Positioning is a problem that determines the direction. If a catering enterprise has a wrong positioning, its sales efforts will have little effect, especially in a competitive environment. Catering enterprises should clearly locate themselves and choose the correct target market according to geographical location, decoration style, facilities and equipment. In other words, we should know what our advantages are, and at the same time look at the position of catering enterprises in the eyes of consumers from the standpoint of consumers. Which consumer group will like it? Only by answering these questions can we use the existing resources of catering enterprises to obtain a relative share of target customers.
2. Tourist source structure.
It is unrealistic for any catering enterprise to focus on only one target market, and it needs to obtain more market segments. By analyzing past data and competitors, we can know where our business comes from. What's their ratio? If it is a catering enterprise that has been in business for more than one year, it is easy to determine the share of each market segment through the data of previous years. Only by analyzing these data can we know which market is the most important? Which market still has potential to be tapped? How many important customers are there? Only by analyzing the customer source structure can we formulate marketing strategies and action plans for each market segment.
3. Price system
Is the price system of catering enterprises reasonable? According to various room types, there can be store prices, door-to-door individual customers, company agreement prices, online booking prices, travel agency team prices, conference prices and so on. Prices should be set according to light, normal and peak seasons, and package prices suitable for specific market segments can be set according to product characteristics and some resources. When setting the price, we should also refer to the price of competitors and adjust the price according to the increase or decrease of the number of rooms in each market segment, so as to create more room business income.
4. Promotion plan
How do target customers choose catering enterprises? What kind of media can attract the attention of target customers of catering enterprises? In order to establish a unique position among the target customers, catering enterprises should make overall arrangements for the annual advertising budget, plan, media selection, delivery time, small gift making, design and printing of sales materials, etc.
5. Sales Team Management
First of all, it depends on the sales plan, sales report, the number of customers visited every day and the number of phone calls. How much information was mailed? How many customers do you receive? And so on must be done by quantization. Is it reasonable to standardize contract mode, suspense account application and accounts receivable ratio? Have you collected customer opinions? Can it be handled in time and effectively? These are all management methods to help catering enterprises increase their income. Secondly, every day, we should evaluate the progress and achievement of the business objectives of catering enterprises, predict the sales objectives and housing rate of the next day, and help sales staff maintain their enthusiasm for work. Finally, designing a reasonable sales reward system is also an important aspect to improve sales performance.