In this conversation, Angelo Esposito interviews John Florinis, EVP Product at MealTicket, about his journey in the fintech and payments industry and the evolution of restaurant technology. They discuss the importance of POS, inventory management, and labor management in the restaurant tech stack. They also explore the challenges of implementing back-of-house solutions and the need for professional services to assist operators.

This episode touch on the potential future trends in restaurant technology, including tighter integration with accounting systems and the use of AI for efficiency gains. John emphasizes the goal of helping restaurants become more profitable and saving them time to focus on what they love. John Florinis discusses the importance of understanding the needs of food distributors and suppliers in the food service industry. He highlights the challenges of managing rebates and incentives for distributors and the role of technology in optimizing their businesses.

Florinis also emphasizes the need for organizational alignment and customer impact when prioritizing product features and enhancements. He shares insights on crisis management during the COVID-19 pandemic and the resiliency of the industry. Finally, he advises early-career professionals to stay open to new ideas, build a broad network, and understand the evolving needs of customers. ‍

• POS, inventory management, and labor management are crucial components of the restaurant tech stack.
• Implementing back-of-house solutions can be challenging, and professional services can provide assistance.
• Future trends in restaurant technology may include tighter integration with accounting systems and the use of AI for efficiency gains.
• The goal of restaurant technology is to help restaurants become more profitable and save time for operators. Understanding the needs of food distributors and suppliers is crucial in the food service industry.
• Managing rebates and incentives for distributors is a complex task that can be optimized with technology.
• Organizational alignment and customer impact should be considered when prioritizing product features and enhancements.
• Crisis management during the COVID-19 pandemic required a focus on helping the industry navigate uncertain times.
• Building resiliency and adapting to changing circumstances is essential for the hospitality industry.
• Early-career professionals should stay open to new ideas, build a broad network, and understand evolving customer needs.

‍Timestamps *Timestamps* ‍ ‍00:00 Introduction and Background

02:21 Meal Ticket: Helping Stakeholders in the Food Service Value Chain

04:24 John's Journey from Banking to Restaurant Tech

07:57 The Evolution of Restaurant Technology

13:06 Building a Successful Restaurant Tech Stack

22:42 The Future of Restaurant Technology

24:12 Converting Pen and Paper Users to Digital Solutions

25:02 Exciting Trends in Restaurant Technology

25:51 Understanding the Needs of Food Distributors and Suppliers

28:45 Optimizing Businesses through Rebate Management

31:49 Prioritizing Product Features and Enhancements

35:23 Navigating Crisis Management during COVID-19

42:26 Building Resiliency in the Hospitality Industry

48:22 Lessons for Early-Career Professionals

Stephanie Olson, the Founder and Campaign Director of RestauWant, discusses the inspiration behind founding RestauWant and how her journey began in the hospitality industry.

RestauWant offers full-service digital marketing solutions for restaurants, with a focus on optimizing ad spend and creating compelling storytelling campaigns. They help restaurants increase revenue by incorporating different event types, upselling, and diversifying campaigns.

Stephanie emphasizes the importance of integrating all marketing efforts and tracking the performance of ads to ensure cost-effectiveness. She also highlights the role of photography and video in capturing attention and conveying the unique value of a restaurant. Looking ahead, RestauWant is excited to work with new restaurants, grow their team, and continue making a difference in the industry.

• RestauWant offers full-service digital marketing solutions for restaurants, focusing on optimizing ad spend and creating compelling storytelling campaigns.
• Integrating all marketing efforts and tracking the performance of ads is crucial for cost-effectiveness and revenue growth.
• Photography and video play a significant role in capturing attention and conveying the unique value of a restaurant.
• RestauWant is excited to work with new restaurants, grow their team, and continue making a difference in the industry.

*Timestamps*

00:00 Introduction 01:22 Inspiration behind RestauWant 04:00 What RestuaWant works on 05:54 Integrating the art of story-telling to video strategy 08:17 Focusing revenue by incorporating marketing campaigns 14:24 Creating Efficient and Effective Marketing Strategies 20:55 Competing for restaurant customers with creative advertising 23:51 The Importance of Moments of Truth in the Restaurant Industry 25:35 Managing reputation by encouraging positive reviews online 29:02 Staying Up-to-Date with Marketing Trends in the Hospitality Sector 30:35 Advice for Improving Online Visibility and Engagement 32:46 The Role of Photography 34:48 Future Trends in Digital Marketing for Restaurants 36:06 Dream marketing campaign 38:11 What's Next for RestauWant

In this episode, Zach Goldstein, Founder and CEO of Thanx, discusses the creation and purpose of his guest engagement platform designed for restaurants. Thanx aims to drive customer lifetime value through data-driven insights, focusing on loyalty programs, data capture, marketing automation, and data visualization.

