​Recently a very heated subject was broached on a mobile vendor forum. A member had lost points on an inspection for not having a procedure for vomit cleanup. The uninformed vendors jumped to his defense telling him the inspector was wrong, to talk to the inspector’s boss, just tell the inspector the vendors food doesn’t make people sick, they don’t have a policy, and NO ONE would tell them to clean that up. Then the discussion turned comical as people chimed in nonsense about bio-hazards and the health department COULD NOT FORCE a vendor to clean up something like that and they were opening themselves up to lawsuits. Only a couple sensible people added useful comments and links to state health department required procedures for such cleanup.

I would hope someone handling food and serving it the public would understand health codes, respect them and follow them. Sadly, the vast majority of people in mobile vending barely understand hand washing, let alone detailed health codes. It does not help when certain vendor “gurus” set up courses referring to health inspectors and city officials as stupid, lying fools out to stop you from making money. This overwhelming “us against them” mentality only serves to justify the dumb responses on forums. Bottom line - health inspectors, just like you, want to earn a living. Are some overzealous? Yes, as anyone is when they first start any new job or business. Do they mellow out over time? Again, Yes. As they learn the job, attend calibration training and mature as inspectors they become easier to deal with. Can they be wrong about a code interpretation? Yes, occasionally, as we all can be about codes, specs, regulations and laws. Are they out to get you? No, unless you have a history of poor sanitation scores and complaints, then deservedly so, YES. I would be out to get you, too. You have created more work, apparently don’t care about following codes for public safety and have caused problems by not knowing your own codes.

Who is correct in the above vomit cleanup discussion? Health Inspector, duh. In 2013 this was added to the FDA Code:
Amended Form 3-A, Food Establishment Inspection Report form, for consistency with changes made in the Supplement with the 2009 Food Code to add two new entries and renumber the subsequent items. This change added in a new item #2 Certified Food Protection Manager, renumbered existing #2-3 as new items #3-4; added in a new item #5 Procedures for responding to vomiting and diarrheal events, renumbered existing items #4-54 as new #6-56.
Also, this was added to all Food manager training beginning in 2014. Meaning every state that adopted the 2013 FDA Food Code requires a written procedure for both vomit and diarrhea. As of the end of 2016 these states use that very same code:
The 2013 Food Code is the most recent version adopted in 17 States: Alabama, Connecticut (one of two agencies), Delaware, Georgia (both agencies), Idaho, Illinois, Mississippi (both agencies), Missouri, Montana, Nevada, New Mexico, Oklahoma, Pennsylvania, South Carolina, Texas, Utah (both agencies), and Virginia (both agencies)
This represents 34% of the US population under the 2013 Code BUT 100% of all food manager training since 2014 has sections or chapters on this clean up procedure. Depending on which test is taken at least one question could cover the procedure as well. The only vendors then that are excused from not knowing this either live in the other 33 states OR took the food manager certification prior to 2014. Since the certification is required at most every 5 years there should be no one left in the dark by the conclusion of 2018.
Here is a minimal procedure from GA:

