Hotel Sales and Food Service Catering Applications

1
Chapter 9

• Hotel Sales and Food Service Catering Applications

2
Objectives

• Identify characteristics of the guestroom and
  functions room sales that affect the design and
  operation of hotel sales software
• Identify types of data, files, and reports used
  in the operation of a sales office
• Identify characteristics of revenue management in
  hotel operations that affect design and
  operations of hotel sales software
• Features and functions of software designed for
  off-premises catering operations

3
Control Books

• The purpose of guestroom Control Book it to guide
  guestroom activity by providing the sales office
  with the maximum number of guestrooms it can sell
  to groups on a given day.
• In non-automated properties the key to
  successful function and banquet space control is
  the function book

4
Banquet event order (BEO)

• Kitchen reports
• Setup reports
• Revenue forecast reports

5
Benefits of Automation

• Tedious tasks accomplished quickly
• Information accessed instantaneously
• Personalized mailings facilitated
• Human error reduced
• Training costs decreased
• Information stored
• Communications enhanced

6
Account Files

• Sales reports and correspondence
• Master card file used to create mailing lists
• Sales forecasts
• Account bookings, market segments, sales staff
  productivity, average room rates, occupancy
  revenue, service history, lost business and
  marketing data.
• Cover count and revenue summary (forecast for
  non-automated properties) produced in seconds
  with automated systems.
• Sales Performance by Market Segment report

7
Revenue Management Software

• Revenue Management Software Achieves
• Continual monitoring
• Consistency
• Information availability
• Performance tracking
• Trace Files In non-automated sales offices a
  trace file (Tickler file, bring-up file, of
  follow-up file) is used as an aid for following
  up accounts

8
Revenue Management

• Also called yield management set of demand
  forecasting techniques to determine if prices
  should be raised or lowered.
• Based on supply and demand
• Yield - ratio of actual revenue to potential
  revenue
• Group Booking Pace rate that group business is
  booked

9
Off-Premises Catering Software Files

• Ingredient file non food items, labor,
  utensils, production equipment,etc.
• Recipe file
• Menu item file
• Proposal/contract file
• Inventory file
• General accounting file
• Cost analysis worksheet can be converted into a
  cost analysis report