full

据爱必应平台数据显示，与2020年相比，"农家书屋"和"乡间小屋"的搜索数据增长了9倍以上，"客栈"的搜索量是2020年同期的17倍以上。

According to the data of aibiying platform, compared with 2020, the search data of "farmhouse" and "country cottage" houses increased by more than 9 times, and the search volume of "inn" was more than 17 times of the same period in 2020.

本期《个人经历》聚焦爱比盈B&B的三名员工：有人在三亚经营海边别墅。原计划春节期间销售额将达到1000万元。因此，由于当地的过年政策，与这个数字有几百万元的差距；有人在苏州开了一家农家乐，觉得现场过年本来对自己的生意有好处，没想到苏州某地方的门把手被发现是阳性的，结果所有商店都关门了；任女士是上海西舍B&B的创始人，她再一次讲述了时隔一年后今年生意的起起落落

This issue of "personal experience" focuses on three employees of aibiying B & B: someone runs a seaside villa in Sanya. Originally, it was planned that the sales would reach 10 million yuan during the Spring Festival. As a result, because of the local new year policy, there is a gap of several million yuan from this figure; Someone opened a country house in Suzhou, feeling that celebrating the new year on the spot was originally good for his business, but he did not expect that the doorknob of a place in Suzhou was found positive, and as a result, all stores were closed; Ms. Ren, the founder of Xishe B & B in Shanghai, once again narrated the ups and downs of business in this year after a year

独裁者：可乐

Dictator: Coke

人民档案：京龟梅旅社员工，2019年将在三亚开一家民宿。很多人选择三亚而不是巴厘岛和马尔代夫，而且房间几乎都满了

People's files: staff of jingkamei Hostel, who will open a B & B in Sanya in 2019. Many people take Sanya instead of Bali and Maldives, and the rooms are almost full

我们从2019年5月4日开始做民宿，创始团队也是阿碧英民宿管理公司的高管。

We started to do B & B on May 4, 2019, and the founding team is also from the executives of abiying's B & B management company.

我们在三亚开了B&B，采用新的托管模式。很多人在三亚买房只是为了投资，不是为了自住，所以房子的空置率会很高，于是"托管"模式应运而生。在这种模式下，房东的房子是委托给我们的，我们定期为房东保养，因为房子是空的，这是最大的损失。同时，我们将以代理的身份租用房东的食宿，我们可以为您赚取一些收入。当然，房东随时可以回来。所以房东愿意尝试这种模式。

We open B & B in Sanya, using a new trusteeship mode. Many people buy houses in Sanya just for investment, not for self occupation, so the vacancy rate of houses will be very high, so the "trusteeship" mode was born. In this mode, the landlord's house is entrusted to us, and we maintain it regularly for the landlord, because the house is empty, which is the biggest loss. At the same time, we will rent the landlord's B & B as an agent, and we can earn some income for you. Of course, the landlord can come back at any time. So the landlord is willing to try this model.

三亚的旺季通常在10月至次年3月。因此，当疫情在2020年1月爆发时，正好赶上旺季。那时，我们的房间几乎满了。起初，我们听说有流行病。很多人让我们退房。最后，政府发布通知取消所有订单。

The peak season of Sanya is usually from October to march of the next year. Therefore, when the epidemic broke out in January 2020, it was just in time for the peak season. At that time, our room was almost full. At first, we heard that there was an epidemic. Many people asked us to check out. Finally, the government issued a notice to cancel all orders.

不过，正是因为疫情期间没有客人，我们也借此机会对B&B进行了升级改造，并修建了一些主题房，如电影B&B房、儿童B&B房等，为疫情过后的业务做准备。

However, just because there were no guests during the epidemic period, we also took this opportunity to upgrade the B & B, and built some theme rooms, such as Movie B & B rooms and children's B & B rooms, so as to prepare for the business after the epidemic.

