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酒店餐饮成本控制有效方法

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酒店餐饮成本控制有效方法

  • 15页
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在餐饮经营中，保持或降低餐饮成本中的原材料成本和经营费用，尽量提高食品原材料成本的比例，使餐饮产品的价格和质量更符合市场要求、更有竞争力，是保证餐饮经营效益、增强竞争能力的具体措施。餐饮成本控制实战方法：一是营销，二是消减成本。成本控制实战操作之一：降成本从6点着手  一、抓原料采购降成本 控制成本自然是要控制产品的全部成本，从成本产生全过程、全方位来控制成本，包括采购、制作、营销与管理各个环节都要置于企业成本控制范围之内。在餐饮行业，采购成本最大，因此应把采购成本控制在首要位置。    餐饮行业经营成本分为菜品原料费、人工费和日常管理费等几个方面，其中，原料费用一般占到60%—80%的份额，人工费用所占份额一般占5%—10%，其他成本比例占10%—15%。成本控制首先要控制成本的主要方面，从占成本比例高的原料、人工等方面着手，只要牢牢地控制住成本占有比例较高的几个部分，成本控制的目标也就比较容易到达。    餐饮成本构成只要是原料的采购价格和相关的采购费用。首先要明确餐饮行政主管和各餐厅厨师长是餐饮成本控制的责任人，要参与采购原料品种、数量、质量和价格的确定工作；其次采购部门要尽可能多地提供不同档次的可供选择的品种，可尝试大宗采购的招标、集团采购等方法，从采购数量和稳定供货等方面，尽量压低采购价格；最后，成本控制经理要监督采购价格的执行情况，并对成本进行动态管理，这样才能为控制成本。    二、抓菜品创新降成本    每一家餐企都会采用各种方法来控制成本，消耗定额、限额领料、指标分解等，方法是层出无穷，但出彩的并不多。成本降低到一定程度后，餐企只有从创新着手来降低成本：1.从技术创新着手来降低原料用量或寻找新的、价格便宜的菜品原料替代原有老的、价格便宜的原料；2.从工艺创新上来提高原料利用率、降低原料的损耗量、提高成品率或一级品率；3.从工作流程和管理方式创新上来提高劳动生产率、设备利用率以降低单位产品的人工成本与固定成本含量；4.从营销方式创新上来增加销量，降低单位产品营销成本。只有不断创新，用有效的激励方式来激励创新，菜式餐企不断降低成本的根本出路和关键所在。      三、抓关键点降成本      企业成本控制应从关键点着手，抓住成本关键点，寻找新的菜品原料难度比较大，一般原料价格相对公开透明，这时，创新烹饪技法、变换原料组合则成为提高利润、降低成本的关键点。    四、抓可控费用降成本    将菜品成本分为可控成本和不可控成本，在生产经营过程中可以人为进行调控的，如原料用量、餐具消耗量、原价进价、办公费、差旅费、运输费、资金占用费等可控费用。    五、抓制度降成本     成本控制需要所有与成本相关人员的参与。企业成本控制不能建立在人人自觉的美好愿望之上，应当建立成本控制制度，建立与之相关的激励与约束机制，靠制度，用激励与约束的方式来调动员工控制成本的主观能动性，将节约成本与控制者的切身利益联系起来，利用奖惩的办法将企业被动成本控制转换为全员的主动成本控制。    六、抓隐性成本降成本      过度成本控制往往是以降低菜品质量、弱化服务质量来得到的，造成这种现象的原因在于这些企业只看到了企业中发生的各类“显性成本”，缺对企业中各类“隐性成本”视而不见，对于这些“隐性成本”的控制，除了传统的成本控制手段外，更应从企业战略层面来考虑成本消减，将成本控制和提升企业竞争优势联系在一起。    成本控制四步执行法：1.减少目标不明确项目企业每项支出都应有明确目的，每笔费用都要有明确去向。2.