ACADEMIA DE STUDII ECONOMICE FACULTATEA DE COMERŢ Specializarea Turism-Servicii
LUCRARE DE DIPLOMĂ PROGRAM DE ORGANIZARE ŞI COMERCIALIZARE A UNUI PRODUS CU TEMĂ
Coordonator ştiinţific:
Conf. Univ. dr. Nistoreanu Puiu Absolvent:
Lalciu Angelica Bucureşti
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2005 CUPRINS
INTRODUCERE INTRODUCERE............... ................................ ................................. ................................. ................................. ................................. ..............................4 .............4 Cap. 1. Turismul Turismul – activitate specifică specifică de servicii......................... servicii.......................................... ................................. ................66 Turismul – concepte, definiţii, loc şi rol în economia mondială......................7 1.1.1. Abordări ale noţiunilor fundamentale din turism...................................7 1.1.2. Locul şi rolul turismului în viaţa economico-socială............................10 1.2. Serviciile turistice –orientări actuale..............................................................12 1.2.1. Serviciile turistice – abordări actuale, conţinut şi caracteristici..........12 1.2.2. Tipologia serviciilor turistice...............................................................17 1.2.3. Servicii turistice de bază şi suplimentare.............................................19 1.3. Locul serviciilor turistice în cadrul produsului turistic...................................23
Cap. 2. Piaţa turistică. turistică. Produs turistic................. turistic.................................. ................................. ................................. ...................26 ..26 2.1. Piaţa turistică....... turistică......................... ....................................... ........................................ ....................................... ..................................26 ..............26 2.1.1. Concept, dimensiuni şi structură.........................................................26 2.1.2. Elemente constitutive ale pieţei turistice............................................29 2.2. Conceptul de produs turistic. Elemente componente.....................................31 2.3. Tipologia produselor turistice.........................................................................35 2.4. Comercializarea şi distribuţia produselor turistice.........................................39 2.5. Promovarea produselor turistice.....................................................................44
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3.3. Analiza structurii organizatorice ................................................................... 51 3.4. Documentaţia agenţiei ...................................................................................55 3.5. Relaţiile Relaţiile cu clienţii clienţii ...................................... ........................................................... ....................................... ............................. ........... 57 3.6. Analiza Analiza SWOT ..................................... ........................................................ ....................................... ....................................... ...................62 62
Cap.
4. Dezvoltarea ofertei turistice la Agenţia MAGELLAN TURISM prin promovarea produsului turistic “Perlele Moldovei”........................66 4.1.1. 4.1.1. Incoming Incoming .................................... ....................................................... ....................................... ....................................... ...................67 67 4.1.2. Outgoing Outgoing ..................................... ........................................................ ........................................ ......................................7 .................711 4.1.3. 4.1.3. Studiu Studiu de caz: caz: Conce Conceper perea ea unu unuii progra program m turist turistic ic cu tema tema “Perle “Perlele le Moldovei Moldovei”.................. ”....................................... ....................................... ....................................... ........................................ .........................74 ......74 4.2. Noi forme de turism turism ...................................... ........................................................... ....................................... ............................84 ..........84 4.2.2. Turism Turism rural ................................. ...................................................... .......................................... ...................................8 ..............844 4.2.3. Alte forme de turism ............................................................................85
CONCLUZII CONCLUZII .............................. .............................................. ................................. ................................. ................................. ................................. .................... 87 Bibliografie Bibliografie selectivă ............................. ............................................ ................................. ................................. ................................. ......................... ....... 89 Anexe ............................... ................................................ ................................. ................................. ................................. ................................. ............................. ............ 92
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INTRODUCERE
TURISM TURISMUL UL repre reprezint zintăă prin prin conţin conţinutu utull şi rolul rolul său, un fenome fenomenn caract caracteri eristi sticc civili civilizaţi zaţiei ei actual actuale, e, una din com compon ponent entel elee majore majore ale vieţii vieţii econo economic micee şi social socialee ce polarizează polarizează interesul interesul unui număr tot mai mare de ţări. Receptiv Receptiv la prefacer prefacerile ile lumii contempor contemporane, ane, turismul turismul evoluează evoluează sub incidenţa incidenţa acestora, acestora, dinamica dinamica sa integrând integrându-se u-se procesului procesului general general de dezvoltare. dezvoltare. La rândul rândul sau, prin vastul potenţial potenţial uman şi material material pe care îl antrenează în dezvoltarea sa, ca şi prin efectele benefice asupra domeniilor cu care se interferează, turismul acţionează ca un factor stimulator al progresului. Privit ca un fenomen social-economic, creator de beneficii importante, turismul a fost definit în variante din cele mai felurite: “arta de a călători pentru propria placere” (M. Peyromarre Debord); “activitatea din timpul liber care constă în a voiaja sau a locui departe de locul de reşedinţă, pentru distracţie, odihnă, îmbogăţirea experienţei şi culturii, datorită cunoaş cunoaşte terii rii uno unorr noi aspecte aspecte um umane ane şi a uno unorr peisa peisaje je necuno necunoscu scute te”” (Jan (Jan Medic Medicin) in);; “ansamblul de relaţii şi fenomene care rezultă din deplasarea şi sejurul persoanelor în afara domici dom iciliu liului lui lor“ lor“ (E. Hu Hunzi nzike ker); r); etc. etc. Confo Conform rm Organiz Organizati atiei ei Mondi Mondiale ale a Turism Turismulu uluii (O.M.T. (O.M.T.), ), activi activitat tatea ea turist turistică ică este este conce conceput putăă ca “o formă formă a man manife ifestă stăril rilor or cultur culturalaleducative şi de recreere ale societăţii moderne”. Cu deplin temei se poate vorbi astăzi de o adevarată industrie a turismului care, în linii linii mari, mari, cupri cuprinde nde activi activitat tatea ea întrep întreprin rinde deril rilor or hotel hoteliere iere şi de aliment alimentaţie aţie pub public lică, ă, activitatea firmelor care se ocupă de transportul turiştilor, precum şi activitatea tuturor agenţii agenţiilor lor şi asocia asociaţiil ţiilor or care care au ca obiec obiectt al activi activităţi tăţiii lor pregăti pregătirea rea,, promov promovare areaa şi realizarea prestaţiilor de servicii turistice.
