Tagged with Restaurant Operations

Catering By Design – Scalable & Predictable

 

To succeed in catering, you have to create a scalable, predictable and reliable experience.

To succeed in catering, you have to create a scalable, predictable and reliable experience.

When I talk to prospects and clients about their off premise catering requirements, many of them tell me that they want to create a catering experience that is scalable and predictable. They want a program that will make it easy to grow as they open additional restaurants and franchises.  It just has to be easy and it has to scale.

Scalability is an important component of the restaurant industry. So is predictability. I am certain that one leads to the other. Our industry has performed wonderfully by replicating predictable and scalable restaurants across our great nations. Without it, the biggest brands in our industry would simply cease to exist. And if that happened, where would the rest of us be?  We depend on the big brands to push innovation.  They invest a lot of resources and it helps make us all smarter!

The idea of scalability and predictability is no different when it comes to layering a successful off-premise service component on top of your existing restaurant infrastructure. In fact, reliability, predictability and scalability are three objectives restaurant operators must focus on at all times when developing their off-premise sales channel.

Ahh… But here’s the million dollar question? How do we scale a “new business,” with completely different demands, on top of an infrastructure that is aging and has been designed for a totally different market and experience?

It’s time to be thoughtful. It’s time to think of the off-premise sales opportunity for our restaurant community as the fastest growing sales opportunity we have. There is no sales lift bigger that we can seek than filling the off-premise demand for our consumers.  That’s what we believe at MonkeyMedia Software.  Catering is BIG!

If you can design a reliable, predictable and scalable off-premise experience for your team and your customers, you will impact your unit-level profits like never before – the flow-thru of the dollars from these sales to the bottom line is substantial and very different from the dollars that flow to your bottom line from your in-store sales traffic.

As restaurant operators we must continue to raise the bar on the dedication and standards needed to excel in this new business channel. And the fact that these standards remain underdeveloped in our industry is both a community challenge and opportunity. I’d like to see certification. A catering institute focused exclusively on solving these issues.  Well, I’m building The Catering Institute as I write this.  I hope you will all take some time to learn more about it.

As an industry, if we invest in creating reliability, predictability and scalability in our catering and off-premise channel it will grow for many years to come. It will be AMAZING!

But, it’s going to take dedication and a commitment to innovate and change. It’s going to take time. It’s going to take money. It’s going to take effort.

Oh. And the answer to the million dollar question above?

“Catering by design.” That’s how. Just like you know how!  Let’s talk catering!  Let’s learn from each other!

 

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This Snake Bites! – The Myth of Hybrid Vigor

This Snake Bites!

The Myth of Hybrid Vigor

I go to Florida on occasion. I like it and who wouldn’t – warm water, beautiful beaches and friendly people. It’s really great. So of course I’m interested in the local exotic wild life.

A while back I was watching a nature show on big snakes that have invaded Florida and how they are rapidly hybridizing and taking over. The reason is that in nature, two closely related species can combine and produce a snake that is bigger, stronger and capable of crushing its competition.  It’s called Hybrid Vigor. The idea is fascinating and it occurred to me that it also applies to many areas of business and we’ve seen various restaurant businesses add similar brands and operations and successfully grow. However, where catering and retail business units are concerned in a multi-unit restaurant operation, the idea of Hybrid Vigor is a complete myth – but few Executive teams realize it.

When you think about it, Hybrid Vigor sounds logical – you simply combine two closely related entities (such as retail and catering), run them largely the same way, and get something bigger and stronger – right?

WRONG! Just because it occurs in nature, doesn’t make it natural in the multi-unit restaurant world and not only can this mindset fool you into making some big blunders with your catering operations, it can weaken your existing business to the point where your competition crushes YOU!

Within the catering arena, I agree that you absolutely want to leverage existing assets and this has long been a solid business principle. Catering allows you to add profitable sales while keeping capital expenditures minimal and maximizing additional human resource bandwidth at the store level.  In fact, catering is a hidden revenue channel for many multi-unit restaurant owners and I know from hands on experience it can add up to 20% in system sales and 40% to overall gross margin.

These economics make it so attractive that many multi-unit restaurant brands jump into catering without a clear understanding of the shift in mindset required to operate a catering business unit well. It’s like thinking you own an awesome show dog, but later finding out you have a python that you can’t control effectively.

This happens because the retail business LOOKS so similar to the catering business, but in reality it is a completely different animal. The customers’ demands are different, the execution is different, the sales are different and the store level economics are different. In short, it’s a completely different business and must be approached that way. While catering can be layered onto existing assets it is not really combined or absorbed into the retail space because it must retain its own focus to serve the specific demands of the catering customer.

For years I’d extolled the virtue of a dedicated executive catering position in every organization and this is the first (and most important) step to successfully operating a catering business unit. It is not an effective strategy to just tack catering onto existing job descriptions such as marketing or operations and expect things to go well. We all have priorities and when time and resources are tight it is human nature to focus on your main tasks – and catering gets shorted.

For those forward thinking executives who understand the differences in catering and retail at the core level, they are poised to maximize the opportunities that lie ahead. But this is not a case of hybridization, it is a case of two related business units sharing assets but maintaining their autonomy in order to serve different markets.  Two large business units each pulling maximum efficiency from shared assets while attracting more and more customers to your business are much stronger than any type of hybrid will ever be.

