An extremely busy and fulfilling year is coming to an end. Looking back on your work and life in the past year, I think you have gained a lot. Now, what kind of summary will you have? But how to write can attract the attention and attention of leaders? The following is the year-end summary (6 selected articles) of the hotel marketing director I collected for you, hoping to help you.
Year-end summary of hotel marketing director 1 In the past year, with the correct leadership of the general manager and the close cooperation of other departments, the sales department basically completed the tasks in 2008. The work of this department has gradually matured. This year, our specific work is as follows:
I. External sales
First of all, after a year of running-in and development, the sales department has gradually matured and the market has been expanding. Pushing the business hotel into the tourism market in an all-round way has improved the visibility of the hotel and strived to create economic benefits for the hotel to the maximum extent. According to the work plan at the beginning of the year, earnestly implement each item. In 2008, the sales department focused on personal business and conference sales. Due to the limitation of the hotel's geographical location, the occupancy rate of individual businesses is low. Increase the sales of business guests throughout the year, visit important companies to sign business agreements, and make different sales plans according to different seasons, such as targeted visits to customers. We paid a serious return visit and communication to the travel agencies with better ground connection team. 65438+ Most motorcycles will be in February 2- 10/0. We will contact the dealers in time. Pave the way for the overall sales of hotels in peak season. At ordinary times, when sorting out customer files, we will pay regular classified visits and constantly develop new customers. By the end of the year, * * * signed 454 agreements.
In September, 20xx, I worked as the hotel sales manager. In September, 20xx, 10 Hotel was officially listed in Samsung, which provided the sales department with a bargaining chip for external publicity, and at the same time improved the overall level of our hotel to a higher level, which was beneficial to the hotel sales.
With the rapid development of the Internet, the publicity of the Internet not only improves the popularity of the hotel, but also improves the overall occupancy rate of the hotel through network companies. By the end of the year, * * * signed network cooperation agreements with 54 online booking companies. We increase the commission ratio of important network companies, and use their publicity to let more guests know more about business hotels through the network, such as Ctrip, E Long, Hengzhong Zhongwei and other network companies;
At the same time, during this year, we received more than 30 large, medium and small meetings from Zongshen, Jiaolong Hengyun, Kelon Electric, Wei Jun Mengniu Dairy University of Traditional Chinese Medicine, Railway, Universal Travel Agency and other motorcycle companies. For the reception of each meeting, all departments can seriously cooperate with the sales department to successfully complete the reception of the meeting, and the guests have affirmed our work. I sincerely thank the leaders and employees of all departments for their support to our sales department.
Second, internal management.
The hotel has its own website, and the sales department is responsible for maintaining the website and updating the content of the webpage. It expands its influence through online publicity, timely and accurately releases the hotel's dynamics and news, and lets more people know about the hotel. At the same time, we put forward a new hotel website construction scheme, which laid the foundation for the future development of hotel websites.
Third, shortcomings
1, external sales need to be strengthened, and now we have relatively few individual customers;
2. The meeting information was not understood in time.
3, sometimes in the reception work is not careful enough, not enough attention to some details, not comprehensive enough to consider the problem.
4. Sometimes the information is not accurate enough due to untimely communication; Affect the overall sales and reception of the hotel. In the future, we should be careful, try to avoid it, communicate in time and reduce work mistakes.
Year-end summary of hotel marketing director 2 I. External sales and reception work:
First of all, after a year of development, the sales department has gradually matured its own sales work and expanded its own market. With the joint efforts of all departments, the hotel has been pushed into the tourism market in an all-round way, which has improved the visibility of the hotel and strived to create economic benefits for the hotel to the maximum extent. The sales department successfully received four three-month audit meetings of the county finance bureau and the audit bureau, focusing on organs, government officials and conference sales. Only these two receptions achieved a sales income of 6.5438+0.5 million yuan.
