Interview with Tiago Carneiro of Novo Brazil about expanding your business model, selling packaged goods, and having big ambitions.
Alternative Revenue Streams - One of the most important things to consider for your business is alternative revenue streams. It’s also one of the hardest to achieve. By boxing their products for sale, and developing partnerships with retailers, Novo Brazil is able to expand outside the walls of their physical locations. Bring your brand to your customers, wherever they are.
Making The Best Sports Bar Possible - Novo Brazil’s Tiago Carneiro has big ambitions. He wants his restaurant locations to be a destination for customers — giving them the feeling of being in a stadium setting, but with better food and drinks. The entire experience matters (not to mention the size of the screens), not just the food and drinks.
Growth Happens Over Time - Novo Brazil does things big, whether it’s the square-footage of their dining rooms, or the unique flavors of their NOVA Kombucha. However, Tiago Carneiro knows that strategically planned growth is important to having a sustaining business. It takes a Planner Persona to have the long-term vision needed to expand a business smartly over time.
Alternative Revenue Streams - One of the most important things to consider for your business is alternative revenue streams. It’s also one of the hardest to achieve. By boxing their products for sale, and developing partnerships with retailers, Novo Brazil is able to expand outside the walls of their physical locations. Bring your brand to your customers, wherever they are.
Making The Best Sports Bar Possible - Novo Brazil’s Tiago Carneiro has big ambitions. He wants his restaurant locations to be a destination for customers — giving them the feeling of being in a stadium setting, but with better food and drinks. The entire experience matters (not to mention the size of the screens), not just the food and drinks.
Growth Happens Over Time - Novo Brazil does things big, whether it’s the square-footage of their dining rooms, or the unique flavors of their NOVA Kombucha. However, Tiago Carneiro knows that strategically planned growth is important to having a sustaining business. It takes a Planner Persona to have the long-term vision needed to expand a business smartly over time.
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NewsTranscript
00:00 Welcome to Restaurant Influencers presented by Entrepreneur. I am your host
00:04 Sean Walcheff. This is a Cali BBQ Media production. I am so excited for today's
00:11 episode. We're so grateful to have you guys here. In life, in the restaurant
00:16 business, and in the new creator economy, we learn through lessons and stories.
00:20 We're so thankful to Toast, our primary technology partner, not only at our
00:24 restaurants, but also at Nobo Kombucha. We are grateful for the opportunity to
00:30 share the best storytellers on earth, the best people in hospitality, and today I
00:35 have none other than the founder, Thiago Caneiro. Welcome. Thanks a lot, Sean.
00:41 Did I butcher your name? Do it again. Thiago Caneiro. Again. Thiago Caneiro. Again.
00:48 Thiago Caneiro. I love it. Thiago Caneiro. In Portuguese, Carneiro. Carneiro.
00:55 But it's really hard to say. With my Bulgarian accent? Welcome to the show.
01:02 Thanks a lot, Sean. So we believe in storytelling. That's why we believe in
01:08 this show. We're so grateful that we have an audience from all over the world,
01:11 hospitality professionals, storytellers, and I would love for you to start with a
01:15 story. So tell me where in the world is your favorite stadium, stage, or venue?
01:21 That's one. This one is easy. Easy. It's Snapdragon in San Diego. Ah, look at that.
01:27 It's the first Snapdragon. I love it. So we're gonna go to Snapdragon. We're gonna
01:31 talk to the team at Snapdragon. We're gonna talk to Entrepreneur, to Toast, some
01:35 other brand partners, but what we're gonna do is we're gonna activate and
01:39 we're gonna have people that listen to this show, people that we like to say are
01:42 playing the game within the game, that level up, that really want to improve
01:46 their business. We're gonna put on an event, TEDx style, but I'm gonna put you
01:50 on the center pitch. So Thiago, tell me, where did this story come from? Bring me
01:57 in. All right. So let's start from the beginning, all right? As you can listen by
02:04 my accent, I'm from Brazil, okay? I was born and raised inside of
02:11 restaurants, okay? So I worked my whole life in restaurants, basically. It's the
02:17 only job that I had in my life. We used to have a fast food company and casual
02:24 dining in Brazil that my family started, my father. So since I'm 14 years old, I'm
02:30 already inside of a restaurant. And then, as the restaurant expand, we always had
02:37 the idea of how can we do the best quality meal. In that time, we started
02:44 doing our own bread, then we start doing our own recipe of hamburgers, then we
02:49 start doing our own sodas. Like, that was crazy for a time like that, already in
02:56 the 90s. And then we start doing our own beer. So my whole life, I grew up in this
03:03 environment that kind of everything is possible, all right? And it's kind of, you
03:10 try it and then you go back, you fix it, and you try it again. And as the
03:14 restaurants expanded, that was my vacation. My father, in Brazil, we
03:21 have basically a one big vacation of two months, all right? That's in the month of
03:26 December and January. My father always used to let me take only one month. One
03:32 month I need to stay working and then one month I could enjoy. So that's,
03:37 basically, my whole life I love work, I love what I do. So we started in
03:43 Brazil and then my dad sold the chain of restaurants and we were with that
03:49 industry of beverage and then we said, "Oh, what I'm gonna do now?" At that time, I was
03:54 already studying food engineering, that when I graduated in Brazil. I had to learn
04:00 all the process and how to improve the quality of the food or the beverage.