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Organizatorii de călătorii turistice concep oferta de programe şi prestaţii destinate turiştilor sosiţi în România, atât în baza contractelor externe cât şi pe cont propriu sau cu diver diverse se mo motiv tivaţii aţii,, luând luând în consid consider erare are intere interesel selee de vacanţă vacanţă,, cerin cerinţel ţelee diferi diferitel telor or naţionalităţi ale călătorilor, vârsta, sexul, profesia, bugetul de vacanţă etc. Pluritatea intereselor călătoriei determină şi gama diversă de programe pe care o agenţie de turism le poate prezenta pentru a fi valorificate direct turiştilor; programele sunt supuse permanent schimbării şi transformării calitative pentru a fi permanent interesante. Pentru construirea unei oferte care să suscite interes este oportun ca specialiştii din departamentul programe sa aibă permanent in atenţie urmatoarele elemente: - satisfacerea trebuinţelor materiale şi spirituale ale turiştilor; - studierea preferinţelor turiştilor pe naţionalităţi; - luarea în considerare a motivaţiilor turistice; - asigurarea, în conţinutul programelor, a unor elemente cu particularităţi distince, în scopul individualizării şi particularizării acestora in sfera generală a pieţelor turistice; - implicarea în realizarea programelor şi a celorlalte sectoare şi ramuri care concură la derularea lor (transporturi, cultura, sport, agricultura, industriile pentru consum turistic); - îmbinarea mai multor elemente de atractivitate turistică; - selecţionarea unui personal cu aptitudini speciale în desfaşurarea programelor turistice; - realiza realizarea rea şi derul derulare areaa progr programe amelor lor având având perman permanen entt în vede vedere re respe respectu ctull faţă de consumator. Apreciind ca turistul este mai educat, cu mai mult discernamânt, mai selectiv şi mai revendicativ, organizatorii produsului turistic sunt obligaţi să ţină seama de “calitate la standardele cele mai înalte”. Industria turismului va fi capabilă să câştige procesul integrării într-un context turistic viabil numai dacă oferta va fi în deplin acord cu tendinţele dinamice ale cererii. Astfel, orientarea şi organizarea sectoarelor şi departamentelor de marketing şi programe programe pot fi definitori definitoriii în stabilire stabilireaa strategiei strategiei fiecărui fiecărui operator operator de turism, turism, pe termen termen scurt şi lung, cu accent deosebit pe cercetarea atentă a intereselor consumatorului, in
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CAPITOLUL 1 TURISMUL – ACTIVITATE SPECIFICĂ DE SERVICII Dinamismul, profunzimea şi amploarea transformărilor din toate domeniile vieţii economice şi sociale – ca trăsături trăsături definitorii ale evoluţiei contempoane contempoane – se reflectă între altele, în modificarea structurilor economice, în reierarhizarea ramurilor componente în concor concordan danţă ţă cu cerinţ cerinţele ele progre progresul sului ui ştiinţ ştiinţific ificoo – tehnic tehnic,, cu explo exploatar atarea ea raţion raţională ală a întregului potenţial de resurse şi sporirea eficienţei, cu exigenţele îmbunătăţirii calităţii vieţii.1 În acest context, turismul se manifestă ca o componentă distinctă a economiei, cu o prezenţă prezenţă tot mai activă activă în viaţa economic economicăă şi socială, socială, cu o participare participare semnificat semnificativă ivă la progresu progresull general general şi nu în ultimul ultimul rând, ca promotor promotor al globalizării globalizării şi factor al dezvoltării dezvoltării durabile. Turismul este astazi una din cele mai dinamice ramuri economice din lume. Este un lucru pe care l-au înţeles deja organizaţiile de turism, guvernele, asociaţiile profesionale şi chiar turiştii înşişi. 2 Turismul reprezintă un fenomen economico – social propriu civilizaţiei moderne, puternic puternic ancorat ancorat în viaţa societăţ societăţii ii şi, ca atare, aflat într-o într-o relaţie de interco intercondiţio ndiţionalita nalitate te cu aceasta. Astfel, tendinţele înregistrate în evoluţia economiei mondiale, atât cele pozitive expr exprim imate ate de spor sporir irea ea prod produc ucţie ţieii şi, pe acea această stă bază, bază, a pros prospe peri rităţ tăţii ii gene general rale, e, de inte intensi nsific ficar aree a schi schimb mbur uril ilor or inte intern rnaţ aţio ional nalee şi lărgi lărgire reaa coop cooper erări ăriii dint dintre re stat state, e, de industrializare şi terţiarizare, cât şi cele negative precum crizele sau perioadele de recesiune economică, extinderea sărăciei şi şomajului, inflaţia, deteriorarea mediului au influenţat cantitativ şi strucural activitatea turistică, stimulând călătoriile şi diversificând orientarea lor spaţială. Ascensiunea turismului vazut ca un corolar al timpurilor moderne nu poate fi oprită. Societatea actuală, dominată incontestabil de stres, reclamă cu necesitate nevoia de turism, ca activitate de recreere şi refacere a capacităţii de muncă. 3
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1.1. Turismul – concepte, definiţii, loc şi rol în economia mondială Turismul se manifesta astazi ca un domeniu distinct de activitate, cu o prezenţă tot mai activă în viaţa economică şi socială, cu o evoluţie în ritmuri dintre cele mai înalte. Turismul este generator al unor transformări profunde în dinamica socială, precum şi a unor serii importante de interdependenţe. Deşi considerat de cei mai mulţi dintre experţii în domeniu un fenomen specific epocii contemporane, turismul s-a cristalizat în a doua jumatate a secolului al XIX-lea şi ca atare, primele încercări de definire şi caracterizare a lui datează din această perioadă. Preţ de un secol de la apariţie turismul a avut o evoluţie relativ lentă ceea ce s-a reflectat şi în planul clarificărilo clarificărilorr conceptu conceptuale. ale. 4 formă de recreere recreere alături alături de alte activi activităţi tăţi şi Turismul este, în primul rând “o formă formule de petrecere a timpului timpului liber”5;
oamenilor el presupune “mişcarea temporară a oamenilor
spre destinaţii destinaţii situate situate în afara reşedinţei obişnuite obişnuite şi activităţile activităţile desfăşurate în timpul petrecut la acele acele destinaţii” destinaţii”6; de asemenea, în cele mai multe situaţii, el implică efectuarea unor cheltuieli cu impact asupra economiilor zonelor vizitate.
Exprimat, în general prin ansamblul activităţilor, relaţiilor şi măsurilor determinate de organizarea şi desfăşurarea călătoriilor de agrement sau în alte scopuri, turismul se manifestă manifestă ca un fenomen fenomen economic economico-soc o-social ial complex, complex, rezultat rezultat din integrare integrareaa mai multor subdiviziuni (ramuri distincte) ale economie şi este vorba despre activitatea din hoteluri, şi restaurante, transporturi, agenţii de voiaj şi touroperatori, domenii angajate direct şi în
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In domeniul turismului se utilizează o serie de termeni şi concepte specifice cum ar fi noţiunile de turism, turism intern şi internaţional, turist, cerere turistică, ofertă turistică, industrie industrie turistică turistică
etc. etc. Organi Organizaţi zaţiaa Mondi Mondială ală a Turism Turismulu uluii este este princ principa ipalul lul organi organism sm
inter internaţi naţiona onall care care a propus propus mai multe multe defin definiţii iţii pentr pentruu aceşti aceşti terme termeni. ni. De asemen asemenea, ea, legislaţia românească propune, prin H.G. 58/1998, o serie de termeni şi definiţiile lor, care să corespundă accepţiunilor europene şi internaţionale. Una dintre cele mai cuprinzătoare definiţii date turismului, general acceptată pe plan „turismul este ansamblul ansamblul mondial este aceea a profesorului elveţian doctor W. Hunziker: „turismul de relaţ relaţii ii şi fenome fenomene ne care care rezul rezultă tă din din depla deplasa sarea rea şi seju sejurul rul perso persoane anelor lor în afara afara domiciliului lor, atât timp cât sejurul şi deplasarea nu sunt motivate printr-o stabilire permanentă permanentă şi activitate activitate lucrativă lucrativă oarecare” oarecare”7 .
Acestei definiţii i-au fost aduse mai multe acuze de către specialiştii în domeniu şi anume că e prea generală şi că nu exclude anumite forme de deplasări care nu au scopuri turistice sau dimpotrivă că are un caracter limitativ deoarece exclude o serie de manifestări care au şi un conţinut turistic cum ar fi: participările la congrese şi reuniuni interne şi internaţionale, deplasările oamenilor de afaceri, etc. Profesorul doctor Claude Kaspar – preşedintele Asociaţiei Internaţionale a Experţilor Ştiinţifici în Turism (A.I.E.S.T.) a propus în 1981 următoarea definiţie :”Turismul este ansamblul relaţiilor şi faptelor constituite din deplasarea şi sejurul persoanelor pentru care locul de sejur nu este nici domiciliu şi nici locul principal al activităţii profesionale.”8
„The Shorter Oxford English Dictionary” (Oxford, 1950) defineşte turismul ca fiind: „teoria şi practica din sfera călătoriilor, călătoria fiind de plăcere” iar turistul drept „ cel
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unor organizaţii, societăţi sau agenţii specializate, fie pe cont propriu, pe o durată limitată de timp, precum şi industria care concură la satisfacerea nevoilor turiştilor.”
