UCLA Extension Restaurant Industry Conference - 14th Annual
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14th Annual
UCLA Extension
Restaurant Industry Conference
Who’s Winning & Why:
Actionable Lessons From Today’s Success Stories
Thursday, March 18, 2010
7:30am-7pm
Sheraton Gateway Hotel, LAX
6101 West Century Boulevard
Los Angeles, California
12010 Innovation Award
The 2010 Innovation Award is given to Kerry Kramp in recognition of his extraordinary achievement in
successfully revitalizing the venerable Sizzler brand in the United States. A new look, streamlined operations,
and an enhanced menu have led to steadily increasing guest counts and sales figures—even during the
recession. Congratulations, Kerry!
Recipient
Kerry Kramp, President and CEO, Sizzler USA, Inc. Before assuming his role with Sizzler in
2008, Mr. Kramp founded Love Chicken, LLC, a Raising Cane’s Chicken Finger franchise in
Minnesota and is currently a franchisee of Raising Cane’s. From March 1992 through November
2004, Mr. Kramp was CEO of Buffets, Inc. in Eagan, Minnesota, the parent company of Old
Country Buffet and Home Town Buffet. Mr. Kramp sits on the advisory boards of Shari’s
Restaurants and McAlister’s Deli.
Presenter
Tom Davin, former Chief Executive Officer, Panda Restaurant Group, Inc., was the 2008 win-
ner of the Innovation Award. Under his leadership, Panda doubled its company-owned store
count to 1,300, deployed $600MM of capital, and grew revenue to more than $1.25 Billion.
Mr. Davin was previously a partner of private equity firm Brentwood Associates, Chief
Operating Officer of Taco Bell Corporation, and a Marine infantry captain.
Circle of Excellence Members
The following restaurant operating companies support the 14th Annual UCLA Extension
Restaurant Industry Conference in our advocacy of education, leadership development,
networking, innovation, and community involvement in the restaurant industry:
About UCLA Extension
Established in 1917, UCLA Extension is the continuing education arm of the University of California at Los
Angeles. UCLA Extension offers courses and programs evenings, weekends, and online in business and
management, engineering, information systems, entertainment studies, public policy, public health, the
humanities and many other fields. Find out more about UCLA Extension at our website: uclaextension.edu.
2A Message from the Conference Chair
Cautious optimism. As I gather my thoughts for my annual message, many competing
ideas are vying for prominence, but “cautious optimism” wins out. Every day there are
fresh indications of a strengthening U.S. economy, although progress is uneven. Many
sectors have begun to rally in earnest, while others continue to sink. This is true geo-
graphically as well as among industries and segments. Clearly, manufacturing activity,
at its highest point in over half a decade at the time of this writing, has recovered and
is more sustainable than many economists predicted. It remains to be seen, however,
whether this growth, and the expansion of other areas of the economy, will be sufficient
to substantially reduce unemployment and fully restore consumer confidence. Many
of the pieces necessary for a complete recovery are in place, and more seem likely to
click in. But there are no guaranties. A resurgence must still be earned. Hence my
cautious optimism.
This year’s Conference focuses on “Who’s Winning and Why.” We have designed the
Anna M. Graves content to give restaurant executives the tools they need to take advantage of the many
Conference Chair, Co-Leader of the opportunities which exist at the present time. In keeping with this theme, several of those
Restaurant, Food & Beverage Industry rare restaurant operators who have beaten the odds and managed significant growth
Group, Pillsbury Winthrop Shaw Pittman LLP during the recession will share their views and strategies. How have these restaurant
companies managed to capture new customers, increase market share, and maintain—
Anna Graves is a partner in Pillsbury’s
or even improve—same store sales in this declining market? One tactic is to aggressively
Corporate & Securities Practice Section
manage costs, renegotiate lease terms, and delay long-term growth plans. However,
and Co-Leader of the Firm’s Restaurant,
cost-cutting measures can only be effective to a certain extent, since eventually they
Food & Beverage Industry Group. Ms.
begin to negatively affect current operations and erode future prospects. Thus, other
Graves has broad-based experience in
strategies are required to drive business and stand out in the crowded restaurant market.
securities, finance, and general corporate
Several approaches will be discussed today, including the use of creative marketing
matters. She concentrates her practice
programs, appealing to basic family values, engendering a general sense of fun and
in the core areas of mergers and acquisi-
excitement, harnessing the power of social media, and demonstrating how “green” can
tions, capital formation, private equity
refer to dollars as well as environmental ideals. There are many options, and it is critical
investments, licensing transactions,
that operators find the alternative that resonates with their company and their customers.
restructurings, public offerings, and SEC
compliance matters. We will hear from industry experts who will provide guidance on what the year ahead will
hold from macroeconomic, restaurant-specific, and consumer trend perspectives. We
Voted by her peers as one of Southern
have two outstanding keynote speakers: Steve Carley, President and CEO of El Pollo
California’s “Super Lawyers,” Anna
Loco, which conducted a ground-breaking advertising campaign this year, and Tim
Graves represents a number of restau-
Leiweke, President and CEO of AEG, one of the world’s leading sports and entertainment
rant, retail, and entertainment clients,
presenters. The Conference will also honor an extraordinary restaurateur, Kerry Kramp,
including large national and regional
President and CEO of Sizzler, with our 2010 Innovation Award. Under Kerry’s leadership,
restaurant chains, nightlife and event
Sizzler has maintained positive same store sales in the United States throughout the
companies, early-stage restaurant
worst of the economic downturn. With new restaurants opening every month, falling
ventures, and brand development and
G&A, and a steadily increasing bottom line, Sizzler has become a true Cinderella story.
