中餐厅提成方案.doc

_Chinese Restaurant Sales and Restaurant management Performance Incentive Plan关于中餐销售及楼面管理业绩奖励方案事宜Purpose目地：In order to Enhance the sales of Chinese restaurant & keep developing new customers constantly, motivate Chinese Restaurant Sales teams enthusiasm & driving the revenue , the incentive plan are listed as follow：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、Chinese Restaurant Sales中餐销售部Title职称Level级别Month月份Private room minimum target包房最低任务Minimum expense in private room包房最低消费额Incentive minimum revenue 奖励起点营业额Banquet incentive Month宴会奖励月份Banquet incentiveminimum revenue宴会奖励起点营业额（按月累计 ）Chinese Restaurant sales manager中餐销售经理7级Normal Month(self-define)正常月份（自行定义）18 rooms/pp18间/人Above 2000/room2000元以上/间70000RMB/pp70000元/人Normal Month(self-define)正常月份（自行定义）25000RMB/pp25000元/人Peak Month(self-define)旺季月份（自行定义）24 rooms/pp24间/人Above 2000/room2000元以上/间75000RMB/pp75000元/人Peak Month(self-define)旺季月份（自行定义）45000RMB/pp45000元/人Chinese Restaurant Sales executive中餐销售主任8级Normal Month(self-define)正常月份（自行定义）12 rooms/pp12间/人Above 2000/room2000元以上/间40000RMB/pp40000元/人Normal Month(self-define)正常月份（自行定义）25000RMB/pp25000元/人Peak Month(self-define)旺季月份（自行定义）14 rooms/pp14间/人Above 2000/room2000元以上/间45000RMB/pp45000元/人Peak Month(self-define)旺季月份（自行定义）45000RMB/pp45000元/人l Incentive minimum revenue: Normally is 15 times of positions payroll.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Suppose one Chinese Restaurant managers salary is RMB5000, incentive minimum revenue would be: 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Suppose one Chinese Restaurant sales executives salary is RMB3000, incentive minimum revenue would be: 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l Suggestion: Better not set salary for Chinese Sales team too high, they need to earn incentive base on their performance more.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。Calculation standard:计算标准：1. The revenue of each private dining room should be minimum RMB2, 000, for revenues below RMB2, 000, its not counted in Private room target, but in Incentive minimum revenue. (You can propose the minimum charge of private dining room base on local consumer power)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. If the revenue of your bring-in exceeds Incentive Minimum revenue & also each position reached the minimum PDR reservation target, the incentive plan is 5% of the excess amount of money.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. If the revenue of your bring-in exceeds Incentive Minimum revenue & but each position didnt reach the minimum PDR reservation Target, the incentive plan is 90% of the total commission.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. For staff who booked less than 5 tables in BQT, count the target of private rooms for mission.凡订餐5席以下的按最低包房任务计算订台任务。5. Develop new customers reservation: Chinese Restaurant Executive: 2 private rooms/month/pp; Chinese Sales Manager: 3 private rooms/month/pp. (Forward customers business card to F&B office every month) 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. The total incentive ratio: 90% personal reward, 10% team reward. (For Finance to operate)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. Reservations from own group/ company, staff price expenses and cash voucher cannot be grouped into private room reservation for customer service department staff.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. if customer pay with part cash, part cash voucher, count the cash part for incentive calculation only.