Food and beverage cost control (5th Edition) - Chapter 2: Creating sales forecasts. This chapter presents the following content: Importance of forecasting sales, sales histories, maintaining sales histories, sales variances, predicting future sales, technology tools. | Chapter 2 Determining Sales Forecasts Main Ideas Importance of Forecasting Sales Sales History Maintaining Sales Histories Sales Variances Predicting Future Sales Technology Tools Importance of Forecasting Sales “How many guests will I serve today?” – “This week?” – “This year?” Guests will provide the revenue from which the operator will pay basic operating expenses and create a profit. Forecasts of future sales are normally based on your sales history. A Sales Forecast predicts the number of guests you will serve and the revenues they will generate in a given future time period. Importance of Forecasting Sales Determine your actual sales for a current time period by using a point of sales (POS) system. Distinction between sales (revenue) and sales volume (covers) Sales may be a blend of cash and non- cash. With accurate sales records, a sales history can be developed. Sales History Sales history is the systematic recording of all sales achieved during a pre- determined time period. Sales histories can be created to record revenue, guests served, or both. Sales to date is the cumulative total of sales reported in the unit. Sales History An average or mean is defined as the value arrived at by adding the quantities in a series and dividing the sum of the quantities by the number of items in the series. Fixed average is an average in which you determine a specific time period. Rolling average is the average amount of sales or volume over a changing time period. Fixed average Rolling average Rolling average Sales History Guest count is the term used in the hospitality industry to indicate the number of people you have served. For many other foodservice operations, sales are recorded in terms of sales revenue generated. Sales History Record both revenue and guest counts. Compute average sales per guest, a term also known as check average. Total Sales Number of Guests Served=Average Sales per Guest Sales History POS systems give you The amount of revenue you have . | Chapter 2 Determining Sales Forecasts Main Ideas Importance of Forecasting Sales Sales History Maintaining Sales Histories Sales Variances Predicting Future Sales Technology Tools Importance of Forecasting Sales “How many guests will I serve today?” – “This week?” – “This year?” Guests will provide the revenue from which the operator will pay basic operating expenses and create a profit. Forecasts of future sales are normally based on your sales history. A Sales Forecast predicts the number of guests you will serve and the revenues they will generate in a given future time period. Importance of Forecasting Sales Determine your actual sales for a current time period by using a point of sales (POS) system. Distinction between sales (revenue) and sales volume (covers) Sales may be a blend of cash and non- cash. With accurate sales records, a sales history can be developed. Sales History Sales history is the systematic recording of all sales achieved during a pre- determined time period.
