The successful operation of an enterprise needs a good business plan, and only an excellent business plan can make the company run successfully and smoothly. The following are "three model articles on hotel management planning scheme" compiled by me for your reference only, and you are welcome to read them. Part 1: Model essay on hotel business planning scheme < P > 1. Purpose < P > To mobilize the marketing awareness of all employees and improve the service quality;

II. Operation scheme

Applicable object 1: Employees of various departments

1. Commission scheme

Any customer who spends in any department of the hotel will be counted as personal performance commission according to 2% of the actual consumption amount;

2. Performance confirmation

Employees' customers must be booked in advance by themselves to the consumer department manager before the customers arrive.

target 2: cashier, receptionist, reservation clerk, DJ, foot bath technician, department head and department manager at each bar

1. commission scheme

All customers who spend in other departments of the hotel will be counted as personal performance commission according to the actual consumption amount.

2. Performance confirmation

Employees' customers must be booked in advance by themselves to the consumer department manager before the customers arrive.

III. Operating Regulations

1. Employees' performance statistics on that day shall be submitted to Chen Ling by the managers of various business departments before going to work the next day;

2. Employees' performance commission will be collected in the accounting office at the end of the month;

3. The first reservation person is responsible for the reception of the same group of customers in the hotel, and other receptionists fully assist in the reception; The performance is the first reservation;

4. Managers of all business departments must conscientiously perform their duties. In case of unfairness, dereliction of duty, improper handling of various coordination work or inadequate explanation to employees, they will be dealt with accordingly.

5. It is not considered as personal achievement for a customer to call any department of the hotel to make a reservation;

6. clients of yuanda company are not considered as achievements; (Group company, factory, trade, real estate, hotel interior)

7. The following behaviors will be severely investigated and dealt with by the hotel;

(1) adaptation object 2 resells or presents the performance of this department to employees of other departments by taking advantage of his position;

(2) accepting performance gifts from others by taking advantage of their positions;

(3) customers are uncomfortable and dissatisfied due to robbing customers;

(4) those who neglect customers due to interests or personal grievances;

(5) people who use the task as an excuse or disclose it, thus bringing bad comments on hotels to the society; Part ii: model essay on hotel management planning scheme

in order to improve the economic benefits of the hotel and stimulate the marketing awareness and competition awareness of all employees, this marketing scheme is formulated in line with the principle of combining incentives and constraints, benefits and interests.

1. commission for handling cards

1. Sales membership cards of employees in front desk and other departments shall be accrued at the rate of X yuan per card (membership card is X yuan/card).

2. commission on stored-value cards: the one-time recharge of less than RMB x is calculated as x%, and the recharge of more than RMB x (including RMB x) is calculated as x%.

2. All hotel staff, according to the customers introduced by personal channels, will be given different rates according to different room rates.

1. Check-in at retail price: X yuan × number of rooms × days

2. 11% discount check-in: X yuan × number of rooms × days

3. 8.5% discount check-in: X yuan × number of rooms × days.

all sales must be booked in advance by the introduced employees, and must be signed by the introducing employees themselves, the front desk staff on duty and the front office manager at the same time on the day of check-in. Those who have not booked in advance or signed for confirmation will not be accrued.

leaders' introduction, individual customers in outlets, online booking, accommodation in agreed units, and meeting teams where customers come to contact accommodation themselves are not included in personal performance.

III. Taxi commission

When a taxi driver sends his guests off with our taxi commission card, the employee who issued this coded commission card will give 5 yuan a commission reward every time after his check-in.

iv. payment method

the front office manager submits the marketing statistics and taxi commission reward statistics to the finance office at the beginning of each month, and the finance department checks whether the cash has arrived according to the submitted marketing amount and signs it for confirmation. The account will be settled on the first day of January, and will be paid with the salary. If the account is not received, the commission will be included in the payment in the month when the account is received.

this scheme has been implemented since xx, xx, 21xx. Chapter 3: Model essay on hotel management planning scheme

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 X-Jie Group (X-Jie 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 of our district is not high, our store has a unique location. Our store is located next to National Highway 111, with superior location and extremely convenient transportation, which is close to several universities such as Commercial College, Polytechnic College and Electromechanical College, so there are many vehicles in the past, and 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.