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Banquet Incentive calculation standard 宴会提成计算标准1、 Group dinning reservation for 5 tables (or above) is within the range of Banquet Incentive reward. And it cannot be counted as your bring-in Chinese Restaurant revenue inventive.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、 Banquet only sets Banquet Incentive Starting point Revenue, exceeds and abide by banquet regulations gets 1% commission from total revenue. For Chinese Sales Team: since theres no banquet target, there would be only reward and no punishment in theory.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, banquet sale should abide by the standard menu made by Executive Chef, and then get 1% commission from total revenue. In some special occasion, after the permission of Director of F&B and GM, made some adjustment and discount on hotel standard menu or price, and then follow the plan stated below for incentive: 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： Banquet Incentive reward: when gross profit rate of menu is above 61%, for the part above the banquet incentive start point revenue get 1% commission, when gross profit rate is within 58% - 60%, only count 50% of revenue（0.5% commission）, below 58% gross profit rate, no commission. (Gross profit rate needs confirmation signature from FC and DOFB.) (You can propose GOP/Food cost scheme base on your hotel situation)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、Chinese Restaurant Service management person中餐楼面管理人员Title职称Level级别Private room minimum mission包房任务底线Minimum expense in private room包房最低消费额Banquet Reward Month宴会奖励月份Banquet incentiveminimum revenue宴会奖励起点营业额（按月累计 ）Manager经理Level 66级10 private rooms/pp/month10台/人/月Above RMB2000/room2000元以上/台Normal Month(self-define)正常月份（自行定义）RMB25000/pp25000元/人Peak Month(self-define)旺季月份（自行定义）RMB45000/pp45000元/人Supervisor主管Level 77级8 private rooms/pp/month8台/人/月Above RMB2000/room2000元以上/台Normal Month(self-define)正常月份（自行定义）RMB25000/pp25000元/人Peak Month(self-define)旺季月份（自行定义）RMB45000/pp45000元/人Attendants and hotel other staff服务员及酒店所有其他员工Any Level任何None没有Above RMB2000/room2% commission2000元以上/台2%作为奖励Normal Month(self-define)正常月份（自行定义）Not applicable不适用Peak Month(self-define)旺季月份（自行定义）Not applicable不适用Purpose目地：To Let the Chinese Restaurant service management team to be involved in the outlet sales task, and to strengthen guests and bookers connection, encourage staffs working motivation.推动餐厅楼面管理人员也参与到中餐厅推销的工作中，并加强订房人和与客人之间联系工作，鼓励员工工作积极性。Calculation standard 计算标准：1. Revenue RMB2000 or above per room (including beverages) is counted in Chinese Restaurant management person private room mission. Every month the total number of room reservation need to exceed private room mission and every rooms revenue should be at least RMB2000. Chinese Restaurant management person can get 2% incentive based on total revenue.每台消费额达到2000元（包含酒水）以上则计算入中餐楼面管理人员订包房任务内。每月订台需超出包房任务且每台消费额达到2000元以上，中餐楼面管理人员侧可以按总消费金额的2%来提成。For staff at other departments: every successful private room reservation must include reception, sales and service ( And each reservation must include guest name, contact number, company name etc. detailed information, guests confirm private room and come as expected), fill out F&B reservation form completely, has reservation document report. For every valid private room reservation gets 2% incentive out of total revenue. 酒店其他部门员工；每成功接受一个有效包房预定包括接待、推销、服务工作（有客人姓名、联络方式、公司名称等详细资料，确认包房并如期前来消费），完整的填写餐饮预定表，有预定记录报告，每个有效包房预定奖励为实际消费的2%。For example例如S&M Priscilla made 35 reservations in total in Chinese Restaurant at Feb, actual private room dinning number is 30.Total revenue for 30 private rooms is RMB150, 000 (RMB150, 000 * 2%=RMB3, 000). Priscilla can get RMB3, 000 incentives at Feb.