licensing companies. Ms. Graves’ public
Kerry will share his strategies and vision with us during an armchair discussion with Tom
and private finance experience includes
Davin, winner of the 2008 Innovation Award.
acting as counsel for operating entities,
venture investors, strategic buyers, pri- I would like to thank each member of the planning committee and the staff of UCLA
vate equity funds, start-up companies, Extension, Department of Business, Management & Legal Programs for their efforts in
issuers, underwriters, and selling stock- designing the Conference to be so remarkably relevant to today’s operating realities.
holders. Her mergers and acquisitions The Conference’s continued success is the product of our speakers’ willingness to
experience includes representing both share their insights and expertise, the time and efforts of the dedicated planning com-
buyers and sellers, advising independent mittee members, and the strong financial commitment of our sponsors. We are also
director committees, distressed sales, privileged this year to be joined by a group of highly-respected restaurant companies in
asset acquisitions through bankruptcy, our Circle of Excellence, all of which are keen supporters of the Conference and have
and structural reorganizations. helped us in our mission to deliver topical and truly meaningful content to our audience.
I invite you to become personally involved with the Conference by contacting me at
anna.graves@pillsburylaw.com, or Heidi Townshend-Zellner at htownshend@unex.ucla.edu.
Anna M. Graves
Co-Leader of the Restaurant, Food & Beverage Industry Group,
Pillsbury Winthrop Shaw Pittman LLP
3Who’s Winning & Why: Actionable Lessons From Today’s Success Stories
Conference Program
7:30-8:30am 10:30-11am
Registration and Continental Breakfast Networking Break
Location: Grand Ballroom Foyer Location: Grand Ballroom Foyer
8:30-8:45am 11am-12:15pm
Welcome and Program Overview Concurrent Sessions
Location: Grand Ballroom Session I
Location: Grand Ballroom
Heidi Townshend-Zellner, Director, Business, Management,
Lease Negotiations, Loan Modifications, Rent Relief… How to
and Legal Programs, UCLA Extension
Survive and Thrive in the New Economy
Anna M. Graves, Partner, Corporate and Securities Practice,
Leaders from real estate development, institutional restaurant
and Co-Leader, Restaurant, Food, & Beverage Industry Group,
lending, and lease restructuring share their perspectives on how
Pillsbury Winthrop Shaw Pittman LLP
the restaurant, lending, and development industries are interde-
pendent. Audience members gain a better understanding of
8:45-9:30am each party’s key terms and covenants in order to facilitate suc-
Taste the Fire® cessful negotiations in their own situations.
Location: Grand Ballroom Moderator:
When the going gets tough, some tough competitors get even Ron Biskin, President, Wolfgang Puck Express Licensing, LLC
tougher. El Pollo Loco’s “throwdown” with fast food Goliath KFC Panelists:
ruffled a few feathers while it made industry news. Now hear the Ron Burns, Westfield Corporation, Inc.
whole story as Steve Carley, CEO, shares El Pollo Loco’s hugely Kyle Huffman, SVP, Account Executive, GE Franchise Finance
successful “Taste the Fire®” campaign that ignited what report- Jeff Kreshek, Principal, Leasing, CIM Group
ers have referred to as the Chicken Wars with KFC, on the heels Tom Mullaney, Founding Partner, Huntley, Mullaney, Spargo &
of KFC’s grilled chicken launch. Sullivan, LLC
Opening Keynote: Session II
Steve Carley, President and CEO, Location: Gateway Room
El Pollo Loco Inc. Harnessing the Power of Social Media (A Panel Discussion)
The world of social media is an evolving realm that continues to
excite, empower, and terrify those in the restaurant industry—all
at the same time. The reality is that restaurants no longer have
the option to sit on the sidelines. Social media has forever
9:30-10:30am changed the way our guests find and share information, and
Industry Weather Report: Cloudy with a Chance of Sunshine smart brands are developing strategies to embrace it. However,
Location: Grand Ballroom as exciting as this new marketing tool may be, social media has
traps for the unwary that the FTC and other regulators are care-
The last 18-24 months have been among the most volatile and fully assessing. Hear from a panel of experts about the latest
difficult the foodservice industry has faced in several decades. trends, best practices, and legal developments in social media,
Strong headwinds have caused most participants to struggle, as well as practical ideas you can put into action immediately.
but a few players have weathered the storm to perform well. And
while there are still clouds on the horizon, we’re starting to see Panelists:
signs of a potential recovery. Through their clients and the com- Brooke Hovey, Senior Vice President, Cohn & Wolfe Digital
panies they cover, our two session leaders—a respected industry Mark Mears, Senior Vice President and CMO,
consultant and a notable equity research analyst—have been The Cheesecake Factory, Inc.
able to see both the forest and the trees, to gain a uniquely Catherine D. Meyer, Counsel, Pillsbury Winthrop Shaw
broad perspective. Hear their thoughts on macroeconomic, Pittman LLP
industry and consumer trends in a lively discussion.
