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Churrasco Royal - Abertura Mercado (Atualizado) — Transcript

by Empreender com Delivery - Bruno Lima · 10,427 words · 1,530 segments · language en · Watch on YouTube

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0:00I suggest you take notes, okay? My
0:01suggestion is that you take notes,
0:02alright? Everyone joining the screen,
0:09give me a thumbs up if anyone is
0:10arriving. Welcome, welcome. Please. Uh,
0:15who is watching live right now, uh, put
0:17in the chat if you are already a
0:19Churrasco licensed partner. Royal. Only
0:21those who are. Just write it. I am.
0:23Just that. I am. Alright, Carla, Ad,
0:28Silvano, Andrei, good. Okay, okay.
0:36Let's go. I will lead this meeting with
0:39you. I believe it will take about 40
0:41minutes. I'll be very objective, okay?
0:44Focus on taking notes. I think we are
0:46here presenting something totally, uh,
0:48I can say it is innovative, because
0:50with my 17 years of experience in
0:52restaurants, man, I honestly have never
0:54seen anything like it, okay? Uh, and
0:57it’s not about being better or worse,
0:58it’s, it’s different, okay? It’s
1:00different from Royal. Let me just mute
1:02your microphones here. It is different
1:04from Royal, okay? Uh, and be amazed,
1:08right? The reality is that it is much
1:10easier than Royal, okay? Much easier,
1:13however, the potential of Royal is much
1:16greater. So we have to understand that.
1:18When it's easier, the potential is
1:19lower in this model here, okay? Okay.
1:21Are you already selling, Andrei? It’s
1:22already running. How is it going? Go
1:23ahead and unmute your microphone, man.
1:25Just tell us about the complexity when
1:26you set up the operation, regardless of
1:28results, since it’s very recent,
1:29right? It’s only been a few days, but
1:30let's talk about complexity. What, what
1:31conclusion have you reached so far? And
1:33you who started operating?
1:35Well, I started operating a week ago,
1:36it’s been a week. In terms of ease of
1:38assembly, a 5-year-old child could put
1:40it together. It is super easy to work
1:42with. Uh, it’s a new product here
1:43already. People who are trying it, they
1:45like it and they approve. Cool.
1:46And it’s something different in the
1:47city. It’s something that no one else
1:49here in the city has.
1:50Cool, wonderful. So, you are hearing it
1:52there, it’s not coming from my mouth,
1:53right? I end up being biased, right?
1:54But at the same time, I am very
1:55transparent about everything. It was
1:56hard for me to talk. Now, man, you are
1:57hearing from Andrei who just
1:58implemented it, right? And we have
1:59other people here who will speak later,
2:00okay? So, let's go. Welcome, everyone.
2:02Uh, to our presentation live of this
2:04new business model in our ecosystem
2:06called Churrasco Royal. Okay? We have
2:08the slogan there, but our slogan has
2:10actually changed, I even need to update
2:11it here, you know? I'll make a note of
2:13it so we can change it later. We have a
2:15new slogan, okay? I think the stores
2:18have already started receiving this new
2:22communication, which is "made like an
2:25American, served like a Brazilian."
2:29Look how cool that is. This already
2:31brings an identity. You already
2:33understand, man, a royal barbecue is
2:34made like an American, served like a
2:36Brazilian. So you already understand
2:37that it has an Americanized vibe and
2:38our A and B audience will understand
2:40that it's not a BBQ, it's not a skirt
2:41steak you cut on the grill, it's
2:42different. I will explain more about
2:43this, okay? And why we decided to
2:45create this brand within our ecosystem,
2:47okay? There is a reason. When I had
2:51contact, I'll explain to you, right,
2:53how I found out about it, but I always,
2:55we are always thinking here, right? I
2:58say that we are constantly thinking
2:59about how you can earn more, because if
3:01you earn more, we earn together, right?
3:03And when we bring this new brand, let
3:05me just switch the screen. Let me just
3:08switch the screen here, team. Wait just
3:09a minute, I have to look to the side
3:11here. Hang on, hang on. Real quick.
3:20There we go. Can you see the screen now
3:22, team, again? OK. Give me a thumbs up
3:26there, please. Yes, Bruno. Got it.
3:28Ah, thanks, thanks. Now I'm on the
3:29right screen here. Well, so what's the
3:32thought process, right? I even talked
3:34to the folks in BH yesterday, man, we
3:36have a team here, look. We actually
3:37took another floor, by the way. Now the
3:38building is three floors of ours, and
3:40all the people who are here in these
3:41rooms next door, upstairs, on the third
3:43floor, anyway, we always have the goal,
3:45clearly, with my leadership there, with
3:47this part of new opportunities, to help
3:48you make more, to help you earn more.
3:50And if you earn more, it's only fair
3:52that we earn together, right? So,
3:54imagine how cool that is, right? I
3:55didn't have this six years ago, someone
3:57to think for me about how I could, in a
3:58simpler way—not saying easy, but
4:00simpler—increase my profit, increase
4:01my revenue, increase my margins, and
4:03actually put more money in my pocket,
4:05right? So, why did we create Churrasco
4:07Royal? So that while you build your
4:10Royal Parma in the medium and long term
4:12, okay? Like the goose that lays the
4:14golden eggs, your golden goose is Royal
4:15, okay? You have to have that mindset.
4:17We also generate revenue in the short
4:19term with the barbecue. Because we have
4:21people who have a salary of 3,000,
4:224,000. The question I ask you, you who
4:24have a salary at Royal of 3,000 or
4:264,000, is that okay? Is it right? OK.
4:27Based on the business model, man, what
4:29do you do in the operation? Do you do
4:30something related to a 3,000 salary, is
4:31it linked to that amount? Man, then
4:32that's just how it is. Now, profit
4:33withdrawal is another thing. But what
4:35if you could, instead of three or four,
4:36start in maybe 4 or 5 months, and start
4:38making 10 in liquidity for your pocket,
4:40without taking a single cent from
4:41Royal's cash flow, while accumulating
4:42cash and strengthening your reserves,
4:44investing in equipment, investing in
4:45people, and so on? Your personal life,
4:48as an individual, starts to become more
4:49fun, it starts to become more
4:51comfortable. So that's why we created
4:53Churrasco Royal, okay? So that you
4:55preserve your medium and long term in
4:56your Royal Parma golden goose, but you
4:57also start immediately generating
4:59short-term revenue. So now you will
5:00have some security, right? Wow, that's
5:01cool. I don't depend only on Royal's
5:03revenue to support myself. And if I
5:05don't depend on it, I don't need to
5:06take out what I currently take from
5:07Royal. And as each month goes by, I
5:09gain more strength in my cash flow, in
5:11my equipment, and in my staff, okay?
5:12Elan told me it froze. Uh, he said it
5:15froze. No,
5:16it's just for him.
5:17Oh, I see. Only, only for you, Elan.
5:19It's the heat. Uh, so, great. In other
5:22words, you accelerate and build a solid
5:23foundation for your Royal Parma
5:25operation. Who is going to make money
5:27here in the ecosystem, okay? This brand
5:29. So, the Empreender com Delivery
5:30ecosystem, which all of you are a part
5:31of, right? Uh, we are introducing this
5:34brand to our Royal Parma franchisees
5:36first, and then we will open it up to
5:38the market, okay? We are going to open
5:40this brand to the market. I wanted to
5:42open it to the market now, I didn't
5:43want to hold back. Why? Because I
5:45believe that with 300 Royal operations,
5:46I think all of them should have the
5:47barbecue together with it. But I don't
5:49know, I don't want to tie the barbecue
5:50growth strictly to the Royal business
5:52model, okay? So, you franchisees are
5:54receiving this opportunity first, okay?