04:08 And we jumped into, big time, into the world of beverage. We became the most
04:13 successful microbrewery in Brazil. My dream was, how can we learn in the best
04:22 place of the world and apply back in Brazil? So that was when all the dream of
04:27 coming to the US to San Diego, at that time, had like more than 100 microbreweries.
04:32 And basically, here we are. Wow. So when did you move to San Diego? So we started
04:40 Novo Brasil in the end of 2014 and it's really funny because once we're starting
04:46 here, we sold our company to Anheuser-Busch in Brazil. Wow. That's amazing. To get Anheuser-Busch
04:53 to purchase any company, you had to have been doing something very unique and different.
04:58 Really unique. We were the most awarded microbrewery in South America at that time.
05:03 And then I stayed with a partner of Anheuser-Busch for a while until I
05:10 moved to San Diego that was in the middle of 2018. And when I started
05:15 reinventing this company and bringing like Novo Kombucha to life, building a
05:20 Tyrant Mall that we're gonna talk about. But basically, since the beginning, you
05:25 know when you have inside of your heart like you have to go to San Diego.
05:29 And if I knew, I say to everyone, if I knew how hard it would be,
05:40 because I was so comfortable back in Brazil, in South America, I wouldn't
05:46 have come. But every day I say to God, thanks that I had the courage to come
05:52 because definitely I found my place in the world. For me, I couldn't be
05:58 happier than I am living here in San Diego, taking the decision to be, to be, to
06:04 come to the South Bay of San Diego as well. I think all the dots got
06:09 connected when I see the big picture and I really believe that's just the
06:14 beginning. Can you tell us about the business? What business are you in?
06:18 Let's set the scene for the viewers and for the listeners.
06:22 Where are we recording right now? So we are recording at our first place. Your
06:27 first location. First location here that's our brewery and beverage
06:32 companies here. But if you ask me what is Novo, what we, I believe, I
06:40 believe that we bring the experience of happiness. I'm from Brazil, we're
06:46 fun, we're light with the world. So since the beginning with the packaging, with
06:50 the colors. It's one of the most impressive things with your brand is
06:56 the energy that is behind it. When you see it in the grocery stores, we're here in
07:01 Southern California. I mean one of the things that I knew about your brand
07:06 before I met you because my wife literally drinks this every day. My wife
07:11 Rosie, she loves your brand. She's a huge fan of your brand. She always cares about
07:15 the health side. Can you talk about what is kombucha? Alright, so your wife has a
07:20 good taste. But why is she married with humans? I'm just kidding. With all respect.
07:31 Yes. So let's start for the brand. Alright. That it's in the DNA of our passion and
07:38 what we are doing here. Novo means new. Okay, in Portuguese. Nova is the feminine of
07:47 the word new because in Portuguese just like in Spanish you have both,
07:53 right? Masculine and feminine. So we, since the beginning of our DNA is how can we
07:59 bring something new? Okay? And the kombucha started with a dream that we're
08:04 already making beer again. Since I'm 14, I started making beer back in Brazil and
08:12 we said, alright, how can we get all the know-how that we have with fermentation?
08:17 How can we bring something new? So that was when the idea of bringing
08:23 the kombucha to life started. So kombucha is basically a fermented tea.
08:29 Fermented tea. Alcoholic and non-alcoholic. Naturally all the kombuchas, they
08:35 have alcohol. All of them have alcohol. All of them have alcohol. The difference is that the
08:40 non-alcohol is considered below 0.5% alcohol. Alright? And more than that, it's
08:45 already alcoholic. So the idea was how can we bring the experience that already
08:50 there is this buzz around the kombucha, not only because it's healthy,
08:56 the non-alcoholic, but how can we bring this drink to a next level?
