Resources for training your floor team
You do not need to read everything. These are the articles that help most, sorted by the question they answer, plus the tools you can use today with your own till data.
Where to start
Four pieces, in this order: what it is, how it is measured, how to fix your starting point and how to check afterwards whether anything changed.
By topic
Measuring before and after
Without a starting number there is no way to know whether training worked.
- How to Calculate Your Average Spend per Cover (Ticket Medio) From Your Till6 min
- The Baseline Week: Measure Before You Train Anyone6 min
- What Is a Good Average Spend per Head? Spain, the Balearics and the UK6 min
- What +€2 per Cover Means for a 120-Cover Terrace (Worked Example)6 min
- Did the Training Work? Before-and-After Spend per Cover by Server6 min
What to say at the table
The exact words, and how to carry on when the guest says no.
The season
What to prepare in winter, what to do in August and what to record when you close.
Tools
- Self-check
- A few questions about how your floor works today. Free.
- Calculator
- What a small rise in spend per cover adds up to over a year, with your own numbers. It is arithmetic, not a forecast.
- News
- What the local press reports about restaurant spending on the island.
- Blog
- Every article, newest first.
Glossary
The words we use on the blog and in training, always with the same meaning.
- Suggestive selling
- Naming one specific item, at the right moment, for a reason that has to do with the guest. It covers both upselling and cross-selling. Read the article
- Upselling
- Offering a better version of what the guest has already ordered: a named gin in the gin and tonic, a wine one step up. Read the article
- Cross-selling
- Adding something that goes with the order: olives with the round of cañas, a side with the main. Read the article
- Spend per cover (ticket medio)
- Net sales for a period divided by the number of covers in that same period. Not the same as the average per bill. Read the article
- Baseline week
- Seven ordinary days from the till, written down before anyone is trained, so there is something honest to compare against later. Read the article
- Sobremesa
- The time after the meal when the table stays on talking. It is the moment for coffee, carajillo and hierbas.