5:56It is further proof that we are
5:58building a great ecosystem together,
6:00because the moment I test a model, I
6:02validate it, I will bring numbers to
6:04you and you are with us, man, that is
6:06proof, man. We are in this together,
6:07another product, another brand, and
6:08soon there could be another. Anyway,
6:10everything is based on simple processes
6:12with high production scale potential,
6:13okay? And obviously, adding value to
6:16the customer. How did this idea start,
6:17okay? Look at this: in November 2025, I
6:19always...you know that I, uh, some
6:21might be arriving now and haven't heard
6:23me say this, but those who have been
6:24with us for a while know what I'm
6:26talking about, that at all times, right
6:27, I...I have the mindset of not
6:29launching anything without testing,
6:30without being certain. And, if I'm not
6:32certain, but I still believe it's good,
6:34I will let you guys know. I don't know
6:36if it's good, let's test it; whoever is
6:38up for it, whoever is hesitant
6:39shouldn't join, okay? So, I always try,
6:40I try to break it down, to detail it to
6:43pass it on to you in a chewed-up way.
6:45And man, I'll tell you something, I'll
6:46be very sincere with you. From November
6:47of last year until now, man, there was
6:49a lot of financial investment, time
6:51investment, legal investment,
6:52operational investment, testing, in
6:54short, there was a lot of investment on
6:56our part, okay? To arrive at this slide
6:58ready for you here, okay? On November
7:001st of last year, I sent a message to
7:01this guy named Marcos, right? I didn't
7:03even know this guy named Marcos, but it
7:04was a brand called Churrasco no Pote,
7:06okay? Remember this name, Churrasco no
7:07Pote. If you search for it, it's a
7:09franchise network with 10 operations.
7:10What did I think? I said: "Man, let me
7:12understand this business model." Uh, I
7:14want to understand how it works so we
7:15can implement it in the units we have.
7:18And I put down here, look, city where I
7:19intend to open, Pouso Alegre, Poços de
7:20Caldas. I said I have four to six
7:22employees and my revenue is 50 to 100
7:23thousand reais. Why did I put that? I
7:25said: "Man, I want to see to what
7:26extent they pay attention to us,
7:27regardless of how much I make." No, I
7:29make much more than that, right? We
7:30have a chain, I could have said, look,
7:32I have a chain with so many stores, but
7:33no, man, I wanted to understand, look,
7:35you don't know me yet, fine, I make 50,
7:37100 thousand. What do you have to offer
7:38me? What kind of attention will you
7:39give me? Do you understand what I mean?
7:40And so I sent that email, right, and I
7:42received an invitation from Marcos, "
7:44Hey, come visit our office." And, as a
7:47good curious person from Minas, right?
7:48I don't know if in your states, you are
7:50curious, but man, the person from Minas
7:51is the one...is the one who is...well,
7:52the stereotype, right? It's woods, dirt
7:54roads, that little old guy with a piece
7:55of grass in his mouth, someone
7:56different passes by, he says: "Who is
7:57that?""Where do they live?""Whose child
7:59is that?""Let me understand this guy's
8:00past, right?" That's how people from
8:01Minas are, anyone who is from Minas
8:02knows it's like that, right? Right? And
8:03I am curious. So I went, I had the
8:05nerve to go there, it was me, Eduardo,
8:07Eno knocking on their office door and
8:09they presented the product to us at the
8:11office, okay? What was I thinking, okay
8:13? I'll show you the product, but I
8:14thought, man, ultra-frozen product, man
8:16, I don't think it's going to be good.
8:17I don't think so, there's no way it can
8:18be tasty. I've already eaten
8:19ultra-frozen lunch boxes, frozen stuff,
8:20man. No, I think let's go, let's go,
8:22curious guy from Minas, let's see to
8:23believe. Doubting Thomas, right? And so
8:24we arrived at their office, not at the
8:26franchise operating unit, but at an
8:28office like ours here, they ordered
8:29delivery, they ordered a feast, right?
8:31All right. When I ate it, Eduardo ate
8:33it, Eniu, man, we went crazy. I went
8:35there to actually taste it. I said: "
8:37Man, I want this, I want this, this
8:38deal is too good to be true." Receiving
8:40a frozen product and having it be
8:41delicious just doesn't add up, does it?
8:42And then they sent this product here,
8:43look. Check out the video, look. This
8:46was the video, see?
8:50Look, one pot here was beans. Uh, they
8:53also tried to sell us on the idea that
8:54they have a barbecue sandwich. I didn't
8:55buy that idea, okay? At least not for
8:57now. And fine, we loved it. Then in the
9:00beginning he told me: "Look, there's a
9:01franchisee here in São Paulo who sells
9:02R $ 500,000, R $ 550,000, he's already
9:04sold R $ 700,000." It's just that 99
9:05cut some coupon things so it dropped,
9:07but he sells 500,000. Then I said: "Man
9:09, wait a minute, 500,000, I need to see
9:11that, man." Sorry, I need to see it. I
9:13have to go to the guy's store to see it
9:14. I want to see the business operating.
9:15I want to see the number on the panel
9:16and I want to see it, man. I want, I am
9:17passionate about this delivery business
9:19model. So, I want to understand how the
9:20operation turns that revenue. With such
9:21a simple product. And so I arrived at
9:23the door, and this photo was there,
9:24look. This was, I don't know, 2 in the
9:25afternoon, whatever time it was, man.
9:27It was empty, okay? This here is empty,
9:28there are usually about 30, 40 bikes
9:30right at the door. And I went inside
9:31the kitchen and said: "Man, assemble
9:32this plate so I can see how you
9:33assemble it." Look at the guy
9:34assembling it. Pay close attention here
9:35to this video, look.
9:45Let me put it here. It looks like a
9:46drum. What could this be? It's the
9:59chicken breast. Comment in the chat
10:13there, comment in the chat what you
10:14thought of this assembly. There's
10:16Eduardo Vá, comment in the chat what
10:18you visualized in this assembly. Let me
10:20see here in the chat. Let me see who
10:21edited here in the chat. Let me see
10:24here. Gustavo, you missed weighing it,
10:28right, Gustavo? Here we weigh it, man.
10:30The standard here is high, right? So
10:31there are people who sometimes don't
10:32care much, right? But that's okay.
10:34Awesome. Ilan. Lots of simplicity, very
10:37dynamic, easy, uh, very beautiful for
10:39us, much more standardized. Yeah,
10:42Andrei, that's it, man. Yeah, like I
10:43said, the bar is high, you know? We
10:45take this very seriously, right? And
10:47then, okay. So I said, "Eduardo, come
10:48here, man. Let's—I asked the manager
10:50—let's take a look at the computer,
10:51at the guy's iFood. Take a look at the
10:52weekday." Look here, see. Over there,
10:55Vitan, Eduardo. The guy's kitchen. Look
10:58at the size of the guy's kitchen. Look
10:59here, folks. No, guys, this kitchen
11:01clears 550,000 reais just with this
11:04brand. Look at the size of the kitchen,
11:06folks. Let's go. I already went to
11:10check the guy's iFood. Look over there.
