Behind the Numbers

Greg Plummer started at 15 as a dishwasher at Bennigan's. Today he runs Concord Collective Partners, an airport hospitality company operating 12 restaurants and 13 branded concepts at LAX, with additional locations across Seattle, Ontario, and San Diego.In this episode, Greg joins Marc Cohen and Rich Sweeney to break down the economics of airport dining at scale: 2 million transactions per year, 8 million pounds of chicken, 550,000 labor hours, and the cost structure that drives a $12 beer and a $58 menu item. He explains why Los Angeles City living wage of roughly $30 per hour, rent that runs about 15% of P&L, and California's regulatory environment make airports one of the hardest operating contexts in the industry.Greg also walks through the forming-storming-norming framework he used to rebuild the business from a 95% drop in air traffic during COVID, through the 2025 Los Angeles fires, and into preparation for the 2026 FIFA World Cup, the 2027 Super Bowl, and the 2028 Olympics. He shares concrete numbers from technology pilots at his restaurants: service robots that have logged thousands of miles carrying 340,000 pounds of food and dishes with zero safety incidents, and self-order kiosks that have driven a 30% increase in check average.Whether you operate one restaurant or a hundred, this conversation offers practical insight on real-time financial visibility, hiring and retention, and why hospitality still runs on people being good to people.

Prakash Karamchandani -- PK -- co-founded Balance Pan-Asian Grille in 2008 with nothing but credit cards and a college roommate. Today Balance runs four corporate locations in Ohio, generates roughly $3 million AUV per store, and carries zero debt. On this episode, PK breaks down the operational and financial systems behind those numbers.The conversation covers the badge-based pay structure that has driven a 4.6-year average hourly tenure (vs. an industry standard below 12 months), with a maximum pay rate of $24.50 per hour and a current average just over $21. PK explains how 70% of revenue flows through a proprietary mobile app with no per-order fees, how the bubble tea bar alone accounts for 20-22% of gross revenue, and how the company tracks $2,000-per-hour peak throughput and keeps labor below 24% using daily badge density data.He also talks through the indoor vertical farm in Detroit that supplies the restaurants as a separate LLC, what rising build-out costs (from under $500K pre-COVID to $800K today) mean for their expansion plans, and how usage data in Restaurant365 gave them the leverage to negotiate floor stocking agreements with packaging suppliers during the 2021-2022 supply chain crunch.Balance has maintained positive same-store sales every year since COVID. 2026 is shaping up to be the company's biggest transformation year yet, with a new app, new POS stack, new operations director, and corporate store growth back on the table.

Rebecca Stewart, VP of Technology at HuHot Mongolian Grill, sits down with Marc Cohen and Rich Sweeney to discuss how a 55-unit family-owned brand uses data and automated reporting to increase sales and reduce theft.HuHot has been operating for 26 years, starting from a single location in Missoula, Montana. Today the brand serves 1.7 million pounds of noodles annually across three core varieties and tracks that figure through the Actual vs. Theoretical report in Restaurant365.Rebecca walks through how HuHot built a benchmarking system that publishes performance rankings down to the store level each week, how the Flash Report with roughly 40 data columns functions as their daily fraud checkpoint, how a cloud-based camera system tracks grill-line throughput in addition to serving as a security tool, and how AI-assisted communication tools help store-level managers, including those for whom English is a second language, respond to guest feedback.She also covers what's driving HuHot's 2026 agenda: deeper bench development, an online training overhaul that replaced binders with tracked videos and certifications, and a new LTO calendar built from a guest marketing survey.

