Sales & Menus
Which Comes First
Maximize your Menu
Forecast Sales
ChefMichaelScott
LeadChefInstructorAESCA
Boulder
Today’s Lesson
• Sales Forecast
• Menu Mix
• Contribution to Margin
• Menu item contribution
• Stars, Puzzles, Plow Horse,...
Sales Forecasting
• Total Number of Seats
• Number of Tables
• Two top, Four top, Family style dining
• Take out
• Bar ser...
Forecasting vs. Tracking
Forecasting is an educated estimate of potential sales
• Use industry standards
• Start with capa...
Menu Engineering
Menu Mix: Comparison of individual
menu item sales to total sales
Individual items sold/Total items sold
...
Menu Classification
High
Higher in popularity
Lower in profit contribution
Low
Low
High
Cash Cows Stars
Higher than averag...
Calculating Sales
• By Check Average: the average sales generated
by a single diner per meal period
• By Meal Period: the ...
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53 sales & menu

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53 sales & menu

  1. 1. Sales & Menus Which Comes First Maximize your Menu Forecast Sales ChefMichaelScott LeadChefInstructorAESCA Boulder
  2. 2. Today’s Lesson • Sales Forecast • Menu Mix • Contribution to Margin • Menu item contribution • Stars, Puzzles, Plow Horse, Dog • The menu as a financial tool ChefMichaelScott LeadChefInstructorAESCA Boulder
  3. 3. Sales Forecasting • Total Number of Seats • Number of Tables • Two top, Four top, Family style dining • Take out • Bar service • Number of turns • Daily volume • Maximize hours • Track & adjust ChefMichaelScott LeadChefInstructorAESCA Boulder
  4. 4. Forecasting vs. Tracking Forecasting is an educated estimate of potential sales • Use industry standards • Start with capacity • Adjust each month by % of capacity • Utilize Contribution Margin Tracking monitors the movement and impact of menu items • Use actual sales numbers • Utilize Contribution Margin • Utilize Menu Mix ChefMichaelScott LeadChefInstructorAESCA Boulder
  5. 5. Menu Engineering Menu Mix: Comparison of individual menu item sales to total sales Individual items sold/Total items sold Contribution Margin: Each menu items profitability Selling price – cost of item = CM ChefMichaelScott LeadChefInstructorAESCA Boulder
  6. 6. Menu Classification High Higher in popularity Lower in profit contribution Low Low High Cash Cows Stars Higher than average in profit contribution Keep minimum Promote Lower than average popularity Higer in popularity Higher in profit contribution ContributionMargin Comparison to Total Sales (Menu Mix) Possible price increase Prominent menu position Lower in popularity Lower in profit contribution Remove unless loss leader Hide los leaders Price sensative Builds customers Dogs Workhorses ChefMichaelScott LeadChefInstructorAESCA Boulder
  7. 7. Calculating Sales • By Check Average: the average sales generated by a single diner per meal period • By Meal Period: the average sales per meal period (# seats x turns x average meal price) • By Type of Sale: Food sales per meal period & Beverage Sales per meal period Review several examples of sales forecasting templates to see which one works best for your operation. ChefMichaelScott LeadChefInstructorAESCA Boulder

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