MEETINGS INCENTIVE CONFERENCES EXHIBITION/EVENTS IN A HOTEL by Henrietta Ho Executive Assistant Manager Hyatt on the Bund Shanghai 如何为会议提供专业服务 How to provide professional MICE service 会场管理 MICE venue management 人员管理 People management 食品与饮料 Food and beverage 音响视听及搭建 Audio & Video and pre-setup 合同的评审及审查 Contract review and check 危机管理 Crisis Management Venue management Know seating capacity & dimensions of all indoor and outdoor public function space Know seating capacity of restaurants Know outside catering options Know competitors capacity and dimensions Know what type of function is suitable for which area in the hotel ** Do not commit to specific function room in the early stage of contracting, so that you can manage space profitably. Try not to break a large room in the early stage of contracting in case you can sell the entire room on its own later. 会场管理 了解酒店所有会议室及宴会厅的大小 尺寸 了解酒店所有餐厅的客容量 了解酒店可以提供的外卖的选择 了解酒店竞争对手的会议室及宴会厅 大小尺寸 了解酒店各个功能厅适合做的活动类 型 ** 请注意:在洽谈合同初期,请不要承 诺具体的会议场地,以便可以将场地 利益最大化。 会场管理 Venue management 产品知识 Product knowledge 会场规格 Capacity and dimensions 场地布局 Layout and set-up 团队及客人类型 Type of groups/Type of client 餐厅与多功能厅 Restaurant outlet vs Function Room 外卖 Outside catering Product Knowledge Hotel fact sheet Website information similar to Hotel fact sheet Tourist & Destination information Shopping and sight-seeing Airport/train information Operating hours of F&B outlets SWOT analysis of hotel vs competitors *SWOT=Strengths/Weaknesses/Opportun ities and Threats 产品知识 酒店简介 酒店官方网站信息 旅游及目的地信息 购物及景观信息 航班及火车信息 餐厅营业时间信息 酒店及竞争酒店SWOT分析 ** SWOT=Strengths优势 Weaknesse 劣势 Opportunities 机会 Threats 威胁 Capacity and dimensions Layout of each function room with electrical power points, internet lines, wattage capacity for light and sound equipment Seating capacity & dimensions suitable for different types of functions. Layouts of table set-up drawn to scale Internet connectivity Back-of-the-house service area Route for contractors in bringing props and equipment into hotel 会场规格 各个会场内的布局,包括电源,网络接口, 能承受的电力,电压 不同台型在各个会场的可容纳人数(按比例 台型图) 网络连接 后场服务区 搭建进场的路线 场地布局及台型例图 Sample Layout and set-up 场地布局及台型例图 Sample Layout and set-up 场地布局及台型例图 Sample Layout and set-up 场地布局及台型例图 Sample Layout and set-up 场地布局及台型例图 Sample Layout and set-up 活动类型 Type of groups Business Groups 商务团队 Leisure Groups 非商务团队 Type of groups BUSINESS GROUPS Meeting, conference, exhibition, seminar, training, auction, IPO board meeting, product launch, press conference, Shareholders meeting, business forum, convention, sales customer appreciation, introducing new boss. Incentives – can be both business and/or leisure 活动类型 商务团队 会议,展览,研讨会,培训,拍卖,股票上市会, 产品发表会,媒体发表会,答谢会, 就职演说 奖励会议 – 同时带有商务及旅游性质 Type of groups LEISURE GROUPS Incentive with lots of social programs, sight-seeing groups, Celebrating special occasion, anniversary, birthday, baby shower, wedding, family reunion, class reunion and socials events. 活动类型 非商务团队 非常务团队通常都会带有很多活动主题,比 如:周年庆,生日会,满月酒,婚宴,家庭、 同学聚会等等社交活动 Type of grousp GROUP DEMOGRAPHICS Nationality, age, gender, profession, job titles, industry, nature of meeting/event, religion (diet), purpose of meeting/event, duration of meeting/event. Any spouse programs ? ** Do not forget to ask client/organizer for the objective of the meeting/event. When meeting objectives are met, they feel that it was a successful meeting. 