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Why Flame-Grilled Chicken Franchise Galito’s Opened Up Shop Right Next To The Competition

How Louis Germishuys turned a simple idea into an international business with an annual turnover of R700 million by going head-to-head with the big boys. Here are five growth lessons from Galito’s.

GG van Rooyen

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Vital Stats

  • Player: Louis Germishuys
  • Position: Founder and CEO
  • Company: Galito’s
  • About: Galito’s is a South African flame-grilled chicken franchise that has opened more than 60 international stores over the last three years. Countries include the DRC, Mozambique, Malaysia, Pakistan, Mauritius, India, Sri Lanka, the UAE and Canada.
  • Turnover: R700 million
  • Visit: www.galitos.com

A few years after leaving school, Nelspruit native Louis Germishuys, founder and current CEO of Galito’s, was working as a load master for a South African airline (a load master oversees the loading and unloading of cargo, and is responsible for calculating the correct placement of a load on an airplane). He was living in Rosettenville and would often buy flame-grilled chicken from a local takeaway called Chickenland.

Related: With Only A $1 000 Loan Legendary Subway Founder Fred DeLuca Began A Business Empire

One day, Germishuys noticed that the chicken restaurant had changed its name — it was now called Nando’s Chickenland. And pretty soon, Nando’s outlets were popping up everywhere. 

1. Learn the ropes

“I immediately knew that I wanted to own a Nando’s franchise,” says Germishuys. “But I was encouraged to work at the company first. It meant that by the time I opened my own Nando’s in my home town of Nelspruit, I didn’t only understand the fast-food industry, but the business side of things as well.”

Things went well with Germishuys’s first store, and after a short while, he opened a second. Then the rug was pulled out from under him.

“Nando’s decided to go public, and therefore wanted to buy stores back from franchisees. I was offered the chance to work for Nando’s directly again, but it wasn’t for me. I wanted to own and operate my own thing.”

2. Embrace the competition

Germishuys’s association with Nando’s was coming to an end, but he had fallen in love with the flame-grilled chicken business, and he had some carefully developed ideas around what he’d do differently with his own brand. Freed from the limitations franchisees face, Germishuys opened his first Galito’s in Nelspruit — by design, right next to the Nando’s he had once owned.

“People said I was crazy,” recalls Germishuys. “They said I would be out of business in six months. How could I try to compete so directly with an established player?”

But there was method to Germishuys’s madness. He realised that hiding from the competition was not necessarily a good thing. Facing competitors head-on actually brought with it certain advantages.

“I knew that I didn’t have the marketing budget of many of the established fast food brands. But I could benefit from their marketing spend by positioning myself close to them. They would bring in the crowds – I just needed to be able to coax consumers my way once they got there.”

In 2008, OgilvyAction did a study on 14 000 consumers across 24 countries. They discovered what Germishuys already knew in his gut — that many buying decisions are made in the final moments before choosing a brand, product, or in this case, meal. It’s known as the last mile of marketing. The study found that 39% of shoppers decide brand choice instore, and that the decision is most frequently triggered by a product demo. Germishuys triggered this buyer psyche by targeting the senses of his potential customers.

“In the early days, I would actually put the grill outside and let the smell of the marinade lure people over,” says Germishuys. It was a smart, innovative way for an entrepreneur with a great product but smaller resources to compete with bigger players who had more extensive marketing budgets.

Related: Make Krispy Kreme Happen

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3. Know your customer

The kind of bold approach that Germishuys employs with his competition requires something very specific: An excellent product.

“You need to know that your product is excellent — that it can compete with anything the competition has to offer. That’s why I never considered moving into a different industry. I knew that this was an area in which I could deliver an exceptional product. It’s important: You can’t compete effectively against strong and established competitors if you don’t have a good product. While you’re still building the strength of a brand and name recognition, you need to have that advantage.”

A lot of this comes down to knowing the customer and providing a predictable and satisfying experience.

“You need to know, and listen to your customer. You need to give them what they ask for. This can be tricky when it comes to fast food franchising, since you need to make sure that your offering remains consistent, regardless of the specific store. We manage this by making sure that our core offering — our chicken — is consistent, and then playing around with side dishes that a specific market might want,” says Germishuys.

4. Ensure consistency

How does one ensure consistency when operating in so many countries?

“You need to keep a close eye on the supply chain,” says Germishuys. “Our product is good because we use top-quality chicken, and because our marinade is made from all natural ingredients. This has to be the same everywhere in the world, so we approve all suppliers at a head office level. You can’t allow anyone to try and cut corners.

“At the same time, you need to be sensitive to the fact that franchisees can feel pressure, thanks to price hikes and inflation, so you need to help them buy better — to cut out the middleman, if possible — and to be aggressive with shrinkage. As an organisation, you also need to be willing to forfeit a bit of profit in order to ensure quality.”

5. Grow organically

Galito’s has expanded quickly over the last few years. In fact, the last three years have seen it expand into the DRC, Mozambique, Malaysia, Pakistan, Mauritius, India, Sri Lanka and the UAE. Importantly, though, it has not had a rigid expansion strategy as it has moved into foreign markets.

“What works in one scenario does not necessarily work in another. In Africa for instance, we have entered into a joint venture, while in others, we have granted master licences. It really depends on the specific situation.