明确各部门成本任务实行“全员成本管理”的方法。先测算出各项费用的最高限额，将之横向分解落实到各个部门，纵向分解落实到小组与个人，并与奖惩挂钩，使责、权、利统一，在整个企业内形成纵横交错的目标成本管理体系。3.精细化管理没有数字进行标准量化，就无从谈及节俭和控制。成本控制计划出台的是一份数字清单，包括可控费用（原料采购、水电、包装、销售费用、耗材等）和不可控费用（固定资产折旧、人事、利息等）。每月、每季度都由财务汇总后发到管理者的手中，超支和异常的数据就用红色特别标识。在月底的总结会议中，相关部门需要对超支的部分作出解释。建立《流程与成本控制SOP手册》。从原料、电、水、印刷用品、劳保用品、电话、办公用品、设备和其他易耗品方面提出控制成本的方法。    4.提前进行成本管理成本控制提前就是加大菜品创新，以引领市场、扩大市场占有率来降低成本，控制采购成本    成本控制实战操作之二：降成本从11个环节挤水分    第一：采购  采购进货时餐厅经营的起点和保证，也是菜品成本控制的第一个环节，要搞好采购阶段的成本控制工作，就必须做到：1.制定采购规格标准，采购的原料，从形状。色泽、等级、包装要求等都要加以严格的规定。（一般只是对那些影响菜品成本较大的重要原料使用规格标准。）2.只应采购即将需要使用的菜品原料。采购人员必须熟悉菜单及近期餐厅的营业情况，使新鲜原料仅够当天使用。3.采购人员必须熟悉菜品原料知识并掌握市场动态，按时、保质保量购买符合餐厅需要的原料。4.采购时，要做到货比三家，以最合理的价格购进品质优良的原料，同时要尽量就地采购，以减少运输等采购费用。5.对采购人员进行经常性的职业道德教育，使他们树立一切为餐厅的思想，避免以次充好或私拿回扣。6.制定采购审批程序。需要原料的部门必须填写申购单，（一般情况下由厨师长审批后交采购部，如超过采购金额的最高限额，应报餐厅经理审批。）申购单一式三份，第一、二联送采购部，第三联由申购部门负责人保存，供以后核对使用。      第二：验收制定原料验收的操作规程，验收一般分质、量和价格等三个方面的验收。 （1）质：验收人员必须检查购进的菜品原料是否符合原先规定的规格标准个要求。（2）量：对所有的菜品原料查点数量或复核重量，核对交货数量是否与请购数量、发票数量一致。（3）价格：购进原料的价格是否和所报价格一致。以上三方面有一点不符，应拒绝接受全部或部分原料，财务部门也应拒绝付款，并及时通知原料供应单位。如验收全部合格则填写验收单及进货日报表。      第三：库存      库存是成本控制的一个重要环节，库存不当就会引起原料的变质或丢失等，从而造成菜品成本的增高和利润的下降。原料的贮存保管工作必须由专人负责。保管人员应负责仓库的安全保卫工作，未经许可，任何人不得进入仓库，为防止偷盗原料，还必须定期换锁等。原料购进应迅速根据其类别和性能放到适当的仓库，在适当的温度中贮存。餐厅都有自己的仓库，如干货仓库、冷藏室、冰库等。原料不同，仓库的要求也不同，基本要求是分类、分室贮存。库存的菜品原料都应注明进货日期，以搞好存货的周转工作。发放原料时要遵循“先进先出”原则（先存原料早提用，后存原料晚使用）。另外，还必须经常检查冷藏、冷冻设备的运转情况及各仓库的温度，搞好仓库的清洁卫生及防虫、鼠对库存菜品原料的危害和破坏。月末，必须对仓库的原料进行盘存并填写盘存表。盘存时该点数的点数，该过程的过程，而不能估计盘点。盘点时应由成本核算员和保管员共同参加。对发生的盈亏情况必须经餐厅经理严格审核，原料的盈亏金额与本月的发货金额之比不能超过1%。    第四：原料发放原料的发放控制工作有以下两个重要方面：（1）未经批准，不得随意从仓库领料。（2）只准领取所需的菜品原料。餐厅必须健全领料制度，领料单一式四份，一份留厨房，一份交仓库保管员，一份交成本核算员，一份送交财务部。厨房应提前将领料要求通知仓库，以便仓库保管员早作准备。    