Speakers:
Ron Paul, President, Technomic, Inc.
Paul Westra, Managing Director, Cowen and Company
412:15-1:30pm 3-3:45pm
Luncheon Program Beating the Odds
Location: Grand Ballroom Location: Grand Ballroom
Welcome: The extreme economic challenges of the recent recession
Cathy Sandeen, Dean caused double-digit sales declines for most restaurant groups,
Continuing Education forcing many to halt growth, and some to close units—or their
UCLA Extension doors. Contrary to this trend, some emerging concepts realized
great success and managed significant growth during this same
time period—and appear poised for more. This panel features
the leaders of a number of such concepts. Learn how they
Keynote Speaker: found new space in this difficult market, and how a careful
Timothy J. Leiweke, President and CEO, AEG, con- understanding of consumer behavior can lead to success.
sidered to be one of the world’s leading presenters of
sports and entertainment programming. Leiweke will Moderator:
speak about the development of L.A. LIVE, the $2.5 Karen Brennan, President, Brandscapes
billion downtown Los Angeles sports, residential and Panelists:
entertainment district featuring over 4 million square Craig Albert, Co-CEO, CB Franchise Systems, LLC
feet of restaurant, hospitality, hotel and event space. dba The Counter®
Phillip Chang, Founder, President, and CEO, Yogurtland
John M. Parlet, Owner and Founder, John’s Incredible Pizza Co.
1:30-2pm T.K. Pillan, Co-Founder, The Veggie Grill
Chris Simms, CEO, Lazy Dog Café
Networking Break
Location: Grand Ballroom Foyer
3:45-4:15pm
2-2:45pm Networking Break
Location: Grand Ballroom Foyer
Winning Strategies from Today’s Leaders
Location: Grand Ballroom
4:15-5:30pm
With all of the good, the bad, and the ugly we experienced in
Presentation of the 2010 Innovation Award
2009, now is the time to look forward to the new decade and
Location: Grand Ballroom
learn from those who weathered the storm and pulled ahead of
Presented to:
the pack. Hear the insights of these top executives as they share
Kerry Kramp, President and CEO, Sizzler USA, Inc.
their winning strategies and tell us why they work. Join us for
this highly interactive session in which attendees will have the Presenter:
opportunity to engage industry leaders in an instructive dialogue. Tom Davin, former Chief Executive Officer of Panda
Restaurant Group
Moderator:
Teresa Siriani, Industry People Expert Tom Davin, recipient of the 2008 Innovation Award, engages
Kerry Kramp as this year’s winner in an informal conversation
Panelists:
that emphasizes the unique leadership and culture that has led
Russ W. Bendel, Chief Executive Officer, The Habit Burger Grill
to Sizzler’s success.
Susan Feniger, Co-Owner/Operator, Border Grill Restaurants
and Ciudad Restaurant (L.A.); Chef, STREET
Harald Herrmann, President and CEO, Yard House 5:30-7pm
Restaurants, LLC Closing Reception
William H. Tilley, Chairman, Jacmar Companies Location: Grand Ballroom Foyer
Sponsored by Young’s Market Company
2:45-3pm
This year’s wine-tasting reception features more than 60
Networking Break premium wines from eight suppliers.
Location: Grand Ballroom Foyer
Border Grill Truck
With gourmet tacos, quesadillas, and more from “Too Hot
Tamales,” Mary Sue Milliken and Susan Feniger, we welcome
the Border Grill Truck for a delicious special appearance!
Note: Program and presenters are subject to change without notice.
5Conference Speakers and Panelists
Craig Albert, Co-CEO, CB Karen Brennan, president, Phillip Chang, Founder,
Franchise Systems, LLC dba Brandscapes, LLC, is an President, and CEO,
The Counter® accomplished, results-ori- YogurtLand. With over 33
Mr. Albert formed CB ented marketing executive corporate/franchise locations
Franchise Systems, LLC, in with over 25 years of market- throughout Southern
June 2005, partnering with ing leadership and work with California, YogurtLand is evi-
Jeff Weinstein to open The Counter, one more than 30 restaurant brands. Ms. dence of Mr. Chang’s knack for develop-
of the fastest-growing premium burger Brennan has held senior marketing posi- ing and launching unique concepts as
restaurant chains in the U.S. with 25+ tions with the Bravo Brio Restaurant well as managing franchising operations.
locations. The Counter was the recipient Group, Coco’s Bakery Restaurants, and Previously, he founded, developed, and
of the coveted Hot Concepts! award from Max & Erma’s Restaurants, Inc. Currently, launched BobaLoca, Inc. In 2004, Mr.
