1st Questions• 1. Where is the client in the market? Wheredo they want to be? Will they take on themarketing challenges of building and diningroom décor, and outside marketing to getthem there?• 2. If they currently have a menu and acustomer base, what do we have to do to getthem where they want to go?
1st Questions• 3. What do we have to with the kitchendesign? Will they spend the money to getthem there?• 4. What do we have to do with staff trainingand culture to pull if off?
Bread Garden AnalysisMargin Contribution by Category/Menu Real Estate Return• 11 Sandwiches 25.6% 2.3% per item• 5 Wraps 13.4% 2.7% per item• 14 Entrees 18.1% 1.3% per item• 10 Breakfast 13.4% 1.3% per item• 2 Bakery 11.2% 5.6% per item• 9 Salads 9% 1% per item• 17 Combos 6.8% .4% per item• 3 Pasta 5.2% 1.7% per item• 7 Soup 1.4% .2 % per item
Bread Garden Food Sales Mix• 78 item menu, not counting desserts• Heavy cannibalization. Multiple breakfast bagels.Multiple Chicken Sandwiches and Wraps.• So many add-on combo salads that there was no waythey could be fresh.• 65% of the menu selling less than 3 items per day.• There were 8 items that would be on market if theywere improved in texture and flavour, everything elsehad to go.
Sales/Margin AxisBread Garden Sales-Margin AnalysisMuffins 259Cin Knot 11370 Brk BagelsThai Chic WrapGrill ChicBrk Wrap605040Grk SaladVeg Samosa ClubSmk Turk30Tortellini Sante Fe WrapButter Chic WrapFruit Sal CalzonePenneOmelet Ham/Ched Sand20 Smk Salm SandGrill Chs Rst Beef Shep PieSpanakopita Mac Chs Egg Salad Italian ClassicSoup Perogie Burritos Turk Pie Curry/Teriyaki TondiYogurt Ham Ch Muf Grn Sal Veg Sand Meat LasagnaBagels Parfait Chick Pea Veg LasagnaFrnch Tst Caesar Broc Quiche10 Ses Noodle Salm QuicheTom Sal Potato SalLox Bagel Beef Pie# Sold/Wk$ Margin .50 1.00 1.50 2.00 2.50 3.00 3.50 4.00 4.50 5.00
Recommended Menu Change• 30 item menu and up to 6 seasonal featureitems.• Improve quality of all ingredients.• Price the menu up by 25%.
6 Combo Salads/Add-ons• Greek Salad• Cole Slaw• Artisan Green Salad• Amaroso Caprese Salad• Caesar Salad• Lunch Bunch Grapes
7 Entrées $8-$10• Teriyaki Chicken Stirfry• Thai Chicken Stirfry• Curried Chicken Rice Bowl• Spinach Ricotta Ravioli with Creamy White Wine Sauce• Mushroom Ravioli with Creamy Tomato Sauce• Twisty Macaroni and Cheese with back bacon and babypeas• Organic Whole Wheat Fusilli Marinarawith Sautéed Portobello Mushroomswith Grilled Chicken
7 Sandwiches $6-$8• Smoked Turkey Clubhouse on Potato RosemaryBread• Grilled Chicken Focaccia Sandwich• Tuscan Vegetarian Focaccia Sandwich• Thai Chicken Wrap• Butter Chicken Wrap• Smoked Ham and Emmantal on Filoncini• Certified Angus Roast Beef Sandwich on Filoncini
5 Breakfasts $3-$5• Ham, Cheddar, Scrambled Egg Bagel• Cheddar Omelette Croissant• Santa Fe Breakfast Wrap• Mini Croissants• Orange, Grape, Honeydew, Pineapple Saladadd-on
Results• 20% immediate sales increase• 30% increase in margin• Lowered labor by 15%• Lowered food inventory from 270 to 135 items• Lowered inventory level from $6000 to $4000.• Average check went up by $1.17.• Cut the menu in half and increased variety, salesand profits.
Timetable• Preliminary analysis and meeting. 1/2 day• Store audit. 1 day• Menu analysis. 5 hours• Menu bluesky 3 hours• Recipe writing 5 hours• Ingredient selection 1 day.• Recipe development at home test kitchen. 3 days.• Presentations at BG Site. 2 days• Meet with manufacturers for outsourcing and tasting 1day.• Total: 10 days work spread over 2 months.
Menu rejuvenation• Reduce menu and inventory by 25%-50%.• Remove all products that cannibalize eachother and make each menu item unique.• Improve all raw ingredients.• Outsource proprietary recipes tomanufacturer wherever possible.• Move the menu to the top end of the marketthe client inhabits.
Menu Structure• 600 products on inventory.• 124 items on the menu• 25% of items selling less than one per day,including some “signature” products.• Another 25% sell less than 3 per day….so halfthe menu sell less than three per day.• Many items mispriced, far too high or far toolow.
Results of 1st Menu Change• Sales increase: 25%• Food cost decreased: 1.5%• Average cheque increase $1.50immediately.• Customer count increase 10%• Seasonal feature promotions added,additional cheque average increase of$2.00
DACUM (day-kum)• An abbreviation for Developing A Curriculum• A job occupational analysis performed by expertworkers in the occupation• An occupational skill profile which can be usedfor instructional program planning, curriculumdevelopment, training materials development,organizational restructuring, employeerecruitment, training needs assessment, careercounseling, job descriptions, competency testdevelopment, and other purposes.
Personal Qualities• Fantastic 1st impression, charismatic personality,great smile• brains, interest in arts and sciences, a readerand studier• well-spoken, articulate• enthusiasm, drive, energy• sense of humor and fun• punctuality, reliability, commitment• team player, history of good relations upwardsand downwards• goal oriented, competitive, has tasted success• confidence and self-esteem, no defensiveness
Personal Qualities• honesty with others and self• a self-starter with initiative• adaptability and ingenuity• follow standards, but not blindly….a smart andcooperative rebel• mentally/physically organized, systematic• clean safe work habits• welcomes supportive criticism, appraisals• productive attitude, strong work ethic, disciplinedroutine• takes accountability for self development
Leadership Skills• a constant recruiter as a way of life• great insight into character, quick and accuratepreliminary reads on people• caring, empathetic, develops rapport and two-wayloyalty• capable of handling many relationships while stillbalancing personal life• sincerity and integrity, strong principles• maturity and calmness• drive, passion, fire, fun• patient, supportive, trusting, encouraging credit giver• upbeat, warm, positive, optimistic
Leadership Skills• an influencer• a people investor, shares personal time/space• trainer, coach, cultivator, role model, mentor• learns fast, grasps complex ideas completely• open minded, flexible, ingenious, inspirational• reflective, analytical, logical thinker, an auditor• keen, penetrating, incisive intelligence-- a great planner• logical, clear, concise communicator, computer literate• cuts to the chase, action oriented, holds peopleaccountable
Rating Scale• Trainee: Has studied all material, can performevery task well, but needs continuing support toperform consistently and speedily for the guest.• Apprentice: Performs all tasks perfectly,consistently and quickly, but needs support fromtime to time.• Master: Performs all tasks perfectly at all timesdue to foresight and managing the environmentand resources.• Trainer: Influences others in the performance oftheir tasks and managing their environment andresources. A visionary and detailed teacher.