A look at the myths and principles of being a "salesman/woman" in the Hospitality Industry.
Tips for Tips are also included to help you with some stats on better tipping.
38. Suggestive Selling
✦ Quick Sell: Brand name mentioned ‘on the fly’
✦ Up-sell: Movement up to higher valued item
39. Suggestive Selling
✦ Quick Sell: Brand name mentioned ‘on the fly’
✦ Up-sell: Movement up to higher valued item
✦ Cross Sell: Move across to items of similar
value
40. Suggestive Selling
✦ Quick Sell: Brand name mentioned ‘on the fly’
✦ Up-sell: Movement up to higher valued item
✦ Cross Sell: Move across to items of similar
value
✦ Call-back: Check in to see if customer wants
a ‘top-up’
50. TIPS FOR TIPS!
adapted from www.alconomics.com
There are many studies into
tipping and at a basic level there
is an understanding that there is
not much correlation between
quality of service and tip levels…
51. TIPS FOR TIPS!
adapted from www.alconomics.com
There are many studies into
tipping and at a basic level there
is an understanding that there is
not much correlation between
quality of service and tip levels…
But they have found many
things that waiters and
bartenders can do to increase
their earnings… try out some of
these tips for tips:
53. TIPS FOR TIPS!
1.
Try to look or dress distinctively. Whether it’s a
flower in your hair, an interesting hat or tie or even
one of the many charity bands that are springing up
on wrists everywhere.
54. TIPS FOR TIPS!
1.
Try to look or dress distinctively. Whether it’s a
flower in your hair, an interesting hat or tie or even
one of the many charity bands that are springing up
on wrists everywhere.
• they have proved in scientific studies that tips
increase by an average of 17% if you look different
to your fellow servers…Always check with management as
your favourite Porn Star t-shirt may well not go down too well
with everyone…
55. TIPS FOR TIPS!
1.
Try to look or dress distinctively. Whether it’s a
flower in your hair, an interesting hat or tie or even
one of the many charity bands that are springing up
on wrists everywhere.
• they have proved in scientific studies that tips
increase by an average of 17% if you look different
to your fellow servers…Always check with management as
your favourite Porn Star t-shirt may well not go down too well
with everyone…
2.
Introduce yourself. Not Like a Machine!!
56. TIPS FOR TIPS!
1.
Try to look or dress distinctively. Whether it’s a
flower in your hair, an interesting hat or tie or even
one of the many charity bands that are springing up
on wrists everywhere.
• they have proved in scientific studies that tips
increase by an average of 17% if you look different
to your fellow servers…Always check with management as
your favourite Porn Star t-shirt may well not go down too well
with everyone…
2.
Introduce yourself. Not Like a Machine!!
• “Hi, I’m XXX and I will be your bartender tonight”
but a genuine and friendly greeting, a shake of the
hands and some eye contact has been shown to
increase tips by 10%
57. TIPS FORof your guests… try to
TIPS!
3. Try to copy the movements
copy their body language, maintain good eye contact
and get close to them (lean in or over the bar towards
them).
•The keys to ‘non verbal’ communication are
postural similarity, more eye contact and
proximity… if taking an order at a table, squat
down to the guests’ level, if from the bar then
copy the guest and they have been shown to
increase their tip by 5%.
4. Repeat the order. Although copying people can be
annoying by repeating their order, either as you take it
or at the end, It has been shown to increase tips by
nearly 30%! And of course it means that less mistakes
are made by checking that you heard correctly.
