Lone Star Steakhouse
2 Pages Posted: 21 Oct 2008
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Lone Star Steakhouse
Abstract
This case is about a restaurant franchisee's flight department that is reexamining its pilot training requirements. It is one of a series of four cases to be used in a value-based selling workshop.
Excerpt
UVA-M-0736
lone star steakhouse
The Customer
Lou Sooner was the franchised owner of 20 Lone Star Steakhouses located in northern and central Florida with annual revenues of $ 100 million. He was quite proud of his company and his achievements, having begun as a cook in one Lone Star restaurant, progressed to manager of that restaurant, and then become an owner. From there, he had built one new restaurant each year. He had been in the business for 28 years.
Sooner's restaurants were located in 18 different cities, many served only by small airports. Sooner was a hands-on manager and believed in personally visiting every one of his restaurants each week. Early in his career, he had learned the value of living by the QSCVOOFAMP formula:
Quality
. . .
Keywords: Selling, Value-Added
Suggested Citation: Suggested Citation