A Walmart Location in Ohio Obtains Increase in Sales With the Help of a Spectacular Team

Best Practice Summary

Franchisee, Qais Hodali, has faced his share of business obstacles over the years. Although he worked very hard,
factors beyond his control caused Qais to lose a SUBWAY restaurant located within a Walmart. This unfortunate
turn of events did not dissuade Qais, nor did it slow him down. Even though he was struggling with financial issues
associated with his previous location, Qais was determined to start fresh and ready to develop the most successful
new Walmart location possible! Qais was off to a strong start. After the first week being open for business, his sales
jumped to almost three times the average of the previous owner. At the time Qais had only participated in the
national and market wide promotions. Qais credits his rapid success to his dedicated team of Sandwich Artists and
mangers. He indicates that his teams talent, attitude and work ethic are responsible for bringing in the customers.
These guys want to increase sales just as much as I do! Im very proud of my team.
What problems or challenges can this Best Practice help you overcome?
This Best Practice can help you increase sales, profit, productivity, better restaurant operations, and establish an
enthusiastic team.
Who Can Use This Best Practice? Which Market-Type Can Use This Best Practice?
This Best Practice can benefit Franchisees struggling in Non-Traditional as well as traditional Locations.

How to Implement This Best Practice

Create a Relationship with Your Employees: Spend as much time as possible getting the best team you can even if
it means recruiting new employees. Qais is strict when it comes to customer service and he thrives to make his
customers happy. On each shift, Qais always has an extra employee on duty to do the side work. Qais focused on
making his employees happy and making them feel at home. For birthdays, they will stay later, once the restaurant
was closed, to have a small party celebrating the staffs birthday. If the sales beat the prior years even by a penny,
Qais gives each employee $10. This type of relationship with employees will make them work harder and they will
be rewarded in return.
Attraction: Walking into Walmart, Qais wants his restaurant to be noticed. The restaurant is always bright with the
lights on and employees are behind the counter at all times to show that they are ready before the customer even
steps in. The aroma of the restaurant also brings customers in. The restaurant has a schedule for when the bread,
cookies, popcorn, etc. will be made which draws in hungry customers with the aroma spreading thru-out the
Walmart store.
Sampling: During the slow hours, the extra employee comes in handy. Once the cookie samples are freshly baked,
the employee will hand out samples which not only drive children in, but their parents as well.
Relationship with Walmart Employees: Qais and his team have created a lasting relationship with the Walmart
employees. In order to earn and maintain their business and to make them feel welcome, Qais leverages a large
dining area and encourages all Walmart employees to enjoy a meal or simply relax while on their breaks. Qais
extends a generous 10% discount on Walmart employees Subway menu purchases. He even shares his personal

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A Walmart Location in Ohio Obtains Increase in Sales With the Help of a Spectacular Team

mobile phone number with Walmart employees. This way, they can easily reach him to share comments, criticisms
and compliments.
Costs: Beside additions to food costs associated with sampling, there was no extra investment attributed to the
operation of his restaurant.

Best Practice Results

Number of Restaurants Using Best Practice: 1
Key Indicator Changes (On average per week):
Restaurant Performance

Pre-Promotion
Promotion

Restaurant Gain

AUV
$4707
$12338
$7632

Customer
Counts
1111
2616
1505

Units
954
2498
1543

Key Indicator Changes (On average per week):

Sales increased from $6703 to $16651

Units increased from $954 to $2498

Customer Counts increased from 1111 to 2616

Food Cost increased from $1960 to $5785.53

Productivity increase from 3.7 to 4.9

Average Ticket decreased from $7.03 to $6.66

Results Table: The table below compares data from the promo analysis period to the same time period of the
previous year when the previous franchisee owned the restaurant. This Best Practice is considered a success
because the restaurant outperformed both the restaurant sales from the previous year and the national sales
during the same comparable period of analysis.
Promotion Performance
AUV Index

Units Index

Customer
Count Index

Pre-Promotion (2/26/2008)-(9/16/2008)

$4707

954

1111

Promotion (4/7/2009)-(8/4/2009)

$12338

2498

2616

Promo Gain

$7632

1543

1505

Restaurant Performance Compared to National Trend

National Avg Index Change

7279

1527

1198

Restaurant vs. Country Gain

353

17

307

How long did this Best Practice run for? From April 7, 2009 to August 4, 2009, the Best Practice was run based
on when the new franchisee took over to a little less than 4 months after the restaurant opened. The Pre-Promotion

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A Walmart Location in Ohio Obtains Increase in Sales With the Help of a Spectacular Team

period, February 26, 2008 to September 6, 2008, was when the previous franchisee owned the restaurant which gave
him a greater time period to increase his average, which didnt quite help.

Additional Information
A fish bowl drawing was also run, which consisted of customers who bought a value meal.
Qaiss restaurant was featured in the Walmart Seminar at the 2010 Convention in Chicago
8th Highest AUV inside Walmart
7th Highest Capture Rate inside Walmart

Testimonials
A strong team with great customer services is the best way to sell and to increase the sales.
It took 6 months to obtain a team that would work best with the needs of the restaurant

Best Practice Author

Submitted by: Qais Hodali, Franchisee & Jennifer Coba
Location: Walmart Location #2316
24801 Brookpark Road
North Olmsted, OH
Number of Restaurants Owned: 2 Restaurants Owned, 1 Highlighted in this Best Practice
DA (or ADM): Fitzhugh, 595
Restaurant #: 38545

10/2010