Embrace The Suck Blog

I recently gave an interview for Foodable TV about how to build a brand. You can create a brand that competes or one that dominates the market. The choice is yours. Follow this formula if you want to make your brand stand out in the market!

Here are the questions and my answers from that interview:

Q: Can you explain the difference between competing and dominating the market?

A: In the restaurant market today, you probably see that the waters have changed. Easy pickings of yesterday have been replaced with a steady stream of more restaurants and bars opening in your market and taking your staff and your guest. In business strategy, there is a common theory referred to as Red Ocean and Blue Ocean strategy. In the Red Ocean, the water is saturated with intense competition in the market cannibalizes itself. You’re in a category called average. And that’s the same as being referred to as a commodity. Now, out on the horizon, water is calm, clear, and blue. There is very...

The secret can be summed up in just four words: Join a Mastermind Group!

What is a Mastermind Group?

Napoleon Hill is often credited with being the originator of Mastermind Groups, but the truth is Mastermind Groups have been around much longer.

Hill had a straightforward definition:

The coordination of knowledge and effort of two or more people, who work toward a definite purpose, in the spirit of harmony.

Ben Franklin is also famous for a Mastermind Group. In 1726, despite working from early morning to late at night in his print shop, Ben Franklin organized a meeting group called The Junto. This group met every Friday evening to debate questions of morals, politics, and natural philosophy, and to exchange knowledge of business affairs.

Two questions Franklin asked the group each week were:

“Who is thriving & why?”

and

“How might they be emulated?”

Wow! These are brilliant questions, even for today!

Look at what is working in another restaurant...

I have spoken at and attended hundreds of conferences, expos, and seminars. While each one had some great things, none had all three elements for success. The biggest thing lacking was a strategic plan with an accountability structure.

So, I decided to create a conference that had all three: education + strategy + accountability.

Say hello to The Restaurant Success Summit™!

Why should you attend?

Here are the Top 5 Reasons you want to be there!

1. You’re tired of not getting results. Sure, you have had some breakthroughs and made some changes. It just seems like nothing sticks and your team resists and fights against changes that could make the restaurant better and make them more money. You need a support process to implement change long term. This is the first conference to incorporate education with a strategy with a mastermind group support structure.

2. You want to get off the Profit & Loss Roller Coaster. All businesses go through cycles of high and lows. You...

I was very honored to be interviewed by Tony Chapman at the recent Restaurants Canada Leadership Conference in Toronto.

Tony is a super dynamic speaker and host across mainstream media. His knapsack is filled with thirty years of experience, as an entrepreneur whose agencies developed award winning go to market and branding strategies across all industry sectors. This combined with his curious mind to stay current, and a work ethic to create customized talks packed with actionable insights and strategies for each audience is what earns him the recommendations and reputation you will find on the internet.

Tony: With me is Donald Burns, The Restaurant Coach™, named one of The Top 50 Restaurant Experts to Follow and one of 23 Inspiring Hospitality Experts to Follow on Twitter. You have worked across the restaurant industry - including as an Executive Chef with Wolfgang Puck, a restauranteur, a consultant today to multibillion dollar company, and if that...

My girlfriend is a badass scientist (I mean a real badass). What lights her up is when she is talking about her passion. If you listen to passionate people talk about what they love, it’s contagious and inspiring. Great conversations get that one pound piece of grey matter sitting on top of your head fired up with ideas. Then it hit me: Newton! No, not fig newtons you food freak, Newton the scientist.

Way back in 1686, Sir Isaac Newton developed three laws of motion. The first law is often referred to as the Law of Inertia. The law states that every object will remain at rest or continue in a straight line unless compelled to change its state by the action of an external force.

In other words, things stay the way they are unless something comes along to disrupt them. This law has the power to make us or break us. And it is at work in your restaurant (and life) all day, every day whether you are conscious of it or not.

When we kick a ball down the field, it heads in a specific...

Let me share with you what I know for a fact from working with restaurants around the globe. Business problems are people problems no matter where you are in the world! On a recent trip to Bogota, Colombia where I was speaking at a conference called Expo La Barra, I had the great opportunity to meet with three different restaurant owners.

The outcomes of each one of these restaurants can be seen in restaurants everywhere. Human behavior is pretty predictable. All humans have the same range of emotions (happiness, sadness, pleasure, pain, confidence, fear, etc.). It’s those emotions that dictate how people run their business.

Let’s call this A Tale of Three Restaurants

Restaurant One - The Local Legend

This is a family owned restaurant that has been in business over 40 years. They have multiple concepts and are well known in the market. Lately their upscale Asian Sushi concept that marries together the flavors of Japan and Colombia is suffering from declining sales.

...

We’re all looking for the things we should be doing but what about the things you need to stop doing that are truly hurting your business?

Sabotage is subversive. It’s under the radar. It can come from your unconscious mind.

Restaurant, nightclub and bar success and failure comes down to the habits we have...both good and bad. The trick is being aware of the bad habits that aren’t serving you and taking radical action to change them.

That’s bullshit—it’s who you choose to be. Now, if these bad habits are working for you then by all means, lace up those shoes and wear ‘em.

However, if you seem to be stuck, if you don’t seem to be reaching your goals, if you seem to drive people away more than you attract them, then take note and make a commitment to make some changes.

1. Talking Smack about Others

You might say that...

Congratulations—Your bar or restaurant is doing so well that opportunities to expand the business are coming at you fast.

But before you get too far ahead of yourself and sign that new lease, there are several things to take into consideration.

Running one bar or restaurant can be a challenge. When you move to two locations, you start to juggle your time, focus and tasks between the two “siblings.” Moving on to more than two can be tricky.

You need to have a few key elements in place before signing the lease on location three, four and five. Let’s take a look.

The Bench

Firstly, you’re going to need a great recruiting plan in place to fill your bench of talent. Having a successful company culture will help you attract talent, and a great training program will help your team continue to grow and engage (funny how they all work in synergy).

When businesses expand without a strong bench of talent to expand with them, they quickly realize their mistake....

If you were dropped off in the middle of the woods without a map and compass, your chance of making it back to civilization are pretty slim (especially if you have never been out in the wilderness). Having an accurate map and a way to know if you are going the right direction (the compass) are critical. The same goes for your restaurant. Having standards (your map) and a way to know if you are off course (feedback) are required if you want to stay in business year after year.

The best place to start you path to long term success is to have a solid Cycle of Service Plan. Here’s the thing each step is just as important as the next so don’t skip ahead to just the things you like to focus on. Remember that there are no shortcuts to success, however there is a fast track to failure.

Energy is Everything

When asked what does your restaurant sell? The majority would answer food and beverage. Not really. If it was just about food and drink people would stay home enjoy those...

You look at your menu over and over until you feel like your stare could burn a hole in it. Hey, it looks good. Maybe even great. You decide it’s ready to be rolled out and you decide to launch. Sales jump and you get excited. Then....they seem to level off. What happened?

A fresh menu design is like buying a new car. At first, it’s the greatest thing in the world to you. After a few months, a lot of that newness has worn off. Your menu can be a similar roller coaster of emotions. Time to get your menu mojo back!

First Things First

You must know the cost of every item on your menu (that means both food and beverages—no shortcuts here). Not knowing your costs is really not knowing your business. I asked a recent audience (about 150 people) that I was speaking for what I thought was a straightforward question: “How many people in the room know the cost of the items on your menu?” I was shocked to see only 10 hands in the room rise. [Insert shaking head...