11:15Take a look here, see. 440 orders
11:18during the week. Nice. And this guy
11:27here is a legend. Mr. Zé, 46 years old
11:29, a restaurant owner, had a business
11:32almost broken, bankrupt, even selling a
11:34lot. And he plugged this brand into his
11:35operation, he changed the game. A
11:36wonderful, sensational guy. And this is
11:39Mr. Zé, right? So then I stayed there,
11:40right? And we went on studying more,
11:42talking more about iFood. Done. And
11:50alright. Uh, later, uh, on another
11:52occasion we went to visit the factory,
11:55okay? We went to visit the factory that
11:56sent these products. I said: "Man, uh,
11:58it's a factory that moved locations
11:59recently. That there is the renovation,
12:00right?" I said: "Man, I want to take a
12:02photo with you, Marcos, uh, to say,
12:03look, I've been here since the first
12:04day, man, because it's sensational". So
12:06, we took it in that mess there, and
12:07today, obviously, it's much more
12:09evolved, really big. And São Paulo
12:11already had some people who visited,
12:12and Mar is a sensational guy. Then I
12:14said: "Alright, cool, it sells, but
12:15does the product have quality, will the
12:17public accept it". There's a big
12:18difference between a product having
12:19quality and the public accepting it,
12:21right? It's a new vibe, barbecue in a
12:22jar, I don't know what. Look at the
12:23name, barbecue in a jar. I went there
12:25to eat to validate; if anyone here has
12:26eaten it, if you could type in the chat
12:27, who has eaten it can say what they
12:29thought, okay? With sincerity. And so I
12:31wrote this here, it's a barbecue
12:32without a grill, smoke, grill master,
12:34without complications. Man, have you
12:36ever seen a barbecue like this? I never
12:37have, okay? So this is another unique
12:39opportunity we've created: low
12:41complexity, high speed, minimal
12:43equipment, and very hard to copy
12:45because, man, to have a product like
12:47this, he needs a huge investment in
12:49machinery, and I'm talking millions,
12:51okay? Millions just to be able to reach
12:52a product of this standard, okay? The
12:53know-how, the people who created the
12:55product were Marx and two women, okay?
12:57Two women who are considered some of
12:58the best grill masters in Brazil,
12:59they've even been on Shark Tank, okay?
13:01So, the product is wonderful, right?
13:03Whoever has tried it, type in the chat,
13:05I want to see your opinions. And
13:06alright, let's implement it. I told you
13:07to implement this. Denton is here. What
13:09day did we start, D? Unmute your mic,
13:11D. When did we start the product? Go
13:14ahead.
13:15It was, it was in May.
13:16May. Nice. And so, in May we started
13:19the product, right? Our store on iFood,
13:21I think it was blocked, anyway, we went
13:23through some ups and downs there and
13:24such. And I think officially it was
13:26mid-May, early June, that we actually
13:27started selling, okay? Selling
13:29specifically, okay? All right. We
13:31started the implementation again. D,
13:32help me validate the model. Nilt is
13:34always there, right? Along with Ju,
13:36always with their team. Let's validate,
13:37let's, let's implement. Okay. But I
13:40needed to think, me as the CEO of the
13:41business, right, as the main mastermind
13:43, man, how am I going to dodge the
13:45comparisons so the guy doesn't think
13:46it's just sliced beef or sliced picanha
13:48? How am I going to do that? How am I
13:50going to? And man, I stayed up late
13:52nights after nights, without
13:53exaggeration, thinking about this. How
13:55will I differentiate it? And then I
13:57thought, I said: "Man, poke is one of
13:59the best-selling dishes on iFood. What
14:01if we created an American BBQ poke? I
14:02said:" Hey, cool, that could make total
14:04sense. I use the poke hype, the
14:06barbecue, man. Who wouldn't want to eat
14:08a BBQ poke? "Nobody. But why did I
14:10create this here? Because when Marcos
14:13brought the idea of barbecue in a bowl,
14:14it wasn't Royal BBQ, he told me:" Bruno
14:16, why don't you create your own brand?
14:18I'll supply you with the same product?
14:19I think it's our franchise business
14:20here, man. We're going to focus more on
14:22the factory. We aren't looking to
14:23expand many stores. That's not really
14:24our vision. We started the franchise to
14:26sell the product. But, hey, if you
14:27create the brand, I'll supply you. Yeah
14:28, man, cool. Then we talked to a few
14:31people, and they voted for us to have
14:32our own brand, right? And I said: "Hey,
14:34American poke-bbq, okay, what is a poke
14:36, right? Selling poke in Brazil is a
14:37rapidly expanding market, focused on
14:39healthy food, casual fast food, and it
14:40comes a lot from Hawaiian poke, a bit
14:41of Japanese food, right? And man, why
14:43can't it have a bit of barbecue?" And
14:45then we start to get into the same
14:47methodology as years ago. Man, why does
14:48a parmigiana have to be just a
14:50parmigiana? Can't it be a box, a moment
14:52, a convenience, a gift? Why not? Why
14:55would we just settle for selling
14:57parmigiana and not the general concept,
14:58right? Which you all know very well how
15:00we, uh, work on that. And alright,
15:02American poke-bbq. And so, poke, a
15:04product in expansion, top-selling.
15:06Barbecue, barbecue delivery in Brazil
15:07reaches so many ready-made meats, uh,
15:09the sector is led by big chains, Mania
15:10de Churrasco, traditional steakhouses,
15:11regional, apps like iFood, okay? When
15:12we take Mania de Churrasco, it's
15:13mall-based stores, right? Traditional
15:15steakhouses, man, nobody focuses on
15:16delivery, they don't. Mania de
15:17Churrasco is Brazilian barbecue. What
15:18if we could go against the grain and
15:20create a business model and product
15:21with different communication, different
15:23packaging? What do you all need to
15:24understand, guys? It's possible there's
15:26a tastier parmigiana than ours, okay? I
15:27don't really believe it, but it's
15:28possible, okay? But it's not about
15:29parmigiana, it's about the wrapping we
15:31do to sell the "Royal PMA," it's not
15:33about the barbecue, it's about how we
15:34wrap and package our product. And from
15:36now on, we sell this idea. The customer
15:38buys the idea, they've never seen this
15:39before, but they get curious to try it,
15:41okay? And then we started, right,
15:44researching American barbecue, why not,
15:46it's a product that is smoked over
15:48fruitwood. Yeah, it's not like just
15:50throwing it on the grill, like we do, 2
15:52minutes on the grate, right? Yeah, it's
15:54slow-smoked, okay? For hours, okay? In
15:56special equipment, okay? Not on a
15:57barbecue grill, etc. Eh, but there's
15:59all the technology, okay, from the
16:01factory, anyway. And so I said: "Man, I
16:03think this way we can detach it from
16:05the image of barbecue that Brazilians
16:07usually have." Because the A and B
16:09demographic, if you ask, "Hey, do you
16:10know what pulled pork is?" The A and B
16:12demographic knows what that is. They
16:14might not be 100%clear on the details,
16:15but they’ve heard of it. Sometimes
16:18they’ve seen it at a barbecue event,
16:19they've traveled abroad, they know what
16:21we're talking about, and someone who
16:22doesn't know, gets curious to know. "Oh
16:24, cool, I've heard of that, but eh, I
16:25think I want to try it." Already seen a
16:27video, right, of people ordering it and
16:28such. So, American-style pulled pork.
16:30Did the explanation make sense? Am I
16:31being, am I being clear? Put it in the
16:33chat if I need to go deeper into this
16:34explanation of how I thought about
16:36differentiating it from conventional
16:37barbecue, right? The folks from Porto
16:39Alegre, type it in the chat for me,
16:40everyone participate so I can
16:41understand that you are following, okay
16:43? Eh, and then the people from Rio
16:44Grande do Sul said: "Bruno, how are we
16:45going to call it barbecue?" People are
16:46going to compare it, right? I came up
16:47with this strategy, right? And they
16:49liked it a lot. Alright, so let's move
16:50on. American barbecue plus Brazilian
16:53food, man, it's a perfect match. What
16:55is Brazilian food? Vinaigrette, right?
16:58Farofa, okay? And there you go.
17:00American-style pulled pork plus
17:01Brazilian food. And that’s how "
17:02Churrasco Royal" was born, okay? Eh, I
17:04will, no need to scan the QR code, no,
17:06I'll show you later how it turned out,
17:08okay? Eh, the Instagram, anyway, okay?
