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UNLOCK THE POTENTIAL BEYOND THE PLATE

REVISITING THE FUNDAMENTALS OF PROFITABILITY

HOW TO FINE-TUNE YOUR PRODUCT LINEUP KEEP CHECKING IN THE SOLUTION TO SIMPLIFIED SCHEDULING

The Profitability Issue

UNLOCK THE POTENTIAL BEYOND THE PLATE

4 steps to building a positive value perception.

REVISITING THE FUNDAMENTALS OF PROFITABILITY

Refresh on the best practices that get results.

HOW TO FINE-TUNE YOUR PRODUCT LINEUP

Get granular about where to splurge and where to save. p. 12

KEEP CHECKING IN Want to earn more? Look to check averages!

THE SOLUTION TO SIMPLIFIED SCHEDULING

How to save money, time and headaches.

GET MORE FRY LIFE FOR YOUR MONEY

With labor costs constantly rising and skilled workers harder to come by, you can’t afford to clean and fill a fryer every 2-3 days. All Aspen Gold XTREME® cooking oils have a longer fry life than conventional oils, lasting up to 7 days. Those extra days save you valuable time so you focus on your bottom line and keeping guests happy. You can count on our entire lineup of Aspen Gold XTREME oils to fry foods golden and crispy with zero trans fats, high levels of unsaturated fats and no flavor transfer among foods. Whether you’re deep frying battered fish, chicken wings, French fries or tempura – or all of them one after the next – there’s an XTREME oil to help you save time and money.

Contact your Shamrock Foods representative to find out how we can help make your kitchen a healthier, more cost-effective place to cook.

Calculate the difference XTREME products can make for you

UNLOCK THE POTENTIAL

Beyond the Plate

Improve your customers’ perception of value with these best practices.

“Applying empathy as an element to hospitality can be very impactful and really stand out to the consumer.”

– Kelli Daniels, Shamrock Foods Branch Consultant

With the cost of eating away from home at an all-time high, total value perception, or the value customers assign to their dining experience, could use a boost, too. The key is to clearly communicate to guests that when they choose your establishment, they get more than “just food.” Of course, this lofty brand promise is only as good as the real-world customer experiences you deliver to back it up.

“At this point, consumers have restaurant fatigue,” says Tim Maness, Shamrock Foods Restaurant Consultant, Colorado.

“From kitchen fees and auto-gratuities to credit card fees and closed sections due to staffing issues, operators have to overcome some very real challenges to provide consistently exceptional experiences.”

While few things drive demand like value, your focus should be on understanding what value looks, feels and tastes like to your target customer now. Only then can you deliver those elements with efficiency, quality and your signature style.

Easy, right?

Here’s some fresh thinking from our industry experts on centering customer value while keeping the bottom line at top of mind.

#1 Your Food: More Is Not Always More

Presentation, menu descriptions and trendiness signal the most value to the consumer now, while portion sizes and ingredients are becoming less impactful. Since massive portions and overindulgence are going out of style, and with everything labeled “craft,” “local” or some variation of farm-to-table, there’s consumer distrust and even fatigue around value based solely on ingredients.

“Menu descriptions that are more ‘staccato’ are increasingly appealing to the consumer because it takes a transparent and forthcoming approach to value perception,” says Kelli Daniels, Shamrock Foods Branch Consultant.

#2 Your Pricing: Round Off the Numbers and Dive Into the Data

Consumers are aware of and even turned off by antiquated pricing “tricks” and merchandising hacks, like pricing an item at $XX.99 or putting a box around a certain dish to draw attention to items you want to push. So, simple is better. “Leveraging a more straightforward pricing strategy using a subtle and streamlined menu design can be much more impactful,” says Daniels.

That said, don’t forget step one: Always analyze your actual food costs to make data-driven decisions. “Do your due diligence,” says Ryan Elmore, Shamrock Foods Restaurant Consultant, New Mexico. “Know your data and use those insights to set your prices and adjust as needed.”

