The so-called hotel operating income refers to the monetary income obtained by hotel enterprises through providing labor services, selling goods or engaging in other business activities in a certain period of time. Including all income from renting rooms, providing meals, selling goods, handling formalities and other services. For hotel enterprises, rooms and catering are their main business income, and others belong to subsidiary business income. Strengthening the control of hotel operating income and recovering it in time is of great significance to ensure the normal circulation and turnover of hotel funds and promote the improvement of management level. -Hotel revenue control point 1. The confirmation of operating income time is the main goal of hotel enterprises. To a great extent, it reflects the operating results of a hotel in a certain period and affects the interests of investors, managers and all employees. Operating income is also the basis for determining current income, and only on the basis of determining operating income can the current expenses be determined. Therefore, whether the time to confirm operating income is reasonable is directly related to the accuracy of profits. According to the regulations, hotels should use accrual basis to calculate their operating income: all income obtained in the current period, regardless of whether the money has been recovered, is regarded as current income; Any income that does not belong to the current period, even the money received in the current period, cannot be regarded as current income. Therefore, the hotel should confirm the realization of operating income when the labor service has been provided, the goods have been sent out, the price has been received or the certificate of the right to collect the price has been obtained. Sales discounts and sales returns in this period should offset the operating income in this period. 2. There are many factors that affect the hotel's operating income, so it is more complicated to confirm the correct amount of operating income. Generally speaking, the relevant factors affecting operating income are: ● Price. In the case of a certain amount of business, the operating income of the hotel depends on the price. In pricing, we should not only adhere to the principle of quality pricing, but also conform to the law of market supply and demand. In addition to the cost and profit of providing services, the price of hotel products can also include some taxes. ● Discount. Discount is a sales adjustment item. It has the greatest impact on the accuracy of operating income. The recorded sales amount is the net amount of the invoice price minus the commercial discount. In order to encourage customers to pay in time, hotels usually give some cash discounts. One way is to take net cash income as operating income, and if there is no discount in the future, take cash discount as extra income. Another method is to take the invoice price as operating income, and then write off the operating income when the cash discount actually occurs in the future. ● Refund compensation. In the course of operation, if the hotel fails to meet the service quality standards stipulated by the state or industry due to its own fault, resulting in the loss of guests' rights and interests, consumers have the right to ask for a refund. When the refund or discount actually occurs, all or part of the original business income should be written off. ● Bad debts. Bad debts arise when customers are unable to pay the accounts payable they owe. It is the loss of hotel enterprises in the operating income link. When bad debts actually occur, the income should be adjusted. This adjustment often does not directly reduce sales revenue, but offsets current income in the form of expenses. 3. Confirmation of Accrued Income and Actual Income With the establishment of the market economy system, the sales methods of hotel enterprises tend to be diversified. Especially when the post-settlement credit sales method is adopted, the actual income will often be affected by many factors such as whether the customer really enjoys the discount, whether he has the ability to pay, whether he meets the contract requirements of both parties, and so on. Therefore, it is difficult for the accrued income and the actual income to be completely consistent, and the adjustment of operating income and accounts receivable often occurs. Hotels must strengthen management and settle accounts in time, and set up a special person to collect the money with too long settlement period to reduce the occupation of funds. 4. Confirmation of sales discount and compensation for negligence. The high fixed cost of hotels determines the importance of increasing sales. Without guest consumption, business income cannot be realized, and what is lost cannot be made up. An effective way to increase sales volume is to give sales discounts according to different situations. It should be pointed out that the sales discount must be determined according to the structure of customers, and cannot become a tool of vicious competition. On the other hand, due to various reasons, the services provided by hotels may not meet the requirements of consumers, resulting in partial discounts or full refunds. Although the reasons for the discount are different, the requirements for the discount vary from person to person, but the reasons are the lack of hotel hardware or software. Therefore, from the perspective of financial treatment, discounts and refunds have certain similarities, but their essence and motives are completely different. The former is a positive business strategy, while the latter is a negative remedial measure, which cannot be generalized. Second, the hotel operating income control target 1. Realizing the authenticity of operating income is the main source of funds to make up for all kinds of consumption in the past and provide guarantee for the future development of enterprises. The hotel should establish an internal control system to prevent business income from being missed or recorded more; Prevent misappropriation caused by illegal transfer; Prevent all kinds of unreasonable income or expenditure. 