At the same time, increase the sales of business guests, visit important companies to sign business agreements, make different sales plans according to different seasons, and visit customers in a targeted manner. At ordinary times, when sorting out customer files, we will pay regular classified visits and constantly develop new customers. During this year, we received more than 70 conferences, such as Compassion Milk Powder, Annual Meeting of Donkey Friends, Welcome Meeting of Mobile Company, Sparta Outward Bound Training, etc. For the reception of each meeting, all departments can seriously cooperate with the sales department to successfully complete the reception of the meeting, and the guests affirmed our work. I sincerely thank the leaders and employees of all departments for their support to our sales department.
Second, the internal management:
The sales department should follow up all appointed customers and VIP guests, make weekly customer visit plans, feed back customer information in time, ensure service quality and customer satisfaction, and maintain customers stably. The measures are as follows: give important holiday gifts to important customers in Mid-Autumn Festival, and give anniversary gifts to customers on the occasion of hotel celebrations.
Third, shortcomings
1. The sales force of the hotel is weak, and the personnel need to be supplemented urgently. At present, the sales department needs to add 2-3 sales representatives.
2. Foreign sales need to be strengthened. Facing the relocation of surrounding administrative units, there are relatively few individual customers now. How to develop new customers, attract individual customers and adjust the structure of consumer groups has become a top priority;
3. The reasonable salary structure of sales staff needs to be determined urgently. Without it, it is impossible to supplement the staff;
4. The sales department is sometimes not careful enough in the reception work, paying little attention to some details, and considering the problems comprehensively, which needs to be further strengthened in the future work.
5. Sometimes, due to untimely communication, the information is not accurate enough; Affect the overall sales and reception of the hotel. In the future, we should be careful, try to avoid it, communicate in time and reduce work mistakes.
The director of hotel marketing summed up the end of the year and the beginning of the year, and it was time for the harvest inventory. In the past year, with the correct leadership of the hotel general manager team and the close cooperation of other departments, the sales department basically completed the sales task of 20xx. The work of the Department of Public Information has also gradually matured from the initial growth period. At the beginning of this year, according to the needs of hotel marketing, a sales director was added to the original staffing, responsible for guiding the sales staff to carry out sales work, and checking and tracking them to ensure the timely completion of sales targets. With the joint efforts of all the sales staff, the sales performance has also increased significantly compared with last year. The achievement can not be separated from the substantive and solid work this year.
In this year, our specific work is as follows:
1, sales of travel agencies and large teams
Jingshan Mountain, known as "Emerald in Central Hubei", is located at the southern foot of Dahongshan Mountain and the northern end of Jianghan Plain. It is one of the core attractions of Dahongshan National Scenic Area. Superior geographical environment and charming natural scenery attract different tourists from all over the country. We have established long-term friendly cooperative relations with travel agencies such as Jingshan, Lvlin Yuanyangxi Scenic Area and Tang Chi Hot Springs, ensuring the group customers of the hotel. During this period, for example, * * * receives large-scale team members and generates income for the hotel. We have a sales manager to follow the arrival of each team, and coordinate with all departments of the hotel to ensure quality service for travel agencies and enhance customer satisfaction. Now, many travel agencies have become our loyal customers, such as. High-quality, humanized service also allows them to introduce more new teams to stay in our hotel, which invisibly improves the visibility and reputation of our hotel.
Jingshan is not only known as the hometown of Qiaomi, but also the hometown of tennis in the whole province. Last June 165438+ 10, the provincial tennis open was successfully held in Jingshan. I stayed in a hotel for four consecutive days last year and stayed in my room. This year, the tennis competitions for teenagers, group workers and adults in the province are still held in Jingshan. Before and after three games, lasting one day, several rooms are occupied. * * * earned X million yuan for the hotel.
