The Tactical Playbook: The Next Frontier of Catering Loyalty
Most restaurants treat catering as a purely reactive revenue stream—just a form on a website. But they're missing the true value: recurring, high-value B2B relationships hidden in plain sight.
In this tactical masterclass, hosts Rev and Arun dive deep into the catering maturity curve. We skip the basic order-taking and reveal the proactive, data-driven approach needed to build massive B2B loyalty.
GUEST SPOTLIGHT: We are joined by Britney Mercer, Director of Marketing for Cowboy Chicken, who shares the strategic mind that has scaled the beloved wood fire rotisserie brand.
KEY TAKEAWAYS YOU'LL GET:
The Maturity Curve: Understand where your catering operation falls—and the massive revenue unlock waiting at the high end of the curve. Regionalized Strategy: Why the "same menu, same price" blanket approach fails. Learn how Cowboy Chicken successfully applies local store marketing (LSM) strategies to B2B catering. The Unspoken Stakes: Why catering orders are higher-stakes than consumer orders (and why you need to protect the office manager's job!). Loyalty for High-Value Guests: Is a traditional loyalty program necessary for catering? Arun and Britney debate this, and reveal the AI sequencing tactics (like "order two, get 20% off the third") that actually incentivize catering frequency. The Catering Checklist: Britney outlines the critical, often-overlooked steps—from packaging that travels well to competitive COGS analysis—that must be handled before your first order goes out.
It's time to stop treating catering like an afterthought and start treating it like the multi-unit revenue engine it is.
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