• Jayson takes us from the days of Census data on CDs into 2019
• Without a leader who understands analytics and technology, there is no hope
• How a jazz band can relate to a well-run organization

Jayson Tipp is the CEO of PINCHO, which is the family owned Latin American fast-casual concept known for pioneering the combination of premium hamburgers and grilled kebabs (Pinchos) with a Latin-twist. A nationally recognized restaurant leader considered an expert in consumer analytics, market strategy and development, Mr. Tipp has a track record of translating insights into results. He was named CEO of PINCHO in June 2018. Prior to that, Tipp was at Papa Murphy’s International (PMI), where he served as Chief Development Officer overseeing the brand’s growth across franchise sales, real estate and technology.

Prior to being named Chief Development Officer at PMI, Mr. Tipp served as PMI’s Senior Vice President of Marketing, helping the organization post 14 consecutive quarters of sales growth. Mr. Tipp has also held leadership roles in marketing, development, finance, and strategy roles at Redbox, Potbelly Sandwich Works and Starbucks.

PINCHO recently announced plans to open 10 locations in the Washington D.C. market with plans to expand to 100 locations nationwide over the next 5 years. The Company opened its first location in Miami in 2010.

• 1:22 – How he went from University of Missouri, St. Louis to being CEO of Pincho Factory
• 5:38 – What the newest and greatest was while he was at National Decision Systems
• 9:59 – The evolution from the late 90s to now
• 14:00 – Problems that had answers that surprised him
• 16:04 – Individuals that stood out and lessons he learned from them
• 19:15 – Team building exercises that have been effective in the past from his jazz career
• 22:03 – What jazz musicians you should search on YouTube
• 22:15 – Rapid fire questions

• The pros and cons of the requirement to work as a manager at Dominos to become a franchisee
• His experience opening different format stores emphasizing the carryout and dine in sales with 126% increase in sales
• How teaching kids to make pizza creates customers for a lifetime

Jack Henry has over 25 years in the restaurant industry in the international market. He was a franchisee for 2 major fast food chains SUBWAY | Domino’s. Experienced at raising capital or financing, the accounting system and understanding financials, holding people and self-accountable, deep understanding of sales data and creating spread sheet data bases to figure out trends and plans to take action, confident creator of presentations and speaker.

Jack shares his story of moving to Puerto Rico, becoming a franchisee, and the lessons learned along the way.

Review Jack Henry’s written articles

• 1:13 – How he ended up as a franchisee of Dominos & Subway in Puerto Rico
• 3:04 – Expands on only way to get a franchise is to work for the brand
• 4:53 – Locational characteristics going into franchising in Puerto Rico
• 8:13 – Assumptions he had that he was wrong about
• 11:15 – Pros and Cons of having to work at Dominos to get a store
• 12:56 – Moving from a strip center to a free standing unit
• 16:05 – Baskin Robins
• 17:25 – Fortressing strategy in Dominos
• 19:35 – Best advice for someone about to open a location
• 20:09 – Trends or facts that the industry is ignoring
• 23:03 – Things he is paying attention that others don’t
• 23:48 – Rapid fire questions

• #1 advice for retailers? Reduce friction.
• “Rookies do not listen to the vets, and the vets hush up”
• The blaring truth that our industry is ignoring? Social media.

Affectionately known as ‘The Canvassing Queen’, Beth Azor is the founder and owner of Azor Advisory Services (AAS), a leading commercial real estate advisory and investment firm based in Southeast Florida.

Beth has been in the Commercial Real Estate Industry since 1986, from 1998 to 2004 as President of Terranova, Florida's largest 3rd party asset manager. She founded Azor Advisory Services in 2004 to invest in her own properties and provide consulting and training to industry leaders such as Kimco Corporation, Cushman & Wakefield, Brixmor Properties, Equity One, The Shopping Center Group, Phillips Edison, and DLC Management Group. Azor now owns and manages a $79,000,000 portfolio of commercial retail properties in southeast Florida. She most recently wrote and published Don’t Say No For The Prospect: How I Went from a Sales Rookie to a Retail Leasing Rockstar to a Shopping Center Owner with $79 Million in Assets.

Beth was the Chairman of the ICSC Florida Conference and awarded Top Retail Broker by South Florida Business Journal, Superstar Broker by Real Estate Forum and Broker's Favorite Broker by Commercial Property News. She was also awarded the Davie/Cooper City Chamber of Commerce 2015 Small Business Person of the Year.