根据我们的设想，这波疫情可能会持续到五六月份，但实际上，这波疫情只会持续到三月份，我们已经从四月份开始恢复工作。三亚的旅游市场比较好。虽然4月份不是旺季，但可能是疫情期间我们有3个月没有机会出游，而且4月份还有清明假期，所以我们迫不及待地想出游，来三亚透透气。这部分情况完全出乎我们的预料。

According to our assumption, this wave of epidemic may last until May and June, but in fact, it will only last until March and we have started to resume work in April. The tourism market in Sanya is relatively good. Although April is not the peak season, it may be that we have no chance to travel for three months during the epidemic period, and there is a Qingming holiday in April, so we can't wait to travel and come to Sanya to get some air. This part of the situation is completely beyond our expectation.

到了五一、端午、暑假、国庆长假，我们的生意开始恢复正常，但单价并不是特别高。与疫情发生前相比，由于人流还不是很稳定，价格有所下降。

By May Day, the Dragon Boat Festival, the summer vacation and the National Day holidays, our business began to return to normal, but the unit price was not particularly high. Compared with the price before the epidemic, it was lower, because the flow of people was still not very stable.

去年11月，我们预计价格会上涨，但可能是因为当时的机票太贵了。另外，我们通常在每年的上半年来三亚，最晚可能是暑假。所以上个国庆节的行情不如我们预期的好。

Last November, we expected that the price would rise, but maybe it was because the air tickets were too expensive at that time. In addition, we usually came to Sanya in the first half of each year, and maybe it was summer vacation at the latest. So the market of last National Day was not as good as we expected.

到今年春节，我们预计能完成正常销售。今年1月，政府号召大家现场庆祝中国新年。因此，我们这边的订单、参观人数甚至咨询服务都大大减少，入住率也大幅下降。因此，我们只能把价格调低到淡季价格。

By the Spring Festival this year, we expect to complete the normal sales. In January, the government called on everyone to celebrate the Chinese new year on the spot. As a result, the number of orders, visitors and even consulting services on our side have been greatly reduced, and the occupancy rate has dropped sharply. Therefore, we can only adjust the price down to the off-season price.

比如旺季前，两室一厅的价格下降了很多。今年，它只卖几百元。虽然我们的食宿可以保证在春节期间客满，但价格极低。即使没有亏损，也远未达到当时的销售目标。

For example, before the peak season, the price of a two bedroom and one living room dropped a lot. This year, it only sold for a few hundred yuan. Although our B & B can be guaranteed to be full during the Chinese new year, the price is extremely low. Even if there is no loss, it is far from meeting the sales target at that time.

五一期间，三亚B&B的预订非常火爆，可以说已经客满，所以我们也会适当提高单价。这可能是因为国外旅游业还处于复苏阶段，所以很多人选择三亚而不是巴厘岛、普吉岛、马尔代夫等国外海岛旅游景点，所以可以预订三四天。

During May Day, the booking of Sanya B & B is very popular, which can be said to be full, so we will also increase the unit price appropriately. This may be because the foreign tourism industry is still in the stage of recovery, so many people take Sanya instead of Bali, Phuket, Maldives and other foreign island tourist attractions, so you can book for three or four days.

我们预计下一个出游高峰将在端午节期间，但在五一这样的火爆形势下，或许食宿价格会相应调整，十一国庆期间也可能如此。

We expect that the next peak of travel will be during the Dragon Boat Festival, but perhaps the price of B & B will be adjusted accordingly in such a hot situation as may day, and it may be the same during the 11th National Day.

独裁者：上海百尚力品牌创始人张文轩

Dictator: Zhang Wenxuan, founder of Shanghai baishangli brand

资料图：2015年，我们将在上海迪士尼乐园周边开设民宿，2018年，我们将在苏州开设一家乡村民宿作为民宿。与佛教相比，我们不想用五一节来挽回春节的损失

Profile: in 2015, we will open B & B around Shanghai Disneyland, and in 2018, we will open a rural B & B in Suzhou as a B & B. compared with Buddhism, we don't want to use may day to recover the loss of the Spring Festival

我从2015年开始做民宿。2013年，我还在法国巴黎工作。我的朋友帮我为艾比英订了一套公寓。回来后，我觉得这种住宿很好。2015年上海迪士尼乐园开张时，我和几个朋友在迪士尼旁边租了5、6栋别墅，于是开始了B&B业务。

I started to do B & B in 2015. In 2013, I was still working in Paris, France. My friend helped me book an apartment for aibiying. After I came back, I thought this kind of accommodation was very good. When Shanghai Disneyland opened in 2015, a few friends and I rented 5 or 6 villas on the side of Disneyland, so we started the B & B business.