„Dicţionarul Explicativ al Limbii Române” (Ed. Ştiinţifică, Bucureşti, 1989, pag. 981) propune următoarea definiţie: „Turismul este o activitate cu carecter recreativ sau sportiv, constând în parcurgerea pe jos sau cu diferite mijloace de transport a unor regiuni pitoreşti pitoreşti sau sau interesant interesantee dintr-un dintr-un anumit anumit punct punct de vedere.” vedere.” Terminologia elaborată de Organizaţia Mondială a Turismului se prezintă astfel 9: •
Turismul –
cuprinde activităţile desfaşurate de persoane, pe durata călătoriilor şi
sejur sejururi urilor lor,, în locuri locuri situat situatee în afara afara reşed reşedinţe inţeii obişn obişnuit uite, e, pentr pentruu o perio perioadă adă consecutivă ce nu depăşeşte un an (12 luni), cu scop de loisir, pentru afaceri sau alte motive; •
Turism intern
(domestic tourism) – rezidenţii unei ţări care călătoresc numai în
interiorul acesteia; •
Turism receptor (inbound tourism) - non-rezidenţii care călătoresc în ţara dată;
•
Turism emiţător (outbound tourism) – rezidenţii ţării date care călătoresc în alte
ţări; •
Turism naţional – constituit din turismul intern şi
turismul receptor;
•
Turism internaţional – – alcătuit alcătuit din din turismul turismul receptor receptor şi cel emiţător emiţător;;
•
Turist –
orice persoană care se deplaseaz deplaseazăă spre un loc situat situat în afara reşedinţe reşedinţeii
sale sale obiş obişnu nuit ite, e, pent pentru ru o peri perioa oadă dă ma maii mică mică de 12 luni luni şi ale ale cărei cărei mo moti tive ve principale principale de călătorie călătorie sunt altele altele decât exercitarea exercitarea unei unei activităţi activităţi remunerat remuneratee la locul vizitat 10
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Industria turistică cuprinde o varietate de activităţi şi ramuri ale economiei a căror funcţie comună este satisfacerea nevoilor turiştilor. 12 Există o convergenţă de păreri în literatura de specialitate privind rolul major al turismului în consumul omului modern şi deci, deci, în randul randul activi activităţi tăţilor lor me menit nitee să acoper acoperee acest acest consum consum.. Turism Turismul ul ca activi activitat tatee comercială valorifică atât output-ul unor ramuri ale producţiei materiale cât şi cel al sectorului serviciilor 13. Ştiinţa economică este preocupată de realizarea unei utilizări optime a resurselor limitate, multe dintre ele rare sau chiar unice. 14 În ultimele decenii, pe plan mondial, economiile moderne au dat câştig de cauză dezvol dezvoltări tăriii servi servicii ciilor lor.. Struct Structura ura şi rolul rolul acesto acestora ra s-au s-au amp amplif lifica icatt în mod contin continuu uu şi ascendent, contribuind în mod deosebit la reorientarea forţei de muncă spre sectorul terţiar şi dezvoltare regională. Turismul este consumator de resurse naturale, umane şi culturale, de servicii directe şi indirecte fiind la rândul său iniţiator de servicii proprii. Prin conţinutul şi funcţiile lor, serviciile din turism răspund atât industriei de profil cât şi celor ale consumatorilor . 15 In prez prezen ent,t, turi turism smul ul se situ situea ează ză prin printr tree cele cele ma maii de seam seamăă comp compon onen ente te ale economiei mondiale, participând cu aproape 12% la realizarea produsului mondial brut, cu circa 11% la ocuparea forţei de muncă, fiind cel mai important capitol al comerţului internaţional şi mobilizând circa 11% din cheltuielile de consum ale populaţiei. Nu pot fi ignorate efectele negative generate de dezvoltarea necontrolată a turismului, mai ales asupra palierelor sociale şi de mediu, chiar daca turismul este adesea privit ca o formă inofensivă a dezvoltarii industriale comparativ cu alte industrii. 16
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•
Acce Accele lerar rarea ea acţiu acţiunil nilor or de am amen enaj ajar aree a terit teritor oriu iulu luii şi îmbu îmbună nătăţ tăţire ireaa infrastructurii generale;
•
Mijl Mijloc oc acti activv de educ educaţi aţiee şi inst instru ruir ire, e, în util utiliza izare reaa timp timpul ului ui libe liberr şi a îmbogăţirii orizontului informaţional şi cultural;
•
Înţelegerea nevoii de participare şi susţinere a acţiunilor de protecţie a mediului inconjurător.
Turismul contribuie la valorificarea superioară a resurselor sau la dezvoltarea unor zone mai puţin bogate în resurse capabile să asigure dezvoltarea unor întreprinderi sau industrii prelucrătoare, dar bogate în resurse turistice naturale sau antropice. 18 principalele surse de creare de locuri Călătoriile şi turismul constituie una dintre principalele de muncă
într-un numar mare de ţări, aproximativ un total de 101 milioane de persoane,
adică un lucrător din 16 în lume se află în sectorul serviciilor din turism. Impactul economic al turismului şi al călătoriilor este considerabil, fiind la originea a circa 7% din investi investiţiil ţiilee mondial mondialee de bunuri bunuri şi echipame echipamente nte,
investiţia iniţială din turism incluzând
investiţii în hoteluri, restaurante, zone comerciale, porturi, aeroporturi ş.a. încasările fiscale fiscale, ca urmare a Turismul contribuie cu peste 150 miliarde USD la încasările
faptului că turiştii plătesc uneori (pe lângă costul serviciilor serviciilor turistice) taxe indirecte cum ar fi taxe de aeroport, de obţinere a vizelor, cheltuieli vamale etc. 19 Turismul, una dintre marile industrii ale lumii, are un impact sesizabil asupra balanţei de plăţi a multor ţări (posibilitate de echilibrare şi creare a unui sold pozitiv), prin aportul de valută obţinut din participare participareaa acestora acestora pe piaţa turist turistică ică internaţion internaţională. ală. Veniturile sale au o proporţie semnificativă în economia multor ţări şi este una din
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Turismul se situează la interferenţa multor componente ale economiei naţionale astfel, prin activitatea unităţilor de alimentaţie publică, a întreprinderilor hoteliere şi a celor de transport, a agenţiilor de voiaj şi a touroperatorilor, este angajat direct în servirea turişti turiştilor lor,, iar prin prin cea cea a agenţil agenţilor or econo economic micii din const construc rucţii ţii,, agricu agricultu ltură, ră, indust industrie rie alimentară, prestări servicii etc. se angajează doar indirect, aceste aspecte fiind decisive în argumentarea înscrierii turismului în sfera terţiarului. Ca parte integrantă a sectorului serviciilor, turismul are o serie de trasături comune cu cele ale celorlalte ramuri ale acestuia, dar se şi individualizează prin specificitatea şi complexitatea conţinutului său sau, prin forme formele le de concr concretiza etizare re şi tendinţe tendinţele le de evoluţie. evoluţie. Pot fi aduse mai multe argumente în favoarea includerii turismului în categoria activi activităţi tăţilor lor presta prestatoa toare re de servi servicii cii şi anume: anume: aceast aceastăă aparte apartenen nenţă ţă deriv derivăă din însuşi însuşi conţinutul activităţii turistice, care ia forma unei suite de prestaţii cum ar fi : cele de organizare a călătoriei, de transport, odihnă, de divertisment etc. – vizând satisfacerea nevoilor turistului cu ocazia deplasării lui. Un alt argument rezidă din chiar definirea produsului produsului turistic turistic,, a ofertei turistic turistice. e. Astfel, Astfel, produsul produsul turistic turistic este conside considerat rat a fi rezultatul rezultatul
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Dicţionarul Explicativ Explicativ al Limbii Române” (Ed. Ştiinţifică, Bucureşti, 1989, pag. „ Dicţionarul
949) propune următoarea definiţie: „serviciile sunt considerate a reprezenta un sector al economiei naţionale în care se desfăşoară o activitate utilă, menită să satisfacă anumite nevoi sociale, fără a se materializa obligatoriu în produse sau bunuri”. Kotler şi Armstrong 21 apreciază că „serviciile sunt activităţi sau facilităţi oferite sub formă imaterială de către un furnizor sau un beneficiar, fără ca acesta, în calitate de cumpărător, să obţină şi dreptul de posesiune. Serviciile sunt de obicei legate de un bun material, deşi aceasta nu e o condiţie obligatorie” Punctul de vedere românesc cu privire la servicii este susţinut de următoarea definiţie: „serviciile reprezintă o activitate umană, cu un conţinut specializat, având ca rezultat rezultat efecte utile, utile, materiale materiale şi intangibile intangibile,, destinate destinate satisfacerii satisfacerii unei nevoi nevoi sociale a muncii şi sunt organizate distinct într-un sector denumit şi sectorul terţiar” 22 Serviciile turistice se încadrează în linii mari în definiţiile serviciilor în general. Servic Serviciil iilee turist turistice ice prin prin natura natura lor, lor, trebui trebuiee să creeze creeze condi condiţii ţii pentr pentruu refac refacere ereaa capacităţii fizice a organismului, simultan cu petrecerea plăcută şi instructivă a timpului liber. Ele trebuie concepute astfel încât, în urma consumării lor turistul să dobândească un
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trăsăturilor de ordin general – care subliniază apartenenţa turismului Din categoria trăsăturilor
la sectorul terţiar – se remarcă 24 : •
Caracterul imaterial al prestaţiei, serviciul turistic existând în formă
potenţială potenţială şi concr concretizâ etizându-s ndu-see numai numai în contac contactt cu cerer cererea. ea. •
Nestocabilitatea – perisabilitatea – serviciile turistice nu pot fi stocate şi
păstrate păstrate în vederea vederea unui consu consum m ulterior ulterior 25. Din această caracteristică decurg atât avantaje, elimin eliminare areaa cheltu cheltuiel ielilo ilorr şi dificu dificultăţ ltăţilo ilorr legate legate de distri distribuţ buţie ie – cât şi dezav dezavant antaje aje – imposibilitatea asigurării echilibrului cerere – ofertă şi realizarea efectivă a serviciilor cu efecte negative asupra gradului de utilizare a capacităţilor bazei materiale şi a resurselor umane. •
Simulta Simultaneit neitatea atea producţi producţiei ei şi consum consumulu uluii lor – impune impune prezen prezenţa ţa în
acelaşi acelaşi loc a prestatoru prestatorului lui şi beneficiaru beneficiarului, lui, concomit concomitenţa enţa execuţie execuţieii şi consumării consumării lor. Neîndepli Neîndeplinirea nirea acestor acestor cerinţe cerinţe are efecte efecte nefavorabil nefavorabilee atât asupra asupra volumului volumului activitâţii activitâţii desfăşurate cât şi asupra satisfacerii nevoilor turiştilor; orice neconcordanţă în timp şi spaţiu ale celor două procese se soldează cu pierderi de oferă şi/sau cerere. •
Insepa Insepara rabil bilee de perso persoan anaa prest prestato atorul rului ui
încet înceteaz eazăă în mom moment entul ul
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trăsăturilor specifice specifice – cere sunt determinat Din categoria categoria trăsăturilor determinatee de caracterist caracteristicile icile
cererii şi ofertei turistice, de modul în care se realizează întâlnirea lor, de condiţiile în care au loc actele de vânzare – cumpărare, trebuiesc menţionate următoarele 26: •
Personalizarea serviciilor – particulari particularizarea zarea lor la nivelul nivelul grupului grupului sau
chiar chiar a indivi individul dului ui (mai (mai evide evidentă ntă în cazul cazul turişti turiştilor lor care care călător călătoresc esc pe cont cont propri propriu). u). Caracterul unicat al serviciilor turistice prezintă avantajul realizării confortului psihologic al turistului, ducând la reducerea posibilităţilor de copiere a acestora dar apar totuşi probleme probleme legate legate de asigura asigurarea rea calităţii calităţii servici serviciilor. ilor. •
Dina Dinami mica ca înal înaltă tă – se dato datore reaz azăă în prin princi cipa pall fapt faptul ului ui că urme urmeaz azăă
îndeaproape cererea cererea şi a sensibilităţii la mutaţiile intervenite intervenite în dezvoltarea economico economico – socială, dar şi la schimbările comportamentale ale consumatorului. •
Fluctuaţie Fluctuaţie sezonieră sezonieră – caracteristică a serviciilor determinată de oscilaţiile
cererii turistice, al concentrării acesteia în anumite perioade ale anului. •
Complexitate Complexitate – produsul produsul turistic turistic este rezultatul diferitelor combinaţii între
elementele antropice şi cele naturale specifice fiecărei destinaţii şi serviciile furnizate de furnizori (cazare, masă, transport, agrement).
