Winning the Chain Restaurant Game: Eight Key Strategies / Edition 1

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Few success stories so thoroughly embody the twentieth-centuryAmerican dream as those of restaurant chains such asMcDonald’s, KFC, Pizza Hut, Wendy’s, LittleCaesar’s, and Taco Bell. But besides the "true grit"demonstrated by entrepreneurial heros like McDonald’s Ray Krocand Wendy’s Dave Thomas, what does it take to build andmaintain a successful restaurant or retail chain? Find out in thisfirst book to give a broad, longterm perspective on one of thenation’s leading growth industries and to offer cruciallessons for all entrepreneurs, no matter what the business. Winningthe Chain Restaurant Game, by award-winning authors and notedfoodservice industry experts Charles Bernstein and Ron Paul,documents the critical success factors required for one of thetoughest, most competitive industries. Highlighting the winningstyles of more than a hundred chain executives, their triumphs,trials, disappointments, and turnarounds, this fascinating andinstructive book identifies the eight strategic "links" that leadto victory in the chain restaurant business. With surgicalprecision, Bernstein and Paul explore such key factors asleadership, motivation, bulk purchasing, marketing, identity,consistency, and expansion. But they place focus ahead ofeverything and conclude that the entrepreneurial passion of anexecutive who deeply believes in his concept is the ultimatecatalyst for success. Small- to medium-size chains are going publicat a dizzying pace and there are enormous financial opportunitiesfor savvy restaurant owners. Winning the Chain Restaurant Game armsoperators with the vital know-how needed to win the game.

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Product Details

  • ISBN-13: 9780471305453
  • Publisher: Wiley
  • Publication date: 10/21/1994
  • Edition number: 1
  • Pages: 285
  • Product dimensions: 6.41 (w) x 9.28 (h) x 0.90 (d)

Meet the Author

CHARLES BERNSTEIN is Chains Editor of Restaurants & Institutions and Editor of The Bernstein Report, an insider's newsletter covering the restaurant industry. He was Chief Editor of Nation's Restaurant News from 1973 to 1991 and was named Hospitality Industry Person of the Year in 1991. He won the New York Business Press Editors first prize for best article of the year, an exclusive 1987 study of foodservice in the Soviet Union. A graduate of Cornell University and the Columbia Graduate School of Journalism, he previously authored two books, Great Restaurant Innovators: Profiles in Success and Sambo's: The Inside Story of a Restaurant Empire's Rise and Fall, and coauthored Lessons in Leadership.

RON PAUL is President of Technomic, Inc., an international management consulting firm specializing in restaurants and chains. A noted authority on the foodservice industry, he is frequently quoted in the national and international press. He is coauthor of The 101 Best Performing Companies in America. Technomic, Inc., an authoritative source for the chain industry, has annually published key statistics on the top 100 volume chains since 1972.

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Table of Contents

Preface ix

Acknowledgements xi

Introduction xiii

Link One: The Leadership Touch 1

Link Two: Motivating to Win 37

Link Three: The Customer is King or Queen 61

Link Four: Keep Your Eye on the Ball 85

Link Five: Marketing and Merchandising Versatility 111

Link Six: The Economic-Focus Dilemma 145

Link Seven: Leveraging to Win 175

Link Eight: The Life Cycle 203

Leader of the Pack: The big Mac 235

The Thin Line: Success Versus Failure 257

Conclusion: Forging the Links 265

Index 269

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