2018年，苏州开始大力实施乡村振兴。政府有人从城市B&B招聘了一些运营商一起工作。我们开始在苏州做乡村民宿。

In 2018, Suzhou began to vigorously implement rural revitalization. Someone from the government recruited some operators from urban B & B to work together. We started to do rural B & B in Suzhou.

我们的B&B和其他B&B有点不同。我们的主题是到乡村去度一个相对的假期，感觉就像一个村庄。春节期间，有两种度假方式：一是出国，或到三亚岛度假；还有一家人，小时候找地方过年。但这种模式在城市中不太可能实现。没有房子能容纳这么多人，但是在农村，有独栋的房子，所以我们的B&B在春节期间很受欢迎。

Our B & B is a little different from other B & B. our main theme is to take a relative holiday in the countryside, which feels like a village. During the Spring Festival, there are two holiday modes: one is to go abroad, or to Sanya island for holiday; There is also a family, looking for a place to celebrate the new year as a child. But this mode is unlikely to be realized in the city. No house can accommodate so many people, but in the countryside, there are single family houses, so our B & B is very popular during the Spring Festival.

我记得很清楚，去年农历大年初一，我们接到了暂停接待客人的通知。在那之前，我们的房子在春节期间是满的。收到此通知后，我们只能通知租客退房。

I remember very clearly that on the first day of the lunar new year last year, we received the notice of suspending the reception of guests. Before that, our houses were full during the Spring Festival. After receiving this notice, we can only notify the tenant to check out.

除夕夜，我在家里过新年。听到政府要求暂停接待后，我甚至不能去B&B。农村民宿的管理成本低一点，租金也便宜一点，我们村有几个员工可以在民宿值班。一般来说，运营成本会比较低，但与城市B&B相比，压力并不大。

On Chinese New Year's Eve, I spent the new year in my home. After hearing the government's request to suspend reception, I couldn't even go to B & B. The management cost of rural B & B is a little lower, the rent is cheaper, and we have several employees in our village who can be on duty in the B & B. Generally speaking, the operating cost will be less, but compared with urban B & B, the pressure is not so great.

春节过后，4月初，我们迎来了第一批客人，住了40多天。租客来自上海，有三代祖父母和孙子孙女。他一直呆到五一假期的前一天。因为五一小长假，我们提前订满了，所以房客只好离开。期间，也有零星客人入住。我们也会涨价，但价格没有以前高了。

After the Spring Festival, at the beginning of April, we welcomed the first group of guests and stayed for more than 40 days. The tenant comes from Shanghai and has three generations of grandparents and grandchildren. He stayed until the day before the May Day holiday. Because of the May Day holiday, we are fully booked in advance, so the tenants have to leave. During this period, there have been sporadic guests to stay. We will also increase the price, but it is not as high as before.

农村的B&B不可能每天都客满。然而，由于我们是一个集餐饮和娱乐于一体的度假综合体，我们离城市并不远。另外，我们坚持了好几个月，所以很难在一起。朋友需要见面，同事需要见面，家人需要聚在一起。餐饮需求甚至比疫情爆发前更为充足。

Rural B & B can't be full every day. However, as we are a holiday complex with catering and entertainment, we are not far away from the city. In addition, we have been holding on for several months, so it's hard to get together. Friends need to meet, colleagues need to meet, and families need to get together. The demand for catering is even more full than before the epidemic.

今年一到春节，政府就提出了就地过年的政策。苏州的经济条件相对较好。按理说，现场过年对我们的餐饮业是有好处的，因为大家都不出门，上海周边的客人都可以来。然而，政府更加谨慎，并被告知今年春节将再次关闭。我对我们的销售额有一个简单的计算。春节期间的商业形势相当惨淡。

When it comes to the Spring Festival this year, the government has put forward the policy of celebrating the Chinese new year on the spot. Suzhou's economic conditions are relatively better. It is reasonable to say that celebrating the Chinese new year on the spot is good for our B & B industry, because everyone is not going out, and guests from surrounding Shanghai can come. However, the government was more cautious and was informed to close down again this Spring Festival. I have a simple calculation with our sales. The business situation during the Spring Festival is rather bleak.