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Principalele prestaţii şi succesiunea solicitării lor ar putea fi urmatoarea 27: •
acţiuni de informare şi publicitate turistică realizate de agenţii de turism,
birouri birouri de turism, turism, întreprin întreprinderi deri hotelie hoteliere re şi de transport, transport, repreze reprezentanţi, ntanţi, realizate realizate prin prin contactul direct cu turiştii potentiali şi prin mijloace de publicitate consacrate (anunţuri, pliante, cataloage etc); •
contractarea aranjamentului, respectiv a minimului de servicii solicitate şi stabilirea programul programului ui de desfăşurare desfăşurare a acţiunii; acţiunii;
•
transportul, atât pe ruta de ducere, cât şi pe cea de întoarcere, transferul turiştilor şi bagajelor bagajelor la hotel hotel sau de la un mijloc mijloc de transport transport la altul, altul, precum precum şi o serie de prestaţii prestaţii supliment suplimentare are (servire (servireaa mesei) mesei) şi facilităţi facilităţi de care beneficiază beneficiază turistul turistul pe durata deplasării;
•
cazarea şi serviciile suplimentare oferite de unităţile hoteliere;
•
alimentaţia alimentaţia şi prestaţiile prestaţiile auxiliare acesteia (servirea (servirea mesei mesei în cameră, cameră, rezervări, rezervări, organizarea de mese festive etc.);
•
agrementul în varietatea formelor sale şi tratamentul, în situaţia turismului balneo-
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Figura nr.1 Ordinea desfăşurării serviciilor în cadrul prestaţiei turistice
Publicitate Publicitate (informare) (informare) Contractarea Contractarea aranjamentului aranjamentului
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•
Servicii specifice perioadei de sejur – sunt difrenţiate în funcţie de forma de turism practicată;
b) După mobilul sau motivaţia călătoriei regăsim: •
Servicii de bază (cazare, alimentaţie pubşică, transport);
•
Servicii specifice (ex: hipismul, schiul, vânătoarea etc.)
•
Servic Servicii ii compl complem ement entare are sau suplim supliment entare are (servi (servicii cii de inform informare are,, cultural-sportive, de închiriere de automobile sau alte obiecte de uz personal personal şi sportiv, sportiv, servicii servicii specifice specifice unităţilor unităţilor hotelie hoteliere re de 3*3*- 5*) 5*) ;
c) După natura cererii:
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•
Servicii Servicii pentru pentru turişti turişti internaţion internaţionali ali (schimb (schimb valutar, valutar, ghid interpret, interpret, comercializarea unor produse specifice).
1.2.3. 1.2.3. Servici Serviciii turisti turistice ce de bază bază şi suplim suplimenta entare re Definirea serviciilor turistice ca subproduse ale produselor turistice (ca urmare a faptului că reprezintă componentele esenţiale ale ofertei turistice şi ale fiecărui produs turistic) a determinat gruparea lor în servicii de bază sau principale şi servicii suplimentare sau auxiliare. 29
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pentru pentru înnoptarea înnoptarea turiştilor turiştilor în diversele diversele mijloace mijloace de cazare (hotelu (hoteluri, ri, moteluri, moteluri, hanuri, case de odihnă, cabane, popasuri turistice) adecvate, având dotări corespunzatoare şi un anumit nivel de confort solicitat de turişti, inclusiv servicii auxiliare prestate în aceste unităţi. Calitatea serviciilor de cazare este influenţată de gradul de dotare şi confort, de prestaţiile auxiliare dar şi de dotarea cu personal a capacităţilor de cazare, de nivelul de calificare al lucrătorilor de organizarea muncii etc. Serviciile de alimentaţie (de restauraţie)
sunt acele servicii destinate satisfacerii
trebuinţelor de hrană ale turiştilor, dar şi a unor nevoi de recreere şi distracţie. Sunt prestate de unităţile de alimentaţie cu sau fără specific: restaurante, braserii, cofetării, snack-baruri etc., dezvoltându-se în relaţie cu serviciile de cazare sau independent de acestea.
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Agrem Ag rement entul ul consti constitui tuiee motiva motivaţia ţia princ principa ipală lă a turism turismulu ului,i, pun punct ctul ul de plecar plecare, e, elementul fundamental de satisfacere a nevoilor de turism şi componenta de bază a prestaţiei prestaţiei turistice, turistice, conducând conducând astfel astfel la crearea crearea unor noi tipuri de vacanţă: vacanţă vacanţă de schi, alpinism, yahting, tenis, hipism, vânătoare, turism cultural etc. În lipsa sa, turismul ca activitate, nu ar exista. În afara serviciilor de bază amintite pachetele de servicii turistice presupun şi prestarea prestarea unor servicii suplimentare (complementare) cum ar fi: serviciile de informare, serviciile de intermediere, serviciile cu caracter cultural-educativ, recreativ, sportiv, cele cu caracter special şi de cure şi tratamente balneomedicale. In literatura de specialitate se folosesc ambii termini, de cele mai multe ori acoperind acelaşi conţinut. Însă pot fi
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Serviciile şi activităţile turistice cu caracter cultural-educativ.
Turismul are un
important rol cultural-educativ. Vacanţele înglobează în conţinutul lor o serie de servicii cultural artistice ce se prezintă într-o gamă largă. Programele turistice includ: participarea
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din această categorie fac parte şi serviciile de asistenţă medicală, prelungite de astfel de situaţii. Serviciile Serviciile financiare financiare
cuprind servicii de asigurare a turistului (starea de sănătate,
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în funcţie de capacitatea capacitatea organizatorilor de a satisface nevoile şi dorinţele consumatorilor consumatorilor în condiţiile concrete existente în diferite zone, staţiuni sau localităţi de interes turistic .34 Serviciile cuprinse în pachetul turistic se pot grupa ţinându-se cont de categoriile
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•
Rezervări de bilete pentru spectacole: teatru, operă, concerte, manifestări sportive;
•
Servicii de ticketing (vânzare de bilete de transport);
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PIAŢA TURISTICĂ. PRODUS TURISTIC
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Analiza SWOT (Strengts, Weaknesses, Opportunities, Threats) este una dintre cele mai utilizate metode de realizare a analizei diacnostic a unei întreprinderi, adică analiza punctelo punctelorr tari, slăbiciunilo slăbiciunilor, r, oportunit oportunităţilor ăţilor şi ameninţărilo ameninţărilorr acesteia. acesteia. Ea reprezint reprezintăă baza pentru pentru fundamen fundamentarea tarea deciziilor deciziilor strategic strategicee de viitor viitor prin faptul că oferă oferă informaţii informaţii despre punctele punctele tare tare sau slabe slabe ale firmei, firmei, despr despree oportunit oportunităţile ăţile care pot şi trebuie trebuie să fie valorificat valorificatee şi despre riscurile care trebuie minimizate. Mai jos este prezentată analiza SWOT a agenţiei MAGELLAN MAGELLAN TURISM.