17:09So, let's analyze the data, okay? For
17:11us to reach the final stretch. Let's go
17:13to the market, let's implement it.
17:14Ratings, that's the first thing we're
17:15going to look at. Packaging, top marks,
17:18open parentheses. We weren't using our
17:20standard container, okay? It wasn't
17:22what it is now, the next stores will
17:23already be receiving service, man.
17:25Delivery, fast delivery, alright.
17:26Delivery time, fast delivery, product
17:27quality, five stars. Whoa, wait a
17:28second. So he thought the cost-benefit
17:30wasn't worth it. I said, "OK, but did
17:32he like the product?" Product quality
17:3310 out of 10? Man, is this really the
17:34target audience? Let's figure it out.
17:36Maybe it's not. He liked the product,
17:37but thought it was expensive, or
17:38whatever. Anyway, right? But when we
17:39look at other reviews, look at this:
17:41good food, good packaging, just one
17:43delivery issue, it happens. Cool, great
17:44operation, highly recommend. Pulled
17:46pork was very tasty, with just the
17:47right amount of smokiness. My first
17:48order was excellent. 5 stars, 5 stars.
17:50See, all fives. OK. And I said, "Man, I
17:53got excited, there's already a chance
17:54for me to start talking about this
17:55brand, right, about expansion, putting
17:57it into a royalty model, anyway." And I
17:59wouldn't put it in if it had a one-star
18:00rating, I wouldn't. I wouldn't put you,
18:02our franchisee, at that risk, I
18:03wouldn't. It doesn't make sense, okay?
18:05Look at this, the only flaw is that it
18:06ends. Very good, great seasoning,
18:07fluffy rice, a little more beans in the
18:09combo. Could use a bit more salt, could
18:10be a little better, simply wonderful. I
18:12will order again. My first order, what
18:13wonderful food. I'm delighted. Very
18:14tasty food, seasoned meat, delivery was
18:16fast, order this and that. We shouldn't
18:17blame other services, but for me, it's
18:18not worth the price. Fair enough, man.
18:19If I take 100 reviews here and two say
18:21it's not worth the price, that's fine.
18:23They're just not the target audience we
18:24need for this product model, okay? When
18:26we look at the conversion, right in the
18:27first month or first week, first 15
18:29days, man, I said, "Wow, cool, 14%
18:31conversion, that's excellent." But more
18:32than conversion, what do I look at? I
18:34look at the menu views. Why? 261 people
18:36visited, 53 people, the average is 50
18:38to be good, okay? To be good, wow. 50%
18:40is good, okay? A cool number. Why did
18:43this number grab my attention
18:44positively? People want to see the menu
18:45. They are curious, they are looking,
18:47they are, they are wanting to see it.
18:48And our, our conversion, right? 14%can
18:51be improved, it can, but it's already
18:52good for a new product, okay? And here
18:54we have some sales info, okay? Today
18:55I’m going to open up more numbers
18:56with you here. This here is old, okay?
18:57I should even update these slides later
18:59on. Update the revenue. Average ticket
19:04R $ 60. In other words, we moved away
19:06from a lunch-box category of 25, 30, 35
19:08and we went to a R $ 60 ticket, which
19:10is exactly our target audience. If you
19:12look at the average ticket for
19:13parmegiana or Brazilian food in your
19:14city, there are people, there are
19:15lunch-box shops. You know what I’m
19:16talking about, man? R $ 44. The average
19:18is 40, 50 at most, Royal is 90, some
19:21have 100, okay? So since the product is
19:24individual, we can’t, well, we will
19:25add options for two later, etc., but
19:27it’s an individual product, right?
19:29The R $ 60 ticket is wonderful, okay?
19:31Promotions, etc. We used leverage, okay
19:33? Profitability, let’s go.
19:36Profitability. Our plate food cost is
19:38this one right here. Take a screenshot
19:40so you can see it, okay? Take a
19:41screenshot. Look at it calmly later,
19:42okay? Just so we can move on. I’m
19:44going to do a quick roundup here. Food
19:45cost on iFood, 31%for the chicken thigh
19:47. Sausage 34, Shimeji 34, cupim also
19:49has Shimeji, okay folks? For
19:50vegetarians, okay? Vegans too, okay?
19:52Brisket, combo, ribs, and so on. Bruno,
19:5642%food cost. Man, let’s think
19:59rationally, okay? There is no labor
20:00here making the product, alright? There
20:02is no labor, and that is the main point
20:04. And you receive everything ready to
20:07go. So someone has to, the factory has
20:10to earn, it has to pay its labor, it
20:12has to pay its food cost as well. So,
20:14it’s normal, okay? But once we have a
20:16model where you don’t need to hire
20:18anyone else to assemble it, to start
20:19assembling this brand, and obviously
20:21after you're bringing in 100k, 50k, you
20:23decide whether to hire or not, man,
20:24it’s wonderful. We don’t have labor
20:27costs, we have costs for oil, gas,
20:28fixed costs, anyway, right? And this is
20:30our food cost, okay? Which in my view
20:32is wonderful, it’s inherent to the
20:33business model, okay? So for you who
20:35fulfill 14 orders per shift, okay, in
20:38this business model, you will make,
20:40sorry, R $ 50,000, okay? You will
20:43generate 50,000 BRL, 14 orders per
20:44shift. I like to bring up this number
20:45because we're bringing it to reality,
20:46man. Is it possible to sell 14 more
20:48orders per shift in your city? There's
20:50already a benchmark from Royal there,
20:51you already have numbers, it's the same
20:52audience, okay? So, it may vary a bit,
20:54some detail or other, but it's the same
20:56vibe, it's very similar. Is 14 orders
20:58per shift? Does it make sense? It is,
20:59it's palpable, yes. 50,000 BRL. With
21:0150,000 BRL you get an 11%margin, okay?
21:04If you gross 50,000 at Royal, you don't
21:05, you don't even operate in the black,
21:07okay? Per model, but Royal could gross
21:09200, 300, 400, and Rast maybe not. Okay
21:11? I hope so, right? I hope I'm wrong,
21:13but everything indicates I'm not. My
21:16knowledge tells me no, right? In your
21:17city there, which might be a city with
21:19a limited number of inhabitants. Now
21:20you have, let's take the group from the
21:22BH meeting, man, the BH meeting, how
21:23many millions of inhabitants are there,
21:24right? In other cities here it's
21:26totally palpable, right? To gross more.
21:27So, at 50K you start putting five grand
21:29in your pocket, okay? Five grand in
21:31your pocket, 19 orders, 70k, you start
21:32putting another 10 grand in your pocket
21:34from your operation. And here I am
21:35considering, okay? Some rent, some
21:38electricity, 1 BRL bonus for each plate
21:39assembled, each order assembled for you
21:41, look, the team that's working, see
21:43this brand here? Give a 200 buck bonus
21:46to each one at the end of the month,
21:47150, anyway, you split it, you can do
21:48whatever you want. There is, I mean
21:49what? It's not just the food cost
21:51that's there, okay? There are some
21:52costs already involved, platform,
21:54royalty, and so on, marketing, traffic,
21:55and so forth, okay? Do you think it's
21:57great to gross 70,000, put 10 in your
21:59pocket with a 14%margin? There's no
22:01food business, okay? No food business
22:03that I know currently that will deliver
22:05that to you, okay? With such ease. Now,
22:08if you're the one producing everything,
22:09only you work there, fine. Then I won't
22:10even go into that because that's not
22:11this business model, okay? 100k revenue
22:14, 16.39%margin, considering R, fixed
22:16costs, blah, blah, blah, in short, 16k
22:18net profit. What is your take on this?
