The Spike Pub & Liquor Store - ABLE BC

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EFFECTIVE EMPLOYEE SALES CONTESTS by Jim Sullivan Employee contests can be used to improve service, sales, cleanliness, labour, ticket times, costs, and dozens of other operational issues. Here's a collection of the most basic and easyto-use employee sales contest ideas to help you kickstart sales, and create some fun competition among the crew every shift. When planning, designing, and implementing employee sales contests, remember these five things: 1. Make sure that each contest is staged for no longer than 30 days. Team members tend to lose interest in contests that last longer than a month. 2. Set team sales goals whenever possible, and avoid pitting individual crew members against one another in monthly contests. Let them compete against other stores or other districts, but not against each other unless they're in teams. Put 34 The Publican 34 The Publican a different shift manager in charge of each team. It's OK to post individual cashier or server's sales or check averages (in fact, I strongly recommend it), and it's certainly OK to encourage individual achievement each shift, but tally collective effort for the contest. 3. Let the team set its own goals. For instance, if you tell your crew how much you want them to increase sales, those are your goals, not theirs. Give them their recent sales averages, and ask them what they think they can do collectively to improve those numbers. Most of the time, they'll set goals higher than what you would have. 4. Let the team pick prizes. Don't pick prizes that would motivate you; your team may have completely different perspectives. Ask them what would motivate them the most. 5. Celebrate winners. The point of recognizing contest winners is two-fold: 1) show appreciation to the achiever and 2) motivate the non-winners to do better next month. Here are a few classic check-boosting games to help focus your team on increasing store sales this quarter: The "Perfect Guest Check" - Have a game that encourages servers to amass as many "Perfect Guest Checks" as possible on each shift - a guest check that includes a beverage, an appetizer, an entrée, and a dessert. Each "Perfect Guest Check" recorded receives a special raffle ticket (or small gift) for the individual or team. The more perfect checks you sell, the greater your odds of winning the raffle drawing at the end of the month. Pair up cooks and dishwashers on the different server sales teams to make them partners in the contest too.
Personal Best - Record the highest sales each employee has ever posted during a single shift. Now have a contest to see who can exceed their personal bests in a team setting. Be sure to post the results, and recognize and reward the team as well as individual achievers. Sales Bingo - Create a "bingo-style" game board with at least 12-16 squares with a different menu item (appetizer, dessert, beverages, specials, promotions, etc.) in each square. Servers who sell every item on the sheet, or four in a row, win a prize. This classic contest is a staple of every savvy manager's playbook. Ticket Time Dollars - You probably have specific cooking time goals set for every appetizer or entrée. If takes too long to get that food out, service suffers and sales drop. Here's an incentive that might help. Before a busy shift, string 10 or 15 chits on a wire behind the pass-through window. Tell the cooks that for every order that goes out beyond the targeted cooking time (measure by the time the ticket was fired), you'll remove a chit. Whatever's left at the end of the shift is theirs to cash in. Highest Team Check Average - Measure the individual check averages of every server and bartender, then assign them to three random teams, cipher their collective check average, and encourage them to beat the other teams’ posted averages. Assign a different supervisor to each team, so that he or she can be competitive as well, and coach their team to victory. Raffles - Go to a stationery or party store and purchase a package of raffle tickets. Every time a cook, server, or bartender does something commendable, give them a raffle ticket. The more they earn, the better their chances of winning the prize at the end of the contest. Once your crew is on a daily diet of fun contests and monthly incentives, the critical companion step is to implement habitual recognition and intermittent rewards. Popular no-cost and low-cost incentives include Lotto tickets, iTunes gift cards, movie tickets, doing their sidework, letting them off early, unexpected food treats, pass-around trophies, and don't forget the simplest and most effective incentive of all: a simple and sincere thank you. Always supervise with an attitude of gratitude. Anything worth doing is worth measuring, and if you don't reward your best performers, you can bet that your competition will. Copyright 2010 Sullivsion.com Jim Sullivan is a popular speaker at foodservice and retail industry conferences worldwide. See the free podcasts, articles, templates, and product catalog at www.sullivision.com. Visit us on the web! • Marketing Tips • Past Issues • Editorial Schedule • Advertising Rates emcmarketing.com The Publican 35
Page 1 and 2: the Publican The Alliance of Bevera
Page 3 and 4: On the Cover The Spike Pub & Liquor
Page 5 and 6: Executive Director's Report by Kim
Page 7 and 8: BC HOSPITALITY & Conference INDUSTR
Page 9 and 10: open at night, right That means you
Page 11 and 12: Digital Signage by Best Buy Take yo
Page 13 and 14: Human Resources by go2 Getting New
Page 15 and 16: When retail guru Robert Spector sha
Page 17 and 18: Cultivate the Purchase Experience E
Page 19 and 20: PERIOD 02 SALES - UNAUDITED Sales f
Page 21 and 22: " Superior food service in pubs is
Page 23 and 24: Controlling food cost has never bee
Page 25 and 26: What's New by Debbie Minke RTDs Can
Page 27 and 28: your operation and the community, a
Page 29 and 30: Liquor Policy and Business Review b
Page 31 and 32: TECH TRENDS What’s Out There, Wha
Page 33: In addition to Irish cream liqueurs
Page 37 and 38: Marketplace Advertisers the Publica
Page 39: Rolling out our newest Racer! NEW!

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