Restaurant workers live and work without paid leave, health benefits, or corporate safety nets. When a crisis hits, whether it is a health emergency, natural disaster, or sudden loss, the financial fall is fast. CORE, the national nonprofit that provides direct financial grants to food and beverage service families, exists to close that gap.This week on Behind the Numbers, Marc Cohen and Rich Sweeney are joined by Jill Chapman, CORE's Corporate Partnership Director, and Kristine Mills, who leads marketing for the organization after 30 years in restaurant and hospitality marketing. Together, they cover exactly how CORE operates, the numbers behind the mission, and what the organization is building in 2026.What you'll hear in this episode:CORE granted over $600,000 to more than 1,000 individuals last year, with funds reaching recipients within two weeks of application74% of CORE grantees list housing as their primary concern at the time of applicationSingle parents make up 56% to 72% of recipients, depending on the year's disaster volumeThe Restaurant365 silver partnership has helped 35 families and delivered 10,000+ meals over two yearsCORE MSO: how restaurant companies can now run branded internal employee assistance programs administered entirely by CORETwo new programs for 2026: Caring for the Classroom (school supplies) and Groceries with Gratitude (holiday meals)The business case: 75% of consumers prefer brands that support their communities; 90% of brands that do report it has been beneficialA first-person grant story from a restaurant worker who went from full-time employment to a hospital bed, unable to walk, in under 72 hoursResources mentioned:CORE website: coregives.orgCORE social media: @coregives on LinkedIn, Instagram, FacebookRestaurant365: restaurant365.comSubscribe to Behind the Numbers on Spotify, Apple Podcasts, YouTube, and all major podcast platforms. Leave a review if this episode was useful to you.

In this episode of Behind the Numbers, presented by R365, Marc Cohen and Rich Sweeney sit down with Troy Hooper, CEO of Hot Palette America and Pepper Lunch.Pepper Lunch operates 560 restaurants across 17 countries and serves more than 40 million plates annually. With a goal of surpassing 1,100 stores by 2030, Troy breaks down how the brand is building a scalable global franchise system rooted in operational precision, supply chain visibility and disciplined KPI management.The conversation explores what Troy calls avoiding becoming “data drunk” and instead focusing on the numbers that truly matter. He explains how Pepper Lunch drives profitability through tight portion control, zero in-store prep labor, and a proprietary induction plate system that reaches 500 degrees in 74 seconds and enables ticket times under five minutes.Troy also shares insights on:Launching kiosks and increasing average check by $5.50Mandating the right tech stack to support franchisee profitabilityOpening in Hawaii and seeing near double check averagesIntroducing value promotions with 20 percent more product at 20 percent lower priceBuilding a 1-to-1 loyalty strategy driven by data and personalizationInvesting in robotics, AI and VR training for the next phase of restaurant operationsThis episode is a deep dive into what it takes to scale a global fast casual brand while protecting margins, strengthening franchise relationships and maintaining consistency at every level.

Villa Restaurant Group operates more than 85 locations across 28 concepts. Many of which are inside high-volume airports and destination venues. Managing that level of complexity requires more than strong leadership; it demands disciplined systems and reliable data.Michael Lehmann, Controller at Villa Restaurant Group, joins Behind the Numbers to explain how consolidating technology created operational clarity, improved purchasing oversight, and positioned the company for scalable growth.Key topics include guest-focused strategy, the financial benefits of centralized data, contract compliance, AI-driven insights, labor optimization, and expansion plans for the coming year.This episode offers a practical look at how forward-thinking operators are simplifying workflows, increasing efficiency, and preparing their organizations for the next phase of restaurant innovation.

What is the secret sauce behind a brand that successfully manages over 500 locations while maintaining genuine hospitality? Today, we’re joined by Bill Valentas, CFO of Freddy’s Frozen Custard & Steakburgers.Bill walks us through the complexities of managing a rapidly growing franchise, from implementing Actual vs. Theoretical (AvT) reporting to future-proofing your business through scalable software like Restaurant 365. We also dive into the current challenges facing the QSR industry, including record-high beef prices and the evolving "share of wallet" as consumer habits shift toward beverage and snack-based occasions.Whether you’re a single-unit operator or a multi-concept group, Bill’s insights on "failing fast," taking constructive criticism, and focusing on the "why" behind every change are essential for any restaurant leader.

How do you turn a street food concept into a global brand with nearly 400 locations? On this episode of Behind the Numbers, hosts Rich Sweeney and Marc Cohen interview the financial architects behind Dave’s Hot Chicken: CFO James McGehee and SVP of Finance Scott Putman.They discuss the brand's explosion from a parking lot to an international sensation, utilizing a lean team and powerful tech stack to support hundreds of franchisees. James and Scott break down the numbers, revealing how they process 25 million pounds of chicken annually and why "extra large birds" are critical to their craveable product. Plus, hear about their new partnership with the largest restaurant owner in the world and what’s coming next with "Dave's After Dark".In this episode:Operational Excellence: Moving from 3.8 to 4.7 stars on Yelp/Google.Franchise Economics: AUVs of $3M and strong ROIC.Menu Innovation: The success of "Cauliflower" and secret menu hacks.Subscribe for more insights into what makes a successful restaurant tick.

