Chapter 4 Flashcards
(20 cards)
What is a customer base?
A solid foundation consisting of current and potential clients upon which a caterer continuously builds
What are prospecting strategies?
Methods used by a caterer to introduce him or herself to a prospective client to build a sustainable customer base.
Define needs in the context of catering.
The complex set of human needs that include the need for food, beverage, and related services.
What are wants?
A client’s basic needs as communicated to the caterer.
What are demands?
Derived from the client’s needs and wants, and the client’s ability to purchase them.
What does the term relationship refer to in catering?
The bond that connects the caterer with a client based on mutual respect for each other.
What is the life cycle of customer events?
The cycle of lifetime celebrations: bridal shower, wedding reception.
What is the role of an event planner?
To direct, coordinates, plan, organize, implement and control the clients event.
Name some professionals an event planner may work with.
- Facility management (convention center, property managers)
- Audio visual/musical professionals
- Catering and banquet management and staff
- Photographers and other specialized services (florists, party rental companies)
- Corporate business owners or business contacts
True or False: The catering aspect often receives the most attention from clients.
True
How do caterers protect themselves in the business?
By learning about the customer and asking questions such as who they’ve worked with in the past
What option do caterers have regarding potential clients?
The option of declining work.
Fill in the blank: A caterer must know the _______ of the client.
[income level]
Why is it difficult for a caterer to satisfy a client at a low price point?
Because the caterer has a limited budget to include fixed costs, labor costs, and the cost of food.
What must a caterer protect to ensure business viability?
The profit margin.
What is a proposal in the catering business?
A communication tool used to inform and educate a client of everything that can be done for them during a particular event.
What should a proposal communicate to the client?
How the caterer intends to eliminate the client’s concern
What details must a proposal include?
Every detail, from the beginning of the event to its concluding activity, either at the caterer’s facility or at an off-premise facility.
What is the purpose of a basic proposal?
To spell out in detail everything to be done by the caterer.
Why is a proposal considered a planning tool?
It benefits both the caterer and the client by clearly stating what will be done and what is included for the set fee.
