中餐厅提成方案

1/7ChineseRestaurantSalesandRestaurantmanagementPerformanceIncentivePlan关于中餐销售及楼面治理业绩嘉奖方案事宜Purpose目地：InordertoEnhancethesalesofChineserestaurant&keepdevelopingnewcustomersconstantly,motivateChineseRestaurantSalesteam’senthusiasm&drivingtherevenue,theincentiveplanarelistedasfollow：增加中餐厅的销售同时不断地开发的客户，激发中餐销售人员的乐观性，全面营销，共同创收，故此修订业绩嘉奖提成方案如下：一、ChineseRestaurantSales中餐销售部

Level NormalMonth

Privateroomminimumtarget务

Minimumexpenseinprivateroom额

Incentiveminimumrevenue额

BanquetincentiveMonthNormal

Banquetincentiveminimumrevenue〕Chinese

(self-define)

18rooms/ppAbove

70000RMB/pp

Month

25000RMB/ppRestaura

18/人

2000/room

(self-define)

ntsales 7级manager

〕

2000上/间 份〕经理

PeakMonth(self-define)

24rooms/ppAbove2000/room

PeakMonth75000RMB/pp(self-define)

45000RMB/pp〕NormalMonth

75000/人 份〕Normal

ChineseRestaura

(self-define)

12rooms/pp12/人

Above2000/room

40000RMB/pp40000/人

Month(self-define)

25000RMB/pp25000/人ntSalesexecutive 8级

〕

2000上/间 份〕主任

PeakMonth(self-define)

14rooms/pp Above2000/room

PeakMonth45000RMB/pp

45000RMB/pp〕

45000/人 份〕

Incentiveminimumrevenue:Normallyis15timesofposition’spayroll.15倍左右SupposeoneChineseRestaurantmanager’ssalaryisRMB5000,incentiveminimumrevenuewouldbe:RMB5000*15=RMB75000一位中餐厅销售经理的工资为5000：RMB5000*15=RMB75000SupposeoneChineseRestaurantsalesexecutive’ssalaryisRMB3000,incentiveminimumrevenuewouldbe:RMB3000*15=RMB450003000：RMB3000*15=RMB45000Suggestion:BetternotsetsalaryforChineseSalesteamtoohigh,theyneedtoearnincentivebaseontheirperformancemore.Calculationstandard:计算标准：TherevenueofeachprivatediningroomshouldbeminimumRMB2,000,forrevenuesbelowRMB2,000,it’snotcountedinPrivateroomtarget,butinIncentiveminimumrevenue.(Youcanproposetheminimumchargeofprivatediningroombaseonlocalconsumerpower)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(各家酒店依据当地的消费制定包房最低消费)Iftherevenueofyourbring-inexceedsIncentiveMinimumrevenue&alsoeachpositionreachedtheminimumPDRreservationtarget,theincentiveplanis5%oftheexcessamountofmoney.假设每月中餐订台营业额超出嘉奖起点营业额并且也到达各职位的最低包房任务；所超出部份金额，5%的计算方式进展嘉奖。Iftherevenueofyourbring-inexceedsIncentiveMinimumrevenue&buteachpositiondidn’treachtheminimumPDRreservationTarget,theincentiveplanis90%ofthetotalcommission.905%90%。Forstaffwhobookedlessthan5tablesinBQT,countthetargetofprivateroomsformission.5席以下的按最低包房任务计算订台任务。Developnewcustomers’reservation:ChineseRestaurantExecutive:2privaterooms/month/pp;ChineseSalesManager:3privaterooms/month/pp.(Forwardcustomers’businesscardtoF&Bofficeeverymonth)每月订2间每月订3/〔每月交客户名片到餐饮办公室〕Thetotalincentiveratio:90%personalreward,10%teamreward.(ForFinancetooperate)嘉奖总额中个人占提成90%，部门占10〔由财务部内部操作〕Reservationsfromowngroup/company,staffpriceexpensesandcashvouchercannotbegroupedintoprivateroomreservationforcustomerservicedepartmentstaff.本集团的订台、员工价消费局部、现金券消费局部不计算入客户效劳部员工的订台任务内。i.e.ifcustomerpaywithpartcash,partcashvoucher,countthecashpartforincentivecalculationonly.即如客人以局部现金、局部现金消费券结账，则按所收现金额局部计算提成嘉奖。二．BanquetIncentivecalculationstandard宴会提成计算标准1、Groupdinningreservationfor5tables(orabove)iswithintherangeofBanquetIncentivereward.Anditcannotbecountedasyourbring-inChineseRestaurantrevenueinventive.5〔5席2、BanquetonlysetsBanquetIncentiveStartingpointRevenue,exceedsandabidebybanquetregulationsgets1%commissionfromtotalrevenue.ForChineseSalesTeam:sincethere’snobanquettarget,therewouldbeonlyrewardandnopunishmentintheory.1%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，进展销售，侧可以按1%的营业额提成。一些特需状况下，在餐饮总监及总经理特别批准下；对于酒店标准菜单或售价上进展了调整及优待，就按以下方案计算提成方案：BanquetIncentivereward:whengrossprofitrateofmenuisabove61%,forthepartabovethebanquetincentivestartpointrevenueget1%commission,whengrossprofitrateiswithin58%-60%,onlycount50%ofrevenu0.5%commissio,below58%grossprofitrate,no(GrossprofitrateneedsconfirmationsignaturefromFCandDOFB.)(YoucanproposeGOP/Foodcostschemebaseonyourhotelsituation)宴会业绩嘉奖提成酒席的菜单毛利率需到达61%1%58%－60%只能计算营业额的50%；即0.5%提成，低于58%的毛利率不设嘉奖提成〔毛利率须经财务经理、餐饮总监签名确认〕(各家酒店可以依据自己的实际经营状况进展调整毛利率或食品本钱比例)二、ChineseRestaurantServicemanagementperson中餐楼面治理人员Title职称Manager经理Supervisor主管Attendantsandhotelotherstaff效劳员及酒店全部其他员工

