中餐厅提成方案

1/7ChineseRestaurantSalesandRestaurantmanagementPerformanceIncentivePlan关于中餐销售及楼面管理业绩奖励方案事宜Purpose目地：InordertoEnhancethesalesofChineserestaurant&keepdevelopingnewcustomersconstantly,motivateChineseRestaurantSalesteam’senthusiasm&drivingtherevenue,theincentiveplanarelistedasfollow：增强中餐厅的销售同时不断地开发新的客户，激发中餐销售人员的积极性，全面营销，共同创收，故此修订业绩奖励提成方案如下：一、ChineseRestaurantSales中餐销售部Title职称Level级别Month月份Privateroomminimumtarget包房最低任务Minimumexpenseinprivateroom包房最低消费额Incentiveminimumrevenue奖励起点营业额BanquetincentiveMonth宴会奖励月份Banquetincentiveminimumrevenue宴会奖励起点营业额（按月累计）ChineseRestaurantsalesmanager中餐销售经理7级NormalMonth(self-define)正常月份（自行定义）18rooms/pp18间/人Above2000/room2000元以上/间70000RMB/pp70000元/人NormalMonth(self-define)正常月份（自行定义）25000RMB/pp25000元/人PeakMonth(self-define)旺季月份（自行定义）24rooms/pp24间/人Above2000/room2000元以上/间75000RMB/pp75000元/人PeakMonth(self-define)旺季月份（自行定义）45000RMB/pp45000元/人ChineseRestaurantSalesexecutive中餐销售主任8级NormalMonth(self-define)正常月份（自行定义）12rooms/pp12间/人Above2000/room2000元以上/间40000RMB/pp40000元/人NormalMonth(self-define)正常月份（自行定义）25000RMB/pp25000元/人PeakMonth(self-define)旺季月份（自行定义）14rooms/pp14间/人Above2000/room2000元以上/间45000RMB/pp45000元/人PeakMonth(self-define)旺季月份（自行定义）45000RMB/pp45000元/人Incentiveminimumrevenue:Normallyis15timesofposition’spayroll.奖励起点营业额的拟定制度：一般是本职位工资的15倍左右SupposeoneChineseRestaurantmanager’ssalaryisRMB5000,incentiveminimumrevenuewouldbe:RMB5000*15=RMB75000一位中餐厅销售经理的工资为5000元，那么她的奖励起点营业额：RMB5000*15=RMB75000元SupposeoneChineseRestaurantsalesexecutive’ssalaryisRMB3000,incentiveminimumrevenuewouldbe:RMB3000*15=RMB45000一个中餐销售主任的工资为3000元；她的奖励起点营业额：RMB3000*15=RMB45000元Suggestion:BetternotsetsalaryforChineseSalesteamtoohigh,theyneedtoearnincentivebaseontheirperformancemore.建议各酒店的中餐销售团队人员工资不要设定太高，更多是要他们靠业绩拿提成。Calculationstandard:计算标准：1.TherevenueofeachprivatediningroomshouldbeminimumRMB2,000,forrevenuesbelow2/7RMB2,000,it’snotcountedinPrivateroomtarget,butinIncentiveminimumrevenue.(Youcanproposetheminimumchargeofprivatediningroombaseonlocalconsumerpower)所定包房需要每间消费额达到2000元以上，对于消费低于2000元则不计算入包房任务内，只计算在奖励起点营业额。(各家酒店根据当地的消费制定包房最低消费)2.Iftherevenueofyourbring-inexceedsIncentiveMinimumrevenue&alsoeachpositionreachedtheminimumPDRreservationtarget,theincentiveplanis5%oftheexcessamountofmoney.如果每月中餐订台营业额超出奖励起点营业额并且也达到各职位的最低包房任务；所超出部份金额，按5%的计算方式进行奖励。3.Iftherevenueofyourbring-inexceedsIncentiveMinimumrevenue&buteachpositiondidn’treachtheminimumPDRreservationTarget,theincentiveplanis90%ofthetotalcommission.如果每月定台营业额超出奖励起点营业额但是没有达到最低包房任务的话，只能得到提成的“90%”即5%的90%。