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TRENDING OUT and everything’s going great. Or you’re working with a national GC and things start falling apart and the wheels start falling off the bus. I think there’s a lot of work out there for the GCs, but we’re looking more for loyalty, someone who understands our brand and culture. We’re finding that there’s an efficiency issue and follow-through with the final builds. On the brand side, for The Little Gym, we’re finding a lack of loyalty. We’re a membership-based company. It’s a family membership, like joining a gym. It’s an annual membership, and there’s a lot of moms and dads and nannies out there who want the freedom to be able to drop in when they have time. So it makes it tough for us to be able to efficiently have someone part of our program on a consistent basis. We are becoming conflicted in whether we should allow a non-membership base to be part of our program. Prime Retail Services' Terry: I have been a project manager, so I kind of took on my own self-development or business development role with my clients. I would try to build a relationship with each one. My goal is for my company to build relationships for long-term trends, make some money and try to secure new business. I think what you are seeing is that there are people getting the business who are willing to work for less money. If you look, you will find those people. Sometimes that may be successful, but sometimes we get the work because we have to go back and clean up the mess. This opens the door. It’s almost like there are two sides fighting against each other because costs are increasing and people want to spend less. But you cannot settle. Which Wich Superior Sandwiches' Thompson: One of the trends we’ve started to see over the past couple years is the digital component. We talked about UberEATS and those types of platforms, but we’re a brand that really likes to interact with our guest. It includes the bag and the bag system. However, the world has move to nearly complete App-based. To that end, we recently rolled out a brand new app in conjunction with our loyalty program, Vibe Club. Much like with Starbucks, our guests are able to track and redeem points through the App and everything happens in real time. Which Wich is a fun environment. We want that interaction. We want to know what’s going on. So from a design perspective, it changes the whole gamut of how you lay out a store. They are set up in a way to make it a pleasing guest experience. But I think technology’s going that way and we’re going to see a lot more of these mobile platforms. McDonald’s is doing the kiosk. It’s one of those things that we’re just going to have to rethink the way we do business. Flynn Restaurant Group's Shotwell: At Taco Bell, we’re on the rollout as we speak. We have to know what the market’s going to do for our future stores, our sales, because the customers who usually dine in are dining out. We have recognized that. It’s a harsh reality.


The Beam Team's Hill: An example is that with Starbucks, for years, everyone stood in line, so we had that experience of talking and interacting. But now, when you go to a Starbucks in the morning you may see drinks lined up on the counter for people to walk in and pick them up. Those specific people at that specific time do not want any interaction. You can’t destroy the Which Wich or the Starbucks interaction experience, the people experience. But this technology offers a different experience that helps to maximize sales. Some customers want both – interaction some days and no interaction on other days. Some customers always want interaction. And last, there are some who prefer to never talk to anyone – just get in and get out. Superior Sandwiches' Thompson: We still have the capability to interact with those guests who want to come up to the cashier and give their order. But, we have a lot of non-traditional locations that are on university campuses, for example. That’s what’s driving it. It’s a great model for us. That’s a huge part of our business. We’re partnered with Aramark and Chartwells, so we’re at these university locations. It’s about being out in the real world. Bubbakoo’s Bidinost: We were talking about help. It's just as hard to find help today, no matter what you’re doing. And, if I’m being honest, it’s more expensive. Our franchisees don’t necessarily understand it, but we do. We always want the best of what we want. Everybody always wants the best of the best. Sometimes we just can’t afford it. It’s not that we don’t want it. If I want a B price and I can get that job done a little bit more reasonably, I can sell it to my franchise group. I have to write the check. Going back to several of the other questions about millennials and services and techniques, etc., I struggle with similar issues. We’ve polled people throughout the past two years I’ve been here. What comes up as our No. 1 strength, every single time, is our people. The food is great, but it’s all about the people. Our customers come in to see our people because we have a specific steps of service that we follow. Now we’re smart enough to also know our demographic is somewhere between high school and college mostly, young families in their 30's, because that’s what our trend does, our store concept drives. We don’t see a lot of 40-somethings or 50-somethings. So yes, we have a platform and an app service. If you sign up on our app service, you get 50 percent off the first three orders because we want you to get on the app. Once you’re on the app, you’re ready to rock. They’re going to order on the app and stop by to get their food. Sometimes those same people come in and eat in the restaurant. They come in to say hello.


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