By David Scott Peters

Your general manager should be your right hand person; the one person you can count on to operate your restaurant the correct way. After all, you can’t be there all the time, but your customers expect to have the same, quality experience on each of their visits. So how do you find the person who sees it the way you do and understands the importance of the systems and processes you’ve put in place?

Let’s be honest, looking for a reliable general manager is an overwhelming task. In the best of situations you can recruit from within, but when that’s not possible, I have some tricks for finding someone who fits.

First, you have to find quality candidates. You can try management recruiters, newspaper ads or personal referrals. But you don’t usually have the luxury of a lot of lead time. To get candidates in a timelier manner, use the Internet. Post your position on places such as Monster.com, Career Builder and Craig’s List. You will get results, i.e., resumes and applications, immediately.

Once you’ve narrowed your candidates down to the top five, come up with a list of questions to ask during each interview. This is a patterned interview format. Consult with your team and find out what they would like to know about each candidate before your meetings.

One of the benefits to going with the patterned interview format and having questions prepared is you will get to evaluate each candidate equally because they all answer the same questions. Now you can compare apples to apples when looking at responses. It can also keep you out of lawsuit territory. You never know when you might be accused of unfair hiring practices by a disgruntled candidate who didn’t get the job. But if everyone answers the same questions, then every candidate is treated equally.

This process should get you to the second interview. Your initial list should now be less than five — those that made you think twice. In fact, you probably find yourself trying to visualize each of them in the position for which you’re hiring.

As you approach the second interview, ask yourself: What do I hope to discover about each candidate during this interview? What questions were left unanswered from the first interview?
Now you want to get the details of what they know and what skills they actually have when it comes to restaurant operations, marketing, dealing with employees and how they might fit in to your restaurant’s unique culture. For this interview you should have a new, preset list of questions.

After you complete the second round of interviews, you should be ready to make a selection, this is when we come down to basic human instincts — your gut.

You want someone who has the skills, experience and feels right. Don’t settle for less. And if you have to, start the whole process over again. Settling will likely only cause you more problems down the road. This is a position that is too important to your restaurant’s success. The person you choose must be the right fit in EVERY way.

Come back next week to read the second portion of this article series where I will discuss tips for extending a job offer to a potential employee.

David Scott Peters is a restaurant expert, speaker and founder of TheRestaurantExpert.com. He specializes in teaching independent restaurant owners how to use systems for increased sales and increased profits. He is the nationally acclaimed restaurant coach whose unique “SMART Systems” approach to boosting profits has earned him the title of, “The man who can walk into any restaurant in America and find $10,000 in undiscovered cash before he hits the back door – Guaranteed!” Learn more tips, tricks and secrets in David’s free weekly e-newsletter, “Instant Action Systems.” Simply sign up to receive the e-newsletter at TheRestaurantExpert.com.

By David Scott Peters

I’m passionate about efficiency. Call me lucky because I’m one of those people who turned my passion into a career: helping independent restaurant and bar owners use systems to be more efficient, profitable and successful. Each day I teach independent restaurant owners how to compete with the big chains.

To do this, I show restaurant owners how to do two important things:
1. Use systems
2. Maximize restaurant industry tools they’re already paying for

First, let’s talk about systems. One of the things chains have going for them is the efficiency they achieve by systemizing everything. I teach independent restaurant owners these same exact operational systems.

They’re called SMART Systems. They are Simple, Measurable, Applicable, Repeatable and Trainable. SMART Systems cover every operation in a restaurant, from your back door to your front door and are designed to help you delegate and still trust that everything’s getting done properly. In addition, with systems in place you get numbers and reports that give you the ability to measure your success and make improvements where needed.

If you want to increase profits and lower costs, the best way to do it is to implement systems.

With these systems in place, you can then focus on part two mentioned above, the tools of the restaurant industry to make your systems go further. One of those tools is your point of sale (POS) system. I want to teach you how to use your POS system as an inventory manager, but before I can, you have to have certain systems in place. These systems ensure your POS system gets quality and accurate data.

To use your POS systems as an inventory manager, you need to have the following systems in place:

Yield tests for ingredients: Know how much of your product actually gets used. An example I use is Romaine lettuce. Once you cut off the browned tops, the roots at the end, then peel off the outer layer that’s wilting, you’re left with about 50 percent of what you paid for. Therefore, your full cost is really just for 50 percent of what’s delivered to you. Your POS system needs to account for this to use it for inventory.

