15 min

Deep-dive Training Concept

Gastronomers

Financial Aspect

main expenses:investment in software

costs depend on number of attendees

Content Webinar

Introduction & WIIFM

• most important: increase awareness of profitability when actively offering RQ Combo on gastronomer side
• show profit calculations
• give opportunity of own turnover calculations

Presentation of products: RQ + coffee, RQ + wine

Suggested next steps for business owner

• meeting with employees
• show best practice video
• point out WIIFM
• incentives for "active seller"
• increase awareness about CCH reward system

Q&A

Webinar

Set-up description

• attendees must binding sign up
• increased control of CCH
• duration: max. 1 hour (including Q&A)
• 3 times/day on several days to reach all outlets
• external or internal trainer

assumption: 100 coffees sold per day

surplus turnover

• Per day: € 50

• Per week: € 350

• Per year: €18,200

Training Method

Work on the task

WIIFM

Visualization

• When delegates get tired of listening, working on a task again catches their attention
• Profit calculation exercise

• Video with Best Practice example on active selling in the gastronomy sector
• Ensures common understanding of the training content

• Capture attention of delegates by letting them guess
• Motivate delegates extrinsically by pointing out benefits
• For business owners:
• higher turnover = new investment possibilities
• trained staff
• For waiters/waitresses
• financial reward from CCH mystery shoppers
• reward from employer for being "best seller"

The software

GoToWebinar

• Most well-known hosting platform
• Real-time sharing
• Offers tutorials in order to go through each step of set-up process
• Easy marketing process
• Send out email invitations to attendees either directly from application or email program of hosting company
• Attendee needs to download program onto computer

Training Needs Analysis

Set-up Webinar

Content Webinar

Current Situation

Webinar

training in excellence

Picture of Success (POS)

• Introduction and WIIFM
• Presentation of the products
• Training and exercises
• Recommendations to business owner
• End of training and Q&A

• No active selling attitude in the Austrian gastronomy industry
• people order coffee and/or wine with tap water which gastronomers do not not charge
• CCH designed products to fill the market gap
• These products are not actively offered to the customer

• "Demand creation" phase
• promote upcoming webinar through newsletters and sales personnel
• Development of marketing strategy for customers to support recognition of RQ Combos
• TV broadcasting, advertisements
• Duration of webinar: max. 30 minutes (incl. Q&A)
• Gastronomers must sign up for webinar
• ensures control of CCH

• Web based seminar using video conferencing software
• main advantages: interactive, flexible in time and place, good value for money, reach a big audience

• POS = 30-50 % of the outlets actively offer/sell the RQ Combo
• Improve knowledge and know-how of active selling/offering among the Austrian gastronomy industry

Thank you for your attention!

Megane Notar, Verena Pauritsch, Melissa Roache, Anna Schweitzer, Simone Sperl