第五：粗加工粗加工过程中的成本控制工作主要是科学准确地测定各种原料的净料率，为提高原料的净料率，就必须做到：（1）粗加工时，严格按照规定的操作程序和要求进行加工，达到并保持应用的净料率。（2）对成本较高的原料，应先由有经验的厨师进行试验，提出最佳加工方法。（3）对粗加工过程中剔除部分（肉骨头等）应尽量回收利用，提高其利用率，做到物尽其用，以便降低成本。    第六：切配切配时决定主、配料成本的重要环节。切配时应根据原料的实际情况，整料整用，大料大用，小料小用，下脚料综合利用，以降低菜品成本。实行菜品原料耗用配量定额制度，并根据菜单上菜点的规格、质量要求严格配菜。原料耗用定量一旦确定，就必须制定菜品原料耗用配量定额计算表，并认真执行。严禁出现用量不足或过量或一次充好等情况。主料要过程，不能凭经验随手抓，力求保证菜点的规格与质量。      第七：烹饪产品的烹饪，一方面影响菜品质量，另一方面也与成本控制密切相关。 （1）调味品的用量。在烹饪过程中，要严格执行调味品的成本规格，这不仅会使菜品质量较稳定，也可以使成本精确。（2）菜品质量及其废品率。严格按照操作规程进行操作，掌握好烹饪时间及温度。每位厨师努力提高烹饪技术和创新能力，合理投料，力求不出或少出废品，有效地控制烹饪过程中的菜品成本。      第八：销售一方面是如何有效促进销售，另一方面时确保售出产品全部有销售回收。通过销售分析，及时处理销量低和滞销的菜品。对菜品销售排行榜进行分析。通过分析，不仅能发现宾客的有效需求，更能促进餐饮的销售。对那些利润高，受欢迎程度高的“明星菜肴”，应加大包装和推销，对利润高，受欢迎程度低的菜肴要查找原因；要策划如何销售利润低但受欢迎程度高的菜，研究如何提高利润；而对利润且受欢迎程度低的品种则应进行调整和置换，以提高销售效率和利润率。      第九：服务服务不当也会引起菜品成本的增加，主要表现为：（1）服务员在填写菜单时没有重复核实宾客所点菜品，以致于上菜时宾客说没有点此菜。（2）服务人员偷吃菜品而造成数量不足，引起宾客投诉。（3）服务人员在传菜或上菜时打翻菜盘、汤盆。（4）传菜差错。如传菜员将1号桌宾客所点菜品错上至2号桌，而2号桌宾客又没说明。鉴于上述现象，必须加强对服务人员进行职业道德教育并进行经常性的业务技术培训，端正服务态度，树立良好的服务意识，提高服务技能，并严格按规程为宾客服务，不出或少出差错，尽量降低菜品成本。    第十：收款抓好收款控制，才能保证盈利。收款过程中的任何差错、漏洞都会引起菜品成本的上升。必须控制好以下几个方面：（1）防止漏记或少记菜品价格个数量；（2）在账单上准确填写每个菜品的价格；（3）结账时核算正确；（4）防止漏帐或逃帐；（5）严防收款员或其它工作人员的贪污、舞弊行为。    第十一：审核根据账单和点菜单等编制“餐厅营业日报表”。营业日报表一式三份，一份自存，一份连同宾客签付的账单一起交总服务台，一份连同全部账单、点菜单、宴会预订单等及当天营业收入的现金一起递交财务部门审核。财务部门应根据“餐厅营业日报表”及有关原始凭证、认真审计以确保餐厅的利益。成本控制实战操作之三控制酒水储存降成本从采购、贮存等诸方面保证酒水的低成本，高效益。1.正确盘存降低损耗酒吧要对当日所消耗的各种酒水进行盘存并填写酒水盘存表。一方面是控制成本，另一方面也能根据盘存情况为第二天的营业作好准备。盘存应审核当日营业收入是否与点酒单及实际消耗相符。2.减少酒水成本失控酒水成本失控的现象主要有： （1）调制时没有按标准酒谱进行。（2）餐饮服务人员的贪污、舞弊行为。（3）服务人员销售个人的酒水。服务人员在营业时间利用餐厅的餐饮设施销售自己的酒水，盗用餐厅的各种辅料或配料。（4）在团体饱餐等酒水费用固定的情况下，服务人员乱开乱倒酒水而引起酒水的大量浪费。（5）餐厅工作人员偷饮酒水。（6）库存不当而引起的酒水变质也使得餐厅酒水成本大量增加。上述现象存在的原因是多方面的，但主要是：（1）没有健全的规章制度。（2）服务人员缺乏良好的服务意识和职业道德。