Consumer Trends | December 2014 | By Daniel P. Smith

The Customer Service Five

These five common ingredients are found in some of the industry’s most successful customer-centric brands.
Quick service restaurant brands hire and train employees to offer great customer service.
Culver’s was recognized by Consumer Reports as having some of the best service in the quick-service industry. culver’s

It’s mid-September and Thom Crosby is on the road again. Every six months, Crosby, the CEO of Pal’s Sudden Service, a 26-unit chain with stores across Tennessee and Virginia, joins Pal’s founder Fred Barger for a road trip. The pair visit all 26 stores, leading quality and system audits at each stop.

“Everything from speed of service to friendliness at the window,” Crosby says.

Upon a visit’s completion, each store receives its tally, a mark then distributed to every other store in the Pal’s system. Crosby calls the in-store audits an essential piece of Pal’s heralded customer service program and one of the many drivers fueling the company’s longstanding mission to delight every customer in a way that creates loyalty.

“There are lots of restaurants producing good products and doing so with great customer service, but we feel we have to be at the top of the heap and have our customer service be a key differentiator between us and the competition,” Crosby says.

While Crosby says restaurants might be able to buy customers with big deals or free offerings, or corral traffic with unique flavor profiles, it’s customer service that he believes brings the most power to the marketplace.

“It’s customer service that will help people relate to the brand,” says Crosby, whose company also runs the Pal’s Business Excellence Institute, a training ground for other hospitality companies to learn about more effective customer service.

But winning at customer service is no easy feat in today’s quick-service landscape, one featuring ultra-discerning customers, social media’s looming shadow, and diverse touchpoints, from the in-store counter and drive-thru window to mobile ordering, catering, and delivery. Restaurants that hit the customer service home run, however—supplying guests an appealing product, quickly, accurately, and with a smiling face in a clean environment—can position themselves to win traffic, sales, and loyalty in a competitive industry.

“If you’re able to set yourself apart [with strong customer service], people tend to notice,” says Jamie Cohen, chief branding officer at Jason’s Deli, which joined the likes of Chick-fil-A, Whataburger, and Culver’s in Consumer Reports’ 2014 list of quick serves with the best service.

A privately held company with 250 units, Jason’s Deli is manic about customer service, Cohen says.

“We don’t have private equity, Wall Street money, or a well of public money at our disposal, so if customers stop spending money with us, we’ll struggle to grow the brand,” Cohen says. “Truth be told, we’re scared to death to lose a customer.”

While not every chain will be motivated by fear—though fear is indeed a fine motivator in many cases—quick serves with the most successful customer service programs generally share five similar ingredients.

A customer-first culture

At Culver’s, customer service is ingrained in the company’s DNA. Even as the Wisconsin-based chain has expanded to more than 520 units and brought more franchisees into the fold, the burger concept’s unrelenting commitment to customer service remains intact, even at a seemingly granular level such as company vocabulary. For instance, Culver’s eschews the word transaction for guest experience, swaps customers for guests, and instructs its team members to say “My pleasure” rather than “No problem.” Though subtle—some might argue trivial—changes, the precise vocabulary underscores the strict hospitality focus weaving throughout the company’s culture.

“Hospitality drove our success at the start, and it’s been a mainstay with us for the last 30 years,” Culver’s vice president of training George Kelsey says.

While Kelsey readily acknowledges that Culver’s has opportunities to improve, he says the chain has not lost sight of its core values and the customer-first focus that has fueled its success.

“With some early success, I think many restaurants make the mistake of pushing into too many different directions, and the core elements that prompted their initial success deteriorate,” Kelsey says. “That’s not a mistake we are going to make.”

Cheryl Miller, director of client engagement at InMoment, a provider of customer experience surveys and enterprise feedback management, says a robust customer service program always begins with company hierarchy. When company leaders value customer service and commit themselves to arming staff with the tools and insights to put the customer first, then the restaurant flourishes.

“Everyone in the brand has responsibility in the guest experience … and the brands with the best customer service programs understand and embrace this,” she says.

Cohen says restaurant chains cannot systemize or automate their way to culture. Among all employees, he says, there must be the set expectation to make every customer happy. Jason’s Deli spotlights this message during quarterly workshops with its store managers, franchisees, and even vendors, as well as at weekly store-level meetings addressing different hospitality issues or customer touchpoints.

“Throughout the system, our team is prepared,” Cohen says. “We don’t look at this as an extra investment, but rather who we are and what we stand for.”

With the right culture in place, it’s then about operationalizing customer service, a particularly challenging feat as a brand grows, reaches into new markets, or begins franchising.

Strategic hiring

Some restaurants hire bodies to complete tasks. Brands like Culver’s, Pal’s, and Jason’s Deli, however, hire happy people above all else.

Jason’s Deli, for instance, uses a detailed hiring system that includes assessments for friendliness, hospitality, and integrity. That investment underscores the old adage that employers should hire for personality and train for skill.

“Most people can be taught the technical side, but it’s tough to train people to be happy,” Culver’s Kelsey says.

Culver’s instructs its franchisees on the importance of hiring personable staff and specifically advises them to look for candidates that smile, even in positions that do not require direct customer contact. “That first impression leaves a lasting impression and, ultimately, we believe happy team members mean happy guests,” Kelsey says.

With personable employees in the fold, Pal’s focuses on putting each staff member in a position to maximize their strengths. The company uses a 60-question attitude survey to help management better understand where a specific team member best fits in the restaurant.

“It’s not only about getting the right people on the bus, but then getting them in the right seats,” Crosby says.

Comprehensive training programs

At Culver’s, training runs deep. This past summer, 1,500 managers attended classes at ButterBurger University, Culver’s internal training ground in which managers learn various ways to enhance operations. New franchisees, meanwhile, endure a 16-week training program, which includes 12 weeks at one of the Culver family’s units. There, incoming operators observe the hospitality culture on which the Culver’s name has been built.

“We believe we’ve created a powerful concept, but recognize that our long-term success is dependent on the franchisees buying in,” Kelsey says. “That’s why we believe this exposure is so critical. They get to see where we started.”

In addition, the company requires electronic learning courses for all team members, while the majority of Culver’s restaurants also have on-site training coordinators. A consistent message across all training platforms is that even if employees are filling a seemingly mechanical job, such as working the grill, every restaurant team member plays a role in guest satisfaction.

“We try to help our team members understand that they’re not just building a widget, but they’re creating something tangible for our guests,” Kelsey says. “Their success is critical to our success.”



I'm not at all surprised to see Culver's and Jason's Deli recognized for their excellence in customer service. Our research shows a direct relationship between a "culture of listening" and financial performance of brands and their franchisees. When companies listen to their customers, employees, and franchisees, it leads to higher engagement by all - which translates into direct bottom line results across the system. Our research shows that franchise brands with high engagement significantly outperform their competitors over time, and their franchise partners are more profitable as well. It seems like common sense, yet so few brands actually pull it off.From my experience, companies either have a culture of listening, or they don't - there's not much middle ground. It's not something that can easily be learned or changed. It's a characteristic that is simply inherent in an organization... built into the company's DNA.Thank you for a great story, Daniel. And congratulations again to Culver's and Jason's Deli.Eric StitesCEO and Managing


Add new comment