Beth attended Florida State University where she obtained her AA 1980 and subsequently her B.A. in English. She was Chairman of the Board for the FSU Real Estate Foundation and a Member of the FSU Executive Board of the Real Estate Program. She is past President and now sits on the Board of Directors of the HOPE Outreach center. She also co-founded 100+ Women Who Care of South Florida and currently serves as the Chair of the Broward County Chapter. Ms. Azor has two sons and resides in Davie, Florida.

• 1:18 – How Beth got into the commercial real estate space
• 6:32 – Lessons Beth learned working way up the right way
• 7:09 – What was technology like when she was managing over 150 people as the President
• 8:49 – Difference between a good and a great leasing agent
• 10:29 – Things she is paying attention to that the average Joe is not
• 12:42 – Places or experiences that have stuck out
• 13:49 – Advice to the retailers listening
• 16:56 – Teachers who made an impact on Beth and lessons she’s learned
• 20:14 – Lightbulb moment for the book
• 21:56 – Some things that the rookies should not be listening to
• 24:53 - Things our industry are ignoring? SOCIAL
• 26:02 – Examples of closing through social media
• 28:22 – LinkedIn
• 30:28 – National deals vs mom and pop
• 32:36 – Rapid fire questions

• Observational research difference between asking questions and observing.
• One location CRUSHING it and one FAILING. Similar Demos. How can you explain the differences?
• Cambridge analytica. What is Lydens opinion on data privacy?

Lyden is the Cofounder of Spatial, the world’s first human-driven layer for cities. A Techstars company. Before Spatial Lyden was an Ethnographic Research consultant for brands like P&G, JnJ, Intel and an adjunct professor of Ethnography at Miami University. He also founded Campus Solutions which he sold in 2014. In eighth grade, he pitched a no-hitter.

• 1:14 – The lightbulb moment for Spatial.AI
• 4:26 – Some of the questions he asked when he was researching
• 5:52 – The MVP of Spatial.AI
• 6:17 – What he learned about getting in the door with companies and his observations
• 7:21 – The mistakes he sees retailers making
• 9:00 – Where are people wrong?
• 9:46 – How people are more candid online than they are on other formats
• 10:53 – What those who are winning in retail are doing
• 11:43 – His favorite experience
• 13:33 – Insights of his team and himself during this company growth state
• 14:50 – What he was wrong about
• 16:02 – His opinion looking in the future on privacy
• 17:45 – His opinion on the adaptation of social media for rural America
• 18:35 – Augmented reality
• 19:44 – What he is curious about asking a head of a retailer
• 20:58 – Rapid fire questions

• Stories from back in the day, mailing in financial statements to the corporate offices to report sales
• The evolution of the restaurant space from the 70s, 80s, 90s, and into today. What lessons were learned?
• Advice for restaurants to raise capital the right way to prepare for the inevitable.

John Hamburger is the founder and president of Franchise Times Corp., a national publisher of business trade journals in franchising and finance. The company publishes Franchise Times Magazine, a national franchise industry trade journal; the Restaurant Finance Monitor, a monthly financial newsletter which covers the capital markets in the restaurant industry; Food on Demand, which covers foodservice mobile ordering and delivery; and Foodservice News, a monthly newspaper for independent foodservice and restaurant operators in the Upper Midwest. He also produces a number of industry executive conferences including the annual Restaurant Finance & Development Conference and the Franchise Finance & Growth Conference.

John is a frequent speaker at restaurant and franchise industry events on finance and development topics. He is frequently quoted about financial matters concerning restaurant, franchise and hospitality businesses in national business publications. John previously served as a chief financial officer of a public restaurant chain and a CPA in a national accounting firm.

John attended St. John's University in Collegeville, Minnesota and the University of St. Thomas in St. Paul, Minnesota where he graduated with a B.A. in accounting in 1977.

• 00:57 - Going from accountant as a trade to restaurant monitor
• 03:15 - Some of the things that he was working on that he found his groove on
• 04:15 - Growing from 2 to 40 units
• 06:32 - NCR point of sale and early spreadsheets and his reaction personally and the company he was working for
• 08:50 - Macro level observation for the industry at the time
• 12:15 - Companies that did not exist back, and what led to their demise
• 17:19 - Anything that he was wrong about
• 18:55 - Advice to companies
• 26:16 - Rapid fire Questions