1st Questions

• 1. Where is the client in the market? Where do they want to be? Will they take on the marketing challenges of building and dining room décor, and outside marketing to get them there?

• 2. If they currently have a menu and a customer base, what do we have to do to get them where they want to go?

1st Questions

• 3. What do we have to with the kitchen design? Will they spend the money to get them there?

• 4. What do we have to do with staff training and culture to pull if off?

Bread Garden Before

Bread Garden Analysis

Margin Contribution by Category/Menu Real Estate Return

• 11 Sandwiches 25.6% 2.3% per item• 5 Wraps 13.4% 2.7% per item• 14 Entrees 18.1% 1.3% per item• 10 Breakfast 13.4% 1.3% per item• 2 Bakery 11.2% 5.6% per item• 9 Salads 9% 1% per item• 17 Combos 6.8% .4% per item• 3 Pasta 5.2% 1.7% per item• 7 Soup 1.4% .2 % per item

Bread Garden Food Sales Mix • 78 item menu, not counting desserts • Heavy cannibalization. Multiple breakfast bagels.

Multiple Chicken Sandwiches and Wraps. • So many add-on combo salads that there was no way they

could be fresh.

• 65% of the menu selling less than 3 items per day.

• There were 8 items that would be on market if they were improved in texture and flavour, everything else had to go.

Sales/Margin Axis

Recommended Menu Change

• 30 item menu and up to 6 seasonal feature items.

• Improve quality of all ingredients. • Price the menu up by 25%.

6 Combo Salads/Add-ons

• Greek Salad• Cole Slaw• Artisan Green Salad• Amaroso Caprese Salad• Caesar Salad• Lunch Bunch Grapes

6 Entrée Salads $7-$9

• Smoked Turkey Waldorf Salad• Tuscan Clubhouse Salad• Thai Chicken Salad• Tandoori Chicken Salad• Grilled Chicken Caesar• Chicken Veronica Salad with Mini Croissant

7 Entrées $8-$10

• Teriyaki Chicken Stirfry• Thai Chicken Stirfry• Curried Chicken Rice Bowl• Spinach Ricotta Ravioli with Creamy White Wine Sauce• Mushroom Ravioli with Creamy Tomato Sauce• Twisty Macaroni and Cheese with back bacon and baby

peas• Organic Whole Wheat Fusilli Marinara with Sautéed Portobello Mushrooms with Grilled Chicken

7 Sandwiches $6-$8

• Smoked Turkey Clubhouse on Potato Rosemary Bread

• Grilled Chicken Focaccia Sandwich• Tuscan Vegetarian Focaccia Sandwich• Thai Chicken Wrap• Butter Chicken Wrap• Smoked Ham and Emmantal on Filoncini• Certified Angus Roast Beef Sandwich on Filoncini

5 Breakfasts $3-$5

• Ham, Cheddar, Scrambled Egg Bagel• Cheddar Omelette Croissant• Santa Fe Breakfast Wrap• Mini Croissants• Orange, Grape, Honeydew, Pineapple Salad

add-on

Results

• 20% immediate sales increase• 30% increase in margin• Lowered labor by 15%• Lowered food inventory from 270 to 135 items• Lowered inventory level from $6000 to $4000. • Average check went up by $1.17. • Cut the menu in half and increased variety,

sales and profits.

BG Urban Café afterward

Timetable

• Preliminary analysis and meeting. 1/2 day• Store audit. 1 day• Menu analysis. 5 hours• Menu bluesky 3 hours• Recipe writing 5 hours• Ingredient selection 1 day.• Recipe development at home test kitchen. 3 days.• Presentations at BG Site. 2 days• Meet with manufacturers for outsourcing and tasting 1 day.• Total: 10 days work spread over 2 months.

Menu rejuvenation• Reduce menu and inventory by 25%-50%.• Remove all products that cannibalize each

other and make each menu item unique.• Improve all raw ingredients. • Outsource proprietary recipes to

manufacturer wherever possible. • Move the menu to the top end of the market

the client inhabits.

Menu Structure

• 600 products on inventory.• 124 items on the menu • 25% of items selling less than one per day,

including some “signature” products. • Another 25% sell less than 3 per day….so half

the menu sell less than three per day. • Many items mispriced, far too high or far too

low.

Results of 1st Menu Change• Sales increase: 25%• Food cost decreased: 1.5%• Average cheque increase $1.50

immediately.• Customer count increase 10%• Seasonal feature promotions added,

additional cheque average increase of $2.00

DACUM (day-kum)• An abbreviation for Developing A Curriculum• A job occupational analysis performed by

expert workers in the occupation• An occupational skill profile which can be used

for instructional program planning, curriculum development, training materials development, organizational restructuring, employee recruitment, training needs assessment, career counseling, job descriptions, competency test development, and other purposes.

Personal Qualities• Fantastic 1st impression, charismatic personality, great

smile• brains, interest in arts and sciences, a reader and studier• well-spoken, articulate• enthusiasm, drive, energy• sense of humor and fun• punctuality, reliability, commitment• team player, history of good relations upwards and

downwards• goal oriented, competitive, has tasted success• confidence and self-esteem, no defensiveness

Personal Qualities• honesty with others and self• a self-starter with initiative• adaptability and ingenuity• follow standards, but not blindly….a smart and

cooperative rebel• mentally/physically organized, systematic• clean safe work habits• welcomes supportive criticism, appraisals• productive attitude, strong work ethic, disciplined

routine• takes accountability for self development

Leadership Skills• a constant recruiter as a way of life• great insight into character, quick and accurate preliminary

reads on people• caring, empathetic, develops rapport and two-way loyalty• capable of handling many relationships while still

balancing personal life• sincerity and integrity, strong principles• maturity and calmness• drive, passion, fire, fun• patient, supportive, trusting, encouraging credit giver• upbeat, warm, positive, optimistic

Leadership Skills• an influencer• a people investor, shares personal time/space• trainer, coach, cultivator, role model, mentor• learns fast, grasps complex ideas completely• open minded, flexible, ingenious, inspirational• reflective, analytical, logical thinker, an auditor• keen, penetrating, incisive intelligence-- a great

planner• logical, clear, concise communicator, computer literate• cuts to the chase, action oriented, holds people

accountable

Rating Scale• Trainee: Has studied all material, can perform every

task well, but needs continuing support to perform consistently and speedily for the guest.

• Apprentice: Performs all tasks perfectly, consistently and quickly, but needs support from time to time.

• Master: Performs all tasks perfectly at all times due to foresight and managing the environment and resources.

• Trainer: Influences others in the performance of their tasks and managing their environment and resources. A visionary and detailed teacher.

Red Seal Program

Celebrity Chefs

Brand Positioning