We’re fresh off a whirlwind tour at the Fast Casual Executive Summit in Arlington, Texas, and right into the Restaurant Catering Workshop. To say the industry is evolving rapidly would be an understatement. From corporate deal rumors to shifting customer behavior and AI integration, restaurant operators are navigating a completely new landscape.
In our latest episode, we sat down with Drew Travis, the newly appointed CFO of Chicken Salad Chick, to dissect what it takes to scale a brand in today's market, navigate industry shifts, and leverage modern data.
Here are the key takeaways from our post-summit roundup and our deep dive with Drew.
The Power of Intentional Growth (and the "No Meh" Mindset)
One of the standout messages from the summit came from Scott Deviney, CEO of Chicken Salad Chick, during his keynote address: Sometimes, you have to slow down to grow.
Scott highlighted the importance of controlled expansion. Rather than rushing into new markets prematurely, the brand focuses on controlled, high-performing growth. The result? Average Unit Volumes (AUVs) that are outperforming many competitors in the sector.
It’s a reminder that saying "no" to the wrong opportunities is just as critical as saying "yes" to the right ones. As we look ahead, the goal isn't just growth for the sake of size—it’s about eliminating the "meh" and focusing strictly on high-impact strategy.
Navigating the Consumer "Value Crunch"
It’s no secret that foot traffic across the restaurant industry is under pressure. While top-line revenue metrics look positive in some areas, much of that lift is driven by inflation and rising menu prices rather than increased visit frequency.
So, how do brands get customers through the door without relying on margin-eroding discounts?
According to Drew Travis, the key isn't endless price hikes or heavy discounting—it's delivering on core expectations, consistently:
Loyalty Programs Aren't Enough: While essential, loyalty apps are now baseline expectations. Over-indexing on heavy discounts through these channels can backfire financially.
The Experience Advantage: Consumers choose fast casual over traditional casual dining because of time, convenience, and quality. If a brand can offer a high-touch, hospitable experience in a 20-minute window, it wins.
Cost Management Before Price Increases: Instead of passing every supply chain increase onto the consumer, high-performing brands focus on driving traffic to get leverage on fixed costs.
Smarter Franchising: Quality Over Quantity
Franchising is often viewed as the ultimate growth engine, but aggressive expansion can lead to overextension if not managed carefully. Recent industry headlines about store closures across various sectors underscore the risks of growing too fast without solid unit economics.
Chicken Salad Chick is taking a deliberate approach as it targets 500+ locations in the coming years:
Smaller Initial Commitments: Rather than signing massive 20-unit development deals that stall out, the brand focuses on smaller, multi-unit agreements that allow franchisees to prove operational success before expanding further.
Protecting Culture: A brand's values ("Spread joy, enrich lives, serve others") can't just be text on a wall. As PE investment and franchise growth accelerate, keeping corporate culture at the forefront is essential to long-term health.
Zero Closures as a Metric: Prioritizing real estate quality over sheer speed ensures new locations stay open and profitable.
The AI-Enabled CFO: From Weeks to Hours
Data analytics and AI are no longer futuristic concepts for restaurant operators; they are active operational tools.
Drew shared how AI tools are actively changing the financial and operational workflow at Chicken Salad Chick:
Rapid Testing Analysis: Evaluating a new product test across 20 markets used to take a team of analysts weeks to build look-alike groups and determine customer incrementality. Today, automated tools allow a single analyst to process that data in a couple of hours.
Supply Chain & Demand Forecasting: Automated demand modeling helps anticipate inventory needs around major promotional events, ensuring stores are stocked without over-ordering.
Predictive Real Estate Selection: By analyzing co-tenancy data, daily consumer habits, and local foot traffic patterns, AI models help identify high-probability sites when entering unfamiliar markets.
Looking Ahead
The line between QSR, fast casual, and casual dining continues to blur as prices adjust across the board. The brands that win over the next few years won't necessarily be the ones expanding the fastest, but those that maintain strict operational consistency, protect their culture, and leverage technology to make smarter decisions.
Lightning Round Question of the Week
We asked Drew for his top career advice for restaurant executives:
"Have different experiences. Casual dining teaches you hard operations, real estate, and food costs. QSR teaches you convenience, speed, and drive-thru dynamics. Broaden your horizons, because the more you learn from other segments, the better operator you'll be." — Drew Travis, CFO of Chicken Salad Chick