2. Realizing the rationality of accounts receivable and allowing customers to default for a short time is the sales policy pursued by most hotel enterprises. When controlling the credit sale business, we should strictly examine the credit idleness of customers, determine whether the number of customers and creditor's rights really exist, prevent the occurrence of bad debts, and ensure that the credit sales accounts can be recovered. 3. Moderate sales discount is a sales strategy used under certain conditions, and it is a part of operating income that hotel enterprises give up when they get certain benefits. Hotels must strictly supervise the implementation of discount policies and check whether customers have the conditions to enjoy discounts; Whether the hotel itself has corresponding benefits; Prevent salespeople from seeking personal gain from the public. The sales discount provided should be based on the benefits that the hotel can obtain for this purpose. 4. Realizing the scientific refund processing is an accidental phenomenon in the sales process, and our control goal is to minimize this phenomenon and prevent complaints. When asking for a refund of compensation from a guest, it is necessary to find out whether the reason is reasonable and whether the handling method is correct, and record the handling result in the account so as to correct the balance of operating income and accounts receivable. Iii. Hotel revenue control system 1. In the process of hotel operation, the business that needs to be handled is: accepting customer reservations; Approve payment terms; Prepare and implement the reception plan; Fill in invoices and issue bills; Approve cash discount: handle refund procedures: income account; Accounting records and adjustments, etc. In order to carry out effective control, all business links must have a clear division of labor and contain each other. For example, the bookkeeper of accounts receivable cannot be the auditor of accounts receivable at the same time; The person who accepts the reservation cannot be the person who is responsible for the final approval of the payment terms; Payment terms must be approved by the sales department and the credit department. 2. Credit monitoring system For old customers with good payment reputation in past transaction records, the credit department mainly checks the amount of this reception task. If they are basically the same, you can go through the examination and approval procedures. If it greatly exceeds the historical record, we should try to monitor its financial situation. The credit department must require new customers to provide credit information, relevant materials and financial statements at the same time. Through careful analysis, decide whether to accept and allow the credit line. 3. Discount audit system Sales discount is the reduction of operating income and accounts receivable. Strict audit system can keep this reduction within a reasonable range and bring benefits to the ultimate interests of the hotel. Hotels should formulate more detailed sales discount policies and regulations. For example, specify the customer conditions that can enjoy discounts; Different amounts have different discount rates; Scope and duration of cash discount. The hotel can print a form reflecting authorization, approval, amount, reasons and other contents in advance, which will be reviewed and signed by relevant management personnel. Different control procedures are needed to handle complaints and refund compensation. The amount of refund should be analyzed and determined according to the degree and content of customer complaints. The hotel should record the reasons, and send special personnel to verify these reasons, and finally review and decide the refund amount. Any discount should be recorded in the memorandum with serial numbers in advance, and checked and analyzed regularly by special personnel. 4. Invoice responsibility system In accounting, invoices are the official records of business income. If there is no effective control system when issuing invoices, it will lead to some financial problems and fraud. The control of invoice filling is carried out through invoicing authorization. When the customer provides the required supporting accessories, the issuer is automatically authorized to issue invoices. The drawer shall use and keep consecutive numbered invoices (including invalid invoices), which is the accounting responsibility of the drawer. 5. Control system of accounts receivable In the case of a large number of credit sales, accounts receivable account for a considerable proportion of hotel assets. Because accounts receivable are a kind of creditor's rights recorded in the account rather than a kind of physical assets, it is easy for illegal employees to cover up their corruption or misappropriation of public funds. In the actual investigation, false accounts receivable cases occur from time to time. Therefore, accounts receivable must be recorded truthfully to prevent false presentation. Check regularly according to relevant documents. Designate a special person to be responsible for collection and claim, and ensure that the accounts can be recovered in time. All kinds of credit adjustments must be approved by the financial manager. 6. Revenue Budget System Hotels can compare the sales budget with the actual sales situation, so as to fully control all aspects of operating income. The sales budget is generally prepared by the sales department. The manager of the finance department shall regularly compare the actual gross profit with the budget, compare the actual write-off items and credit adjustment with historical data, and then make a detailed analysis of the comparison results and report to the top management. When there is a major difference, a special person should be appointed to investigate. In addition, the hotel will hold regular meetings attended by the managers of the sales department, the credit department and the accounting department to discuss the sales trend of the hotel, revise the budget plan in time and constantly explore new markets. Read more related knowledge and return to the list of hotel financial management columns.