What is an LTO?

  • Limited Time Offer

Why an LTO?

  • Keep customers hooked
  • Stay on-trend/Relevant (social media/marketing)
  • R&D for menu development

Great examples

  • Shamrock Shake/McRib
  • Pumpkin Spice Latte
  • Girl Scout Cookies
  • Chicken Sandwich Wars


  • Should be well thought out
    • What are you trying to achieve and why?
      • Broaden your offerings
        • Healthy
        • Global
        • Higher quality
        • House-made
        • Pertaining to a social event/holiday
      • Raise check average
        • Piggyback off a currently successful dish and offer a variation
      • See what your market will support you on
        • Quality
        • Price
        • Style
      • Create buzz
        • Social media content
        • Exclusivity factor
          • Scarcity fuels urgency
          • Don’t be afraid to run out
      • How long?
        • 1 week to 3 months

General Rules

  • Should be on-brand
  • Listen to your people
    • Don’t confuse them
  • Doesn’t have to be a loss leader
  • Don’t keep up with the Jones’…unless it fits!
    • Just because you can do it doesn’t mean you should
  • Focus group it
    • Start with staff
    • Branch out to regulars
    • Spur honesty
    • Get team input throughout the process
      • Technique
      • Garnish/build
  • Launch it
    • 3rd party deliver profiles
    • Social media
    • Table tents/other signage
    • W.O.M.

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The Price of Girl Scout Cookies Through the Years


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