（3）服务人员的服务技能不够熟练。健全各项管理制度并经常性地对员工进行职业道德要与和业务培训，树立一切为餐厅，一切为宾客的服务意识，按服务标准、程序来进行工作。3.精确调制既保质量又降成本酒水调制过程中要制定标准酒谱，严格按照该标准酒谱使用酒水的量度标准来调制酒水，用量正确并精确。   成本控制实战操作之四：降成本控菜品烹制源头厨房管理实现统一标准、规格、程序，就可提高工作效率、降低成本、确保菜品标准、质量，提高服务速度。1.理顺生产线流程厨房的生产线流程主要包括加工、配置、制作三个方面：①原料加工粗加工（动物宰杀等）、精加工、干货涨发等。②用料配制热菜配制、冷菜配制。③菜品制作热菜制作、冷菜制作、打荷制作、面点制作。2.建立生产标准对生产质量、产品成本、制作规格进行数量化，并检查指导生产的全过程，随时消除一切生产性误差，确保出品的优质形象，做到督导有标准，检查有依据，管理高效能。①加工标准规定原料用料的数量、质量标准、涨发的程度，制定出《原料净标准》、《刀工处理标准》、《干货涨发标准》。②配制标准规定菜品制作用料品种、数量标准，以及按人所需营养成份进行原料配制。③制作标准对加工、配制好的半成品、加热成菜规定调味品的比例，以达到菜品色、香、味、形俱佳。④菜品标准制定统一标准，统一制作程序，统一器材规格和装盘形式，表明质量要求、用餐人数、成本、利率和售价的菜谱。3.制定控制过程 要达到各项标准，要有训练有素、掌握标准的生产人员和管理人员，来保证制作过程中菜品优质达标。①加工数量的控制组织采购，按净料率实施加工达到控制数量的目的。1）加工出净率的控制，有加工人员按不同品种的原料。2）加工出不同档次的净料交给发货员验收，提出净料与边角料的比例。登记入账后发放到各位使用者。注：加工员控制原料的加工形成、卫生、安全程度，凡不符合要求的原料均由工序终点者控制，不得进入下一道工序，处理后另作别用。②配制过程的控制配制过程控制，是食品成本控制的核心，杜绝失误、重复、遗漏、错配、多配，是保证质量的重要环节，凭订单和账务员的签章认可，厨师方可配制，并由服务员将所点的菜品与订单进行反复核对，从而加以相互制约。称量控制，按标准菜谱、用餐人数进行称量，既能避免原料的浪费又确保了菜品的质量。③制作过程的控制制作过程的控制是确保菜品质量的关键，从厨师制作的操作规范、出菜速度。成菜温度、销售数量等方面加强监控。督导厨师按标准规范操作，实行日抽查考核。用定厨、定炉、定时的办法来控制、统计出菜速度、数量和质量，确保成本降低。④制度控制办法理顺程序制定标准及现场管理，制定有效可行的控制方法：1）程序控制法：从加工、配制到制作三个程序中，每道工序的最终点为程序控制点，每道工序的终点的生产者为质量控制者。对不合格的加工、制作厨师对不合格的配制有责任也有权提出改正，使每个人在生产过程中都受到监控。2）责任控制法：实行监督层层控制。厨师长总把关、部门经理总监督的办法，使责任落实到岗，奖罚落实到人。3）重点控制法：对经常容易出现生产问题要重点管理、重点抓、重点检查。及时总结经验教训，找到解决的办法，以达到防患未然，杜绝生产质量问题。 成本控制实战操作之五：用好人力资源降成本 人力成本增高源于以下几个原因：1.餐饮业门槛低，难吸引优秀人才。2.综合素质较好的高学历人员，不安于现状而另谋他职。3.为降低人工成本，使用非熟练员工，但达不到服务要求。4.骨干不安心本职工作。降低人力成本就该围绕如何吸引人才和合理利用人才展开。一、合理配置人力体现在企业的组织架构和人力配置的效果上。合理、有效地控制成本，不是依靠一味地调整降低员工待遇，而是要认真分析相应的人力成本和效益产出的比重，采取有效措施，如加大培训力度，改进各种管理制度使之更具激励性，有效地关注员工的成本投入等。要体现效率的原则，培养全员节能意识，降低能源消耗；建立责任成本考核制度；根据年度的经营考核指标，对生产管理人员进行责任考核。