RIP The Sausage Roll


Its some time since I passed the refectory sausage roll counter at Colinton Road. If my memory serves me right they were served piping hot. And with a certain flourish by the matronly ladies smartly dressed in their starched pink and white bibs – crisp freshly fried chips topped with baked bean jewels. Apologies if I paint a rosy picture but it was a happy time,in my formative years before any of Monsieur Pelleprat’s “fonds du cusine” had further educated my palate.
Any way as usual I digress. Let me tell you about my recent experience with a sausage roll and a bacon buttie.
The other day I received an email offering me a complimentary ticket to a management development conference to be held at one of the major universities in Edinburgh. Admittedly it started early on a Saturday morning but you can pick up some real “gems” from contributors at these events. Oh and breakfast and a buffet lunch was included, one would think a bonus Al.
But regrettably I must report a few shortcomings.

Having crossed the country on a beautiful autumn morning, I parked up close by and following the directions I had been given walked to the Conference Centre. The smell of grilled bacon led me past reception and on to the Registration area and finally the buffet table. Having made my choice of buttered roll the young lady lifted off the top of the chaffing dish ( ok I know its a technical term, but I haven’t used it for some time) to reveal the horror that we know as warm pink and white,flaccid, cooked bacon. No tasty, crispy brown, sizzling unctuous bacon fat. The combination oven had been at work here Al. Ok it had done its job. Followed the programme.But please, please Chef , give the bacon a few minutes dry heat at the end of the cycle. Attention to detail Al.

An inspirational, interesting and informative morning went like clockwork with the assembled company of around 130 delegates arriving back at the “social” area at 13.00hrs sharp for lunch.
You’ll remember Al back in the old days at the Lion when we catered for 300 conference delegates most weeks we learned that the best practice was to split up the delegates into smaller groups and cater for them using “guerrilla” buffets in odd places all offering the same foods, staffed by one member of the team helping customers with their choice, ensuring a smooth flow and good service. Sadly this didn’t happen, the assembled delegates having to struggle their way down both sides of fifteen foot buffet table trying to identify the offerings on the unlabelled table.
Customer care Al. If we worked it out then why haven’t they?

Hot foods hot, cold foods cold?
I know I didn’t pay for my ticket, but many had paid the full price for the days event and its in their interest that I am recounting the story of the sausage roll and other “fonds du buffet” today.
My keen caterer’s eye noted that the usual suspects were present.
Plain and Spinach wraps filled with ham or tuna filling
Sausage rolls
Pakora
Chicken on a “bamboo skewer”
Some sort of sticky chilli sauce
Something not that memorable……
Samosas – with a so far unidentified filling
Small shortbread biscuits topped with a creamy substance
A fruit bowl of apples, pears, oranges and bananas.
Nothing garnished, no flowers, no foods labelled.

Now Al I pose you a question. What would normally be served hot, what would normally be served cold?
To my mind, and I guess the thoughts of my local takeaway owner at lease four of these items should be hot. Must check with Mohammed.
HOT Sausage rolls, they are oven baked are they not?
HOT Pakoras, I think deep fried?
HOT Chicken Skewers, poor things may have lost their Satay sauce on their journey from the freezer.
HOT Samosas, crispy deep fried?

None of these items were hot or even warm ( not even the recommended hot holding temperature of 63 degrees C ). I’ll happily be corrected but it was almost as if the “Chef” had simply taken the boxes from the freezer the night before, defrosted overnight in a fridge and then tipped the contents out onto an assortment of serving dishes for the poor catering assistant to plonk on the table.

I know what you are thinking Al. No it didn’t get any better. Even the additional food that was brought out to supplement the buffet was cold.
Now I understand that choice,quality, presentation and service may have been sacrificed on he alter of price in the temple of gross margin, but at least hot foods should be served hot and cold foods cold. Maybe heating food is a supplement on the delegate charge. I doubt it.
Come to think of it Al maybe they should have the UKip speaker to talk across the buffet, he was certainly full of hot air.
I’ll be in touch again soon.
The Concierge.