活动类型 团队简介 参会人员国籍, 年龄,性别,事业,职位, 行业, 会议及活动的目的, 宗教信仰 (饮食禁忌),会议及活动的持续时 间,配偶会议期间户外活动等 ** 请努力了解会议主办者此次会议的目 的,以便我们提供专业的服务已满足 主办者会议需求 Restaurant outlet vs Function Room Restaurants that covert into group meal venues Function rooms decorated as a themed restaurants 餐厅和多功能厅 酒店餐厅可根据团队情况转变成会议及宴会 场地 会议及宴会场地也能够根据团队需求装饰成 餐厅 Outside catering Is your hotel capable of doing Outside Catering? Do not go into Outside Catering if : You do not have an expert team that have past OC experience. You do not have the OC equipment (plates, transport) You do not understand setting-up offsite kitchens & service sequence You do not understand food hygiene Outside catering Check out ideal outside catering areas that are suitable for outside catering, i.e. Water outlets, toilets for staff, electrical outlets, enclosed or outdoor service areas, kitchen/pantry area for food preparation Determine how staff and food will be transported. Route and duration of trip based on weather (summer or winter) Back-up area in case of rain. 外卖 外卖活动要点: 必须要有一个专业的经验丰富外卖团队. 必须要有外卖设备:足够的餐具,交通设备 等 必须要可以搭建外卖活动的厨房及熟悉服务 流程 必须保证外卖活动期间的食品卫生 外卖 请检查户外场地是否适合做外卖,例如:水, 电,员工卫生间,户内还是户外,厨房及备 餐区域 员工及食品的传输及保存 后备场地-以防天气变化 Food and Beverage Operating hours of all F&B outlets Constraints in layout and set-up Get approval for converting F&B outlets into function areas if client insist of using it as a function area. Pricing and revenue expectation of each F&B outlet * Do not pre-commit F&B outlet if function rooms are still available 食品及酒水 各个餐厅营业时间 餐厅布局及客容量 获得批准如果客人坚持使用餐厅为会议室 各个餐厅价格及利润 ** 如果会议室仍然有场地可使用,请不要使用 餐厅 Food and Beverage Consult with Chef before committing to menus, table set-up, service sequence based on number of guests, duration of meal service, program, decoration and menus based on client’s/organizer’s special requests. Watch food cost. Do not commit to price without consulting the Chef. Have pricing guidelines for banquet menus. 食品及酒水 涉及到具体菜单,服务刘成及台型等运营部 门的事宜一定要向相关部门做咨询 食品成本 宴会价格体系 Audio & Video and pre-setup Compile master list of all AV equipment in the hotel and their rental prices Work with 2-3 outside AV contractors that can provide equipment not in your hotel list Provide electrical wattage information and plug points to contractors and client/organizers Determine pre-setup time required with client/organizers Test light and sound system that suits your ballroom size and layout. Work with those that can produce the best effects. 音响视听及搭建 音响设备价格及功能使用列表 酒店供应商 提供酒店能承受的电力及电压等信息 与会议主办者确定提前搭建的时间 最佳音响及视听效果 Contract review and check Review contractor’s business license Have a legally binding outside contractors contract for safety and fire regulations, property & equipment damage and security, last minute cancellation. Review hotel/contractor insurance * Choose a reliable and reputable AV and outside contractor. 合同审评和审查 查看合同对方的营业执照 关于安全,火灾,设施设备破损及临时取消 的具有法律约束力的条款 审查酒店和供应商之间的合同 ** 要选择信誉及技术过硬的供应商 人员管理 People management 销售 Corporate Sales/ Inquiry team 大型宴会/会议销售 MICE team 专业会议服务团队 Convention Service team 运营团队 Operational team 管理团队 Senior management People management Management style of inter-departmental managers and colleagues. Work flow and roles of work colleagues involved in handling MICE Internal policies and procedures **Do you have a Policy and Procedure Manual ? A “MUST” for all hotels. 