销售部员工Priscilla 在中餐厅2月份总共预定了35间包房，实际客人到店用餐为30间。30间的总消费金额为150，000元（150，000 * 2% =3，000）。销售部员工Priscilla 当月可拿到人民币3000的包房销售奖励。2. For staff who booked less than 5 tables in BQT, count the target of private rooms for mission.凡在宴会厅订餐5席以下的按最低包房任务计算订台任务。3. Reservations from own group/ company, staff price expenses and cash voucher cannot be grouped into private room reservation for customer service department staff.本集团的订台、员工价消费部分、现金券消费部分不计算入订台任务内。4. The total incentive ratio: 90% personal reward, 10% team reward. (For Finance to operate)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）5. If revenue of private room contains tobacco, hotel coupon or items that were rewarded form hotel promotion, they cant be calculated together. And the price needs to be deducted from the total revenue, then count the incentive.包房消费金额中含有烟草、礼券及酒店促销含有奖励的产品不可同时享受，将扣除此项金额再计算奖励。6、 Banquet Incentive calculation standard for Chinese Restaurant Service Team & Chinese Sales is the same （Please refer to the above BQT incentive calculation standard）中餐楼面管理人员和中餐销售的宴会提成计算标准是一样的（请以上宴会提成计算标准）三、 Private Room Reservation and supervision system订台及监督制度1. Private room reservation is valid for private room target if the reservation is made by staff by voluntarily calling guests or guests make reservation by asking specific staff.订台必须是员工本人主动联系客人或客人电话指定该员工订台，才算入该员工的订台任务。2. If guests walk in the restaurant and book the private room, it does not count for private room mission.如客人进入餐厅时订台，则不计算入订台任务。When Chinese Restaurant Sales person or Restaurant service management person make private room reservation counts when guests havent arrived restaurant ( by mobile phone): First the PDR booker calls the reception desk (or Chinese Restaurant supervisors) in advance, then hostess or supervisor note down the name of the guest or his/hers company name, room number (table number), number of people, arriving time, booking persons name (i.e. Chinese Sales person or management person), every day after operation hostess will gather all statistics, ask manager to sign his/her name and send to Finance.中餐销售人员或楼面管理人员订房(订台)时应在客人没有到达餐厅前为前提；(以打手机为准)；（中餐销售人员或楼面管理人员）先打电话到迎宾台（或中餐部楼面主管级以上人员）提前预定为准，由咨客或楼面主管级以上人在订房本上记下客人的公司或姓名。房号(台号)，人数(席数)，到达时间，代订人(即中餐销售部员工或楼面管理人员)姓名，每天营业结束后由咨客统计好，由经理签名，再交财务部核对。3. Before closing time of everyday, restaurant hostess need to finalize daily private room reservation summary sheet (enclosed with template table). Set another book for Chinese Sales department private room reservation and service management persons guest profile and guest information for record.楼面咨客每晚收市前做好当天中餐销售部、的订台汇总表（附样版表）。另设一本中餐销售部订台及管理人层的客人档案及客情资料作记录。6、For daily private room reservation summary sheet is made by hostess, signed and confirmed by restaurant manager, DOFB, send to Finance to become effective.中餐销售部及餐厅楼面管理人员的订台汇总由咨客制表，由楼面经理部门总监签名确认，呈上财务部生效。7、Finance will make monthly private room reservation based on daily one & calculate incentive based on this plan, and pay to staff personal salary by month.财务部凭每天的订台汇总表进行每月结算，对中餐销售员工及楼面管理人员的订台及客人消费额情况根据提成方案进行相应的奖励，并且计算在当月的工资发放。8、Chinese Sales person and Chinese Restaurant management person must not borrow or exchange private room booking etc. Any cheating once investigated and verified, everyone will be served by misconduct letter. If one cheats for three times, dismiss immediately.中餐销售人员和中餐楼面管理人员之间不能出现借房或转房的作弊行为，如经调查核实将每人计员工过失单。累计犯三次作辞退处理。Chinese Restaurant Team Reward中餐团队奖励l 3% of restaurant revenue above budget part is incentive for restaurant and kitchen.餐厅营业额超过预算部分的3%做为餐厅及厨房的奖励。Chinese Restaurant budget revenue for May is 1,100,000, and actual revenue for May is: 1,200,000. Above budget 100,000. Every index of P&L at the end of the month is within budget.