Nation’s Restaurant News in 2008. Mr. she also teaches a case study course in Chang was awarded the Minority Retail
Albert also served as founder and CEO hospitality marketing for Ohio State Firm of the Year from the U.S.
of CM Franchise Systems, Inc., the fran- University and writes a blog for Chain Department of Commerce/Minority
chisor of Tacone® quick service, fast Leader online. In addition, she serves on Business Development Agency.
casual restaurants; and founder and CEO the Fisher College of Business Alumni
of CK Franchise Systems, Inc., the fran- Board and the National Restaurant Susan Feniger, Co-Owner/
chisor of City Kitchen®, a catering busi- Association (NRA) Marketing Executives Operator, Border Grill
ness offering fast casual food selections. Group Board. Restaurants and Ciudad
Restaurant (L.A.); Partner,
Russ W. Bendel, CEO, The Ron Burns, Westfield City Café; Chef, Street. One
Habit Burger Grill. Before Corporation, Inc. Mr. Burns of America’s most beloved
joining the company in 2008, has been a retail real estate chefs, Ms. Feniger partnered in 1981
Mr. Bendel served in senior executive for 27 years, work- with Mary Sue Milliken to open City Café
executive roles at The ing in various capacities in in Los Angeles. Street, her first solo ven-
Cheesecake Factory, Mimi’s management and leasing ture, opened in 2009. Ms. Feniger’s tele-
Café, El Torito, Panda Express, Outback with Richard Ellis, The Hahn Company, vision career has included Julia Child’s
Steakhouse, and Roy’s Restaurants, a Trammell Crow, May-Centers, PBS series Cooking with Master Chefs
joint venture between Outback Centermark, and Westfield. In addition, as well the Food Network’s series Too
Steakhouse and celebrity chef Roy he has been a food leasing specialist Hot Tamales and Tamales World Tour.
Yamaguchi. Mr. Bendel sits on the Board over the last five years with Sydney, She has hosted several radio shows, is
of Directors for the California Restaurant Australia-based Westfield, one of the the co-author of 5 cookbooks, and is
Association and is a trustee for its world leaders in mall retail in Australia, involved in many charities, including the
Education Foundation. In 2003, he was New Zealand, Britain, and the U.S. In his L.A. Gay and Lesbian Center, the
named the Operator of the Year at the current role as vice president food leas- Scleroderma Research Foundation, and
MUFSO conference in Atlanta, was rec- ing, Mr. Burns works on restaurant and Women Chefs and Restaurateurs.
ognized as the 2004 Restaurateur of the food court leasing in the U.S. portfolio.
Year in Orange County, and was given Harald Herrmann, President
the 2005 Creative Partnership Award Steve Carley, President and and CEO, Yard House
from UCLA. CEO, El Pollo Loco Inc. An Restaurants, LLC. Mr.
influential leader with over 30 Herrmann never imagined a
Ronald S. Biskin, President, years of marketing and oper- part-time dishwashing gig
Wolfgang Puck Express ations expertise, Mr. Carley would lead to a career in the
Licensing, LLC. Mr. Biskin joined El Pollo Loco in 2001. restaurant industry. But the journey to
oversees the day-to-day He has achieved extraordinary momen- CEO of Yard House, one of the nation’s
operations of Wolfgang tum by aligning employees around clear most successful restaurant chains, is a
Puck’s chain of casual Bistro performance criteria, pairing an entrepre- path forged through hard work and per-
and Express restaurants, which are neurial spirit with a culture of discipline. severance. One of Herrmann’s key con-
located in major urban and suburban A two-time Ernst & Young Entrepreneur tributions was development of the Yard
retail centers, as well as many non-tradi- of the Year finalist for his success in rein- House brand and motto, “Recipe for
tional venues. Previously, he held posi- vigorating the El Pollo Loco brand, Mr. Success,” which is reflected in the com-
tions as a senior executive with Baja Carley has been acknowledged twice by pany’s staff, philosophy, and values
Fresh, Burger King, and TGI Friday’s. OC Metro magazine as one of Orange through an inverted organizational model
County’s “Hot 25.” that empowers staff at all levels.
6Brooke Hovey, Senior Vice Jeff Kreshek, Principal, Catherine D. Meyer, Counsel,
President at Cohn & Wolfe’s Leasing, CIM Group. Mr. Pillsbury Winthrop Shaw
Digital and Managing Director Kreshek oversees the day Pittman LLP. Ms. Meyers is
of the Austin, Texas, office. to day leasing activities of all counsel with Pillsbury after
Ms. Hovey leads the devel- of the CIM assets. Primary having been a partner with
opment of integrated com- responsibilities include nego- the firm for 20 years practic-
munications programs that leverage tiating new lease agreements, overseeing ing in the areas of finance and privacy
digital and social media to deliver busi- and directing third party brokers, and regulation. She regularly counsels finan-
ness results for her clients. Beginning in prospecting for new, cutting-edge ten- cial institutions, restaurant and retail
2006, she played an active role in Dell’s ants for CIM projects. Mr. Kreshek companies, and other commercial clients
award-winning social media initiatives, received his undergraduate degree in in compliance with state, federal and
and has also worked with such brands real estate finance (1989), his masters of international statutes and regulations
as Whole Foods Market, Darden business administration and his masters affecting the collection, use, protection,
Restaurants, Starbucks, Hampton Inn, of real estate development from the sale, transfer and sharing of customer
Nike, and ExxonMobil. In August 2009, University of Southern California (1997). and employee information including
PRWeek named Ms. Hovey to its “Top 40 responding to data security breaches.
