1. Menu Analysis & Engineering
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2. References
Mill, Robert Christie (1998) Restaurant Management: Customers, operations, and employees / Menu Scoring & Menu Engineering, pp Upper Saddle River, N.J. : Prentice Hall.
Drysdale, John A. & Jennifer Adams Aldrich (2002). Profitable menu planning / Chapter 5: Menu Analysis, pp rd ed. Upper Saddle River, N.J. : Prentice Hall, TX911.3.M45 D  
CD-ROM TX911.3.M45 D  
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3. Objectives
By the completion of this presentation you should be able to:
Analyze a menu for profitability
Apply menu engineering to menu analysis
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4. Important Terms Menu engineering Plowhorses Puzzles Stars Dogs
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5. Introduction This presentation explains how to evaluate a menu
When measuring a menu to see if it is successful 2 criteria must be met to declare it a winner:
Must be profitable in terms of individual item profitability
Most profitable item must be selling the best.
For evaluating menus, several systems are available. Two of the most widely used methods will be presented here.
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6. Stars, Plowhorses, Puzzles, & Dogs
Method, called menu engineering, developed by Donald Smith Ph.D., Westin Hotels Distinguished Professor at Washington State University
This method rates the menu by measuring each entrée as to its profitability (gross profit) and its sales. It then combines these measurements and places each menu item into one of four classifications.
Puzzle
Plow
Horse
Star
Dog
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7. Selling Price – Food Cost = Contributing Margin
Determine the contributing margin (CM) of each item
CM same as item’s Gross Profit
Use total food cost (include garnish, accompaniments served with entrée such as salad, potatoes, rolls, butter etc.).
Selling Price – Food Cost = Contributing Margin
One point to understand before delving into menu engineering is the theory of contributing margins.
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8. Contribution Margin Dollars vs. Food Cost Percentage
Steak
Salmon
Coffee
Selling Price
$33.00
$23.00
$2.00
Cost
$20.96
$7.12
$0.19
Food Cost %
63.52%
30.69%
9.5%
Cont. Margin $
$12.04
$15.88
$1.81
Note:
Relationship between food cost % and contribution margin in $ is not consistent.
An item that has a high contribution margin in $ does not necessarily have a low food cost %.
Too often, management is led to believe that low food cost % are the primary objective.
Not so, you can’t take % to the bank, you take money.
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9. Contribution Margin Dollars vs. Food Cost Percentage
Steak
Salmon
Coffee
Selling Price
$33.00
$23.00
$2.00
Cost
$20.96
$7.12
$0.19
Food Cost %
63.52%
30.69%
9.5%
Cont. Margin $
$12.04
$15.88
$1.81
Which one will/should your server sell ?
Note:
Relationship between food cost % and contribution margin in $ is not consistent.
An item that has a high contribution margin in $ does not necessarily have a low food cost %.
Too often, management is led to believe that low food cost % are the primary objective.
Not so, you can’t take % to the bank, you take money.
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10. Contribution Margin Dollars vs. Food Cost Percentage
Steak
Salmon
Coffee
Selling Price
$33.00
$23.00
$2.00
Cost
$20.96
$7.12
$0.19
Food Cost %
63.52%
30.69%
9.5%
Cont. Margin $
$12.04
$15.88
$1.81
Which one will/should your server sell ?
Note:
Relationship between food cost % and contribution margin in $ is not consistent.
An item that has a high contribution margin in $ does not necessarily have a low food cost %.
Too often, management is led to believe that low food cost % are the primary objective.
Not so, you can’t take % to the bank, you take money.
