Food Business
How restaurant menus make you spend more
The right layout will make you lay out more cash. But is that so wrong?
This past Saturday morning, the buttery sound of Lynne Rossetto Kasper’s words stopped me in mid-breakfast. On her radio show “The Splendid Table,” she spoke of menus being “invitations to pleasure,” and there was something in that, with the sun streaming through my friend’s window, that sounded wonderful and right. But her guest was William Poundstone, author of “Priceless: The Myth of Fair Value and How to Take Advantage of It,” and he talked about how restaurants use menus to manipulate you into spending more money than you intend.
“Menus,” he said, “are supposed to be the classic example of free choice, but menu designers have found that there’re many ways of getting you to order what the restaurant wants you to order” — the most profitable dishes, presumably.
The techniques he laid out are fascinating: a box drawn around certain items, for instance, always draws the eyes — and attention — there. This might mean these dishes best highlight the kitchen’s skills, or, more likely, they make the restaurant the most money: The ingredient cost is low, or maybe they take the least staff time to prepare.
But, more subtly, the box might not simply be encouraging you to order whatever’s in it. “There are places where there’s a $150 hamburger,” Poundstone said. “The first thing everyone does is shake their head. But then you go down the menu, suddenly the $50 steak doesn’t seem so outrageous.” Our sense of value is always relative, and a technique like this, which gets you over your sticker shock early, can skew that sense just enough for you to find yourself saying, “I’ll have the steak medium rare, please.”
Similarly, when a menu offers a choice between portion sizes, the more expensive large will make the small seem like a better deal. Poundstone suggests that the smaller size is often the more profitable one, but I’m not sure. You have to account for staff time — it takes just as long to cook a half-plate of pasta as it does a full one, for instance — and, of course, exactly how much more food the cooks are putting in the large order. But still, the savviest restaurateurs know that having a larger, more expensive version of a dish makes the small one seem like a good deal, and they’ll make sure, small or large, it’s a high-profit item to begin with.
As he spoke, I recalled the lessons I learned on menu layout in culinary school, most of which revolved around the Prime Objective: make people forget about money. Round to the nearest dollar and skip the cents, avoiding more numerals that can draw attention to the cost. Don’t align the prices at the right side of the page, causing people to run their eyes down the column and compare numbers without even reading the menu items. (And lines that lead the eyes from the item to the price are a mortal sin in the eyes of Mammon.) Knowing that the eyes hit the upper right side of a menu first upon opening it, savvy designers will put the items they want to push in that area, so they catch your attention first. They’ll bury the ones they don’t want to feature — the ones that don’t make money, or the ones that just sell themselves without any help — below those. If it’s a two-page menu, you will go back and read the entire left page, take another look at the top right, and by the time you get to the middle and bottom of the right page, your attention is probably fading. So that’s where they bury the items that they don’t mark up that much or dishes like the steak, because the guy that’s going to order the steak is probably going to order the steak regardless of where it is. And all this strategy is before we even get to menu wording, which is another art in itself.
At the end of the interview, Kasper gave a chuckle and said, “Ah, nothing like being a victim at the restaurant.” It was a gentle joke (can anything said in her hot cocoa voice sound harsher than a mild chiding?), but we, the Masters of our Destiny, always bristle at the idea of being manipulated, and I wondered about the fairness of her insinuation.
The first rejoinder of course is that restaurants are not dinner parties; they’re businesses trying to make money. But looking over my vast collection of menus, ones slipped under my door by delivery boys, I see none of these design techniques, but plenty of extra decimal places and right-justified numbers. And I realized that it’s a certain type of restaurant that has resources to expend on menu psychology.
The fact is that these sorts of restaurants are selling you more than a full belly. They are selling you an experience, an entertainment, a fantasy of your life as expressed in a meal. And what meal tastes better when you’re busy calculating how much each bite is costing you? Of course, people have their budgets to follow, and ones with tight budgets are likely going to be extra vigilant of how much they’re spending regardless of subtle design tricks. But once they’ve committed their money, shouldn’t they also get the most out it by enjoying the night without worry?
There is an important distinction between saying that these menus are hiding their prices and saying that they are helping you to focus on the food when making your choices. The former is cynical. The latter gets you excited for what’s going to come, looking forward to the evening unfolding before you. There’s something every smart restaurateur knows: Make your business feel like a dinner party, and people will come back. And pay again.
Francis Lam is Features Editor at Gilt Taste, provides color commentary for the Cooking Channel show Food(ography), and tweets at @francis_lam. More Francis Lam.
Walmart’s war on the American food system
It's hard to eat healthy in fast-food nation. A new book, reported undercover at Walmart and Applebee's, tells why
You may not be truly shocked by any single statistic in Tracie McMillan’s new book, “The American Way of Eating: Undercover at Walmart, Applebee’s, Farm Fields and the Dinner Table” — but by the time you finish reading, you’ll definitely feel the impact of her cumulative case.