Under 40” list. Timothy J. Leiweke serves
as president and CEO of AEG, Tom Mullaney, Founding
Kyle Huffman, SVP, Account a collection of companies Partner, Huntley, Mullaney,
Executive, GE Franchise owned or operated by the Spargo & Sullivan, LLC. Mr.
Finance. Mr. Huffman began organization considered to Mullaney has successfully
his career in Seattle at First be one of the world’s leading helped dozens of companies
Interstate Bank as a collateral presenters of sports and entertainment identify balance sheet solu-
examiner and has held a vari- programming in facilities owned and tions and cut costs and improve profit-
ety of positions with MetLife Capital operated by AEG, such as STAPLES ability. Since the firm’s inception in 1993,
before joining GE Capital in 1998. Mr. Center (Los Angeles), O2 World Arena HMS has worked with more than 250
Huffman has personally originated and (Berlin) and The O2 (London), as well as leading companies nationwide to restruc-
closed over $2 billion in restaurant loans numerous other affiliated venues. Under ture assets and boost performance. Their
over his career, and leads a team that Mr. Leiweke’s direction, AEG Development clients have included Blockbuster,
has far exceeded that number in restau- is currently creating several multifaceted California Pizza Kitchen, AMC Theaters,
rant financing transactions. sports and entertainment districts world- OfficeMax, and Starbucks.
wide, including the newly opened L.A.
Kerry Kramp, President and LIVE, a four million square foot / $2.5 John M. Parlet, Owner and
CEO, Sizzler USA, Inc. (see billion sports and entertainment district Founder, John’s Incredible
Inside cover for full bio) adjacent to STAPLES Center. Pizza Co. In 1972, Mr. Parlet
opened John’s Pizza Parlor
Mark A. Mears, Senior Vice as a 2,000-square-foot,
President and Chief 65-seat, full-service restau-
Marketing Officer, The rant in Ridgecrest, Calif. His commitment
Cheesecake Factory, Inc. Mr. to serving “good food with a good atti-
Mears is a visionary business tude” proved to be a key to his success
leader with a significant track and soon the pizza parlor evolved into
record of building brands and driving John’s Pizza, Pasta, Homemade Ice
innovation among high profile, world- Cream and Fun Factory. After decades of
class marketing organizations such as running and expanding the Ridgecrest
Pepsico/Pizza Hut, JCPenney, and NBC/ store, John sold it and started the John’s
Universal. Mr. Mears is responsible for Incredible Pizza Company concept in
strategic brand positioning, including the September 1997 in Victorville. With
development and implementation of all numerous California locations, the com-
integrated marketing and sales generat- pany continues to grow.
ing activities across the Cheesecake
Factory’s three restaurant brands.
7Conference Speakers and Panelists (continued)
Ron Paul, President, Chris Simms, CEO, Lazy Dog William H. Tilley, Chairman,
Technomic, Inc., a company Café. Born and raised in Jacmar Companies.
that offers consulting and Southern California, Mr. Employing more than 5,000
market research services to Simms attended the Cornell people Jacmar Companies
suppliers, distributors, and Hotel School and began his has operating units that
chain restaurant organiza- career at P.F. Chang’s China include restaurant operations,
tions. Since its inception, Technomic has Bistro, later moving to his father’s com- wholesale foodservices distributions,
conducted more than $100 million worth pany, Mimi’s Café. In 2003, Mr. Simms equity investments and real estate man-
of client-funded research on the restau- and his team opened their first restaurant agement. Mr. Tilley’s line of successes
rant and foodservice industry. The com- and have since grown the company to 7 has included investments in such brands
pany publishes the Technomic, Inc. Top units, with plans for aggressive, yet pru- as Good Earth, Sizzler, Long John
500 Report, an annual analysis of the dent, growth over the next several years. Silver’s, Taco Bell (which he helped sell
chain restaurant market. Additionally, Mr. to PepsiCo), Lone Star Steakhouse, BJ’s
Paul is a frequent speaker at industry Teresa Siriani, Industry Restaurants Inc., and the recently
events and the co-author of the Winning People Expert. Recognized acquired majority interest in the 50-year-
the Chain Restaurant Game: Eight Key as one of the industry’s best old Shakey’s pizza parlor chain, which he
Strategies. human resource and training is in the process of revitalizing.
executives, Ms. Siriani brings
T.K. Pillan, Co-Founder, The passion, commitment, and Paul Westra, Managing
Veggie Grill. After selling his many years of operations and human Director, Cowen and
stake in a successful technol- resource experience to every presenta- Company. A senior research
ogy company, Mr. Pillan drew tion. She spent seven years as president analyst covering the restau-
up a business plan with part- of People Report and was instrumental in rant industry Mr. Westra has
ners Kevin Boylan and vet- the design of their industry leading sur- more than ten years’ experi-
eran restaurateur Ray White in 2005 for a veys as well as growing the company to ence as an equity research analyst. Prior
restaurant serving delicious sandwiches, the size and level of influence it has to joining Cowen, he was the senior ana-
burgers, salads, and more—free of all today. Her other past leadership posi- lyst covering restaurants with Robertson
animal products, trans fats, and choles- tions include vice president of human Stephens, Credit Suisse First Boston, and
terol. Together, the trio opened the first resources for Wolfgang Puck Food Salomon Brothers. He developed the
location of The Veggie Grill in Irvine, Company and positions in operations, RIPE model, a proprietary tool to assist
Calif., in late 2006, followed by additional training and development, and human with restaurant company valuations as
restaurants in Irvine and El Segundo in resources for Peasant Restaurants and well as a unique demand-based strategic
2008, and a fourth in Hollywood in the Restaurants Unlimited. mapping of the industry. As a part owner
fall of 2009. of a New York City restaurant, Mr. Westra
has hands-on familiarity with the industry.