#3 Your Service: Follow the Steps, Regardless of Concept

Now is a great time for the more transactional experiences to return to a fuller expression of hospitality that reimplements the steps of service, regardless of your restaurant type or concept.

“The steps are immediately recognizable indicators of value,” says Daniels. “And applying these elements enhances the internal service culture as well.”

Check out our Kitchentelligence Resources for the latest on hospitality, trends and managing a successful business.

“The communication of value comes in the form of a wonderful experience via a welltrained staff and great food. It’s only when that experience falls short that your guests start to question the value.” – Karim Refaey, Shamrock Foods Restaurant Consultant, Idaho

#4 Your Scene: Set It—Don’t Forget It

It’s important to have a distinct identity when it comes to decor and ambiance for a memorable experience the customer simply can’t get elsewhere. If your place has a theme, look for ways beyond the menu to bring that to life—from the music in the restroom to the organizations you choose to support with things like partnerships and charitable giving.

“Create a cohesive theme throughout all aspects of your establishment,” says Jeff Koppel, Shamrock Foods Branch Sous Chef, Colorado. “The atmosphere, music, decor, menu layout and service style should all feel consistent, but unique to your spot.”

As always, knowing your audience and offering what they’ll love is crucial. “Your key demographics should play a part in everything from menu design and aesthetics to decisions like having large party spaces or a takeaway area versus full-service seating,” says Elmore.

Also beware of the common trap of not looking beyond the four walls of your operation. “Don’t forget the visual curb appeal that customers expect,” says Maness. “Enter through the main entrance. Check the condition of your parking lot, landscaping, paint, signage, etc. This shows you care about your space, the building and the neighborhood – and it often sets you apart from your neighbor, too.”

Revisiting the Fundamentals of PROFITABILITY

These profitability best practices have stood the test of time for good reason. Here’s a refresher on the key areas to pay attention to – plus a few tips and strategies to try out from three of our thought leaders, Shamrock Foods Restaurant Consultants Jim Hargrove, Mary McVoy (California) and Ryan Elmore (New Mexico).

“If an item is not profitable or popular, does it need to take up space on your revenue generator, i.e., your menu?”

– Ryan Elmore, Shamrock Foods

Branch Consultant, New Mexico

Achieve cost control through rigorous planning, budgeting and price shopping.

Work closely with your suppliers and Shamrock Foods Sales Representative to lock in purchasing patterns that provide the best value.

Set realistic targets for food, labor and overhead based on industry benchmarks and your financial goals – review and adjust regularly.

Maximize returns on labor with the right team on the floor based on both performance and availability. Put “aces in places.”

Drive demand and fuel FOMO with limited time offerings (LTOs) to create novelty, curiosity and urgency.

Tell a compelling story about your LTO and why it matters to your consumer.

Offer clear and meaningful value, whether via special pricing, items, deals, experiences, etc.

Train staff and prepare operations by streamlining workflows to handle the potential for increased demand.

Focus on menu engineering to ensure your most popular items are also your most profitable.

Use PMIX/Item Sales Trend data to understand what most of your guests want (while leaving emotion out of it, if possible).

Ask yourself: “If this isn’t selling, should it be on the

Make

marketing

a

priority

–all the time, not just when business is slow.

Whether DIY or outsourced, marketing should be a constant activity with campaigns guided by goals, measurement strategies, KPIs, etc.

Leverage the right mix of digital marketing, paid and organic social media, direct mail, loyalty programs, corporate partnerships, etc.

Partner with marketing experts and professionals so you can focus on other priorities – they’ll know the best tactics to get your audience’s attention and how to execute with a brand identity no one else can claim.

Ensure that the basics of the customer experience are in place: good food, good service and a pleasing atmosphere.

Now more than ever, restaurants can compete with hospitality.

Don’t overlook this key differentiator – your competitors may have yet to return to top-tier customer service.

Use training to refocus on the small hospitality touches that foster big customer joy and loyalty.

