According to the needs of different guests, design a variety of packages (including rooms, restaurants, etc. 4. Vigorously develop long-term customers; Develop a reasonable room commission reward system for internal employees. 5. Expand the number of drivers soliciting customers and promote taxi drivers. Establish and improve intermediary price difference regulations and ways to improve booking price difference. 6. Open up online booking, strengthen online promotion and expand online booking center booking. 2. The Food and Beverage Department (1) increased varieties and specialties, reduced prices and improved quality. (2) Hold a "food festival" and a training course on Chinese and Western cuisine. (3) According to festivals, corresponding reunion banquets, birthday banquets, wedding banquets, etc. (4) Carry out sales activities with prizes, such as birthday parties, wedding banquets, room gifts, free shuttle buses, small gifts, flowers and gifts, congratulations advertisements in newspapers and magazines, and song sending activities on TV broadcasts. (5) increase the designated meals of travel agencies, give preferential treatment to tour guides, and increase the consumption of group self-ordered meals and flavored meals. The front desk provides a list of the tour guide's name and room number to the catering department every day, so that the sales department can contact the catering department. (3) Establishment of the internal consumption chain A. Complete the internal consumption chain 1, and promote it externally through the internal and external promotion chain (1). In addition to the normal cooperation between advertisements and columns, at the same time, we should seize the opportunity to plan and hype some temporary news reports and propaganda to improve the visibility and reputation of the hotel. (2) Transportation publicity: for example, introduction and agency booking service on the plane, publicity and agency booking service for luxury buses in Haikou and Sanya. (3) Personnel promotion, trade fair promotion, letter promotion, and publicity through travel agencies, emails and other media. Attract guests through the above methods and other promotional networks. 2. Internal publicity network promotion Every time consumers enter the store, they should introduce each service to them, so it is necessary to establish an internal publicity network-from the moment they enter the hotel lobby, they can understand the basic facilities of the hotel (making pictures of light boxes and overall facilities), and when they enter the elevator, they can further see illustrated advertisements. When they arrived at the guest room, in addition to some key items, there was also an illustrated service guide. In addition to the introduction pictures of various facilities, charging methods, TV programs and recipes (including pictures), there are also background information of the hotel, pictures of celebrities' visits and corporate culture. And the hotel location map. Introduction of various traffic facilities and tourist attractions, and corresponding local customs. When you turn on the TV, you should insert the hotel introduction feature film on the hour.

3. Promotion of internal consumption chain Introduce the methods of attracting guests from internal business departments to guests through internal cross-propaganda network, and complete the composition of internal consumption chain by making house discount cards. Fourth, improve the return rate. It is the most crucial point to introduce guests and retain them through promotion. Only by retaining guests and satisfying them can we improve the return rate (of course, on the premise of accurate price positioning) and increase the stock. Only by accumulation can we increase the stock and ensure a relatively stable high room opening rate. In addition to hardware, there are also software (including services, quality of catering products, and high-standard services of other business departments) to retain guests. At the same time, we can take some ways of giving away and giving preferential treatment-we can implement a "housing consumption credit card": if we spend a certain amount of money or housing, we can enjoy giving away a house, and we can enjoy preferential discounts with this card. After a certain number of houses are reached, you can apply for VIP gold card and silver card with this card. V. Changing customer structure Through market analysis, in addition to retaining customers, changing customer structure is an important means to improve efficiency. The first option is to change the team structure, and then change the aggregation and dispersion ratio. Change the team structure and raise the team house price. First, it is necessary to increase the number of cooperative travel agencies (small and medium-sized agencies), rather than requiring the number of each agency. When many a mickle makes a mickle (the number of small and medium-sized travel agencies is relatively small, and the price is relatively high), the second step is to improve the level of sending tours to travel agencies. First, it is necessary to improve the level of guests, reduce the loss of room items and increase the potential consumption after check-in. Take the way of alternating replacement to achieve the purpose of improving the team's house price. Changing the proportion of separated groups means reducing the number of group receptions and striving to reach 50% of the proportion of separated groups within one year when the number of customers in the individual market is growing steadily. This is another important index besides the management index, and it is also the fundamental way for the later development of the hotel. Sixth, increase revenue and reduce expenditure, strengthen management 1, build a whole group, go through the formalities of ordering and auditing, disclose the agency prices of travel, cars and tickets, and plug the sales loopholes. 2. Further strengthen the training of sales staff to improve their quality and professional level. 3. Deploy department levels, posts and personnel to reduce sales costs. 4, target assessment, formulate internal and external incentive mechanism, mobilize the enthusiasm of all employees. Chapter VI Incentive Plan A, Sales Department 1, and target assessment indicators: according to the planned monthly task standard in off-peak season.

