Let's make some calls on a few
restaurants:
You
call on a BBQ restaurant. You need to know why a
pork butt is called a "Boston" butt. What is the difference
between a back rib, a spare rib and St Louis rib.
You
call on steak house. You need to know the difference
between a yield grade 2 and a yield grade 3 and how it effects their
food cost. You need to know all the benefits of a branded
program.
You
call on a pizza shop. You need to know the cost
difference between the different slice counts on pepperoni, the
benefits of precooked toppings vs. cooking their own.
You
call on a nursing home. You need to know why a 22/26
slice count bacon will save them over $500 a year if they are using
an 18/22 slice count.
You
go to a seafood restaurant. You need to know what
causes "mushy" fillets, how much breading is on the shrimp you are
selling and what causes "belly burn."
You
call on a deli. You need to know the difference
between hard salami and Genoa salami, what "cotto" salami is and how
much water is in the ham you are selling.
Here are 5 more reason center of the plate is so
important:
1
Over 50% of your customers food cost is center of the plate.
Most
operators build their reputation on their center of the plate
theme. Steak House, BBQ, Seafood, Chicken, etc.
2 In
every 60 accounts there is between 3 and 6 million dollars in center
of the plate products being purchased.
3 For
every case of green beans purchased, which contains 120 portions,
there are 120 portions of meat also being purchased, usually at 10
times the gross profit dollars.
4
Many sales people shy away from selling center of the plate and miss
out on many opportunities.
5 To
be a primary supplier for any foodservice operator you must have
their center of the plate
business.