Notas del editor
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\n80% of bars either lose money or break even (hence expression busy going broke)\n\nSome businesses that lose money are both popular and busy. Why is that?\n\nIf a business can’t successfully make a profit from few customers. Then it only loses money faster the more it has.\n\nThe bartender plays a critical role I determining whether the business makes or loses money.\n
\n80% of bars either lose money or break even (hence expression busy going broke)\n\nSome businesses that lose money are both popular and busy. Why is that?\n\nIf a business can’t successfully make a profit from few customers. Then it only loses money faster the more it has.\n\nThe bartender plays a critical role I determining whether the business makes or loses money.\n
W/SALE: Cost of purchased goods (before any actions taken to order)\n\nRETAIL: Cost to Consumer\n  \nGROSS PROFIT: The difference between the RETAIL PRICE and the W/SALE PRICE of the product\n \nNET PROFIT: The profit that remains after ALL COSTS have been factored in incl. Utilities, staff, entertainment, insurances etc\n \nKPI: Key Performance Indicator \n \nMost bars build in a GROSS PROFIT MARGIN OF AROUND 70 –80% on products, while the average bar aims to make a NET PROFIT OF ONLY BETWEEN 7 – 10%!\n
W/SALE: Cost of purchased goods (before any actions taken to order)\n\nRETAIL: Cost to Consumer\n  \nGROSS PROFIT: The difference between the RETAIL PRICE and the W/SALE PRICE of the product\n \nNET PROFIT: The profit that remains after ALL COSTS have been factored in incl. Utilities, staff, entertainment, insurances etc\n \nKPI: Key Performance Indicator \n \nMost bars build in a GROSS PROFIT MARGIN OF AROUND 70 –80% on products, while the average bar aims to make a NET PROFIT OF ONLY BETWEEN 7 – 10%!\n
W/SALE: Cost of purchased goods (before any actions taken to order)\n\nRETAIL: Cost to Consumer\n  \nGROSS PROFIT: The difference between the RETAIL PRICE and the W/SALE PRICE of the product\n \nNET PROFIT: The profit that remains after ALL COSTS have been factored in incl. Utilities, staff, entertainment, insurances etc\n \nKPI: Key Performance Indicator \n \nMost bars build in a GROSS PROFIT MARGIN OF AROUND 70 –80% on products, while the average bar aims to make a NET PROFIT OF ONLY BETWEEN 7 – 10%!\n
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MOVE TO THE BAR\n\nHAVE BASIC POUR TEST SET UP ON 2 MACHINES \n\nSPLIT INTO 2 GROUPS\n\nCONDUCT A DEMONSTRATION AND HIGHLIGHT THE CORRECT ‘BARMETRIX’ POPURING TECHNIQUE.\n\nRUN GROUPS THROUGH TEST\n\nCOMPLIE RESULTS AT END\n\nPROJECT INTO SCREEN AND AWARD PRIZE\n
MOVE TO THE BAR\n\nHAVE BASIC POUR TEST SET UP ON 2 MACHINES \n\nSPLIT INTO 2 GROUPS\n\nCONDUCT A DEMONSTRATION AND HIGHLIGHT THE CORRECT ‘BARMETRIX’ POPURING TECHNIQUE.\n\nRUN GROUPS THROUGH TEST\n\nCOMPLIE RESULTS AT END\n\nPROJECT INTO SCREEN AND AWARD PRIZE\n
MOVE TO THE BAR\n\nHAVE BASIC POUR TEST SET UP ON 2 MACHINES \n\nSPLIT INTO 2 GROUPS\n\nCONDUCT A DEMONSTRATION AND HIGHLIGHT THE CORRECT ‘BARMETRIX’ POPURING TECHNIQUE.\n\nRUN GROUPS THROUGH TEST\n\nCOMPLIE RESULTS AT END\n\nPROJECT INTO SCREEN AND AWARD PRIZE\n
MOVE TO THE BAR\n\nHAVE BASIC POUR TEST SET UP ON 2 MACHINES \n\nSPLIT INTO 2 GROUPS\n\nCONDUCT A DEMONSTRATION AND HIGHLIGHT THE CORRECT ‘BARMETRIX’ POPURING TECHNIQUE.\n\nRUN GROUPS THROUGH TEST\n\nCOMPLIE RESULTS AT END\n\nPROJECT INTO SCREEN AND AWARD PRIZE\n
MOVE TO THE BAR\n\nHAVE BASIC POUR TEST SET UP ON 2 MACHINES \n\nSPLIT INTO 2 GROUPS\n\nCONDUCT A DEMONSTRATION AND HIGHLIGHT THE CORRECT ‘BARMETRIX’ POPURING TECHNIQUE.\n\nRUN GROUPS THROUGH TEST\n\nCOMPLIE RESULTS AT END\n\nPROJECT INTO SCREEN AND AWARD PRIZE\n