Step into Episode 213 of On The Delo as Delo sits down with Cianna and Mike, the husband-and-wife team behind ATL (All the LUV) Wings, to unpack how a commercial cleaning company pivoted into a growing Arizona wing brand built on “all the love.” From losing contracts when the economy crashed to opening their first Chandler location with zero restaurant experience and a whole lot of faith, they share a real, unfiltered look at betting on themselves, their marriage, and their community. If you’re building a food concept, scaling a brand, or just obsessed with great wings and better stories, this one hits on grit, growth, and doing one thing exceptionally well.

In this conversation, Delo digs into how ATL went from an idea Mike brought home one day (“we’re gonna do chicken”) to lines wrapped around the building, customers washing dishes on day two, and a 13‑location footprint powered by word of mouth and simple, focused operations. Cianna breaks down the realities of signing that first lease with no credentials, watching rent and build-out drain their savings, and then discovering that 82 percent of their business is carryout—so they don’t need flashy 4,000‑square‑foot boxes to win. Mike shares how he built ATL’s sauce lineup by listening to guests, experimenting in their home kitchen until he destroyed carpets and drapes, and eventually scaling into big kettles and a dedicated farm relationship that guarantees their wing volume even when prices spike.

They also get real about the double‑edged sword of franchising—why no one will ever treat the brand like its founders do, why some money isn’t worth the headache, and how they balance Cianna’s love of simplicity with Mike’s drive to “have money with problems” instead of problems without money. You’ll hear how they collaborate with concepts like Zoyo/Froyo Love using ATL Kool‑Aid flavors, use smart specials to survive brutal Arizona summers, and stay excited about taking ATL outside the state with new deals in places like Las Vegas. Along the way, they talk Southern roots and culture, being a true “destination” in B‑centers, giving back to loyal guests and even the homeless who help behind the building, plus the non‑negotiables that keep them grounded—like Cianna’s four‑mile walks and Mike’s simple rule that waking up is the first win of the day.

Chapter Guide (Timestamps):

(0:00 - 1:49) Delo’s intro, Risky Business book preview, and meeting Cianna & Mike.

(1:49 - 6:15) From commercial cleaning to chicken wings and building a marriage‑and‑business partnership.

(6:15 - 13:25) Signing the first lease, Chandler launch, and opening weekend chaos that turned into a community moment.

(13:25 - 17:30) Wing shortages, price spikes, and how ATL secured supply while simplifying the menu and footprint.

(17:30 - 21:09) Sauce experiments at home, scaling production, and dividing roles between back‑of‑house flavor and back‑end business.

(21:09 - 26:33) Franchising wins and challenges, customer realities, and why not all money is good money.

(26:33 - 30:44) Hidden‑gem locations across Arizona, B‑center strategy, and early steps into new markets like Vegas and Gilbert.

(30:44 - 33:13) Summer survival strategies, cutting back, creative collabs like Kool‑Aid frozen yogurt, and staying visible.

(33:13 - 37:16) Wingstock dominance, five straight wins, and the surreal feeling of becoming the “Michael Jordan” of wings.

(37:16 - end) How many wings is enough, rapid‑fire fun, local food favorites, and Delo’s close on why ATL’s story matters.

🍗 Learn more about ATL Wings: https://www.atlwings.com

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

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📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 212 of On The Delo as Delo sits down with Rudy and his son Thomas, the father–son team behind Strictly From Scratch, a 31‑year bakery that quietly supplies breads and pastries to hospitals, hotels, airlines, and big‑box retailers across the country. From New York City nightclubs and an Acapulco sabbatical to relaunching a bakery in Arizona in 1995, Rudy walks through how a career in nightlife turned into building one of the largest behind‑the‑scenes bakery operations in the United States.

You’ll hear how Strictly From Scratch grew from a small Tucson bakery into an 85,000‑square‑foot facility (with another 20,000 on the way) that sends three to ten truckloads at a time to major brands, while still delivering fresh bread six days a week to local restaurants and hotels around Phoenix. Thomas shares how a global food safety initiative pulled him away from a nursing path and into the business, where he became an ISO auditor, built HACCP programs, and now leads the quality systems that make it possible to serve clients like Walmart, Costco, airlines, hospitals, and hospitality groups without compromising safety or consistency.