人员管理 各个部门不同的管理方式 大型团队工作流程 内部运营规定 **员工对内部运营规定的认知 People management Strengths & weaknesses of your team members. Hire based of your hotel needs Hire based on language requirement of your hotel needs In Sales and Marketing, we have “hunters” who aggressively go out and acquire business and the “farmers” who retain business and do in-house servicing, administration and operations. 人员管理 团队中各种优势劣势分析 根据酒店需求雇佣员工 语言需求 **在市场销售部, 不同的性格特点承担不同的 工作任务 Sales & Marketing Team Corporate SalesTeam MICE Team Convention Services 市场销售部 房间销售 大型宴会及会议销售 会议服务 Corporate Sales Team By Geographical segment Local Sales Team (within city) Regional (within China) International Sales Team (outside of China) By Industry Corporate Tour and Travel/Airline (wholesale) Government/Embassy/Consulate OTA (Online Travel Agency) 客房销售 按区域划分 本地 中国区 国际 按行业划分 公司 旅行社 政府及领事馆 网上预定 MICE Team Support Sales team: By Geographical By Industry Do most of the in-house site inspection 大型宴会及会议销售 支持销售团队: 按区域 按行业 驻守酒店及酒店参观等 Convention Service team Support for Sales/MICE Team By Geographical By Industry Based on workload assigned by Director of Convention Services 专业会议服务团队 客房销售及大型宴会销售后援队 团队合作 按照区域划分 按照行业划分 会议服务总监会按照工作量作相应的调整 Operational team Anyone involved in the handling of MICE groups: Meet & Greet of VIPs GM/Dir of Mrketing/Dir of Sales/Sales Manager Room assignment, Upgrades, VIP amenities: Dir of Rooms, Front Office Manager, Asst FO Manager, Executive Housekeeper, Reservation Manager Car Park, Transportation & Room Drop: Chief Concierge, Director of Security F&B arrangement: Dir of F&B, Asst F&B Manager, Outlet Manager Menus, food and drinks preparation, presentation Executive Chef Banquet arrangement: Dir of Convention Services, Convention Service Manager, Banquet Manager Billing/Credit/Payment: Dir of Finance, Credit Manager, Income Auditor, Account Receivable Manager Government Protocal & Security: Dir of Security, Security Manager Construction, Liase with Contractor on Power and Electricity: Dir of Engineering 运营部门 所有涉及大型活动的各个部门: 迎接重要客人 总经理/市场销售部总监/销售总监/销售经理 房间分配,升级以及VIP小礼品: 房务总监,前台经理/副理,客房部经理,预定部经理 停车,交通和房间派送: 礼宾部,保安部 餐饮安排: 餐饮部总监,餐饮部经理, 餐厅经理 菜单,食品及酒水准备 行政总厨 宴会安排: 会议服务总监/经理,宴会厅经理 结账/挂账: 财务总监,信贷经理,日审,应收经理 政府事务及安全: 保安部经理 工程及电力等事宜: 工程部总监 Operational team Daily events Weekly events review (10 day forecast) Monthly events review BEO –Banquet Event Order Group Resume meeting Pre-con meeting with client/organizer prior to event date Food tasting Mock-up set-up Recce/site visits for outside catering 运营部门 每天活动记录 每周活动概况 (10天概况) 每月活动概况 宴会通知单 团队概况简介会议 会前沟通会(酒店与会议主办者) 试餐 台型试摆 外卖场地考察 Senior Management Understand strengths and weaknesses of senior management team Work as a team Supporting role in decision making and problem solving Creation and enforcement of policies and procedures Interact with client/organizers in price negotiation 资深管理团队 了解资深管理团队优势与劣势 团队合作 参与决策制定与问题解决 规章制度的制定与执行 积极参与客人/会议主办者的议价过程 食品及酒水 Food and Beverage 中式宴会 Chinese banquet menu 西式宴会 Western menu 素食/犹太/伊斯兰食品 Vegetarian/Kosher/Halal menu 鸡尾酒会 Cocktail party 茶歇 Coffee Break 工作餐 Working Lunch 外卖 Outside Catering Chinese banquet menu By rounds of 10’s or 12’s VIP table for 15 or more people Set menu between 8-10 courses Individual food plate or family style Package pricing to either include beverages or charge on per consumption Corkage fee Floral arrangements/AV requirements Stage with Master of Ceremony (MC) 中式宴会 圆桌,每桌10-12人 主桌,15人以上 每套菜单8-10个主菜 大盘出或位上 包价中包含就说或零点(按照实际消费结算) 酒水服务费(开瓶费) 鲜花/视频音频 舞台及主持人 Western menu Charges based on no. of