Podcast
Behind the Numbers
Hosted by Restaurant365 · EN
Hosted by Rich Sweeney and Marc Cohen of Restaurant365, Behind The Numbers features in-depth interviews with some of the most prominent and successful figures in the restaurant and hospitality space. Join us each week to learn more about the technology that powers out industry and how you can take advantage in your own business!
11episodes
Episodes
Newest firstAll episodes
How a CPA-Operator Built an Accounting Firm on Top of 23 Restaurants
3w ago00:46:13Tap to summarizeKristen Sandhurst sits on both sides of the restaurant equation: she is a partner at Edotto, an accounting firm built to serve restaurant operators, and the CFO of an affiliated franchise group running 20 Taco John's and 3 Slim Chickens locations. In this episode, hosts Marc Cohen and Rich Sweeney talk with Kristen about what actually moves the numbers in a restaurant operation right now.The conversation covers the prime cost math that matters (sub-60% prime cost, supplies at 1.25%, repairs and maintenance at 2 to 3% for middle-aged buildings), how a 300 basis point cost of goods improvement came from getting one client to count inventory for the first time, and why an organized chart of accounts is the foundation for every financial insight that follows.Kristen also breaks down her family's tech stack journey from 20 years on Microsoft Dynamics to Restaurant365 and Paylocity, and how she has been using Claude and ChatGPT to build automations, draft legal agreements, log 70 scanned PDFs into a spreadsheet, and even build a Chrome extension to fix a clunky accounting interface, all without writing code herself.You will also hear why her group pulled AI out of the drive-thru after testing it at both concepts, where restaurants bleed money without realizing it (food cost and water bills top the list), and her hot take on unattended QSR dining rooms.Whether you operate one location or a hundred, this episode gives you concrete benchmarks, actionable workflow ideas, and a framework for thinking about AI as task replacement rather than job replacement.Hosted by Marc Cohen and Rich SweeneyFeatured Guest: Kristen Sandhurst, Partner at EdottoBrought to you by Restaurant365: https://www.restaurant365.comSubscribe to Behind the Numbers on YouTube, Spotify, and Apple Podcasts. Follow Restaurant365 on Instagram, Facebook, and LinkedIn @restaurant365.
Transcribe →Inside a $52M Airport Hospitality Business
Apr 2300:54:07Tap to summarizeGreg 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.
Transcribe →PK Karamchandani on Building Balance Pan-Asian Grille
Apr 900:47:21Tap to summarizePrakash 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.
Transcribe →Using Data to Drive Sales and Reduce Theft Across 55 Locations
Mar 2600:47:01Tap to summarizeRebecca 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.
Transcribe →How CORE Distributed $600K in Grants to Restaurant Families Last Year.
Mar 1200:42:42Tap to summarizeRestaurant 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.
Transcribe →How Pepper Lunch Is Engineering Consistency, Profitability and Global Growth
Feb 2600:45:48Tap to summarizeIn 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.
Transcribe →Scaling 85 Restaurants Across 28 Concepts with Villa Restaurant Group
Feb 1200:36:18Tap to summarizeVilla 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.
Transcribe →How Freddy’s Scaled to 550+ Locations with CFO Bill Valentas
Jan 2200:32:42Tap to summarizeWhat 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.
Transcribe →Inside Dave’s Hot Chicken’s Billion-Dollar Growth Strategy
Jan 800:38:22Tap to summarizeHow 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.
Transcribe →How Black Rock Coffee Builds Culture, Consistency, with 26,000 Pounds of Beans a Week
Dec 1100:40:09Tap to summarizeBlack 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
Transcribe →