The conversation also dives into what operators are feeling right now—ingredient inflation, FDA changes like new red food coloring rules that suddenly spike the cost of something as simple as raspberry filling, and the pressure to manage margins without constantly hammering customers with price increases. Delo and his guests unpack how scale, dual commercial and local channels, and a focus on doing what’s right for long‑term customers and employees helped them navigate COVID without major layoffs, all while investing millions in new automation and capacity.

If you’re in hospitality, foodservice, insurance, or just curious about the unseen companies that keep airlines, hospitals, and restaurants stocked every day, this episode gives you a rare look at “the biggest company nobody’s heard of” and the mindset it takes to build a durable family business from scratch.

Chapter Guide (Timestamps):

(0:00 - 4:50) Intro, “Risky Business” liquor‑liability book, and meeting Rudy & Thomas

(4:51 - 10:10) New York nightclubs, Acapulco sabbatical, Tucson bar & grill, and the birth of Strictly From Scratch

(10:11 - 15:00) Selling to a Chicago restaurant group, non‑compete, and relaunching Strictly From Scratch in 1995

(15:01 - 22:30) Thomas joins the business, global food safety initiative, ISO audits, HACCP, and quality systems buildout

(22:31 - 30:30) Big‑box retailers, airline accounts, Michael Lewis Company, and becoming a top bakery supplier in the U.S.

(30:31 - 37:30) Local foodservice routes, Cold Beers & Cheeseburgers, hospitals, hotels, and being “the biggest company nobody’s heard of”

(37:31 - 44:30) Ingredient inflation, FDA red‑dye changes, managing margins, and operating through COVID without major layoffs

(44:31 - 50:30) Expansion plans, artisan line with partners like Noble, capital investments, and succession from Rudy to Thomas and the long‑term team

(50:31 - End) Morning rituals, family life, liquor liability in Arizona, and closing thoughts on passion, work, and knowing when to pass the torch

👉 If this behind‑the‑scenes look at a family‑run bakery that powers airlines, hospitals, and local restaurants resonates with you, hit Subscribe for more conversations on hospitality, risk, and real‑world business building.

🥖 Learn More About Strictly From Scratch https://sfscratch.com

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

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📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 211 of On The Delo as Delo sits down with Ted Golden — Arizona craft beer veteran, former Four Peaks sales director, and founder of AZ Locale Brewing — for a wide-open conversation about what it really takes to leave a 25-year career and bet on yourself. From skateboarding in Southern California and busing tables at a Manhattan Beach boutique hotel to building one of Arizona's most exciting independent beer brands with his wife Stephanie, Ted brings the kind of energy, humor, and hard-won wisdom that makes this one impossible to put down.

Ted pulls back the curtain on how a rivalry with San Tan's Anthony Kanekia turned into the opportunity that launched AZ Locale, why he designed every beer at 4.8% ABV (a nod to Arizona being the 48th state), and what it looks like to grind 20 accounts a day as both the owner and the salesperson. Delo and Ted also dig into the real philosophy behind ethical selling, how Ted navigated self-distribution before landing statewide partners including Crescent Crown, and what brewing brands across Arizona need to hear about protecting their backyard before chasing national expansion.

If you love craft beer, entrepreneurship, or just a great origin story rooted in Arizona pride, this episode delivers.

Chapter Guide (Timestamps):

(0:00 - 1:30) Freestyle Intro, Ted's Skateboard Tap Handle, and Episode 211 Kickoff

(1:31 - 4:44) Running a Business With Your Spouse and Experiencing Arizona Together

(4:45 - 7:08) Tommy Boy Sales Philosophy, Joe Dirt, and Taking the Entrepreneurial Leap

(7:09 - 10:33) Ted's Origin Story: Southern California, Alpha Beta, Haagen-Dazs, and Barnaby's Hotel

(10:34 - 13:05) 22 Years at Four Peaks: Growth, Sales Director, and the Identity of a Brand

