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

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

by Charles Bernstein, Ron PaulCharles Bernstein


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Winning the Chain Restaurant Game

Are you ready for success?...

Find out what it takes in this insider's guide to making it intoday's most exciting growth industry.

In this instructive and inspiring book, award-winning authorsand foodservice industry experts Charles Bernstein and Ron Paultell how the most successful restaurant companies win withbottom-up management, putting the customer on top. Based oninterviews with more than a hundred industry executives and packedwith enlightening examples as well as a few historic failures, thisunique book teaches important lessons for restaurateurs and otherentrepreneurs:
* Presents the first authoritative, in-depth look at therestaurant chain industry as a whole
* Tells how successful chain CEOs produce results with variedwinning styles
* Isolates and clearly describes the eight crucial factors, orstrategic "links," vital to restaurant chain success
* Tells how chains can capitalize on bulk purchasing, brandidentity, consistent execution, an individual sense of styleand—most of all—finding unique ways to please thecustomer

Few success stories so thoroughly embody the twentieth-centuryAmerican dream as those of restaurant chains such as McDonald's,KFC, Pizza Hut, Wendy's, Little Caesar's, and Taco Bell. Butbesides the "true grit" demonstrated by entrepreneurial heros likeMcDonald's Ray Kroc and Wendy's Dave Thomas, what does it take tobuild and maintain a successful restaurant or retail chain? Findout in this first book to give a broad, long-term perspective onone of the nation's leading growth industries and to offer cruciallessons for all entrepreneurs, no matter what the business.

Winning the Chain Restaurant Game, by award-winning authors andnoted foodservice industry experts Charles Bernstein and Ron Paul,documents the critical success factors required for one of thetoughest, most competitive industries.

Highlighting the winning styles of more than a hundred chainexecutives, their triumphs, trials, disappointments, andturnarounds, this fascinating and instructive book identifies theeight strategic "links" that lead to victory in the chainrestaurant business. With surgical precision, Bernstein and Paulexplore such key factors as leadership, motivation, bulkpurchasing, marketing, identity, consistency, and expansion. Butthey place focus ahead of everything and conclude that theentrepreneurial passion of an executive who deeply believes in hisconcept is the ultimate catalyst for success.

Small- to medium-size chains are going public at a dizzying paceand there are enormous financial opportunities for savvy restaurantowners. Winning the Chain Restaurant Game arms operators with thevital know-how needed to win the game.

Product Details

ISBN-13: 9780471305453
Publisher: Wiley
Publication date: 10/21/1994
Pages: 285
Product dimensions: 6.22(w) x 9.29(h) x 0.91(d)

About 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.

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

Customer Reviews