09:06 Alright? So that was when we started with the idea of brewing the alcoholic
09:11 kombucha. That we have our background in know-how and fermentation.
09:16 It's there and it's like the name says, Nova Easy Kombucha. It's the easiest hard
09:23 kombucha that you can find in the market to drink. The easiest hard kombucha.
09:28 The easiest hard kombucha. Why? It's very well balanced. We use a lot of fruits. In Brazil
09:35 here, we have a lot of fruits. Alright? So if you get to our label, if you
09:39 open the whole label, you see that's kind of a market of fruits in Brazil. So you
09:45 have the hands, you have the fruits, you have the small tents of the people
09:50 in those markets, little street markets. So that was the idea behind. How can we
09:58 make it really refreshing and easy to drink? Okay? And here we have this product
10:04 and since from the communication, the marketing that we use, you know who had
10:09 the card like, I'm one sexy butch. One sexy butch. I love it.
10:15 We call it sexy pina colada with 8% alcohol. So you know, all this around the
10:22 project, it's kind of what I say, the Brazilian soul and the Brazilian DNA.
10:26 We're probably in Southern California, Chula Vista, we're a local company. But I
10:32 try to bring this fun, this spicy thing to all the products and all the brand
10:39 that we have here in the company. How many flavors did you start with?
10:43 So we started with basically three flavors. Yep. Alright. And now we have
10:48 more than 14 flavors. More than 14. More than 14. Wow. And you can find us basically
10:53 in all the grocery stores in California, like for Whole Foods, Ralph's, Vons,
11:00 Sprouts, all the major ones and all the liquor stores like Bevmo, Total Wine.
11:08 We're growing super fast. But again, with soul. You know, it's a company of honor.
11:15 So for the people that listen to this, that own restaurants, that are thinking
11:20 about alternate revenue streams, we hear a lot about CPG, consumer packaged goods.
11:25 This is the next level. Bring us back to when this wasn't as great as it was, when
11:30 you had your first account at a grocery store. Man, it was a nightmare.
11:37 What do you mean? It's not easy? I thought it was easy. It says easy on the label.
11:44 It's kind of crazy, right? When I still remind me, since the beginning, when we started,
11:49 even back in Brazil, like, and it's the same problem when you have a startup,
11:53 it's the same problem that you face, you have to face it before. So to be on a shelf,
12:01 no one had idea of the amount of effort and hard work that we put into a product
12:07 like this, right? Starting with the label, with the canning process, with the recipe,
12:13 how can you guarantee the quality to be the same one that you brew here to be on the shelves?
12:18 And how many you need to make in order to get on the shelves?
12:22 It's like, don't expect to make money in the first years, right? I think a majority
12:28 of the business, if you are like focused in making money, money is a consequence of all
12:34 the hard work and all the effort that you put to build something, all right? But in
12:41 the beginning, the product wasn't stable. We had a lot of returns. We had...
12:47 Who was the first account? The first account that we had here was Barron's
12:51 Market. Okay. You convinced them.
12:55 We convinced them to have our product. How did you convince them?
12:59 Knocking on the door. The Brazilian style with a big smile. "Hey, my friend, how are
13:05 you doing?" English, English. I'm still learning English, all right? But it was even worse
13:09 than now. So knocking on their doors and basically presenting the product. A good thing that
13:16 I see here in San Diego is that all the groceries and all the liquor stores, all the markets,
13:23 they support local. They support local, correct.
13:25 It's beautiful, right? That's true. No matter where you are on earth,
13:29 you just have to be willing to get outside of your business to go and have a partnership.
13:34 Agree. Right?
13:35 Agree. Yeah. Because some people think just staying in the office. No, the first two years
13:40 here, I had a lot of issues inside of the brewery, with the office. The structure just
13:46 wasn't there. The process wasn't there. But I spent the first two years knocking on doors
13:52 all over, presenting ourselves, presenting our brands. Because when you do that, it's
13:59 kind of ... They see the face behind, all right? And they can trust. It's kind of what
14:04 you're doing with your show. And thanks a lot for the opportunity to bring you here
14:09 to show, to talk a little bit about our company and what we're doing, all right?
14:13 We learn through lessons and stories. And when someone, a leader like you, has gone
14:17 through what you have to build what you're not just built, but what you're building,
14:22 that's how we learn.
14:23 Thank you. I'm not a leader. I'm learning. I wish we're going to be really ...
14:28 As imagine if you were in Brazil and you could go on YouTube and find someone's story of
14:32 something that they built, no matter where it is in the earth. And that's inspiring for
14:36 you. To know that you're not the only crazy person to go chase your dream.
