Restaurant Catering Workshop

4 steps to scale restaurant catering sales

Kelly Grogan, owner of Crumbs, and Chris Barnes, of dlivrd Technologies, shared tactical advice for restaurant operators looking to build, optimize, and expand off-premises catering revenue in a keynote during The Restaurant Catering Workshop in Arlington.

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October 7, 2026

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Unlocking a lucrative catering channel requires far more than adding large-format sixes on the standard menu, which is why Kelly Grogan, founder of Crumbs, and Chris Barnes, of Dlivrd,shared how restaurant operators can build, optimize and expand off-premises catering revenue in a keynote presentation at this week's Restaurant Catering Workshop in Arlington.

Here are four key takeaways from the presentation on how operators can drive steady catering growth.

1. Build a dedicated catering operation

Treating catering as an afterthought to line production often leads to kitchen bottlenecks and compromised quality. Grogan and Barnes urge operators to establish separate prep workflows, dedicated packaging stations, and distinct labor scheduling for catering orders. Isolating these processes protects regular kitchen flow while ensuring large orders are packaged and dispatched smoothly.

2. Focus on corporate accounts

While weekend family gatherings provide occasional spikes, corporate accounts drive consistent, high-volume weekday revenue. The presenters advise operators to actively target office managers, medical practices, local school districts and corporate administrative teams. Direct outreach, tailored drop-off sampling, and simple ordering channels make your brand the go-to choice for working lunches and team meetings.

3. Elevate packaging and order presentation

In catering, your packaging is your dining room floor. Grogan emphasized that transport-friendly containers, clear labeling for dietary requirements, and tamper-evident packaging are non-negotiable for professional accounts. High-quality packaging preserves food temperature, prevents spills, and reinforces your brand's professionalism before the first bite.

4. Lock down delivery logistics

A great meal loses all value if it arrives cold or late to a scheduled meeting. Barnes stresses the importance of setting clear delivery parameters, managing lead times, and establishing strict handoff protocols — whether using an in-house delivery team or specialized third-party catering drivers. Reliable, on-time delivery is the single biggest factor in securing repeat corporate business.

Upcoming Events

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Restaurant Catering Workshop

October 6-7, 2026 | Arlington, TX

Discover the strategies and tools you need to build a winning catering operation. Whether you're starting out or refining your catering business, this workshop is your key to success.

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