Maximize your operational efficiency by optimizing workflows.

If certain kitchen stations are having throughput delays during the rush, consider reengineering the menu.

Spread the workload across more stations and/or reconfigure workspaces.

Invest in efficient equipment and consistent and comprehensive staff training.

Download the Shamrock Foods Profitability Calculator to help guide staffing and menu decisions based on real-time inputs.

“Tracking team-member level profitability can also indicate gaps in your training program. Use staffing metrics to learn where more training and coaching is needed for success.”

– Mary McVoy, Shamrock Foods Restaurant Consultant, California

Leverage financial management discipline by tracking your costs, revenue and expenses.

Develop a budget and financial plan to guide decision making and ensure long-term success.

While daunting, make sure to do a consistent, hands-on inventory, which is a proven method for lowering the overall cost of goods.

Start with just high volume, high cost items like proteins and expand from there as you develop a system and schedule that work for you.

Embrace technologies that streamline your operation.

Invest in the right POS systems, inventory management and other applications for your operation and fully train your team.

Consider a third-party accounting platform designed for restaurants.

#71104 Lady Fingers - 300 ct

# 1918241

ROLAND FOODS

65850 Cookie Butter - 3 KG Shamrock #4009051

COOKIE BUTTER TIRAMISU

DIFFICULTY: EASY | MAKES: 6-8 SERVINGS

INGREDIENTS

• 16 ounces mascarpone, cold

• ⅓ cup Roland® Speculoos Cookie Butter, room temp

• ½ cup powdered sugar

• 1 teaspoon cornstarch

DIRECTIONS

AVAILABLE THROUGH SHAMROCK OR CONTACT YOUR SALES REP TO ORDER.

A tempting twist on traditional tiramisu, we use Roland® Speculoos Cookie Butter and Roland® Lady Fingers to infuse this layered dessert with a sweet cinnamon ﬂavor.

• 2 ½ cups divided cup heavy cream, cold

• Roland® Lady Fingers

• 1 cup espresso, freshly brewed

• ½ teaspoon cardamom, for garnish

• ½ teaspoon cinnamon, for garnish

1. In the bowl of a stand mixer ﬁtted with a paddle attachment, combine cold mascarpone, Roland® Speculoos Cookie Butter, sugar, and cornstarch. Mix to combine.

2. Remove the mascarpone mixture from the mixing bowl to a separate medium size bowl and set aside.

3. In the same stand mixer bowl ﬁtted with a whisk attachment add the heavy cream. Mix on medium for about 2 minutes or until soft peaks form. With the mixer still on, add the mascarpone mixture in 3 additions. Whisk until medium peaks form.

4. To the bottom of a 9x14 baking dish, evenly spread ⅓ of the whipped cookie butter cream. Working one at a time, quickly dip each Roland® Lady Fingers into the espresso and arrange on top of the cream, using half the lady fingers, until you’ve got an even layer. Spread half the remaining mascarpone mixture onto the lady fingers in an even layer. Dip the remaining lady fingers and arrange them on top of the cream. Spread the remaining mascarpone mixture on top; there should be a total of 5 layers.

5. Cover with plastic wrap and chill in the refrigerator for at least 4 hours.

6. In a small bowl, combine cardamom and cinnamon.

7. Sprinkle the top of the tiramisu with the cardamom and cinnamon mixture before serving.

Shamrock

PRODUCT LINEUP HOW TO FINE-TUNE YOUR

Pro Tips for Your A-List

Knowing your must-haves from your negotiables can be as simple as knowing your ABCs. The trick is to match your buying decisions to the guest’s perceived value of a product, while factoring in price and competitive alternatives.

It’s natural to gravitate towards legacy items that you’ve always thought of as the best quality/price/value/flavor – without testing them or considering current customer perception along with availability, demand impact or supply chain constraints

“The ABCs are always an eye-opening exercise because many chefs believe they have more A-level, must-have items than they need,” says Bo Bryant, Shamrock Foods Restaurant Consultant.