• Vomiting and diarrheal accidents should be cleaned up using the following recommended steps: Minimize the risk of disease transmission through the prompt removal of ill employees, customers and others from areas of food preparation, service, and storage.
• Exclude all employees that are experiencing symptoms of vomiting and/or diarrhea and follow the employee health policy of when to restrict/exclude an ill food employee.
• Segregate the area, and cover the vomit/fecal matter with single use disposable towels to prevent aerosolization.
• Mix a chlorine bleach solution that is stronger than the chlorine solution used for general sanitizing [the Centers for Disease Control and Prevention recommends 1000-5000 ppm or 5-25 tablespoons of regular household bleach (5.25%) per gallon of water.
• Note: some quaternary ammonia sanitizers are effective for Norovirus (see the reference section of this document for a link to find a list of EPA listed sanitizers).
• Wear disposable gloves during cleaning. To help prevent the spread of disease, it is highly recommended that a disposable mask and/or cover gown, (or apron), and shoe covers be worn when cleaning liquid matter. Ø Ensure the affected area is adequately ventilated (the chlorine bleach solution can become an irritant when inhaled for some individuals and can become an irritant on skin as well).
• Soak/wipe up the vomit and/or fecal matter with towels and dispose of them into a plastic garbage bag.
• Apply the bleach solution onto the contaminated surface area and allow it to remain wet on the affected surface area for at least 10 minutes. Allow the area to air dry. Dispose of any remaining sanitizer solution once the accident has been cleaned up.
• Discard all gloves, masks, and cover gowns (or aprons) in a plastic bag and dispose of the bag immediately.
• Take measures to dispose of and/or clean and disinfect the tools and equipment used to clean up the vomit and/or fecal matter.
• PROPERLY WASH YOUR HANDS - AND IF POSSIBLE TAKE A SHOWER AND CHANGE YOUR CLOTHES.
• Discard any food that may have been exposed in the affected area. A food establishment shall have procedures for employees to follow when responding to vomiting or diarrheal events that involve the discharge of vomitus or fecal matter onto surfaces in the food service establishment. The procedures shall address the specific actions employees must take to minimize the spread of contamination and the exposure of employees, consumers, food, and surfaces to vomitus or fecal matter. Note: Effective cleaning of vomitus and/or fecal matter accidents in a food service establishment should be handled differently from routine cleaning/sanitizing procedures.
• Document the information of the person(s) who was ill. Information such as: name, address, age, and travel history (itinerary of last few days), and a 3-day food consumption history should be included.
• An incident report of actions that were taken as a result of an individual being sick should be completed. Include information such as: the location of the incident, the time and date, and procedures of the cleanup process. Keep the information on file by the business for at least a year. NOTE: the information may be useful for the health department’s investigation.

​Use this as an example for your written policy, there are commercial kits available for around $12 that your may need to purchase. Check with your state for their exact requirements and above all don’t follow the advice of an anonymous “expert” from a Facebook group.  
 
 

If you have been reading this blog any length of time you know I hate internet marketing hype. If you know me personally I am one of “those people” that like facts to match implied results and words to actually be used as defined. Pretty much the antithesis of advertising in general. A recent Facebook group popped up hitting every anti-hype nerve I have.
Mercenary, school and concessions. Which word doesn’t belong? Schools and concessions describe maybe athletic events, or a course in food service. Hmmm, must be mercenary and the real definition is:

1. (of a person or their behavior) primarily concerned with making money at the expense of ethics.
2. a professional soldier hired to serve in a foreign army.

 
Perhaps someone, anyone, can explain the logic of naming a group after a gun toting, unethical person and then associate it with SCHOOLS and attempting to gain school concession contracts. Not real bright.
One picture on the group page shows a table with 13 stacks of money. Five stacks of 5-dollar bills, 7 stacks of 20-dollar bills and one that looks like a stack of 10’s. The piles are loosely stacked giving them an inflated height, so it is difficult to know exactly how much money is pictured. One cannot see the entire stack, so they could all actually be 1-dollar bills underneath. Since the definition of mercenary indicates the founder identifies with unethical practices who knows how much is really there. I will attempt to guess. I have been counting money for 40 years and never, ever stacked money is such a hap-hazard manner, let alone photograph and then post it on a public page. This only invites a thief and puts you and your business at risk. Getting back to the picture, the stacks should be all turned the same direction, straight and compressed. I’ll assume this is a photo-op to impress the viewer. (If you don’t understand why your bills must be faced email me, I’ll explain and maybe save you some embarrassment at the bank when you pass ‘accidently’ counterfeit bills in your deposit.)
The stacks of 5’s are in the foreground and appear to taller than the stacks of 20’s. I’ll assume the stacks are in a counted stack ready to be bundled. Generally, stacks are counted to 50 bills and banded. Thus the 5’s stacks should equal $250. The 20’s stacks appear shorter and could be banded in 25 count stacks for a total of $500. The ten stack is hard to see so I assume it is also a 25-count stack for $250 total. Thus, the picture shows, at minimum, a total of $5000 with this caption:

If you want money like this after a Friday night High School football game let me know! Our company can take 1 more client. We specialize in helping you get the contracts to High Schools and youth sporting parks!
 