4. Analysis of our store's advantages

(1) Our store is a subsidiary of X Jie Group, which is a well-known enterprise in our city, and its strength is beyond doubt. Therefore, when planning carefully, we should also make full use of our brand effect and fully explore the great connotation of its brand, so that consumers will not have doubts about our catering products and fully believe that we provide high-quality products, and we should fully make use of it in our planning.

(2) Our store has good hardware facilities, abundant funds, its own parking lot and a large area of available space. This can be used to attract past drivers and to develop some promotional items to attract students.

opportunity: ① the strong strength of this enterprise provides conditions for our development; ② Convenient transportation and huge potential customers; Good hardware and existing high-quality staff provide us with a broad space for adjustment and development.

second, target market analysis

the target market is the most promising consumer combination group. Defining the target market can not only avoid the waste of influence, but also make advertisements targeted. Advertising without a target market is tantamount to "blind people riding blind horses."

the target market should have the following characteristics: consumers who are interested in hotel products and have the ability to pay, as well as consumers within the hotel's ability. Hotels should determine the target market as clearly as possible and make a detailed analysis of the target customers in order to make better use of the opportunities represented by this information, so as to make customers more satisfied and eventually increase sales.

customer resources have become the source of hotel profits, and the existing customers' consumption behavior is predictable, the service cost is lower, and they are not as sensitive to the price as new customers, and they can also provide free word-of-mouth publicity. Maintain customer loyalty, so that competitors can not compete for this part of the market share, while maintaining the stability of the hotel staff. Therefore, integrating customer relationship marketing and maintaining customer loyalty can bring the following benefits to the hotel:

1. Get more customer shares from existing customers. Loyal customers are willing to buy more hotel products and services. The spending of loyal customers is two to four times that of casual consumption, and with the growth of loyal customers' age, economic income or the growth of their own business, their demand will further increase.

2. Reduce sales costs. Hotels need a lot of expenses to attract new customers, such as all kinds of advertising investment, promotion expenses and time cost of getting to know customers, etc., but the cost of maintaining long-term relations with existing customers is decreasing year by year. Although in the early stage of establishing a relationship, customers may have many problems with the products or services provided by the hotel, which requires the hotel to make some investment, with the progress of the relationship between the two parties, customers are more and more familiar with the products or services of the hotel, and the hotel is also very aware of the special needs of customers, so the required relationship maintenance costs become very limited.

3. Win word-of-mouth publicity. For some complex products or services provided by the hotel, new customers will feel more risky when making decisions, so they often consult existing customers of the hotel. The advice of old customers with high satisfaction and loyalty is often decisive, and their strong recommendation is often more effective than various forms of advertising. In this way, the hotel not only saves the sales cost of attracting new customers, but also increases the sales income, thus improving the hotel's profit.

4. Improving employee loyalty. This is the indirect effect of customer relationship marketing. If a hotel has a considerable number of stable customers, it will also form a long-term harmonious relationship between the hotel and its employees. In the process of providing services to those satisfied and loyal customers, employees realize their own value, and the improvement of employee satisfaction leads to the improvement of hotel service quality, which further enhances customer satisfaction and forms a virtuous circle.

according to our previous analysis and the current market situation, we should focus on the general public, nearby college students and past drivers, and then attract some middle-and high-income consumer groups on a secondary basis. They have the following characteristics:

? 1) The income level or spending power is average, and it pays attention to the benefits and cleanliness. Spending in hotels is generally to entertain relatives and friends or improve their lives on holidays.

2) They don't have high spending power regularly, but they have the desire to improve their lives occasionally.

3) Pay attention to safety and hygiene, and need a more comfortable dining environment. Students prefer a stylish dining environment.

Third, the general marketing strategy

1. The unique culture of the "people's high-end hotel" is a magic weapon to attract consumers. We position the hotel culturally. Although we position the hotel for low-and middle-income people and nearby college students, it does not mean that the hotel's taste and product quality will be lowered. We should provide customers with high-quality catering products and quality services at low prices, and never exchange low quality for low price, which is also a respect for customers

Let the consumer realize that what we provide him is a place where he can enjoy life. Can be aimed at the hotel's environment and location in the newspaper to attract consumers' patronage. Let customers get a kind of "noble" satisfaction psychologically.

3. use strong advertisements, such as newspapers, in order to cause a "sensational effect" as a strong sales, thus attracting a large number of consumers' attention and establishing popularity.