1. Menu Analysis & Engineering HRT383 Dinner Winter 09

2. 6/30/2015 HRT3832 References  Mill, Robert Christie (1998) Restaurant Management: Customers, operations, and employees / Menu Scoring & Menu Engineering, pp 114-116. Upper Saddle River, N.J. : Prentice Hall.  Drysdale, John A. & Jennifer Adams Aldrich (2002). Profitable menu planning / Chapter 5: Menu Analysis, pp. 101-115. 3rd ed. Upper Saddle River, N.J. : Prentice Hall, TX911.3.M45 D79 2002 TX911.3.M45 D79 2002  CD-ROM TX911.3.M45 D79 2002 TX911.3.M45 D79 2002

3. 6/30/2015 HRT3833 Objectives By the completion of this presentation you should be able to: Analyze a menu for profitability Apply menu engineering to menu analysis

4. 6/30/2015 HRT3834 Important Terms  Menu engineering Plowhorses Puzzles Stars Dogs

5. 6/30/2015 HRT3835 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: 1.Must be profitable in terms of individual item profitability 2.Most profitable item must be selling the best.

6. 6/30/2015 HRT3836 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. Plow Horse Do g Puzzle Star

7. 6/30/2015 HRT3837 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

8. 6/30/2015 HRT3838 Contribution Margin Dollars vs. Food Cost Percentage SteakSalmonCoffee 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

9. 6/30/2015 HRT3839 Contribution Margin Dollars vs. Food Cost Percentage Which one will/should your server sell ? SteakSalmonCoffee 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

10. 6/30/2015 HRT38310 Contribution Margin Dollars vs. Food Cost Percentage Which one will/should your server sell ? SteakSalmonCoffee 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

11. 6/30/2015 HRT38311 Example

12. 6/30/2015 HRT38312 Appetizers MenuPlate Contribu tionQuantityNetTotal MENU ITEMPriceCost%MarginSoldIncomeCost Crab Cake 10.002.4624.60%7.5454540.00132.84 Ravioli 7.001.9527.86%5.0538266.0074.10 Duck 8.002.2528.13%5.7522176.0049.50 En Croute 10.002.9929.90%7.0127270.0080.73 Cheese 8.001.7221.50%6.2815120.0025.80 SUBTOTAL APPETIZERS43.0011.3726.44% 1171372.00362.97

13. 6/30/2015 HRT38313 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%

14. 6/30/2015 HRT38314 Popularity MenuPlate Contribu tionQuantityNetTotalPopularity MENU ITEMPriceCost%MarginSoldIncomeCost Crab Cake 10.002.4624.60%7.5454540.00132.8434.62% Ravioli 7.001.9527.86%5.0538266.0074.1024.36% Duck 8.002.2528.13%5.7522176.0049.5014.10% En Croute 10.002.9929.90%7.0127270.0080.7317.31% Cheese 8.001.7221.50%6.2815120.0025.809.62% SUBTOTAL APPETIZERS43.0011.3726.44%$6.471561372.00362.9716%

15. 6/30/2015 HRT38315 HRT383 Dinner Appetizers Plowhorse Star *Crab Cake $7.75/34.62% DogPuzzle 100% 16% Popularity 0 Contribution Margin $6.47

16. 6/30/2015 HRT38316 HRT383 Dinner Appetizers Plowhorse Star *Crab Cake $7.75/34.62% DogPuzzle 100% 16% Popularity 0 Contribution Margin $6.47 *Ravioli $5.05/24.36% * Duck $5.75/14.10% * En Croute $7.01/17.31% *Cheese $6.28/9.62%

17. 6/30/2015 HRT38317 Menu Engineering MenuPlate Contri- butionQuantityNetTotal Popular ityMenu MENU ITEMPriceCost%MarginSoldIncomeCost Engineering Crab Cake10.002.4624.60%7.5454540.00132.8434.62%STAR Ravioli7.001.9527.86%5.0538266.0074.1024.36%Plow Horse Duck8.002.2528.13%5.7522176.0049.5014.10%DOG En Croute10.002.9929.90%7.0127270.0080.7317.31%STAR Cheese8.001.7221.50%6.2815120.0025.809.62%DOG SUBTOTAL APPETIZERS43.0011.3726.44%$6.471561372.00362.9716%

18. 6/30/2015 HRT38318 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

19. 6/30/2015 HRT38319 HRT383 Dinner Appetizers Plowhorse Star *Crab Cake $7.75/34.62% DogPuzzle 100% 16% Popularity 0 Contribution Margin $6.47 *Ravioli $5.05/24.36% * Duck $5.75/14.10% * En Croute $7.01/17.31% *Cheese $6.28/9.62% Increase $ $8 - ? Cut Portion ? ELIMINATE ?

