Fortune | FORTUNE 07月24日 17:14
How Olive Garden is able to afford giving away unlimited breadsticks
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Olive Garden备受欢迎的无限畅吃面包棒,最初的推出是为了打发顾客在等待餐点时的时光。自1982年第一家餐厅开业以来,由于初期生意火爆但出餐速度较慢,餐厅便开始免费为顾客续添面包棒,这一举措有效提升了顾客满意度,并帮助厨房缓解了压力。随后,餐厅进一步推出了免费的汤和沙拉,形成了“永无止境的第一道菜”体验。尽管曾因面包棒数量和质量问题受到投资者批评,但无限面包棒已成为Olive Garden品牌标识性的一部分,持续吸引顾客,并为母公司Darden Restaurants贡献了可观的营收和利润。

🍽️ **起源于应对客流高峰与出餐延迟**:Olive Garden的无限面包棒策略始于1982年餐厅开业初期,当时由于生意异常火爆,厨房出餐速度跟不上,为安抚等待的顾客,餐厅开始免费提供无限续加的面包棒,这一举措意外地提升了顾客满意度,并为厨房争取了宝贵时间。

🍲 **“永无止境的第一道菜”的诞生**:在无限面包棒获得成功后,Olive Garden进一步推出了凭成人主菜赠送无限量汤和沙拉的服务,正式形成了“永无止境的第一道菜”这一独特的品牌体验,成为吸引顾客的重要因素。

📈 **品牌忠诚度与盈利贡献**:尽管曾面临关于面包棒数量和质量的争议,无限面包棒已深入Olive Garden的品牌DNA,成为顾客持续光顾的重要原因之一,并有力地支撑了Olive Garden成为母公司Darden Restaurants最赚钱的品牌之一,贡献了显著的销售额和利润。

💖 **情感连接与价值体现**:无限面包棒不仅仅是食物,更被视为一种让顾客感到被重视、被关怀的体验,这种情感上的满足感是Olive Garden能够与顾客建立长期连接、保持高顾客忠诚度的关键所在。

Olive Garden’s unlimited breadsticks are beloved by its loyal customers more than any other menu item, but few know the treasured appetizer was originally adopted to keep them busy.

The breadsticks have been a staple of Olive Garden’s Italian-style fare since 1982, when the first restaurant was opened on International Drive in Orlando. An immediate success, the restaurant enjoyed a far better crowd than expected on that first day, but food took longer than expected to leave the kitchen, an Olive Garden spokesperson told Fortune.

On the restaurant’s second day, it was just as busy, and the restaurant team made a decision that would later become a staple of the brand: to give the customers refills on breadsticks, for no extra cost, while they waited for their meals to arrive. While alarm bells rang and kitchen staff struggled to make enough sauce, customers munching on free breadsticks were satisfied.

“It made guests really happy, but it also helped the kitchen catch up since servers could get them themselves,” Jaime Bunker, Olive Garden’s senior vice president of marketing, told CNN.

Soon after, the company added soup and salad for customers purchasing an adult entrée to enjoy in the restaurant.

“Olive Garden’s Never-Ending First Course was born,” the spokesperson said.

The first Olive Garden opened in 1982 in Orlando.

Courtesy of Olive Garden

While the breadsticks have always been popular with customers, the way Olive Garden managed them wasn’t always a hit with investors. In 2014, hedge fund Starboard Value released a 300-page presentation criticizing Darden and Olive Garden. In the document, the investor said servers were bringing out too many breadsticks at once and claimed the breadsticks had declined in quality so much as to be compared to hot dog buns. After a proxy battle, Starboard replaced Darden’s board of directors and made significant changes to the company’s restaurants including Olive Garden, but kept the unlimited breadsticks as a staple.

More than 40 years later, the company’s bottomless breadsticks go hand-in-hand with the brand’s identity and are a big part of why customers have made Olive Garden one of Darden Restaurants’ most profitable brands, said Fordham University adjunct professor of Hospitality Marketing Stacy Ross Cohen. 

Olive Garden accounted for $5.21 billion in sales in fiscal 2025, making up about 43% of Darden Restaurants’ revenue for the year, and 47% of its total segment profit over the same period. Of all the company’s brands, which also include Ruth’s Chris Steakhouse and LongHorn Steakhouse, Olive Garden has the most non-franchise locations at 935. 

Customers have come to expect the breadsticks and keep coming back in part just for the experience, Ross Cohen told Fortune

“The breadsticks are something that make people feel recognized. They make them feel important. They feel cared for,” said Ross Cohen, who is also CEO of marketing agency Co-Communications.

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Olive Garden 无限面包棒 餐饮策略 品牌营销 顾客体验
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