Level级别Level6级Level7级AnyLevel任何

minimummission包房任务底线10privaterooms/pp/month10台/人/月8privaterooms/pp/month8台/人/月None没有

Minimumexpenseinprivateroom包房最低消费额AboveRMB2000/room2000元以上/台AboveRMB2000/room2000元以上/台AboveRMB2000/room2000元以上/台2%作为嘉奖

BanquetRewardMonth宴会嘉奖月份NormalMonth(self-define)〕PeakMonth(self-define)〕NormalMonth(self-define)〕PeakMonth(self-define)〕NormalMonth(self-define)〕PeakMonth(self-define)〕

Banquetincentiveminimumrevenue宴会嘉奖起点营业额〔按月累计〕RMB25000/pp25000元/人RMB45000/pp45000元/人RMB25000/pp25000元/人RMB45000/pp45000元/人Notapplicable不适用Notapplicable不适用Purpose目地：ToLettheChineseRestaurantservicemanagementteamtobeinvolvedintheoutletsalestask,andtostrengthenguestsandbookers’connection,encouragestaff’sworkingmotivation.推动餐厅楼面治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，鼓舞员工工作乐观性。Calculationstandard计算标准：RevenueRMB2000oraboveperroom(includingbeverages)iscountedinChineseRestaurantmanagementpersonprivateroommission.Everymonththetotalnumberofroomreservationneedtoexceedprivateroommissionandeveryroom’srevenueshouldbeatleastRMB2000.ChineseRestaurantmanagementpersoncanget2%incentivebasedontotalrevenue.每台消费额到达2000元〔包含酒水〕以上则计算入中餐楼面治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到达2000元以上，中餐楼面治理人员侧可以按总消费金额的2%来提成。Forstaffatotherdepartments:everysuccessfulprivateroomreservationmustincludereception,salesandservice(Andeachreservationmustincludeguestname,contactnumber,companynameetc.detailedinformation,guestsconfirmprivateroomandcomeasexpected),filloutF&Breservationformcompletely,hasreservationdocumentreport.Foreveryvalidprivateroomreservationgets2%incentiveoutoftotalrevenue.酒店其他部门员工；每成功承受一个有效包房预定包括接待、推销、效劳工作〔有客人姓名、联络方式、公司名称等具体资料，确认包房并如期前来消费每个有效包房预定嘉奖为实际消费的2%。Forexample例如S&MPriscillamade35reservationsintotalinChineseRestaurantatFeb,actualprivateroomdinningnumberis30.Totalrevenuefor30privateroomsisRMB150,000(RMB150,000*2%=RMB3,000).PriscillacangetRMB3,000incentivesatFeb.销售部员工Priscilla在中餐厅23530间。3015000元15000*2%=3000Priscilla当月可拿到人民币3000的包房销售嘉奖。Forstaffwhobookedlessthan5tablesinBQT,countthetargetofprivateroomsformission.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。Reservationsfromowngroup/company,staffpriceexpensesandcashvouchercannotbegroupedintoprivateroomreservationforcustomerservicedepartmentstaff.本集团的订台、员工价消费局部、现金券消费局部不计算入订台任务内。Thetotalincentiveratio:90%personalreward,10%teamreward.(ForFinancetooperate)嘉奖总额中个人占提成90%，部门占10%〔由财务部内部操作〕Ifrevenueofprivateroomcontainstobacco,hotelcouponoritemsthatwererewardedformhotelpromotion,theycan’tbecalculatedtogether.Andthepriceneedstobedeductedfromthetotalrevenue,thencounttheincentive.包房消费金额中含有烟草、礼券及酒店促销含有嘉奖的产品不行同时享受，将扣除此项金额再计算奖励。