2. Sales customers, government agencies, enterprises and institutions
Jingshan is not only a tourist city, but also a city of light industrial machinery, a land of national treasures and rice. Coupled with the government's strong support and investment attraction in recent years, Jingshan's economy is also developing rapidly. Merchants, government agencies, enterprises and institutions traveling from south to north have become one of the most important customers of the hotel. We aim at different consumers, adopt different sales models and use flexible sales methods to attract new and old customers of the hotel. For example, handling gifts attached to vip cards provides customers with fast and convenient services, * * * handling vip cards and * * * recharging RMB. At the same time, we also signed cash consumption agreement and debit consumption agreement with some customers and units respectively, and signed cash agreement and debit agreement before the end of the year. On this basis, the signing card business is added to serve the signing units more conveniently, quickly and efficiently. At the same time, I also made a record card of salesman's visit, so as to follow up customers in time, feed back customer information, arrange and file in time, maintain the relationship with customers and constantly explore new customers. Sales staff also started from passive sales last year to active sales this year, from disorderly work to orderly work, from no market research and analysis to market research and analysis in the same industry, and gave appropriate room delivery discounts according to customers' actual consumption, which directly won a sharp rebound in sales performance.
3. Conference sales
The hotel has 8 meeting rooms * * *, which can hold meetings of different sizes at the same time. Our unique hardware advantages and high-quality star service make us in a leading position in conference sales in the same industry. This year, we received * * * large, medium and small meetings * * *. Among them, large conference venues. Medium-sized conference venue. Small conference room. Large-scale meetings include: light aircraft investment promotion meeting, CPPCC meeting, provincial organization department meeting, provincial budget meeting, etc. These meetings alone earned X million yuan for the hotel. In these large-scale meetings, department managers lead supervisors, foremen and employees to follow the service, work overtime, work hard and extend working hours regularly. Even if they are very tired, they always maintain a cheerful attitude, which adds luster to the hotel's window image and makes every meeting complete successfully. The guests have fully affirmed and praised our work, forming a win-win situation for economic and social benefits.
4. Banquet sales
Compared with last year, the hotel's catering department has made a qualitative leap, with less complaints and more praise from customers. Starting from this year, the catering department began to strictly grasp the service standards and product quality, be brave in continuous innovation, and greatly improve its reception capacity. While doing a good job in reception of various banquets and conference meals, we also prepared buffets of different specifications. The buffet of the budget meeting of the Provincial Finance Bureau was well received by the superior leaders. The production of banquet dishes is also constantly improving and perfecting. Up to today, * * * has received many tables and banquets. Among them, Sun Shouyan, the general of Jingshan Light Machine on September 12, was the highest specification since its opening. Whether it is software service or hardware facilities, we have left a deep impression on our guests with first-class service, delicious taste and beautiful environment, which makes all our guests feel happy and satisfied.
Year-end summary of hotel marketing director 4 1. Pay attention to efficiency and do a good job in sales.
1, personnel adjustment. The hotel has adjusted the sales staff, continuously expanded the sales team, and enhanced the on-the-job staff's sense of competition and responsibility for active sales. According to the analysis of the leading group of the sales department, improving the sales performance is mainly to manage the sales staff well, issue scientific and reasonable sales indicators, and stimulate everyone's sense of responsibility and initiative.
2. Expansion of tourist source structure. On the basis of the original natural sales channels, such as agreement units, on-site individual customers, international cards, etc. The hotel expansion has increased channels such as group rooms and online booking, and the indicators have been broken down according to the proportion of customers in each channel to the total hotel customers. In this way, the indicators issued to the sales staff can be well-founded, and the decomposition indicators are reasonable, which can promote the promotion of sales performance and enable the hotel to complete the business indicators issued on schedule.
3, meals, room rate commission reward. According to the characteristics of the hotel market positioning, a marketing strategy is formulated, which focuses on the reception of business guests, individual guests and international card guests by the agreement unit, supplemented by online booking and team rooms, and gives a certain percentage of commission reward to the sales staff after exceeding the monthly sales target. This incentive policy greatly mobilized the enthusiasm of sales staff and enhanced their service awareness.