Zach highlights successful loyalty programs from brands like Velvet Taco, Chipotle, and Taco Bell, and introduces the concept of "Loyalty 3.0." He also explores the transformative role of AI and machine learning in personalizing customer experiences, the importance of CRM in marketing, and the future of guest engagement solutions.

Thanx offers modular, point-of-sale agnostic solutions to help restaurants achieve their business goals and stand out in a competitive market.

• Thanx is a guest engagement platform for restaurants that focuses on driving customer lifetime value.
• Data is crucial in understanding customer behavior and driving repeat visits.
• Thanx offers loyalty programs, data capture, marketing automation, and data visualization solutions.
• The platform aims to make data-driven marketing easy for small businesses and is point-of-sale agnostic.
• Thanx works with mid-market and enterprise brands in the restaurant industry. Thanx helps restaurants drive repeat business and increase customer lifetime value through personalized marketing and rewards.
• The company focuses on understanding guests as individuals and tailoring marketing efforts to their specific preferences and behaviors.
• Thanx offers a modular solution that integrates with other restaurant tech systems, allowing for customization and flexibility.
• Restaurants should evaluate solutions based on their ability to achieve business goals and provide long-term value, rather than just feature checklists.

00:00 Introduction 01:19 Overview of Thanx 03:38 The Challenge of Driving Repeat Visits 06:35 Measuring Success in Guest Engagement 09:16 Where Thanx Evolve to: Digital Ordering and Customer Data 11:33 Who's a Good Fit Customers for Thanx 12:42 Walkthrough Experience Using Thanx 16:26 Clients Success Story 20:00 How CRM works on Thanx 23:30 Future Ideas Thanx Working on 26:28 Where to Draw the Line in Personalized Marketing 29:11 Advice to Restauranteurs for Looking Solutions 33:21 Choosing Solutions Based on Business Goals and Long-Term Value 36:16 What's Next for Thanx 38:22 Where to Find Thanx

In this episode, Angelo Esposito sits down with Michael Beck, Co-founder and CRO of Popcorn GTM, a dynamic agency specializing in go-to-market strategies within the hospitality tech sector. They delve into the nuances of marketing to the hospitality industry, discussing evolving sales strategies and the art of differentiation in a crowded market. Central to their conversation is the role of empathy and deep industry insight in fostering meaningful connections with clients.

Popcorn GTM sets itself apart by infusing a rock and roll pop culture vibe into its operations, emphasizing not only revenue growth for clients but also cultivating a vibrant and engaging work culture.

The discussion also covers broader challenges and opportunities in the restaurant sector, especially concerning technological advancements like AI and XR. They address the ethical use of customer data, the significance of comprehending AI's practical applications, and the value of mentorship in navigating the industry landscape. Michael also shares his commitment to waterway conservation, reflecting on his project aimed at purifying rivers and lakes.

The episode wraps up with both offering book recommendations and a lighthearted debate on the hypothetical benefits of time travel for sealing business deals.

• Selling into the hospitality industry requires empathy and industry knowledge.
• The sales landscape has shifted from hero salesmen to risk mitigation and tribal selling.
• To stand out in a competitive market, brands should focus on creating a unique and memorable identity.
• Popcorn GTM differentiates itself by bringing a rock and roll pop culture swagger to its work and focusing on revenue creation for its clients.
• Restaurant operators should assess their pain points and quantify the cost of those pain points before choosing a tech system. AI and XR are playing a significant role in the restaurant industry, but it is important to understand the utility and ethical considerations of these technologies.
• Customer experience is a key focus in the restaurant industry, but there is a fine line between personalization and manipulation.
• Finding good mentors is crucial for personal and professional growth.
• Waterway conservation is an important cause, and efforts should be made to clean up rivers and lakes.
• Book recommendations: 'The 7 Habits of Highly Effective People' by Stephen R. Covey and 'Start with Why' by Simon Sinek.
• The superpower of time travel would be useful for going back and correcting mistakes in sales interactions.

