how to write the annual work plan for hotel sales (Chapter 1)

1. Establish the hotel's business development plan and management policy, formulate the hotel's business management objectives, and direct their implementation.

since its opening, Grand Holiday Club has been affected by various factors, and its operation is not optimistic. The development plan and operation policy for XX year are made around improving the operation condition. In XX year, it was basically determined that the club will focus on three business points, namely Chinese food, western food and guest rooms, supplemented by clubs, swimming pools and other supporting facilities, strengthen marketing, refine services and improve products, so as to improve the overall profitability of the hotel as the basic operation policy.

in 21xx, the original planned income of the club was 37,191,411 yuan, and the actual income was 23,296,511 yuan, with a completion rate of 62.81%. Excluding the influence of Chinese food income, the planned income of the club is 1613.41 yuan, the actual income is 1648.69 yuan, and the completion rate is 112.19%. Among them, the planned income of western food is 4 million yuan, the actual income is 4,362,911 yuan, and the completion rate is 118.8%. The planned income of guest room is 11.86 million yuan, and the actual completion is 11.45 million yuan, and the completion rate is 96.5%.

In order to promote housing and consumption, the club mainly takes the following measures to ensure the continuous growth of its business:

1. Free swimming events are added for housing guests, and a preferential activity of giving a swimming ticket to five rooms in a month is introduced for business rooms, so as to encourage business companies to make reservations and promote the newly opened swimming pool.

2. In view of the low pre-sale of housing in late June, breakfast will be given to individual and business houses, and weekend prices will be lowered for travel agencies to attract guests.

3. position the western restaurant as a middle-and high-end western restaurant with a strong view from the north to the high, refine the service and strengthen the products. Seize the opportunity of the May 1 Golden Week, since May 1, the western restaurant has adjusted its price again, raising the buffet lunch price to 58 yuan/person, and at the same time launching a new afternoon tea project.

4. The management of the club failed to meet the target, mainly because the income of Chinese food was too far from the plan. In the second half of the year, the situation of Chinese food was extremely pessimistic. Under the decision of Dasheng Co., Ltd., it announced its closure on September 11. It means that the club will get rid of the shackles of Chinese food and go into battle lightly, and the goal of turning losses is just around the corner.

5. guide the formulation and planning of Chinese and western festivals to achieve the peak of income generation.

2. Presided over the formulation and improvement of hotel rules and regulations, established and improved the internal organizational system, coordinated the relationship between departments, and established a reasonable and effective internal operation mechanism.

in order to gradually integrate the daily operation of the hotel into the management system with planned, guided, tracked and summarized work, effectively combine planned work with emergency work, establish clear work objectives, and require all departments to establish a planned work system. Through monthly summary and planning, all work is planned and implemented according to planned steps. Establish a monthly work report system, and evaluate the heads of various departments through the completion of the work.

at the beginning of the hotel's establishment, various systems were not perfect, and the perfection of the system and the establishment of various working procedures can only be gradually completed after a long period of practice. Therefore, the establishment of the system is also a long-term and complicated work. Now this part of the work has been basically completed, and the club's post procedures and processes have been formulated.

The standardization and institutionalization of hotel management is the foundation of hotel development. Since the beginning of XX, the hotel management has clearly defined the overall norms and standards of the hotel, and successively issued relevant procedural and standardized management documents.

in the aspect of target assessment, on the one hand, it is assessed according to the assessment implementation method that has been issued; on the other hand, it holds the last month's/quarterly work summary meeting every month, summarizes the actual implementation progress and puts forward the problems that need to be solved, so that all the work can be implemented, which is also used as the basis for the assessment of each department. How to write the annual work plan of hotel sales (Part 2)

Hotel marketing work plan

1. Establishing a hotel marketing public relations communication network

One of the key tasks this year is to establish a perfect customer file, classify and file the guests according to the key customers who sign the bill, the customers who receive the meeting, the customers with development potential, etc., and record the customer's unit, contact name and address in detail. Annual consumption and discounts to the company

Establish and maintain business contacts with important customers such as government organizations, enterprises and institutions, businessmen, celebrities, entrepreneurs, etc. In order to consolidate old customers and develop new customers, in addition to daily regular and irregular sales visits to customers, at the end of the year or major holidays and customers' birthdays

send our blessings to customers by telephone, sending information and other platforms. This year, it is planned to hold a large-scale customer repayment 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 strive for customers