4. Complaint handling. The sales department directly serves the guests, and it is also a relatively concentrated place where guests ask questions, reflect the situation, make suggestions and complain about their dissatisfaction. In line with the tenet of "guests first, service first", the sales department accepts and properly handles the complaints of guests, which greatly reduces the economic losses for the hotel and wins more repeat customers. In addition, according to the requirements of hotel leaders, the sales department has directly won a sharp rebound in sales performance from passive sales to active sales and from disorderly work to orderly work.
Two, pay special attention to the management of employee compensation, safeguard the legitimate interests of employees.
Salary is a kind of reward made by the unit for its contribution to employees, including employees' attitude, behavior and performance, which is a matter of concern and sensitivity to employees. In terms of employee salary management this year, according to the instructions of the general manager, the salary level of all employees began to be readjusted at the beginning of the year at 65438+ 10, and the salary standard of each post was re-established in combination with post analysis and social average salary level. At the same time, adhere to the principle of fairness and justice in employee salary adjustment and position promotion, and report qualified employees to the general manager in time for salary adjustment and position promotion. * * * The salaries of 28 employees were adjusted, and 1 1 employees were appointed as managers, supervisors and foremen. Greatly promoted the enthusiasm and enthusiasm of employees. At the same time, the personnel department can do a good job of monthly salary accounting, carefully review the attendance sheet, trouble sheet, various deductions of employees, seniority salary, etc. reported by various departments every month to ensure the accuracy of wages and safeguard the vital interests of employees.
Three, health management, family planning, spiritual civilization construction work
Health work is the top priority of the hotel industry, and food hygiene and environmental hygiene are the themes of health work. This year's health work is mainly based on regular inspection, from twice a month to once a week. The personnel department revised and formulated the quantitative standards for health inspection, strictly implemented the responsibility system for health management, notified each inspection, and punished the department heads according to the provisions of the health management system. The food in the warehouse was inspected in time. If expired food is found, the warehouse keeper will be instructed to take it off the shelf and discard it. Prohibit the use and sale of expired food and raw materials. Family planning is the basic national policy of the country. In strict accordance with the national family planning policy, we consciously accept the guidance of the family planning office of the office, strengthen the registration and filing of women of childbearing age, and conduct gynecological examinations for hotel women. Every month, I can attend the family planning meeting of the street office on time, report the information of population flow, and manage the distribution of family planning contraceptives. The construction of spiritual civilization is the work to promote the smooth and healthy development of the cause, and it is the lubricant and booster of the cause. Doing a good job in spiritual civilization construction is very important to all the work of the building. As a municipal spiritual civilization unit, this year, we will continue to do a good job in various spiritual civilization work, implement the standards of municipal spiritual civilization units, consciously accept the guidance of the office civilization office, attend regular meetings on time, and fill in materials. Ensure the smooth development of spiritual civilization work in the building.
Three key words can be extracted from the year-end summary of hotel marketing director's work in 5-20xx years: exploration, busyness and regret. Since the establishment of the marketing department, we have been studying and exploring. Looking for a marketing model that meets the hotel's own conditions. However, because we receive a large number of meetings throughout the year, we are very busy all year round. Due to the shortage of manpower and limited energy, we didn't do real marketing while taking care of the reception of the meeting. This is something we regret. It's the end of the year again. It's time to stop and sum up. Now the work of 20xx years is summarized as follows.
First, the marketing department mainly completes the work.
1, conference reception
From the beginning of the establishment of the marketing department, hotel leaders have established the completion of conference reception as an important index to evaluate the work of the marketing department. Therefore, the marketing department strives for key breakthroughs and goes all out to ensure the completion of the annual business objectives. The marketing department overcame many difficulties such as shortage of staff, heavy workload, limited meeting space and aging of related facilities and equipment, and successfully completed the business target of 1 10000 set at the beginning of the year. By the end of165438+1October 30th, the total revenue of the conference had reached 167469 yuan (conference room rent 164 100 yuan, banners and water stamps 1370 yuan, others/kloc). The annual conference revenue is expected to exceed 6,543,800+0.8 million (with the increasing conference reception, the annual conference volume of ICBC has dropped significantly compared with the previous year, and the total consumption is about 6,543,800+0.5 million). Apart from the sincere unity and close cooperation of the two members of the marketing department, this achievement can not be achieved without the correct leadership and concern of all hotel leaders and the strong support and help of colleagues in other departments. In 20xx, with the consent of hotel leaders, in order to better attract customers and guide their consumption, the marketing department made the following efforts in the hardware configuration of conference reception.