Puncte tari: •
experienţa vastă în comercializarea serviciilor de turism şi transport;
•
echipa cu un personal bine pregătit, cu perspectivă, specializat în domeniul
turismului, transporturilor, informaticii; •
disponibilitatea de mijloace de transport performante, noi;
•
flex flexib ibil ilit itate ateaa acti activi vită tăţii ţii,, ceea ceea ce a peri perimi miss dezv dezvol olta tare reaa aces aceste teia ia de la
conce concepe perea rea şi vânzare vânzareaa pachet pachetelo elorr turist turistice ice la desfăş desfăşura urarea rea activi activităţi tăţilor lor de transport, dispunând de parc propriu de autocare şi microbuze; •
existenţa posibilităţii de adaptare a ofertei turistice la cerinţele clienţilor;
•
amplasamentul – agenţia agenţia este situată într-o zonă centrală a capitalei capitalei
Puncte slabe: •
lipsa lipsa unu unuii depart departame ament nt de marke marketin ting, g, promo promovar varee relativ relativ redus redusăă pentr pentruu
programel programelee proprii proprii agenţi agenţiei; ei; •
gamă de servicii turistice oferite restrânsă,
Oportunităţi: •
ritmul rapid de dezvoltare a pieţei turistice în ultimii ani, intensificarea
circulaţiei turistice în interiorul graniţelor şi în afară; •
elemente favorizante ale politicii guvernamentale în domeniul turismului;
•
potenţial potenţial turisti turisticc încă încă nevalorif nevalorificat icat atât atât pe plan plan intern, intern, cât cât şi pe plan exter extern; n;
•
potenţialu potenţialull ridicat ridicat al pieţei pieţei locale locale;;
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•
puterea puterea de cumpărare cumpărare a consumato consumatorilor rilor potenţiali potenţiali în în scădere; scădere;
•
produsel produselee agenţiei nu se singularize singularizează ază faţă de produsele produsele comerci comercializate alizate de
alte agenţii de turism, agenţia acţionând într-un mediu concurenţial concurenţial accentuat; •
preferinţe preferinţele le populaţiei populaţiei pentru pentru produsele produsele cu preţ scăzut, vânzarea vânzarea produselo produselor r
fiind nerentabilă pentru operatorul turistic. Această ultimă ameninţare ar putea fi oarecum diminuată dacă agenţia s-ar alinia tendinţei actuale de pe piaţa turistică, şi anume tendinţa de creştere a ponderii ofertei de vacanţe ieftine. Pentru a atrage mai mulţi clienţi şi a se apropia de nevoile cumpărătorilor, în special a celor cu mijloace financiare modeste (caracteristic pieţei româneşti) organizatorii pachetelo pachetelorr turistice turistice reduc reduc cotele cotele de comision, comision, mulţumind mulţumindu-se u-se cu marje de profit profit mici în schimbul unor cifre de afaceri mari. Astfel, pe lângă turismul de masă şi cel de lux se va manifesta o înclinaţie spre vacanţele cu preţuri mai accesibile. Puncte Punctele le forte forte şi pun puncte ctele le slabe slabe ale agenţi agenţiei ei sunt sunt analizat analizatee în com compar paraţie aţie cu concurenţii, punându-se astfel în evidenţă competenţele de bază70 (proprietate, durabilitate, transferabilitate) ale acesteia. Proprietatea Proprietatea
reprezint reprezintăă cunoştinţe cunoştinţele le şi abilităţile abilităţile profesional profesionalee ale personalul personalului ui
agenţiei. Componentele de bază datorate resurselor umane nu constituie proprietatea firmei putând putând fi pierdu pierdute te prin prin preluare preluareaa de către către concur concurenţi. enţi. MAGELLAN TURISM beneficiază de un personal bine pregătit, tânăr, încrezător, cu perspective legate de organizaţia în care lucrează. Sunt constituiţi într-un grup unit ale cărui obiective converg spre o ţintă comună. În prezent nu există riscul preluării vreunui specialist al agenţiei de către concurenţi. Durabilitatea Durabilitatea.
Competenţele de bază sunt temporare, în cazul produselor cu un
ciclu de viaţă scurt şi în sectoare cu un ritm al schimbărilor foarte ridicat, dacă organizaţia respectivă nu este destul de flexibilă şi nu are capacitatea de a se adapta la modificările mediului. Sector Sectorul ul terţiar terţiar,, în specia speciall domen domeniul iul turist turistic, ic, este este caract caracteri erizat zat de o dinami dinamică că
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cale calend ndar aris isti tic. c. În acea aceast stăă situ situaţi aţiee agen agenţia ţia de turi turism sm treb trebuie uie să-ş să-şii canal canalize izeze ze astf astfel el competenţele pentru a da dovadă de flexibilitate în activitate. Transferabilitatea
se refe referă ră la anum anumit itee resu resurse rse tang tangib ibil ilee ale ale firm firmei ei ce pot pot fi
cumpărate de concurenţii ei, cum ar fi materiile prme. În cazul agenţiilor nu poate fi vorba de astfel de resurse, iar cele intangibile (imaginea mărcii sau reputaţia) nu pot fi transferate cu uşurinţă. Imitabilitatea Imitabilitatea.
Agen Ag enţia ţia de turi turism sm acţi acţion onea ează ză într într-o -o sferă sferă de acti activi vităţ tăţii în care care
competenţele pot fi adesea copiate sau dezvoltate de către firmele competitoare. Din punctul de vedere al factorilor externi, vor fi analizate atât oportunităţile, cât şi ameninţările mediului extern, pe baza analizei formulându-se obiective şi strategii. Agenţia se va orienta către acele oprtunităţi pentru a căror valorificare dispune de atuurile necesare dezvoltării dezvoltării punctelo punctelorr forte. forte. Eliminarea Eliminarea vizelor, vizelor, potenţialu potenţialull turistic turistic nevalorific nevalorificat at îi dau posibilitate posibilitateaa agenţiei agenţiei de a promova promova noi produs produsee pentru pentru noi pieţe, pieţe, atragere atragereaa de turişti turişti străini, emiterea de turişti români spre cât mai multe destinaţii. Agenţia MAGELLAN TURISM poate adopta atât o strategie de dezvoltare a produselor produselor,, cât şi o strategie strategie de de diversi diversificare ficare.. Strategia de dezvoltare dezvoltare se referă la faptul că pe pieţele actuale pe care acţionează,
agenţia va încerca să dezvolte anumite produse. Prin intermediul acestei strategii ce va permite permite valorificar valorificarea ea experienţe experienţeii şi com compete petenţei nţei agenţiei, agenţiei, precum precum şi exploatare exploatareaa oportunităţilor mediului extern, vor creşte vânzările în cadrul aceleiaşi baze de clienţi. Aplicarea strategiei se va bucura de mai mult succes odată cu crearea unui departament de marketing-promovare şi chiar de cercetare-dezvoltare. Strategia de diversificare
se referă la faptul că agenţia doreşte să pătrundă pe noi
pieţe prin interm intermediu ediull unor produse produse noi noi (servic (servicii ii turistice turistice). ). De exemp exemplu, lu, îşi poate diversific diversificaa activitatea de transport prin oferirea serviciului de transport marfă. De asemenea, îşi poate diversifica oferta prin vânzarea unor pachete de servicii noi, aparţinând unor noi forme de turism (turism incentive, de reuniuni, tematic etc). După prezentarea agenţiei tour-operatoare MAGELLAN TURISM putem spune că
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Agenţia are, în schimb, marele avantaj de a dispune de cea mai importantă resursă – o echipă extraordinară, bine pregătită şi unită. MAGEL MAGELLAN LAN TURISM TURISM acţion acţioneaz eazăă într-u într-unn med mediu iu care, care, de aseme asemenea nea,, îi oferă oferă diverse avantaje, oportunităţi.