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The Ghosts In the Wall

I originally wrote this entry about 8 months ago. It was inspired through a visit that I made to a very large public company in the restaurant community. I left the name of the organization off the post, so as not to make anyone feel bad. But truth be told, I left their facilities feeling very sad. I hope you enjoy the post below:

Journal Entry – August, 2011

I am so fortunate to have been provided the opportunity to serve as CEO at MonkeyMedia Software.

It’s my job to provide direction for the company, to help steer it to a hopeful but uncertain victory.

I get to meet great leaders and the people they serve. In each case, in companies both large and small, there are fantastic people trying so hard to please their customers, their managers and their owners. Everyone is working hard.

As I travel to boardrooms, I am amazed at the cultural differences that differ from company to company.

Many of these companies have been hit hard during these recessionary times. Yes, the food business has suffered in recent times.

I find it so interesting, that when a business is in decline, and cost cutting continues to be one of the main initiatives, the fear that is cultivated for the surviving members of the team is overbearing. Devastating, scary and quite frightening really. Emotions run high, work is piled on, and projects are under-resourced. Hiring freezes paralyze them; is anything getting done?

You can walk down the hallowed halls of these buildings, that were once filled with entrepreneurial spirit, the culture of growth and a true belief system. As the years have passed, Wall Street has stepped in. Although we should also feel grateful to Wall Street for providing us with financial vehicles for growth, I feel that at the same time, it is appropriate for us to be angry with them for killing the entrepreneurial spirit while focused on shareholder value.

After all, during these last 6 or 7 decades of growth our ancestors had to believe, right? Otherwise, how did they get up in the morning and go to work? Their passion was alive! Where else do you get the fuel from if not from believing? Wasn’t it hard times for them too? Hasn’t it always been hard?

For me, it is sad to see the “ghosts in the walls.” The words and images of a growing culture. One that had direction, hope and prospects for the “sky is the limit”.

As I walk down some of these halls, the once vibrant philosophical management style, has now turned over 3 times in recent years. You can sense that the mission statement so proudly displayed on the walls during the building years, are now just empty words in this time of decline. Nobody even reads the words. They are just invisible and part of the background noise. The words are not relevant, not being lived. The management teams in their ivory towers have stopped walking the talk. They have simply focused on share price, with no sense of any real higher purpose. It’s not their fault really because they too are just trying to feed their families. They are people too. Victims of Wall Street as well. They are forced to abandon suffering markets and focus on new growth opportunities overseas. Shouldn’t they fix their challenges at home first? Don’t they have a responsibility to their adoring brand fans? Their employees and franchisees? The people who have mortgaged their homes and depend on the success of these businesses? Where is their moral compass?

I feel as if the words I am reading on the walls, were written by past leaders who are now just “Ghosts in the Walls.” Just ghosts. Not the haunted kind; just the forgotten kind.

Well, I can tell you, there are companies that are trying hard to fix themselves. Leadership with new blood. Even so the battle is uphill as the future remains so uncertain. But hasn’t it always been uncertain? Isn’t that just the way it is? After all, nothing good can last just as nothing bad can last. It is forever changing.

One thing that worries me. We are forgetting all the good people who came before us in these workplaces. The people who experienced the early years. The entrepreneurial years. The exciting years.

And so, now that times are tougher, we sometimes remain disrespectful to our ancestors. The ghosts in the wall, as I see it. These people of the past made great contributions. They were relevant in their time. They worked hard, just like you and I. Their stories were bought by Wall Street who used their brand equity to grow bigger. But at what expense?

So why is it that instead of setting market trends, we don’t have the guts? We accept that the economy is bad and that there is nothing we can do about it. So, we show up to work, hoping it will change on its own, or even worse, we think new leadership will know what to do. We watch as they run for the hills and open new stores in emerging markets because Wall Street demands it. We follow them because we believe they know what to do.

Well guess what? They don’t know what to do! When a business is sick, it is sick. To bring it back to health, you have to change it; and quickly.

Well, it’s tough for anyone to fix broken companies, with broken promises. Distrust runs high.

I urge you to listen to the voices of the ghosts in the walls. That’s where the answers are. The ones that were there before you.

Our company ancestors have seen it all. They too rode the wild roller coaster of business. So, honor them. Tomorrow when you go to work, try and connect to your company ancestors. Ask THEM the hard questions.

I promise you they will tell you the answers. Just look on your walls. Read the old signs, the aging clippings and the wins and milestones that were celebrated over the years. Also, make sure you refer to the failures, there is alot to learn there. Reconnect with the culture, the passion, the spirit. The early days. Go back to the basics. It always works.

Now is the time for change. To get smarter, more committed, retrenched. How else do we manoever through the mired complexities?

As my friend Tom Feltenstein often says, change is good, you go first!

Only the entrepreneurial companies will survive. Just look at our great brands that are succeeding today. Behind each of them, is a great entrepreneurial leader. For them, there never was a “recession”. For them, it’s just a time of change, just like any other day at work. They don’t focus on share price. Just on their passion and beliefs.

They listen to and consult the ghosts in their walls.

Thanks for stopping by today.

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