20-38 Incentive Pay in The Hotel Industry Ramon Martinez is the general manager of Classic Inn, a local mid-priced hotel with 100 rooms. His job objectives include providing resourceful and friendly service to the hotels guests, maintaining an 80 percent occupancy rate, improving the average rate received per room to $88 from the current $85, and achieving a savings of 5 percent on all hotel costs. The hotels owner, a partnership of seven people who own several hotels in the region, want to structure Ramons future compensation to objectively reward him for achieving these goals. In the past, he has been paid an annual salary of $72,000 with no incentive pay. The incentive plan the partners developed has each of the goals weighted as follows: Measure Percent of Total Responsibility Occupancy rate (also reflects guest service quality) 40% Operating within 95 percent of expense budget 25 Average room rate 35 100% If Ramon achieves all of these goals, the partners determined that his performance should merit a bonus of $23,000. The partners also agreed that his salary would be reduced to $60,000 because of the addition of the bonus. The goal measures used to compensate Ramon are as follows: Occupancy goal: 29,200 room-nights = 80 percent occupancy rate X100 rooms X 365 days Compensation: 40 percent weight X $23,000 target reward = $9,200 $9,200/29,200 = $0.315 per room-night Expense goal: 5 percent savings Compensation: 25 percent weight X $23,000 target reward = $5,750 $5,750/5 = $1,150 for each percentage point saved Room rate goal: $3 rate increase Compensation: 35 percent weight X $23,000 target reward = $8,050 $8,050/300 = $26.83 per each cent increase Ramons new compensation plan will thus pay him a $60,000 salary plus 31.5 cents per roomnight sold plus $1,150 for each percentage point saved in the expense budget plus $26.83 per each cent increase in average room rate. Chapter 20 Management Compensation, Business Analysis, and Business Valuation 921 Required 1. Based on this plan, what will Ramons total compensation be if his performance results are a. 30,000 room-nights, 5 percent saved, $3.00 rate increase? b. 25,000 room-nights, 3 percent saved, $1.15 rate increase? c. 28,000 room-nights, 0 saved, $1.00 rate increase? 2. Comment on the expected effectiveness of this plan