CAPITOLUL 4 DEZVOLTAREA OFERTEI TURISTICE A AGENŢIEI DE TURISM “MAGELLAN TURISM” PRIN PROMOVAREA PRODUSULUI “PERLELE MOLDOVEI”
Serviciile turistice sunt numeroase, diverse şi constituie o parte importantă din oferta oferta turistică. turistică. Ele reprezintă reprezintă partea partea dominantă dominantă şi determinan determinantă tă a ofertei ofertei turistice, turistice, partea flexibilă a complexului de activităţi, elementul dinamic, caracteristicile lor regăsindu-se, în forme specifice, în întreaga activitate turistică 71. Căile şi direcţiile de diversificare a serviciilor oferite de o agenţie de turism sunt numeroase, ca efect al complexităţii lor. Pe lângă serviciile oferite (de informare, rezervare
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realizeze servicii noi, ca urmare a preocupărilor sale de stimulare a cererii, de satisfacere la un nivel superior a nevoile consumatorilor. Diversificarea se poate realiza prin pregătirea personalului pentru efectuarea unor acţiuni specifice, promovarea unor destinaţii noi, a unor servicii noi specifice anumitor forme de turism, practicarea unor forme de turism pe care, până în prezent, nu le promova (turism de croazieră, turism rural, motivaţional etc.). Introducerea tuturor acestor noi acţiuni de diversificare în obiectul de activitate al agenţiei va necesita schimbări în structura organizatorică a acesteia, schimbări fără de care actu actuală ală conf config igur uraţ aţie ie a agen agenţie ţieii nu va pute puteaa obţin obţinee rezu rezult ltate atele le aşte aştept ptat ate. e. Od Odat atăă cu dezvol dezvoltare tareaa şi diver diversif sifica icarea rea servic serviciil iilor or oferite oferite organi organizare zareaa intern internăă a agenţie agenţieii va fi îmbunătăţită prin apariţia unor departamente noi şi desfiinţarea sau dezvoltarea altora. Astfel, se va înfiinţa un departament de marketing, promovare-publicitate, relaţii publice, departamentul de transport va fi înglobat în noul departament de ticketing, se vor crea separat departamentele de incoming, de outgoing şi de turism intern.
4.1. Fluxuri turistice noi Vorbim despre fluxuri turistice ale agenţiei atunci când aceasta desfăşoară acţiuni de incoming (sosirile de turişti străini în România) şi outgoing (plecările turiştilor români spre destinaţii turistice externe). În ceea ce priveşte activitatea agenţiei MAGELLAN TURISM aceasta se caracterizează printr-o mai mare preocupare pentru acţiuni turistice externe (circuite şi sejururi în majoritatea ţărilor europene şi nu numai). Acest lucru se poate explica explica şi prin faptul că este mai uşor să promovez promovezii produse produse pe propria propria piaţă şi să deter determini mini turişt turiştii ii să se orien orientez tezee spre spre anumit anumitee desti destinaţi naţiii extern externee decât decât să promo promovez vezii produse produse pe pieţe externe externe pentru pentru a determina determina turiştii turiştii străini să aleagă aleagă destinaţii destinaţii din ţară. ţară.
4.1.1. Incoming
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Agenţia MAGELLAN TURISM nu are o activitate de incoming dezvoltată. Deşi înfiinţată de zece ani, a început să iasă pe piaţa externă mai târziu aducând turişri ocazional în ţară, în special din Israel, Anglia şi Italia. Pentru a-şi diversifica oferta de servicii turistice şi a dezvolta activitatea de export turistic este necesară crearea separată a unui compartiment de incoming sau chiar a unui departament. De aceea, potrivit ar fi ca departamentul turism internaţional să se împartă în două departamente de sine stătătoare: incoming şi outgoing. Astfel, atât exportului, cât şi importului de turişti li se vor acorda mai multă importanţă, iar pachetele de servicii turistice vor fi mai bine promovate existând direcţii şi ţinte clare de adresare. Numărul Numărul de sosiri sosiri ale turiştilor turiştilor în structuril structurilee de cazare turistică turistică din România, România, în anul 2003 a fost de 5.056.700, din care 3.951.700 sosiri turişti români (78,1% din total sosiri ) şi 1.105.000 sosiri turişti străini (21,9 %). Comparativ cu anul 2002, numărul de sosiri a crescut cu 4,3% (cu 2,7% la turiştii români şi cu 10,6 % la turiştii străini).
72
Cea mai mare parte a turiştilor străini (83 % din total sosiri turişti străini ) au provenit provenit din tări tări situate situate în Europa. Europa. 20% 20% provin provin din ţările ţările UE (confor (conform m structurii structurii UE înaint înaintee de 1 mai 2004). Indicatorul "sosiri turişti" din ţările UE a înregistrat o creştere constantă şi substanţială în ultimii 4 ani, de circa 35%, iar faţă de anul 1995 s-a înregistrat o creştere de aproape 66%. Primele trei ţări de unde au sosit turişti străini găzduiti în structurile de cazare turistică, după ponderea numărului de turişti din ţara respectivă, în numărul total de sosiri ale turiştilor străini înregistrat în structurile de cazare turistică în anul 2003 sunt Italia cu 14,6 %, Germania cu 14 % şi Franţa cu 8,4 %. Încasările valutare din turismul internaţional au însumat în 2003 aproximativ 780 milioane de dolari, în timp ce în 2002 s-
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începând cu 1 ianuarie 2002, de la obligativitatea vizei de intrare în România pentru o şedere de trei luni. Toţi cetăţenii Statelor Unite ale Americii pot intra şi rămâne pe teritoriul României, fără viză pentru o perioadă de maxim 90 de zile/semestru. De la 1 ianuarie 2002, cetăţenii statelor care nu sunt membre UE, dar care nu au nevoie de viză pentru pentru a intra în România, România, trebuie trebuie să prezinte prezinte la graniţă graniţă paşaportul paşaportul,, o serie de acte şi o sumă în valută liber convertibilă în valoare de 50 de euro. Cea mai accesi accesibil bilăă piaţă piaţă de desfa desface cere re pentru pentru oferta oferta turist turistică ică române româneasc ascăă este este Europa. Europenii, în proporţie de 45% preferă să-şi petreacă sejururile în afara ţării, destinaţiile preferate fiind marea 53%, zonele montane 28%, destinaţii pe care România le poate oferi oferi din belşug, belşug, şi alte zone 19%. 19%. Mijloacel Mijloacelee de transport transport folosite folosite de europeni europeni:: maşina 86%, avionul 47%, trenul 33%, vaporul 4% 73. Aceste informaţii şi multe altele (preferinţe legate de confort, obiceiuri de a călători, tradiţii, gastronomie etc.) sunt utile agenţiei de turism în vederea realizării ofertei turistice, a pachetelor de servicii turistice specifice fiecăruia, diversificării acestora. Pentru a spori şansele ca România să urce în 2005 pe scala preferinţelor turistice din Germania şi Europa, Biroului de Turism Românesc din Berlin (BTR) în colaborare cu Societatea pentru colaborare tehnică din Germania (GTZ) au organizat Seminarul turistic itinerant, organizat în şase oraşe ale Germaniei, în care specialişti în turism sau aparţinînd unor branşe asociate economic, logistic şi informaţional, s-au întîlnit cu publicul doritor de noutăţi de concediu pe trasee europene „mai puţin bătătorite”. Seril Serilee român româneşt eştii
au avut avut loc la Münch München en,, Stuttg Stuttgart art,, Frankf Frankfurt urt,, Dü Düsse sseldo ldorf, rf,
Hambur Hamburgg şi Berlin, Berlin, în perio perioada ada 23.11-07 23.11-07.12 .12.20 .2004. 04. Pe lînga lînga implic implicare areaa exper experţilo ţilorr în
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firmă, firmă, cît şi cumul cumulând ând opinii opiniile le expri exprimat matee de turişt turiştii ii germa germani ni refer referito itoare are la desti destinaţi naţiaa România. Răspunsurile extrem de polarizate reflectă poziţionarea României în peisajul turistic internaţional. Atît în răspunsurile pozitive, cît şi în cele cu tentă critică, se observă nuanţa clară de SIMPATIE SIMPATIE pentru România România turistică, programele programele pe această destinaţie destinaţie depăşind ca succes cota medie de realizări 2004 pe operator turistic. În acest sens, tematici noi şi vechi (dar cu o frecvenţă mai mare) sunt pe agenda lor de lucru: tur cultural al Transilvaniei, vizitarea Maramureşului şi a mînăstirilor din Bucovina, excursii de studii, turul Deltei Dunării sau micile excursii pe jos de la locurile de cazare. În general, concedii active active,, sejur sejurul ul pe litora litorall ocupă ocupă un loc secund secundar. ar. 75% dintre dintre cei cei chesti chestiona onaţi ţi dores dorescc informaţii detaliate despre România, bazîndu-se şi pe experienţele turiştilor, care relevă adesea „o placută surpriză de concediu”, într-un „cadru natural impresionant, cu multe variante de excursii” şi „oameni foarte ospitalieri”. Reacţiile pozitive culminează cu „România este mai bună decît îi e renumele”, în timp ce din critici reiese că „ ar putea fi mai bine” „sezonul turistic e prea scurt”, „standardel „standardelee turistice lasă încă de dorit” şi „în România e...ca e...ca în România!” România!” Unanimitate Unanimitate pozitivă pozitivă se exprimă exprimă referitor referitor la potenţialu potenţialull natural natural şi cultural, cultural, care însă necesită necesită intensificarea restaurărilor monumentelor de patrimoniu istoric, precum şi rezolvarea unor probleme probleme practice, practice, de deplasare deplasare a turiştilor turiştilor individua individuali, li, de igienă igienă şi reciclare reciclare modernă modernă a gunoiului. Predominanţa pozitivă reiese şi în sondajul de opinie referitor la ospitalitatea gazdelor, cu unele rezerve în ceea ce priveşte colaborarea operatorilor germani cu agenţii turi turist stic icii loca locali li,, care care „şi-a „şi-arr pute puteaa dina dinamiz mizaa acti activi vita tate teaa şi opti optimi miza za comu comuni nica care reaa cu străinatatea” străinatatea” Mai mult dinamism dinamism şi mai puţină puţină birocraţie birocraţie se doreşte şi la trecerea trecerea prin