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11. Data Trap Fall ‘07
See Dinner Hand Out
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12. Appetizers Crab Cake Ravioli Duck En Croute Cheese 2/24/2019 HRT383
Menu
Plate
Contribu tion
Quantity
Net
Total
MENU ITEM
Price
Cost %
Margin
Sold
Income
Crab Cake
10.00
2.46
24.60%
7.54 54
540.00
132.84
Ravioli
7.00
1.95
27.86%
5.05 38
266.00
74.10
Duck
8.00
2.25
28.13%
5.75 22
176.00
49.50
En Croute
2.99
29.90%
7.01 27
270.00
80.73
Cheese
1.72
21.50%
6.28 15
120.00
25.80
SUBTOTAL APPETIZERS
43.00
11.37
26.44%
117
362.97
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13. Popularity Average Popularity
80% of the average item sales per appetizer:
100 / 5 X 80% = 16%
Popularity of each menu item:
Number of portions sold divided by total number of meals sold
Crab Cake : 54 / 117 = 34.62%
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14. Popularity Crab Cake Ravioli Duck En Croute Cheese 2/24/2019 HRT383
Menu
Plate
Contribution
Quantity
Net
Total
Popularity
MENU ITEM
Price
Cost %
Margin
Sold
Income
Crab Cake
10.00
2.46
24.60%
7.54 54
540.00
132.84
34.62%
Ravioli
7.00
1.95
27.86%
5.05 38
266.00
74.10
24.36%
Duck
8.00
2.25
28.13%
5.75 22
176.00
49.50
14.10%
En Croute
2.99
29.90%
7.01 27
270.00
80.73
17.31%
Cheese
1.72
21.50%
6.28 15
120.00
25.80
9.62%
SUBTOTAL APPETIZERS
43.00
11.37
26.44%
$6.47
156
362.97
16%
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15. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/34.62%
Dog
Puzzle
Popularity
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
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Contribution Margin $6.47
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16. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/34.62%
Dog
Puzzle
Popularity
*Ravioli
$5.05/24.36%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
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Contribution Margin $6.47
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17. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/34.62%
Dog
Puzzle
Popularity
*Ravioli
$5.05/24.36%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
* Duck $5.75/14.10%
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Contribution Margin $6.47
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18. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/34.62%
Dog
Puzzle
Popularity
*Ravioli
$5.05/24.36%
* En Croute
$7.01/17.31%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
* Duck $5.75/14.10%
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Contribution Margin $6.47
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19. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/34.62%
Dog
Puzzle
Popularity
*Ravioli
$5.05/24.36%
* En Croute
$7.01/17.31%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
* Duck $5.75/14.10%
*Cheese
$6.28/9.62%
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Contribution Margin $6.47
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20. Menu Engineering 2/24/2019 HRT383 Menu Plate Contri- bution Quantity
Menu
Plate
Contri- bution
Quantity
Net
Total
Popularity
MENU ITEM
Price
Cost %
Margin
Sold
Income
Engineering
Crab Cake
10.00
2.46
24.60%
7.54 54
540.00
132.84
34.62%
STAR
Ravioli
7.00
1.95
27.86%
5.05 38
266.00
74.10
24.36%
Plow Horse
Duck
8.00
2.25
28.13%
5.75 22
176.00
49.50
14.10%
DOG
En Croute
2.99
29.90%
7.01 27
270.00
80.73
17.31%
Cheese
1.72
21.50%
6.28 15
120.00
25.80
9.62%
SUBTOTAL APPETIZERS
43.00
11.37
26.44%
$6.47
156
362.97
16%
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21. The Four Key Menu Categories
Plowhorses are items that are relatively popular but have a high contribution margin. Items in this category can have their menu prices increased or the portion size cut in a attempt to increase CM. If market is price resistant
Stars have both high popularity and high CM
Puzzles have relatively low popularity and high margins; lower price.
Dogs are both low in popularity and CM; eliminate
Plowhorses
If the market does not resist the price increase, this action will move a plowhorse into the star category.
If market is price resistant, the item can be buried in a inconspicuous place on the menu in the knowledge that people will find these relative bargains anyway.
Stars
It may be possible to increase menu price and/or cut portion size to increase profits while maintaining volume
Puzzles
They need to be promoted more to stimulate sales.
Dogs
Prime candidates to be dropped from the menu.
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
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22. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/25.69%
Dog
Puzzle
Increase $ $9 - ?
Cut Portion ?
Popularity
* Tapas $5.75/19.66%
*Ravioli
$5.05/18.8%
*Goat Cheese
$6.52/23.08%
Increase $ $8 - ?
Cut Portion ?
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
* Prawns
$7.20/11.97%
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Contribution Margin $6.50
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23. HRT383 Dinner Appetizers 100% Plowhorse Star Dog Puzzle Popularity 16%
*Crab Cake
$7.75/34.62%
Dog
Puzzle
Increase $ $8 - ?
Cut Portion ?
