The Challenge:

Known as the "Jewel of the Desert", The Arizona Biltmore is a legendary hotel with a reputation to uphold. At the end of 2014 the hotel's famous restaurant, Wright’s, needed a bit of a sales boost, and Restaurant Manager Dolan Olson wanted to accomplish this by encouraging his servers to sell more of a particular menu item: Wine. Dolan knew he had a competitive service team, he just didn’t have a way to harness it. Dolan turned to Avero, the leading provider of restaurant software analytics that regularly advises him on how to improve server training, increase sales, and much more, to help him develop a program to achieve his goal.

Time to Take Action:

With the help of Avero, Dolan created a server contest to track incremental wine sales by the glass and wine bottle sales by server. He posted the results of the competition on the restaurant’s bulletin board every day for all servers to see. Dolan rewarded the most successful server at the end of each week and month, which encouraged more and more servers to improve their performance in future weeks and months. At the end of the program Dolan quickly accessed in-depth server contest reports in Avero and was able to confirm that Wright’s had seen a $45,000 year-over-year increase in wine sales from October 10, 2014 to December 31, 2014 compared to 2013, all thanks to this contest.

The Bottom Line:

Dolan says, "The servers responded really well to the friendly competition and seeing who can top who each day.”

Dolan knows he never would have been able to run a contest so easily or obtain the in-depth results information so quickly with any other restaurant software, so he continues to rely on Avero for the most actionable insights into his business.


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