How Loyalty Drives Growth At Cava
Brett Schulman started his professional career as an investment banker, and though he loved the principles of finance, he found his job unfulfilling. He left that behind for ventures in the food space, and eventually got a call from a college friend, who needed advice for his cousin who was struggling with a Mediterranean restaurant and snack business.
That business grew into Cava, the fast-casual chain that has seen its reach and profits grow—even as upscale fast-casual restaurants in general have seen a slowdown. In its most recent earnings report earlier this month, Cava reported 31.3% year-over-year revenue growth, with same-restaurant sales increasing 9%—and traffic at each restaurant growing 5.3%. In the last quarter, Cava opened 17 new restaurants, and has more underway.
I talked to Schulman, CEO and co-founder of Cava, about the inner workings of the business that are helping it grow. Of course a restaurant needs to have good food, but Schulman said Cava’s career and ownership culture—and emphasis on loyalty—also drive growth. An excerpt from our conversation is later in this newsletter.
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