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Using Technology To Track and Increase Sales
This slideshow is an annotated version of the seminar at
Coffee Fest.
Mike Spence
Vice President
SelbySoft, Inc
What do we mean by this?• Opening a store can be difficult.• Costs could be between $50,000 and $500,000. • Don’t trust this investment to a $300 cash register.• Technology costs money but has a built in Return on Investment. • Competitors are using POS to be successful.• Focus on the business as well as the coffee!
How can a POS help?• By reducing mistakes.• Controlling inventory. • Reducing theft.• Increasing speed of service. • Marketing to customers. • Tracking what works .• Enabling gift and loyalty programs.
Reduce MistakesPrice controls – Your staff does not think about pricing. It is controlled by the system.
Mistakes are easily corrected – just touch the item and change it.
Voids are reduced – because changes are easy, there are less voids.
Full descriptions - The item description is shown on the screen, allowing employees to know how items are made.
Forced Modifiers allow for customer up sell as well as education of orders. Force employees to ask for the brew type.
Barista or Kitchen monitors and printers ensure the barista knows what to make. Eliminate conversations about drinks and create a more efficient system.
Reduce Mistakes
Pictures make thingseasy . We don’t wantEmployees to have their head down in a cash drawer.
Making things easy means that your employees focus on the customer and the product – Not the technology. Reduce Mistakes
Reduce Mistakes
Increase Sales A FREE gift and loyalty system works. No swipe charges or monthly fees means that you will use it. The same card does the following:Gift Card – Buy and give to friend.Pre-paid – Continue to add value to it.Rewards – Buy 10 get 1 free or every dollar spent earns a point. Customer Card – Assign to a customer and increase customer service and speed of service.
Gift cards are a proven methodof increasing sales and cash flow.
Assign cards to a customer nameand email and implement a marketing program that works.
Increase Sales Discounts & Promotions can be money makers when done right. Look at what you major competitors are doing (Starbucks, Caribou etc) and duplicate the efforts. POS systemsCan print specialized coupons like the one on the right.
Run promotions on low selling buthigh profit items and then track theeffectiveness. POS can tell you whatpromotions are working so you cantailor it to your customer base.
Increase Sales Social media promotions work. But only if you track them. Add customized discounts and specials and then track in the POS system.
Make sure you are taking advantage of the free tools sites like Facebook and Foursquare offer. Right now you could be offering a special through Foursquare that will show up when people check in.
It is FREE!
Better tracking
means less waste and
more profit
Calculate waste & portion control
Track COGS and KNOW your profit potential
Start tracking inventory control. POS systems can help you keep an accurate Cost of Goods Sold (COGS) figure and show you that on the fly. Calculate your COGS and know your profit potential on a daily, weekly or monthly basis.
Better tracking leads to less waste and more profit!
Inventory Controls
Track Waste & VariancesStart Count Used Ideal Use Variance100 50 50 48 2 / $3.00
Inventory ControlsTracking inventory variances can help you cut costs and increase profitability. A variance report will provide you with what you ACTUALLY used verses what you SHOULD have used. This variance will then show you how much you COULD have made!
Stop TheftEmployee time theft accounts for as much as 25% of all
theft in a coffee shop or restaurant!
Stop time theft (Buddy Punching) with integrated card swipes or evenfingerprint id systems that can’t be easily cheated.
Stop TheftDouble punching of reward cards is stopped by integrating a plastic gift and reward card.
Drawer shortages can be eliminated by assigning employees to a cash drawer.
Hold employees accountable with blind shift closes.
Finally, rely on specialized audit tracking reports to see if employees are trying to cheat the system manually.
BC Ferries Study :Four month study in 1996 on two ferries.
PUTTING IT TOGETHER
Ferry with POS Same period vs 1995:Sales increase: 29%Margin: +34%
Ferry without POS Same period vs 1995:Sales increase: -3%Margin +4%
Sales Volume of $5,000 a week ($714 a day)
1% will save $2,600 a year!
3% will save $7,800 a year!
5% will save $13,000 a year!
THE NUMBERS!