00:00 Selling into the Hospitality Industry 04:15 The Shift in the Sales Landscape 08:22 Empathy and Industry Knowledge 13:29 Standing Out in a Competitive Market 16:35 Popcorn GTM: Bringing a Rock and Roll Pop Culture Swagger 24:31 The Impact of AI and XR in the Restaurant Industry 41:10 Balancing Personalization and Ethics in Customer Experience 44:03 The Importance of Waterway Conservation 45:58 Book Recommendations for Sales Professionals 46:56 The Superpower of Time Travel for Closing Deals

Sebastian Stahl, CEO and Founder of Breadth Marketing, shares his journey in the restaurant industry. He started developing a taste for the business in college and opened his first restaurant in Guatemala City in 2005. After facing challenges and learning valuable lessons, he opened a full-service restaurant in Miami's Wynwood area. However, due to various factors, he had to find a partner or sell the restaurant. He connected with a chef who was looking for a larger space and they made a deal within three months. The new concept, a mix of fast-casual and full-service, became successful and is still thriving today.

Sebastian Stahl also shares his journey from running multiple restaurant concepts to starting a restaurant marketing agency. He emphasizes the importance of strategy and building a database for effective marketing. Sebastian also discusses the need for restaurants to invest in technology to streamline operations and control costs. He advises restaurateurs to focus on building a sustainable brand by investing in processes and systems from the beginning. Sebastian highlights the value of branding and long-term planning for restaurant success.

• Starting a restaurant requires a deep understanding of operations, marketing, and finances.
• The restaurant industry is challenging, with many factors that need to align for success.
• Opening a restaurant in different locations, such as Latin America and the US, comes with unique challenges and costs.
• Partnering with the right people and learning from experienced professionals can greatly contribute to the success of a restaurant.
• Flexibility, adaptability, and a willingness to learn are essential qualities for restaurant owners and operators. Invest in strategy and build a database for effective marketing
• Utilize technology to streamline operations and control costs
• Focus on building a sustainable brand by investing in processes and systems
• Prioritize branding and long-term planning for restaurant success

00:00 Introduction and Backstory 04:03 Dealing with Unexpected Challenges 08:38 Sebastian's Experience and Transition to Restaurant Industry 15:25 Takes on the Pros and Cons of Fast Casual vs FSR 17:30 How Breadth started 23:19 Challenges in Restaurant Marketing 28:41 Early Days of Breadth Marketing 29:55 Strategic Planning and Social Media Management 34:50 Ideal Customers for Breadth Marketing 36:54 Recent Wins in Restaurant Marketing 39:39 Tips for Building a Sustainable Brand 43:03 Emerging Tech and Innovations 45:04 Advice to fellow Entrepreneur 47:48 What's Next for Breadth Marketing 48:58 Where to Find Breadth Marketing and the Book

In this conversation, David Goldstein, the Managing Partner at FoodTech Connect and Vice President of Growth at Franklin Junction, discusses his passion for food and technology. He shares his experience working in the food tech industry and the lessons he has learned from the hospitality scene.

David also talks about the future of dining and the impact of technology on the food experience. He shares his insights on living a remote life in Latin America and highlights the trends in food tech and startups. Finally, David provides tips for raising capital and shares his contact information.

• The intersection of food and technology is an exciting space with opportunities for innovation and growth.
• Resilience is a key trait in the restaurant industry, both for operators and those working with restaurants.
• Technology, such as robotics and AI, is changing the way we dine and experience food, with automation and personalization becoming more prevalent.
• Latin America is a region with great potential for food tech startups, and there are many exciting projects and trends emerging in the industry.
• When raising capital, it is important to focus on the fundamentals of the business and demonstrate profitability and strong business metrics.

00:00 Introduction 01:31 David Goldstein's passion for Food and Technology and background 04:03 The evolution and learnings from UberEats 06:06 What is FoodTech Connect 08:30 Unexpected Learnings from the Industry 12:10 How Technology Changes the Restaurant Environment 17:13 Living abroad, the experience, and the difference 20:17 David Goldstein's interest as Venture Capitalist 23:41 Tips on how to raise capital 25:00 Where to find David Goldstein

In this episode, Lauren Fernandez, the CEO of Full Course, shares her journey from being a lawyer to becoming a restaurant operator and entrepreneur. Raised in an immigrant family, she was instilled with a strong work ethic and a belief in generational improvement. After obtaining a law degree and an MBA, she made the career shift to become a restaurant owner. She bought three restaurants and quickly turned them around, eventually building a total of 11 restaurants. This experience led her to identify three major challenges in the restaurant industry: the lack of fair and equitable capital for early-stage restaurants, the need for expertise in scaling businesses, and the lack of support and mentorship for founders and employees. These challenges inspired her to start Full Course, a company that provides education, mentoring, consulting, and investment support to emerging and established restaurant brands.

