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Articles & Commentary
My current analysis and commentary on pricing, revenue strategy, and consumer behavior is published through Revenue Mosaic, a practitioner-focused newsletter with more than 2,000 subscribers.
The articles below reflect selected prior writing and commentary.
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Enhancing Restaurant Profitability: The Role of Revenue Management
Running a quick-service restaurant is quite the juggling act. You're constantly balancing customer satisfaction, order volumes, pricing,...
Driving First Party Orders: Lessons from the Hotel Industry
Restaurants can take cues from the hotel industry's challenges with OTAs to enhance customer loyalty and drive direct orders. Strategies...
What Challenges do Operators See With Dynamic Pricing?
In one of my recent QSR articles, I talked about the biggest challenges that operators foresee with the implementation of dynamic...
Where Should Dynamic Pricing Be Applied?
Not surprisingly, digital orders led the way for ordering methods (89% of respondents), followed by kiosks (51%) and menu boards (42%). ...
Why Should Restaurants Try Dynamic Pricing?
In my last article, I talked about how the definition of dynamic pricing varies, but that in general dynamic pricing is all about prices...
What Exactly Is Dynamic Pricing?
Finally, the restaurant industry is starting to talk about dynamic pricing!! The reason I say finally is that the first study that...
Is It Time for Dynamic Pricing for Restaurants?
In a recent article for QSR.com, I talked about dynamic pricing for restaurants. Here it is! As food and labor costs are increasing,...
Please Join Us!!
Did you know that digital orders have risen to one-third of total restaurant and convenience store food orders, up from just 12%...
Restaurant Distribution: Deja Vu All Over Again???
There's so much going on with restaurant distribution right now that reminds me of when OTAs emerged in the hotel industry about 20-25...
Are We Falling Into the Cart Before the Horse Trap???
The topic of dynamic pricing in the restaurant industry has been tossed around a lot lately, but exactly what is it? Some companies talk...
How to Make Better Pricing Decisions for Your Restaurant: Part #5
Are delivery commissions driving you crazy? Yes, you could just decide to not offer delivery, but given that the recent Sense360 study...
How to Make Better Pricing Decisions For Your Restaurant: Part #4
Did you watch the Olympics? If so, you probably saw some medal ceremonies. The gold medal winner was of course ecstatic, but let’s...
How to Make Better Pricing Decisions for Your Restaurant: Part 3
Variable pricing has worked well in the airline and hotel industries for years, but could it work in the restaurant industry? Yes, we...
How to Make Better Pricing Decisions for Your Restaurants: Part 2
According to the 2022 State of the Restaurant Industry Report, 90% of U.S. operators report higher food costs than in 2019, 80% state...
How to Make Better Pricing Decisions for Your Restaurant: Part 1
If you're in the restaurant industry, how often have you heard these statements? My costs are going up, but if I raise my prices, my...
Dynamic Pricing in the Restaurant Industry: Would it Work?
Dynamic pricing has worked well in the airline and hotel industries for years, but what about the restaurant industry? In this video, I...
The Delivery Dilemma: Make or Buy??
Customers love delivery because of the convenience, but many restaurant operators have a love-hate relationship with delivery apps...
Can variable pricing work for restaurants?
What about variable pricing for restaurants? Sure, demand varies, but how would customers react? In this video, we'll talk a bit...
Customer Dining Preferences in the Post-Pandemic World
I just finished a study on US customer dining preferences in the post-pandemic world. The results may surprise you!! I'd love to hear...
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