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BARtalk | Jan 2017

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rtb-excuses

2017 - Bank Cash Not Excuses

You’ve got 12 months ahead — 365 days and nights — to make 2017 a better year than 2016. Like they say, if you always do what you always did, you’ll always get what you always got. If any of you have found a way to take excuses to your bank manager please tell me where that bank is… otherwise get real, stop accepting excuses in your business!

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rtb-dmp

DMP (Digital Marketing Plan) should be on top of any plans for 2017 - it’s a huge amount of my focus

Google placement, Google Ad Words and your digital media program are more important than ever. Video is 97.1% stronger on Facebook than static images. Tell the story and set the mood. This will help make you more relevant in a cluttered market place and if a picture is a 1000 words then a video must be 100 million!

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STOP SELLING NOTHING!!!

My key cry for 2017 and the new RTB sales program I will be teaching in 2017 This one change will change your success rate and if you use it, this simple process will increase your sales.

The simple way to get this message through is to start using it in a sentence so you can hear the real facts!

“Would you like a beer?” OR NOTHING
“Can I get you a dessert?” OR NOTHING
“Would you like another one?” OR NOTHING

“Can I get you a craft beer or would you like to try one of our amazing cocktails?”
“Would you like to try our stunning apple pie or maybe our legendary skillet cookie?”
“How was that cocktail, would you like another the same or another from the range?”

What we do know is our guest can choose NOTHING all on their own – they do not need our help. It’s our job to offer choices. So leave selling nothing to the people who want NOTHING!

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rtb-battery

14 WICKED WAYS TO GET ENERGIZED IN 2017

So what’s going to change in the way you execute to make great things happen in 2017? If we stop trying to bank excuses, maybe a lot.

I’ve stripped down for 2017 in my own businesses to focus on 14 key ways guaranteed to help us increase the quality of our service, sell more and sell better products, and waste less. THAT’S MY GOAL!

Here they are, read’em and reap: if you are still not sure CALL ME! Or Skype me but let’s get it done and fire up ready for 2017