22:2116,389 in net profit per operation.
22:24Okay? So, a projection here: lunch and
22:27dinner orders, 20/20, you generate
22:2872/40 in revenue. Why did I put 40, man
22:30? Because it is totally, uh, palpable.
22:32Of course, some cities here are smaller
22:33. So, we'll see what happens, right,
22:35regarding volume. But, man, 40 orders
22:38and you get 144,000. But let me go back
22:39here, look. If I made 100k in gross
22:41revenue and had a 16.3 margin left over
22:44, man, when I hit 144,000, what do you
22:46think happens to my margin? Okay. And
22:48then you keep thinking, "Man, even if I
22:50gross 70, let's go back here, I'm
22:51putting 10 in my pocket, okay?" Man,
22:53couldn't things be a little easier? And
22:55folks, we work here to help you succeed
22:57in this model. The delivery model. The
22:59model is truly difficult. You know,
23:01when you joined, nobody said it would
23:02be easy, nobody. But with a push from
23:05us here, always thinking about these
23:06improvements, these new features,
23:08opportunities, man, it gets less
23:09difficult. I won't say it gets easy,
23:11but it gets less difficult. Do you
23:12agree with me? And all right. Shipping,
23:14okay? This is the delivery cost, okay?
23:16Average. I'm not sure if this is
23:17current or outdated, but it's something
23:18like this, okay? We'll go into more
23:19detail later. The objective is to talk
23:21about delivery too, it's covered in the
23:22spreadsheet, okay? So, uh, São Paulo,
23:24anyway, and so on. So, the numbers
23:26confirm it. When we look at investment
23:28profitability, the conclusion is clear:
23:29Churrasco Roial is a viable, lean, and
23:31profitable opportunity for the chain,
23:32okay? Uh, before I show the licensing
23:34plan and we wrap up, let me show you
23:35how the Instagram for the the stores
23:39turned out, okay? So you can see here,
23:42look. Take a look at the standard you
23:52already know, okay? Look how cool, look
23:56. Look at the results, okay? 13 weeks,
23:58meaning from the start of posting, not
23:59quite three months, two months of full
24:00operation, right? Look how cool, the
24:02dish. What do you think of the social
24:03media? Tell me, if you were a customer,
24:05how would you view this, huh? Type in
24:06the chat so I can understand your
24:07perception. Look at the video on the
24:09screen there. Look how cool that is.
24:12How do you see this opportunity? Look
24:17at the dishes here, right? The flavors,
24:18the sauce, the corn, man, the beans—
24:20I'm biased, okay? But the beans—one
24:22of the most delicious beans I've ever
24:24eaten in my life was the Texas-style
24:25beans, it has that American vibe, you
24:26know? Vandelei, I'll answer that
24:29question, okay? If Instagram will be
24:30separate from Royal—not just
24:32Instagram, but the entire contract
24:33structure, everything, Vandelei, I'll
24:35talk about that right now. Let me go
24:38back to my screen here. Licensing plan
24:41right here. Let's go, folks. I'm going
24:45to wrap up the meeting, as we have a 4
24:46o'clock meeting here, okay? So I'll
24:47explain it to you, okay? And then you
24:49can send it to us, right? To Eno there,
24:51like, "Oh, I want to close it" or "I
24:53don't." Knowing that if you say no,
24:55that's perfectly fine, no problem at
24:57all, but we will open it to other
24:58opportunities if someone in the
24:59partnership wants it, okay? So, okay.
25:03What is needed to make an operation
25:05viable, okay? You need a freezer, okay?
25:09It cannot be the same freezer as
25:10Royal's, okay? It cannot be. You know
25:12that in the franchise agreement, we
25:13cannot mix any brand with the Royal
25:14brand. So, taking the opportunity to
25:17address Vandelei's question about
25:18Instagram, the freezer, everything is
25:20separate, okay? Absolutely everything
25:22is separate. Systems, yes, we need some
25:25separate subscriptions because all the
25:28reporting, everything—it's all well
25:30organized, folks. Don't think this is
25:33some side project you're going to add
25:34to your store, no. It's a licensing
25:35agreement here, okay? So, just like
25:37everything we do well, this opportunity
25:40is no different. So, Adenilton, are you
25:42there? I'm going to ask you to talk to
25:44us now, okay? How will the licensing
25:46plan work, okay? What did we understand
25:48? Do you think all this standard
25:50communication I showed you makes a
25:52difference in your business, in your
25:54city? This positioning of someone
25:56getting on social media, getting on
25:57Google and being able to pull, right,
25:59brand positioning, not just on iFood,
26:00that makes a difference, right, content
26:02creators, uh, anyway. No, D. It's fine.
26:05I don't think it's necessary. It's fine
26:06. Thanks. Uh, do you guys think that
26:08makes a difference, team? So, what did
26:10we understand, man? We need to have a
26:12cost to pay this team, okay? We need to
26:14have a cost, we need a new, a new team
26:16here, a new team, a new staff to be
26:17able to cover this whole standard, okay
26:19? And we thought of a very affordable
26:21amount, very affordable, okay? And the
26:23royalties, already included in that
26:25profit margin I presented to you, the
26:26royalties, what did we understand?
26:28Let's work with a more affordable,
26:29fixed amount that offers the lowest
26:31possible risk for our licensee, because
26:32it is in fact a brand that is new, etc.
26:34Man, it could go really well, it might
26:35not work in your city, I'm being honest
26:37, right? But the risk is very low. And
26:40so we put a royalty of 5%, which fits
26:42into the business plan, okay? It fits
26:45in that spreadsheet, this value is
26:47already registered and cool, if you
26:49earn, we also earn. If you earn very
26:51little, we also earn very little. I
26:52think this was the fairest model that
26:54we, after a lot of study in these 7, 8
26:56months, put as a plan that we
26:57understand will be fair, like
26:58everything we do here, okay? So the
27:00amount, okay? Uh, monthly fee of $
27:021,000 fixed for you to have paid
27:03traffic, activation with content
27:05creators, uh, one-year contract, okay,
27:07for the brand, OK? One-year contract,
27:08platform management, we will manage the
27:10iFood platform for you, approved
27:11suppliers, marketing direction, blah
27:13blah blah and sales commission, man, of
27:15everything I presented, okay? No need,
27:16I won't even ask a question, man. It's
27:17super fair right there. No way it's not
27:19. If anyone thinks it isn't, man,
27:20honestly, this model isn't even for you
27:22. You're not understanding the
27:23partnership we're really building, with
27:25all due respect, but it was a way we
27:27found to make a top business, okay? And
27:29here, take note of this one-year
27:30contract, okay, team? Keep this
27:31one-year contract in mind, okay? Let me
27:32make it clear that it's on record here.
27:33I’ll even take it off my screen;
27:34it’s recorded here what I’m going
27:35to tell you, look. What is the
27:37expectation you should have for this
27:38brand? To put money in your pocket.
27:40Just that. For how long, Bruno? Look,
27:43the contract is for one year, but if
27:44Marcos’s factory goes broke in six
27:46months, that’s out of my control,
27:47Bruno. Will I open a barbecue or meat
27:49factory? No, I won't. You will, you
27:51won't. So your expectation for this
27:53business model is only one: to put
27:54money in your pocket. It's not about
27:56emotion, purpose, or offering the
27:57greatest number of people the
27:58opportunity to have happiness, dignity,
27:59and fulfillment. Forget about that.
28:00This is Royal Parma, our golden goose.