Conference Sponsors
retail customers, including national
accounts, restaurants, bars, nightclubs,
hotels, grocery stores, drug stores, and
wine and liquor shops. The Estates
For more than 40 years, Nation’s Group was started in 2000 with the initial
Restaurant News has served the informa- concept of providing an even finer level
tion needs of foodservice professionals. of service to 1,000 of Young Market
Today, offering integrated media solu- Founded in 1888, Young’s Market
Company’s top accounts—a number that
tions for changing times, NRN is the Company is one of the nation’s largest
has since grown to 4,500—by offering
media brand nearly 500,000 profession- distributors of fine wines and distilled
salespeople who have a specialized
als turn to every month to help them spirits, serving accounts in Hawaii,
knowledge and background in wine. The
tackle the challenges facing the foodser- Arizona, Oregon, Washington, Idaho,
wineries represented by The Estates
vice industry. For operators, NRN pro- Utah, Wyoming, Alaska, and Montana.
Group tend to be smaller in size and offer
vides a one-stop resource for complete Young’s Market Company distributes fine
estate-grown fruit from around the world.
industry coverage in whatever formats wines by Trinchero, Kobrand, Wilson
The personalized service is generally
they prefer, whether print, digital, or web- Daniels, Hess, DFV, Kenwood, etc. and
enjoyed by savvy wine programs and top
based. For suppliers, NRN’s audience- distilled products from Barcardi, Brown-
Zagat accounts.
rich portfolio of print, digital, and Forman, Remy USA., William Grant and
live-event products provides the reach, Sons, and Proximo among others. The
access, and flexibility needed to open company’s standard is providing excel-
doors and grow businesses. lent customer service to suppliers and
8Conference Sponsors (continued)
challenges that confront them, including
real estate issues, operational hurdles,
human resource constraints, and meeting
financial objectives. Our global network Gallagher Hospitality and Restaurant
of professionals offers advice in a variety Group is a leading practice within
of areas of interest to restaurants, includ- Gallagher Benefit Services. We under-
Dr Pepper Snapple Group, Inc. (NYSE: stand that restaurants seeking to provide
ing energy, risk management, tax, trans-
DPS) is the third largest refreshment attractive, yet cost-effective, employee
actions, and human capital. Our
beverage business in North America with benefit programs face complex issues,
approach combines entrepreneurial
nearly $6 billion in revenues. With a including a highly diverse workforce
understanding and working knowledge of
brand heritage spanning more than 200 incorporating hourly workers, salaried
restaurant issues with broad restaurant
years, the DPS portfolio includes some managers, trainers, corporate staff, and
experience, significant resources, and a
of the most recognized beverages in the senior executives; a significant number of
diverse network of clients and contacts.
Americas. DPS manufactures, bottles, part-time workers, unionized employees,
and distributes more than 50 brands of or non-union employees; decentraliza-
carbonated soft drinks, juices, teas, tion—making it difficult to process enroll-
mixers, waters, and other premium ments, provide Internet access and in
beverages. More than 75 percent of the general, communicate with employees;
company’s overall volume is from brands high turnover and the need for bench-
that are either #1 or #2 in their flavor Pillsbury Winthrop Shaw Pittman LLP is a
marking tools to stay competitive and
categories. In addition to its flagship Dr full-service law firm which offers depth of
retain employees; assistance outside of
Pepper and Snapple brands, the DPS knowledge in core industry sectors,
normal corporate office hours; and the
portfolio includes 7UP, Mott’s, A&W, including Restaurant, Food & Beverage;
need for easy-to-understand communi-
Sunkist soda, Hawaiian Punch, Canada Wine, Beer & Spirits; and Consumer &
cation materials to keep employees
Dry, Schweppes, RC Cola, Diet Rite, Retail. We deliver practice strength in
informed. Addressing these difficult
Squirt, and other well-known consumer mergers and acquisitions, gift card law,
issues and implementing smart solutions
favorites. DPS has approximately 20,000 ABC law, public and private equity trans-
can be time consuming for a busy res-
employees and operates 22 manufactur- actions, meal and rest break litigation,
taurant leadership team. That is why so
ing and bottling facilities in North trademark and trade dress protection,
many restaurants turn to GBS. We pro-
America, including more than 200 ware- brand licensing, franchising, consumer
vide the full breadth of expertise in
houses and distribution centers across class action litigation, debt financing,
employee benefits, compensation, prop-
North America. In 2010, Dr Pepper will insurance coverage, and executive com-
erty casualty, and risk management that
celebrate its 125th anniversary as pensation and benefits. Our practice is
meet the ever-changing needs of our
America’s oldest soft drink. Since its organized to offer our clients a maximum
current and prospective clients.
modest beginnings in 1885 in Waco, return on the firm’s collective knowledge
Texas, the drink formerly known as the about our clients’ businesses, industries,
“Waco” has grown into a beloved and legal issues. We work in multidisci-
national brand. plinary teams that allow us to anticipate
trends and bring a 360-degree perspec-
tive to complex business and legal
issues—helping clients to take greater Service Management Group (SMG) mea-
advantage of new opportunities and sures the customer experience for the
better mitigate risk. This collaborative world’s leading retailers and restaurants.
