cbe ltd seamus mc hugh
DESCRIPTION
CBE Ltd Seamus Mc Hugh Presentation at the Hospitality Expo 2012. Dublin RDSTRANSCRIPT
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“Using IT Systems To Cut Your Costs And Grow Your Profits”
Presented by: Seamus McHugh
CBE Marketing Manager Ireland & UK
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Introduction
• CBE - Ireland’s No 1 EPoS Supplier
• Over 30 years in business
• Have installed 30,000 lanes of POS systems and cash registers
• CBE EPoS handles 3 million customer transactions every day
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Sample Customers
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1. Controlling People – Controlling Profit
2. Controlling Product
3. Controlling Process
4. Reports – Data Mining
5. Loyalty
6. Marketing
7. Other markets
8. Recap
9. Q & A’s
Topics
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1. Controlling People – Controlling Profit
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1. Controlling People – Controlling Profit
• Cash control – Voids– Refunds– No sales– Blind declarations for End Of Day Reports
One cashier taking €100 per week
= €5,200 per annum walking out the door
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1. Controlling People – Controlling Profit
• Clerk control– Secure operator log in– Clerk details on End Of Day Reports– Journal by clerk– Two drawers
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1. Controlling People – Controlling Profit
• Employee contests– Daily– Weekly – Monthly
An employee up-sells one extra bottle of wine per day @ approx. €25 each
= €9,125 per annum extra revenue
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2. Controlling Product
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2. Controlling Product
• Margin control– Examine margins per product: cost price v selling price
• Inventory Control– Create and receive purchase orders– Alerts to replenish products before they are sold out– Carrying too much stock– Track wastage through EPoS system
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2. Controlling Product
• Inventory Control (continued)– Maximise EPoS functionality and include all items on
the screen layouts– Regular stock takes
• Product Set-up– Ensure correct VAT rates assigned to each product– Monitor use of Open Departments
70% of all shrinkage can be traced back to staff through poor practice or direct pilferage
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3. Controlling Process
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3. Controlling Process
• Increase speed of service through improved throughput of orders and kitchen flow– Handhelds– Kitchen printers/screens
One extra dessert paid for per service @ approx. €5.50
Two extra coffees paid for per service @ approx. €2.50 each
= €7,665 per annum in extra revenue
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3. Controlling Process
• Handhelds improves efficiency of managing tables
• Table Management
One extra table turn per service @ approx. €30 each
= €21,900 per annum in extra sales
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4. Reports – Data Mining
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4. Reports – Data Mining
• Analysis of reports can provide the data necessary to make the right business decisions that will increase your profits
• Automatic end of day reports• Date based reports• Email reports• Export reports to accounting software
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4. Reports – Data Mining
• Sample Reports:– Margin reports - Worst sellers by margin could be best
sellers by volume– Hourly PLU Report– Menu analysis, drink analysis
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5. Loyalty
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5. Loyalty
• It is 3-5 times more expensive to acquire a new customer than to keep an existing one (Harvard Business School Press)
• The aim is to increase positive behaviour rather then discount existing behaviour
• Understand customer motivation• Encourage dialogue and feedback from customers• Build the bottom line: entice customers to spend more
and to do it more often
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6. Marketing
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6. Marketing • Email Marketing• Text Based Marketing• Commercial message on receipts• Screen saver on Touch Screen• Digital Marketing
– Advertising screens
Research has shown a 25% sales uplift on products displayed on digital advertising screens
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7. Other markets
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7. Other markets
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8. Recap
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8. Recap
Who will win in this economic environment?
The business owners who: – Take advantage of the data supplied by their IT systems
Cashier control €5,200 per annum
Cashier up-selling €9,125 per annum
Order Efficiencies €7,665 per annum
Extra table turns €21,900 per annum
Total – €43,890
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9. Q & A’s
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Presented by: Seamus McHugh
CBE Marketing Manager Ireland & UK
Tel: 1890 373000
Email: [email protected]
Thank You
Any Questions?
9. Q & A’s