7. Industry Insight # 1: Four Megatrends
Consumer pull for
healthy items
Shift of focus from SmartMenu Federal mandate for
deals to loyalty Nutrition Disclosure
Restaurants
experimenting with
ordering tablets and apps
9. Kiosks vs. SmartMenu Tablet
Increase Average Check 20% 20%
Decrease Labor Costs 1K Per Month 1K Per Month
Increase Repeat Visits
Usability
Size Large Small
Cost of Goods $15000 $1000
Annual Support Costs for 1k Units $1M $100K
10. We spoke customers from all segments
Chick Fil A, Darden Group, India Cafe, Tin Drum, Fresh 2 Order, Best Restaurant Group,
Naked Pear Cafe, Chuck’s Famous, Tazikis Cafe, Atlanta Bread Company, Chameleon
Mexican, Zapata, Great Harvest, Barkers Red Hot, Ingredients, Salad Works, Panera Bread,
Freshens, Juice Works, Yogli Mogli, Mediterranean Grill, Buckhead Pizza, Mama Niki’s
Pizza, Yeah Burger, Little Caesars, Fogo De Chao, Peninsula Creamery, Which Which,
Einstein Bros, Whataburger, Jimmy Johns, Jason’s Deli...............
We chose Fast-Casual because:
11. Market Size
TAM : All Restaurants
= 960,000 * $200 * 12 = $2.3 Billion Per Year
SAM : All Fast Casual
$2.3 B $864 M $266 M
= 360,000 * $200 * 12 = $864 Million Per Year
Initial Focus : Fast Casual 10-50 units
= 111,000 * $200 * 12 = $266 Million Per Year
12. Customer Archetype
CEO of a Fast Casual Concept (10-50 Units)
35-60 Years
Usually male
Has past operator experience
Has family members in the restaurant industry
Very busy
Focussed on operations
Relies on VP Operations and Store Managers
Working with franchising consultants
Listens to franchisees Demand Creation Strategies to
Reach Fast Casual CEO’s
Member of state & national associations
1. Super Franchisees
Reads industry publications:
Nation’s Restaurant News 2. Direct Marketing
Fast Casual 3. Franchising Consultants
QSR 4. POS Provider
Restaurants & Institutions
Restaurant Business 5. Industry publications
Food Service Equip/supplies 6. Industry conferences
Restaurant Hospitality
13. Money Flow for Fast Casual Restaurants
$5000 Per Terminal
Usage Fee= $1%
Point-of-Sale
On-site (Check = $10) 0.25% Per Transaction
80%
Payment
Diner $80K Per Unit Per Year
Web and Mobile Gateway
Remote (Check = $12) 20%
Commission=2.5%
Royalty or Licensing
Merchant
Franchisor Franchisee
Bank
Processing Fee= 4%
Franchisee Training Food Costs Amenities
Demand Creation Payroll Marketing
Rent POS Support
14. Validated Revenue Model for SmartMenu
Point-of-Sale 0.125% Per Transaction
Payment
Diner
Gateway
Web and Mobile
$2K Upfront
Licensing Fee
$3k Per Year 2% Per Transaction
Merchant
Franchisor Franchisee
SmartMenu Subscription Bank
$100 PM
15. Channel Partner for SmartMenu
Point-of-Sale
Payment
Diner
Gateway
Web and Mobile
Benefits to SmartMenu Benefits to Tier 2 POS Provider
Customers look here first 10-20 % commission
Decrease product development cost Get recurring revenues
Decrease sales expenditure Differentiate from other POS providers
Decrease time to market Compete with Cloud based POS
Merchant
Franchisor Franchisee
Bank
24. SmartMenu
Personalized Ordering Software for Restaurants
SmartMenu
Barry Jones
45
Male
185 lbs
Wants to Lose Weight Personalized
Had Type 2 Diabetes
Meal
Likes a Heavy Dinner
Dislikes Jalapenos Suggestions
Allergic to Peanuts