Full Course is an incubator, accelerator, and investor in early-stage food and restaurant brands. They provide growth capital, operational support, and development expertise to help founders stabilize, optimize, and grow their brands. The company offers a wide range of education and coaching services, including a free learning center and a Navigator group coaching program. They are committed to supporting underrepresented founders and promoting diversity in the industry.

Full Course is actively seeking restaurant brands that are differentiated and have a strong purpose and mission. They have upcoming investments and are launching their second fund.

• Lauren Fernandez's career shift from lawyer to restaurant operator was influenced by her upbringing in an immigrant family and a belief in generational improvement.
• The challenges she faced as a restaurant owner inspired her to start Full Course, a company that provides support and resources to emerging and established restaurant brands.
• Full Course focuses on addressing the lack of fair and equitable capital for early-stage restaurants, the need for expertise in scaling businesses, and the lack of support and mentorship for founders and employees.
• Fernandez emphasizes the importance of clear expectations, repeatable actions, and rewarding desired behavior in creating efficient and successful restaurant operations. Full Course is an incubator, accelerator, and investor in early-stage food and restaurant brands.
• They provide growth capital, operational support, and development expertise to help founders stabilize, optimize, and grow their brands.
• Full Course offers a wide range of education and coaching services, including a free learning center and a Navigator group coaching program.
• They are committed to supporting underrepresented founders and promoting diversity in the industry.
• Full Course is actively seeking restaurant brands that are differentiated and have a strong purpose and mission.
• They have upcoming investments and are launching their second fund.

00:00 Introduction 01:01 What makes Lauren Shift from General Council to A Restaurant Operator 04:30 Lauren's Experience in her First Restaurant 08:28 Reinvesting in Your Employees 10:24 How Lauren Achieved Multiple Restaurant Investments 16:15 Organizing Inventory Management System 20:08 Training Staff and Reward Systems 21:54 Tasks Delegation 24:15 Empowering and Improving Processes 26:14 Full Course: Incubator, Accelerator, and Investor 27:30 Operational Support and Subject Matter Expertise 29:31 No Extra Costs Needed: Full Course Foundation: Education Platform and Learning Centers 30:13 Resources to Expect from Full Course 33:41 Seeking Differentiated Restaurant Brands 38:10 Success Stories 42:09 Future Plans and Programs 44:41 Where to find Full Course

In this episode, Carl Orsbourn, Author of "Delivering the Digital Restaurant" and Consultant in the hospitality space, shares his journey from working at big companies like BP to diving into the startup world. He discusses the importance of operational experience and the lessons he learned during his transition to entrepreneurship. Carl also talks about the inspiration behind his book, highlighting key concepts such as leveraging marketplaces and transitioning to a direct channel. He emphasizes the significance of collecting customer data and remarketing to create a personalized customer experience.

Additionally, Carl Orsbourn discusses various topics related to the restaurant industry, including capturing customer data, direct ordering, the future of delivery and logistics, dynamic pricing, and the role of technology in restaurants. He also talks about his involvement with Juicer and the concept of data-driven pricing. Carl shares his insights and experiences, providing valuable information for restaurant owners and operators.

• Operational experience is valuable and can be applied across different industries and company sizes.
• The restaurant industry needs to embrace digitization and off-premise dining to stay competitive.
• Marketplaces provide access to incremental customers, but restaurants should aim to transition to a direct channel to build customer loyalty.
• Collecting customer data is crucial for remarketing and creating personalized experiences. Capturing customer data is crucial for restaurants to build relationships and communicate with customers in the future.
• Restaurants should consider using their on-premise business to promote their direct ordering channels and loyalty programs.
• The future of delivery and logistics in the restaurant industry is still evolving, with potential solutions including alternative delivery channels and automation.
• Dynamic pricing can be a powerful tool for restaurants to optimize revenue and provide personalized experiences for customers.
• The integration of technology and data in the restaurant industry is essential for improving operations and enhancing the customer experience.

00:00 Introduction and Background 01:20 Transition from Big Companies to Startups 05:40 Writing the Book on Restaurant Digitization 08:30 Venturing into Juicer and Advisory Roles 09:03 Lessons from Transitioning to Entrepreneurship 10:38 Overview of the Book: Delivering the Digital Restaurant 13:02 Insights from Being a DoorDash Driver 16:11 Leveraging Marketplaces and Transitioning to a Direct Channel 22:29 Capturing Customer Data and Direct Ordering 24:02 The Future of Delivery and Logistics 28:11 Dynamic Pricing and Consumer Perception 32:14 Introduction to Juicer and Data-Driven Pricing 40:45 Carl's Current Endeavors and Future of Restaurant Technology 45:00 Where to Find Carl and His Work