courses: Minimum 3 course Beverage package includes wine or charge per consumption Client to specify main course choice of beef, pork, chicken or fish Vegetarian ? Client to specify if prefer Italian, French, American cuisine etc. * Must consult with Chef for tailor-made menus and pricing 西式宴会 按照每道菜收费,通常3道 酒水报价包括红酒或是零点(按照实际消费 结算) 需要确认客人主菜吃什么,牛肉,猪肉,鸡 肉还是海鲜 素食,特殊饮食习惯 需要确认客人喜欢那种口味,意式,法式还 是美式 **特殊菜单需要与厨师沟通 Vegetarian/Kosher/Muslim menus Understand different diets base on religion: Buddhist – Vegetarian Hindu – Vegetarian Muslim – No pork, “Halal” no lard used in cooking utensils Jewish – “Kosher” no pork, no shellfish but other meats allowed. Cannot mix meat with milk in the same kitchen. 素食/犹太/穆斯林等特殊饮食 很多特殊饮食习惯与宗教信仰有关: 佛教 – 素食 印度教 – 素食 穆斯林 – 无猪肉, “清真食品” 在烹饪的过程 中不可以使用猪油 犹太教 – “犹太教食品” 不食猪肉及贝类海 鲜,但可食其他肉类.肉类不可与牛奶一起 烹饪及食用 Cocktail party Standing Cocktail Food station Meat carving station Dessert station/Flambé station Pass around or buffet style Beverage on per consumption or Packaged to include or exclude standard pouring brands or premium brands Charge based on number of pieces of finger food/canapes per guest or on total number of pieces served 鸡尾酒会 站立式鸡尾酒会 餐台 切肉台 甜品台/烧烤台 传递式鸡尾酒会 酒水包价或零点 收费方式:按照人数或者按照菜数量 Coffee break Standard coffee break based on Meeting package Themed coffee breaks **Timing of when coffee break is to be served should be closely coordinated between client/organizer and Banquet staff to ensure food items are served hot. 茶歇 茶歇通常包含在会议报价内 主题茶歇 ** 茶歇时间需要与会议主办者协调 好服务时间以保持食品最好的味道 Working lunch Light sandwiches Fruit platter Bento boxes Take outs lunch boxes Tray meals 工作餐 三明治 水果盘 午餐盒 外卖餐盒 套餐 音响视听及搭建 AV & Pre-setup 音频:麦克风/扬声器 Sound: microphone/speakers 视频:电视监控器/屏幕/投影 Visual: TV monitor/screen/projector 灯光 Lighting 网络连接 Internet connectivity 视频会议 Video conferencing 同声传译 Simultaneous translation 背景板/舞台 Backdrop/Stage 防火安全 Fire safety 保安 Security Sound: microphone/speakers Standing mike Clip mike Table mike Gooseneck mike Wireless 音频:麦克风/扬声器 立式麦克风 领夹麦克风 桌式麦克风 鹅颈麦克风 无限麦克风 Simultaneous translation Translation booth at the back of the room Wireless earphones 同声传译 同传小屋,通常都放在会场的后方 无线接收器/耳机 Fire safety Fire exits with proper exit signage that can be seen in the dark in all public areas Fire extinguishers located in strategic areas of the hotel Use of fire extinguishers training for hotel staff Fire evacuation broadcasting All fire proof doors to be closed to seal fire from spreading 防火安全 所有公共区域均设有安全通道标识 灭火器的放置 灭火器使用培训 防火演习 防火门常关 Internet Connectivity Video conferencing WiFi in all public areas, function rooms and guestrooms 网络连接/视频会议 所有公共区域,客房及会议室均设有 无线上网 Security Surveillance camera in public areas Video tapes stored for playback to investigate crimes/crime scenes Provide protection against drunken guests, thefts, bomb threats 保安 公共区域设有摄像头 保存所有数据 妥善处理醉酒客人,盗窃及爆炸威胁 等突发事件 合同评审及审查 Contract checklist 联系人 Contact person: company business license 餐饮及会议安排 F&B/meeting arrangements 房间价格:服务费/条款及细则 Room Rate: service charge/terms and conditions 净价/佣金 Net/10% Commission 第三方 Agency Involvements Contact person/ company business license All contracts are legally binding. Checklist for contract signing: Security copy of official company business license Secure bank information for payment records and billing records Secure complete name/title/company address/telephone/fax/email/mobile phone of signatory. * Make sure signatory’s name is the same as the person to whom the contract is being issued. 