Instead of being swayed by , he says , “ You need to go to your supplier , and say , ‘ Send me your six or 10 Chardonnays between US $ 12 and US $ 13 per bottle ,’ and you need to do a blind tasting , and you pick the best one .”
That ’ s good for your marketing and sales to your customers . “ It ’ s great for servers and bartenders to say , ‘ We have a great wines-by-theglass program . We had a blind taste testing , and we picked the best wines ,’” Rigby says .
You must work with and collaborate with your suppliers , Petta adds . “ Our preferred supply partners are as engrained in our business as they are their own ,” he says . “ You have to have consistent communication to work collaboratively ( to effect ) creative ways that benefit all parties .”
And do not burn bridges , Griffie advises . “ Every vendor is important , and having that dialogue and partnership is important so you ’ re not surprised when the truck shows up and the product isn ’ t there ,” Griffie says . “ They ’ re going to know about supply issues before we do so you have to keep an open dialogue so that , in the case of an event where you need 100 chicken breasts , and they ’ re not available , you ’ re able to modify for that .”
Outsourcing food preparation to suppliers – buying prepared patties , pre-juiced oranges , etc .– can also help you save on cost . “ A lot of chefs are obsessed with buying meat and butchering it , and I would say ‘ Show me your sales analysis ,’” Rigby says . “ If you ’ re buying whole tenderloins , and you mostly only want center cuts , how are you using the rest of the tenderloin ? If you bought 100 tenderloins but only charged for 85 , what happened to those 15 tenderloins ? You need to do potential cost analyses on your high-selling proteins .”
Petta says that having commissary kitchens integrated into their business has really helped . “ The integration of commissary kitchens to parts of our business has been a major asset in our success ,” he says .
Small , sharable bites and appetizers that are easy to prepare – salsas , guacamole and chips , or different types of hummus and pita breads – can increase sales . “ You want to drive more revenue out of the same customers while saving on labor costs ,” Rigby says . “ Put yourself in the seat of the customer who is waiting with drinks and getting hungry .”
Salesmanship in small plates menus also must be important , Rigby adds . “ You have to work together as a team ,” he says .
Social media-ready desserts can also drive more sales . “ Instead of four or five boring desserts have a signature , show-stopping item ,” Rigby says .
Also , challenge the wait staff and bar staff to sell such signature desserts , and whoever sells the most , gets a reward .
Rigby encountered a brilliant pastry chef at a restaurant once who would create such a signature dessert every month , and whoever sold the most would then get a special cake or dessert she created for them to take home to their families . “ She knew her servers , and she knew it was a big deal for them to take such a dessert home ,” he says . “ It was something she was doing all the time , and this was working very well for the restaurant .”
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