将各项指标分解到区域和班组，在考核的基础上与经济利益挂钩，做到有奖有罚。二、科学定编 利用人力采取科学定编、动态用人的做法。科学合理地定制定编定岗，合理使用各类型的人员，根据经营季节，动态使用有关人员，实现合理控制人力成本的管理目标。三、全员参与增强以效益为中心的管理意识。生产与经营各个工作环节、各个工作环节、各个工作岗位的员工，是成本费用的直接有效控制者。从上到下组成一个全员成本管理的群体，才能形成一个人人为酒店，处处讲效益的氛围和环境。四、良性循环制定科学的员工招聘、培训、考核制度，让员工流动形成良性循环，可以提高工作效率、降低人力成本。五、员工招聘要坚持少而精、宁缺毋滥。注意：1）向应聘者介绍企业的情况；2）让求职者对将要从事的工作所认识；3）对求职者的咨询如实相告，不要夸大其词，要用激励的语言。原则：公平竞争，择选录取；最匹配的是最合适的；素质全面的原则；可试用，按照劳动法最长的时间为半年，试用期工资可以较低。六、员工培训改变一种观念，不要担心员工培训完就跳槽，应该明白，不培训员工，面临的风险更大，客人对服务质量不满意，损失会更大。管理人员应该考虑的问题是：不培训员工会有什么结果？不是问：如果我培训了员工，他跑了怎么办？七、员工激励1.激励方式A.目标激励：制定一定的工作目标，按照完成情况进行奖罚。B.升降激励：任人唯贤，选对一个人可以调动一大片，选错一个人缺会打击一大片。C.民主激励：授权，优秀员工可享受更多权力。D.情感激励：情感激励是一种巨大的力量。E.荣誉激励：对群体的激励很有好处。F.日常激励：即时表扬有助于即时改正。2.不论用哪种形式，管理者应注意以下方面：A．给员工希望。B．给员工机会，要善待员工。C．给员工出路。D．给员工待遇、温暖。成本控制实战操作之六：控制好日常费用降成本日常费用、经营成本要合理控制好一、控制办公费用可控成本如办公费、广告费等，指定专人来控制办公用品的领用；接待费用超标由其自行付费；办公室不开热水器等。财务部要对部门费用进行细化分析；对异常的费用要找出原因。 建立勤俭节约的文化，充分利用“二手纸”；包间用剩的肥皂、清洁液等可以收集给洗手间使用；破损的布料可作为抹布使用；亮灯时间随季节、天气变化合理调整；离开办公室，随手关灯，下班前关好空调等。二、延长设备寿命建立“预防性维护”体系。在采购、安装时要考虑如何使设备在使用上更加方便、长久，如何节省能源；要对其进行日常维护保养，保证经营活动的正常开展。对设备的控制要注意“预防性”，是事先的维护保养，而不仅仅是事后的修理。三、控制能源费用能源费用支出往往高达营业总额10%左右。寻求节能的新方法，工程部人员在采购设备，使用、方法等。采用节能电光源，如节能荧光灯、金属卤化物灯、钠灯等，合理设计公共场所的照明控制线路；露天场所可采用光电控制开关，包间走道可根据情况设计定时熄灭部分光源的线路，包间内则可采用插卡取电开关等节约措施。供水系统选用节水用具和设备，公共场所采用感应式自控水龙头，以及中水处理设备和锅炉回水、空调冷却水循环利用等技术设备。除选择节能制冷机组和新型制冷剂外，可采用蓄冰制冷设备，利用深夜供电系统，电费价格较低时制冰，可节约电费30%至40%。安装太阳能装置，提供员工浴室使用；对厨房水龙头进行改造，控制水耗；在冷却水泵上安装变频器，节点效果明显，节电量平均在30%以上。四、预算卡住成本成本预算是成本控制的量化表现。对每一项成本项目顶制定了具体的指标，并且对此进行考核，成本控制才有现实的目标。预算对每个部门的特点可控成本的范围内，给出相应的成本指标。预算指标要合理要有挑战性。指标过于苛刻，实践中无法完成，就失去了努力的动力；指标过于宽松，很容易实现，也失去了控制的意义。预算指标根据历史的数据，结合本行业的惯例，分析未来的形式综合得出。预算指标要每个月都给，每个月要召开成本分析会，对预算差异大的成本项目进行分析，找出原因，对成本控制的薄弱环节及时进行改正。对于成本预算指标完成好的部门，给予奖励；归于超过成本预算指标的，相应给予惩罚。