春节后三四天，政府通知我们准备营业，餐饮业恢复较快。我们的B&B在当地很有名，从高端消费到平民消费应有尽有。恢复营业的通知发出后，所有想当场消费的客人都来了。而且，以前很少有苏州本地人住在我们的B&B，今年很多苏州人来我们的B&B住。

Three or four days after the Spring Festival, the government informed us that we were ready for business, and the catering industry recovered faster. Our B & B is well-known in the local area, ranging from high-end consumption to civilian consumption. After the notice of resumption of business, all the guests who want to spend on the spot come. Moreover, few local Suzhou people used to live in our B & B, and this year many Suzhou people have come to live in our B & B.

坦率地说，当我做B&B，我比较佛教制度。损失会过去的。我没想那么多。我只想为下一波客人尽我最大的努力。一旦放假，大家成交量都这么大，都是满满的，不想想怎么用清明、五一来挽回春节的损失，但现在的价格会比平时略高一些。

Frankly speaking, when I do B & B, I compare the Buddhist system. The loss will pass. I don't think so much about it. I just want to do my best for the next wave of guests. Once the holidays, we are so large volume, are full, do not think how to use Qingming, may day to recover the loss of the Spring Festival, but now will be slightly higher than usual price.

我们的产品不属于旺红类国家顶级B&B。我们的客户大多在一小时车程的交通圈内，这就是所谓的"熟人团"，甚至还有很多老客户。在这种情况下，如果价格波动特别大，就会改变我们在客人心中的良好形象在一个小圈子里，而且可能会让人觉得这是生意上的事，切韭菜。所以，我不会为了增加几万元的成交量而把价格翻一番。我们的品牌在客户心中的地位相对更为重要。所以我们平时的价格不是很低，但过节也不会很高，我就是这样的心态。

Our products do not belong to the national top class B & B of wanghong category. Most of our customers are within the traffic circle of one hour's drive, which is the so-called "acquaintance group", and even many old customers. In this case, if the price fluctuation is particularly large, it will change our good image in the hearts of the guests in a small circle, and may make people feel that it is a business thing, cutting leeks. Therefore, I will not double the price in order to increase the turnover of tens of thousands of yuan. The position of our brand in the hearts of customers is relatively more important. So our usual price is not very low, but the festival will not be very high, I am such a mentality.

独裁者：任女士

Dictator: Ms. Ren

人民档案：5月1日上海西社B&B方正房预订不全，所以调价很容易

People's files: Shanghai Xishe B & B founder's room on May 1 is not fully reserved, so it's easy to adjust the price

总之，在去年上海的疫情期间，一直到1月中旬，没有人认真关注疫情。对民宿行业真正的影响是1月23日左右，武汉关门，大家都意识到了形势的严重性。

In short, during the epidemic period in Shanghai last year until the middle of January, no one paid serious attention to the epidemic. The real impact on the B & B industry was around January 23, when Wuhan was closed, and everyone realized the seriousness of the situation.

我们从1月27日开始关闭自己的房子，并主动关闭了所有50间B&B房间。如果客人要求退款，我们将退款；如果客人想保留配额，我们会处理延期事宜。

We started to close our own houses on January 27 and took the initiative to close all 50 B & B rooms. If the guest asks for a refund, we will refund it; If the guest wants to keep the quota, we will handle the extension.

从一开始，我就不敢轻视这种流行病。虽然民宿业不那么受欢迎，但我们还是要为客人、周边居民、内部管家和保洁人员承担责任，所以我们做了最坏的打算。

From the beginning, I didn't dare to belittle the epidemic. Although the B & B industry is not so popular, we still have to shoulder the responsibility for the guests, the surrounding residents, our internal housekeeper and cleaning staff, so we prepared for the worst.