中餐厅5月营业额预算为1，100，000，实际五月营业额1，200，000。超出预算100，000. 在月底的P&L报告中各项指标都在预算中。l If restaurant expenses are all reasonable, team can earn the whole commission. Each overspend P&L budget above 5% then deduct 10% out of the total commission. 基于餐厅各项费用都在合理情况下，方可得全额奖金。P&L每项预算超支5%以上则扣除总奖金的10%e.g.: Chinese Restaurant budget revenue for May is: 1,100,000 and actual revenue for May is: 1,200,000. Overspend 100,000. Two indexes of P&L at the end of the month are above budget 7%. 例如：中餐厅5月营业额预算为1，100，000，实际五月营业额1，200，000。超出预算100，000.在月底的P&L报告中有二项指标超过预算7%（RMB1200000-RMB1100000）*3%*（1-20%）=RMB2400l After DOBF, FC-IA, FC and GMs approval, the incentive will pay to staff personal salary by month, and staff should pay for tax.经由餐饮总监、收入审计、财务总监和总经理审批后，奖励基金将以现金报销的形式按月发放，相应的个人所得税随当月工资扣缴Beverage Incentive Plan 酒水奖励POLICY政策:All F+B associates can take part of the wine + Chinese Spirit Sales incentive program in our hotel.所有餐饮部员工都可参加葡萄酒及中国白酒销售奖励计划。The incentives are sponsored by Hotel.奖励金将由酒店提供。All wines + Chinese Spirit will have an incentive award（excluding all on consumption beverage + monthly Promotion Wine ).所有酒单上的葡萄酒及中国白酒都提供奖励金（所有代销酒及月酒除外） To maintain the importance we will have increase our wine selling ，the following system for incentives:为了更好的提高葡萄酒销量，将遵循以下奖励金制度进行运作。 The associates will obtain RMB 20 in return when selling a bottle of Wine with RMB 300 - 600. RMB 30 in return when selling a bottle of Wine with RMB 601 and above.员工每销售壹瓶价格在300- 600元之间的葡萄酒可获20元的奖金，价格在601元及以上的可获30元的奖金。 The associates will obtain RMB 20 in return when selling a bottle of Chinese Spirit with RMB 500 - 1000. RMB 30 in return when selling a bottle of Chinese Spirit with RMB 1001 and above.员工每销售壹瓶价格在500- 1000元之间的中国白酒可获20元的奖金，价格在1001元及以上的可获30元的奖金。 Monthly Sale Record Form must be filled in correctly and tidily with the signature of outlet Manager and forward it to Food & Beverage Office for approval by 2nd of the next month.每月销售记录表格必须清晰、真实可靠，由餐厅经理签字认可；并予当月二号之前交与餐部审批。 Monthly Sale Record Form must post on the notice board to motivate the associates.每月销售记录表格粘贴在餐厅告示牌上，来鼓励员工。 The bonus must be approved Food and Beverage Director, Financial Controller and General Manager and will be issue to staff with monthly salary. The incentive income tax undertakes by personally.奖金必须由餐饮部总监，财务总监，总经理批准方可有效，并将在下壹个月与工资一起发放。提成的个人所得税由员工个人承担。PROCEDURE程序: Restaurant staff must make great efforts to up-sell by using the skill.餐厅员工必须运用推广服务技巧，努力向客人推广。 Restaurant cashier must enter up the figure well and truly with all information need according to every single captain order with incentive items on it after each shift end.每日营业结束后餐厅收银员根据点菜单上所提供的资料，如实填写员工当日销售记录表。 In order to assist the entire restaurant achieving the whole month goal. Outlet manager or supervisor will summarize up to date figures each Monday to monitor the process of incentive program by briefing the staff.餐厅经理或主管在每个星期月要汇总到目前为止餐厅所销售酒水总数，反馈给员工以便员工推销。 After approval by FC and GM, Financial department will put the incentive into the salary system.财务总监及总经理审批签字后交给工资主管输入工资系统。 Gao and Vincent: 以下是我对以上奖金计划的反馈意见：HI Cliff,It is a comprehensive incentive program. It seems a bit complicated. I have comments below:1. Minimum 2000 RMB is eligible to Incentive: will this policy lead to a scenario that employee may mislead guest to high spending. We need our guests feel we are thinking of their benefits, not their money. additionally for new restaurants within 3-6 months, it is recommended to remove this policy as the restaurant needs to ramp up business. We may implement this policy while business is stablized. Instead, Can we consider set a fix incentive for a room, sa