Use check averages to unlock improved dining experiences
Knowing your average is a good thing. The idea is simple: Identify servers with higher-than- and lower-than-average checks. Use this information to learn about and motivate your staff. By doing so, you’ll increase revenue and profits with the customers you have today, and set a common goal for your staff.
CALCULATING YOUR CHECK AVERAGES
1. Get the Data: Print a report from your Point of Sale system showing each server’s check average and total number of checks.
2. Clean the Data: Exclude bartenders or shared POS IDs that might distort the results. We’re interested in individual sales.
3. Find the Store Average: Calculate the average check for all servers. This will be your benchmark.
4. Rank Servers: Sort the check averages from highest to lowest. This helps identify top performers and those who need improvement.
5. Review and Refine: Double-check the data. If someone has very few checks, they might not be a good fit for this analysis. We want to be fair and constructive.
6. Calculate Potential Revenue: The difference between each server’s average and the store average, multiplied by the number of checks, shows potential revenue gains.
WHAT TO DO WITH THE DATA
Look Beyond Gross Sales
In the restaurant industry, focusing solely on gross sales can be misleading when it comes to maximizing check averages. While high sales might suggest success, they don’t always translate to high check averages. One key aspect to consider is whether servers are rushing through service steps.
For instance, a server might be turning over tables quickly, leading to high sales volume, but if they are not effectively upselling or offering additional items to diners, the average check might remain stagnant or even decrease. Identifying servers who prioritize rushing through service over enhancing the dining experience can help address this issue.
Learn from Top Performers
Engage in conversations with your best servers to uncover their secrets to success. Encourage them to share their upselling techniques, customer engagement strategies, and ways they personalize the dining experience. These insights can serve as a blueprint for training other servers and improving overall check averages.
Observing top performers in action can be extremely enlightening for managers. Take note of their body language, tone of voice and timing when they suggest additional items. Encourage mentorship within the team, where experienced servers can coach newer staff members on effective upselling techniques.
Make sure to celebrate your best team members to support employee retention!
Set Standards
Incentivize staff by showing the potential new revenue number and multiply by 20%
To improve check averages, it’s crucial to establish clear service standards. This includes not only providing exceptional customer service but also focusing on upselling techniques that add value to each dining experience.
Utilizing data to identify top-performing servers based on guest satisfaction and business success can be immensely beneficial.
Again, keep learning from your top performers. Engage with them to understand what they are doing differently. How adept are they at recommending high-margin items? Do they excel at building rapport with diners, leading to increased trust and willingness to try new menu items? By dissecting their strategies, you can develop training programs to uplift the entire team.
YOUR BLUEPRINT FOR ULTIMATE GROWTH
Repeat this exercise quarterly to track progress. Simply sharing the information can motivate staff improvement. Follow these strategies to significantly increase check averages over time. After all, it’s not just about selling more—it’s about creating memorable dining experiences that inspire guests to explore additional menu offerings, ultimately driving revenue growth.
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