我们真的在3月中旬恢复了正常，差不多20%的房源逐渐打开。4月份，70%-80%的房源基本开盘。由于小区管理的严格程度不同，有的房子5月份以后才能开盘。从效果上看，比如清明假期，我们开盘的房子基本都是保留的。

We really returned to normal in mid March, almost 20% of the housing supply gradually opened. In April, 70% - 80% of the housing supply was basically opened. Due to the different strictness of community management, some houses can only be opened after May. From the effect point of view, for example, the Qingming holiday, we open the basic all of the houses are reserved.

所以去年，我们受影响最大的是2月、3月和4月。五一之后，我们逐渐开始恢复和恢复。基本上到了七八月份，已经恢复到正常流行以前的水平，或者说达到了比较高的水平。在去年最糟糕的时期，我们损失了数百万美元。

So last year, we were most affected in February, March and April. After May 1, we gradually began to recover and recover. Basically, by July and August, we had recovered to the level before the normal epidemic, or reached a relatively high level. During the worst period of last year, we lost millions of dollars.

6～9月是每年的旺季，尤其是7、8月份的暑假，是大间隔的最佳时期。其他的则星罗棋布，比如五一节，一些特定的节日，还有小高峰的状态。

June to September is the peak season every year, especially the summer vacation in July and August, which is the best period in terms of large interval. Others are dotted, such as may day, some specific festivals, and the state of small peak.

上海的淡季和旺季相对平衡，像今年1月份这样特殊的淡季很少。之所以出现这种特殊情况，一方面是因为上海的疫情出现反弹，另一方面是因为政府提倡就地过年。因此，今年1、2月份总体情况不是很好，客流和预订量都有明显下降。其他时间段相对平衡。

The low and peak seasons in Shanghai are relatively balanced, and there are few such special low seasons as January this year. This special situation is because, on the one hand, there is a rebound in the epidemic situation in Shanghai, and on the other hand, the government advocates celebrating the Chinese new year on the spot. Therefore, the overall situation in January and February this year is not very good, and the passenger flow and reservation volume have significantly decreased. Other time periods are relatively balanced.

我们大约一半的客户是本地客户，另一半是外地客户。按理说，就地过年的政策并不影响当地客人的预订，但主要原因是疫情反弹对客人心理影响较大。

About half of our customers are local customers, and the other half are from other places. It is reasonable to say that the policy of celebrating the Chinese new year on the spot does not affect the reservation of local guests, but the main reason is that the rebound of the epidemic has a greater psychological impact on the guests.

我们的正常入住率是80%以上。夏季，入住率约为95%。在五一、端午、国庆等节假日，基本在95%至100%之间。但受疫情反弹和当地新春政策影响，1、2月份入住率不足70%。

Our normal occupancy rate is more than 80%. In summer, the occupancy rate is about 95%. In holidays such as may day, Dragon Boat Festival and national day, it is basically between 95% and 100%. However, due to the rebound of the epidemic situation and the local new year policy, the occupancy rate in January and February was less than 70%.

从四月初开始，我们开始收到五一节的订单。提前一个月，我们的预订率约为60%。我们预计五一过后，预订率将达到100%。

From the beginning of April, we began to receive orders for May Day. One month in advance, our reservation rate is about 60%. We expect that after May Day, the reservation rate will be 100%.

五一节的订单现在还没有满。还有几个空房间。今年的大局是这样的。不仅仅是我们。许多B&B酒店将提前上锁，并在五一期间放行。其主要目的是动态调整价格。

The order of May Day is not fully full now. There are still several vacant rooms. This year's overall situation is like this. It's not just us. Many B & B hotels will be locked in advance and released during May Day. The main purpose of this is to adjust prices dynamically.

如果你提前一个月预订，价格不会有大的变化。我们基本上已经提前一个月或三月份定好了五一节的价格。4月份，每套房子的价格都会根据其预订情况，每天进行调整。

If you book one month in advance, the price will not change significantly. We have basically set the price for May day one month in advance or in March. In April, the price of each house will be adjusted according to its reservation, every day.

总体来看，今年3月份，我们的盈利能力已经非常好了，不仅好于疫情期间，而且好于疫情前。

On the whole, in March this year, our profitability was already very good, not only better than that during the epidemic, but also better than that before the epidemic.

Link：https://new.qq.com/omn/20210501/20210501A01V0600.html

update time：2021-05-01 10:46:34