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restaurantele „ nu sunt întotdeauna pregătite să primească grupuri la masă”. Preferinţele înclină spre mâncărurile şi vinurile autohtone, extrem de apreciate, auzindu-se chiar o opinie exprimată în româneşte „Foarte bun! Respect! Respect! România este o destinaţie căutată şi descoperită de turiştii din multe ţări: Germania, Anglia, Italia, Belgia, Austria, Spania, Polonia, Suedia, Norvegia, Danemarca, Olanda, Ungaria, Republica Moldovă, Japonia, America. MAGELLAN TURISM trebuie să se orienteze către anumite pieţe (ţări), să le cunoască foarte bine şi să realizeze pachete turistice specifice pentru a atrage cât mai mulţi turişti străini. Se ştie că cei mai buni turişti din lume sunt: britanicii, nemţii, israelienii, americanii şi japonezii, însă oferta agenţiei trebuie să includă pe toată lumea. Agenţia trebuie să cunoască principalele destinaţiile şi zone turistice româneşti preferate de străini, Japonezii preferă pentru pentru a-şi orienta orienta oferta oferta spre promovare promovareaa acestora. acestora. Japonezii preferă destinaţii destinaţii ca:
Maramureş, Mănăstirile din Bucovina, Sighişoara, Braşov, Bucureşti, fiind motivaţi de germanii: litoralul, staţiunile balneare, zonele bogate din punct divertisment, turism rural; germanii
de vedere cultural (castelele din Transilvania) şi religios (Maramureş, Bucovina) fiind motivaţ motivaţii de divert divertism isment ent,, tratam tratamen ent,t, cultur cultură; ă; italienii: Nordul Nordul Moldo Moldovei vei-Bu -Bucov covina ina,, polonezii: litoralul, staţiuni de Bucureşti, Marea Neagră, Delta Dunării şi Valea Prahovei; polonezii
schi, Bucovina; olandezii, israelienii preferă preferă zonele zonele balneare; balneare; ungurii preferă, preferă, în special, special, litoralul. Vânătoarea este o activitate mult preferată de turiştii străini. Astfel, 50% din turiştii spanioli vin în România pentru vânătoare, germani şi austrieci 30%, italieni 20% şi, pentru pentru acelaşi acelaşi motiv, motiv, din din ţările ţările scandina scandinave ve vin vin 5%. 5%. Pe lângă ministere, organizaţii, asociaţii, diverse societăţi din domeniul turismului
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Agenţia Agenţia trebui trebuiee să-şi să-şi reali realizeze zeze şi orient orienteze eze oferta oferta spre spre turişt turiştii ii străini străini,, să-şi să-şi îmbunătăţească şi să-şi diversifice pachetele de servicii turistice prin oferirea unor servicii specifice, a unor facilităţi, a unor posibilităţi noi de agrement, cât mai multă animaţie. Animaţia este din ce în ce mai mult preferată de turişti în vacanţele lor, de aceea agrementul, asigurarea divertismentului trebuie să devină o prioritate pentru organizatorii de vacanţe. MAGELLAN TURISM va trebui să se ocupe foarte serios de realizarea unor pachete pachete de vacanţă vacanţă competitive competitive pe pieţel pieţelee externe externe de oferirea oferirea unor unor servicii servicii de calitate calitate şi de realizarea unor acţiunilor eficiente de promovare a ofertei pe pieţele vizate.
4.1.2. Outgoing Destinaţiile preferate de români în 2003 au fost Grecia (35.001 turişti), Italia (29.547), Turcia (18.064) Franţa 10.395), 10.395), Germania pe locul cinci cinci cu 4844 turişti români., Totalul plecărilor românilor în stăinătate a avut în ultimii trei ani o evoluţie oscilantă astfel : în 2001 totalul plecărilor a fost de 6408108, în 2002 a scăzut la 5757325 pentru ca în 2003 să revină spectaculos, înregistrând o valoare de 6497075, mai mare chiar decât cea din 2001. 75 Există anumite tendinţe în comportamentul de călătorie al românilor, cum ar fi: scurtarea perioadei de sejur, optarea pentru destinaţii mai apropiate, mai puţin costisitoare şi folosirea mai intensă a mijloacelor de transport terestru, tendinţe se manifestă pe termen scurt.
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Mexic este o destinaţie de vacanţă mai rar întâlnită în ofertele tour-opratorilor români. Acest lucru se datorează cu siguranţă costurilor ridicate (mai ales al transportului) şi nicidecum unei lipse de atracţii turistice. Transportul cu avionul influenţează într-o mare măsură costul ridicat al pachetelor de servicii cu destinaţia Mexic. Costul transportului constituie o parte determinantă din costul global al pachetului turistic şi influenţează direct alegerea destinaţiei turistice, fiind totodată printre mijloacele de transport ce permit crearea de noi pieţe turistice către ţările îndepărtate de centrele emiţătoare sau care sau care nu sunt accesibile în condiţii satisfăcătoare prin transporturile de suprafaţă 77. Pentru început MAGELLAN TURISM va încheia contracte de colaborare cu touroperatori din Mexic, va produce şi oferi pachete de servicii cât mai variate şi diversificate şi, foarte important, va trebui să realizeze o campanie de promovare a destinaţiei. Apoi, după ce va căpăta puţină experienţă în vânzarea acestei destinaţii, agenţia ar putea trimite în Mexic un angajat pentru a primi primi turiştii români. Acesta Acesta va lucra la o agenţie receptivă de acolo pe baza, probabil, a unui contract de colaborare între cele două agenţii. Acest angajat român în Mexic va produce o serie de efecte pozitive, atât asupra clienţilor, cât şi asupra imaginii agenţiei. Întâmpinarea la destinaţie de către un compatriot îţi dă un plus de
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Pe lângă lângă oferir oferirea ea uno unorr progra programe me turist turistice ice pentru pentru destina destinaţii ţii noi, noi, îndep îndepărta ărtate, te, MAGELLAN TURISM îşi poate diversifica oferta de servicii prin crearea de fluxuri turistice noi spre destinaţii consacrate, cu care a mai avut sau nu relaţii. Astfel, poate crea programe programe destinate destinate în special special tinerilor tinerilor,, elevi elevi şi studenţi, studenţi, pe diverse diverse relaţii relaţii europene europene,, în Franţa, Italia, Spania, Grecia, Turicia, Austria, Marea Britanie, Ungaria. Hoteluri şi tour-operatori din aceste ţări oferă diverse facilităţi (reduceri mari la tarife tarifele le de transp transport ort,, cazare cazare,, cursur cursurii de limbi limbi străine străine,, taber taberee de studii studii,, schim schimbu buri ri de experienţă, programe educative etc), facilităţi ce permit agenţiei să ofere programe diverse şi accesibile. De preferat este ca acest flux să existe în ambele sensuri. Printre posibilii parteneri parteneri străini străini pentru pentru aceste programel programelee speciale speciale destinate destinate tinerilor tinerilor s-ar număra: reţeaua reţeaua hotelieră ACCOR – hotelurile Ibis, Etap – Franţa; Groupe ENVERGURE – hotelurile Clarine Campanile – Franţa; tour-operatori: Larus Viagi – Italia, Tropikal Tours – Spania, Poseidon – Grecia, Venice – Turcia, Go Est – Anglia, Supertramp – Austria, Timar – Ungaria. Toat Toatee aces aceste teaa sunt sunt posi posibi bile le dato datori rită tă unor unor poli politi tici ci de prom promov ovar aree la nive nivelu luri ri guvern guv ername amental ntale, e, progra programe me de promov promovare are turist turistică ică între între ţări prin prin care care se urmăre urmăresc sc
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Agenţia va crea un pachet de servicii turistice sub forma unui circuit al mănăstirilor din Bucovina pentru piaţa germană. De ce mănăstiri şi de ce Germania? Deoarece agenţia are experienţă în vânzarea internă a produselor legate de mănăstirile din România iar Germania este o ţară extrem de receptivă receptivă la turismul religios şi cultural. cultural. Alegerea atât a pieţei, cât şi a produsului se face în urma unor analize prin care se constată că cele două componente sunt compatibile. Pentru a avea succes agenţia va trebui să cunoască foarte bine profilul turiştilor pieţei pieţei ţintă în funcţie funcţie de care va monta un produs produs adecvat, adecvat, să găsească găsească modalităţi modalităţi eficiente eficiente de distribţie şi care vor fi căile prin care îl va promova.