4.Forstaffwhobookedlessthan5tablesinBQT,countthetargetofprivateroomsformission.凡订餐5席以下的按最低包房任务计算订台任务。5.Developnewcustomers’reservation:ChineseRestaurantExecutive:2privaterooms/month/pp;ChineseSalesManager:3privaterooms/month/pp.(Forwardcustomers’businesscardtoF&Bofficeeverymonth)要求开拓新客户订台：中餐销售主任每月订2间/人，中餐销售经理每月订3间/人，（每月交客户名片到餐饮办公室）6.Thetotalincentiveratio:90%personalreward,10%teamreward.(ForFinancetooperate)奖励总额中个人占提成90%，部门占10%作为团队奖励。（由财务部内部操作）7.Reservationsfromowngroup/company,staffpriceexpensesandcashvouchercannotbegroupedintoprivateroomreservationforcustomerservicedepartmentstaff.本集团的订台、员工价消费部分、现金券消费部分不计算入客户服务部员工的订台任务内。i.e.ifcustomerpaywithpartcash,partcashvoucher,countthecashpartforincentivecalculationonly.即如客人以部分现金、部分现金消费券结账，则按所收现金额部分计算提成奖励。二．BanquetIncentivecalculationstandard宴会提成计算标准1、Groupdinningreservationfor5tables(orabove)iswithintherangeofBanquetIncentivereward.Anditcannotbecountedasyourbring-inChineseRestaurantrevenueinventive.凡订餐5席以上（含5席）的团体用餐列入为宴会业绩奖励提成范围，不能计入中餐订餐营业额提成。2、BanquetonlysetsBanquetIncentiveStartingpointRevenue,exceedsandabidebybanquetregulationsgets1%commissionfromtotalrevenue.ForChineseSalesTeam:sincethere’snobanquettarget,therewouldbeonlyrewardandnopunishmentintheory.宴会只设定宴会奖励起点营业额，超过了并符合宴会规定按1%的营业额提成。对于中餐销售团队来说；没有宴会任务，原则上也就是“只奖不罚”。Theoretically,banquetsaleshouldabidebythestandardmenumadebyExecutiveChef,andthenget1%commissionfromtotalrevenue.Insomespecialoccasion,afterthepermissionofDirectorofF&BandGM,madesomeadjustmentanddiscountonhotelstandardmenuorprice,andthenfollowtheplanstatedbelowforincentive:原则上，严格按行政总厨的标准菜单，进行销售，侧可以按1%的营业额提成。一些特需情况下，在餐饮总监及总经理特殊批准下；对于酒店标准菜单或售价上进行了调整及优惠，就按以下方案计算提成方案：BanquetIncentivereward:whengrossprofitrateofmenuisabove61%,forthepartabovethebanquetincentivestartpointrevenueget1%commission,whengrossprofitrateiswithin58%-60%,onlycount50%ofrevenue（0.5%commission）,below58%grossprofitrate,nocommission.3/7(GrossprofitrateneedsconfirmationsignaturefromFCandDOFB.)(YoucanproposeGOP/Foodcostschemebaseonyourhotelsituation)宴会业绩奖励提成酒席的菜单毛利率需达到61%以上，超出宴会奖励额部份按1%提成，毛利率在58%－60%只能计算营业额的50%；即0.5%提成，低于58%的毛利率不设奖励提成。（毛利率须经财务经理、餐饮总监签名确认）(各家酒店可以根据自己的实际经营情况进行调整毛利率或食品成本比例)二、ChineseRestaurantServicemanagementperson中餐楼面管理人员Title职称Level级别Privateroomminimummission包房任务底线Minimumexpenseinprivateroom包房最低消费额BanquetRewardMonth宴会奖励月份Banquetincentiveminimumrevenue宴会奖励起点营业额（按月累计）Manager经理Level66级10privaterooms/pp/month10台/人/月AboveRMB2000/room2000元以上/台NormalMonth(self-define)正常月份（自行定义）RMB25000/pp25000元/人PeakMonth(self-define)旺季月份（自行定义）RMB45000/pp45