Restaurant Catering Secrets: Garden Catering CEO Shares What Actually Works in 2025
In a recent episode of The Catering Cage podcast, host Errol Schweizer spoke with Frank Carpenteri, CEO of Garden Catering, about strategically scaling catering operations across multiple restaurant locations. Based in Old Greenwich, Connecticut, Garden Catering operates eight locations famous for their hand-cut chicken nuggets, with six currently offering catering services that contribute 5-7% of their revenue.
Carpenteri, who runs the business alongside his sister Tina (Director of Catering), shared how their catering strategy evolved from saying "yes to everything" in the early days to a more focused Monday-to-Friday business lunch model. This strategic narrowing allowed them to align catering with their core strengths—their signature chicken nuggets, sandwiches, and wraps—rather than stretching themselves thin with weddings and complex weekend events.
The conversation highlighted the operational challenges of scaling catering across multiple locations. Garden Catering is currently transitioning from fragmented systems to a more integrated technology solution that would streamline everything from online ordering to delivery tracking. They've also partnered with an outside sales team to generate leads and deliver free samples to prospective clients, which has successfully converted several into top customers.
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Looking toward the future, Schweizer shared insights about the coming revolution of AI agents that will transform catering sales and operations. These task-specific AI tools could automate everything from prospecting potential clients to placing orders and scheduling deliveries, potentially leapfrogging current marketplace solutions like Uber Eats and DoorDash through voice-activated ordering.
For multi-unit operators considering expanding their catering programs, Carpenteri emphasized starting with kitchen operations before marketing: "People jump to marketing a little too soon sometimes," he advised. He recommended thoroughly assessing if your kitchen can handle 20% more business without compromising front-of-house operations, choosing delivery partners carefully, maintaining consistent follow-up with clients, and focusing on what your restaurant does exceptionally well.
When asked about his favorite aspect of catering, Carpenteri highlighted partnerships with local colleges and universities. "Whenever you're around young people, there's just this energy," he explained, noting how these relationships serve both as effective marketing and meaningful community engagement. Most importantly, he confirmed that catering is indeed boosting profitability, creating what he called "a virtuous cycle" where "more catering leads to more retail, more catering, more retail," with significant growth potential still ahead.
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