The global Ernst & Young network has work style helps produce the results SMG defines, aggregates, and critically
the largest integrated real estate, hospi- our clients seek. appraises customer metrics at the trans-
tality, and construction practice of any action level, providing actionable results
Big Four organization, with 5,000 profes- that improve loyalty. SMG’s proprietary
sionals around the world. We work hard benchmarking analysis gives today’s top
to earn and maintain our clients’ trust brands an unparalleled view of the cus-
and confidence, and have implemented tomer experience as it relates to that of
methodologies, quality control policies, their competitors.
supporting tools and technology, and
training to provide quality services. Ernst
& Young’s hospitality practice services
more restaurant companies from the
Nation’s Restaurant News’ Top 100
Restaurant Companies list than any other
firm, including the largest restaurant
company in the world. We assist our
restaurant clients in addressing the
9Conference Sponsors (continued)
defense, consumer, and alternative
energy sectors. Our investment banking
business includes Cowen Latitude Asia,
People Report™ is the foremost provider a boutique specializing in crossborder
of workforce analytics, benchmarks, M&A and capital raising transactions.
trends, and best people practices that
drive business performance. With close The Customer Connection (TCC) was
to 150 member companies, the mission founded in 1979 to create and administer
of People Report is to be the catalyst for Relationship Marketing Programs. Over
service companies seeking to balance the past 30 years, we have developed
people and profits. Those companies The Hula Point of Sale suite of business loyalty/frequent diner, gift card, birthday
trust in People Report for their workforce solutions are affordable, easy-to-use, club, and email marketing programs for
analytics but also for the Thought business management solutions over 300 restaurant companies through-
Leadership and insight People Report designed to help restaurant businesses out the United States. We at TCC recog-
provides to help create a sustainable, of all sizes improve productively, nize the long-term value of a strong and
growing, and profitable business that is a profitably, guest service, and value, effective relationship marketing plan, and
great place to work. Services include by providing information to make design and implement programs with
quarterly and annual reports for its mem- informed decisions. Products include proven results. The services we provide
bers that track, analyze, and benchmark point of sale, online ordering, gift card are unique due to 30 years of industry
the people side of the P&L. In addition to processing, and credit card processing. experience, our analytical approach, and
its members-only reports, People Report our proprietary data mining software that
conducts broad national research on the measures the profitability of our clients’
service sector workforce of today and CRM programs. TCC’s dedicated rela-
tomorrow, including demographics, tionship account executives work with
compensation and benefit information, Technomic, Inc. is the most recognized clients to design and administer pro-
recruiting and training practices, turnover and experienced marketing research and grams that are tailored to meet their
costs and solutions, and more. management consulting firm serving the goals. Maximizing return on investment is
foodservice industry. Founded in 1966, our top goal, and we provide unmatched
the company has a broad and diverse services and proprietary software to
base of domestic and international cli- make that happen.
ents, including major manufacturing, dis-
tribution, and supermarket companies,
Cowen Group, Inc., through its operating
as well as chain restaurants and other
subsidiaries, provides investment bank-
foodservice operators, and related trade
ing, equity research, sales and trading,
associations. Technomic helps clients
and asset management services to com-
capitalize on growth opportunities and
panies and institutional investor clients in
meet market challenges by providing
the health care, technology, telecommu-
perspectives and intelligence on a broad
nications, aerospace and
scope of topics.
Planning Committee
Charles Aeh, Vice President, Daryl Ansel, Director of Food Andrew Barish, Managing
Business Development, & Beverage, UCLA Housing & Director, Restaurant
Service Management, Inc. Hospitality. Restaurant indus- Investment Banking, Cowen
With more than 15 years of try veteran Mr. Ansel brings and Company, LLC.
sales, marketing, and busi- more than two decades of Mr. Barish is a six-time
ness development experi- invaluable restaurant experi- Institutional Investor-ranked
ence, Mr. Aeh is a recognized expert in ence to his current duties at UCLA. His research analyst. Prior to joining Cowen
the area of loyalty and service-improve- experience includes operations and in June 2008, he was managing director
ment programs. He has worked with executive-level positions at a diverse and in the research department at Banc of
dozens of the best known restaurant, prestigious group of food service compa- America Securities, covering the restau-
retail, and service company brands in the nies, including entrepreneurial experience rant industry from 2001-2008. Prior to
United States. owning and operating his own catering that, he was a principal and senior
and restaurant ventures. Prior to joining restaurant industry analyst at Robertson,
UCLA, Mr. Ansel served as CFO at SBE Stephens.