  1. MAKE HIRING THE MOST IMPORTANT DECISION
    Purchase personality then compete second for talent, then for customers. This year, stop merely “believing” that. This year do something about it. Hire people one level above the calibre of your current team members.Why spend all your time turning below-average employees into average ones? Give a lot, expect a lot, and if you don’t get it, remember the rule: Hire slow…fire FAST! But follow the rules: stop keeping average around just to make up the numbers!
  2. GET BRILLIANT AT THE BASICS
    Walt Disney said it best: “There is no magic to magic, it’s all in the details.” Getting the fundamentals or basics right matters most to the way your business runs. Never get bored with the basics and never underestimate the importance of the mundane. The “little things” really are the Big Things.The key basics are: MEET – GREET – SEAT – REPEAT. Focus, Build Strong Teams, Serve Better, Sell More, Waste Less. Out-Teach the Competition, Lead Smart, Always Be Marketing – remember your 7 day and 12 month rituals will set you free and just as important – plan well.
  3. MAKE ONE IMPROVEMENT EACH WEEK IN YOUR BUSINESS
    Continuous improvement builds higher sales, happier teams and repeat business. Paint a wall, refine a system, minimize a cost, and develop an under-performing team member. Don’t wake up a year from today and be 52 improvements behind. My favourite this year is to plan better for meetings. Set an agenda and a goal…every time, every meeting!
  4. MAKE PRE-SHIFT/3 MIN MEETINGS MANDATORY, NOT OPTIONAL
    To maximize the likelihood of attaining your targets, take your Big Things and make them into Smaller Things. For example, every annual or quarterly goal should be broken down to a shift goal; if you want to increase sales by $55,000 this year…that’s only $51.65 per shift and imagine if every staff member improved by $51.00 per shift – wow…. Plus these goals must be part of the 3 min meeting… If you don’t share clear and sensible goals every single shift with your team members they’ll presume you don’t have any goals. Then they’ll substitute their own. OGM imagine what some of their goals would be. A target for the business brings a team together, NO target….and it’s every person for themselvesI teach a lot of you the 3 min huddle, but how many of you get in one? How many make it mandatory, tell your staff today, “Hey I’m going to sit in on the huddle today”
  5. REMOVE THE BLINDERS
    Re-discover your workplace through the eyes of the customer. Correct inconsistencies and customer-frustrating policies or processes. Don’t rush through your day without modelling the way it looks to the customer. If you walk past a problem, you have at least seen it, now solve it!
  6. FOCUS ON MAKING A DIFFERENCE
    Focus first on the things that matter most and stop wasting time on the things that don’t. What matters? If it makes the customer happy, moves the business forward and keeps the team engaged and having fun, it matters. If it doesn’t, it doesn’t.
  7. ACTIONS SPEAK LOUDER THAN WORDS
    Results should be measured by what takes place on the floor and not by what is discussed in a meeting. Knowing is not enough. We must apply. Willing is not enough. We must do. Remember Henry Ford’s immortal words “you can’t build a reputation on what you are going to do”.
  8. TREAT THE CAUSE, NOT THE SYMPTOM
    Fact: 90% of service or selling problems are caused by ineffective or broken systems, not broken people. Examine the process before you blame the people. Define the problem (Management – Process – Staff) it can only ever be one!
  9. STRIKE WHILE THE IRON IS HOT
    If you want to do something positive in your business, do it now while you’re motivated to change. The fact is that Ideas are forever, but inspiration has an expiration date. Delegate issues to team members – it’s a great way to test them and it makes it easier to reward them for a job well done.
  10. EXERT CONSTANT, GENTLE PRESSURE DAILY TO IMPROVE
    Teach everyone something new every day. Make Teach Me & Show Me a regular question from managers who see and hear good work. Shoot for a 1% improvement every shift. You will never turn a herd in the right direction with a single shotgun blast, but you will turn them if you keep shooting regularly. You can turn any group, and then, remember spontaneous recognition. Look for people in the team who have “turned” and shake their hand or drop a complement. The rest of the team will notice others being rewarded and respond favourably.
  11. TEACH WHY, BEFORE YOU STRESS WHAT AND HOW
    Teach your team how to think instead of simply what to do. If you’d like them to improve their sales, show them how low the profit margin is in your business and why sales and service is the ink that signs their pay check. The best leaders don’t tell you what to do; they show you how it’s done. They show you where to look, not what to see.
  12. TAKE YOURSELF TO SCHOOL
    Stay abreast of new ideas in leadership, people management and customer service. You can’t have payphone skills in a Smartphone world. Look at more management training and development this year. It’s great to teach the forward facing sellers & servers, but owners and managers need to learn the best practices of high-performing leaders across successful international brands and new ways to break through with Y generation.
  13. NEVER PRACTICE ON THE CUSTOMER
    Every dollar you spend on training and developing your team is an investment in the future of your company and its customers. The more you spend on training the less you spend on advertising. Besides, if you don’t spend all your time training, you’ll be spending all your time training.
  14. MARKETING 101
    If you or our team members don’t know it “CLEANING” is marketing. It’s the number 1 key to marketing. If your property is not clean, stop marketing to new customers. Bringing in new customers is only worthwhile if you make them loyal.
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rtb-people

Develop great people! That’s the true strength in our business

The year head is the time to develop great people and that will create great business. Many times you will hear about the soul of a business…… businesses don’t have souls, they are revenue centres … People have souls, and you are in the people business “We are all in the people business”.

  • The mark of a great chef is how well the business runs when he’s not there
  • The mark of a great manager is how many great department managers he or she develops
  • The mark of a good owner is the people around him or her and the teams they produce and keep, and the success of those team members personally.

I still hear this at least once a month “Training …..Hell what if I train them all and they leave to go to another bar? …………Well “what if you don’t train and they stay?

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2017 – man it’s going to be an exciting year ahead, it’s the year of WOW and new things, big changes, the time to present better food and beverage and make it happen! Say after me “I WILL MAKE IT HAPPEN THIS YEAR” and build with clear goals and positions for checks and revision along the way.

Cheers to you all, have a great 2017

Tony Wheeler
tony@raisingthebar.co.nz

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