(13:06 - 16:22) The AZ Locale Birth Story: San Tan's Anthony Kanekia and the Deal That Started It All

(16:23 - 18:27) Designing Beer With a Sales Mindset: 4.8% ABV, Food Pairings, and Differentiating in a Crowded Market

(18:28 - 21:24) Self-Distribution Hustle: Honda Ridgeline, 100 Draft Accounts, and the Move to Crescent Crown

(21:25 - 27:16) Statewide Distribution, Forecasting Logistics, and Always Reinvesting in Your Brand

(27:17 - 31:32) The Beer Lineup: Toasty, Cactus Bird, Drafternoon, and What's Coming Next

(31:33 - 36:36) Daily Habits, Gym Routines, and Rapid-Fire Questions With "TheOG" Ted Golden

(36:37 - 40:36) Arizona Pride, Staying Local, and Where to Find AZ Locale Beer Right Now

(40:37 - 42:33) Where to Find Ted, Closing Thoughts, and Delo's Send-Off

👉 If Ted's story of grinding 25 years, building relationships, and finally betting on himself resonated with you, hit Subscribe so you never miss a conversation about entrepreneurship, hustle, and Arizona's best kept secrets.

🍺 Drop a comment with your favorite AZ Locale beer or the account where you first spotted that skateboard tap handle — and share this one with anyone building something from the ground up.

🔗 Find Ted and AZ Locale Beer at https://www.azlocale.com and on Instagram @AZLocale.

🔗 Connect with DELO: https://linktr.ee/barrest

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

📲 DELO’s Preferred Business Service Partners: https://iamthedelo.com/connect

📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 210 of On The Delo as Delo sits down with Mark Miller, a five-decade veteran of Arizona's beverage and food industry, whose career took him from delivering beer on a Hensley truck in 1978 to serving as VP of Sales for the state's largest Anheuser-Busch wholesaler, leading the Arizona Food Marketing Alliance (AFMA), and now heading BACIC Arizona — the industry-backed organization dedicated to reducing underage drinking across the state. If you're in hospitality, food retail, distribution, or simply want an insider's look at how the food and beverage world really works, this episode is packed with perspective you won't find anywhere else.

Mark breaks down how the Arizona beverage landscape evolved from a handful of brands and no light beer to craft explosions, hard seltzers, THC beverages, and the booming non-alcoholic movement — and how consumer behavior, dram shop laws, and lower BAC limits quietly reshaped where and how people drink. He unpacks the three-tier distribution system from the ground up, explains why consolidation among distributors is accelerating, and gives local Arizona food and beverage brands the honest roadmap for getting their products onto grocery shelves, into restaurants, and in front of the right distributors. You'll also hear about BACIC Arizona's newest initiative — funding alcohol-free prom and graduation parties for high school students across the state with $10,000 in grants awarded to schools through organizations like Chicanos Por La Causa.

Chapter Guide (Timestamps):

(0:00 - 1:41) Episode 210 Intro, Toilet Paper Roll Theory & Mark's Origin Story

(1:42 - 4:33) Iowa Farm Roots, Hensley Beverage, Copper Mines & Coming Home to Phoenix

(4:34 - 8:41) Beer Evolution: Light Beer, Craft, Seltzers & What Gen Z Is Drinking Now

(8:42 - 12:22) THC Beverages, the Three-Tier System & How Prohibition Shaped Today's Laws

(12:23 - 17:39) Dram Shop, Liquor Liability, Drunk Driving, Uber & Distributor Consolidation

(17:40 - 22:09) AFMA, Food Supply Chain & Lobbying for Online Grocery Delivery Before COVID

(22:10 - 25:11) Taxation Battles, Tips Policy & Defending the Food Industry at the Legislature

(25:12 - 30:39) Local Brand Playbook: Brokers, Shelf Space, SEO, Siete & Tito's Success Stories

(30:40 - 36:28) BACIC Arizona: Underage Drinking Prevention, $10K School Grants & Prom Parties

(36:29 - 42:07) Giving Back, Non-Negotiables & Rapid Fire: Golf, Fine Dining & Convenience Stores

(42:08 - 43:26) Delo's Close, BACIC Arizona Resource & Bar and Restaurant Insurance Shoutout

👉 If today's conversation about Arizona's beverage and food industry — from distribution to legislation to community impact — added value for you, hit Subscribe so you never miss a future episode. 

