Friday, May 11, 2012

Discussion Points For Salespeople

Sit with yourself or other salespeople and try to decide what I mean about these statements below:

1. Selling is a bunch of words and emotions all set between parentheses.
2. Not hearing what you are about to say is the enemy of successful selling.

3. Selling is teaching.

4. There is room for “whacky” in selling.

5. The salesperson’s performance is their instrument. Learn to play it.

Thursday, May 10, 2012

Another View On Kitchen Staffing

A chef earning $15 per hour shouldn’t be making box lunches that sell for $7 each; a kitchen staffer that earns $8 per hour should be making the box lunches. The $15 an hour, higher skilled chef should not work at all on the box lunches, but rather concentrate on the more costly menu items being prepared for the day. This is at the core of the manufacturing process: Labor costs need to be correctly applied by skill and cost to functions.

To go one step further: The $8 per hour lower-skilled person should start their day at 6 a.m. and leave by 2 p.m. The $15 per hour chef, unless needed early for some special reason, should start later in the day. Staff should be brought into the kitchen on an as-needed basis by level of skills and orders. Your first reaction might be that is not possible in the real world. The answer lies in the numbers associated with the dollars spent for producing your menu items in relation to your profit picture.

A manufacturer hires more staff when it has more business and doesn’t hesitate to let staff go when business is down. Caterers tend to maintain constant staff levels most of the year, even when business is slow, because they believe that if they don’t keep their staff busy and paid on a regular basis, the staff will leave and go elsewhere. In essence, many caterers are subsidizing the welfare of their staff with profitability from the company. The answer to what is right or wrong in this matter is up to you.

Caterers, like manufacturers, create events that were sold weeks or months earlier. They know what they need to buy for these events and how many kitchen staff they will need for any given day in the future. This is a huge advantage over restaurateurs, who can never be sure of what they will sell on a given day. Caterers should be able to increase profits by minimizing wasted purchases and staffing based on need.

Whenever possible, eliminate kitchen overtime. By forecasting staff requirements, you can budget your costs and monitor sales to insure that overtime is eliminated. If you have a wonderful future day filled with properly sold events with correct profit margins, why should a salesperson be permitted to take another event that now requires the culinary team to stay past eight hours and incur additional costs that can only be covered by taking profit away form the other properly priced events? From a business point of view this makes no sense.

Close dates that already have reached the point of maximum profitability within an eight-hour period. Once the event booking calendar closes a date, it can only be opened again if additional sales for that date are sold at higher than normal prices to cover any overtime costs. Another way to avoid paying overtime is to stagger scheduled shifts, so as one eight-hour shift is ending, another one is beginning or overlapping.

Have you checked out my new website?
Don't forget about my new sales clinics coming to
Atlanta, Chicago, Philadelphia, and San Francisco!

Wednesday, May 9, 2012

Discussion Points For Meetings & Personal Thought!

Just read them - think about them - and establish your thoughts on what they mean or might mean!

1. Double check all bids or proposals for accuracy before you mail or email them.

2. Just because you needed the smaller orders to launch and build up your first customers doesn’t mean you need to keep taking them.

3. Before you seek new staff from outside sources to fill new positions, take time to ask if any of your existing staff wishes to interview for the new job.

4. For kitchen meals, let all the culinary and kitchen staff from the chefs to the pot washer take turns planning and making recipes that they use at home for family meals.

5. Most caterers thrive on the excitement that a crisis brings.

6. Check the truck twice before it leaves! It helps if the person checking the second time is not the same person that checked it the first time.

Have you checked out my new website?
Don't forget about my new sales clinics coming to
Atlanta, Chicago, Philadelphia, and San Francisco!