In the April edition of Catermind, Preet Saini—co-founder of Catering Rewards and operator of McAlister’s Deli—delivered an insightful session on demand generation for catering. With a mix of tactical advice and industry wisdom, the session centered on how restaurants can drive new orders while nurturing lasting customer loyalty.
🥡 Why Catering—and Why Now?
With inflation hitting everyday diners, businesses continue to invest in food for work—especially for culture-building or client engagement. Preet noted that companies like Chipotle are now investing more in catering, seeing untapped growth potential in the channel.
🎯 What Matters to Catering Customers?
Operators often overlook the basics. Preet broke it down into four critical elements:
- ✅ Food quality and quantity
- 🕒 Punctual delivery (not too early, not too late)
- 📞 Consistent communication
- 🍱 Professional presentation
These elements determine repeat business—and feedback on marketplaces.
💰 Incentives That Drive Action
While discounts have their place, Preet emphasized that catering customers value cashback or gift card rewards far more than traditional offers. Think: Amazon gift cards that pay for a vacation. Tailored incentives outperform one-size-fits-all programs.
🧠 Demand Generation Tactics: The Four Channels
- Inbound (SEO, Google Ads, LinkedIn Posts)
- Outbound (LinkedIn Sales Navigator, cold email/calls, door-to-door)
- Paid Ads & Marketplaces
- Database Reactivation (CRM-driven outreach to past customers)
Preet urged operators to stop relying on the “hope and pray” strategy and start actively owning their pipelines.
🧮 What’s the ROI?
Running consistent Google Ads campaigns with the right keywords and hooks (like cashback) can yield powerful results—surpassing even major platforms like EZ Cater. LinkedIn posts, especially with photos and testimonials, boost brand credibility and awareness.
🤝 Retention vs. Acquisition
The final takeaway: retention wins. While acquiring customers has doubled in cost, a mere 5% increase in retention can boost profitability by up to 75%.
💬 Want to watch the full session and continue the conversation?
The full session is now available here.