Drop a comment with your biggest takeaway and share this with someone who's building a brand or working in hospitality right now. 

🍺 Learn more about BACIC Arizona at bacicarizona.org 

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

📲 DELO’s Preferred Business Service Partners: https://iamthedelo.com/connect

📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 209 of On The Delo as Delo sits down with Chef Kyle, the James Beard Award finalist and Executive Chef behind Chula Seafood — one of Arizona's most celebrated seafood concepts. From bussing tables at a small-town steakhouse in Payson to earning the culinary industry's highest honor, Kyle's journey is equal parts discipline, humility, and an unwavering commitment to letting great fish speak for itself.

This conversation goes deep on what it actually takes to build and sustain a people-first kitchen culture — from the early mentor who challenged Kyle to apply the same discipline to cooking that he had for golf, to nine years of growing with Chula across multiple locations. Kyle breaks down the daily realities of running a fresh seafood restaurant where the menu literally changes every day, the team collaborative approach to dish development, and why consistency and reliability are the two highest skill sets he looks for in anyone walking through the door. You'll also hear about Chula's wholesale seafood operation, the supply chain from their boat in San Diego to the Valley, and what's coming next with a brand-new Arizona Center location — and you heard it first, a possible Delo bowl.

Chapter Guide (Timestamps):

(0:00 - 1:41) Episode Intro: Music, Kitchen Vibes & Meeting Kyle

(1:42 - 3:57) Growing Up in Payson: Small Town Roots, Family, and What Drives the Fire

(3:58 - 6:01) From Golf Dreams to Busboy: How Hospitality Found Kyle

(6:02 - 9:19) First Kitchen Mentor, Culinary School vs. Paid Experience, and Learning Discipline the Hard Way

(9:20 - 11:43) Mentoring the Next Generation: Consistency, Reliability & Showing Up Right

(11:44 - 15:17) Inside the Chula Kitchen: Communication, Line Checks & Building a People-First Team

(15:18 - 17:10) Staff Growth, Retention & Teaching People to Run a Business, Not Just a Restaurant

(17:11 - 22:25) Nine Years with Chula: How Kyle Joined, the Juan Connection & the James Beard Nomination

(22:26 - 25:13) Food Philosophy: Letting the Fish Lead, Collaborative Menu Development & Fresh Seafood in the Desert

(25:14 - 28:48) New Arizona Center Location, Seafood Events & Chula's Wholesale Supply Chain from San Diego

(28:49 - 30:07) Transferable Skills, Margins & Kyle's Personal Non-Negotiables

(30:08 - 35:55) Rapid Fire: Fishing vs. Golf, Desert Island Fish, Poke Origins, Bigfoot, Pizza & Sunday Happy Hour

👉 If this conversation about honoring your craft, culture, and doing the work the right way resonated with you, hit Subscribe for more deep dives on hospitality, leadership, and what it really takes to build something great.

💬 Drop a comment with your biggest takeaway and share this episode with someone in hospitality or leadership who needs a reminder that showing up consistently is still the most powerful skill in the game.

🐟 And go check out Chula Seafood — if you haven't been. You can thank Delo later!  https://chulaseafood.com

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

📲 DELO’s Preferred Business Service Partners: https://iamthedelo.com/connect

📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

How do you build a clean-label snack brand from scratch?

In Episode 208 of On The Delo, Shannon shares how she turned a home kitchen idea into The Best Bar — a handcrafted snack brand now sold across Arizona, from AJ’s Fine Foods to the Grand Canyon and Phoenix Sky Harbor Airport.

What started with a $2,000 investment, a Vistaprint logo, and Arizona’s cottage food law has grown into a six-year journey built on grit, consistency, and doing things differently.

Delo and Shannon break down what it really takes to build a food business from the ground up — without cutting corners.

From hand-chopping ingredients and fulfilling orders out of her own kitchen, to landing major retail placements, this is a story about building a brand with intention, not shortcuts.

