一、利润和毛利的区别

1、 Difference between profit and gross profit

很多餐饮店老板还分不清毛利润和利润，甚至认为毛利润就是利润。所以这就导致他们在调整菜品成本时容易出现问题，其实这两者的区别并不难。

Many restaurant owners still can't distinguish between gross profit and profit, and even think that gross profit is profit. So this leads to problems when they adjust the cost of dishes. In fact, the difference between the two is not difficult.

利润是 后赚到手里的钱，而不是菜品售价减去菜品成本的钱。所以我们在调整菜品价格时，要把人工、房租、水电煤气等费用全部考虑进去，不要光考虑原料和售价这两个因素。

Profit is the money earned later, not the price of dishes minus the cost of dishes. So when we adjust the price of dishes, we should take into account all the costs of labor, rent, water, electricity and gas, not only the raw materials and the price.

二、薄利多销的实质

2、 The essence of small profits and quick turnover

薄利多销的背后，是单品利润的降低。不过人工成本没有变，这就导致了“人工成本利润率”下降。即相同人工费的产出变少了，因此总营收不见得会上升。

Behind the low profit and high turnover is the reduction of single product profit. However, the labor cost has not changed, which has led to a decline in the "labor cost margin". That is, the output of the same labor costs has decreased, so the total revenue is unlikely to rise.

三、如何与顾客打好关系

3、 How to build a good relationship with customers

餐饮业大部分的利润都来自20%的回头客，老客户所产生的销售额是新客户的15倍以上。所以，餐饮店的应放在如何维护老顾客上，而并非是如何挖掘新顾客。

Most of the profits of the catering industry come from 20% of repeat customers, and the sales generated by old customers are more than 15 times that of new customers. Therefore, the focus of restaurant should be on how to maintain old customers, not how to find new customers.

当然，这不代表不需要挖掘新顾客，只是维护老顾客要放在一位。

Of course, this does not mean that it is not necessary to find new customers, but that it is necessary to put the maintenance of old customers first.

餐饮老板只有弄明白这些基本概念，才能在出现问题时，抓住对症下药，在实际操作中更好的经营！

Only by understanding these basic concepts can the catering boss grasp the key points and apply the right medicine to the case in case of problems, so as to better manage in actual operation!