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Franchisee acquisition through turnover modelling

The Challenge

The BURGER KING® team in UK were searching for a consultative partner to support them in their ambitious growth plans in the market. As a 100% franchised business within the UK market, the need to have an accurate and independent forecast of performance for new locations was fundamental to selling opportunities to new and existing franchisees.

Furthermore the competitive nature of acquiring individual and existing portfolios of sites against other quick service restaurant operators required a partner who could move quickly and supply a solution that was simple to use, transparent and accurate.

The Solution

CACI carried out a strategic review of the BURGER KING® estate and its performance. This involved segmenting the existing estate into its different trading formats. Market research profiled by Acorn, CACI’s market leading geo-demographic segmentation, was used to determine the BURGER KING® customer.
CACI then built three separate models based on the segmented trading formats. For retail, CACI’s unique Retail Footprint was used to determine catchments, with drive thru formats using a business rule led drive thru model.
Once the catchment models were completed CACI built turnover forecasting models using regression modelling and other statistical techniques, delivered within InSite Spatial Modeller software and supported by CACI’s market knowledge, experience and expertise.

The Results

The CACI solution enables the BURGER KING® team to run accurate market scenarios of restaurant openings and competitor impacts. These accurate turnover forecasts support the BURGER KING® franchisee acquisition program. CACI’s models were used extensively to analyse the potential and viability of converting existing restaurants, resulting in its acquisition and the addition of 20 new restaurants to the Burger King portfolio.

Further information

If you want to hear more about how CACI's Leisure expertise can help you with your retail strategy, get in contact now +44 (0)20 7602 6000

“With the success of the recent restaurant chain acquisition the return on investment on the CACI solution speaks for itself. CACI’s leisure consultants have been there for us throughout the process and are a pleasure to deal with and really know their stuff. We’re happy to have them as partners.”

Strahan Wilson
Finance and Business Development Director
UK Headquarters

Kensington Village
Avonmore Road
W14 8TS View Kensington office map


Franchisee acquisition through turnover modelling