Black Rock Coffee Bar has doubled its footprint since 2020 and now ships over 26,000 pounds of beans per week to fuel more than 162 locations. But according to VP of Learning and Operations Services Heather Kulzak, the secret isn’t the coffee—it’s the people.In this episode of Behind the Numbers, Heather joins Marc Cohen and Rich Sweeney to discuss how Black Rock trains 2,500+ employees, maintains drink consistency across states, manages rapid expansion, and leverages Restaurant365 for accurate inventory, smarter ordering, and profit-driving business acumen.A conversation about culture, scalability, and the numbers behind a fast-growing national coffee brand.Connect with the Heather & Black Rock CoffeeConnect with Heather Kluzak on LinkedIn: https://www.linkedin.com/in/heather-beutel/Visit Black Rock Coffee Website: https://www.br.coffee/Follow Black Rock Coffee on Instagram: https://www.instagram.com/blackrockcoffeebar/Follow Black Rock Coffee on Facebook: https://www.facebook.com/blackrockcoffeebarFollow Black Rock Coffee on TikTok: https://www.tiktok.com/@blackrockcoffeeofficial

Taziki’s Mediterranean Café has grown to 108 locations by holding tightly to one belief: hospitality still matters. But scaling that belief required clarity.In this episode, we sit down with Dan Simpson, CEO of Taziki’s, and Jean Silva from Square to explore how the partnership between Taziki’s, Square, and Restaurant365 reshaped the company’s entire operational approach.They break down how unified data unlocked visibility they never had before, why guest frequency at 3.5 visits became a breakthrough insight, how actual vs theoretical food cost exposed hidden waste, and why the future of restaurant tech depends on both simplicity and partnership.Visit Taziki's Website: https://www.tazikis.com/Visit Square: https://squareup.comVisit Restaurant365: https://www.restaurant365.com/

Brand Operations Manager David Selby of Square One Concepts joins Marc Cohen and Rich Sweeney to share how he manages one of Arizona’s largest and most sophisticated beverage programs. David breaks down how his team counts 6,000 bottles, controls 2,100 SKUs, pours nearly 5,000 whiskeys a month, and reduced inventory count time by eight hours.He explains how Restaurant365 helped cut inventory carrying costs by 24 percent, enabled quick purchase comparisons that used to take weeks, identified price discrepancies across stores, and created a scalable playbook for launching new locations. With growth underway in Scottsdale and beyond, David shares why precision, consistency, and leveraging technology are now essential for every operator.Cutting inventory count time by 8 hours saved significant labor across teams of 8 peopleBourbon & Bones manages more than 2,100 SKUs and counts 6,000 bottles every two weeksThe bar pours roughly 4,936 two-ounce whiskey pours each monthRationalized storage and par levels reduced inventory carrying costs by 24 percent in a yearRestaurant365 allowed David to run a six-month produce comparison in under 3 hours instead of two weeksConsistency across locations is essential when selling bottles ranging from $50 to $7,200

In this episode of Behind the Numbers, hosts Marc Cohen and Rich Sweeney sit down with Gregg Majewski, CEO and founder of Craveworthy Brands, to unpack how a 28-month-old company grew to 18 brands, 4,300 employees, and over $300 million in systemwide sales.Gregg shares why culture must come before numbers, how he empowers franchisees to succeed, and why hospitality—not automation—remains the heart of the restaurant business. From Big Chicken with Shaquille O’Neal to Taffer’s Tavern, Gregg reveals the mindset and metrics that drive modern restaurant growth.Connect with CraveworthyConnect with Gregg Majewski on LinkedIn