Recipe book: To have accurate recipe costing cards (see next system), you must first have a recipe book that captures all recipes in your bar and/or restaurant. This includes drink recipes for your everyday drinks and your house specialty batch drinks like margaritas or sangria. Every time a drink is rung up at the register, it will deduct from the inventory of the items that are in that drink.

Recipe costing cards, including batch recipes: These are the key to inventory, food and pour cost and your total cost of goods sold. In fact, they operate on a six-degrees-of-separation-principle in that they are connected to almost all systems in the bar or restaurant in one way or another. They are essential to running an efficient, profitable and successful bar or restaurant.

Clean and labeled shelves in all storage areas: With clean and labeled shelves in your liquor closet, walk-in cooler and dry storage, you can easily identify each of your inventory items, know how much is on the shelves and when it doesn’t match the POS system report.

These systems apply across a bar and kitchen, so if you have both, then both sides of the business need to have these systems in place to accurately use your POS system for inventory.

With these systems in place, you can be sure you have the right data in hand to properly use your POS system to support your inventory.

If you would like to learn more about these systems and their benefits, give me a call at 1-877-457-6278, ext. 1 or sign up for our next restaurant workshop at www.restaurant-profits.com.

David Scott Peters is a restaurant expert, speaker and founder of TheRestaurantExpert.com. He specializes in teaching independent restaurant owners how to use systems for increased sales and increased profits. He is the nationally acclaimed restaurant coach whose unique “SMART Systems” approach to boosting profits has earned him the title of, “The man who can walk into any restaurant in America and find $10,000 in undiscovered cash before he hits the back door – Guaranteed!” Learn more tips, tricks and secrets in David’s free weekly e-newsletter, “Instant Action Systems.” Simply sign up to receive the e-newsletter at TheRestaurantExpert.com.

by Sandy Korem

Last week, in the Start the New Year Off Right with Catering and Big Profits – Part 2, we discussed drop off and set-up catering options for your restaurant. In the final installment of this article series, we will explore the concept of full-service catering:

If you want to provide full-service catering at your business, think “feast in a field.” With experience, you should be able to prepare a beautiful meal in the middle of a cow pasture without water or electricity. And you must have key staff that can carry out your clients’ expectations. Don’t even think about full-service catering if you don’t have a detailed and creative implementer. Clients pay a lot for full-service catering and they should be given exactly what they pay for.

It’s not all in the name. Many times a catering menu is more upscale and has more variety than your typical restaurant menu. If your niche is barbecue and the word barbeque is in your name, but you also cater other types of food, you may want to consider changing the name of your catering division. If the name of your company indicates barbeque or Mexican cuisine, the chance of a bride hiring your restaurant for upscale food at her wedding reception is slim.

Don’t panic… punt. You must have a non-kitchen event supervisor who can handle anything. You need a commanding supervisor who can deliver under any circumstance. My personal motto is “don’t panic… punt.” I once had a water main blow 15 minutes before 350 guests were to arrive for a seated dinner reception in a tent. Trust me, we found water for 350 people in record time!

Be prepared. I am not trying to scare you, but think of the worst circumstances for an off-site catering event. You have to be prepared for anything and have the ability to be resourceful. Do not let these issues panic the staff or most importantly, the client.

Checklists, checklists and more checklists. Most of the time special event venues do not have a full kitchen. You are lucky if you have running water. You must have detailed checklists for all of your supplies and materials. Our company has “sets” of event and kitchen supplies in large plastic tubs that are ready to go at a moment’s notice. They go with us to every event so that if the site comes up short, we don’t.

Train versatile staff. I prefer to hire and train staff that can work in the kitchen and on the floor. Cross training is important.

Have the right staff. The character and background of the staff is critical. Background checks must be done on all staff going into someone’s home. Your clients trust that you have hired reputable and safe personnel to be in their residence.

Dress the staff well. A good looking staff goes a long way to impress your guests. Dress them alike, all starched and pressed. Cummerbunds and bow ties are out. Long sleeves are preferred. You may not mind tattoos, but does your client? My company owns the wait staff shirts. They are cleaned and brought to each event. Each staff member is charged per event for the use of the shirt. Don’t let them buy their own and bring it to the event. If you do, you will be disappointed by what some people consider cleaned and ironed.

Pay your staff well. You get what you pay for. We pay $15 – $20 per hour per staff member. Captain is $24 per hour. We have some staff that has been with us for more than 14 years. We charge the client $30 – $33 per hour for each staff member with increased rates per hour during the peak, holiday season.