6、BanquetIncentivecalculationstandardforChineseRestaurantServiceTeam&ChineseSalesisthesame〔PleaserefertotheaboveBQTincentivecalculationstandard〕中餐楼面治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、PrivateRoomReservationandsupervisionsystem订台及监视制度Privateroomreservationisvalidforprivateroomtargetifthereservationismadebystaffbyvoluntarilycallingguestsorguestsmakereservationbyaskingspecificstaff.订台必需是员工本人主动联系客人或客人指定该员工订台，才算入该员工的订台任务。Ifguestswalkintherestaurantandbooktheprivateroom,itdoesnotcountforprivateroommission.如客人进入餐厅时订台，则不计算入订台任务。WhenChineseRestaurantSalespersonorRestaurantservicemanagementpersonmakeprivateroomreservationcountswhenguestshaven’tarrivedrestaurant(bymobilephone):FirstthePDRbookercallsthereceptiondesk(orChineseRestaurantsupervisors)inadvance,thenhostessorsupervisornotedownthenameoftheguestorhis/herscompanyname,roomnumber(tablenumber),numberofpeople,arrivingtime,bookingperson’sname(i.e.ChineseSalespersonormanagementperson),everydayafteroperationhostesswillgatherallstatistics,askmanagertosignhis/hernameandsendtoFinance.〔中餐销售人员或楼面治理人员〕先打到迎宾台〔或中餐部楼面主管级以上人员〕提前预定为准，由咨客(台号(席数(即中餐销售部员工或楼面治理人员)Beforeclosingtimeofeveryday,restauranthostessneedtofinalizedailyprivateroomreservationsummarysheet(enclosedwithtemplatetable).SetanotherbookforChineseSalesdepartmentprivateroomreservationandservicemanagementperson’sguestprofileandguestinformationforrecord.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治理人层的客人档案及客情资料作记录。6、Fordailyprivateroomreservationsummarysheetismadebyhostess,signedandconfirmedbyrestaurantmanager,DOFB,sendtoFinancetobecomeeffective.中餐销售部及餐厅楼面治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。7Financewillmakemonthlyprivateroomreservationbasedondailyone&calculateincentivebasedonthisplan,andpaytostaffpersonalsalarybymonth.财务部凭每天的订台汇总表进展每月结算，对中餐销售员工及楼面治理人员的订台及客人消费额状况依据提成方案进展相应的嘉奖，并且计算在当月的工资发放。8、ChineseSalespersonandChineseRestaurantmanagementpersonmustnotborroworexchangeprivateroombookingetc.Anycheatingonceinvestigatedandverified,everyonewillbeservedbymisconductletter.Ifonecheatsforthreetimes,dismissimmediately.中餐销售人员和中餐楼面治理人员之间不能消灭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。ChineseRestaurantTeamReward中餐团队嘉奖3%ofrestaurantrevenueabovebudgetpartisincentiveforrestaurantandkitchen.餐厅营业额超过预算局部的3%做为餐厅及厨房的嘉奖。ChineseRestaurantbudgetrevenueforMayis1,100,000,andactualrevenueforMayis:1,200,000.Abovebudget100,000.EveryindexofP&Lattheendofthemonthiswithinbudget.51，100，000，实际五月营业额1，200，000。超出预算100，000.在月底P&L报告中各项指标都在预算中。Ifrestaurantexpensesareallreasonable,teamcanearnthewholecommission.EachoverspendP&Lbudgetabove5%thendeduct10%outofthetotalcommission.基于餐厅各项费用都在合理状况下P&L每项预算超支5%以上则扣除总奖金的10%e.g.:ChineseRestaurantbudgetrevenueforMayis:1,100,000andactualrevenueforMayis:1,200,000.Overspend100,000.TwoindexesofP&Lattheendofthemonthareabovebudget7%.51，100，0001，200，000。