对于不合理的预算指标，考核时要加以分析，对于一些变动成本，可以用比率来考核；对于相对固定的费用，可以用绝对数进行考核。厨房考核出品成本率；吧台考核餐饮酒水成本率；洗碗工考核清洁用品、瓷器玻璃器皿消耗量占餐饮收入的比率；办公室考核办公用品消耗；工程部考核维修费用。水电费若能读表到班组，可作为班组的考核指标；不能读表到班组，可作为所有员工的考核指标。成本控制实战操作之八科学设计菜单降成本客群分成两派：包间商务客人和大厅普通消费客人。一、菜单制定考虑成本菜单由采购部核算出一个成本价格，由餐厅的厨师和经理在此基础上进行考察和计算，定出一个确切的价格。二、菜单设计促进销售菜单设计细节掌握好，可以控制成本利于销售。结合客人的点菜习惯和顾客的心理，分析后制定。餐厅应该结合自身的定位进行菜单的设计和制作，选择比较平实的线路，按照传统的顺序进行，依次是“凉菜”、“热菜”、“小吃”，最后才是“燕鲍翅”等昂贵菜品，能突出“好吃不贵”的定位。三、  菜单作用1）菜单代表餐厅的风格和形式； 2）菜单是和经营成本相联系；3）菜单决定必须购买什么菜品原料，选用厨师取决于菜单；4）菜单影响厨房设备的需要；5）菜单决定服务的要求；6）菜单决定餐厅的装饰、装修；7）菜单支配所供应的菜品营养含量；8）菜单指挥菜品烹饪的要求，即每个菜品的制作时间、确定是否可以“批量制作”、准备时间的长短、积极利用剩余物等；9）菜单还确定成本控制幅度；10）菜单有成本控制的作用。销售计划和策略产生菜单，菜单决定相关管理策略：1）菜品制作管理系统；2）人力资源管理系统；3）硬件（设备用具等）管理系统；4）能源与资源管理系统。四、菜单设计应考虑成本因素服务中主要营销功能：1）发现顾客需要什么样的菜品、饮料、服务和环境，把它转化成菜单、酒单、服务规程和环境装修与装饰；2）方便的场所和时间把这些项目提供给顾客，要求产品价格合理，使顾客愿意支付。3）菜单审计要分析客人的需求：①客人对消费价格的潜在预算；②客人心目中对本餐厅与企业参照目标的比较；③客人对同质产品单项价格的比较；④餐厅所处地区的客流量密度；⑤餐厅所处地区的宗教信仰或饮食习惯等。五、菜单定价要成本控制精心编制的菜单菜品编排位置强调程度必须合理：A．通常要将普遍受欢迎的菜品放于显著的位置。B．注意字体的大小和使用不同的字体。C．将利润低的菜品放于不大引人注目的位置。菜单定价的原则是：A．价格反映产品的价值。B．价格必须适应市场需求，反映客人的满意程度。C．制定价格既要相对灵活，又要相对稳定。D．制定价格要服从国家政策，接受价格部门指导。成本控制实战操作之九促进销售降成本一、突出经营特色，减少成本支出靠别致的环境和口味吸引，用常变常新的菜品来吸引顾客，从成本控制上考虑，如果要采取多种经营，成本上就会很铺张，管理上也会增加很大难度。二、从销售角度调整成本控制 体现餐厅特色，由服务员推荐及老板亲自推荐来进行宣传、推荐新的菜品。餐厅有剩余原料人为推广介绍力度更大一些，如没有效果，就内部消耗掉，同时寻找原因，口味问题还是外界原因，是口味问题考虑更换菜单。三、销售注意事项在餐饮运营管理中要完成5项任务：第一，设法不断地增加就餐客人人数。第二，设法不断地增加回头客。第三，设法提高顾客的菜品平均消费。第四，设法提高顾客饮品占菜品收入的百分比。第五，进行有效的成本控制，要有计划、有系统地同步进行。第六，增加顾客就是减少成本如何增加顾客人数：1.产品差别决定就餐人数。将产品服务分成同质和异质两大类。①通知产品和服务有一个普遍接受的市价。②通过异质产品提供，营造顾客对餐厅的忠诚感，可达到增加就餐人数的目的。③要有计划性地将本餐厅的产品和服务与竞争对手区别开。2.地理位置（交通）影响就餐人数。3.价格是就餐人数多与少的调控杠杆。4.装饰与布局影响就餐人数。5.菜品分量因素。6.菜品质量因素。①高级商务宴请顾客偏爱精益求精的菜品。②政府官员的宴请更在乎综合产品价值比。③市民就餐喜欢“货真价实”。7.