2. Salary payment: 1) Director and manager (assistant): 50% guaranteed, 30% paid according to the target proportion of the completed department, 20% paid according to the target proportion of the restaurant, deducted every month, assessed for half a year, and reissued tasks. 2) The employees of the department are guaranteed by 50% of the total salary, with a monthly floating rate of 50% (according to the proportion of tasks completed by the department in the current month), and they will be assessed for half a year and the tasks will be reissued. 3. If the task is overfulfilled, it will be rewarded according to the excess proportion/total salary, and the excess bonus will be cashed in the current month. 4. Reward individual sales representatives with commission on house prices: (1) Number of rooms opened by individuals per day: according to the standards in the scheme. (2) Reward for individual rooms reaching 160 yuan/room or above: 5 yuan/room (individual sales representative 4 yuan, department 1 yuan) will be cashed in the current month. (3) In order to facilitate the assessment of representatives, all individual customers placed by the agreement unit and the business department are counted as tasks and commissions of individual customers (customers of the Head Office are counted as tasks, not as commissions). * Put pressure on all employees and give them incentives. 5. Refund of accommodation for the travel agency planning and dispatching team: (1) More than five rooms will be refunded to the travel agency planning and dispatching department according to the group price set by the hotel in the current month: 1 yuan/room, individual: 5 yuan/room (the staff of the planning and dispatching department will conduct public relations to ensure a higher occupancy rate in the off-peak season). (2) In order to prevent loopholes and ensure that the promotion fee is in place, the finance department will deal with the empty bank cards and business departments.

According to two or more people in a row, they are assigned by name. At the end of each month, the sales department will count the number of houses used by various institutions, and the finance department will check them. Transfer the bank card to all agencies before next month 10. Please check out on time. This matter is only notified to the general manager, the manager of the finance department, the accountant and the sales department. Whoever leaks the news will be dealt with severely. 6. Sales department establishment: 6 people. (1) Director: 1. (2) Assistant: 1 person (responsible for travel agency team business). (3) Supervisors: 2 persons (in charge of business and meetings). (4) Clerk: 1 (responsible for daily work and online booking and sales). (5) Artist: 1 person. 7. Sales expenses: communication, transportation, entertainment, office and other expenses can be implemented according to the current financial standards; However, the director's personal transportation and communication expenses expect the general manager to have clear standards. All kinds of publicity and promotion expenses should be formulated in advance according to the promotion plan. B, Front Office Department 1, target assessment index:10.5 million yuan/month (within the total task of room sales). 2. Salary payment: (1) Manager (assistant): 50% guaranteed, 30% paid according to the target proportion of the completed department, 20% paid according to the target proportion of the hotel, deducted every month, assessed for half a year, and reissued after completing the task. (2) Department employees are guaranteed by 50% of the total salary, with 50% floating (distributed according to the proportion of tasks completed by the department in the current month), with monthly deduction, half-year assessment and task replacement. 3. If the task is overfulfilled, it will be rewarded according to the excess proportion/total salary, and the excess bonus will be cashed in the current month. 4. Reward an individual with a high-priced room: a) Reward 50% of the standard price 180 yuan/room, deluxe standard 200 yuan room and 350 yuan room with suites, of which 40% are on duty (group) and 0/0% are department/kloc, and the bonus will be cashed in that month. B) For the convenience of assessment, all individual customers except those ordered by the agreement unit and the business department are included in the individual customer tasks and commissions at the front desk. C, catering department 1, target assessment index: 400,000 yuan/month. 2. Salary payment: (1) Manager (assistant): 50% guaranteed, 30% paid according to the proportion of completed departments, and 20% paid according to the proportion of hotel completed targets, deducted every month, assessed for half a year, and reissued after completing tasks. (2) Department employees are guaranteed by 50% of the total salary, with 50% floating (distributed according to the proportion of tasks completed by the department in the current month), with monthly deduction, half-year assessment and task replacement. 3. If the task is overfulfilled, it will be rewarded according to the excess proportion/total salary, and the excess bonus will be cashed in the current month. 4. Cost-saving reward: If the catering cost is lower than the financial provisions, 50% reward will be given to the personnel on duty (40% for the group and 10% for the department), and the bonus will be cashed in the current month. Note: * Increase individual house price, occupancy rate and reduce room opening rate. * The promotion plans and selling points of various activities and conferences are meaningful only if they are planned about 45 days in advance. * Food and beverage sales plan shall be formulated in detail by the Food and Beverage Department. XX hotel