Abstract
In 2006, Ruth’s Chris Steak House was fresh off a sizzling initial public offering (IPO). Dan Hannah, Vice President for Business Development since June 2004, was responsible for development of a new business strategy focused on continued growth of franchise- and company-operated restaurants. He also oversaw franchisee relations. Now a public company, Ruth’s Chris had to meet Wall Street’s expectations for revenue growth. Current restaurants were seeing consistent incremental revenue growth, but new ones were critical and Dan knew that the international opportunities offered a tremendous upside.
Well, I was so lucky that I fell into something that I really, really love.
And I think that if you ever go into business, you better find something
you really love, because you spend so many hours with it … it almost becomes your life.
Ruth Fertel, 1927–2002 Founder of Ruth’s Chris Steak House
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Notes
The focus of this case is on market entry rather than franchising, but there are several excellent sources for additional information on franchising as a mode of entry including Ilan Alon (2005), Service Franchising: A Global Perspective. New York: Springer.
A useful related article is: Ilan Alon (2006), “Evaluating the Market Size for Service Franchising in Emerging Markets,” International Journal of Emerging Markets, 9–20.
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© 2010 Ilan Alon
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Alon, I., Kupetz, A. (2010). Ruth’s Chris Franchises Expand Internationally. In: Franchising Globally. Palgrave Macmillan, London. https://doi.org/10.1057/9780230289857_10
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DOI: https://doi.org/10.1057/9780230289857_10
Publisher Name: Palgrave Macmillan, London
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