WHAT A GREAT OPPORTUNITY TO GET YOUR BUSINESSES
READY FOR A BUMPER 2010 WITH OUR 7 DAY ROADMAP TO A PROFITABLE YEAR
DAY 6 - TAKE ADVANTAGE OF YOUR CUSTOMERS
Are you getting as much revenue out of
your customers as possible?
If you are tracking your average spend, you know how much each of your
customers is spending when they come through your doors. To calculate your
average spend, take your total revenue and divide it by your total
customer count. (i.e. 20,000 revenue / 2000 customers = 10.00.)
Knowing your average spend is one thing, but knowing how to increase it to
bring in more revenue per customer is another.
Begin by breaking your average spend down by menu section (appetizers,
entrees, desserts, wine). This tells you where your customers are
spending, and you can use these numbers to determine where to pinpoint
your efforts to raise your average spend.
The easiest way to increase it is to focus on your upsells – items like
add on sauces, desserts, special coffees, and wine pairing are all upsells
that can be suggestively sold to the customer, and can add to your average
spend.
Once you know where you want to focus your efforts, instead of using
revenue figures, use your total volume sales and divide that by your total
customer count (i.e. sales of 200 desserts / 2,000 customers = 10%).
This tells you that only ten per cent of your customers order dessert.
This is a number that you can easily analyze, and work with. Why aren’t
more of your customers ordering dessert? Are your dinner portions too
large? Are your servers not suggestive selling? Are your dessert price
points too high, or could your dessert selections use some work?
By bringing up your dessert sales, you will not only increase your average
spend, you will also increase your overall revenue.
What can you do to increase your dessert revenues? You can run a dessert
promotion, introduce shared desserts, work with your dessert selection, or
even suggest take-home desserts.
The same procedure can be used for any other upsell offerings. Use a
spreadsheet to track this information for all of your upsell items.
Offer upsells that compliment steaks – a side of mushrooms, blue cheese, a
variety of sauces, etc.; offer add-ons of chicken or shrimp to salads;
upsell a microbrew or imported draught beer when a customer orders a
domestic one.
Or pair your entrees with wine selections – this is an easy upsell that
many establishments take advantage of these days.
Consider designing a specialty drinks menu to appeal to your diners. After
dinner drinks, specialty coffees, or even cappuccino, are great upsells
for a regular coffee sale.
The key to upsells is to make sure that the customer sees the perceived
value of the item. Ensure that the upsells complement their dining
experience as well as add revenue for you. Customer perception can make or
break your upsell sales.
Watch your average spend skyrocket when you focus on your upsells! A
little effort in this area will go a long way!
Helpful Upselling Toolkit
A
Guide Into The Insights Inside Your Guests Minds This 20 Page guide contains all the information you must
have in order to be able to implement the best marketing strategies for your
accommodation business. Bought to you by Finbarr Malone and Associates, in
association with Barkeeper, let this guide show you where you're going wrong and
how to do it right.
more>>
Download:
Customer Experience Evaluation Tool 96% of customers don’t complain. They just don’t come
back. In order for you to gain a real perspective of what your customer
experience is like you need to be evaluating your customers experiences in your
business. With this in mind we have come up with the Customer Experience
Evaluation Software so you can have standard evaluation tool to grade your
business and evaluate it from a customers perspective.
Preview>>
The
Importance Of Counting Your Customers Keeping track of your customer counts is something
that many restaurant and bar owners already do. It is important to know how many
people you are serving during any given month, day, or meal period, but are you
using your customer counts to manage the controllable areas of your business?
more>>
A fascinating experiment in a rench
restaurant showed how a single smell affected the amount of money spent
by customers. So what was the smell?
here>>
How
To Provide Service That Sells Want to really raise the bar on your competition?
Find out what skills you and your staff MUST possess to really increase
your profits.
more>>
The image of the hotel restaurant often
gets a bad rap, and with more and more competition from high street
brands, encouraging your guests to dine in the hotel is increasingly
more difficult. These ten tips will focus you on areas that could be
improved in your hotel
here>>
A menu should be treated as your
marketing tool and your silent sales person, as it is your menu that
decides if and what people eat in your establishment. We look at
simple menu mistakes and how to avoid them.
Each day, we will put another piece of the puzzle together so that
by the end of the 7 days, you will have identified your goals, overhauled
your business and relieved the stress and burden of the coming year by
having a clear, actionable plan together with the roadmap that will take
you exactly where you want to go.
Each day for 7 Days, you'll get:
A
Video Strategy Overview
I will bring you a new video every
day with instructions on how to achieve your strategy for that day. I will
talk about the overall strategy as well as breaking down each step needed
to reach that goal. You will hear about the tactics needed to achieve that
strategy and mention the particular tools that you can use to ensure your
success.
A
Step by Step Plan to Follow
Accompanying each video will be a
step by step plan that you can easily follow and tick off as you progress
through the plan. You'll be able to ensure you have each step completed
before beginning the next day.
Access
to all the tools in our toolkit that you will need for your strategy
As you can imagine, you're going to
need many tools and templates to help you in your planning. We've taken
care of that for you with links to every tool you'll need on our websites
and elsewhere.
DAY 1
P - Picture the Prize Only by seeing the end
goal and your reason "why" will you be able to set your goals in place.
Use our tools to execute your plans for 2010.
DAY 2
R - Review & Reveal the Bar
Costs & Profits On average, members of Barkeeper obtain a
higher percentage of their revenue from the bar than any other area. With
this in mind, we will show you how to identify the cost base in the bar,
seek out new streams of revenue and maximise the potential of this key
revenue centre.
DAY 3
O - Organise & Optimise the
Kitchen Don't ignore the kitchen. With so many
expensive ingredients and potential for losses, we show you how to set up
a complete kitchen management program so that at any time you will know
whether you're profitable or not. Essential stuff.
DAY 4
F - Fire or Focus your staff Whether you want to believe it or not, some
of your staff will prevent you from achieving your goals. We'll show you
how to get rid of the staff that don't fit in with your plan while
focusing those staff members you want to keep on the goals ahead.
DAY 5
I - Identify & Implement the
promotion and marketing plan Nothing will happen without telling people.
We'll show you how to attract customers to your business, build a
marketing and promotion plan for the year and take advantage of relevant
events in your area.
DAY 6
T - Taking advantage of
existing Customers and get to the next revenue level Once you have attracted customers, we'll show
you how to increase the average spend, upsell additional items, cross sell
related products and get more bang for your marketing buck!
DAY 7
S - Sealing the deal -
Achieving Business Excellence By day 7, we'll have shown you how to analyze
your business, optimize it's financial performance and attract more
customers. Next it's time to achieve business excellence-the factor that
will keep these customers coming back again and again. Without excellence,
you're just lost in the crowd.
If you have any questions about this roadmap, feel free to email me
directly at barry@barkeeper.ie
How
To Provide Service That Sells
A
Video Strategy Overview
A
Step by Step Plan to Follow
Access
to all the tools in our toolkit that you will need for your strategy