“What is certain, however, is that you need local partners when going into foreign markets. You need someone who can help you understand local tastes and customs. Franchising requires a careful balancing act. You want to keep your product consistent, but still be mindful of local expectations,” says Germishuys.

Related: Starbucks Brings Baking To (Some Of) Its Stores

Key learnings

  • Embrace competition. You can benefit from strong opposition.
  • Know your customer and trust your product. Do you have a world-class experience?
  • It’s easy to sacrifice quality and consistency when scaling. How can you combat this?
  • Explore all growth options and opportunities. Don’t be too inflexible in your expansion planning. What avenues are available?

GG van Rooyen is the deputy editor for Entrepreneur Magazine South Africa. Follow him on Twitter.

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25 Of The Most Successful Business Ideas In South Africa

Find out who’s making waves in numerous industries and how they managed to differentiate themselves in local and international industries.

Nicole Crampton

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“Disruption is all about risk-taking, trusting your intuition, and rejecting the way things are supposed to be. Disruption goes way beyond advertising, it forces you to think about where you want your brand to go and how to get there,” says Richard Branson.

South Africa has its fair share of innovative and disruptive businesses taking both local and international industries by storm. From cutting edge space technology to reimagined logistics, and innovative business models, here are 25 of the most successful business ideas in South Africa:

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Colin Timmis Says ‘Position Yourself For Success By Starting With The Numbers’

People pay first who they feel pressure from, so people will pay you when they feel pressure from you.

CEOwise

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Entrepreneur Colin Timmis founded South Africa’s first cloud accounting practice in 2011, Real Time Accounting. Then, a few years after being appointed as South Africa’s first Xero partner Colin became Xero Country Manager South Africa. Xero is the emerging global leader of online accounting software that connects small businesses to their advisors and other services.

Related: Pat Pillai On How He’s Helped Over 5000 Entrepreneurs Using 3 Key Steps

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Two 20 Year Olds Reshape Entrepreneur Landscape With New Social Investment Platform

The Merge vision is to become the ‘go to’, digital meeting place for entrepreneurs and investors, and to truly make a difference in the world.

Merge Connect

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Vital Stats

It’s no secret that finding the right investor for your venture is a challenge that most entrepreneurs face. The current process of finding investment is one that is outdated, and limits entrepreneurs due to a lack of time, and network that is needed to find the right investor. But, this doesn’t have to be the case in today’s digital society, says Zander Matthee and Brandon Bate, co-founders of Merge.

“By making the Internet the middleman, we are able to connect with each other much simpler and faster than before” was Zander’s response. “We have taken advantage of this, and have created a digital meeting place for entrepreneurs and investors” added Brandon.

Merge is a social platform that connects entrepreneurs and investors. It aims to simplify, refine and accelerate the process of finding investment for entrepreneurs, and the process of finding investment opportunities for investors. From idea to developed, the platform allows entrepreneurs to present a brief outline of their venture to a network of all investor types. While doing this, entrepreneurs are able to browse through, and connect with investor profiles that suit their requirements.

Related: 8 Codes Of Success That Helped Priven Reddy of Kagiso Interactive Media Achieve A Networth Of Over R4 Billion

From Private Investors to Venture Capital, and everything in between, Merge allows all investor types to join. Investors have the opportunity to personalise their feed to suit their investment preferences, and will be able to connect with innovative businesses – that are looking for investment – at their fingertips. Only once there is a mutual interest in each other, are users able to enter a secure private chat where they can discuss further and share documents under the protection of a digital NDA.

The two boys became good friends during their time in high school at St Stithians Boys College. However, it was only in their last year, 2016, that they decided to pursue their dreams and create the platform. They didn’t know how to code, so rather ironically, they needed some form of investment to get the platform off the ground.

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“We knew we had a mountain to climb, but we believed in our vision and that we were really trying to make a difference, and if we could get others to see that, they would be onboard.” said Zander.

Related: Lessons From The Rich And Famous: Manage Your Money Like Oprah To Avoid Going Into Debt Like Nicholas Cage

Chris Peters is one of these individuals that bought into their vision, and became Merge’s first investor. As a successful entrepreneur and part time investor , Chris saw how much value the platform could bring to all entrepreneurs and investors alike. His marketing and strategic background gave him insight into how Merge could play a vital role in a lucrative space, Brand involvement.

“Entrepreneurship and SME development are two key factors that drive economic growth in developing countries like South Africa. That is why brands are currently getting involved, and looking to support entrepreneurs through various means. We have built a platform that allows these brands to successfully market, and execute on the programmes they have created to assist entrepreneurs.” said Chris

Merge was created to assist all entrepreneurs and investors in finding exactly what they are looking for, regardless of age, race, sex, financial position or social status. That is why anybody can sign-up as an entrepreneur. As long as you are determined and willing to work for your dreams. For too long has the investor space been seen as an “elite club for the select few”, and Merge is here to change that. Whether you’ve gotten your bonus at the end of the year and looking for new investment opportunities, or are an active investor, you can sign-up. Whether you’re currently working, or a retired industry leader, you can join as a mentor.

Their vision is to become the ‘go to’, digital meeting place for entrepreneurs and investors, and to truly make a difference in the world.

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