McMillan spent months exploring the American food system from three different angles: picking produce in California fields, working in two Michigan Walmarts, and expediting (organizing the flow of food from the kitchen to the dining room) at a Brooklyn, N.Y., Applebee’s. By turns analytical and anecdotal, her book marshals first-person experience, history and current research to paint a picture of America’s 21st-century food reality.
Continue Reading CloseEmma Mustich is a Salon contributor. Follow her on Twitter: @emustich. More Emma Mustich.
The rise of Big Meat-bred super bugs
Despite the public health risk of antibiotic-resistant bacteria, the lobbyist-swayed FDA keeps easing regulations
(Credit: Reuters/Mike Cassese) So far, 2012 is bringing bad news for people who don’t want “free antibiotics” in their food.
Antibiotics are routinely given to livestock on factory farms to make them gain weight with less feed and keep them from getting sick in confinement conditions. But the daily dosing, at the same time it lowers feed needs, lowers drug effectiveness and produces antibiotic resistant bacteria or super bugs that can be deadly to people.
Martha Rosenberg frequently writes about the impact of the pharmaceutical, food and gun industries on public health. Her work has appeared in the Boston Globe, San Francisco Chronicle, Chicago Tribune and other outlets More Martha Rosenberg.
How to save small farms
By protecting farmland from development, land trusts are making small-scale agriculture more viable
(Credit: Courtesy of Maine Farmland Trust) You could say Penny Jordan saved the farm. A veteran of the insurance industry with a business degree, she came back to work at her Maine family farm at age 48. Since then, she’s revitalized her old farm stand business with a bus that delivers produce to senior centers. She’s opened a tiny restaurant on wheels, The Well, where a fine-dining chef turns out an ever-changing menu to be eaten at picnic tables by the parking lot—albeit one with a stunning view of Spurwink River. Jordan, a spunky, silvery blonde who favors fleece and Carhartts, has so much energy she almost bounces as she walks. Her creativity may spark new business models for other small farms, and why not? This is a woman who seems like she could do anything.
Continue Reading CloseWant a taste of Ben & Jerry’s Schweddy Balls?
The ice cream makers reveal their most unusual choice yet, named after a "Saturday Night Live" sketch
Ben & Jerry’s — much like the porn business — thrives on coming up with catchy titles first, and figuring out the details later. And like X-rated movies, the names of Ben & Jerry’s flavors are often the most satisfying things about them. But even fans with a genuine appetite for Jamaican Me Crazy and Karamel Sutra may have paused their spoons in midair Wednesday at the prospect of a big, sweet mouthful of Schweddy Balls.
The beloved Vermont confectioners, who have previously paid sly tribute to their favorite people and things via Cherry Garcia, Napoleon Dynamite, Phish Food, Bonnaroo Buzz, Magic Brownies and Hubby Hubby (celebrating same-sex marriage), are now rolling out a limited batch inspired by a classic, innuendo-riddled “Saturday Night Live” sketch.
Continue Reading Close
Mary Elizabeth Williams is a staff writer for Salon and the author of "Gimme Shelter: My Three Years Searching for the American Dream." Follow her on Twitter: @embeedub. More Mary Elizabeth Williams.
My mother, the Hamburger U. professor
Mom went from Finnish farm girl to McDonald's teacher. Only now do I realize how hard the transition must have been
The odd thing about my mother, who grew up in Finland drinking cream from the cows on her family’s farm and feeding herring out of the nets to the herding dog, is that she moved to America and worked for McDonald’s. In 1989, the company hired her as an interpreter at their corporate campus in Oak Brook, Illinois. And so, for the next 12 years, the Finns at Hamburger U. learning to run a fast food restaurant through a microphone in their ears were listening to my mother.
Finland and McDonald’s may seem an odd pairing to those who associate the former with forests and socialism, and the latter with obesity and corporate greed. Indeed, my mother hardly embodies the McDonald’s brand. She’s bone-thin, elegant, and has a vaguely European sophistication — her sweet tooth is satisfied with a nickel-sized morsel of dark chocolate and she’ll go three years without saying “like.” But she also has a specifically Finnish industriousness, a self-sufficiency Finns recognize as born of a long history of hostile borders and surviving off the land. She guts and skewers, pickles and preserves. A few days ago I watched her use the last embers of a bonfire to cook a whole pike, which she wrapped in seawater-soaked pages from the Helsinki newspaper before jamming it into the ashes. This woman — the only person I’ve ever seen to mill her own wheat berries for flour outside of an anthropology textbook — deeply admires a company that sells nuggets of L-shaped chicken for a dollar to people in cars. Now as a grown-up — and one who sees McDonald’s as a greedy peddler of fatty trash — I marvel at this paradox and try to account for her unshakable loyalty to the company.
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