Popularity
*Ravioli
$5.05/24.36%
* En Croute
$7.01/17.31%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16%
* Duck $5.75/14.10%
ELIMINATE ?
*Cheese
$6.28/9.62%
ELIMINATE ?
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Contribution Margin $6.47
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24. Data Trap Fall ‘07 See Dinner Hand Out for Main Courses & Desserts
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25. Steak Quail Lamb Chicken Salmon Mushroom Pork Crisp Cake Cheesecake
Menu
Plate
Contri-
bution
Quantity
Net
Total
Popu-
larity
MENU ITEM
Price
Cost %
Margin
Sold
Income
Engineering
Steak
33.00
20.96
63.52%
12.04 83
22.37%
Plow Horse
Quail
22.00
9.65
43.86%
12.35 36
792.00
347.40
9.70%
DOG
Lamb
24.00
11.68
48.67%
12.32 89
23.99%
PUZZLE
Chicken
20.00
7.58
37.90%
12.42 44
880.00
333.52
11.86%
Salmon
23.00
7.12
30.96%
15.88 60
427.20
16.17%
Mushroom
4.64
23.20%
15.36 23
460.00
106.72
6.20%
Pork
7.47
37.35%
12.53
720.00
268.92
SUBTOTAL MAIN DISHES
162.00
69.10
42.65%
$13.06
371
9107
11.43%
Crisp
6.00
1.14
19.00%
4.86 51
306.00
58.14
26.02%
Cake
0.95
15.83%
5.05 9
54.00
8.55
4.59%
Cheesecake
1.02
17.00%
4.98 20
120.00
20.40
10.20%
Brownie
52.02
Crème Brulee
0.99
16.50%
5.01 65
390.00
64.35
33.16%
STAR
TOTAL DESSERTS
30.00
5.12
17.07%
$4.96
196.00
203.46
16%
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26. Exercise
Please work with your fellow students and come up with suggestions/decisions.
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27. HRT383 Dinner M/C 100% Plowhorse Star Dog Puzzle Popularity 11.43%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
11.43%
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Contribution Margin $13.06
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28. HRT383 Dinner Desserts 100% Plowhorse Star Dog Puzzle Popularity 16.0%
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
16.0%
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Contribution Margin $4.96
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29. Steak Quail Lamb Chicken Salmon Mushroom Pork Crisp Cake Cheesecake
Menu
Plate
Contri-
bution
Quantity
Net
Total
Popu-
larity
MENU ITEM
Price
Cost %
Margin
Sold
Income
Engineering
Steak
33.00
20.96
63.52%
12.04 83
22.37%
Plow Horse
Quail
22.00
9.65
43.86%
12.35 36
792.00
347.40
9.70%
DOG
Lamb
24.00
11.68
48.67%
12.32 89
23.99%
PUZZLE
Chicken
20.00
7.58
37.90%
12.42 44
880.00
333.52
11.86%
Salmon
23.00
7.12
30.96%
15.88 60
427.20
16.17%
Mushroom
4.64
23.20%
15.36 23
460.00
106.72
6.20%
Pork
7.47
37.35%
12.53
720.00
268.92
SUBTOTAL MAIN DISHES
162.00
69.10
42.65%
$13.06
371
9107
11.43%
Crisp
6.00
1.14
19.00%
4.86 51
306.00
58.14
26.02%
Cake
0.95
15.83%
5.05 9
54.00
8.55
4.59%
Cheesecake
1.02
17.00%
4.98 20
120.00
20.40
10.20%
Brownie
52.02
Crème Brulee
0.99
16.50%
5.01 65
390.00
64.35
33.16%
STAR
TOTAL DESSERTS
30.00
5.12
17.07%
$4.96
196.00
203.46
16%
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30. HRT383 Dinner Main Courses
100%
Plowhorse
Star
Dog
Puzzle
*Steak
$14.85/34.67%
Popularity
*Chicken
$13.67/14.04%
* Mahi
$14.02/17.98 %
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
11.43%
* Venison
$12.95/8.77%
* Lamb $13.05/8.55
Crepes *
$17.65/5.78%
Pork* $13.25/7.68%
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Contribution Margin $13.06
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31. The Four Key Menu Categories
Plowhorses are items that are relatively popular but have a high contribution margin. Items in this category can have their menu prices increased or the portion size cut in a attempt to increase CM. If market is price resistant
Stars have both high popularity and high CM
Puzzles have relatively low popularity and high margins; lower price.
