Sales History

Chapter 9: Sales HistorySales History BackgroundSales history, also known as a scatter sheet mix, is a daily record of the menu items that have been sold.Uses for sales history include:To forecastTo keep a daily record of which food items were soldTo keep a daily record of how many menu items were soldTo predict sales volumeTo record information that will aid management in forecasting accuratelyTo aid management in predicting a sales analysisTo project the annual budgetTo aid management in determining the dollar amount that customers are willing to payFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009Sales History Background Cont’dTo accurately, forecast the number of customers for each meal period it is necessary to have pertinent information that influences sales on that particular day. Examples include:Day of the weekDateWeatherTime of dayMeal periodSpecial events within the community that will produce more sales (e.g., concerts, conventions, meetings, and bus tours)Employees who are absent from work that dayFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009Sales History Background Cont’dTo accurately, forecast the number of customers for each meal period it is necessary to have pertinent information that influences sales on that particular day. Examples include:Day of the weekDateWeatherTime of dayMeal periodSpecial events within the community that will produce more sales (e.g., concerts, conventions, meetings, and bus tours)Employees who are absent from work that dayFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009Benefits of a Scatter SheetAt the end of each meal period, the food items that are sold must be recorded onto the sales history ledger. If a restaurant is losing sales, the sales history record can be helpful in determining the problem. Most restaurants lose sales because customers do not like the approach that the restaurant is taking in one or more of these areas:SanitationQuality of the foodQuality of the servicePricesAtmosphereLocation of the restaurantFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009How a Scatter Sheet WorksColumn 1: includes the week ending date, the menu item listings, a remarks area, and a meal period area.Column 2: includes the name of the restaurant and space for the weather and the days of the weekColumn 3: shows the weekly total of the individual menu items that were soldColumn 4: shows the selling price of the individual item. Column 5: shows the item salesColumn 6: shows the total of weekly salesColumn 7: shows the percentage contribution to salesFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009Production SheetIs a schedule that provides employees with information:Who will be doing which taskWhen they will be doing the taskWhere they will be doing the taskThe equipment neededThe quantity of a product neededFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009Menu EngineeringA method of analyzing the popularity and contribution margin of each menu itemDetermines how much profit each item is contributing by determining each menu item’s contribution margin and popularity.Four classificationsStarsPlowhorsesPuzzlesDogsFundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware) John Wiley & Sons, Inc. © 2009