A. Because most of the tables and chairs in the conference room are broken, the original number of tables and chairs can't meet the needs of large-scale meetings. In order to change the present situation, 80 conference chairs, 10 conference table and 18 new tablecloths are added.
B. A wireless microphone, a projector and two wireless routers have been added to the electrical equipment.
2. Customer development and maintenance
A. Customer development: In 20xx, the Marketing Department newly developed 30 individual and commercial company agreement customers, and renewed agreements with 13 customers whose agreements expired. Re-signed the credit agreement of three units. Five online booking companies were newly signed: eLong.com, Mobile 12580, Telecom 1 18 165438, China Airlines, billion inn, etc. (The main customers of online booking still come from the big three, namely Ctrip, E Long and Tongcheng. From 20xx 1 to 10, the total number of rooms booked by the hotel through the reservation network is 249).
B. Customer maintenance: First, classify and file the original customer data, and visit the dormant agreement customers one by one. According to the interview, there are probably the following reasons why customers don't come to spend money: First, the company moved its office and chose a nearby cooperative hotel; Second, the company changed the person in charge of outreach; Third, subjectively feel that the hotel facilities and equipment are too old and give up cooperation; Fourth, we just signed an agreement on the preferential price of cooperation temporarily, and there was no chance to continue cooperation afterwards.
Secondly, we extend point redemption to chess and cards, so that guests who have spent a long time on chess and cards can also get benefits through point redemption. As of165438+1October 30th, 240 bonus cards have been distributed to rooms, and 129 rooms have been redeemed for bonus points. Handling loyalty cards for customers has achieved certain results in attracting repeat customers and stabilizing customers.
The third aspect is to select some loyal customers among qualified guests to develop into gold card customers. Gold card 17 issued in 20xx (ICBC Wang Jun, Chen Aiyun, Beike Company Chen Hongwei, etc. ).
3. Overall development of tourism market.
For a long time, hotels and travel agencies have hardly cooperated. This year, the marketing department has made a major breakthrough in this regard. In April, the hotel began to cooperate with CYTS, Jingxiang International Travel Service and Xiangxi International Travel Service. By the end of 165438+1 October 30th, the hotel * * * had received 383.5 guest rooms for travel agencies (16 was exempted by travel agencies, so the travel agencies actually used about 400 hotel rooms), and the revenue of * * * was 57,929 yuan (average house price)
During the period from 20xx 1 to 1 1, all kinds of banquets booked by the marketing department, including team meals included in catering consumption, totaled more than 286,000 yuan (including catering income 13 1484 yuan). It will definitely exceed 300 thousand in the whole year. This achievement has made a corresponding contribution to the completion of the overall business objectives of the hotel.
Second, the shortcomings of the marketing department in the work
1, lack of ability to grasp market trends and respond to market changes.
The marketing department is the functional department responsible for handling public relations and sales business, and it is an important window for the hotel to improve its reputation and establish a good image. Play the role of staff and assistant in business decision-making and marketing planning. However, it is rather rough to deal with the changes of the whole tourism market because it is not good at capturing market trends, and the channels for obtaining information are single or the market information is not paid enough attention. The most prominent example is the loss of the qualification of the designated unit in Changsha municipal government procurement meeting in 20xx. Mainly because I didn't pay attention to the release of relevant information, I directly missed the opportunity to bid. Here, we should conduct a profound review. Another deficiency is that it is impossible to formulate corresponding marketing strategies according to the changes of target markets and seasons.
