How to sell the 25-hour work week

 
April 22, 2010 | by Jason Rummer
Do you want to work just 25 hours a week, improve your business and get ALL the results you expect?
 
Sound like an infomercial?  
Well, franchise operators' goals are to work less and make more money, right? So why wouldn't that be a realistic target?
 
What if you – I'm talking to the C-level executives now– could go to those operators and say that you have a surefire way they could increase sales, reduce operating costs and be able to create a relationship with their customers? One of the best ways to achieve this is by getting your most reliable, productive operators in their stores when they are busiest. I'm talking about the operators who excel with store revenue, profitability, crew retention, and customer service.
 
Sound like a no-brainer? Trust me on this: A big percentage of franchisees are not there when they should be. In my 30 years of working with operators in more than a few companies, this issue remains and is still the same.
 
Franchisees will not tell you, but they will make the following statement to your consultants: "I did not get into the restaurant business to be a crew member, I did this to be an owner." Okay, well then let's talk about how to be a great one.
 
The busiest dayparts typically for the pizza segment are 11 a.m. to 1 p.m. for lunch and 4:30 p.m. to 7:30 p.m. for dinner.  If you can get your operators to spend the following times in their stores, my bet is that all the categories of sales and profit growth, customer and crew retention will improve. A simple suggested schedule is included, to the right.
 
Franchisee on-site schedule
Days   
Peak hours
Sunday
 
5 p.m. to 7 p.m.       
2 hours
Monday
 
11:30 a.m. to 1 p.m.
1.5 hours
Tuesday
 
5 p.m. to 7 p.m.
2 hours
Wednesday
 
11:30 a.m. to 1 p.m.
1.5 hours
4:30 p.m. to 7:30 p.m.
3 hours
Thursday
 
11 a.m. to 1 p.m.
2 hours
4:30 p.m. to 7:30 p.m.
3 hours
Friday
 
11 a.m. to 1 p.m.
2 hours
4:30 p.m. to 7:30 p.m.
3 hours
Saturday
 
11 a.m. to 1 p.m.
2 hours
4:30 p.m. to 7:30 p.m.
3 hours
Total
25 operational hours
As we know, the majority of revenue comes in during these times, and is it not in your and the  franchise operator's best interest to be at the store when prime revenue generation is occurring?  Hire someone to prep and get the store ready, but be there for the "rush" when it is occurring.
 
Heck, if you leave a 16 or 17-year-old in charge during these time periods, ask yourself this: "Do they have a true vested interest in your success?" How much interest could it really be when they are earning $6 to $8 bucks an hour?
To be successful as an "owner" it is imperative that we lead, mentor and teach the team to operate with the best intentions in mind and in practice to achieve success. For most franchise operators, this will lead to success achieving plenty of cash in the bank, vacations to somewhere warm, a nice European car and more time for golf.
 
Jason Rummer is a 30-year restaurant chain executive with experience in development, operations and marketing with two national and three regional pizza chains, and has also provided consultation to a number of small companies. To find out which ones, visit him on LinkedIn.
 

Topics: Operations Management , Staffing & Training


Jason Rummer / Jason Rummer is a 30-year restaurant chain executive with experience in development, operations and marketing with two national and three regional pizza chains, including Papa Murphy's.
View Jason Rummer's profile on LinkedIn

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