They also get into:

• Scaling without losing quality
  

• Clean-label products and ingredient integrity
  

• The reality of hiring and growth
  

• Sobriety, healing, and personal discipline
  

• Why sleep, gratitude, and routine matter more than most people think
  

Whether you're building a product, growing a business, or just getting started, this episode is a real look at what it takes to turn something small into something sustainable.

Chapter Guide (Timestamps):

(0:00 - 2:35) Devour Phoenix Intro, Booth Memories & Event Prep Systems

(2:36 - 6:21) Shannon's Origin Story: Minnesota Roots, DC Nannying & Learning to Cook

(6:22 - 8:34) 10 Years in Wine Sales, Sommelier Cert & Choosing Sobriety 19 Years Ago

(8:35 - 11:36) Foster Parenting, Health Turning Point & Giving Up Refined Sugars

(11:37 - 14:10) Shannon's Kitchen Cottage Food Start, $2K Investment & the Birth of The Best Bar

(14:11 - 17:05) AJ's Fine Foods, Peddler's Son Distribution & the Fox 10 Segment Moment

(17:06 - 20:36) Hardest Part of Entrepreneurship: Hiring, Delegating & Work-Life Reality

(20:37 - 23:56) 200 Trays a Week, 4,896 Bars in One Order & Hand-Making Every Single One

(23:57 - 27:00) Bar Flavors Deep Dive: Original, Chocolate Chip, Cacao & Seed Bar Charity Tie-In

(27:01 - 29:30) Scaling Challenges, Pitching Natural Grocers & Saying Yes Before You Know How

(29:31 - 33:11) Healing Hospitality, Joy Bus Donations & Why Food and Community Go Together

(33:12 - 36:15) Shannon Today vs. Shannon 2020: GCU Space, Grand Canyon Lodges & Personal Growth

(36:16 - 42:00) Rapid Fire: Music, Cacao Bar Sleeper Pick, Sneakers, Beach Getaways & Grow Bigger

🍫 Find The Best Bar at AJ's Fine Foods, Grand Canyon lodges, the Phoenix Sky Harbor Airport, farmers markets across the valley, and online at https://getthebestbar.com

👉 If Shannon's story of clean ingredients, grit, and building a brand with heart resonated with you, hit Subscribe for more deep dives on health, business, and the real side of entrepreneurship.

💬 Drop a comment with your biggest takeaway and share this episode with someone who's building something they believe in.

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

📲 DELO’s Preferred Business Service Partners: https://iamthedelo.com/connect

📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 207 of On The Delo as Delo sits down with Matt and Brian of Iconic Cocktails to talk about building an Arizona mixer brand over the last decade, from farmers markets and small-batch production to wholesale growth, hospitality partnerships, and a 10-year anniversary worth celebrating. What starts as a fun catch-up turns into a sharp conversation about partnership, product pivots, local sourcing, education-based selling, and what it really takes to keep a niche brand alive and growing in hospitality.​

Matt and Brian break down how Iconic Cocktails evolved from an idea that once included soup and bar catering into a clean-label mixer company built around Arizona ingredients, strong local relationships, and constant customer education. They talk about building the business without a big machine behind them, producing by hand in small batches, growing through wholesale and hospitality accounts, and staying relevant as more consumers look for flavorful nonalcoholic options and more operators need something unique on their beverage menus. Along the way, Delo gets into their origin story, top-selling flavors like prickly pear and spiced honey, the new Strawberry Sage release for their 10-year anniversary, and the everyday habits that keep both founders grounded while balancing work, growth, and life.​

Chapter Guide (Timestamps):​

(0:00 - 4:50) Intro, 10-Year Anniversary, and How Matt and Brian First Connected​

(4:51 - 8:15) Bringing on a Partner, Early Roles, and Why Working With People You Like Matters

​(8:16 - 10:50) Devour, Arizona Hospitality Community, and Showing Up in Person​

(10:51 - 16:10) From “Iconic Soup” to Cocktail Mixers, Education, and Small-Batch Production

​(16:11 - 19:48) Distribution, Wholesale Growth, and Where to Find Iconic in Arizona​

