The Real Brand Custodian

At a time when restaurant brands are at a rush in opening and then shutting down stores, how one brand has stood the test of time by never closing even a single store? To know the best practices of this company, which runs more than 100 stores on its own, we reached out to Kayum Dhanani, Managing Director, Barbeque Nation Hospitality.

- Punita Sabharwal

Interestingly, Kayum was never the real owner of the brand Barbeque Nation. The story goes back to 2006, when his brother Sajid Dhanani, who ran the well-known Sayaji Hotels in Indore, once came across customers complaining of cold appetizers, during winters. He thought of experimenting by bringing ‘live grill’ on the customer’s table. Sajid was popular in Indore for doing things differently. Buffets were always there in five stars hotel, but live grill picked up as a concept. With this, it gave him the confidence of taking the concept out of the hotel and establishing it as an individual restaurant. The first one came up in Mumbai’s Pali Hills. And, soon, 18 more stores were added across the nation. However, with the sudden demise of Sajid in 2012, his brother Kayum took over Barbeque Nation and led to its growth in India and overseas.

Keeping the rent to revenue in control

Over the years, Barbeque Nation has become a favorite place for celebrations, that’s why you will find group tables at all outlets, rather than a table for two. With the bookings done by professionals and that too in advance, 70 percent of their tables are always pre-booked. In fact, their rent to revenue ratio is 10 percent lower compared to other casual dining setups, as Barbeque Nation doesn’t look for a location which is most prominent. You can find an outlet in the third lane or on the third floor of a mall, instead of high streets.

Customer is King