Q: I often feel as though I’m the only person my business that understands it. Where can I turn for advice and help?

A: It’s lonely at the top. Often the owner or the CEO of a business has few, if any, people to speak with about his or her business. Family is wonderful, but dragging your business into your family is a guaranteed way to invite unsolicited, often frustrating, advice. So, where should you turn? Here are three underutilized resources at your disposal:

Your vendors are ready to help. Understanding your vendors’ businesses will yield unexpected benefits. They have a vested interest in your success and want you to succeed more than you might expect. Work closely with your vendors in the following ways:

1. Ask how your vendor how they can be successful with your account. For foodservice vendors, the best clients are those who have complete and accurate ordering, large drop sizes, convenient delivery options and trained staff to receive product. This leads to more participation from the vendor, recommendations to others in the community and most important of all, better pricing.

2. Be clear on the pricing of all your different products. Sit down quarterly to review pricing and ask your vendors what they foresee in the market and get their recommendations on you can be proactive around your core products to limit your expenses and maximize your profitability.

3. Plan six months out. Your vendors know what products will be abundant or limited well in advance. The information available from your broad-line food purveyor is beyond your imagination. Typically, only the best run companies take advantage of this type of planning, and as a result they thrive when others are struggling.

4. Review vendor purchases and product volume usage annually. Business owners are usually shocked to know how much of each product they use and how much price varies during the year. Working with your annual volume will allow you to work with your vendor for better sourcing, perhaps directly from the manufacturer or producer.


Your customers are ready to provide insight. Customers pay the bills, and they have ideas as to what they want to see on the menu, the service package and the atmosphere. Pull together a focus group annually and get their input on the quality of your business. Make sure you provide a guide to be completed prior to the meeting and keep the meeting to two hours or less. At a minimum, ask your focus group to talk about:

1. The value your restaurant provides in terms of product quality and service quality.
2. The quality of the atmosphere including facility cleanliness and design.
3. New ideas that entice them to come back more often and to bring their friends.
4. Where they dine when not at your restaurant and why.
5. What makes your restaurant and other restaurants special.
6. How likely they are to refer your business to a friend or colleague and why?

Your customers can provide keen insights and are more than willing to participate. Reward them with a gift card substantial enough to bring their friends and/or family in for a special meal.


Your Association’s Advisory Network is ready to provide advice.
The Washington Hospitality Association’s Advisory Network offers members 30 minutes of free advice from successful consultants who can help you with nearly every area of your business. The value of this service is in excess of $1,200 annually and the advice offered can save you thousands or tens of thousands of dollars in some cases.

Leveraging your vendors, customers, and the Advisory Network will alleviate the anxiety and loneliness associated with running your business. Involve these willing parties to take your business to the next level and make it more profitable.



For more information on improving profitability and driving performance, contact AMP Services at [email protected]. Rick Braa is the co-founder of AMP Services, an accounting and consulting firm specializing in helping companies grow profitability.