JAN 2007 

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Content today:  

1. Message from the Director
2. When Knowledge = Power
3. Angels to the Rescue
4. Our Heroes - APB on MPB
5. Train the Trainer
6. Industry Job Opportunity
7. Australia Day Joke
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MESSAGE FROM THE DIRECTOR

Hello and welcome to 2007! (Bit late I know!)

We've been in contact with dozens of bars and clubs over the past 2 weeks and it's been interesting to hear how the Xmas/ NY period went. Many have found that the so called 'busy' period didn't meet expectations (in terms of both budgets and general trade) but some were lucky enough to find that much of this was then salvaged by the cricket (thank god the Balmy Army are good at drinking!)

Like many of you, we've barely skipped a beat over Xmas period and continued to run our inventory team with a skeleton staff (a big 'Thanks' to Peter in Brisbane for giving up Xmas morning to stocktake one of our top Brisbane clients and Roger for holding the fort here in Sydney).

In this months newssheet we ask how much time you spend generating your essential business information vs. acting on it  - and how to make staff part of the solution rather than the problem. We also highlight one of our trade heroes Dan Altshuler from Martin Place Bar in Sydney - a guy who has consistently kept his stock variance at record lows (how does he do it? Read on.) I also have some info on the upcoming full day Train the (Bar)Trainer seminar being conducted by yours truly in Sydney for a limited group of 15

Hope you're off to a flying start in 07! Enjoy the read.

Jason Jelicich

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WHEN KNOWLEDGE=POWER

I'm sure we've all heard the expression 'Information is Power' but this expression fails to make a very important distinction in order to be true; it is information APPLIED that equals power. In other words, it doesn't matter what information you may have - it's what you do with it that counts!

The Pareto principle (or 80/ 20 rule) postulates that, in any given situation, 80% of the result comes from 20% of the activity. In relation to information, 20% of the result is achieved by generating the information - while 80% is achieved by applying it.

Be honest, how many of us work the other way around?

All too often we invest time and energy into creating spreadsheets/ reports that, once created, are given no more than a precursory glance as the urgent demands of business bear down.

Now, while there's no doubt our industry has it's fair share of analysts -  those who take great pleasure in digging through multi layered tables of information to uncover new trends & insights - rarely is this information used to activate/ motivate the very people who can help all the problems disappear ( i.e. the frontline staff) and, let's face it they are an important part of both the problems and the solutions.

It is important to remember that your staff want to know more about your business. They are generally interested in how much money the venue or bar takes, how much stock may be missing and who takes the most money on a Friday night. Sharing key numbers with them can have a very motivating effect - drawing them into the business and creating 'mini' managers out of once disconnected staff.

But even when applying the information, there is yet another distinction: HOW that information is applied. A common trap that we see all the time in our business is what we call the 'Negative Stock Loss Cycle'. An owner or manager calls a meeting with the staff, armed with the latest (poor) stock variance reports and proceeds to not-so-subtly accuse staff of carelessness and even dishonesty. Applying information in this way actually perpetuates the problem - causing staff to feel more disassociated from the business and even encouraging the behaviour we are so keen to stamp out!

Missing stock issue = staff blamed for issue = staff feel disconnected = Worse missing stock issue.

Here are 5 steps to maximising the effectiveness of your information:

1. Ensure you can easily and effortlessly access the information you require to run the business
2. Decide which information is critical to share with staff so they are at least aware of the issues
3. Use a staff meeting forum to relate the information to staff in a serious yet non-threatening manner
4. Ask for their input/advice on how to solve the problems you face. Write the responses down and allocate responsibility to have relevant insights/ suggestions followed up.
5. Communicate back to staff on the action taken and the latest results - help them see that their constructive input is valid and appreciated.

Staff buy in is the key! 

NEED SOME HELP?

We've become experts at this - seeing variances halve in a fortnight - by combining back of house measurement (ie collecting true variance figures) with front of house training and staff involvement sessions (ie getting staff to care, and solve the problem!)  We are now proud to extend this service to bars not currently using our inventory control service - because we're throwing 2 counts in free!

NEW KICKSTART TRAINING PACKAGE:

• 2 free stocktakes either side of a weekend on your top five selling lines (ie your speed rail)
• Pour test and evaluation carried out on all staff
• Staff meeting conducted using variance & pour test results
• Staff led through training & brainstorming "Solutions Session"
• Recommendations brought back to management
• All for $850!  (Save $500 + receive 2 free stocktakes)

Call Joel on 02 9357 3666 for more details or to make a booking (NOTE:  Works best if counts are performed either side of a busy weekend) 

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ANGELS TO THE RESCUE

 One of the coolest things we've found over the past year is the 3 Minute Angels.  If you haven't seen them before, they are a great team of guys and girls that come into your venue (for free) and massage your patrons with a 5 minute head and shoulder "Halo" massage.  Having had several myself, I can assure you, heavenly is the right word! 

Besides being a great service to customers, and a point of differentiation for your bar, one of the best reasons to have the Angels come to your venue is they provide free market research for you. 

When massaging a patron (who is asked simply to pay what they think its worth - so there's no pressure + it funds itself) the Angels can also ask them what they think about a promotion you're trying, or drinks they like the best etc - whatever question you request.  It's a relaxed and casual conversation, so it gets honest responses. Feedback results are sent to you in a weekly email report.  The Angels can also mention a drinks or meal deal to the customers - a pretty good deal all round. 

