Tag Archives: leadership

Eliminate Complacency To Build A Thriving Catering Business

Complacency

Like any business, over time, a restaurant’s takeout, delivery and catering operation can grow inefficient. This is especially true if profitability has been high and cash flow is positive. When a business lacks urgency, it can suffer. Even in large multinational companies, at the divisional level, there needs to be urgency for the enterprise to thrive.

The most efficient place for a business to operate is just above break-even. If your enterprise is thriving above break even, then please don’t leave excess operating cash in your bank account. Not ever! Too much cash creates complacency in a business. If your catering operation is generating cash, then take the cash out and either reinvest it in the operations, pay down debt or simply put it away for another day. If you leave the cash in your business account, complacency will creep in. It will destroy your momentum.

When complacency sets in, your people will get tired, stressed and lose their sense of purpose. Many of the behaviors that made you successful in the earlier and hungrier days may disappear. When complacency sets in, it is time for change. And change is hard for everyone. But change is necessary to keep your business efficient.

In fact, change is essential in order to grow.  People, products, markets, customers and processes are dynamic and must change in order to adapt and grow. Nothing stays the same forever and if it does, it can easily lose its relevance and complacency will settle in. It’s just human nature.

We have all heard the terms before. Reorganize, downsize and streamline are all words that are common in business and is part of the dynamic and organic nature of an organization. And while these words are often discussed in business matters, they do serve a purpose.

My father used to tell me that every once in awhile, a person needs to get a haircut to grow healthier hair. And even more so, if your hair is getting out of control or wild, “don’t worry, it always grows back,” he said.

If your restaurant takeout, delivery and catering business is struggling, or if you just can’t seem to meet your budget expectations, I’d recommend a “haircut.” We’ve all been there, and as hard as it is, your business will grow again when you are on the other side of it. Take your operations down to the most common denominator and go from there.

Reorganize at the executive and divisional level. Downsize your expenses and personnel if necessary and streamline your operational processes. These steps are not easy, but they are important for keeping your business and your people on track. Don’t be afraid to raise your prices, renegotiate your supplies and leases and most important, reset the expectations for your team members. Yes, you can renegotiate their compensation packages. Put some urgency back into their day. It will serve them well.

Within my own organization I am sometimes reminded of my father’s words. And when that happens I quickly look to myself and my team to make sure complacency hasn’t set in. If it has, we work together to figure out how we got there and how we can move in a more positive direction. We change things. That’s what we do.

I’ve been in business for more than 30 years and I can attest to the fact that “haircuts” are needed even when we don’t think they are. My intuition usually tells me when it’s time to “shake it up.” I can promise you that I’ve always come out on the other side with a stronger sense of purpose for the business and the team members that are resilient enough to change follow along.

If you need to make a change In your restaurant’s takeout, delivery and catering operation, don’t wait until complacency creeps in. Just do it!  Your whole organization will grow just like you originally intended. Oh, and one more thing, remind everyone that it won’t be the last time because change is good and is essential to surviving in any business.

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Erle’s Catering Sales Tip#345 – ABC

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My team at the Catering Institute is working hard in the field today, as they do every day.  We spend all our time in restaurants helping them to grow sales and increase profits by educating them to be experts at feeding their customers where they Live, Work & Play.

One of the key elements that we get asked about every single day is how to sell more products and services in the business to business (B2B) channel.

Well, I have learned that in order to sell more off premise products and services into companies, we have to really focus on active selling.  We have to become professional selling organizations, every single day.  This is not for the light hearted.  It takes organizational resilience to really be selling at all levels of a restaurant company.

One idea that I like to focus on with all of our clients is on the “ABC’s” of selling.

Always Be Closing!

It is amazing to see how many of us experience an uptick in sales when we just start focusing on the basics of asking for business.

Here are 5 ideas that you can implement tomorrow to help you grow more sales.

1.  Ask for the order 3 times

2. Be persistent every single day.  If a prospect says no to you, it’s not that they are really saying no.  They are not buying for another reason and it is your job to find out.

3.  Know when to Cut Your Losses and Move on To Another Prospect.  This is part of the qualification process.  Are they qualified to purchase your products and services.

4.  Learn to Isolate Objections.  Make sure you ask your prospect “Besides {put objection here}, is there any other reason you won’t buy from me today?”

5.  Once Isolated, ask the Prospect, “If {put objection here} was not an issue, would you buy then?  Then solve for their objection.

Let’s sell more catering together!

 

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A Successful Catering Event is Music to the Ears

When something goes as planned, it is pleasing and so we often say that’s “music to my ears”.  Thing is, to make great music, like great catering, it takes practice.  It takes perseverance.  It takes an ongoing commitment to doing the right things.  Every day.  All day.  Any great musician knows that they have to practice and train on their instrument.

To be successful at catering, like in life, you have to work at it.  Day in and day out.  Only after planning, training, playing and doing it, over and over, can you then be really good at something.  You can’t just put a sign in the window saying you do catering well.  You can’t just send out an email saying you are good at it.  You actually have to work at it over and over.  You actually have to feel it;  to live it; to mean it.

I have heard that you become an expert at something after doing it for 10,000 hours…. I wonder if that’s true.  If so, you’d better get back to work because we have a lot of work to do!  Catering out of restaurants is serious business.

Listen to this girl sing.  Listen to the notes.  The melody.  The perfect pitch.  When something sounds this good, it’s music to your ears.  And music to your ears, feels good.  Just like restaurant catering.  When done well, it will be music to your ears.

Enjoy a little music from 11 year old Maya Rae.  It’s music to my ears.  I hope it is to yours too.

Let’s talk catering!

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