14:42 That's why I'm here. The first moment that I decided to come to the US, I remember a
14:47 book that I read was Small Giants, companies that choose to be great instead of big. And
14:54 then there was the history of those companies. I said, "Oh, it is possible." Because I'm
15:00 not a rich family from Brazil. I'm a very hard worker, middle class family from Brazil.
15:08 And when I look behind and say, "Oh my God, look what I am now." Not what I am, but what
15:14 the company is right now. How many people we employ?
15:18 How many employees do you have?
15:19 We have 100 people right now.
15:21 100 employees.
15:22 And we're going to be 150 by the end of the year.
15:25 150 by the time you open up your fifth location.
15:28 Yes. Correct.
15:29 So your fifth brewery restaurant, sports bar.
15:32 Sports brewery.
15:33 Sports brewery.
15:34 The happiest sports brewery you can find in the world.
15:37 So let's tell the audience, just this morning we went to go visit the site in Mission Valley.
15:43 Correct.
15:44 How big is the site?
15:45 It's 8,000 square feet.
15:46 Wow.
15:47 With 3,000 square feet of patio.
15:49 Unbelievable.
15:50 But if you compare the first location that we did that was a tie, it's a 12,000 square
15:54 feet location.
15:55 So the first location you did was a 12,000 square feet. What did people tell you when
15:58 you were signing that lease?
16:00 You're crazy.
16:01 Did anybody think you weren't crazy?
16:05 There was no backup plan.
16:07 It was all in.
16:08 All in.
16:09 Burn the boats.
16:10 Burn the boats.
16:11 We're taking the island.
16:13 When I moved here, there was only one way for us to keep doing it.
16:18 The good thing is that I was living here in East Lake at that time for six months.
16:24 And I knew if I want to do something nice, I had to get my car and drive to downtown
16:29 San Diego or drive north San Diego.
16:31 You had only chains.
16:32 I don't have nothing against chains, but it's not the local experience.
16:38 And then when I did that, my advice of my dad was just, "You're crazy.
16:44 Good luck."
16:48 Because if you think we took over empty retail space that was an anthropology store.
16:55 I called to Chicago, because at that time it was a GDP that was bought by Brookfield.
17:04 I called in Chicago, said, "Hey, I have an idea for that empty space that you have."
17:11 The guy that today I consider he's a friend that was a big believer in our brand since
17:16 the beginning, he took an airplane in the morning, in the next day, and was here talking
17:23 with me in the afternoon.
17:24 I still have the paper that we did the design of the agreement.
17:28 I still have it because that was the game changer for our brand.
17:33 But the lesson that I take from that is that we have to take courage, all right?
17:39 Connect.
17:40 There is no...
17:41 If you think like, "I have the business plan.
17:44 What's the backup plan?"
17:47 I believe that do your best, but your best is your best.
17:51 Go with your soul.
17:53 Go with all the power that you have and just do it.
17:57 Don't stay thinking, "If I fail, if I fail."
18:00 For sure, you can fail.
18:01 It's the risk, all right?
18:02 Yeah.
18:03 That's...
18:04 Actually, probably one of the most riskiest place to have a business that California.
18:09 For sure.
18:10 Oh, absolutely.
18:11 For sure.
18:12 Super competitive, no matter how much money you have, there's always people with more
18:14 money, always amazing people from all over the world trying to compete.
18:21 But again, the support of the community was what was my big believer.
18:28 Before we open, everybody was, "When you guys are going to open?"
18:30 Took me one year and two months to do that construction.
18:35 And we open in November of 2020.
18:38 I'm sorry, November of 2019.
18:43 November of 2019.
18:45 I know something happened in 2020.
18:49 When was in February, March that they shut down us, I just couldn't believe.
18:54 I said, "It was the biggest fail of my whole life."
18:58 Yeah.
18:59 God is testing you.
19:00 I went, "I'll win."
19:01 God was testing me, definitely.
19:03 I don't cry.
19:04 It was the first time in my life that I see it when I saw all that place empty.
19:08 I saw, "Oh my God, I don't believe that I put all the eggs."
19:12 Everything, all the eggs in the one basket.
19:14 In this basket and it's closed and it's completely-
19:17 And it's a global pandemic.
19:18 It's a global, there's nothing I can do.
19:19 There's nothing I can do.
19:20 Absolutely.
19:21 There wasn't any government support.
19:22 There wasn't a plan.
19:23 What's the next day?
19:24 I said, "Oh my God, now I'm gone.
19:28 I have to pack my bags and go back to Brazil."