My questions are:

• How much of that pile is for sales tax? You are paying them, right?
• How much of that is to restock your supplies for the next game?
• How much for labor, licenses, and other normal operating expenses?
• How much is for income and FICA taxes? No one cares about the GROSS pay on a check it is the NET you can spend.
• How much is for the school? Because if you are not donating a sizable chunk back to the school you have effectively increased the need for kids to have yet another fund raiser program shoved down parents’ throats. I know in my area the very first day of school has more fund raiser paperwork sent home than actual educational paper work.
• Why advertise if you really have only room for “1 more client”? Wouldn’t your previous clients provide sufficient word of mouth to gain 1 more client without any action on your part? Isn’t your product good enough for 1 more client all on its own? I hate businesses creating a false sense of scarcity.

You really want to make money that benefits both you and the school? Contact the school board and propose using the high schools’ hospitality or business program students as the workers for school athletic events, you for a fee, of course, teach operations at the events and rent cooking equipment for the season. You get paid, the school makes more money, the students get practical experience in business and you are free to duplicate this program at as many schools as you can equip. The end result is you will make MORE money for LESS personal effort over the course of the season.
How do you do this or even vend in the traditional sense without having to seek unethical assistance? Follow these steps (assuming you already have a viable food vending business):
 

• Go to the school’s administrative website or the youth group page and search for vendor or contract supplier requirements.
• Make sure you meet the listed requirements
• Set up a meeting with the decision maker for your school system or youth program.
• Dress like a business person.
• Be early to the meeting
• Bring a portfolio containing pictures of your cart, tent or trailer in operation
• Pictures of your happy guests being served and eating your food,
• Pictures of your food
• Copy of your proposed menu with prices
• Copies of all required licenses
• Insurance coverage
• Health inspections
• Food management certifications
• Mock ups of social media posts and ad copy with the school function or youth activity listed prominently
• Demonstrate your concession stand presence “completes” the sporting event experience for the fans helping to drive attendance and increase revenue for the school or city
• A chart showing the potential income for the school or group based on your projected sales
• Leave a one-page summary of your proposal with all ad copy mock ups, your business card and set up a follow up meeting to close the deal with contracts.
• If given a “no” ask, “What can I do that will make you have to say yes?” And if you can afford to do it to seal the deal, then do it. Continue to follow up until given a “yes”
• Make sure the value to the school, city and the attending fans and parents is clear in your presentation and creates a “win – win” for all involved

All it takes is a strong presentation with a fair value proposition and you will get the deal. UNLESS you have a criminal background, or on a sexual predator list or cannot pass a drug test, then no one can help you get a gig involving schools or youth programs. Darn, the mercenary guy kind of left that part out. Most state boards of education have rules for their vendors and vendor employees and no one gets around those. Does not matter if you become an “Unethical Advisory Group” client or not, you simply aren’t getting approved.
Confused or unsure on how to get the contracts and be successful? Email me, I’ll help for free. I can take all the clients that need help, no pretend scarcity, ever. 

Food cost for most vendors and restaurants is the single biggest expense their business has. Labor cost has been steadily climbing and comes close to matching food cost. These two components, if not controlled, will absolutely bankrupt a vendor even with high sales and great marketing. Every person touching any process of food production from receiving to delivery to your guests must understand food cost basics. Training spent in this area is almost as important as training spent on guest interactions.

Here are eight areas your training must include to have the best, most consistent food produced for your guests, at the most affordable cost to your business.

