How Filta Franchisees Grow Revenue With Stadium Accounts

For most restaurant service businesses, the neighborhood restaurant is a natural starting point. But for Filta Environmental Kitchen Solutions franchisees, opportunities also extend to stadiums, arenas and other large commercial kitchens where dozens of fryers may need regular maintenance.

Filta provides commercial kitchen services, including fryer cleaning, cooking oil filtration, waste oil recycling and fresh oil delivery. Its service model allows franchisees to work with independent restaurants while pursuing larger customers that need consistent service across multiple kitchens or facilities.

Advanced Fryer Solutions (AFS), an independently owned Filta franchise based in Cleveland, Ohio, demonstrates how those opportunities can contribute to a growing business. The company services 28 professional, collegiate and minor league sports venues, with national accounts and venue customers representing approximately 22% of its total revenue.

AFS's early venue partnerships

Nearly 20 years after its founding, AFS still serves some of its earliest customers. Chief Operating Officer Melissa Smith-Hignite said those longstanding relationships have helped shape the company's approach to working with large venues.

"When AFS started nearly 20 years ago, our owner, Terry Walkerly, recognized the value of partnering with a venue customer," Smith-Hignite said. “He secured a meeting with one of our first venue accounts and demonstrated how outsourcing fryer cleaning could remove a significant operational burden from their team. We've continued servicing that venue ever since.”

Today, AFS works with independent restaurants, regional chains, national accounts and major sports facilities. Its venue work includes helping operators manage cooking oil, maintain filtration systems and coordinate service schedules around events.

AFS has developed its larger accounts through a combination of local outreach and its association with Filta. Smith-Hignite said the company's experience offers a useful perspective on how franchisees can pursue customers beyond traditional restaurants.

"While Filta's national brand and reputation certainly help open doors, the majority of our venue and large-account business has come from relationships we've built locally," she said. "We've found that consistently delivering great service, building trust and becoming a reliable partner in the community has been the biggest driver of growth in this segment."

Operational demands of stadium service

Servicing a stadium takes considerably more coordination than a typical restaurant stop. Dozens of fryers are often spread throughout the facility, and crews must work around game schedules and other events. The volume of cooking oil also requires different equipment.

AFS uses specialized carts and oil removal equipment for its larger venues. The company prefers to assign technicians who are specifically trained for stadium work, since they need to move between different areas of the facility and complete their work on a schedule that can change from week to week.

"Reliability is critical, so we ensure we have the right people and resources in place to consistently deliver at a high level," Smith-Hignite said.

Building that capacity required AFS to invest in its workforce. The company needed enough trained technicians to service dozens of fryers at a single location while following established procedures and maintaining consistent quality.

Revenue impact and strategic advice

For franchisees interested in pursuing similar accounts, the operational demands make preparation especially important. A large customer may represent significant recurring work, but owners must have the staffing, equipment and scheduling flexibility to meet its needs.

That work has become a substantial part of AFS's business, accounting for approximately 22% of its total revenue. The company continues to serve its traditional restaurant customers while pursuing larger accounts that bring different demands and opportunities.

"National accounts and venue customers have helped create a strong foundation of recurring revenue for our business," Smith-Hignite said. “They provide stability and help us plan for long-term growth. Beyond the financial impact, venue accounts are a significant source of pride for our team. There's a sense of accomplishment that comes from servicing some of the most recognizable facilities in our markets and helping them operate at their best.”

Having major sports venues on its customer list has also helped AFS build credibility with other businesses. While those accounts haven't led directly to new service offerings, Smith-Hignite said they give potential customers confidence that AFS can handle large jobs and deliver dependable service.

For franchisees considering similar opportunities, Smith-Hignite said the size of the account is only one factor to consider. The expectations that come with servicing a large venue also deserve attention.

"Large venues and national accounts are looking for partners they can depend on, not just vendors," she said. “Make sure your team is well-trained, your processes are scalable and your service quality is consistent every time. Be prepared to adapt to unique scheduling needs, communicate proactively and always deliver on your commitments.”