Visit www.thecateringcoach.com for additional information on how to start a catering revenue stream at your restaurant

Sandy Korem, is the CEO and founder of one of the Top 20 Catering Companies in America, The Festive Kitchen, based out of Dallas, Texas. She was awarded the White House Food Service Medallion in 2008 for outstanding food service to President George W. Bush. Her company, www.thecateringcoach.com, helps restaurateurs take their off-site catering revenue stream to a different level. Korem uses her 20-plus years of catering expertise to offer insight into how to price catered events, the importance of testing and testing again, and how to train your staff so that you don¹don’t have to be at every event. Plus, learn why “charge for it” will become your company’s catering mantra!

By Sandy Korem

Last week, in “Start the New Year Off Right with Catering and Big Profits – Part 1,” we talked about maximizing your catering program selling boxed lunches. This week we will discuss the concept of drop off and/or set-up catering:

Drop off and/or set-up
This catering is really good for your cost of goods sold because you can cater what you know the best and what you are already producing in your restaurant. Generally this is food like lasagna, chicken, spaghetti, etc. For more ideas, go to: www.festivekitchen.com click “Menus” and then click “Corporate Menus.”

Some equipment is required. Clients usually want plates, forks, etc., so charge for it. Hot food also requires chafing dishes. Drop some of yours off or you can use the disposable wire ones.

Knowledgeable staff is critical. They will be asked lots of questions about the food, especially if they set it up. Leave the client detailed serving instructions.

Be prepared. So you don’t forget a critical item, have a checklist and have back-up items in the delivery van.

Profits. I guarantee, you can charge more for this food than if it was served in your restaurant. If you can provide quality food that is hot on arrival, charge the client for it and make some money. That is the key to off-site catering. The client is calling you for food but they are also calling you for CONVENIENCE – so charge for it!

Visit again next week for the final installment in this series, “Start the New Year Off Right with Catering and Big Profits – Part 3” where I will provide information on initiating a Full-service catering program in your business.

Sandy Korem, is the CEO and founder of one of the Top 20 Catering Companies in America, The Festive Kitchen, based out of Dallas, Texas. She was awarded the White House Food Service Medallion in 2008 for outstanding food service to President George W. Bush. Her company, www.thecateringcoach.com, helps restaurateurs take their off-site catering revenue stream to a different level. Korem uses her 20-plus years of catering expertise to offer insight into how to price catered events, the importance of testing and testing again, and how to train your staff so that you don¹don’t have to be at every event. Plus, learn why “charge for it” will become your company’s catering mantra!

By Sandy Korem

A restaurant has downtime every day and if you want to bring in a big profit revenue stream, catering is your answer.

I have owned an off-site catering company for 20 years and in my world there are three categories of off-site catering:
• Boxed lunches
• Drop off and/or set-up
• Full-service

When it comes to any kind of off-site catering, first and foremost, I have to share my cardinal rule: test, test, test. What works in your restaurant may not transport well.

After you follow the cardinal rule of testing everything, apply these pointers for boxed lunches:

Boxed Lunches
Simple concept, but to excel you must make the lunches special. Everyone has a turkey sandwich, but how many have a hand-carved, oven-roasted herb turkey breast presented on specialty bread with a dollop of homemade basil pesto mayo?

Don’t offer too many selections. For boxed lunches and drop-offs, limit the selection just like you do your restaurant menu.

Presentation is key. Don’t use a plain white box. Find a great container where the client can see the food and label the container with your logo.

Timing is crucial. Be late for a corporate office lunch meeting once and you’re history.

Presentation of the staff is monumental. They represent who you are. Fresh clothes with your logo, a knowledgeable delivery person and a great attitude go a long way.

Establish a minimum order or you won’t make money. Our minimum is 25 lunches AND we charge $38 for the delivery too.

Don’t be the cheapest. If you have a great product clients will buy it. Don’t be afraid to charge for it.

Visit again next week when I will provide some tips on developing a drop off and/or set-up catering program in your restaurant in “Start the New Year Off Right with Catering and Big Profits – Part 2.”

Sandy Korem, is the CEO and founder of one of the Top 20 Catering Companies in America, The Festive Kitchen, based out of Dallas, Texas. She was awarded the White House Food Service Medallion in 2008 for outstanding food service to President George W. Bush. Her company, www.thecateringcoach.com, helps restaurateurs take their off-site catering revenue stream to a different level. Korem uses her 20-plus years of catering expertise to offer insight into how to price catered events, the importance of testing and testing again, and how to train your staff so that you don’t have to be at every event. Plus, learn why “charge for it” will become your company’s catering mantra!