Here, Bryant takes us through the ABCs of knowing where to splurge and where to save for the max returns on your food spend.

• Think of your “Absolutes” as items that put you on the map.

• The As should have an ownable brand or origin story that you’re telling on the menu, like Pier 22 Seafood CO.® Icelandic Salmon. Typically, the better the brand story, the more potential for profit.

• Get there first or early by offering new, high-quality items with great origin stories before the demand saturation hits.

• As can also be front-of-house items guests expect – don’t mess with them for negligible savings.

DEFINE YOUR ABCS

TIER

List Your A-Level “Absolutes”

List Your B-Level “Basic Needs”

List Your C-Level “Commodities”

DEFINITION

This is your “hard spec” or nonnegotiable, so it must be the exact brand, spec, weight, cut, quality, color, growing region, etc.

This is still a “hard spec,” but brand can vary if it meets your needs versus competitive alternatives via a product cutting or 1:1 comparison.

This item tends to be value driven but specs can vary. Specs are still important but are fewer in general, so you stay open to equal-or-better options.

EXAMPLES

Gold Canyon Meat CO.® Certified Angus Beef Burgers, Grande Cheese, Shamrock Farms® Extra Hold Sour Cream, Stanislaus Tomatoes and Sauces.

French fries, sliced or shredded cheeses, liquid dairy, canned goods, frozen fruits, vegetables, breads.

“Background” items like paper goods and cleaning products, basic pantry items (sugar, flour, salt, spices), frozen goods, fresh produce, ingredient-level meats like pork, chicken, ground beef, etc.

Top 3 Industry Hacks for Your Bs and Cs

Take

Ask

With operators still facing labor challenges, quick and effortless dishes are more critical than ever. So we’ve tapped noteworthy chefs to lend their expertise on appetizers, entrees and sides that are as easy as 1, 2, 3 using Smithfield Smoke’NFast, and other Smithfield and Margherita ready-to-cook and ready-to-eat products. These key ingredients keep back-of-house costs down and are one of 10 ingredients or fewer in each dish. You can find creative recipes, helpful videos, money-saving rebates and more at SmithfieldCulinary.com/EFA.

Our passion for all things protein makes us the perfect partner to share with you the latest innovations and trends that will keep your business ahead of the game. From the blank canvas of fresh pork to fully cooked products such as ham, smoked sausage, pulled pork, chicken and beef, we’ve got you covered – contact your Smithfield Culinary representative by calling 888-327-6526 or by visiting SmithfieldCulinary.com.

Smithfield Culinary Mobile App

KEEP CHECKING IN

Use check averages to unlock improved dining experiences.

Knowing your average is a good thing. The idea is simple: Identify servers with higher-than- and lower-than-average checks. Use this information to learn about and motivate your staff. By doing so, you’ll increase revenue and profits with the customers you have today, and set a common goal for your staff.

CALCULATING YOUR CHECK

AVERAGES

1. Get the Data: Print a report from your Point of Sale system showing each server’s check average and total number of checks.

2. Clean the Data: Exclude bartenders or shared POS IDs that might distort the results. We’re interested in individual sales.

3. Find the Store Average: Calculate the average check for all servers. This will be your benchmark.

4. Rank Servers: Sort the check averages from highest to lowest. This helps identify top performers and those who need improvement.

5. Review and Refine: Double-check the data. If someone has very few checks, they might not be a good fit for this analysis. We want to be fair and constructive.

6. Calculate Potential Revenue: The difference between each server’s average and the store average, multiplied by the number of checks, shows potential revenue gains.

WHAT TO DO WITH THE DATA

Look Beyond Gross Sales

In the restaurant industry, focusing solely on gross sales can be misleading when it comes to maximizing check averages. While high sales might suggest success, they don’t always translate to high check averages. One key aspect to consider is whether servers are rushing through service steps.

