Consultative Selling

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CHICAGO (May 1, 2013)—More than forty percent of consumers say they are loyal to their favorite restaurants and will go there whether or not the establishment has a promotion, reports The NPD Group, a market research company.  Although there are still over one-third of consumers looking for bargains when choosing a restaurant, this large group of “loyal” restaurant consumers defines value as more than price, according to a recently released NPD foodservice report.
CHICAGO (April 17, 2013)—While U.S. Hispanics and non-Hispanics consume foods high in protein, Hispanics consume chicken, legumes, eggs, and fish/seafood more frequently than non-Hispanics, according to recent research from The NPD Group. From a trend perspective, these foods have maintained a similar level of importance among Hispanics compared to five years ago, except for legumes that have declined somewhat, according to NPD’s NET® (National Eating Trends®) Hispanic research. The research also showed:
Boston Market’s late-August announcement that it would cut sodium levels an average of 20 percent throughout its menu—a decision symbolized by the chain removing all the salt shakers from its tables and replacing them with a placard—has put the spotlight on sodium in restaurant food once again.
What do kids and young adults really think about you? Why do they go out? What do they want when they get there? These are big questions considering that Millennials control about $80 billion in food spending, and the younger set, with their families, spends about 50 percent more at restuarants per year than other consumers, according to NPD. To help illuminate these impressionable minds we asked six kids, teens and 20-somethings to keep food diaries for a week (if you look at our masthead, you’ll get a clue to where we found our subjects).
CHICAGO (June 9, 2011 - PRNewswire)—Technomic has found that online daily deals are attracting new and infrequent customers to participating restaurants. The Chicago-based food industry research firm also found that a high percentage of these customers claim they have returned to the restaurant without a daily deal and/or recommended it to family and friends. Furthermore, many write about their specific experience on social media sites such as Yelp and/or Facebook.
Bottom line: A very specific need here: a restaurant needs to do a cooking demo on TV and doesn’t know best practices. If they do it right not only will they impress the audience and capture some free marketing—but they’ll get invited back. Whether it’s Good Morning America or the local news show, being invited to do a cooking demo on TV can be a great way for an operator to get free marketing. Help them do it right.
Bottom line: It can be hard for a restaurateur to know—without practice—how to figure out servings for a massive crowd at an event. Some guidance can save time, labor, and food cost.
Bottom line: Health insurance is confusing and ready to get even more so. Every restaurant has questions. Be ready to give answers with this tutorial from the Culinary Institute of America.
Bottom line: If you’ve got a growing franchisor as a client, they need to know the benefits of a franchisee advisory board and how to put one together. It can help them grow smarter and faster, while increasing communication and giving more ownership in the brand to franchisees.