19:31 But I had the responsibilities with a lot of employees in the company already.
19:37 And I said, "All right, let's calm down."
19:38 And again, it's never only luck, all right?
19:44 You have to be lucky.
19:46 But the packaging saved us during pandemic because-
19:51 Alternate revenue streams.
19:54 Alternate revenue streams.
19:55 That's very important.
19:56 Not depending on one thing for your business.
19:59 100%.
20:00 And then this took off because everybody was going to the groceries.
20:05 My wife.
20:06 Your wife, for example, with a very good taste.
20:08 Very good taste, yes.
20:11 And then this was what kept the boat alive during the pandemic.
20:20 But again, the best decision became the worst decision, but in the end it was the best decision.
20:28 Because right after we start opening things again, the community again support us a lot.
20:34 This is why I'm very grateful for the community of the South Bay of San Diego.
20:40 The majority of our investments are here.
20:43 Now we're going more North and we see the same love, the people from the North also
20:49 bringing to our brand and bringing to when they consume each one of our packages.
20:56 Because I-
20:57 Well, I think what's important too, and I don't want you to leave it out, but how much
21:01 before I met you, how much you give to the community without expectation in return?
21:07 Zero expectation.
21:08 Because in a lot of sense, don't do what you did.
21:11 By literally what you said, leaving your business and going and finding opportunities of how
21:16 do you give back, you're always giving back to this community.
21:19 You always have been.
21:20 Thank you very much.
21:21 I hope so.
21:22 It's a reciprocal thing.
21:23 That's what hospitality is.
21:25 That's what hospitality is.
21:27 Because in the end, it's all about the experience and the feeling that the people have with
21:32 your business.
21:33 All right?
21:34 Yes.
21:35 It goes to our employees and then it goes transmitting to the packaging, to each meal
21:40 that we do, how we think.
21:44 And I can give you some good examples.
21:46 As I was saying, I believe that I'm a big believer in God.
21:49 All right?
21:50 And I believe that the world is about energy.
21:52 If you send good energy, somehow it will return.
21:56 It's not that I'm going to do something good for the community and they will support.
22:00 No.
22:01 It comes around and it comes back for you in other different ways.
22:07 And what I believe that was my dream here.
22:11 How can, again, building a tie, how can we bring the community together in something
22:15 local, brewed here, all right?
22:19 The food made here with our own recipe is the burger.
22:21 It's our recipe from Brazil.
22:25 How we can do something for the community and put them together in the biggest venue
22:29 of the South Bay.
22:30 Amazing.
22:31 One of the biggest LED TVs that anyone's have ever seen in Southern California.
22:36 So we did that in South Bay and everybody told me that we were crazy investing in the
22:42 South Bay.
22:43 Since when we started-
22:44 Anybody that's listening to this show, we're all crazy.
22:47 You've got to be crazy to chase the dream in hospitality.
22:50 Yes.
22:51 We work seven days a week, all right?
22:55 We never stop.
22:56 We never stop.
22:57 That hospitality is kind of, are you love or are you hate?
23:00 Yes.
23:01 And even in the beginning when we built this first location, we were the only brewery investing
23:07 heavily in the South Bay of San Diego.
23:10 And everybody told, you guys will fail because all the breweries are up north.
23:14 No one is here.
23:15 We believe.
23:16 Yes.
23:17 Took us some years to build it, but we're doing.
23:20 But again, the seed of love was already there, all right?
23:23 The seed of vision.
23:25 We saw the growth of the South Bay.
23:28 Another example, the second restaurant that we opened was also in Imperial Beach.
23:32 Imperial Beach, yeah.
23:33 Everyone was by the beach and we invested in a place that was dead.
23:37 We bring life to a place that you have the most beautiful view of San Diego, of the South
23:41 Bay because you see downtown, you see Coronado, you see National City, you see Chula Vista,
23:47 all right?
23:48 And you see for sure Imperial Beach.
23:51 But that place wasn't activated.
23:53 We put red power bikes inside of our building to activate the bikeway path that connects
24:01 the whole South Bay of San Diego.
24:03 And then we installed our restaurant.
24:06 So all that, I believe that how you can bring back to the community something, not only
24:13 we do a lot of donations, we try to help as much as we can, but how can we, that are big
24:21 believers, how can we transform the environment, all right?
24:26 With our crazy ideas, with our work, with the love that we put in everything and did,
24:33 that's what I believe.
24:34 Absolutely.
24:35 And obviously like we're going to the San Diego airport.
24:37 Huge.
24:39 That's a huge deal.
