Page 96 - Waiter-Learner Manual (ENGLISH).indd

FOOD AND BEVERAGE SERVICE - LEARNER'S MANUAL

7 Introduction

This module is about reducing costs and how to increase the revenue of the restaurant.
The waiter should develop different selling techniques such as suggestive selling, up
selling, understanding the customer, and understanding how to sell effectively seller.

7.1 Cost Control & Selling techniques

It is very important you help the restaurant to reduce costs; many restaurants shut down
within 2 to 3 years due to bad cost management. You don’t want to be in this position.
You can play important role in learning your product, enhancing your selling skills and
working as a team with all other relevant departments to run a profitable restaurant.
Following are some important steps that you should take:

7.1.1 Cost controlling measures

• Check the number of portions, size of portions and if found excess, return extra
portion to the kitchen.
• Handle service equipment with care. Switch off equipment like hot case, chilling
machine, table lamps, display cabinet lights, gas burners when the restaurant
closes. Switch off gas burners of flamb trolley when not in use.
• Do not misuse linen as they are expensive items. Always use duster for cleaning
purpose.
• KOT’s and BOT’s should not be used unnecessarily.
• Carry food carefully. Spilling can spoil the carpet and waste that portion of food.
• Preserve the items, which can be reused such as flowers, butter, milk etc.
• Tea and coffee should be server according to proper portioning.
• Send timely maintenance order.
• In case of cancellation of food, cancel food and beverage orders as soon as
possible to avoid wastage.
• Try not to take wrong order; do not hesitate to clarify doubts.
• Handle crockery and cutlery properly.
• Don’t work extra hours unless necessary, be productive and efficient at work.
• Build a good relationship with your colleagues and others
• Do not misuse or abuse the property and if you know its happening report and
prevent.

7.1.2 Suggestive Selling and Up-selling

These are common techniques that you need to be familiar with to increase sales, and
to provide better options when selecting food and beverage items. Suggestive selling
and Up selling requires tact and good judgment. If guests know exactly what they want,
don’t try to change their minds. However, you shouldn’t hesitate to suggest additional
items that will improve guests’ meals.

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