2. Lack of interaction with guests.
In the daily work of the marketing department, except in the process of meeting reception, there is little time for face-to-face communication with customers, and there is almost no opportunity to communicate with customers. Or there is such an opportunity that we inadvertently let it go. We can't know what the guests need, and we can't get the intuitive feeling of the guests' consumption in the hotel. Even if there are complaints or suggestions, the guests may not find the object to express. It is difficult to create a home-away and warm consumer experience for guests. This aspect is exactly what we ignore in our daily work.
3. The development of emerging markets and new customers is not strong enough.
In 20xx, although the marketing department has made great progress in the reception volume of travel agency teams and conference teams compared with the past, it is not strong enough in general, and there should be more room for improvement. The room rate of tour group accounts for less than 1% of the annual room rate, and the room rate of conference team and tour group accounts for less than 3.5% of the hotel room rate, and even fewer customers develop new agreements throughout the year. In the case of fierce competition in Changsha hotel industry, the original target consumer groups have almost been carved up, which requires us to spare no effort to develop new customers and find emerging consumer markets. Obviously, the energy invested by the marketing department in this respect is not enough.
Hotel Marketing Director's Year-end Summary 6 Time flies like a meteor in the sky. I hope I can seize this short moment. Unconsciously, I have been in xx pharmaceutical company for a month. Looking back on the work during this period, I make the following summary.
First, the change of ideas.
Concept can be said to be a relatively fixed thing, and a person must go through a long-term ideological struggle to change his original concept. Although sales are one thing. However, different products face different adaptation groups and different consumer groups. Different companies have different sales models. We must change from passive work to active customer development and many other ideas.
Second, the implementation of post responsibility
As a salesperson, my job responsibilities are:
1, do everything possible to complete the regional sales task;
2. Strive to complete the requirements in the sales management measures;
3. Be responsible for strictly implementing all procedures of products;
4. Actively and extensively collect market information and report to leaders in time;
5. Strictly abide by the company's rules and regulations;
6. Have a high degree of professionalism and a high sense of ownership;
7, complete other work assigned by the leadership. Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding that my actions conform to the terms of my duties. First, I can start with product knowledge, carefully analyze market information while understanding product knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions, analyze the market situation, existing problems and countermeasures, so that in my daily work, after receiving the tasks assigned by the leaders, I actively start and finish the tasks on time on the premise of ensuring the quality of work.
Third, clarify the task objectives and strive to complete them on time with good quality and quantity.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should take the initiative to understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit. On the other hand, I want to actively think about and supplement the marketing model.
Fourth, the current market analysis
Take three goods in x months; Take three items in x month. Xx injection is only in xx, although the economy in xx area is backward. But the market potential is huge. Generally speaking, Guizhou market is developing better than xx market. Yunnan market: A customer made cefixime chewable tablets in xx and ate two tablets in March. Xx market: Cefoxime chewable tablets have three customers, and tiopronin injection has customers in xx, xx, xx and xx regions respectively. Among them, the cumulative sales volume of xx reached 14, and the sales volume of sorted articles in other regions was not ideal. Judging from the above sales data, xx is basically a blank market. Cefexoxime chewable tablets are basically blank in Guizhou. Xx accounts for less than one-third of the market share of xx. Judging from the economic and market norms of the two places, xx has advantages over xx. From the product structure, cefixime chewable tablets go to the terminal. Tiopronin injection and betaxolol hydrochloride eye drops can only be used clinically. (All clinical varieties need to win the bid when they enter the hospital, and the early development time is long). The situation is also quite grim.
Verb (abbreviation of verb) 20xx regional work idea
1, for old customers and regular customers, we should always keep in touch and do a good job in customer relations.
2. While having old customers, we should constantly obtain more customer information from various media.
3. If you want to have a good performance, you must strengthen your business study, broaden your horizons, enrich your knowledge, adopt diversified forms, and combine learning business with communication skills.
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