28:03This is a model so you can put money in
28:04your pocket. It's as simple as that. Is
28:06it clear that this isn't a brand we
28:08have 360-degree control over like Royal
28:10today, right? That’s why we can sell
28:125-year deals, have predictability, and
28:13contact with suppliers, okay? There,
28:15don't get your hopes up like, "Oh, look
28:16, a year from now I'll be selling
28:18200,000," and then the company closes,
28:20man. Fine, what will we do from that
28:21point on? That’s up to me, you all
28:22here, and our whole team, okay? But man
28:24, if we decide to say, "Look, it
28:25doesn't make sense anymore," then it's
28:26over, and life goes on at Royal, okay?
28:28So it is completely separate from the
28:30Royal Parma model, okay? Licensing plan
28:32, right? We have here a value of 1,000,
28:34right? Fixed, okay? Sales commission,
28:36okay? Fee, I’ll let you—you raised
28:37your hand there, is that it? Are you
28:39raising your hand? I’ll let you speak
28:40in a moment. Eh, licensing fee is
28:4120,000, okay? We have an initial setup,
28:44it's a lot of work. To start: a
28:45microwave, a freezer, initial purchase
28:47of approximately 10,000, there are
28:48payment terms, okay? Later you will
28:49receive more information, anyway, eh,
28:50we have packaging, and so on and so
28:52forth. This slide is quite well
28:53developed here. And it's by order of
28:54reservation. Let me make it very clear,
28:56I'll pass the word to Eno here who is
28:57in charge of this part, okay? Eh, here
28:58is the thing, what is order of
28:59reservation? We have 10 people here, 15
29:01, maybe 20, okay? If you pay now,
29:04you'll get your place in the deployment
29:06queue, okay? First, whoever pays first
29:09gets first priority, second gets second
29:10, and if you take too long, hey, it’s
29:12my call, which is fine, no problem at
29:14all, zero issues. And also, it’s
29:15reserved for you, alright? Everything
29:16is set. You can just say you don't want
29:17it in a week, that’s fine, but I
29:18can't hold it for a month. Now, about
29:20the deployment order, I’m making it
29:22clear that if you take too long to
29:23close and you're the last one to sign
29:25up, well, you're going to have to wait.
29:27So, I’m just making that clear, okay?
29:29Let’s go, time to "barbecue" Brazil.
29:30That’s our catchphrase to wrap things
29:32up with a flourish, okay? And anyone
29:34who's in, just raise your hand to
29:35confirm, alright? Hey guys, I’m going
29:39to need to excuse myself because I have
29:41a meeting now, okay? I think I’ve
29:43covered my entire part, right? If you
29:45want to continue with Denilton, Eno
29:47will stay in the room. He can help you
29:49guys out with questions, talk about the
29:50numbers. Oh, and remember, we should
29:52hit 70,000 in revenue by the second
29:53month of operations, okay? 70,000 in
29:55revenue. The first month was 40, 30-
29:56something, something like that, 60-
29:57something, who knows, second one is 70.
29:58We’re hitting that this month. So,
30:00it’s all yours now. I’m going to
30:02leave you all. Thank you. Thanks, team.
30:04Folks, just one important point. I’ll
30:05pass it over to Delta here, because,
30:07with the first units we started
30:09deploying, some people questioned us
30:11regarding the work done at Royal,
30:12concerning the automated posts and the
30:14automation we're adding to Instagram.
30:16So, for those interested, when you go
30:18to handle the license, you’ll see in
30:19the proposal that I included the option
30:21for the paid tools separately, for 300
30:23reais. B mentioned the agency work,
30:25which is 1,000 reais. And if you choose
30:28both of these services, you will pay
30:29the 300 reais separately. This is
30:31totally optional, because we realized
30:32it was a request from some people who
30:34came to ask us about it; since it's
30:35already included and we couldn't take
30:37on this tools course, we're providing
30:38it to you. So, I just wanted to cancel
30:40that, right? But if you have any
30:42questions, feel free to message me
30:43privately; I think everyone has my
30:44number, right? Uh, they asked for it in
30:45the chat, I also put it in the comments
30:46. Uh, I'm available if needed. If you
30:47want to open it up for questions now.
30:51Competent enough here to bring you this
30:53vision. One at a time. You can fight it
31:00out.
31:01They're fighting over there. The group
31:03is fighting.
31:07Did you understand everything? No
31:08questions at all. If there are no
31:09questions, we'll finish up.
31:11I think the group just wants to do it
31:13and get things quickly. That must be it
31:15. The vision.
31:16Let them ask. Vitor.
31:19Go ahead. Can I speak? Where are we in
31:22the queue,
31:23man? I have to pull up the list here,
31:25you know? No. Up to, up to Denilton. I
31:27think it's important to highlight
31:28Denilton. How are things with the
31:29implementations, right? Because if I'm
31:30not mistaken, there were 16 operations
31:31that purchased at the start, right? How
31:32many are already implemented? Do you
31:33have that information to share with
31:34everyone?
31:35Okay, this week, out of the whole list,
31:37we closed 10, and the other five,
31:39actually, out of those five, four are
31:41being dispatched Monday with the
31:43intention of arriving by Friday. So I
31:45believe that in the first half of this
31:47month, we'll finish opening all of them
31:49.
31:50Just one important point, which is more
31:52of the bureaucratic part, just so you
31:53understand, right? Like he said, maybe
31:54since I joined later, as I was in a
31:55meeting, there will be three contracts,
31:56okay everyone? The service agreement
31:58with Projeto, the agreement with
31:59Empreender com Delivery, which is the
32:00part for, and the agreement with
32:01Cozinha, okay? So, on our side, Projeto
32:03, we will collect your data to draw up
32:05the contract, and for the Cozinha part,
32:07Madi is directing the team there, okay?
32:09So, regarding the bureaucratic part,
32:10once payment is made, we move to the
32:11contract. For the contract, in
32:12Projeto's case, we'll open a group with
32:14you, and in that group, we'll formalize
32:16the contract, and it will proceed.
32:18Cozina will also handle the contract,
32:19and in this process, they will work
32:21with you to get it done. In parallel,
32:23our project team won't be able to build
32:25a social network or handle digital
32:27cardio, so, everything we already do
32:29regarding Ralf P, we will keep doing
32:31the same way.
32:33Hey En, how does the supply logistics
32:35part work? It's
32:38like this. The first order for everyone
32:41who signed up, as soon as I get your
32:42data, we register you in the system,
32:44and the first order is ready, just
32:45waiting for the order release to be
32:47shipped. You don't choose this first
32:50order yet. Why? Because we looked at
32:52the data of what was selling the most
32:53and decided, look, this is selling
32:54better, let's get more of this. And we
32:57put together what we call a "starter
32:59kit," which is already all set. Oh,
33:01you'll receive this starter kit.
33:02Everyone starts with this kit, and from
33:04then on, you buy according to your
33:05needs. Regarding costs, the only thing
33:08that changes is the shipping fee set by
33:10the carrier. So, for example, each city
33:13has a minimum weight requirement for
33:15transport. So, it's just scaled. After
33:18we sign the contract with them, they
33:19tell us: "Look, for this city, the
33:21price is X, for that city, the price is
33:22X." Exactly.
33:25And regarding order days and lead time,
33:27you can place an order any day of the
33:30week, but it always closes on Sunday.