In this episode of Behind the Numbers, hosts Marc Cohen and Rich Sweeney sit down with Joshua Lacer Watkins, CFO of Ice Age Management Inc., a McDonald’s franchisee group operating more than 50 restaurants across North Carolina.Joshua shares how focusing on margins, cash flow, and operational KPIs drives sustainable growth and how tools like Restaurant365 empower both finance and operations teams to make smarter, faster decisions.Key insights include:• Why cash flow is king in restaurant operations• How technology improves financial transparency and decision-making• The growing role of fractional CFOs in the restaurant industry• How connecting financial data with real operations drives better results• The importance of empathy and communication between accounting and operations teams

World Pizza Champion Melissa Rickman pulls back the curtain on how Wholly Stromboli runs with the discipline of a national chain on just one (soon to be two) locations. Discover how her team drives food costs down to 18.5%, right-sizes staff from 48 to 38 employees, and has tracked more than 866,000 dough balls since 2010. From portion control with engraved scoops to AI-driven menu pricing, Melissa shows why treating a restaurant like a real business is the key to profitability and peace of mind. If you want your restaurant to scale—or simply survive—this is the playbook.Connect with MelissaVisit Wholly Stromboli websiteConnect with Melissa Rickman on LinkedInWholly Stromboli on FacebookWholly Stromboli on InstagramConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

California’s 2024 PAGA reform finally gives operators leverage if they do the work. Employment attorney Anthony Zaller explains how proactive audits, supervisor training, updated policies, and documented corrective actions can cap certain penalties at 15%. We dig into why PAGA filings still exceed 10,000 a year, the $200 per-paycheck pay-stub risk, when to add HR support (25 employees) and bring it in-house (50), and how top operators use 15-minute labor matrices with schedule guardrails to manage rising wages. Practical steps, real numbers, and a clear playbook to turn legal risk into operational discipline.Connect with Anthony ZallerConnect with Anthony on LinkedInVisit Zaller Law's WebsiteFollow Zaller Law on LinkedInConnect with Zaller Law on FacebookFollow Anthony Zaller on XWatch The Legal Lineup on YouTubeFollow Anthony Zaller on InstagramConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

CFO and author Bruce Nelson breaks down how AI is changing the finance side of restaurants. From when to bring in a fractional CFO (hint: around $10M in revenue) to why one source of truth for numbers is essential, Bruce shares lessons from his career and vision for the future.Connect with Bruce NelsonConnect with Bruce on LinkedInVisit Bruce's WebsiteConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

What happens when you’re evicted from a 3,000-seat restaurant? If you’re Michael Ungaro of San Pedro Fish Market, you innovate, adapt, and scale…from a parking lot. In this episode of Behind the Numbers, Michael shares how knowing his numbers, leaning into tech like Restaurant365, and telling the right story helped turn disruption into growth.Connect with Michael Ungaro & San Pedro Fish MarketConnect with Michael Ungaro on LinkedInConnect with San Pedro Fish Market on LinkedInFollow San Pedro Fish Market on InstagramCheck out Kings of Fish on Amazon PrimeConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

Rick Miller and Max Prifogle from RLM Hospitality join Behind the Numbers to share the systems they use to create financially fluent operators. Learn how weekly soft closes, actual vs. theoretical reporting, and custom dashboards align managers with the business—and why the right bonus plan can unlock your team’s full potential.Connect with the GuestsConnect with Max Prifogle on LinkedInConnect with Rick Miller on LinkedInVisit RLM Hospitality websiteConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

Hospitality finance veteran Philip Gay joins Marc Cohen and Rich Sweeney to break down what truly drives restaurant success. From building EYAS Capital’s QSR portfolio to investing in employee training at Paperchase, Philip shares how happy teams, operational scorecards, and AI-powered engagement fuel profitability. Plus, hear his timeless rule: people, product, and place drive profit.Connect with the GuestConnect with Philip Gay on LinkedInConnect with Paperchase on InstagramConnect with Paperchase on LinkedinConnect with Eyas Capital on LinkedinConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

Jung Lee, VP of Supply Chain for Kura Sushi USA, sat down with Marc and Rich to share his expertise in inventory management and restaurant operations. He brings a unique background as a sushi chef and delves into Kura Sushi's expansion from Japan to the United States. This episode dives into innovative new technologies like robots in food delivery and what it takes to keep customers coming back. Be sure to subscribe to Behind the Numbers here on YouTube and everywhere you listen to podcasts!Connect with the GuestConnect with Jung Lee on LinkedInConnect with Kura Sushi on LinkedInFollow Kura Sushi on InstagramVisit Kura Sushi websiteConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