超出预算100，000.在月底的P&L7%〔RMB1200000-RMB1100000〕*3%*〔1-20%〕=RMB2400AfterDOBF,FC-IA,FCandGM’sapproval,theincentivewillpaytostaffpersonalsalarybymonth,andstaffshouldpayfortax.经由餐饮总监、收入审计、财务总监和总经理审批后，嘉奖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BeverageIncentivePlan酒水嘉奖POLICY政策:•AllF+Bassociatescantakepartofthewine+ChineseSpiritSalesincentiveprograminourhotel.全部餐饮部员工都可参与葡萄酒及中国白酒销售嘉奖打算。•TheincentivesaresponsoredbyHotel.嘉奖金将由酒店供给。•Allwines+ChineseSpiritwillhaveanincentiveaward〔excludingallonconsumptionbeverage+monthlyPromotionWine).全部酒单上的葡萄酒及中国白酒都供给嘉奖金〔全部代销酒及月酒除外〕Tomaintaintheimportance wewillhaveincreaseourwineselling，thefollowingsystemforincentives:为了更好的提高葡萄酒销量，将遵循以下嘉奖金制度进展运作。TheassociateswillobtainRMB20inreturnwhensellingabottleofWinewithRMB300-600.RMB30inreturnwhensellingabottleofWinewithRMB601andabove.300-6002060130元的奖金。eslnB0nreturnnsellingaefhineseSpiritwithRMB500-1000.RMB30inreturnwhensellingabottleofChineseSpiritwithRMB1001andabove.500-100020100130元的奖金。befilledincorrectlyandtidilywiththesignatureofoutletManagerandforwardittoFood&BeverageOfficeforapprovalby2ndofthenextmonth.每月销售记录表格必需清楚、真实牢靠，由餐厅经理签字认可；并予当月二号之前交与餐部审批。MonthlySaleRecordFormmustpostonthenoticeboardtomotivatetheassociates.每月销售记录表格粘贴在餐厅告示牌上，来鼓舞员工。ThebonusmustbeapprovedFoodandBeverageDirector,FinancialControllerandGeneralManagerandwillbeissuetostaffwithmonthlysalary.Theincentiveincometaxundertakesbypersonally.奖金必需由餐饮部总监，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担当。PROCEDURE程序:Restaurantstaffmustmakegreateffortstoup-sellbyusingtheskill.餐厅员工必需运用推广效劳技巧，努力向客人推广。Restaurantcashiermustenterupthefigurewellandtrulywithallinformationneedaccordingtoeverysinglecaptainorderwithincentiveitemsonitaftereachshiftend.每日营业完毕后餐厅收银员依据点菜单上所供给的资料，照实填写员工当日销售记录表。Inordertoassisttheentirerestaurantachievingthewholemonthgoal.OutletmanagerorsupervisorwillsummarizeuptodatefigureseachMondaytomonitortheprocessofincentiveprogrambybriefingthestaff.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，反响给员工以便员工推销。AfterapprovalbyFCandGM,Financialdepartmentwillputtheincentiveintothesalarysystem.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。GaoandVincent:以下是我对以上奖金打算的反响意见：HICliff,Itisacomprehensiveincentiveprogram.Itseemsabitcomplicated.Ihavecommentsbelow:Minimum2000RMBiseligibletoIncentive:willthispolicyleadtoascenariothatemployeemaymisleadguest to high spending. We need our guests feel we are thinking of their benefits, not theirmoney. additionallyfornewrestaurantswithin3-6months,itisrecommendedtoremovethispolicyastherestaurantneedstorampupbusiness.Wemayimplementthispolicywhilebusinessisstablized.Instead,Canweconsidersetafixincentiveforaroom,say50RMBformiddle