Monthly Archives: June 2014

Bob Brown’s Suggestive Selling

To be a professional, you must know every item on the menu and how it is prepared. There is no substitute for knowledge. Customers will ask about how dishes are prepared and specific ingredients (to avoid food allergies, or for … Continue reading

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Bob Brown’s Launch Technique

When a guest asks “What’s good?” respond with a meal plan of complimentary items from each menu category. Use mouth-watering descriptions and use endorsing phrases like: “If you want to treat yourself” “I wouldn’t want you to miss” “Our chef … Continue reading

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Bob Brown’s Story Telling Technique

Tell a vivid story about a menu item. Describe the history of a dish, its name, its ingredients or a special twist your chef has on the dish. Here are some conversation starters: “I came in a little early today … Continue reading

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Bob Brown’s “Permission Concept”

Bob Brown’s golden rule: avoid yes-no questions. One way to do this is to describe a variety of menu offerings. This works especially well for after dinner drinks and desserts. Describe desserts, after dinner cocktails and dessert specialty coffees together. … Continue reading

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Bob Brown Advice: Avoid these 5 things to get the best tips

Every Manager in hospitality, and every server, should buy and read Bob Brown’s books. In an effort to entice you to buy the books, I am sharing a few of the great lessons you’ll learn. These are just teasers – … Continue reading

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Primer on Liquor Law Vocabulary

On-premises – place where alcohol is sold at retail to be consumed at the establishment (restaurants, bars, clubs, hotels, casinos, and BYOB establishments) Off-premises – place where alcohol is sold at retail to be consumed elsewhere (liquor store, wine store, … Continue reading

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Bob Brown’s “Selling Benefits to Guests, Not Menu Items”

What is your guests’ need or desire for this particular visit?  Asking the right questions to learn this key information is the skill necessary to sell benefits to the guest rather than a menu item itself.  This is a genius … Continue reading

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Small batch fee exemptions

ABCL Section 107-a provides for an exemption from the fee for brand label registration for liquor, beer, and cider produced in “small batches.”  For liquor, small batches means 1,000 gallons or less.  While there is a fee exemption, an application … Continue reading

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Beer and wine products sold in “soft pouches”

Brand labels cannot contain any statement, design, device or representation that is likely to mislead the consumer. In the view of the Authority, beer and wine products sold in “soft pouches” (whether or not intended to be frozen prior to … Continue reading

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Various changes in liquor law

Changes to required Information on Brand Labels of Alcoholic Beverage Products Sold in New York State Part One Effective March 26, 2014, ABCL §107 it requires that brand labels contain: The brand or trade The class and type of alcoholic … Continue reading

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