First, establish a hotel marketing, public relations and communication network. One of the key tasks this year is to establish a perfect customer file, classify the customers according to the key customers who sign the bill, the customers they receive and the customers with development potential, and record the customer's unit, contact person's name, address, annual consumption amount and discounts given to the unit in detail, so as to establish and maintain business contacts with important customers such as government agencies, enterprises and institutions, businessmen, celebrities and entrepreneurs. In order to consolidate old customers and develop new customers, we will not only pay regular and irregular sales visits to customers, but also send our blessings to customers by telephone, messaging and other platforms at the end of the year or on major holidays and birthdays. This year, we plan to hold a large-scale customer appreciation liaison meeting at an appropriate time to strengthen emotional communication with customers and listen to their opinions.

Second, blaze new trails and establish a flexible incentive marketing mechanism. Open up the market and win customers. This year, the marketing department will cooperate with the hotel's new marketing system as a whole, re-formulate and improve the implementation rules of the marketing department's sales task plan and performance appraisal management in XX, improve the salary of marketing representatives, and stimulate and mobilize the enthusiasm of marketing personnel. The marketing representative keeps a work diary and must visit two new customers, three old customers and four contact numbers every working day.

The second, third and fourth steps are to comprehensively evaluate the marketing representatives according to the completion of monthly marketing tasks and work diaries. Supervise marketing representatives to win over group and individual customers through various means, stabilize old customers and develop new customers, and timely understand and collect customers' opinions and suggestions during the visit and feed them back to relevant departments and the general manager's office. Emphasize team spirit, combine the salary distribution of department managers and marketing representatives with the overall tasks of the whole department, emphasize mutual cooperation and help, and build a harmonious and positive work team.

Third, warm reception, thoughtful service, reception of groups, conferences, customers, full tracking service, "all-weather" service, paying attention to service image and appearance,

Warm and thoughtful, provide special and targeted services for all kinds of guests, and meet the spiritual and material needs of guests to the maximum extent. Make a questionnaire for conference activities, solicit customers' opinions, understand customers' needs, and adjust the marketing plan in time.

Four, do a good job in market research and promotion planning, often organize relevant departments to collect information about tourism, hotels, hotels and their corresponding industries, and master experience.

Management and reception service dynamics, to provide comprehensive, true and timely information for the hotel general manager's office, so as to make marketing decisions and flexible promotion plans.

5. Cooperate closely, actively coordinate business contacts with other departments of the hotel, cooperate closely, and actively cooperate with other departments of the hotel according to the needs of guests, so as to give full play to the overall marketing vitality of the hotel and create benefits. Strengthen the relationship with relevant publicity media and other units, make full use of various forms of advertisements to recommend hotels, publicize hotels, strive to improve the visibility of hotels, and strive for the support and cooperation of these public units for hotel work. Under the correct leadership of hotel leaders, the marketing department will strive to complete the annual sales task, blaze new trails, work hard together and create a new image and new realm of the marketing department.

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First, goal orientation

The formulation of marketing objectives is the key to marketing work in the coming year. In the new year's marketing work plan, the first thing to do is to set a target task for 20xx: to complete the income of rooms, conference rooms and catering 1 10,000 yuan (including the sales income of rooms and conference rooms 1 10,000 yuan and the sales income of catering 1 10,000 yuan) throughout the year, and strive to exceed the income of rooms, conference rooms and catering/kloc-0.

Second, do a good job in market research and promotion planning.

Often organize some relevant staff to collect information about tourism, hotels, hotels and their corresponding industries, grasp the dynamics of their management and reception services, and provide comprehensive, true and timely information for hotel marketing, so as to make marketing decisions and flexible dumping plans. Especially during holidays and hotel special sales tasks, we must do a good job in publicity and planning of various activities in advance.

Third, establish a market concept.

At present, our customer groups, especially high-end consumer groups, still have some potential to tap. In the future, we will adopt flexible and ingenious marketing strategies, increase dumping efforts, broaden sales channels and improve economic benefits. On the basis of the stability of old customers, we will increase the development of new customer groups at all levels and strive to make the existing tourism market bigger and stronger.

Fourth, work ideas:

1. Establish a hotel marketing public relations communication network, and actively publicize the preferential policies and implementation of pre-storing consumer cards and VIP cards in advance.

The target customer files are classified and filed according to the key customers who signed the bill, the customers who received the bill and the customers with development potential, and specifically record the customer's unit, contact person's name and address, annual consumption amount, discounts given to the unit, etc. And establish and maintain business contacts with important customers such as government agencies, enterprises and institutions, businessmen, celebrities and entrepreneurs. In order to consolidate old customers and develop new customers, apart from regular and irregular sales visits to customers, personalized services such as sending blessings and messages by phone are provided at the end of the year or on major holidays and customers' birthdays. This year, we plan to hold another large-scale customer reward liaison meeting at an appropriate time (especially the annual big customer reward reception) to strengthen emotional communication with customers and listen to their opinions.

