Saturday, December 24, 2011


ONE (1) DAY TO GO ... hallelujah, hallelujah, hallelujah!

• Never have so few done so much for so many! Think about how much you produced in your kitchen and how many events you handled... you are amazing!

• If you are already home, take a moment and call some of your fellow team members to thank them for all they did to make the 2011 holiday rush so successful.

• Don't fret - it's only 366 days to Christmas 2012 (don't forget leap year) 

Have a healthy and safe holiday!


Friday, December 23, 2011


TWO (2) DAYS TO GO... is it really possible?

• Doesn't feel like a Friday? 

• Why are so many staffers smiling?

• Call ten of your best clients and wish them a happy holiday.

ª Treat yourself to lunch if possible.

Thursday, December 22, 2011


THREE (3) DAYS TO GO... something coming something good!

• Order lunch from your competitor without them knowing it's going to you. This is really a fun idea. 

• Right now you should be thinking: "Catering would be a great business if there weren't so many customers".

• Remember that if you are starting to slow down or perhaps you have completed the week's orders, something new will probably creep into the order skew. 

• By the way, how do your feet feel?

• Don't forget that next week is going to be less intensive. Maybe?

Roman's Little Secret: I stopped catering in 1986. I really miss the holiday rush action. I used to live for solving crisis problems! I envy all of you.

Wednesday, December 21, 2011


FOUR (4) DAYS TO GO...pinch me to make sure it's true!

• Call your significant others from work to thank them for their patience over the last week and tell them once again how much you love them.

• Someone will call back today and tell you that you forgot something yesterday from their order and request a refund. Be gentle and remember that this too will pass.

• Have you gotten all your holiday shopping done?

Tuesday, December 20, 2011

Sales Horror or Sales Hurrah? - Guest Article by Jon Wool

Everyone in the hospitality industry works tirelessly throughout the holiday season: planning, cooking, trouble shooting, and managing hard-to-please clients. This is followed by a race to close the books before finally enjoying a well-deserved holiday break. Two scenarios are likely to follow:

Scenario 1: The Horror, the Horror!
  • Many hard-earned kudos and pats on the back for a job well done.
  • Down time from December 20th until a few days after New Year’s.
  • A January filled with a belated office party, extra time chillin’ in the break room, cleaning the file drawers, and posting pics of your holiday successes.
  • Snow day!  Stay at home with hot chocolate and good movies.
  • A last minute getaway over Valentine’s Day weekend.
  • Commerce hasn’t stopped but you sure have…
  • No revenue in the sales pipeline.
Do the math. In this scenario, your company may have missed out on 2-3 months (that’s 15-20%) of the sales calendar! You missed the chance to beat the previous year’s numbers. You handed your competitors a big head start.

Small businesses must sell hard all year long and there is a way to do it:

Scenario 2: A Sales Hurrah!
  • Enjoy much-needed rest and family festivities over the Christmas and New Year’s weekends. Even attach an extra day off on either end.
  • Consider the week between Christmas and New Year’s a prime selling time.
  • Get on the phone and reach business owners (decision makers) directly.
Note: The executive staffs of many small businesses are in their offices during this week, working to get a jump start on the new year. Therefore, they are accessible, have fewer pressing deadlines, and there are no gate keepers to hinder your sales efforts! 
  • Create aggressive sales activity quotas to kick off your new year.  Start a contest to reward the salesperson with the best first quarter sales.
  • Contact your holiday clients and ask for referrals.  Offer them an incentive program.
  • Anticipate the flood of bridal inquiries that arrive at the first of the year.
  • Host intimate open houses for new brides, planners, and key clients – now that the holiday hubbub has died down, they’ll be happy for a night on the town.
  • Prepare your specialty menus and marketing plans for the Super Bowl, Valentine’s Day, St. Patrick’s Day, Easter, Passover, etc.
  • Network for success in February at the Catersource Conference (glad to get this plug in).
  • Fill your sales pipeline.
Everyone in our industry knows to anticipate a robust fourth quarter but that’s no reason to snooze through the first couple months of the year. The smart approach is to ramp up sales throughout the first quarter. This will set a pace for the entire year and, rather than the horrifying loss of 2-3 months of sales time, you can be well on your way to a meaningful increase over last year’s numbers.

That’s definitely a reason to cheer “Hurrah!”



FIVE (5) DAYS TO GO... yes, yes, yes!

• Today you are probably going to ask yourself: "Why did I become a caterer!?"

• Right about now some chefs are thinking: "Maybe restaurant work is easier than catering?"

• A customer will call today to thank you for the beautiful event you catered yesterday. This is a very good thing.

Monday, December 19, 2011


SIX (6) DAYS TO GO... that's five digits on one hand plus one finger on the other!

• Today is a day that everyone in the company needs to think about how important everyone in the company is.

• Remind the culinary team to be careful for the next six days because they're tired which often results in errors in judgement with menu creations or accidents in the kitchen.

• Will my family remember who I am? This is a question that many might be asking themselves this first day of the last week.

Sunday, December 18, 2011


SEVEN (7) DAYS TO GO… and, YES, everyone is counting the days to go!

•Great night got four hours of sleep!

• Don't forget the doorman/security people in your important buildings and locations.

• Check the walk in cooler… you never know what you will find.