Chapter 9:
Sales History
Sales History Background
• Sales history, also known as a scatter sheet mix, is a
daily record of the menu items that have been sold.
• Uses for sales history include:
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To forecast
To keep a daily record of which food items were sold
To keep a daily record of how many menu items were sold
To predict sales volume
To record information that will aid management in
forecasting accurately
▫ To aid management in predicting a sales analysis
▫ To project the annual budget
▫ To aid management in determining the dollar amount that
customers are willing to pay
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009
Sales History Background Cont’d
• To accurately, forecast the number of customers for each
meal period it is necessary to have pertinent information
that influences sales on that particular day. Examples
include:
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Day of the week
Date
Weather
Time of day
Meal period
Special events within the community that will produce
more sales (e.g., concerts, conventions, meetings, and bus
tours)
▫ Employees who are absent from work that day
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009
Sales History Background Cont’d
• To accurately, forecast the number of customers for each
meal period it is necessary to have pertinent information
that influences sales on that particular day. Examples
include:
▫
▫
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Day of the week
Date
Weather
Time of day
Meal period
Special events within the community that will produce
more sales (e.g., concerts, conventions, meetings, and bus
tours)
▫ Employees who are absent from work that day
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009
Benefits of a Scatter Sheet
• At the end of each meal period, the food items that are
sold must be recorded onto the sales history ledger.
• If a restaurant is losing sales, the sales history record can
be helpful in determining the problem.
• Most restaurants lose sales because customers do not
like the approach that the restaurant is taking in one or
more of these areas:
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Sanitation
Quality of the food
Quality of the service
Prices
Atmosphere
Location of the restaurant
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009
How a Scatter Sheet Works
• Column 1: includes the week ending date, the menu
item listings, a remarks area, and a meal period area.
• Column 2: includes the name of the restaurant and
space for the weather and the days of the week
• Column 3: shows the weekly total of the individual
menu items that were sold
• Column 4: shows the selling price of the individual
item.
• Column 5: shows the item sales
• Column 6: shows the total of weekly sales
• Column 7: shows the percentage contribution to sales
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009
Production Sheet
• Is a schedule that provides employees with
information:
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Who will be doing which task
When they will be doing the task
Where they will be doing the task
The equipment needed
The quantity of a product needed
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009
Menu Engineering
• A method of analyzing the popularity and
contribution margin of each menu item
• Determines how much profit each item is
contributing by determining each menu item’s
contribution margin and popularity.
• Four classifications
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Stars
Plowhorses
Puzzles
Dogs
Fundamentals of Menu Planning 3rd edition. (McVety, Ware and Ware)
John Wiley & Sons, Inc. © 2009