EatWeII Ltd was awarded the contract to operate the onsite caf and restaurant at GoGym one year ago. GoGym is a large recreational centre serving an urban population. The catering facility is substantial with the contract stipulating that the provider will offer a range of refreshments and meals for staff, centre users and visitors. The rst year of the contract has not been successful for EatWell who have considered terminating the contract, but have taken the view that the penalties for doing so would prove to be prohibitive. As an alternative it has engaged marketing consultants who have provided them with useful information based upon surveys of staff, users and visitors as well as meetings with senior GoGym management. The main conclusion of their report is that the refreshments side of the business is viable (making a contribution of 40,000 per annum), but that EatWelI is not selling sufcient meals. The two main concerns are: 1. EatWeIl is not perceived as providing healthy meals. The menus are such that they are not attractive to people using the facilities. The menus are also viewed as being too traditional and not adventurous enough, especially in terms of providing ethnic food. This is signicant given the core market is staff, many of whom have a non-European background. 2. The meals are felt to be too expensive. The average price of a meal (based upon standardising menus over a period of one month) is 7.20. EatWeIl's response to this was to propose new menus with a wider range of foods and a shift from traditional to ethnic dishes. EatWeIl has engaged consultants to carry out further market research on the likely responses to reduced pricing levels. The ndings of the consultants are summarised below: 2. The meals are felt to be too expensive. The average price of a meal (based upon standardising menus over a period of one month) is 7.20. EatWell's response to this was to propose new menus with a wider range of foods and a shift from traditional to ethnic dishes. EatWell has engaged consultants to carry out further market research on the likely responses to reduced pricing levels. The ndings of the consultants are summarised below: Estimated Estimated Estimated __ number of number of number of State Probability meals at 5.50 meals at 6.00 meals at 6.50 per meal per meal per meal Low demand 0.3 21,000 18,000 15,000 Average 0.4 23,500 19,500 15,500 demand High demand 0.3 26,000 20,500 16,000 The average variable cost of a meal is 1.50 for ingredients, 2.00 for labour and 0.50 for overheads