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53 sales & menu
This document discusses how to forecast sales and maximize a restaurant menu. It recommends forecasting total sales based on seating capacity, table sizes, takeout, and bar service. Menus should be engineered using menu mix and item contribution margins. Menu items are classified as stars, cash cows, dogs, or plow horses based on popularity and profitability to determine pricing and placement on the menu. Sales can be calculated by average check, meal period, or type of sale. Forecasting is educated estimates while tracking uses actual sales numbers to monitor menu performance.
53 sales & menu
- 1. Sales & Menus WhichComes First Maximize your Menu Forecast Sales ChefMichaelScott LeadChefInstructorAESCA Boulder
- 2. Today’s Lesson • SalesForecast • Menu Mix • Contribution to Margin • Menu item contribution • Stars, Puzzles, Plow Horse, Dog • The menu as a financial tool ChefMichaelScott LeadChefInstructorAESCA Boulder
- 3. Sales Forecasting • TotalNumber 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. Forecasting vs. Tracking Forecastingis 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. 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. Menu Classification High Higher inpopularity 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. Calculating Sales • ByCheck 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