Executive Q&A with Paul Martino, President and COO at A&W

Paul Martino, President and COO at A&W, sat down with 1851 Franchise to discuss the brand’s continued growth prospects and why the brand remains one of the hottest investments in its category.

• A&W Restaurants is a force to be reckoned with in the franchise world, with a century-old brand that continues to grow both domestically and internationally.
• The brand aims to award 25–30 new franchise agreements and open 10 to 12 new restaurants in 2022.

Paul Martino joined A&W after working for large companies in private equity firms and publicly traded companies. He appreciates the brand's familial sense of community and has gotten to know many of the franchise partners, some of whom are second- and third-generation franchise partners.

A&W is doing well right now in managing its supply chain, maintaining supplies for franchise partners during the COVID-19 pandemic. The brand is also improving communication among its leadership team and with franchise partners, offering webinars and one-on-one meetings to prevent problems.

A&W's growth goals for 2022 include issuing 25–30 new awards and opening 10–12 new store openings by the end of the year. The brand has a strong pipeline for growth, with about 25 projects in its pipeline.

During the pandemic, A&W focused on the basics, ensuring that food was served or delivered to customers to the same high standards. The brand also took care of its team of franchise partners, recognizing that when they are taken care of, they can better take care of guests.

A&W's vision for the brand is to continue growing its average unit volume, which has been successfully achieved every year for the last 10 years. The brand also aims to grow its restaurant count, add more points of distribution, and nurture relationships with franchise partners.

An ideal franchise partner for A&W thinks of themselves as a partner to the brand and as a member of the family. They strive to represent the brand well and communicate regularly with the brand. The franchise advisory committee plays a critical role in operations, discussing menu and product development, marketing strategy, and aligning values and goals before making decisions for the brand.