To find out more about getting the 3 Minute Angels into your venue, visit www.3minuteAngels.com or call Ben and Wardy on 1300 66 20 22.

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OUR HEROES - APB ON MPB

All Points Bulletin on Martin Place Bar

Those familiar with Barmetrix will know that we routinely find Australian bars run a daily stock to sales variance of 10%.  So when we tell you that Daniel Altshuler from Icon venue Martin Place Bar in Sydney (Barmetrix client for 3 years) runs one of the tightest venues in the country, we know what we're talking about.  We asked him to share some tips for success.

BMX: How long have you been at MPB, and how did you get started in the industry?

DA: "I've been GM for 4 years here, and Licensee for 18 months of that.  I started in hospitality 7 years ago when a manager mate of mine needed a glassy for the night - 13 weeks later I was the Duty Manager, and I've been in the industry ever since"

BMX: What do you do to keep your variance so consistently low?

DA:  "First up, continual training and regular pour testing are musts.  Sometimes I'll pour test my staff 3 times in a week, then nothing for 2 weeks, then every week - keep them thinking about pour control. 

Secondly, a good POS set up is essential.  I have every single product in the system, and a button for every item - even 1/2 nips.  The POS is colour coded and alphabetical, so staff can work quickly without making mistakes.  The cocktail list is regularly reviewed to make sure the menu/recipes are accurate and user friendly.

We also have a system where everybody's name is attached to their own sales.  This allows us to hold people accountable. Without these controls in your POS, you don't know if you're losing anything until the money fails to show up in the bank" 

BMX: How do you train & motivate your staff? And how do you hire great people?

DA: "On their first day, all staff are inducted by me, so they know what is expected of them. We like to do external training sessions when we can, as well as the in house pour testing - staff have to pour 15ml, 30, 45 & 60ml shots. 

We use questionnaires to ensure our staff know what we need them to - simple things like the address of the venue, right up to naming every beer we have on tap without looking (thats a time saver), or specific product information.  New teammembers are paired up with an experienced bartender, like a mentoring or buddy system.  We encourage asking as many questions as possible, & we don't hold anything back, or judge people for their questions.  No Question Is Out Of The Question!

Motivation comes from being clear with your staff about what you expect from them, and also, being prepared to listen to their suggestions too - my frontline is the team that makes this business work, so its important they are part of running things. 

When hiring, we hire people we like, with initiative, and then give them proper training so they can do what we need.  That way you know what you're getting."

BMX: How do you keep yourself motivated and stay on top of changes in your industry?

DA: "Customer service is why we're here - being able to satisfy customers is a big motivator for me. It's easier too to stay motivated when you surround yourself with good people.  Other than that, I attend the industry workshops, and most importantly - get behind the bar as often as possible."

We've compiled some of Dan's top recommendations for you below.

TOP TIPS FOR A TIGHT SHIP

1. Make sure you have an ACCURATE POS set up you can trust; avoid grouping products 
2. Never stop training your staff
3. Get accurate stocktaking
4. Be open to new ideas - we always look to improve & suggestions can come from anywhere
5. Conduct regular pour testing

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EXCLUSIVE - TRAIN THE TRAINER 

We all know that training is essential but the battle seems to be not creating the manuals (I'm sure you've all got very fancy induction handbooks etc) but finding and developing the right people to train them to your staff.

Training is a specialist skill, and there are a lot of tricks of the trade which dramatically improve training effectiveness when either running inductions or presenting to staff at the monthly meeting.  We are putting on a 1 day workshop where attendees will first understand how to put together a world class induction/ training program and second - learn how to deliver it.

Jason has been training bartenders and managers for over 15 years and is widely recognised as one of the top beverage trainer/ consultants in the world. Jason continues to work with some of the top trainer/ presenters to develop his own skills and this is a rare chance to tap into his wealth of knowledge for the purpose of developing both your venue and yourself.

The course runs at Barmetrix HQ (Potts Point, Sydney) on Monday 29th January 10am - 5pm.  Limited to 15 places.  $200 per head, discounts available for groups.  10 places still remaining - if you're interested, call me (Joel) on 02 9357 3666.

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INDUSTRY JOB OPPORTUNITY

Club Suntory are looking for two bar professionals who might be looking to move into the marketing side of the industry. 

The 2 roles are for a full time Ultrapour Brand Ambassador and a full time Club Suntory coordinator, both based in their Head Office in Sydney.

The other opportunity is a Club Suntory coordinator, the main focus of this role is to manage the membership database, Co-ordination of web sites updates, Budget management, Co-ordination of all Club Suntory events and educational programs; and providing administrative support to the Club Suntory Manager.

If you are interested, please forward your resume, before 21^st January 2007  to:

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AUSTRALIA DAY JOKE

An Aussie bloke died and found himself in hell.

As he stood in front of the Devil, he saw a huge wall of clocks behind.

He asked, "What are all those clocks?"

The Devil answered, "Those are Lie Clocks.

Everyone on Earth has a Lie Clock.

Every time you lie, the hands on your clock will move"

"Oh," said the man, "Who's clock is that?"

The Devil answered, "That's Don Bradman's.

The hands have never moved indicating that he never told a lie."

"And whose clock is that?" "That's Pat Rafter's clock.

The hands have only moved twice, telling us that Pat has only told 2 lies in his entire life."

Finally the Aussie man asked, "Where's John Howard's clock?"

"Johnny's clock is in my office", replied the Devil

"I'm using it as a ceiling fan".

HAPPY AUSTRALIA DAY!