20. 6/30/2015 HRT38320 Data Trap Winter 09  See Dinner Hand Out for Main Courses

21. MENU ITEM Menu Price Plate Cost Food Cost % Contribution Margin Quantity Sold Net Income Total Cost Popula rity Menu Engineering Steak 38.0013.4035.26%24.60117$4,446$1,567.8025.22% Lamb 30.0012.7642.53%17.2456$1,680$714.5612.07% Venison 39.0022.1156.69%16.8927$1,053$596.975.82% Pork 30.0016.6755.57%13.3351$1,530$850.1710.99% Duck 35.0014.1140.31%20.8935$1,225$493.857.54% Salmon 32.0013.3041.56%18.7053$1,696$704.9011.42% Ravioli 24.0010.4143.38%13.5938$912$395.588.19% Chicken Pot Pie 24.008.9337.21%15.0719$456$169.674.09% Crab Cakes 28.009.8635.21%18.1468$1,904$670.4814.66% SUBTOTAL MAIN DISHES 43.08%17.61464.00$14,902$6,164 6/30/2015 HRT38321

22. 6/30/2015 HRT38322 Popularity Average Popularity 80% of the average item sales per appetizer: 100 / 9 X 80% = 8.88% Popularity of each menu item: Number of portions sold divided by total number of meals sold Steak:59 / 464= 25.22%

23. Main Courses MENU ITEM Menu Price Plate Cost Food Cost % Contribution Margin Quantity Sold Net Income Total Cost Popula rity Menu Engineering Steak 38.0013.4035.26%24.60117$4,446$1,567.8025.22% Lamb 30.0012.7642.53%17.2456$1,680$714.5612.07% Venison 39.0022.1156.69%16.8927$1,053$596.975.82% Pork 30.0016.6755.57%13.3351$1,530$850.1710.99% Duck 35.0014.1140.31%20.8935$1,225$493.857.54% Salmon 32.0013.3041.56%18.7053$1,696$704.9011.42% Ravioli 24.0010.4143.38%13.5938$912$395.588.19% Chicken Pot Pie 24.008.9337.21%15.0719$456$169.674.09% Crab Cakes 28.009.8635.21%18.1468$1,904$670.4814.66% SUBTOTAL MAIN DISHES 43.08%17.61464.00$14,902$6,1648.88% 6/30/2015 HRT38323

24. 6/30/2015 HRT38324 Exercise  Please work with your fellow students and come up with suggestions/decisions.

25. 6/30/2015 HRT38325 HRT383 Dinner M/C Plowhorse Star Dog Puzzle 100% 8.88% Popularity 0 Contribution Margin $17.61

26. Main Courses MENU ITEM Menu Price Plate Cost Food Cost % Contribution Margin Quantity Sold Net Income Total Cost Popula rity Menu Engineering Steak 38.0013.4035.26%24.60117$4,446$1,567.8025.22% Lamb 30.0012.7642.53%17.2456$1,680$714.5612.07% Venison 39.0022.1156.69%16.8927$1,053$596.975.82% Pork 30.0016.6755.57%13.3351$1,530$850.1710.99% Duck 35.0014.1140.31%20.8935$1,225$493.857.54% Salmon 32.0013.3041.56%18.7053$1,696$704.9011.42% Ravioli 24.0010.4143.38%13.5938$912$395.588.19% Chicken Pot Pie 24.008.9337.21%15.0719$456$169.674.09% Crab Cakes 28.009.8635.21%18.1468$1,904$670.4814.66% SUBTOTAL MAIN DISHES 43.08% 17.61 464.00$14,902$6,164 8.88% 6/30/2015 HRT38326

27. Main Courses MENU ITEM Menu Price Plate Cost Food Cost % Contribution Margin Quantity Sold Net Income Total Cost Popula rity Menu Engineering Steak 38.0013.4035.26%24.60117$4,446$1,567.8025.22% Lamb 30.0012.7642.53%17.2456$1,680$714.5612.07% Venison 39.0022.1156.69%16.8927$1,053$596.975.82% Pork 30.0016.6755.57%13.3351$1,530$850.1710.99% Duck 35.0014.1140.31%20.8935$1,225$493.857.54% Salmon 32.0013.3041.56%18.7053$1,696$704.9011.42% Ravioli 24.0010.4143.38%13.5938$912$395.588.19% Chicken Pot Pie 24.008.9337.21%15.0719$456$169.674.09% Crab Cakes 28.009.8635.21%18.1468$1,904$670.4814.66% SUBTOTAL MAIN DISHES 43.08% 17.61 464.00$14,902$6,164 8.88% 6/30/2015 HRT38327

