Hotel marketing planning?

According to the present situation of the hotel, first of all, establish the idea of "market-oriented, sales-oriented"; In order to better carry out the sales work, the marketing plan and marketing promotion plan are formulated and gradually implemented in the work.

Chapter I Objectives and Tasks

1. Guest room objectives and tasks: 1 10,000 yuan/year.

Second, the catering objectives and tasks: 10,000 yuan/year.

Three. Start and end time: year month day to year month day.

Chapter II Situation Analysis

I. Market situation

1 and 200 1 year, there are more than 10000 hotel rooms in the city, and it is expected that 1~2 hotels will open one after another this year.

2. The competition will be fierce, and the phenomenon of "more monks than porridge" will not be significantly improved, and the price reduction competition will continue.

3. Hotels competing with our store for the team market this year are: Hongyun Hotel, Overseas Hotel, Haikou Hotel, Seaview Bay Hotel, Changsheng Hotel, Yuhai Hotel, Hairun Hotel, Financial Building, Gold, Wanhua, Nantian, Huitong, Wuzhou, Taihua and Oslock.

4. Our competitors in the personal market are Taihua, Seaview Bay Hotel, Changsheng Hotel, Overseas, Haikou Hotel, Finance, Hongyun, Oslock, Wanhua, Nantian and Fu Hao.

5. Forecast: The competition among newly-opened hotel teams will be more intense; The individual market is balanced; The conference market has great potential.

Second, competitive advantages and disadvantages

1, a three-star hotel with a good geographical location.

2. The old Samsung hotel has a high reputation and a full range of rooms.

3. Catering and conference facilities.

4. Surrounded by high-star hotels, the facilities and equipment have been renovated, but there is still a gap compared with the surrounding hotels.

Chapter III Market Positioning

As a mid-range tourist business hotel in the city, give full play to the advantages of the hotel's geographical location, catering and conference facilities, and aim at the mid-range consumer groups: (1) domestic standard team. (2) Overseas tourism teams. (3) Mid-range personal business travelers. (4) Various meetings.

First of all, the tourism market is divided into:

(1) Team-local travel agencies and overseas travel agencies (Beijing, Shanghai, Guangdong, Southeast Asia, Japan, South Korea, etc. )

(2) FIT-first, Haikou and its surrounding areas, and then business companies in big cities such as Beijing, Shanghai and Guangzhou outside the island.

(3) Meeting-Qionglai municipal government departments, enterprises and institutions, business companies inside and outside the island.

Second, the division of sales season

1, peak season: 1, 2, 3, 4, 5, 10,1,1February (including golden week months: 10, 2,

2. Average seasons: July and August.

3. Low season: June and September

Third, the classification of travel agencies

1, which can be divided into three categories: A, B and C according to the population size.

Class A: China Travel Agency, Neptune, Wind Travel, Folk Customs, Shanhai International Travel Agency, Jintu Travel Agency, Shida International Travel Agency, Sailing, Shanhai, Hong Kong and Macao International Travel Agency, Sightseeing, Leisure, Aviation Vacation, Nanshan Jinjiang, Golden Coconut Wind, HNA Business, etc.

Class B: Shenzhou Travel Agency, Provincial Travel Agency, City Travel Agency, Tianya, Yannanfei, Air China, Spring and Autumn, Oriental Holiday, Tianma International Travel Agency, Shenzhou, Mingzhu International Travel Agency, Huaneng Travel Agency, etc.

Class c: other.

* Set the prices of different travel agency teams according to different categories.

(1) Stabilize Class A customers and gradually increase Class A prices.

(2) Vigorously develop B and C customers and expand the proportion of B and C customers.

2. Overseas group travel agencies:

(1) Hong Kong market: China Travel Agency, AVIC Holiday, Kang Hui Holiday and Key Tourism.

Land agencies: Hong Kong and Macao International Travel Service, Wang Hai International Travel Service and Shanghai International Travel Service.

(2) Malaysia's Southeast Asian market

Land agent: Tianma International.

(3) Singapore: Shanhai International Travel Service

(4) Korean market-tropical romantic holiday trip

Land agency: Jingrun International Travel Service

3, determine the key cooperation of travel agencies:

China Travel Service, Shida, Oriental Holiday, Shenzhou, Sailing, Provincial Professional Tourism, Huaneng, Shanhai, Hong Kong and Macao International Travel Service, Neptune, Pearl, Sightseeing, Leisure, Aviation Holiday, Nanshan Jinjiang, Wind Tour, Golden Coconut Wind, Folklore, HNA Business, Air China Style, etc.

Chapter IV Marketing Strategies in Different Seasons

This chapter is based on different months in off-season, golden week, different prices, monthly team and individual ratio, daily business income, monthly task completion, and monthly work priorities.

1, peak season: 1, 2, 3, 4, 5, 10,1,65438+February.

★ 1 day March 2002 (3 1 day) April 2006 (30 days) 5438+0 years 1 1 month (30

Days), 65438+ February (3 1 day):

A, the scheduled ratio of team to individual traveler every day: 6:4,

B. House price: team price: 1 10 yuan/room, and average price: 180 yuan/room.

C. Average monthly occupancy rate: 90%, namely 16 1 room/day.

D daily income: RMB 9666 for the team and RMB 0/0948 for the individual.

E. Total income for five months (153 days): 3 153942 yuan, with an average of 630788 yuan.