20121028-134045.jpg

Just Selling the Sizzle Not the Sausage

sausages

Any Price at “Whatsit Inn” – You see they just sell the sizzle

Dear Al
I don’t know if you have noticed a recent advertisement on prime time TV. from our friends that have those rather quaint 70’s coloured hotels, you know, the purple ones.
The advertisements feature that nice comedian chap, what’s his name, the one that’s married to that once large comedienne, and some other chap I recognise from a dodgy detective series shown on “the box” back in the 70’s – is there a theme occurring here?
Anyway, one thing that sticks out for me apart from that colour, sorry to linger but I passed my teenage years in a house with a kitchen that was that colour, is the way the agency have cleverly avoided the price of the bedrooms and the extra charge for breakfast. Instead what do we see?
Well first of all our hero reminds us of dreadful nights he has spent in poor hotel with small beds, bad furnishing, sub standard bathrooms – remember Al, we thought these had all disappeared in the 80’s, apparently not.

The big chap is then shown turning up at a shiny new hotel with a cathedral like reception area. Guess what? It’s full of smiley, well groomed, charming people who are apparently there to service your every whim. Cut to bedroom with large comedian spread eagle on big comfy bed, followed by a shot of him relaxing in a bubble bath playing with his duck. This of course shows what comfortable and relaxing rooms the hotel has.
DUCK Al!

Ok we don’t see where his toes are, so they may be pushing the size of these baths a bit.

In the morning we find our two chums enjoying an a la carte breakfast in a restaurant so accommodating that our celebrity guest with his latest best friend, the aforementioned duck. The staff are so accommodating that the plastic duck can just have bread if he wishes – I guess this accommodating gesture is to show how friendly and flexible these people can be. Happy days……… Personally I find forcing a kilo of corn down their gullets makes them far tastier……….
Finally the important part.

We cut to the comedian. He has a smile on his face that could grace the face of a Cheshire cat. Guess what, he has just paid the bill and proudly holds it up for all to see whist saying a line that includes the word “value”

- not price Al, VALUE

The advert then ends and do you know they never mentioned price once in the whole piece.
Correct me if I am wrong, but isn’t this what that nice old chap, you know who I mean, the one who sold banqueting rooms for Maxwell Joseph allegedly with the “lights turned off”, was telling us back in the 90’s?
Pictures with people in them
Pictures of the experience
Reinforce the first class experience
Never sell the price, sell the quality
Of course there’s more, but I think some of these other hotel outfits around at the moment could learn a lesson or two from this advert. Come to think of it as there is one of these hotels on average less than 5 miles from most households in the UK – scary statistic, they’ll probably notice when their occupancy rate hits the floor.

I was talking to a marketing man, some say guru, about this the other day and he explained.
“Listen” he said “They are selling the sizzle not the sausage” – Hey what a good idea for a hotel. “They don’t mention the price as they have dynamic pricing” (supply and demand to you and me)

So what do you reckon these people are getting for bed and breakfast? It wouldn’t surprise me if it was £70+ a room – not cheap or should that be quack.

DUCK AL!

Duck Al !

Hope to bump into you at the Whisky Club soon.

Regards
The Concierge

Trade Show Selling

The annual Visit Scotland Expo will be upon us all too quickly. If your business has a stand then you’ve gone to a lot of expense and are taking valuable time out so you had better make sure that when you attend your business gets the best value for money.

Ok so how can you do that? Here are a few hints and tips that I have picked up over time – they are not necessarily in any order.