(19:49 - 24:48) Beverage Trends, Seasonal Flavors, and the Story Behind Strawberry Sage​

(24:49 - 28:44) Flights, Best Sellers, 10-Year Milestones, and What Customers Love Most

​(28:45 - 34:45) Daily Habits, Website Resources, Mat Facts, and Future Book Ideas

​(34:46 - 42:30) Rapid Fire, Favorite Ingredients, Markets, Events, and Delo’s Close​

👉 If this conversation about entrepreneurship, local hospitality, and building a product-driven brand resonated with you, hit Subscribe for more real conversations with Arizona operators, founders, and industry leaders.

💬 Drop a comment with your biggest takeaway, and share this episode with someone who values local brands, beverage innovation, and long-term business grit.

🍸 Learn more about Iconic Cocktails: https://www.iconiccocktail.com

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

📲 DELO’s Preferred Business Service Partners: https://iamthedelo.com/connect

📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 206 of On The Delo as Delo sits down with Rick Miller of RLM Hospitality to talk about what really happens when a lifelong restaurant operator shifts from running the floor to helping restaurant groups understand their numbers. From growing up in Scottsdale and building his career in New York and Austin to returning to Arizona to launch RLM, Rick shares the experiences that shaped his views on hospitality, leadership, profitability, and quality of life.​

This conversation goes deep on the realities many operators avoid: late P&Ls, weak AP processes, unclear prime cost, hidden third-party delivery fees, and the risks of running a business by just looking at cash in the bank. Delo and Rick also unpack restaurant culture, training, sobriety, and why cutting costs the wrong way can damage service and become “a formula to go out of business.” 

If you’re a restaurant owner, operator, finance leader, or hospitality entrepreneur, this episode delivers practical perspective on building a stronger and more sustainable business.​

Chapter Guide (Timestamps):​

(0:16 - 2:15) Intro, the Foodist Awards, and Why Hospitality Community Still Matters​

(2:26 - 5:24) Scottsdale Roots, New York City, and Falling in Love with Restaurants at Craft​

(5:25 - 8:06) Austin, Big Restaurant Projects, Marriage, and Life Changes​

(8:07 - 12:20) Hospitality Lifestyle, Drinking Culture, and Choosing a Better Path​

(12:21 - 15:34) Leadership, Financial Knowledge, and Why Culture Drives Restaurant Success

​(15:35 - 17:36) What RLM Hospitality Does and How Restaurant 365 Fits In​

(17:37 - 20:13) Weekly Soft Closes, Prime Cost, and Getting Financials on Time​

(20:14 - 21:58) Ideal Clients, White-Glove Implementation, and Restaurant Accounting Support​

(21:59 - 26:00) Low-Hanging Fruit, Bad AP Processes, Profit Leaks, and Profitability Gains

​(26:01 - End) Fit, Change Management, and Building Month-to-Month Client Partnerships​

👉 If this conversation about restaurant finance, leadership, and operational clarity resonated with you, hit Subscribe for more real conversations with operators, founders, and hospitality professionals.​

💬 Drop a comment with your biggest takeaway, and share this episode with someone who needs a better handle on their numbers, systems, and team culture

⚡Check out RLM Hospitality https://rlmhospitality.com

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

📚 Grab DELO’s Free eBook: https://toastability-production.s3.amazonaws.com/iiaxm3o0iqiawpe96g9o5efki5gh

📲 DELO’s Preferred Business Service Partners: https://iamthedelo.com/connect

📋 Restaurant Resources: https://www.runningrestaurants.com/subscribe DISCOUNT CODE: DeLo2025

Step into Episode 205 of On The Delo as Delo sits down with Mat Snapp and Cortnie of Barter & Shake, the team behind some of Arizona’s most immersive cocktail concepts, to unpack what it really takes to build hospitality spaces people want to come back to. From Mat’s years helping open dozens of restaurants with Sam Fox concepts to Cortnie’s path through Starbucks, Nespresso, San Francisco bar leadership, and eventually Phoenix, this conversation dives into the operator mindset behind culture, guest experience, and long-term team retention.

