#284 - Making Sales Figures Easier for Staff to Understand
There has to be an easier way to explain business results to staff... Maths is usually not their strong point, so talk about percentages, budgets and discrepancies often draws a blank stare. Explaining results as a 'strike rate' can make the point much more clearly.
For example:
Not so clear: 'only 24% of customers are ordering dessert'
Better: 'only 1 in 4 customers are ordering dessert'
Not so clear: '71% of customers have one drink at the bar then leave'
Better: '7 out of 10 customers have one drink etc etc...'
Explaining is one thing, and checking is another - have you looked at some of your own strike rates recently?
Some sorry examples I've seen recently:
- At a seafood restaurant, only 1 person in 12 ordered dessert.
- At a pizzeria, only 1 customer in 8 ordered a side salad.
- Only 1 customer in 6 orders herb or garlic bread with their meal.
- At a club, 300 people visited on one day and only 100 ate at the bistro.
- Only 1 wine drinker in 5 ordered mineral water at a fine-dining restaurant.
- Out of 120 function inquiries last month, only 20 were converted into bookings.
And sometimes the results are good:
- 2 our of every 5 customers will order a second coffee if asked by their server.
- The complaint rate has gone down from 1 customer in every 100 to 1 in 350.
- 2 out of 5 take-out customers will add a cold drink to their order if it's suggested.
The information is in your POS and records, but often in a mess of printouts and irrelevant reports. When you untangle it and present it this way, the results are unmistakeable and the basis for comparison between this week and the next. And everyone 'gets it'.
Join us for the annual Trends Tour to Chicago and Las Vegas in May 2010.
Information and pricing now available - for early bird savings, bookings must be finalised by 31 December.
Smart Staff Management with Profitable Hospitality Resources:
220+ Staff Management Forms & Documents - standard industry formats ready to use.
Staffing & Human Resources Dept is a goldmine of indepth information and advice.
1st Class Members have support and practical resources in every area - it's an investment with a fast return - Join Online Now or by Fax or Invoice.
Check margins with Profitable Recipe Manager. On CD or instant download - accurate recipe costing is another essential 'business basic'.
2009 & 2010 Training & Events Calendar NEW: 25 Great Ways to Promote your Hospitality Business Online - Melbourne 15 March, Sydney 7 April, Brisbane 14 April - full day workshops.
NEW: 25 Great Ways to Promote your Club Online - Sydney: 17 February 2010 - full day workshop.
Starting a Cafe or Restaurant Workshop 27 February in Sydney; 13 March 2010 in Melbourne
With warm regards -
Connect with Ken Burgin on Twitter!
| 
Restaurant Management