24:41 For anybody that's listening, you have to have such a strong brand for people to come
24:46 to you to say, this is literally the hub of our city.
24:50 Where everyone internationally comes in to our place and we want your brand to be there.
24:55 Is the door to San Diego, right?
24:57 So that for me, it's really interesting because this shows the long-term commitment that we
25:03 have with San Diego.
25:07 And I'm really happy to be here and we're going to do the best to be not only the biggest,
25:14 but the best sports brewery in the United States and keep it local.
25:19 I love it.
25:20 I want to keep my office here in Chula Vista.
25:23 I come here every day.
25:27 Here was where we started and here is where we want to be and grow from here.
25:33 When people ask me why we chose to be here, we're literally in the border, right?
25:40 And I say this because we want to conquer the whole United States, but we're going to
25:44 start from the border.
25:45 Starting from the edge.
25:46 From the southwest.
25:47 And then we go.
25:48 We're going to go southwest.
25:49 No, you could not.
25:50 So when you first started, you were on Clover.
25:54 So this is a technology podcast.
25:56 Obviously, Toast is a sponsor.
25:57 We know that you use Toast, but can you tell us your Toast story?
26:01 And I know that Will Eppard, who's actually hosted this show, he interviewed me for Restaurant
26:06 Influencers, which was really cool.
26:09 But I know he sold you guys.
26:11 Yeah.
26:12 Tell us your Toast story.
26:13 Sold.
26:14 Why do you believe in what they're building for not just restaurants, but also for breweries?
26:19 It's very interesting because when I moved from Brazil, I said to myself, "Oh man, California,
26:26 it's where the technology was born."
26:28 Yes.
26:29 Right?
26:30 United States, the best country in the world, access to everything.
26:33 And I was surprised how bad all these operational systems, they were.
26:39 Yes.
26:40 I used to manage my business when I came here, I had like Excel all over, no spreadsheets.
26:46 I followed 10 spreadsheets to complete what were my needs.
26:52 And we were basically one of the first customers for Toast in Southern California.
27:02 And I remember when they presented the system, it was to a general manager that I had at
27:07 the time, he in the company, he presented to me and said, "That's unbelievable.
27:11 I can't believe that someone thought in all the problems, all the issues that we have
27:18 operating a restaurant."
27:19 I used to have with my family back in Brazil, more than 30 restaurants.
27:24 They put everything in the system.
27:26 I got shocked with the technology.
27:29 And more than the technology, the solutions that they were bringing to the table, right?
27:33 I said, "Oh, I don't need that spreadsheet anymore.
27:36 I don't need that."
27:38 And we're super, super, I'm a big, even before I met you, I probably one of the biggest advocates
27:46 for Toast.
27:47 Yeah.
27:48 Not only advocate, like I love when I go to a restaurant and I see Toast, I feel that
27:52 I'm part of the company.
27:55 I feel that I'm part of the development of that system because it kind of saved me not
28:01 only a lot of money, a lot of money, but a lot of time.
28:04 That's more important.
28:05 Absolutely.
28:06 All right.
28:07 So, with the back office that I have, I can have like two or three people less because
28:12 I have Toast installed.
28:14 The control of the labor, it's much easier.
28:18 We use the Toast payroll.
28:19 That's a tool that's unbelievable, right?
28:22 It works perfectly for us.
28:25 All the management control that we do in our back office, we use Toast.
28:30 And it brings the solution-
28:32 You also use Extra Chef.
28:34 Extra Chef we use as well.
28:36 And we're starting, we use the SysAce link that controls the scheduling.
28:45 Scheduling, for sure.
28:46 They're always thinking ahead.
28:48 And I'm not paid by Toast, so I can't-
28:49 Of course, yeah.
28:50 No.
28:51 All right.
28:52 Just to be clear here.
28:53 We put on the show because what's important for us is that someone else listens to this.
28:58 I told you earlier, I went to go speak locally at a craft beer event and there were craft
29:03 beer operators and I couldn't believe how very few of them use Toast in their breweries.
29:09 And they have brewery restaurants.
29:11 They're on a legacy point of sale system.
29:13 And for me, I'm like, "Go talk to Tiago.
29:15 Go find out why he uses Toast."
29:17 I tried to convince one of my friends also because he didn't use Toast.
29:24 But it's unbelievable.
29:25 I told, "Hey, you're committing a mistake because you're losing not only money, but
29:31 you're losing time and you're making it harder for your workers."
29:35 Yes.
29:36 So, they still don't use it.
29:38 And I ask myself, "Why?
29:40 It's so simple to use."