33:32So, what do we recommend? I do it this
33:34way, I place my order every Sunday, I
33:35never skip a Sunday. So, on Sunday, I
33:37go in and place my order. During that
33:38week, they will ship it to me,
33:40depending on the location. Sometimes
33:41they can't ship it the same week, so
33:42they'll send it the next. But that's
33:43very rare. Most of them receive it
33:45during that same week. It's because
33:46some cities get deliveries every 15
33:47days, others get them every week. But
33:48it's not worth it, so to speak, to
33:50order every week, because you'd have to
33:52meet a minimum order every single week,
33:53which is why we end up ordering every
33:5515 days. Yeah, say,
33:56Uh, just checking in to leave a bit of
33:58information here, okay? I'm going to
34:02introduce Aden Newilton, okay? Aden
34:03Newilton will introduce himself and
34:05talk about what he's doing, but today
34:06he is the person currently responsible
34:08for the brand's expansion, okay? Of the
34:10operations, and so on. So, he's the guy
34:11, he already knows it all. And I think
34:13this is a way for all of us together to
34:15acknowledge and give this position to
34:17Adenilton because, man, 5 years ago,
34:18the one who was out there clearing the
34:20path with us to make Imperial Parma
34:22happen was him. So I think it's a form
34:24of recognition, right? Uh, and I want
34:26you all to understand that it's not me,
34:28it's not me anymore, he is the one
34:29responsible for the operation. I went
34:32there, developed, created the model and
34:34everything, the handbook, but man,
34:36Adenilton, I trust that our licensees
34:38will be in good hands and we know that.
34:41So, your contact for the brand is
34:43Adenilton. So, go ahead and introduce
34:45yourself, talk a little bit about the
34:47operation, the size of the space, and
34:48so on. It's like this, guys, taking
34:50advantage of that, when it came to us,
34:52we wondered, "Wow, how are we going to
34:53fit this into our kitchens?" since the
34:54kitchens were already planned and set
34:56up. The counter where we prepare the
34:58barbecue here is 1.20 by 70. It's a
35:00very small space. So we even joke that
35:02I think the best franchise we have in
35:04terms of space is ours. It was very
35:06well planned because you don't need
35:07that much space, and actually, you
35:09don't need a lot of space, but you do
35:10need organization. So, where the
35:12microwave will go, where your counter
35:13will be, what packaging you will use,
35:15all those parts. With everything right
35:16at hand, it becomes very easy and fast
35:18to assemble the dishes. Ah, regarding
35:20what Bruno said about the freezer, guys
35:21, this is probably the biggest
35:22investment you'll make in the unit,
35:23because for everything else, we're
35:25using what we already had in our
35:26operation. Uh, we are—when Bruno
35:27brought the challenge to me, for
35:28example, "Hey man, let's get this
35:29running, let's make it happen," I said,
35:31let's do it. When he said: "Man, now we
35:32have to pass it on to the team." I took
35:33this position, as he mentioned, to act
35:35as an intermediary so that not everyone
35:37is out there making contact with the
35:39kitchen, with things, no. In quotes, if
35:40there's any kind of challenge or
35:41anything, contact me, I'll chase it
35:42down, I already have the contacts, I've
35:43been through the challenges you'll face
35:44. I already have this experience here
35:46in the barbecue business, so for me
35:47it's very easy. All these units that
35:48have been opened, everyone has my
35:49contact, if there's any challenge,
35:50reach out to me. I thought I would be a
35:52bit overwhelmed giving support to
35:54everyone, but I reach out to them, man.
35:56"Are you guys not having any challenges
35:57, do you not need any help?" They say:
35:58"Man, we're not, because the way we
36:00explained it, the way we taught them,
36:01it's very easy to duplicate, very
36:02simple to work with." So, I believe
36:04that's exactly it. "Inside the kitchens
36:06we have the technical specs, everything
36:07right, stuck on the wall, there's no
36:09risk of saying:" Wow, it's too hard. "
36:10In 3 minutes, between 3 to 4 minutes,
36:12the dish is assembled. Much faster than
36:14what we usually have today. And the
36:16flavor is incredible. It is definitely
36:17a product for repeat business, just
36:19like it is at Royal. Someone asked here
36:20if the freezer is the large one. It is,
36:22the 570-liter one. 560, 570. That is
36:24the ideal freezer. We opted for a
36:25vertical freezer precisely so you can
36:27see everything that's inside it. The
36:29horizontal one doesn't work as well."
36:32Oh, I only have a horizontal one. "Fine
36:33, but we recommend the vertical one,
36:34one freezer is enough to start, you
36:36don't need another one. So much so that
36:37the minimum order you will receive fits
36:39inside one freezer. So you'll be able
36:41to work for at least 10, 15 days with
36:42that order, if it's booming and
36:43everything is going right, you'll want
36:44to place another order, but it will fit
36:46in that freezer. That's why Bruno said
36:47the freezer has to be just for this."
36:48Oh, I'll share it with the Royal one. "
36:50That doesn't work. That really doesn't
36:51work. Keep asking, guys. I'm uploading.
36:53As the questions come in, I'll answer
36:55them.
36:58Hey, hey.
36:59Yeah. Rice, sounds good. And our
37:01vinaigrette comes ready too. We make it
37:02in-house. What do we make in-house then
37:04? Sauce, beans, things like that.
37:06Nice, nice. Let's go. Uh, the only
37:07things we make for the barbecue
37:09operation will be the rice, using the
37:10same rice base, and the vinaigrette.
37:11Everything else comes from them; the
37:13beans, the vegetables, the meats, it
37:14all comes from them. Ah, the team that
37:16already bought it this week is already
37:18receiving both the photos and the
37:19custom bags, okay? So, that’s already
37:20going to be a differentiator. I already
37:21ordered mine, mine is on the way. Our
37:23custom kraft bags arrive tomorrow. So,
37:25man, uh, as soon as you provide the
37:26contact info, I'll forward it to you,
37:28and you'll be able to make the purchase
37:29. We will have a calendar of the
37:31estimated arrival dates for the product
37:32for each city as they join the list. So
37:35, for example, look, I signed the
37:36contract here, the folks at Cina will
37:37verify it, put it on the list, and when
37:38they add it, they include an estimated
37:40arrival date, which is the deadline for
37:41it to reach your city. And we’ll work
37:43based on that deadline. When Bruno
37:44brought that up, or rather, En asked,"
37:45Hey, how's the implementation going? ""
37:47Man, we managed to beat much of the
37:49calendar dates. "The last unit was
37:51supposed to open on 10/2, and it will
37:53probably open by the 15th of this month
37:55at the latest. Anyone? Feel free to ask
37:57. Great. Uh, building on that, D, are
38:00we receiving things portioned? I assume
38:03the protein is portioned, right? But do
38:05the other products come portioned, or
38:06in bulk institutional packaging to be
38:08portioned here? Uh, we receive them
38:10frozen. Is the water bath a special
38:12type? Do we need to buy equipment?
38:14Basically, those kinds of details.
38:15Got it. You will receive everything
38:17frozen and portioned. Nothing will come
38:19in a way that requires you to transfer
38:20it to a container to use it. No,
38:21it’ll all be portioned, everything is
38:22individual. Just like Bruno said, if
38:23the person wants more, they’ll have
38:24to order more. If they want beans, the
38:25beans are just that specific amount. Oh
38:26, I want two portions of beans. Alright
38:27, you're going to send two, but the
38:28quantity will always be the same. Uh,
38:29when you mentioned the water bath, that
38:31was a detail we brought up back then.
38:32We only work with microwaves, believe
38:34it or not, only microwaves. A water
38:36bath will be very useful to you once
38:38you're billing a lot. We've already hit
38:4050, we're hitting 70 now, and we still
38:42use microwaves. With two microwaves,
38:43just so you have an idea, people
38:44started with one microwave, like I said
38:45, man, if you have one microwave, just
38:47start with one, it’ll work out fine.
38:48As demand increases, go ahead and buy
38:49another microwave. I only have two
38:50microwaves and we're managing to handle
38:5270k. I even have another microwave here
38:53that's in reserve, which I already had
38:55and used to work with in the past. It's
38:56inside a box. If the need arises, I'll
38:58add the third microwave. We'll work,
38:59quote-unquote, at the bottleneck with
39:01microwaves until there's a real need
39:02for a water bath, like saying," Man, at
39:0370,000 it's too tight, we need a water
39:05bath, "okay, then we'll go after the
39:06water bath, but even at 70 now, two
39:07microwaves handled it, I haven't even
39:09added the third one yet.