服务水平因素。顾客在不同的场合对服务有不同的要求。8.菜品种类影响就餐人数。确定菜品种类时考虑厨房设备、厨师技术力量、成本等因素。需要增加就餐人数时，制定适当的方案去达到预定目标。持续形成大量等位现象时，通过产品调整、价格调整、菜品质量更精细、服务水平提高等方法减少就餐人数。    四、增大销售就是降低成本    如何增大销售、增加顾客收买力：1.从菜单编制角度影响顾客的购买行为菜单编制要利于影响顾客购买餐厅最想售出的菜品。（1）确定分类菜品在菜单中的位置。（2）从单一菜品贡献差额率角度考虑到编排位置。（3）确定菜品的名称要使用描述语言，但不宜过于夸张。（4）用配以图片的方式影响顾客的购买行为。注：图片影响消费的作用较大，配图比例不当，可能造成经营管理者不愿得到的结果。2.销售技巧能影响顾客的购买行为服务者把菜品和饮品的信息传递给顾客，引起兴趣，激发购买欲望，促成购买行为。必须使用正确的销售技术，不能盲目“促销”。正确销售技术：①服务者的自我销售，良好的仪表、正确的站姿、自信的神态等；②准确预计顾客的需求再进行销售；③为顾客介绍菜品时要有针对性，时刻为客户着想；④同时兼顾餐厅利益，注意高贡献率的菜品会令客人觉得不实惠； ⑤订单低贡献率的菜品，餐厅将盈利甚微。销售方法包括：①直接销售法，将一种菜品直接介绍给顾客，适用于常客。②间接销售法，将两种或三种可同比菜品介绍给顾客。③分析法，将某款菜品的主料、配料、烹制方法、味别、特性详细介绍给顾客。成本控制实战去年操作之十把握货源降成本一、验货中的成本控制问题成本控制主要包括原材料的品质控制，保证菜品质量的基础上要尽量控制住成本，要了解酒店的定位，要做到物尽其用。二、菜品烹制中的成本控制问题厨房推崇两种管理方法：一种是“五常管理法”。五常法是用来创造和维护良好工作环境的一种有效方法，常组织、常整顿、常清洁、常规范、常自律。量化管理就是把菜品制作、管理以分数的形式进行标准控制和考核。三、传菜中的成本控制问题3个方面影响菜品的关键：第一，如果上菜的速度过慢，菜品的热度和鲜度就会达不到，失去了最佳的口感；第二，要按照操作程序进行上菜，如果程序不对，菜品也会失去特色；第三，前堂如果能配合好，菜品的制作和完成也会通常和标准，前堂控制得不好就会带来很多问题。四、验收及仓储中的成本控制1.在验收时，要根据采购规格检验各种菜品原料的质量、体积和数量；要核对菜品原料的价格与订购价格、发货票上的价格是否一致；要给易变质的菜品原料加上标签，注明验收日期；要在验收日报表上正确记录已收到的各种菜品原料。验收完成后将菜品原料送到库房或厨房，并分别执行相关程序，以保证当日成本的完整计算。验收控制任务清单：（1）原料符合质量要求；（2）收货数量与订购数量要相同（对收到的菜品原料进行盘点）；（3）收货数量与付款的数量相同（根据发货票）；（4）核对发货票中的小计数；（5）在菜品原料上注明到货日期和成本；（6）使用适当的验收设备，保证设备的完好无损；（7）营业高峰、繁忙时间不能接受送货；（8）培训验收人员，掌握正确的验收方法；（9）迅速地将菜品原料送入库房保存；（10）举手不符合要求的菜品原料和劣质原料；（11）抽查已加工切配好的菜品原料的种类，了解皮重是否已经扣除；（12）肉、鸡等原料鲜开箱，再称重量；（13）检查整个纸板箱中的水果和蔬菜，检查质量是否相同。2.仓储控制仓储控制任务清单：（1）储存时间最长的菜品原料首先使用；（2）已开箱的菜品原料不可与洗手气味的菜品原料一起储藏；（3）及时清除已过期和已腐败的菜品原料； （4）做好防鼠、防虫工作；（5）仓库保持适当的温度；干藏室：21℃；冷藏室0-4℃；（6）冷菜菜品原料应覆盖好；（7）在冷冻室储藏的菜品原料应存放在密封的容器里，或放在冷冻袋里，后用铝箔纸包好；（8）原料解冻好，不要再冷冻；（9）仓库加锁，闲人莫入；（10）对贵重菜品原料采取特殊安全措施；（11）员工不可带包进入仓库；（12）严格执行存货记价和控制资料记录程序；（13）货架上原料存放的顺序应和存货记录顺序一致；（14）妥善保管仓库钥匙；（15）仓库储藏不使用时必须上锁；（16）由非库房人员参加每月存货记价工作。