In this episode of Behind the Numbers, Andrei Stern, co-founder of Suviche, shares the inside story of how he transformed a tiny, 10-seat Miami eatery into a thriving multi-location hospitality brand. Discover how rapid, daily communication, strategic use of data to overcome supply chain challenges, a transparent commission-based pay structure, and a sharp focus on menu specialization became key ingredients in Suviche’s success. Tune in to uncover the operational insights and strategic decisions behind this remarkable growth story.Connect with AndreiConnect with Andrei Stern on LinkedInVisit Suviche WebsiteFollow Suviche on InstagramFollow Suviche on FacebookFollow Suviche on XConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on Instagram

Join hosts Marc Cohen and Rich Sweeney in this insightful episode of Behind The Numbers presented by Restaurant365, featuring Ken Baker. Ken reveals essential strategies for scaling restaurant operations through smart technology, the importance of integrating operational expertise with data systems, and the critical impact of employee retention on profitability. Discover how to balance cutting-edge technology with genuine hospitality to create sustainable growth and outstanding guest experiences.Connect with Ken Baker on LinkedInVisit Hawkers WebsiteConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on InstagramHelpful LinksVisit California Fish Grill WebsiteVisit Restaurant365 Website

In this episode of Behind the Numbers, we sit down with Paul Potvin, CFO of California Fish Grill, to explore how the West Coast seafood brand scaled from 1 to 58 locations — without losing its culture or control. From AVT food costing and time-based labor studies to kiosks that boost accuracy and a flexible supply chain built for resilience, Paul shares actionable strategies every operator should hear.In this episode:How to use data to optimize food and labor costsWhy time studies are a game changer for schedulingHow kiosks improved both guest experience and operationsBuilding plant-based seafood offerings without diluting your brandWhat it really takes to scale sustainably in today’s marketWhether you’re running one store or fifty, this episode is packed with insights to help you grow smarter.Listen now and learn why behind every great restaurant, there’s a CFO who knows the numbers and the people.Connect with the GuestsConnect with Paul Potvin on LinkedInCalifornia Fish Grill on InstagramCalifornia Fish Grill on FacebookCalifornia Fish Grill on TwitterCalifornia Fish Grill on YouTubeConnect with the ShowConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInR365 on FacebookR365 on XR365 on LinkedInR365 on InstagramHelpful LinksVisit California Fish Grill WebsiteVisit Restaurant365 Website

On this episode of Behind the Numbers by Restaurant365, hosts Marc Cohen and Rich Sweeney sit down with award-winning chef and Mina Group founder Michael Mina and the company’s CEO Jason Himber. Together, they explore the keys to modern restaurant leadership, including motivating today’s workforce, fostering a culture of accountability, and scaling operations without sacrificing quality. They also discuss how restaurants can adapt post-pandemic and redefine the dining experience to meet evolving guest expectations.Connect with the GuestsConnect with Michael Mina on LinkedInConnect with Jason Himber on LinkedInConnect with the HostsConnect with Rich Sweeney on LinkedInConnect with Marc Cohen on LinkedInHelpful LinksVisit Mina Group WebsiteVisit Restaurant365 Website

How does a teenage busboy become the owner of multiple IHOP locations? In this episode of Behind the Numbers, Walid Jamal, President of JHG Restaurants, shares his inspiring journey from entry-level employee to multi-unit franchisee. Walid reveals the strategies that helped him succeed— from building strong employee relationships to leveraging technology like Restaurant365 to streamline operations and scale his business. He also discusses the role of community initiatives like National Pancake Day in blending business growth with social impact.Tune in as hosts Marc Cohen and Rich Sweeney uncover the mindset, tools, and strategies that drive success in the restaurant industry.Want to get behind your restaurant’s numbers? Reach out to our team today!Connect with Walid JamalConnect with Walid Jamal on LinkedInConnect with the HostsFollow Marc Cohen on LinkedInFollow Rich Sweeney on LinkedInConnect with Restaurant365Follow Restaurant365 on LinkedInFollow Restaurant365 on FacebookFollow Restaurant365 on InstagramFollow Restaurant365 on X