29:42 And there's so much technology behind, like the handheld, the system behind, the back
29:49 office.
29:50 You know what?
29:51 It's kind of, they're always thinking, "How can I solve your problem?"
29:54 That's the feeling that I have.
29:55 And that's why I'm so excited with Toast and using Toast and expanding all the rest with
30:01 Toast.
30:02 It's not even, I mean, as I told you, we used to have Clover here.
30:07 Oh my God.
30:08 Yeah.
30:09 Nightmare to operate a bar and restaurant.
30:11 I don't want to tell bad things about other companies, but-
30:14 No problem.
30:15 I don't know in the world a better system for restaurants than Toast.
30:20 I don't know.
30:22 For us, this is a storytelling podcast.
30:25 We believe in brand.
30:26 We believe in story.
30:27 We obviously believe in social media.
30:30 You and I met at a local media event.
30:33 It was at CBS.
30:34 Yes.
30:35 It was the first time that I met you.
30:36 What were your first impressions of the barbecue media guy?
30:41 That crazy barbecue media guy.
30:43 What barbecue?
30:44 What are you talking about?
30:45 What is this guy?
30:46 By the way, the barbecue is really good as well.
30:48 Right.
30:49 It's really good.
30:50 Yes.
30:51 We're grateful for an opportunity to tell the stories because we know that this is just
30:56 the beginning of Nova, of Novo.
30:59 What both of you are doing with both brands, we're going to put links to both social media
31:04 handles because you have two different accounts.
31:06 Correct.
31:07 Correct.
31:08 Why do you have two different accounts?
31:09 Because Novo, we're Novo Brazil Brewing, we're focused more in the restaurants, in the-
31:14 The sports bar.
31:15 In the sports brewery.
31:16 Sports brewery.
31:17 All right.
31:18 Excuse me.
31:19 Thank you.
31:20 So, we're going to bring that to the next level.
31:22 Okay.
31:23 In Nova Kombucha, it's more about innovation, about packaging, about how can I have my products
31:31 in the hands of the consumer outside of our venues.
31:35 Outside of the venues.
31:36 At home.
31:37 At home.
31:38 At the beach.
31:39 At the beach, wherever you want.
31:40 Wherever you want.
31:41 At the mountains.
31:42 Wherever you want to be happy.
31:45 But the main DNA is always the same.
31:48 We do it with love.
31:51 We do it for you to be happier.
31:54 Because I believe that when you consume our products, not only the alcoholic, but also
32:00 the non-alcoholic as well, we want you to feel better, to feel happy, because usually
32:06 you're bringing people together.
32:08 We're drinking the non-alcohol right now, right?
32:11 Let's drop it.
32:15 Give a sip here to give me more power.
32:17 Yes, more power.
32:18 But in the end, we want to have people together around tables because we sell moments, right?
32:25 You have your restaurant and you know how it is.
32:28 Magical moments.
32:29 Magical moments.
32:30 It doesn't matter what's the problem that we have in the back.
32:34 We're here to support those that they're there to have fun or with the families or friends
32:39 that they don't see for a long time.
32:42 I'm a big believer that restaurants, it's not only about the food.
32:48 We're selling the moment.
32:49 That's why a tool like Toast makes it much easier for us to be prepared to sell that
32:58 moment for you and that experience.
33:00 That's absolutely right.
33:01 So every single week, we host a community, a mastermind community, either on LinkedIn
33:07 or Clubhouse.
33:08 But we want you, the listener, you, the viewer, to come up on stage, tell us about your story.
33:13 If you're a content creator, if you're in sales, if you're in marketing, if you own
33:16 a restaurant, we want to learn about you.
33:19 That's a way that we build community.
33:21 But you can send me a message on Instagram at Sean P. Walcheff, S-H-A-W-N-P-W-A-L-C-H-E-F.
33:29 And I will send you a link so that you can come on stage and you can tell us your story.
33:34 We also do a social shout out every single week.
33:36 This week's shout out goes to my wife, Rosita Walcheff.
33:40 I love you.
33:41 Thank you for giving me the opportunity to go and spend time with leaders, with storytellers.
33:48 She always knows the best brands that we should be working with.
33:52 I should listen to my wife more.
33:54 But who do you want to give a shout out to?
33:55 This is going to be on Entrepreneur.
33:58 One person you get to shout out.
34:00 Well, it's hard.
34:03 But if there is one person that helped me here a lot, I would say that's my dad.
34:11 That's my inspiration.
34:14 I know that he's super proud of the work that we're doing.