五、菜品制作中的成本控制(五常管理)常组织目的：把“空间”腾出来活用并防止误用。做法：1.对所在的工作场所进行全面检查。2.制定需要和不需要的判别标准和方式。3.清楚不需要物品。常整顿目的：整齐、有标示，不用浪费时间寻找东西，30秒找到要罩的东西。做法：1.对可供放的场所和物架进行统筹（划线定位）。2.物品在规划好的地方摆放整齐（规定放置方法）。3.标示所有的物品。常清洁目的：环境整洁、明亮、保证取出的物品能正常使用。做法：1.建立清洁责任区。2.清洁要领。3.履行个人清洁责任。常规范目的：通过制度化来维持管理成果。做法：1.认真落实前面常组织。常整顿、常清洁工作。2.分文明责任区，分区落实责任人。3.视觉管理和透明度。常自律目的：改变“人质”，养成工作规范认真的习惯。做法：1.维持推动常组织、常整顿、常清洁、常规范，并习惯化。 2.制定共同遵守有关的约定。3.持之以恒。坚持每天应用五常法。六、传菜中的成本控制传菜过程影响菜品产品的质量，也会对成本控制产生直接的影响。传菜工作的主要内容包括：设立传菜领班（FOODCHECKER菜品查核员）以确保承担怎人；保持厨房与传菜员之间的沟通顺。传菜开餐前要准备适用且足够的餐用具；要保持菜品应有的温度；对菜品的形态要进行控制（菜品的色、型、美观）；传菜人员明确并理解自己的职责；传菜控制点包括：要执行正确的程序，对产生上菜差错的原因进行分析。严格执行每份菜品分量标准：菜品符合管理人员规定的质量标准，菜品外型美观；有足够的餐具和服务设备；严格执行退菜制度。    成本控制实战操作之十一盯住采购降成本一、采购成本控制确定了品种新鲜程度进行3—4个地方的询价，比较最便宜的。对于异地采购原料关系着餐厅菜品的质量和信誉，为了能使用地道的原料而不择手段，让朋友帮忙带一些，能保证原料的可靠性。和厂家直接联系，节省差价问题，保证了材料的地道程度。二、供应商管理成本控制要经常更换供应商，每天询问价格以比较你的供应商是不是价格高。早上的价格是最贵的，不必要新鲜的材料（如油炸材料），选择下午采购，可节约10%—20%的成本，口感也不会有损失。三、依据菜单进行采购四、确定采购规格第一，用文字表述货品验收标准；第二，确定采购说明书或验收标准，分发给供应商，了解企业所需的物品质量，满足企业采购物品的期望。五、确定配料内容确定配料内容必须包括：1）规格的确定；2）包装的确定；3）单次最大购进量的确定。允许批量购进，以使购进价格更加合理，但不能批量而造成货品积压，超过货品保质期。要按照确定的物品价格和质量进行采购；按选定供应商名单采购，要取得优惠和折扣。采购人员不允许超越采购权限，非采购人员不得行使采购职权。六、管理供货商降采购成本第一，就采购过程中的供应商管理而言，首先应该是出具原料标准。第二，采购部进行供应商选择，通常同一物料应选择不少于3家供应商。第三，进行供应商评议活动，对供应商的评议活动应由采购部负责人、物料使用部门负责人（厨师长）、总经理共同参加。第四，评商活动完成后进一步竞价，即当出现两家以上供应商物料符合质量标准时，就开市竞价活动，此活动可不必现场完成。第五，竞价成果后确定供应商，并签署合同。 第六，执行合同。最后，阶段性对供应商的供货活动进行评估，如评估达到标准，继续合作，未达到标准，要及时通过有效沟通及时改善，若改善不利则终止合同。注意大宗物料和首次申购物料的控制，非大宗和二次使用物料，可以通过审批手续来进行采购。考虑供应单位的地理位置；衡量供应单位的质量；了解供应单位员工的技能；衡量其价值度；权衡其合作态度；确保供应商供应的货品符合企业所需的质量要求，合理的价格，及时送货，提供良好的服务'

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