Cunoaşterea pieţei ţintă este esenţială deoarece produsul trebuie să fie agreat de cei cărora li se adreseaza.
Germania este o ţară dezvoltată din punct de vedere turistic. Ea atrage anual peste 35 milioane de turişti. În anul 1999, 8% din PIB-ul Germaniei a provenit din industria turistică. turistică. Turismul Turismul oferă 2,8 milioane locuri locuri de muncă; există există 18 000 tour-ope tour-operator ratorii şi agenţii de turism. 78 Piaţa turistică a Germaniei s-a schimbat considerabil în ultimii zece ani, transformându-se dintr-o piaţă a « vânzătorului » într-o piaţă a « cumpărătorului ».
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octombrie, că anul turistic 2002 – 2003 s-a încheiat cu o scădere mare, de o zecime, a încasărilor, datorită condiţiilor economice din Germania. Destinaţii în creştere au fost Bulgaria, România, Croaţia, Turcia, Italia, Austria, Marea Britanie, ţările nordice, Africa de Sud, în timp ce destinaţiile care au pierdut au fost Tunisia, Maroc, Egipt, Emiratele Arabe Unite, Grecia şi insulele Baleare. Piaţa germană a tour-operatorilor a fost, în 2003, de 20 miliarde de euro (conform statisticilor DRV). Primii 6 tour-operatori au fost TUI Germania (cifra de afaceri – 4,6 miliarde euro), Thomas Cook (3,6 miliarde euro), Rewe Touristik (2,7 miliarde euro), FTI (870 milioane euro), Alltour (860 milioane euro), Öger Tours (570 milioane euro). Cifra de afaceri a TUI Group a totalizat 13,5 miliarde Euro, în perioada 1999 – 2000, iar în Europa deţine locul întâi în ceea ce priveşte numărul de turişti voiajaţi (12,9 milioane în sezonul 1999 - 2000, cu un volum de încasări de 25,5 miliarde DM). TUI Deutschla Deutschland, nd, cea mai important importantăă componen componentă tă a TUI Group, Group, a avut încasări încasări în valoare de 7,645 miliarde DM, în sezonul 1999 - 2000, şi a voiajat 6,58 milioane persoane. TUI Group operează cu 3600 de agenţii în toată lumea şi poate oferi 137.000 de paturi paturi în 270 de structuri structuri turistic turisticee cu care are relaţii relaţii de afaceri. afaceri. Din mai 2003 2003 TUI a intrat şi
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17,87% şi Bulgaria cu 7,57%. În 2003, Germania a urcat în clasament pe locul trei cu o pondere pondere de 7,42%, 7,42%, după după Ungaria Ungaria 26,64% 26,64% şi Repub Republica lica Moldo Moldova va 17,99% 17,99%..81
Tabelul nr. 1 Evoluţia sosirilor de turişti germani în România - mii 1997
Anul Total sosiri turişti străini Sosiri turişti germani
1998
1999
2000
2001
2002
5.149 4.831 5.224 5.264 4.938 4.794 272
259
249
255
328
359
2003
5.056 380
Sursa: Anuarul Statistic al României 2003, INS Turismul României, Breviar statistic, Ediţia 2004, INS Se observă că numărul de turişti germani sosiţi în România, în perioada 1995 – 2000, a înregistrat o evoluţie oscilatorie, crescătoare până în 1997, urmată de o perioadă de scădere în 1998-1999 după care, în 2000 creşte din nou şi se menţine până în prezent,
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ridicat; separă viaţa profesională de afaceri; preferă vacanţele lungi; nu obişnuiesc să-şi rezolve problemele de afaceri în timpul vacanţei; nu tolerează excentricitatea; manifestă respect pentru autorităţi. Pe baza informaţiilor prezentate putem considera următoarele forme de turism ca fiind potrivite pentru turiştii germani: turismul cultural, turismul balnear şi de tratament, turismul de litoral. Agenţia Agenţia MAGELL MAGELLAN AN TURISM TURISM se va orient orientaa pentru pentru realizarea unui produs produs turistic conform cu profilul turistului german. Acesta se va numi “Perlele Moldovei”, („Die Perlen Perlen der Moldova”) Moldova”) – mănăstirile mănăstirile Moldovei, Moldovei, mai ales cele din Bucovina, Bucovina, reprezint reprezintǎǎ o
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Distribuţia se va realiza pe piaţa externă (piaţa-ţintă – Germania), printr-un număr redus de intermediari specializaţi în difuzarea produselor turistice. Principali intermediari sunt, pe de o parte, tour-operatorii şi agenţiile de turism de pe piaţa ţintă (marii touroperatori germani TUI, ITS, Neckermann şi agenţiile de turism locale) şi, pe de altă parte, agenţii agenţiile le detai detailis liste te din Români România. a. Un rol import important ant îl au inter interme media diarii rii de marke marketing ting:: intermediari financiari, firme de publicitate, de cercetări de marketing, de consultanţă, societăţi de asigurări. Promov Promovare areaa se va realiz realiza, a, pentr pentruu încep început, ut, exclu exclusiv siv pe piaţa piaţa germa germană, nă, printr printr-o -o activitate permanentă (pliantele şi alte materiale promoţionale vor fi permanent prezente la sediul agenţiilor intermediare), în funcţie de bugetul alocat vor fi alese şi mijloacele
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de secunde, care reprezintă marca naţională a turismului românesc pe canale de televiziune paneurope paneuropene ne ca CNN, CNN, EuroNe EuroNews, ws, EuroSpo EuroSport. rt.
Etapele realizării programului turistic 1. Conce Conceper perea ea prog program ramul ului ui Itinerar:
Bucureşti – Ploieşti – Braşov – Miercurea Ciuc – Bicaz – Vatra Dornei – Suceava – Piatra Neamţ – Focşani – Bucureşti Programul Programul circuitului circuitului
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Putna (prima ctitorie a lui Ştefan cel Mare în 1466 - 1469 şi locul unde este înmormânt înmormântat at dom domnitoru nitorull alături alături de o parte din familie). familie). Toate mănăstirile mănăstirile sunt monumente UNESCO. •
Cină şi cazare în Suceava. (traseul mănăstirilor şi până în Suceava – 60 km)
Ziua III •
Suceava – fosta înfloritoare capitală a Moldovei, mic dejun, tur de oraş cu
vizitarea Cetăţii de Scaun (ctitorie a lui Petru Muşat în sec. XIV), statuii lui Ştefan cel Mare, Mănăstirii Sfântul Ioan cel Nou (construită între 1514 – 1522 de domnitorii Bogdan al III-lea şi Ştefăniţă Vodă), Bisericii Sfântu Dumitru
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mormânt mormântul ul Veroni Veronicăi căi Micle Micle,, atelie atelierr de ţesut ţesut covoar covoaree şi veşmi veşminte nte); ); Ag Agapia apia (1644-1647, pictată de Nicolae Grigorescu 1858-1860) •
Opţional excursii la Cetatea Neamt, ateliere etnofolclorice, Casa Memorială
Ion Creangă, Casa amaemorială Veronica Micle •
cazare şi cină în Piatra Neamţ.
Ziua VI Traseu: Piatra Neamţ – Focşani – Bucureşti (370 km) •
Piatra Neamţ – mic dejun, dejun, tur de oraş oraş cu vizitarea vizitarea bisericii Sfântu Ioan şi
Turnului lui Ştefan cel Mare
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•
cheltuieli cu şoferul: cazare = 20 euro/zi şi diurnă 20 = euro/zi
•
cheltuieli cu ghidul (cotă ghid): cazare = 20 euro/zi şi diurnă 30 = euro/zi
•
Costuri indirecte:
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9.
COMISION
10
TVA
37,29 1 7 085
596,66 113 365
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atenţie deosebită atragerii tineretului, prin acţiuni educative rurale, diversificării ofertei cu preţuri preţuri accesib accesibile ile persoane persoanelor lor cu cu venituri venituri mai mai mici. mici. MAGELLAN TURISM poate organiza programe turistice în zone rurale cu teme dintre cele mai diverse. În gospodăriile ţărăneşti, turistului i se pot oferi produse alimentare
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Pe lângă croaziere, MAGELLAN TURISM va realiza şi programe pentru turiştii amatori de vânătoare şi pescuit având ca destinaţii, mai ales, împrejurimile Bucureştiului, pentru pentru turismu turismull de weeken weekend. d.
turismul industrial industrial. Aceste De asemenea, ar putea oferi programe ce au ca temă turismul
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