Restaurant Group.
10Lynda Boyer, Vice President, Michael Gottlieb, National Leanne Lindsey is Vice
CB Richard Ellis. Since 1982, Director of Restaurant President/National Accounts
Ms. Boyer has been a trusted Services, Ernst & Young, LLP. Manager for Young’s Market
advisor to restaurateurs A partner and the Americas’ Company, a distributor of fine
across the country. She has leader of restaurant services wines and spirits, and has
successfully represented res- for Ernst & Young Mr Gottlieb been with the company for
taurant owners, operators, chefs, devel- has more than 23 years’ experience serv- over 25 years. She has worked in the
opers, shopping centers and investors in ing both privately and publicly owned wine division and currently represents the
the acquisition, disposition, development, companies with sound business advice, entire portfolio of brands, calling on cor-
and leasing of restaurant-related real assurance, and advisory services. In porate restaurant chains. Ms. Lindsey
estate. In addition, she has worked as a addition to providing assurance services has traveled through the wine country in
professional development officer for to his clients, Mr. Gottlieb assists his cli- California and Europe, and has com-
UCLA for 15 years. She is also a member ents with acquisitions, financings, and pleted the Society of Wine Educators
of the UCLA Extension Advisory Board. other transactions to achieve their strate- Program and received her CSW.
gic objectives.
Karla Cameron, West Zone Michael Patrick, Business
Regional Sales Manager, Dr nna M. Graves, Esq.,
A Development Management,
Pepper Snapple Group. In Co-Leader of the Restaurant, Gallagher Benefit Services,
addition to her duties at DPS, Food & Beverage Industry Inc. Mr. Patrick is the western
Ms. Cameron currently Group, Pillsbury Winthrop region practice leader for
serves as a board member Shaw Pittman LLP Gallagher Equity Advisors,
for the Ronald McDonald House Charity (see Message from the our private equity practice, and the busi-
of L.A., the UCLA Extension Annual Conference Chair for full bio) ness development manager in the Los
Restaurant Conference, and the Rebuild Angeles office of Gallagher Benefit
Sarah Goldsmith Grover,
New Orleans Foundation. In 2005, Ms. Services. He is involved in new client
Chief Communications Officer,
Cameron was honored as one of the top prospecting, development of our private
California Pizza Kitchen, Inc.
15 woman executives in L.A. County. equity practice, client renewals, market-
Ms. Grover joined the com-
ing, claim analysis, client management,
Huntley Castner, Vice pany in 1990 as director of
employee surveying, industry bench-
President, Strategic Planning public relations and has
marking, and seminars.
and Initiatives, Panda served as senior vice president of market-
Restaurant Group, Inc. Prior ing and public relations since November Ron Paul, President,
to joining the Panda team, 2000, and CCO since July 2008. She is Technomic, Inc. (see Guest
Mr. Huntley worked at several also president of the California Pizza Speakers for full bio)
strategy consulting firms, including Kitchen Foundation. In 1996 and 2007,
Swander Pace & Company and LEK Ms. Grover was named one of the
Consulting. He also founded and oper- “Marketing 100” and “Marketing 50”
ated the San Francisco-based respectively, by Advertising Age maga-
WA-HA-KA Mexican Grill and Baton zine, a distinction given to the top market- Stephen Pettise, Managing
Rouge Cajun Roadhouse restaurants ers in the United States. Principal, Golden Spike
during the 1990s. Resources Group. After head-
Terri Henry, Vice President of ing successful marketing/stra-
David Goldstein, Vice Marketing, Grill Concepts, tegic planning efforts with
President and COO, Sharky’s Inc. Ms. Henry joined Grill IHOP Corp., Carl Karcher
Woodfired Mexican Grill. A Concepts in 2000 and has Enterprises, and Burger King, Mr. Pettise
restaurant industry veteran served as vice president of founded Golden Spike Resources Group to
with more than twenty-five marketing since 2007. She consult in the franchising and foodservice
years of progressive manage- has had extensive experience in both arenas. Leveraging his experience has
ment, operations, and R&D experience marketing and operations in concepts enabled Mr. Pettise to focus on consumer
Mr. Goldstein brought his extensive such as Chipotle, Starbucks, and locally strategy and marketing, business start-
background in the fast casual sector to owned Norms Restaurants and Bristol ups/acquisitions, emerging growth chains,
Sharky’s in 2007. Previously, he had Farms. She is the published author of and turnarounds. Some of his current or
been involved at the executive level in Biscotti, Bars and Brownies (1997, past clients include HMS, McAlister’s, Pa
the expansion of three chain restaurants Crossing Press).
with over 200 locations nationwide. Teresa Siriani, Industry
People Expert. (see Guest
Speakers for full bio)
UCLA Extension Business, Management, and Legal Programs
Heidi Townshend-Zellner Freda Bush-Morgan Alexis Sexauer
Department Director Program Representative Administrative Assistant
Brian Raimondi Miriam Sims
Program Manager Administrative Assistant
11Thank you to our sponsors!
Community Partners
For full company descriptions of this year’s Conference sponsors, see pages 8, 9 and 10.
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