联系人/公司营业执照 所有的合同都具有法律效应 签合同签要注意: 公司正式营业执照影印版 公司银行信息 公司地址/传真/电话/邮箱等公司基本 信息 **确保合同上的签字为有效签字人 F&B/meeting arrangements BEO – Banquet Event Order Includes detailed day-by-day summation of what hotel promised to deliver to the client/organizer. Who will do what when ? Client/organizer to sign off BEO *Pre-con is based on the BEO with presence of client/organizer. *Hotel is not responsible to deliver what is not reflected in the BEO after client/organizer signs off the BEO. 餐饮及会议安排 宴会通知单 – 所有活动细节都会显示在上面, 包括时间、地点、执行者及特殊要求等 主办者需要在宴会通知单上签字确认 **会前沟通会要会议主办者出席 **酒店要按照宴会通知单上所有要求去实施 Room Rate: service charge/terms and conditions Type of charges: Room only rate Room + breakfast Room + Meeting Package With tax and service charge Net (without tax and service charge) 10% commission (IATA/TIDS Agent) X% overriding commission (subject to management approval) *IATA – Int’l Airline & Travel Agency *TIDS – Travel Industry Designator System 房间价格:服务费/条款及细则 收费情况: 只含房费价格 房费+早餐价格 房费+会议包价价格 15%服务费 净价 10% 佣金(IATA/TIDS旅行社) 追加佣金(具体数量根据领导层的批示) **IATA – Int’l Airline & Travel Agency 国际航空运输协会号码 *TIDS – Travel Industry Designator System 旅游行业代码 Agency Involvements Third party involvement should be discussed at the very beginning of rate negotiation so that hotel can protect 3rd party commission. Otherwise, all contracts should state “None-commissionable rate” should there be no 3rd party involved. * Commissions paid only to bonafide travel agencies with IATA/TIDS registration number. 第三方 如果涉及第三方,要在洽谈最开始谈 及,这样能够保证第三方的佣金事宜 否则,合同中则如果标明“无佣金”则 能再找第三方 **佣金只给有IATA/TIDS号码的旅行 或第三方 合同评审及审查 Contract checklist 最低保证数量 Minimum guarantee 房数变更政策 Attrition policy 取消政策 Cancellation policy 形式发票 Pro-forma invoice Minimum guarantee Client/organizer to commit to a minimum guarantee number that they are willing to pay to the hotel. Hotel is prepared to allow a +10%/10% wash with no change in rate. No limit for increase as long as hotel have availability. Hotel reserves the right to charge for any shortfall in the number guaranteed based on the signed contract with attrition schedule. 最低保证数量 最低保证数量为客人承诺需要支付的数 量 酒店需要在此基础上有10%上下浮动的 空间 酒店有权按照合同中有关最低保证数量 政策来收取费用 Attrition Policy A time schedule for client/organizer to commit to final number of rooms or banquet seats required. Attrition based on X calendar days: 120 days, 90 days, 60 days,30 days, 14 days 7 days depending on when the booking was made. Cancellation policies and release of rooms will be based on the attrition schedule as agreed between hotel and client/organizer. * Hotel staff must explain this policy in detail and must ensure that client/organizers are aware of what they are committing. 房数减少政策 最终确认最低保证数量的时间 减少政策根据合同签字后120天,90天, 60天,30天等来计算 取消政策及放房要根据房间减少政策来 制定的. **需要将此部分详细解释给主办者 Cut off date/Attrition Hotel reserves the right to release room blocks or banquet seats and more event to a smaller room should the numbers originally committed fall short based on “cut-off” date or “release date. * Hotel staff should set-up a trace schedule and let client/organizers be totally aware of the cut-off-date to avoid surprises and misunderstanding. Cancellation policy Attrition and Cancellation policy is based on the final room block and banquet seats confirmation by client/organizer. (Usually based on a 120, 90, 60,30 day schedule). * Hotel should ideally work on a 30 day full payment policy and 100% non-refundable cancellation policy. 