28. 6/30/2015 HRT38328 Main Courses MENU ITEM Menu Price Plate Cost Food Cost % Contribu tion Margin Quantity Sold Net IncomeTotal Cost Popular ity Menu Engineering Loin Steak 45.0023.0051.11%22.0059$2,655$1,357.0013.50% STAR Lamb 32.0016.2650.81%15.7464$2,048$1,040.6414.65%STAR Chicken 26.0013.1450.54%12.8642$1,092$551.889.61% PLOW HORSE Halibut 35.0017.7150.60%17.2957$1,995$1,009.4713.04% STAR Pork 30.0015.0050.00%15.0073$2,190$1,095.0016.70%STAR Ravioli 24.0017.3372.21%6.6732$768$554.567.32%DOG Rabbit 28.0014.8553.04%13.1522$616$326.705.03% DOG Paella 30.0013.3244.40%16.6835$1,050$466.208.01% PUZZLE Duck 32.0017.5154.72%14.4953$1,696$928.0312.13% PLOW HORSE SUBTOTAL MAIN DISHES 53.05%14.88437.00$14,110$7,3298.88%

29. Main Courses MENU ITEM Menu Price Plate Cost Food Cost % Contribution Margin Quantity Sold Net Income Total Cost Popula rity Menu Engineering Steak 38.0013.4035.26%24.60117$4,446$1,567.8025.22% STAR Lamb 30.0012.7642.53%17.2456$1,680$714.5612.07% Plow Horse Venison 39.0022.1156.69%16.8927$1,053$596.975.82% DOG Pork 30.0016.6755.57%13.3351$1,530$850.1710.99% Plow Horse Duck 35.0014.1140.31%20.8935$1,225$493.857.54% PUZZLE Salmon 32.0013.3041.56%18.7053$1,696$704.9011.42% STAR Ravioli 24.0010.4143.38%13.5938$912$395.588.19% DOG Chicken Pot Pie 24.008.9337.21%15.0719$456$169.674.09% DOG Crab Cakes 28.009.8635.21%18.1468$1,904$670.4814.66% STAR SUBTOTAL MAIN DISHES 43.08% 17.61 464.00$14,902$6,164 8.88% 6/30/2015 HRT38329

30. 6/30/2015 HRT38330 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

31. Main Courses MENU ITEMMenu Price Plate Cost Food Cost % Contribution Margin Quanti ty Sold Net Income Total Cost Popula rity Menu Engineering Steak 38.0013.4035.26%24.60117$4,446$1,567.8025.22% STAR Lamb Increase $ Reduce size? 30.0012.7642.53%17.2456$1,680$714.5612.07% Plow Horse Venison Eliminate? 39.0022.1156.69%16.8927$1,053$596.975.82% DOG Pork I ncrease $ Reduce size? 30.0016.6755.57%13.3351$1,530$850.1710.99% Plow Horse Duck Lower $? 35.0014.1140.31%20.8935$1,225$493.857.54% PUZZLE Salmon 32.0013.3041.56%18.7053$1,696$704.9011.42% STAR Ravioli Eliminate? 24.00 10.4143.38%13.5938$912$395.588.19% DOG Chicken Pot Pie Eliminate? 24.008.9337.21%15.0719$456$169.674.09% DOG Crab Cakes 28.009.8635.21%18.1468$1,904$670.4814.66% STAR SUBTOTAL MAIN DISHES 43.08% 17.61 464.00$14,902$6,164 8.88% 31

32. 6/30/2015 HRT38332 Up Selling  Your Favorite

33. 6/30/2015 HRT38333 Placement  Two Schools of thought 1.Menu Sequence Menu should follow progression of meal 2.Focal Points Use focal points on the menu to push certain menu items

34. 6/30/2015 HRT38334 Focal Points Focal Point Single Sheet MenuTwofold Menu

35. 6/30/2015 HRT38335 Focal Points 2 3 4 5 Focal Point Threefold Menu

36. 6/30/2015 HRT38336 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.

37. 6/30/2015 HRT38337 Branding  Fast food  Coke / Pepsi  TGIF  Jack Daniels

38. 6/30/2015 HRT38338 Menu Pricing  Odd-Cents pricing 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

39. 6/30/2015 HRT38339 Price Placement Baked Chicken……….$8.99 Lemon Sole………….$11.99 Lamb Steak………….$12.99 Swordfish Steak…..…$14.99 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

40. 6/30/2015 HRT38340 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

41. 6/30/2015 HRT38341 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

42. 6/30/2015 HRT38342 Where to Get More Information  Mill, Robert Christie (1998) Restaurant Management: Customers, operations, and employees / Menu Scoring & Menu Engineering, pp 114-116. Upper Saddle River, N.J. : Prentice Hall.  Drysdale, John A. & Jennifer Adams Aldrich (2002). Profitable menu planning / Chapter 5: Menu Analysis, pp. 101-115. 3rd ed. Upper Saddle River, N.J. : Prentice Hall, TX911.3.M45 D79 2002 TX911.3.M45 D79 2002  CD-ROM TX911.3.M45 D79 2002 TX911.3.M45 D79 2002  Most Menu & F&B Management Books