Dogs are both low in popularity and CM; eliminate
Plowhorses
If the market does not resist the price increase, this action will move a plowhorse into the star category.
If market is price resistant, the item can be buried in a inconspicuous place on the menu in the knowledge that people will find these relative bargains anyway.
Stars
It may be possible to increase menu price and/or cut portion size to increase profits while maintaining volume
Puzzles
They need to be promoted more to stimulate sales.
Dogs
Prime candidates to be dropped from the menu.
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
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32. The Four Key Menu Categories
Plowhorses are items that are relatively popular but have a high contribution margin. Items in this category can have their menu prices increased or the portion size cut in a attempt to increase CM. If market is price resistant
Stars have both high popularity and high CM
Puzzles have relatively low popularity and high margins; lower price.
Dogs are both low in popularity and CM; eliminate
Plowhorses
If the market does not resist the price increase, this action will move a plowhorse into the star category.
If market is price resistant, the item can be buried in a inconspicuous place on the menu in the knowledge that people will find these relative bargains anyway.
Stars
It may be possible to increase menu price and/or cut portion size to increase profits while maintaining volume
Puzzles
They need to be promoted more to stimulate sales.
Dogs
Prime candidates to be dropped from the menu.
In the example; CHICKEN would be dropped from the menu, while the FILET would be promoted more heavily. The prices on the BEEF and the TURKEY might be raised a little and featured more visibly on the menu.
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33. Up Selling
4 Course Special
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34. Placement Two Schools of thought Menu Sequence Focal Points
Menu should follow progression of meal
Focal Points
Use focal points on the menu to push certain menu items
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35. Focal Points Focal Point Single Sheet Menu Twofold Menu 2/24/2019
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36. Focal Points 2 3 4 5
Focal Point
Threefold Menu
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37. Specials Larger Bolder type than the rest of menu Longer description
Concept of Closure
people’s eyes are drawn to what ever is enclosed by a box
Color, illustration, and/or pictures, bullets can be used to draw attention to signature items.
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38. Branding
Fast food
Coke / Pepsi
TGIF
Jack Daniels
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39. Menu Pricing Odd-Cents pricing Price rounding. Placement
Majority of prices end in either a “5” or a “9”
Price rounding.
Within certain price bands, price increases have little negative impact on customers
Placement
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40. Price Placement BAKED CHICKEN Tender pieces of chicken breast $8.99
LEMON SOLE
Fresh filets sautéed with lemon caper sauce
$11.99
LAMB STEAK
Center cut of lamb served on a bed of rice
$12.99
SWORDFISH STEAK
Charcoal grilled served with beurre blanc $14.99
Baked Chicken……….$8.99
Lemon Sole………….$11.99
Lamb Steak………….$12.99
Swordfish Steak…..…$14.99
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41. Price Placement BAKED CHICKEN Tender pieces of chicken breast
Eight dollars and ninety nine cents
LEMON SOLE
Fresh filets sautéed with lemon caper sauce
Eleven dollars and ninety nine cents
LAMB STEAK
Center cut of lamb served on a bed of rice
Twelve dollars and ninety nine cents
SWORDFISH STEAK
Charcoal grilled served with beurre blanc Fourteen dollars and ninety nine cents
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42. Conclusion Menu analysis is important
If demographic studies, internal capacities, cost cards, and markups have been executed correctly, the score should be a good one
Analysis should be done using either the Smith or the Hurst methods to ascertain the profitability of the menu
If the analysis shows a poor menu, make improvements
Good menu: first step has been taken toward running a profitable operation.
It’s just that simple
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43. Where to Get More Information
Mill, Robert Christie (1998) Restaurant Management: Customers, operations, and employees / Menu Scoring & Menu Engineering, pp Upper Saddle River, N.J. : Prentice Hall.
Drysdale, John A. & Jennifer Adams Aldrich (2002). Profitable menu planning / Chapter 5: Menu Analysis, pp rd ed. Upper Saddle River, N.J. : Prentice Hall, TX911.3.M45 D  
CD-ROM TX911.3.M45 D  
Most Menu & F&B Management Books
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