Gregg Majewski speaks with Michelin-awarded restaurateur Josh Kopel about the secrets to turning a failing concept into a thriving business.

Key Takeaways

Stop Waiting and Start Selling
Make Your B2B Strategy Your B2C Strategy
The #1 Mistake Restaurant Owners Make with Social Media

In this episode of Room for Seconds, Gregg Majewski sits down with restaurant industry expert Josh Kopel to discuss the biggest growth opportunities for operators today. Josh shares why catering and B2B sales are the secret weapons for restaurant profitability, how most owners waste time on social media instead of focusing on high-intent platforms, and the one strategy that can increase guest frequency by 25%—all without discounting or freebies. Josh shares real-world, revenue-driven strategies that any restaurant can implement today. If you're looking to increase sales, build customer loyalty, and scale smarter, this episode is a must-listen.

Stop Waiting and Start Selling

Restaurant strategy hasn’t changed much over the years —open the doors, wait for customers, and hope for the best. Instead of relying on foot traffic and luck, restaurants should take an aggressive outbound approach by targeting high-value B2B customers like law firms, real estate offices, and event planners. These businesses already have budgets for catering and events—they just need the right restaurant to serve them.

“We’re not waiting for the phone to ring. We’re asking, ‘Who’s doing catering in this area?’” , says Josh Kopel.

By proactively building relationships with decision-makers, restaurants can secure predictable, recurring revenue rather than depending on inconsistent walk-ins. The key isn’t just great food—it’s a sales-driven mindset that turns businesses into long-term customers.

Make Your B2B Strategy Your B2C Strategy

Josh explains how his B2B strategy naturally fuels his B2C growth by exposing new customers to his restaurant through corporate catering. When catering an office event, many attendees may have never dined at his restaurant before, making it an opportunity to showcase the best version of his food with optimal preparation and presentation.

He enhances this experience by providing call-to-action cards, encouraging guests to visit again with family, friends, or colleagues. Hosting company holiday parties, for example, increases the likelihood of return visits on a personal level. Josh refers to this as a "food in mouth" strategy, inspired by TK Pillan from Veggie Grill, where large-scale tastings drive customer acquisition. Gregg likens this approach to a sampling method, reinforcing the idea that firsthand experience is the best way to convert new customers.

The #1 Mistake Restaurant Owners Make with Social Media

Josh argues that social media is not the best tool for driving immediate restaurant visits, yet many owners pour too much effort into it instead of optimizing platforms with high intent customers:
“Arguably most people are spending all of their time on social media. I think that for most, it’s a waste of time. Social media isn’t inherently a high-intent platform. When you and your wife decide to go out to dinner in Chicago, you’re not like, ‘Let me hop on Instagram and find the place.’ It just doesn’t happen.”

Instead, he says restaurants should prioritize improving their website, Yelp, Google, and TripAdvisor listings:
“Your website is a high-intent platform. Your Yelp page is a high-intent platform. Your Google listing is a high-intent platform. When someone is on those, they are looking to make a buying decision.”

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About Josh Kopel

Josh Kopel is a seasoned restaurant industry expert, award-winning restaurateur, and marketing strategist dedicated to helping operators drive revenue, build brand loyalty, and increase profitability. With a career spanning from owning and operating Michelin-awarded restaurants to leading multi-million-dollar marketing campaigns, Josh understands what it takes to transform a restaurant into a thriving, sustainable business.
As the founder of the FULL COMP podcast, Josh has interviewed some of the industry's most influential leaders, uncovering the strategies that separate successful restaurants from struggling ones. His expertise lies in creating high-impact marketing strategies—from brand storytelling and digital engagement to innovative loyalty programs that turn first-time guests into lifelong advocates.
Through his hands-on experience and data-driven approach, Josh helps restaurants cut through the noise, stand out in a competitive market, and achieve long-term success.

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About Gregg Majewski

Gregg Majewski has a vast amount of experience as a corporate executive in the restaurant industry. As the former CEO of Jimmy John’s, he played a major role in expanding the franchise from 33 to 300+ stores in just 5 years by surrounding the company’s marketing strategy around the innovative approach of delivering sandwiches and being “freaky fast”. Majewski has worked to develop restaurant concepts over the last two plus decades, before starting Craveworthy Brands in 2023, which currently includes a growing portfolio of restaurant brands. Craveworthy Media is Majewski’s gift back to the industry that has given him so much. The goal of Craveworthy is to inspire the up and coming industry leaders by providing important information, stories, and insights from titans past and present.

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Room for Seconds is produced and published by Cali BBQ Media on behalf of Craveworthy Brands

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The Secret to Scaling Your Restaurant with Josh Kopel