PREPARE

sore feet

Dont wear new shoes

Train your trade show team
Set clear goals for taking part in the show. What do you want out of it?
Have plenty of brochures cards and give-aways. Make sure everything has your company logo on it.
Make sure you use display racks for your brochures and keep them tidily.
Have a prize for a draw – collect business cards. Drop them in a fish bowl, top hat or an empty skull.
Have a portfolio showing the work you do and what you can offer.
Do you have a special show offer?
Obtain the list of potential customers attending the show as soon as it’s available. Work out who you want to meet. Write, Fax,text or email them inviting them to visit you at your stand. Put the message out on your website or in your enewsletter.
If there are seminars, work out whom you want to network with and make sure you are at the correct session to catch who you want.
If there is a seminar that could do you or your company some good then book it, arrive early, ask good questions, leave late.
At any show make sure you tour the room regularly looking for prospective customers – don’t always wait for them to come to you.
Don’t be stingy with your business cards. Make sure you all have plenty and give them out. No one ever got any business by not dishing out a card.
Don’t be flash with the expenses or too mean. Aim for a happy medium. By all means entertain customers, but be professional.
Prepare some “engaging “questions before you go to the show. Ask open ended questions – who, what, where, how, when……… Practice the questions to yourself.
Create a good first impression. Build rapport.
Call leads when they are hot, as soon as you get back fromthe show – why not simply send them a text?.
Don’t wait a month after the show to call. Make sure that extra time is allocated to sales staff to make calls after any show.
Make sure you have prepared any follow up materials before the show.
Make your business newsworthy. Event organisers and trade and local press and TV are always looking for stories to plug the show. Give them some news. Prepare a press release with a good story for every day.
When you pack your show items make sure they are accessible. Mark the boxes with the contents. If you are attending shows with partners make sure your boxes are easily identifiable. Spray the corners with paint. Cover them with stickers.
Don’t forget to pack a sewing kit, safety pins plasters and pain killers.
Pack a box with every day stationary items.
Know how to assemble your stand before you go. This way you look professional.
Arrive at the show early – at least 15 minutes. Take the time to prepare yourself for a long day.
Give colleagues on your stand specific targets.
Always lay off the garlic and spicy foods
Dont “over do things” at the drinks reception

NEVER
Never sit, smoke, read, drink, and eat food on the stand.
Never ignore prospective customer by forming a cosy cluster and having a chat
Never use the telephone whilst customers are around ( they’ll just walk on by)
Never be late
Never cross your arms whilst talking – you’ll close the conversation
Never stand with you back to the aisle
Never say – “can I help you “
Never lean on the furniture
Never voice negative opinions on the show to customers
Never badmouth the competition

Oh and don’t wear new shoes or high heels – be friendly to your feet you’ll be on them for at least eight hours!

Don’t Cut Your Price

I spotted a couple of chalkboards on the pavement outside local restaurants over the weekend. The first one read:

“Cut price 3 Course Lunch
Only £4.50
Open 12 – 2.30″

Just along the street the second one proclaimed:

“Hungry? Thirsty, Fed up Shopping ?
You Have Walked Far Enough
Enjoy Freshly Cooked Salmon with an Ice Cold Beer
Open All Day”

The Agents FOR SALE sign was above the doorway of the first restaurant, a ” no booking we are too busy” on the door of the second restaurant.

I think we all know by now that the coming summer – maybe even the coming year is going to be tough for hotels, restaurants and bars. Markets are shifting under all kinds of pressures. Camping and Self Catering is experiencing a boom. Customers are scouring the planet looking for attractive exchange rates for their holiday £ or $ and you can bet more than a few “Friends and Relatives” accommodation offers are getting called in – ” you remember you said we could come and stay when we liked?”

Beware
The immediate reaction to fuel demand is to cut your price, but beware. If you cut into your cleverly calculated selling price just how far can you go before you start to not only reduce your profit margin for re-investment but also have to start making savings on staffing and before long your levels of service. Now some people will figure that they can still make the same margins and continue to employ the same number of colleagues by simply buying cheaper food to sell, scrimping on the house wine, changing the timer on the car park lights, god forbid even supplying cheaper toilet tissue. Dont.
Go on try selling instead – you know it’s the right thing to do. Don’t you ?

Looking Back to Go Forward

Thinking back to previous downturns in business caused by our friends in America sneezing, global events or the economic climate.

Take a hard look at that marketing plan
The best course of action is to stand back and take a good hard look at what you are doing right now. Review your marketing plan, what works, what doesnt, who are your customers,and if you can get your GM out of his office, get the hotel business plan reviewed.

1. Make sure you are converting ALL enquiries ( to hec with rates)
2. Sell more to existing customers – in house promotions
3.Bring back old customers – why did they go elsewhere? Solve their problems and get them back.
4. Last. Find new customers. Lets face it you probably dont have the budget for this so concentrate on the first three.

Not sure how you should be reviewing your market plan. Well we know people who do……….