2. Conference reception market:

1) Strengthen the ability to capture information and do a good job in maintaining and following up the old customer market. In particular, designated institutions in provinces and cities such as *, CPPCC, various departments and bureaus, examination institutes, Datang, Health Department, medical associations and surrounding university groups should continue to maintain public relations this year, and implement new public relations methods as appropriate to cultivate various loyal groups.

2) Continue to increase the transformation of sales ideas and broaden sales channels and sales ideas. This year, we will continue to strengthen cooperation with exhibition companies, conference institutions and tourist conference reception centers, make full use of their conference reception platforms, especially for the national business conference market, strive for a large number of conference customers, go abroad, and expand the brand promotion of hotels from the province to every provincial capital city in China.

3) Intensify publicity and adhere to the traditional regular return visits in the province. Externally, on the one hand, we use email, on the other hand, we use modern network to make full use of the publicity platform of our hotel website, and we can also use other websites for targeted publicity, and we can also use email and QQ.

4) Warm reception, considerate service, improve service reception standards, and shape the hotel reception brand.

Reception groups, conferences, and customers should follow the service all the time, pay attention to the service image and gfd, be warm and thoughtful, and provide special and targeted services for all kinds of guests to meet their spiritual and material needs to the maximum extent. Make a questionnaire for conference activities, solicit customers' opinions, understand customers' needs, and adjust the marketing plan in time.

3. In the retail market:

For many years, the retail market has been the weak link of hotels. In previous years, different types of festival promotions were launched, which successfully attracted a certain number of consumers in a certain period of time. This key depends on the planning of the scheme and the control of information. This year, we should actively do a good job on the basis of previous years, and strive to expand the holiday market through general planning, early planning and early publicity.

In addition, while sorting out the agreed customer information, we should increase the quality of its development, return visit and reception service to ensure that the VIP customer reception service program is improving day by day. Of course, there is a focus here on the consumer groups of high-tech enterprises in Lugu and the sub-district offices in Yuelu District. Although we have signed many agreements, our market share is not large. This year, we will focus on paying a return visit to customers, get feedback, strengthen services, and strive to gradually increase this market share.

4. Tourism team market:

This year, we will continue to visit key team customers in Zhangjiajie, and hold the annual cooperation meeting of major travel agencies in Zhangjiajie of LAM Raymond Hotel in 20xx, striving to achieve new heights and new leaps on the basis of previous years, make up for the off-season market of meetings, improve room occupancy rate and realize hotel benefits.

Step 5 publicize

This year, we will redesign and package the hotel website and hotel conference brochures, especially the reconstruction of the website. On the one hand, it is necessary to refine the propaganda content, on the other hand, it is necessary to make characteristics, especially the propaganda of meetings and catering. It is necessary to strengthen the dynamic publicity of multimedia so that guests can understand the hotel information more intuitively and correctly. On the other hand, through Ctrip, E Long, Sunshine Holiday, China Airlines and other network companies; Let more guests know about the hotel and stay in the hotel through the Internet. At the same time, you can also see your own advantages through the comments of guests on the internet and correct them in time.

6. Restaurant sales

This year, we will focus on checking the consumption of weddings, birthday banquets, meeting rooms, enterprises and institutions (especially the contracted units and universities, Lu Gu, district governments and subdistrict offices). ), vigorously promote the consumption of pre-deposits. In catering sales this year, we will continue to strengthen the training of employees' sales business, including ordering side dishes, customer development, outreach and customer visits. In particular, catering sales staff should also go out, take the initiative to follow up customers, pay a return visit to customers, explore customers, and strive to increase the box reservation rate to more than 50%.

Verb (abbreviation of verb) team building

There are six employees in the marketing department. After polishing, they have basically mastered the marketing operation. However, business skills and professionalism still need to be strengthened. Moreover, due to the lack of staff, heavy tasks and insufficient professional skills training. In order to ensure the smooth and efficient implementation of marketing this year, it is necessary to strengthen key work processes and key systems by striving to cultivate organizational execution, so as to better develop and save customers! At the same time, we should exaggerate team spirit, cooperate and help each other, and establish a positive work team.

Sixth, close cooperation and active reconciliation

When contacting other departments of the hotel, we should closely cooperate with other departments of the hotel and actively contact and cooperate with other departments of the hotel according to the needs of guests, so as to give full play to the overall marketing vitality of the hotel and create benefits.

At the same time, strengthen the relationship with relevant publicity media and other units, make full use of various advertising situations to recommend hotels, publicize hotels, strive to improve the reputation of hotels, and strive for the support and cooperation of these public units for hotel work.