Catering is Alive and Well in our Restaurant Community!

Unknown

September 2015 was a whirlwind!  Conferences, Speaking Engagements, Consulting, Training and Software Implementations!

MonkeyMedia Software is humming along with more than 5000 restaurants using our solution, The Catering Institute is growing very rapidly and working with so many great teams and our readership at Catering Insights is growing exponentially.

I always knew in my own heart that catering out of restaurants was a HUGE opportunity for the brands that really decided to take it seriously.  And the data is presenting positively towards this belief.

Next year I will celebrate my 20th year since entering the foodservice space and I am just as excited and bullish about our industry as I was n 1996, when I acquired Tony’s Deli & Catering Company.

Catering was the force multiplier at Tony’s and was the catalyst that led to the work that I am doing today at MonkeyMedia Software, The Catering Institute and Catering Insights.  I am amazed to see how catering is also the force multiplier for so many brands that we are working with.

As I traverse North America and work with the greatest restaurant and foodservice companies in America, I am left with a feeling of optimism and hope.  In fact, I am so certain that the work we are doing is changing the way our community operates, that I can’t wait to see what the next decade brings.

It’s going to be a fantastic ride!

I am grateful today to the team members that I am blessed to lead forward, and even more grateful to the more than 5000 restaurants and their teams that have placed their trust in our organization and for believing in our dream of helping restaurants to feed their customers where they Live, Work and Play.

Catering is here to stay and I am so grateful to be part of it.

The Importance of Employee Training To Boost Catering Sales

My passion has always been about the people.  Nothing makes me happier than training restaurant employees to do more catering.  It’s the work we are focused on at The Catering Institute.

I believe that the only way to really impact sales in a positive way is through ongoing development and training.  I was doing research on the importance of training and found this video.  Thought I’d share it here.

Through my travels as the CEO and Founder at MonkeyMedia Software, The Catering Institute and Catering Insights, I have come to learn that it really is about the people.

Want to get more catering sales?  Invest in your people.  Send them to a Catering Sales Management Workshop in Dallas this October.

Certainly, you will yield results.

How Restaurant Catering is Changing the Balance Sheet of America – RLC Presentation 2013

As many of you know, I’m passionate about catering in multi-unit restaurant ecosystems.  As part of my duties at MonkeyMedia Software, I recently had a wonderful opportunity to speak at the Restaurant Leadership Conference in Scottsdale last month.  My team captured the whole presentation on video, and I thought I’d post it here for anyone who is interested in seeing it.

I hope you enjoy it.  Send me your thoughts!

 

 

 

Looking for a Catering Sales Manager? – Recruit a Professional

Sales Growth

I am a BIG believer in recruiting the right talent when it comes to growing catering sales outside the four walls of your restaurants.

Through MonkeyMedia Software’s Catering Institute I am very fortunate that I get to spend alot of time working with wonderful leaders in our restaurant community.  All we do is think about how to scale catering operations on top of existing restaurant assets, 24/7/365.

Recruiting great Catering Sales Managers (CSMs) is a critical step forward as our industry strives towards building a sustainable and growing catering operation for our brands.

I thought I’d post this job description template that we recommend to help you recruit some great talent.  I hope it helps!

Drop me a line after you use it and let me know if it draws some great talent your way.

Catering Sales Manager
[YOUR BRAND GOES HERE] is growing and is looking for an experienced Catering Sales Manager (CSM) to join our team. Since [The Date your Brand Started], [YOUR BRAND HERE], has proven to be one of [YOUR CITY’S] most dynamic and successful restaurant management companies. [LIST YOUR BRAND’s AWARDS AND INDUSTRY RECOGNITION HERE]

Requirements:

The CSM is responsible for maximizing the off-premise sales channel to meet/exceed sales goals by soliciting, negotiating and booking new and repeat business via outside sales calls, telemarketing, mailings and networking.

The ideal candidate will have:

– Minimum of 3+ years of hospitality sales experience.

  • Cold calling and networking strategies are a must.
  • Thorough knowledge of the practices and procedures of the food and beverage, hospitality and catering businesses. Experience in off-premise catering a strong plus.
  • Ability to execute and support the operational aspects of business booked.
  • Outstanding customer service.
  • Strong organizational traits, including excellent time management skills, hands-on and ability to work independently.
  • Commitment to quality, accuracy, timeliness and results.
  • Excellent written and verbal communication skills as well proficiency with various computer applications.
  • A team player mentality and the ability to work in a fast paced, high energy and demanding environment.
  • A flexible schedule with the ability to work day, evening and weekend hours as business needs require.
  • B.A./B.S. degree or equivalent combination of education and experience preferred.

If you meet these requirements and are interested in working with a group of talented and driven individuals in a team environment, [YOUR BRAND] is interested in talking to you!

 

Catering By Design – Scalable & Predictable

 

To succeed in catering, you have to create a scalable, predictable and reliable experience.
To succeed in catering, you have to create a scalable, predictable and reliable experience.

When I talk to prospects and clients about their off premise catering requirements, many of them tell me that they want to create a catering experience that is scalable and predictable. They want a program that will make it easy to grow as they open additional restaurants and franchises.  It just has to be easy and it has to scale.

Scalability is an important component of the restaurant industry. So is predictability. I am certain that one leads to the other. Our industry has performed wonderfully by replicating predictable and scalable restaurants across our great nations. Without it, the biggest brands in our industry would simply cease to exist. And if that happened, where would the rest of us be?  We depend on the big brands to push innovation.  They invest a lot of resources and it helps make us all smarter!

The idea of scalability and predictability is no different when it comes to layering a successful off-premise service component on top of your existing restaurant infrastructure. In fact, reliability, predictability and scalability are three objectives restaurant operators must focus on at all times when developing their off-premise sales channel.

Ahh… But here’s the million dollar question? How do we scale a “new business,” with completely different demands, on top of an infrastructure that is aging and has been designed for a totally different market and experience?

It’s time to be thoughtful. It’s time to think of the off-premise sales opportunity for our restaurant community as the fastest growing sales opportunity we have. There is no sales lift bigger that we can seek than filling the off-premise demand for our consumers.  That’s what we believe at MonkeyMedia Software.  Catering is BIG!

If you can design a reliable, predictable and scalable off-premise experience for your team and your customers, you will impact your unit-level profits like never before – the flow-thru of the dollars from these sales to the bottom line is substantial and very different from the dollars that flow to your bottom line from your in-store sales traffic.

As restaurant operators we must continue to raise the bar on the dedication and standards needed to excel in this new business channel. And the fact that these standards remain underdeveloped in our industry is both a community challenge and opportunity. I’d like to see certification. A catering institute focused exclusively on solving these issues.  Well, I’m building The Catering Institute as I write this.  I hope you will all take some time to learn more about it.

As an industry, if we invest in creating reliability, predictability and scalability in our catering and off-premise channel it will grow for many years to come. It will be AMAZING!

But, it’s going to take dedication and a commitment to innovate and change. It’s going to take time. It’s going to take money. It’s going to take effort.

Oh. And the answer to the million dollar question above?

“Catering by design.” That’s how. Just like you know how!  Let’s talk catering!  Let’s learn from each other!