The Business Strategies Behind Chick-fil-A, Costco, Starbucks and More | WSJ The Economics Of

The Wall Street Journal・2 minutes read

Chick-fil-A's success lies in its secret recipe developed by Truett Kathy and a focus on consistency and quality in its small menu of chicken sandwiches. On the other hand, Starbucks emphasizes handcrafted beverages and its mobile app for revenue, while Crocs benefits from the rise of comfort-first footwear and collaborations with celebrities to expand its market reach.

Insights

  • Chick-fil-A's success is rooted in its unwavering commitment to consistency and quality, maintaining an unchanged secret recipe chicken sandwich since 1967, and a hands-on franchise model that hand-picks operators, fostering a values-driven culture that prioritizes customer satisfaction.
  • Home Depot's strategic focus on professional customers, extensive product range, and significant investment in supply chain and distribution network have propelled its growth, surpassing competitors in sales by catering to both DIY customers and contractors through efficient operations and quick delivery services.

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Recent questions

  • What is Chick-fil-A known for?

    Chicken sandwich with secret recipe.

  • How does Chick-fil-A handle orders?

    Upstream ordering while customers wait in line.

  • What sets Chick-fil-A's franchise model apart?

    Company-owned locations, hand-picked operators.

  • What values influence Chick-fil-A's operations?

    Rooted in Christian faith, closed on Sundays.

  • What is Dollar General's business model?

    Selling cheap goods in rural areas.

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Summary

00:00

Chick-fil-A: Secret Recipe, Unique Approach, Success

  • Chick-fil-A is America's favorite chicken fast food company, known for its secret recipe chicken sandwich.
  • The company is the third largest U.S. restaurant chain by domestic sales, with a 20% growth rate.
  • Chick-fil-A's success is attributed to its unique business approach, focusing on a secret recipe developed by Truett Kathy.
  • The original chicken sandwich recipe remains unchanged since 1967, emphasizing consistency and quality.
  • Chick-fil-A maintains a small menu focused on chicken sandwiches, prioritizing simplicity for customers.
  • The company uses an Upstream ordering practice, taking orders while customers wait in line, enhancing efficiency.
  • Chick-fil-A's franchise model differs from others, with the company owning and selecting locations, hand-picking operators.
  • Franchisees undergo a rigorous selection process, akin to attending Harvard MBA, with a low initial investment of $10,000.
  • Chick-fil-A's hands-on approach and values-driven culture contribute to its success and high customer satisfaction.
  • The company's values, rooted in Christian faith, influence its operations, including being closed on Sundays and focusing on customer service and community impact.

14:30

Starbucks: Impulse Buys Drive Revenue Growth

  • Starbucks prefers in-store shopping for impulse buys to drive revenue.
  • Starbucks loads around $3 billion onto gift cards between October and December.
  • Starbucks would rank as the 385th biggest bank in the U.S. based on card values.
  • Starbucks emphasizes handcrafted beverages, offering over 170,000 varieties.
  • Starbucks's mobile app and gift cards play a crucial role in its revenue.
  • Starbucks's early investment in espresso led to the creation of signature drinks.
  • Starbucks's cold beverages have become increasingly important for revenue.
  • Starbucks's mobile app accounts for nearly a quarter of all U.S. transactions.
  • Starbucks holds about $2.4 billion in cash from customer uploads for future use.
  • Starbucks's business priorities shifted to drive-through and mobile orders during the pandemic.

30:35

Crocs and Dollar General: Business Success Stories

  • Crocs refocused on its classic clog, leading to a global marketing push in 2020.
  • The pandemic accelerated the rise of comfort-first footwear, benefiting Crocs.
  • Customization with gibbets is a key feature of Crocs, allowing personalization.
  • Crocs emphasizes individuality and self-expression in its marketing campaigns.
  • Crocs faced polarized opinions on its design, leading to partnerships with celebrities and brands.
  • Collaborations and limited editions have expanded Crocs' market reach and kept it in the press.
  • Crocs' stock dropped post-pandemic, but the company expects revenue growth to exceed $5 billion by 2026.
  • Dollar General's business model focuses on selling cheap goods in rural areas away from big box stores.
  • Dollar General's strategic locations, cost-cutting tactics, and limited product range contribute to its success.
  • Dollar General plans to continue expanding, targeting diverse customer bases in urban, rural, and suburban areas.

45:27

Target's Prestige Beauty Strategy and Success

  • Prestige Beauty space and purpose-driven brand for everyone touched
  • Three main areas: customers, brands, and teams
  • Target store showcases makeup splotches on arms, focusing on aesthetics
  • Target aims for an elevated discount store experience
  • Target's strategy to differentiate from competitors and draw customers
  • Target's evolution from department store to discount store with a chic image
  • Target's store design combines visual expectations of a department store with a discount model
  • Target's success driven by store design, expanding business, and private labels
  • Target's success in utilizing stores for online orders and fulfillment operations
  • Target's private labels contribute significantly to sales and profitability, with higher margins than manufacturer brands

01:00:03

Home Depot's Growth and Success Strategy

  • Home Depot has experienced significant growth in home price appreciation and housing activity, leading to increased spending by homeowners, with its 2021 fiscal year sales surpassing those of Lowe's and Ace Hardware combined.
  • The company's advantage lies in its focus on professional customers like electricians and plumbers, who place lucrative orders, achieved through a vast product range of 30,000 to 40,000 items stocked in stores spanning around 104,000 square feet.
  • Home Depot's success stems from its inception by co-founders Bernie Marcus and Arthur Blank in 1979, aiming to offer a larger and more affordable home improvement store, attracting both DIY customers and professional contractors.
  • To cater to professional customers, Home Depot has invested $1.2 billion in expanding its supply chain and distribution network, building 150 new distribution centers to ensure quick replenishment of store shelves and same-day or next-day delivery to project sites, resulting in a significant increase in sales from e-commerce channels.
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