How to build a customer's p&l
Impacting an Operator’s P&L for Positive Change
Presented by Bob Stewart Pate Dawson Company Prepared by Foy Enterprises, LLC
Fact: As Foodservice Distributors our success is predicated on the financial health of our customers.
Therefore, as Distributors we have an obligation to help our operators stay in business.
So, how does a Distributor help an operator especially in these difficult economic times?
By becoming more than just another supplier interrupting their day…
and becoming a true PARTNER in their business.
IT ALL BEGINS WITH TRUST
Only by understanding an operator’s P&L statement can we begin to identify ways in which we, as their Distributor, can impact positive change and become a partner in helping them to be successful.
Restaurant P&L Format
Industry Standard - Summary
Provided by Kay Taylor, PGA
Detailed Restaurant P&L
Controlling cost of goods is a given.
Here are some ways we do that: Menu Analysis Right item for application Alternate items available Multiple applications for item Portion Control
As well as:
Drive Cost Out Deals, Allowances & Rebates
After helping the customer control cost of
goods, the challenge of the Distributor then is to help them manage the other areas of the P&L.
Here are other areas where the Distributor can help…
Operating Expenses
Salaries & Wages
Employee Benefits Occupancy Costs Depreciation Direct Operating Expenses Marketing Music & Entertainment Food & Beverage Costs/Research Utilities Administrative & General Expenses Repairs & Maintenance
Here’s a look at just one of the areas where a Distributor can impact an Operator’s P&L
Operating Expenses
Labor
Salaries & Wages
Service (Front of House) Preparation (Kitchen) Sanitation Beverages Administrative Purchasing & Storage Other
Salaries & Wages
Service (Front of House)
Wait Staff Training Employee Manuals Employee Promotions