For instance, a server might be turning over tables quickly, leading to high sales volume, but if they are not effectively upselling or offering additional items to diners, the average check might remain stagnant or even decrease. Identifying servers who prioritize rushing through service over enhancing the dining experience can help address this issue.

Learn from Top Performers

Engage in conversations with your best servers to uncover their secrets to success. Encourage them to share their upselling techniques, customer engagement strategies, and ways they personalize the dining experience. These insights can serve as a blueprint for training other servers and improving overall check averages.

Observing top performers in action can be extremely enlightening for managers. Take note of their body language, tone of voice and timing when they suggest additional items. Encourage mentorship within the team, where experienced servers can coach newer staff members on effective upselling techniques.

Make sure to celebrate your best team members to support employee retention!

Set Standards

To improve check averages, it’s crucial to establish clear service standards. This includes not only providing exceptional customer service but also focusing on upselling techniques that add value to each dining experience. Utilizing data to identify top-performing servers based on guest satisfaction and business success can be immensely beneficial. Again, keep learning from your top performers. Engage with them to understand what they are doing differently. How adept are they at recommending high-margin items? Do they excel at building rapport with diners, leading to increased trust and willingness to try new menu items? By dissecting their strategies, you can develop training programs to uplift the entire team.

Incentivize staff by showing the potential new revenue number and multiply by 20%.

YOUR BLUEPRINT FOR ULTIMATE GROWTH

Repeat this exercise quarterly to track progress. Simply sharing the information can motivate staff improvement. Follow these strategies to significantly increase check averages over time. After all, it’s not just about selling more—it’s about creating memorable dining experiences that inspire guests to explore additional menu offerings, ultimately driving revenue growth.

THE SOLUTION TO SIMPLIFIED SCHEDULING

Unfilled shifts, overstaffed shifts, understaffed restaurants –does that sound familiar? Well-planned and organized shifts are a bedrock of consistency for both employees and managers.

More and more operators are relying on scheduling software to save money, time and headaches. With all the choices available, it’s important to find a complete software solution that will help you control labor costs, increase operational efficiency, and lock in the most cost-effective solution for reliable shift coverage. Here’s what to know – and a Shamrock Foods partner that can help.

QUICK DECISIONS FOR CHANGING CONDITIONS

Making quicker, smarter decisions is crucial in any busy restaurant. No matter the circumstances, access to real-time data and reports can help manage labor costs, identify trends in scheduling and increase operational efficiency. Managers should look for scheduling software that will directly integrate timesheets with their choice of payroll provider – eliminating the need to sync or import timesheets and providing true labor costs at a glance.

Look for: Solutions with shift and time history reports to help assess employee performance, rapidly resolve scheduling discrepancies, and spot shift patterns to ensure the schedule matches the budget.

ENGAGED EMPLOYEES STICK AROUND

Let’s face it: engaged employees are more productive and collaborative. They also provide higher customer satisfaction, which supports sales and return customers. Innovative scheduling tools empower employees to share their availability easily, receive automatic shift reminders and participate in team chats. These tools also provide managers with the ability to easily navigate scheduling for a wide variety of shift workers while being mindful of employees’ needs for flexibility. This active and transparent communication supports a more positive working environment.

Look for: A scheduling solution with a user-friendly mobile app that places schedules in the palm of employees’ hands and allows managers to communicate when and where it’s easiest for them.

A SOFTWARE SOLUTION BENEFITING EVERYONE

In short, you need an all-in-one mobile-friendly solution that includes functionality for scheduling, shift swapping and self-scheduling features. Shamrock Foods has partnered with When I Work to offer all of those benefits and more. With just a few taps, managers can approve time-off requests and employees can easily swap shifts to help reduce no-shows. When I Work supports employee engagement tools and can even process payroll in a single click.

Whether your operation is a fast casual concept with multiple locations or a standalone fine dining space, a software provider such as When I Work decreases labor costs, saves time scheduling and increases employee happiness.

To schedule a free demo or start a free trial of When I Work, visit https://wheniwork.com/partners/shamrock-foods