34:20 But most of all, I think all the employees of the company, those that I want to give
34:25 the truly shout out because they're the ones doing the show in the daily, day, every day,
34:33 every night to make everything happen.
34:35 It's amazing.
34:37 We have something very special.
34:38 We have a special announcement specifically for this episode.
34:42 We have a new show that we're launching with Toast.
34:45 It's called Family Style.
34:46 We are featuring Tiago.
34:49 You guys are going to get a link so that you can follow that show.
34:52 Please come and support that show.
34:54 One of the coolest things, which is breaking news for this show, is that we're going to
34:58 have an unboxing of Toast's new app.
35:02 93,000 restaurant owners that have been on Toast, 93,000 restaurant owners have been
35:07 asking for an operator app.
35:09 It's called Toast Now.
35:10 It's available now.
35:11 It's one of the coolest things.
35:13 Tiago's going, literally, he's been asking for it.
35:17 I'll interrupt you here.
35:18 You interrupt me.
35:19 You tell me.
35:20 Remember when I mentioned the first complaint that I had about Toast?
35:24 It was the only complaint you had.
35:25 The only complaint that I had about Toast.
35:27 What was it?
35:28 It was that you wished that they had an app so that you could view the sales from all
35:32 of your stores, that you didn't have to log in.
35:34 You didn't have to go to a web browser.
35:36 Well, Toast has been listening.
35:38 They have it.
35:39 It's called Toast Now.
35:41 If you are on the Toast, if you're a Toast customer, you can go and download it.
35:45 We're very excited.
35:46 Thank you for the opportunity.
35:48 Please check out Family Style.
35:49 Tiago, how can people also follow Tiago?
35:52 He's on Instagram.
35:53 He's a smartphone storyteller.
35:55 What's your handle?
35:56 Spell your name for those.
35:57 That one will be a hard one.
35:59 You spell the name.
36:00 So it's T-I-A-G-O underlined C-A-R-N-E-I-R-O.
36:04 Beautiful.
36:05 Say it again.
36:07 Tiago Carneiro.
36:08 Close.
36:09 You see, you speak Portuguese though.
36:12 Beautiful.
36:13 And it's Novo Brazil, Nova Cambucha.
36:16 We're going to put links to the show notes so you guys can follow them and expect to
36:21 see a lot more big things.
36:23 We're going to show you all the cool things that they're doing, not just in Mission Valley,
36:27 but wherever they open next.
36:28 We can't wait, man.
36:30 Thanks a lot.
36:31 Going to Texas next year.
36:32 Amazing.
36:33 All right.
36:34 And really thank you for the opportunity.
36:38 Thank Toast for the opportunity to be here, to use their system as well.
36:44 The coolest thing is that no matter where you are in the world, even if Toast isn't
36:47 in your market, people can now connect with you.
36:50 And those are the people that we care about.
36:52 People that are crazy dreamers.
36:55 Crazy dreamers.
36:56 All over the world, no matter where you are on earth.
36:58 I think I am the example that everything is possible.
37:02 And each day I'm more sure that if you want to build something really unique, I'm a big
37:08 believer that United States is the country to be.
37:12 I think when I look to myself, I'm a good example of that the American dream is still
37:17 alive and it's possible.
37:21 And you don't need to be super rich.
37:23 You don't need to have a lot of money.
37:25 Come with your hard work, with a good mentality of adding, not taking.
37:31 I think that's big.
37:33 And you're going to find your moment here.
37:35 I think that here's the land of the opportunity.
37:38 And thanks a lot for listening.
37:40 I hope you enjoy.
37:42 We have a lot of things to show, but I really appreciate the time and I hope you like it.
37:47 If you listen to the show, send me a message.
37:49 We'll come and we'll enjoy some kombucha at one of Tiago's locations.
37:53 That's a drive in Bulgaria and beer in Brazil.
37:58 So would you?
37:59 So would you?
38:00 So would you?
38:01 So would you?
38:02 Cheers.
38:03 Cheers.
38:04 Thank you for listening to restaurant influencers.
38:05 The best way that you can help us with the show is to subscribe and write a review.
38:10 We love the opportunity to connect with you no matter where you are on the globe, no matter
38:15 what restaurant you are running.
38:17 Please send us a DM on social at Sean P. Walsh.
38:21 If you are interested in toast, if you want to improve your digital hospitality, please
38:26 send me a DM.
38:27 I will get you in touch with a local toast representative.
38:31 We appreciate you listening to the show.
38:32 The best way that you can help the show is share it with a friend and we will catch you
38:36 all next week or we will see you on one of the digital playgrounds that we call social