39:10Nice. And the protein from the freezer
39:12with the microwave or refrigerated, it
39:14will arrive to you frozen, and you'll
39:16keep it frozen. So we take, well, in
39:18the beginning we took one pack of each
39:19protein and left it in the fridge to
39:21thaw. And then as orders came in, we
39:23would use them. Today I take two packs
39:24of each item. So, there are 20 in each,
39:26there are 10 in each pack. So today I
39:27take 20 of each unit to keep
39:29refrigerated. It really just depends on
39:31usage.
39:31Nice. Thanks.
39:33Let's go, folks. Take advantage. Is
39:36Andrei still there? I don't think so.
39:39I'm here.
39:40I'm here.
39:40Tell us, Andrei, what difficulties have
39:41you had? Take this chance.
39:43Look, there's zero difficulty. I'm
39:45taking them out and leaving the
39:46individual packs in the fridge. It just
39:48flows, it becomes a habit. In 5 minutes
39:50you get the hang of it. It's very
39:53smooth. Wow.
39:54How much have you sold so far, buddy?
39:56Ah, right now I'd say I've sold about
39:5850 this week, and last week...
40:0050, moving along slowly.
40:03Here in the beginning, in...Here at the
40:06beginning without Instagram, without
40:07social media, just like Bruno said
40:08about us opening, we were selling one
40:10or two orders per shift. Today, there
40:11are Sundays where we're selling 28, 30
40:13orders. So, like, you start selling
40:15very gradually indeed. Just like I told
40:17the guys, man, you want to start
40:18selling? Start on a Monday or Tuesday,
40:19don't start on the weekend, because it
40:21gets too hectic, but when you open
40:22during the week, you'll see that growth
40:24happens little by little and you'll be
40:25able to work with dishes faster and
40:27faster.
40:28Yeah, the more people get to know you,
40:30right, it multiplies, soon referrals
40:31start, ads start running, you start
40:33promoting and things just happen.
40:34Tamara asked about the number of people
40:36, right?
40:37That was it.
40:38Hey D, clear up a doubt for me. After
40:40we take it out of the freezer, how long
40:42does it stay refrigerated? For how long
40:44? Is there an expiration time for how
40:45long it can stay in the fridge? Alright
40:46? In the fridge, just so you understand
40:48, the product is frozen and it's
40:50individually vacuum-sealed. So this
40:52vacuum, its shelf life is very long.
40:54And the guys told us, you can leave it
40:55in the fridge for up to 20 days easily,
40:57but honestly, there's no time for that.
40:58Like I said, before we would take out
40:59one pack a day, today I take out two
41:00packs a day. So its durability in the
41:02fridge is quite long, there's no need
41:04to say," Wow, I'm afraid it'll go bad,
41:05let me take out less, "feel free. Even
41:07if you need to use it frozen, you can
41:09definitely use it, okay? Oh, I ran out
41:11here, I don't know, I sold a lot of
41:12ribs and now my ribs that were
41:13refrigerated are gone. I need to go and
41:15get a frozen one, it can be served the
41:16same way. The difference is that the
41:17time in the microwave will increase a
41:18little bit.
41:21Alright? Thank you, okay?
41:23You're welcome. Tamara asked here about
41:24whether I needed to hire people. Just
41:26so you understand, the amount I was
41:27billing at Imperial, I was already
41:28working at a bottleneck. I did hire one
41:30person for each shift, but that was
41:32after the barbecue came, but after the
41:34risotto came, so we already saw that
41:36our growth was increasing day after day
41:39, month after month. Then we said," No,
41:40now there's really a need to hire
41:41someone. "However, I didn't hire
41:43because of the barbecue. It was
41:44actually a consequence of our revenue
41:45growth here at the unit.
41:53Yes, today the orders will come out of
41:54the same printer. The proteins, they
41:59all have 20, uh, 120g of protein. All
42:01the little bags have 120g.
42:03Hey Denil, uh, it's Verlei from
42:04Ribeirão Preto,
42:06let me ask you something. There's
42:08something here, uh, that I even ordered
42:09yesterday and I believe it comes from
42:11this kitchen; there must be a
42:12franchisee of that chain there that is
42:13ours, I think it has a name there,
42:15churrada, it has a different name, but
42:16even the logo is similar. Do you think
42:18I would have any problems with the
42:19implementation or not?
42:24Your microphone is muted, you know?
42:27Oh, sorry, when I went to read the
42:28things there, uh, there's no difficulty
42:30at all, man, because, like Bruno was
42:31saying, he created this brand, so it's
42:33different. Ah, I don't know if it's the
42:34same supplier, okay? But even if it is,
42:36man, you're going to, uh, the packaging
42:37will be different, the way you'll be
42:39delivering will be different, regarding
42:40the vinaigrette it's our own recipe. Uh
42:42, the grammage there for us is also all
42:44our own. This person's is probably
42:46different. There isn't a standard that
42:47the kitchen, for example, might be
42:48delivering to them, you know? That one,
42:49the kitchen is doing all this grammage
42:51directly for us.
42:52Yeah, their dish is 400g. And one thing
42:54I noticed, your corn seems to come on
42:56the cob. Theirs doesn't, their corn is
42:58already granulated, let's say, loose,
43:00like at the beach. Uh-huh. And ours
43:02comes on the cob. If the person buys
43:04one unit, they have the option there to
43:05buy one, two, three, regardless of the
43:06quantity they buy. If it's one unit, we
43:08put it inside the poke bowl, very nice.
43:10If they buy a larger quantity, we send
43:11it in the D6 container, which is the
43:12same one we already use for rice today.
43:15No, perfect, answered. Did anyone else
43:23ask anything there yet? Because every
43:24time I leave to see it here, it mutes,
43:25mine goes silent.
43:26I don't think so. Well, if there are no
43:28more questions, we can finish here. Any
43:29questions you might have regarding the
43:30operation, right? You have ADNIL's
43:31contact, you can send it to him
43:32regarding...I already received it here,
43:34right? I’ve already seen some payment
43:35receipts on my WhatsApp, so we will
43:36prioritize those who paid first. I will
43:37reach out, provide guidance, and walk
43:39you through the next steps, okay? And
43:40we’ll handle this internally to give
43:42you the proper direction, all right?
43:44Someone asked about the packaging, it
43:45is only round, and it does not have any
43:46dividers. You can check out our
43:50Instagram, folks; there’s even a
43:52short video and photos there for you to
43:53see. And it’s all real. So, just so
43:55you know, we aren’t using AI to
43:56create them. We might use it to improve
43:58them, but not to create them. Rest easy
44:00. I’d also like to mention that our
44:01internal team will be producing content
44:02. So, just like we have a content
44:03library today for the loyalty program,
44:05the barbecue one will be no different.
44:06So, this will contribute quite a bit,
44:07right? Also, regarding influencer
44:09partnerships, right? We will promote
44:10that to you as well in some way, right?
44:11So that you can carry them out locally.
44:13So, just like there is a very
44:14collaborative work in producing
44:15material across the entire network,
44:16this won't be any different. We will
44:18follow the same methodology for this.
44:19So anyone who has questions regarding
44:22the contract, the business side, or
44:24operations, just let us know. When we
44:28finish, whoever wants to ask any
44:29questions or discuss anything, go for
44:30it.
44:30Folks, thank you all for being here.
44:31Let’s keep in touch. Have an
44:32excellent week, everyone. We’re
44:33already halfway through the week, right
44:34? It’s almost here.

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