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Wide acceptance of bottled water opens the door for upselling at upscale/fine dining hotel restaurants.
Dan Wasilick, national account manager, Nestle Waters North America Inc., Toms River, New Jersey, offers these tips to maximize the restaurant's return while meeting guest demand.
- Fully embrace the concept of upselling bottled water in your hotel. Management commitment must flow to the waitstaff.
- Pre-set the table with stemware specifically for bottled water. If guests don't order bottled water, substitute a different ice water glass.
- Having a designated bottled water glass also avoids mixing bottled water with ice water.
- If guests can't decide on sparkling or spring because of differing taste preferences, suggest they each order a bottle.
- Avoid overfilling bottled water glasses as it can be perceived as pushy. Rather, fill appropriately and suggest replacing the empty bottle.
- Price bottled water commensurate with overall restaurant pricing.
According to Wasilick, presetting bottled water on the table doesn't necessarily encourage sales.
"It becomes a table dressing," Wasilick says.
--SBH
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