1. Portion control - You must understand the portions you are giving your customers, what they expect for the price you are charging and HOW MUCH IT COSTS YOU to plate the food. Any portions you use must be measured as much as possible without slowing down your productivity. Wendy’s, for example, uses measuring cups for cheese used on salads and McDonald’s uses a special salt shaker to dispense the correct amount of salt on their French fries. There are pumps that dispense liquids in parts of an ounce that are adjustable for various products. If you must depend on sight to maintain speed of service, use visual examples as a point of reference and have a scale nearby just to occasionally double check yourself.
2. Plate or recipe cost - Now what you charge is as much supply and demand as it is the taste and quality of the food. Have a standard ingredient list and portion per plate or item. As with above, visual training aids go a long way. Add the cost of each ingredient and divide that by what you charge. This leaves your cost as a percent for that plate. You have to know what each individual item on your menu costs you in food. This information helps you balance your costs by paring a high food cost item with a low food cost item giving your guests a better perceived value and lower your overall food cost.
3. Waste records- You simply cannot control your food cost if you don't know what is being thrown in the trash. Use clear trash bags in your kitchen or commissary if you are not the only one doing prep. This way you can see what is going out the back door. You also must account for mistakes, returns and dropped foods. A waste budget is a must. Tracking and accountability for your prep teams and yourself if you work alone. Remember to account for the yield of a product, meaning the useable portion of an individual product. Take tomatoes for example, you purchase a 25-pound case for $20.00. You will not get 25 pounds of usable tomatoes. Even they are perfect you will not use the core and perhaps not even the top and bottom slices that are mostly skin. Most likely you will have 23 to 24 pounds you can use. Turning the 80 cents per pound into 87 cents. Now imagine trying to figure out how your food cost is higher than your recipes and sales mix say it should be when you have not taken into account the adjusted priced based on the case or item yield.
4. Accurate Sales Mix- This comes from your POS system. A sales mix will tell you how many of each product you sell. A restaurant POS will also tell you how much your food cost should be if every products cost is correctly programmed in and every detail modifiable for your staff. For example, if you ring a hot dog can you add mustard? If you have a plate containing meat, starch and vegetable can your staff via the POS communicate a substitute to the kitchen? Every morsel of food must be tracked in some manner. Every possible substitution, add on and take off must have a way to be tracked. If not, you will never achieve your goal food cost.  If your POS system is not capable of recording each individual item you sell, GET ONE. The investment in one and its proper programming. Proper use will pay for itself in no time.
5. Reality Based Par Stock- A Par Stock is simply a list of each ingredient and how many it takes to hit a certain sales level. For example, if your sales mix shows you sold 300 pounds of ribs divide this into your sales. Let's say $27000. That leaves 90. What that means is for every $90 in sales you are selling 1 pound of ribs on average. This makes ordering much simpler. If you have enough historical data (and you should) you can project your next week or month’s sales. Once you factor in local events and your marketing efforts that could impact sales, you make a judgment call on your projected sales. Let’s say you project $30,000 for the coming week. That means based on our figures above you would need 333 pounds of ribs. ($30,000 divided by $90) Now look at your inventory to see what you have in stock. If you have 25 pounds in stock you would need 308 pounds to cover the sales you project. You would order the closest amount of cases that exceeds that number. Do that for every product you have on inventory even the seasonings. This will also help you notice a food cost problem before you actually take a physical inventory. One restaurant I know about consistently used 800 packets of ketchup between orders. One week it became apparent they would need a second case before the next order. The manager quickly ran a sales report and determined no increase in sales or sales mix change would account for the excessive use in packets. After a slight investigation he found an employee was passing out handfuls when a guest asked for ketchup, rather than following training and asking, “will two be enough?”
6. Have a sales projection based on reality- This number requires the most thought and must be based on real sales otherwise you will have too much or too little food. You can build in buffers for coupons, sales, advertising or anything else you think will impact sales. Likewise think about negatives to sales such as weather, seasonal changes, events that pull people away from your restaurant location or anything else that impacts you.
7. Shop vendors, order and receive- Look for deals without compromising quality. Order what your build to requires, remembering to take away anything on hand. Make sure you or a trusted employee checks in the order to make sure you get everything on the invoice. Spot check cases for quality, weight and delivery temperature. If you get lots of produce look at every single case and dig down to the bottom. Refuse anything that does not meet your standards and if possible require the supplier to return with acceptable products or risk losing your business.
8. Train and coach your entire staff- This is an ongoing effort in controlling food cost. Include your serving staff as well, they can impact your food cost and overall profitability. Teach your kitchen portion control, HACCP procedures and of course, waste control and how to track it. Bonus your kitchen staff on food cost and waste budget. Teach your wait staff suggestive selling and what to add to certain meals to balance the guest experience as well as improve overall food cost. Bonus your wait staff on desert or any other add on you have on your menu that helps to lower your food cost.

Work every day at these tips and watch your costs steadily come down.