取消政策 取消政策建立在客人最终确定的房间数 量及宴会人数基础上 (通常会以120、90、60、30天位限制日 期) ** 酒店最理想的是活动前30天收到全额定 金,100%不返还制度 Cancellation policy All attrition and room or banquet cancellations should be notified to the hotel in writing. Initial deposit of 10% is nonrefundable regardless of whether meeting is cancelled or postponed for whatever reasons 取消政策 所有取消政策需要体现在合同中 最初的10%定金是不返还的,无论是 什么原因取消活动 Pro-forma invoice The most important document Details total revenue expected from the client/organizer for a specific event. Details breakdown in taxes and income distribution to different operating departments. Total payment with final adjustments of services delivered by the hotel is reflected in the Pro-forma invoice. 形式发票 很重要的文件 预计此次活动的费用 具体花费明晰尽在其中 危机管理 Crisis Management 火灾 Fire 意外 Accidents 死亡 Death 盗窃 Theft 炸弹 Bomb threat 危机管理团队 Crisis management team Fire Security Dept to always be on guard to check fire hazards. Conduct regular fire drills for hotel guests and staff 火灾 保安部主要负责防火工作 经常进行防火演习 Accidents/Death Police reports to record incidents of accidents for clients/organizer or hotel to collect insurance Police report to investigate on deaths, cause of death and officially record incident for insurance purposes 意外/ 死亡 意外伤亡报告协助酒店获取保险 Food Contamination Guest food poisoning investigation Food Hygiene officer to identify areas of possible food contamination Regular hygiene check by Hygiene officer or by Chef Cleanliness of food preparation area constantly checked. Hygiene training for all hotel staff 食物中毒 客人食物中毒调查 酒店食品安全卫生部门调查 定期食品卫生检查 备餐食品卫生检 食品安全卫生培训 Theft Surveillance cameras in public areas throughout the hotel Hotel keeps file of all videos taken from CCTV cameras Anyone taking photos or filming will require permission from management. Security to watch for signs of forced entry into restricted areas by strangers 盗窃 公共区域摄像头 所有摄像保留以作调查使用 任何照相等需要得到批准 保安部严密察看所有进出酒店的陌 生嫌疑人 Bomb threat Training given to hotel operators in handling phone calls from outside callers Telephone Dept to assist police in tracking callers Unattended luggage or packages to be reported by hotel staff. Individual acting suspicious and loitering in the lobby will be monitored by hotel staff closely. Individuals loitering in the employee service area or back-of-the-house with no entry pass will be questioned. 炸弹威胁 酒店接线员接受有关接到恐怖电话的 培训 不明包裹上报保安部 形迹可疑人物出现在大堂需要特别注 意 形迹可疑人物现在员工通道及后场需 要注意 Crisis Management Type of crisis: Fire, flood, earthquake, terrorists, theft, crime, drunken guests that get into fights, death (employees, suicides, shooting), accidents, gas leakage, radioactivity, health hazards (SARS, bird flu) 危机管理 危机类型:火灾,洪水,地震, 恐怖分子,盗窃, 犯罪, 醉酒客人 闹事及死亡等等 Crisis Management Do you have a crisis management manual for all types of crisis? Are senior managers aware of what to do in different crisis scenario? Do you do fire drills on a regular basis? Is your Engineering Dept aware of regular checks and annual licensing of dangerous operating equipment? i.e. Elevator check 危机管理 需要建立一个危机管理小组 管理层人员要知道如何处理这些 危机 定期防火演习 工程部需要定期检查设施设备 例如:电梯检查 Crisis Management Do you have a Crisis Management team ? Who should be in the team? Hotel Executive Committee Who should be the spokesperson speaking to the press? Marketing Communication Manager with General Manager 危机管理 你们有危机管理团队吗? 成员应该是酒店管理层 酒店总经理及市场资讯部共同面 向媒体 Thank you! 谢谢!