This year, the marketing department will cooperate with the new marketing system of the hotel as a whole, re-formulate and improve the detailed rules for the completion of the sales work plan and performance appraisal management of the marketing department in 21xx, improve the salary of marketing representatives, and stimulate and mobilize the enthusiasm of marketing personnel.

the marketing representative shall keep a diary, and must complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers every working day, and comprehensively evaluate the marketing representative according to the monthly marketing task completion and the diary.

urge the marketing representatives to win over group and individual customers through various means, stabilize old customers and develop new customers, and collect the opinions and suggestions of the guests in time during the visit and feed them back to the 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 create a harmonious and positive working group. Linyi self-service apartment

3. Warm reception and thoughtful service

When receiving groups, conferences and customers, we should follow up the service all the time, provide "all-weather" service, pay attention to the service image and appearance, be warm and thoughtful, and provide special and targeted services for all kinds of guests to meet their spiritual and material needs to the limit.

make a questionnaire on conference activities, solicit opinions from customers, understand their needs, and adjust the marketing plan in time. How to write the annual work plan of hotel sales (Part 3)

1. Analysis of market environment:

1. Problems existing in the operation of our store

(1) The target customer group is not accurate and narrow.

On the whole, the hotel industry in our city is generally in a bad state of operation, as long as there are too many hotels, the supply exceeds the demand, and the operating methods are similar, without their own characteristics, or the positioning is too high, which makes it difficult for consumers to accept. In addition, there are some problems in the service quality of some hotels, which affects consumers' confidence in spending in hotels.

There are also some problems in our store's operation. Last year's operation was not good, so we should reflect on the positioning of the target market. We should fully tap our own advantages and broaden the market. Our hotel's target market positioning is unreasonable, which is the main reason for poor efficiency. Jinqiao District, where our store is located, is a district with low consumption level, and most of the residents are ordinary employees. Our shop mainly deals in Cantonese cuisine and seafood, and the price is relatively high, which is unacceptable for most residents. However, the hardware level and service quality of our store are superior in this area. We have always positioned the middle and high-end hotels in the market, facing the middle and high-end consumer groups, and it cannot be attractive to the residents in this area.

(2) the news propaganda is not strong enough to cause a big sensation in the market, and the market awareness is small.

Although our store belongs to Jinjie Group (Jinjie Group is a famous enterprise in our city), the society doesn't know much about our store. Our store has never advertised except for short-term news propaganda when it opened, which leads to the low popularity of our hotel.

2. Analysis of the surrounding environment

Although the overall consumption level in our district is not high, our store has a unique location. Our store is located next to the 1xx National Road, with superior location and convenient transportation, and it is adjacent to several universities such as Business College, Polytechnic College and Electromechanical College, so there are many vehicles in the past, and the floating guests are a potential consumer group. Although college students have no income, they are not a low-consumption group. There are more than 11,111 students in business schools alone. If we can provide products suitable for students and attract them to our store at a low price, it will be a huge market.

3. Analysis of competitors

There are no hotels with similar grades around our store, only a few small restaurants. Although they don't have the strength to compete with us in business ability, they attract a large number of nearby residents and students with low-grade food. On the whole, their business situation is good. Although our facilities and services are good, due to the error of market positioning, the actual operating conditions are not ideal, and we are at a disadvantage compared with hotels of the same grade in the market. How to Write the Annual Work Plan of Hotel Sales (Part 4)

2. Establish a flexible incentive marketing mechanism to open up the market and win customers

This year, the marketing department will cooperate with the new marketing system of the hotel as a whole, re-formulate and improve the annual sales task plan and performance appraisal implementation rules of the marketing department, improve the salary of marketing representatives, and stimulate and mobilize the enthusiasm of marketing personnel. The marketing representative shall keep a diary, and must complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers every working day, and comprehensively evaluate the marketing representative according to the completion of monthly marketing tasks and the diary. 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 guests' opinions and suggestions during the visit and feed them back to relevant departments and general manager's office.

Emphasize the spirit, combine the salary distribution of department managers and marketing representatives with the overall tasks of the whole department, and emphasize mutual cooperation and help to create a harmonious and positive working group.

3. Warm reception and thoughtful service

When receiving groups, conferences and customers, we should follow the service all the time, serve all the time, pay attention to the service image and appearance, 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 on conference activities, solicit opinions from customers, understand customers' needs and adjust marketing plans in time.

