The Rabitt Patch
The Rabitt Patch
The name of the restaurant is The Rabbit Patch which specializes in salads and lighter fare. In order to increase revenue upselling is being introduced to the staff. Upselling is a technique were the staff persuades the customers to buy a larger, better quality, or more profitable item than they had originally intended. In this particular case the option of a larger protein portion a salad is being offered. For instance our Farmer Joe salad normally comes with five ounces of chicken. It would then be the servers job to recommend upgrading a twelve ounce chicken breast for just a couple more dollars. This procedure will ultimately lead to higher guest check totals increasing the restaurants revenue as well as the individual servers.
In order for this to be effective the staff must be well trained on the menu and know what items are available for upselling. Nearly 60% of the menu is comprised of salads and the staff needs to try to upsell whenever possible. In order to insure this the staff would be quizzed on their familiarity with the menu. In addition to which items can be upsold, the servers will have to be able to field various questions about the preparation of the items to ensure they are capable of convincing the customer of the value of the upsell. One tricky spot is that our customer base is primarily interested in the health benefits of the food they eat so the server will be unlikely to persuade them simply using a “bigger is better” hook. The training will teach the staff that no additional fat is added to the item whether you choose to have it grilled, broiled, or poached as well teaching them the health benefits of chicken as one of the leanest meats and the additional calories added by the upgrade are positive aspects. It is important to be able to guide the customers decision without seeming pushy. The objective is to make the customer feel that they are being taken care of and that the suggestion is for their own well-being and happiness.
The goal of this program is to increase sales of the restaurant while only adding minimal items to the purchase order. Since our menu is primarily salads, this upsell can be used on the majority of items that we offer. This cross-utilization will maximize any potential gain the restaurant stands to make. It will be fairly easy to track our success with this