Meet One Table Restaurant Brands
One Table Restaurant Brands (OTRB) is the parent company of two South California-based restaurant chains, Tender Greens and Tocaya. Known for their locally-grown ingredients, both Tender Greens and Tocaya focus on fresh food, sustainability, and community impact.
The challenge: choosing the right marketplace strategy
Before partnering with DoorDash, One Table Restaurant Brands was at a pivotal moment in their business: they wanted to drive sustainable business growth across their brands without relying heavily on discounts. Meanwhile, their leadership wanted stronger collaboration across teams and predictable business outcomes.
OTRB had an exclusive deal with a competitor platform – but they needed a partner who would work with them to meet their business goals. As a company with multiple casual-dining locations across California and Arizona, it was important that they found a partner that would strategically drive volume and help them bolster their sales in markets where they were lagging.
After assessing their options, OTRB knew they’d need to move away from their exclusive partnership and bring DoorDash into the fold.
The solution: a multi-platform strategy with DoorDash
Exclusivity can be a powerful growth driver for many merchants. At the same time, a multi-platform approach can sometimes be the better fit, depending on a brand’s goals and circumstances.
For One Table Restaurant Brands, adding DoorDash Marketplace to their strategy was the right move to unlock additional volume for their two casual-dining chains. With DoorDash in the mix, OTRB saw impressive results — and quickly.
At first, OTRB was nervous: would adding DoorDash as a partner add operational complexity compared to their exclusive partnership? Turns out, the shift was smoother than they could have ever expected.
"The transition was seamless."
One way DoorDash helped OTRB reach their desired results was through strategic marketing. Rather than focusing primarily on blanket discounts, DoorDash helped OTRB appeal to customers through go-to-market planning, marketing materials, and targeted incentives geared toward specific customer groups. Together, these efforts helped them to drive higher sales in the Bay Area and San Diego.
“Looking back, there’s nothing we would’ve changed about the rollout”
Results: Seamless operations, sustainable growth and a trusted partnership
Shifting to a multi-platform strategy created no new operational challenges for OTRB. In fact, ticket flow remained similar, and OTRB reported that Dasher quality was consistently better than their previous delivery partners. OTRB was instantly impressed with the benefits of partnering with DoorDash:
An extension of their business: OTRB observed improvements in responsiveness, reliability, and collaboration compared to other platforms. They noted: “[DoorDash] weren’t just vendors – they were part of our team.”
Sales volume that exceeded expectations: Almost immediately, OTRB saw the momentum they were after. Through DoorDash, OTRB saw significant growth: an increase of 32% in third-party sales growth for Tocaya, and an increase of 8% in third-party sales growth for Tender Greens.*
Overall sales growth also exceeded OTRB’s expectations, with Tender Greens seeing an increase of 7%* sales growth year over year and Tocaya seeing 8%*.New customers across touch-points: Through DoorDash, OTRB saw an increase in unique customers as DoorDash helped them extend their reach. Beyond an increase in third-party sales growth, they also experienced significant increases in dine-in sales volume as customers discovered their brands and engaged with them both on the app and in-person.
A partnership they could trust: While the numbers speak for themselves, OTRB was struck by DoorDash’s partnership beyond the bottom line. No matter the challenges or goals OTRB faced, DoorDash was there to help them iterate and build on successes.
“They didn’t walk away when it got hard. That told us a lot about the type of partner DoorDash is.”
One Table Restaurant Brands credits their multi-platform strategy with helping them to reach more customers and build sales resiliency. Rather than staying stuck in an exclusive deal with a DoorDash competitor, they chose to work with DoorDash and benefit from the level of partnership, operational support, and flexibility they needed to truly evolve their two brands.
*Sales growth figures reflect underlying brand performance after moving to DoorDash. Data is shown on a same-store basis and excludes the impact of restaurant closures that occurred during the company’s 2024 restructuring.
The 2024 sales periods have been adjusted so each one is the same length (4 weeks). For Tender Greens, the “before” period is the first 2 months of 2024, and the “after” period is March through December. For Tocaya, the “before” period is January through June, and the “after” period is July through December.