Fourth, do a good job in market research and promotion planning

Often organize relevant personnel of departments to collect and understand the information of tourism, hotels, hotels and their corresponding industries, grasp the trends of their management and reception services, and provide comprehensive, true and timely information for the general manager's office of hotels, so as to make marketing decisions and flexible promotion plans.

5. Close cooperation and active coordination

Close cooperation with other departments of the hotel, and take the initiative to closely 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 the best benefits.

strengthen the relationship with relevant publicity media and other units, make full use of various advertising forms to recommend hotels, promote hotels, strive to improve the visibility of hotels, and strive for the support and cooperation of these public units for hotel work.

in, under the correct leadership of the hotel leaders, the marketing department will strive to complete the annual sales tasks, blaze new trails, unite and work hard, and create a new image and a new realm of the marketing department.

1. Scientific decision-making, with the concerted efforts of Qi Xin, the hotel achieves four points of performance every year

According to the requirements of the center, the general manager team of the hotel formulated the annual work plan at the beginning of the year, and put forward the overall work ideas to guide the development of all work, namely, to strive to achieve the goal of three innovations, and to accumulate the advantages of three parties in Qi Xin. The overall thinking determines scientific decision-making and guides the development of all work throughout the year. Coupled with the promotion of the three-in-one certification and evaluation work, as well as the practical operation of various performance activities, especially the strong east wind of the Fourth Plenary Session of the 16th Central Committee in the second half of the year, the hotel general manager team led the managers, supervisors and foremen of all departments, United all the staff, and made concerted efforts with Qi Xin to make certain contributions to income generation, profit creation, excellence creation and stability, and achieved considerable achievements.

1. Income from operation. The hotel has increased its operating income by adjusting its sales staff, broadening its sales channels, introducing room-lifting incentives, and linking catering performance. The hotel's annual revenue was X million yuan, which was X million yuan more than last year, and the excess rate was x%. Among them, the room income is X million yuan, the office income is X million yuan, the restaurant income is X million yuan, and other income is X million yuan. The average occupancy rate of rooms in the whole year is x%, and the average annual house price is X yuan/room. The occupancy rate and average house price of hotel rooms are higher than the average of four-star hotels in the city.

2. Management creates profits. By paying close attention to management, tapping the potential, cutting expenditure and rationally employing workers, the hotel advocates economy and strict control in terms of labor cost, < P > energy cost, material consumption and purchasing warehouse management. The annual operating profit of the hotel is X million yuan, and the operating profit rate is x%, which is X million yuan and x% higher than last year respectively. Among them, the labor cost is X million yuan, the energy cost is X million yuan, and the material consumption is X million yuan, accounting for x%, x% and x% of the hotel's total revenue respectively. X%, x% and x% lower than the target set at the beginning of the year respectively.

3. Excellent service. By introducing brand management, the hotel strengthens the training of 21 words about appearance, smile and greeting in the Basic Code of Conduct for Employees, strengthens the on-site supervision and quality inspection of management personnel, gradually improves the window image of the reception department and post, and continuously improves the quality service level of employees. Therefore, in May this year, the Municipal Tourism Bureau organized an annual evaluation of the unannounced visits of star-rated hotels, and our store only deducted 2 points, which earned a high score for excellent service and ranked among the best hotels in the region. In addition, in the reception service of large-scale events, our sales, front office, guest room, property, restaurant and other departments or posts received letters of commendation from the event organizing committee, all of which praised: The warm and thoughtful service of the hotel staff provided us with necessary logistics support in our daily life, enabling us to successfully complete this event.

4. Safety creates stability. By making security plans for large-scale events and other security plans, the hotel has achieved six daily precautions against fire and theft, and almost no accident occurred throughout the year. Under the care and guidance of the general manager of the hotel, the store-level leaders hold a feedback meeting of department managers every day to inform the situation and put forward requirements. The security department arranges cadres and employees to work overtime, patrol diligently and strictly prevent and control. With the cooperation of relevant departments, group prevention and group control ensure that all activities are foolproof and the hotel is safe and stable. The security class of the hotel security department was also rated as an advanced class.

Second, keep pace with the times, promote development, and improve the hotel.

The general manager team of the hotel took the lead in setting an example, organizing and guiding party member cadres and all employees, and earnestly studying and understanding the spirit of the Fourth Plenary Session of the 16th Central Committee. combine