The episode explores how Barter & Shake grew from one building with three concepts to multiple locations and brands, why they lead with people-first operations, and how they think about guest immersion as a form of escape in an always-on world. Mat and Cortnie also break down the real art of bartending beyond drink-making, including safe service, internal communication, non-alcoholic hospitality, and why making every guest feel included matters just as much as what goes in the glass.​

You’ll also hear the story behind spaces like Sunny’s Lounge and Undertow, what makes their concepts different in a changing market, the importance of giving people a place to unplug, and what’s next for the group as Undertow celebrates 10 years and new projects take shape in downtown Phoenix. If you care about hospitality, leadership, culture, cocktails, or creating memorable guest experiences, this episode is packed with insight you can actually use.​

Chapter Guide (Timestamps):​

(0:00 - 2:43) Intro, Name Stories, and Welcoming Mat and Cortnie​

(2:44 - 5:58) Origin Stories: Sam Fox, Starbucks, Nespresso, San Francisco, and Phoenix

​(5:59 - 8:08) Leadership Chemistry, Partnership, and Building Alignment at Barter & Shake

​(8:09 - 11:48) Growth Since 2021, Post-COVID Shifts, and Why Low Attrition Matters

​(11:49 - 16:02) Guest Experience, Immersion, and the “Magic Trick” Behind Their Concepts​

(16:03 - 19:40) Non-Alcoholic Cocktails as an Act of Hospitality​

(19:41 - 23:52) Lessons from Restaurant Growth, Accessibility, and Why Sunny’s Hits Right Now​

(23:53 - 28:34) The Art of Bartending, Safe Service, and Training Teams to Read the Room

​(28:35 - 31:48) Concept Breakdowns: Sunny’s, Undertow, Platform 18, and Grey Hen

​(31:49 - 35:40) Daily Non-Negotiables, Balance, and How They Reset as Leaders​

(35:41 - 38:43) What’s Next: Undertow’s 10-Year Celebration and Pablo’s in Downtown Phoenix

​(38:44 - 43:40) Rapid Fire, Leadership Philosophy, and Episode Close​

👉 If this conversation on hospitality, culture, immersive experiences, and leadership resonated with you, hit Subscribe for more real conversations with operators, founders, and creators shaping business and hospitality today.

💬 Share this episode with someone in restaurants, bars, or service-based business who cares about building a team-first culture and unforgettable guest experiences.

🍸 Learn more about Barter & Shake Cocktail Entertainment: https://bartershake.com

🔗 Connect with DELO: https://linktr.ee/iamthedelo

💡 Entrepreneur Community: https://www.builtdifferentcommunity.com 

Step into Episode 204 of On The Delo as Delo sits down with Teddy, a fifth-generation Arizona native and co-founder of Pretty Decent Concepts, for a wide-ranging conversation about music, grit, marriage, and building one of Phoenix's most creative restaurant groups from the ground up. From touring the country on $7 a day with his rock band Hollywood Heartthrob to winning a million-dollar raffle and losing it all chasing the music dream — and then betting everything on Downtown Phoenix before anyone else believed in it — Teddy's story is a masterclass in persistence, pivoting, and playing the long game.

The conversation covers how Teddy and his wife Katie built their restaurant group concept by concept, starting with a bootstrapped Chico Malo at Cityscape in Downtown Phoenix, navigating chef drama and a complete menu overhaul weeks before opening, opening and ultimately shuttering Chico Malo Miami after a four-year battle with neighbors, and doubling down on Tempe when everyone said it couldn't work. Teddy also shares the creative philosophy behind their cinematic concepts, why he treats every restaurant like an album, how collaboration with talent like Scott Conant on the upcoming Roman God of Fire sets them apart, and why a rising tide lifts all ships when it comes to building great neighborhoods. If you're in hospitality, entrepreneurship, or just love the Arizona food scene, this episode is packed with real insight and great stories.

Chapter Guide (Timestamps):

(0:00 - 1:41) Delo's Intro, Episode 204, and Welcoming Teddy

(1:42 - 3:34) Fifth-Generation Arizona Roots, Sun Devil Marching Band, and West Side Phoenix

(3:35 - 7:19) Hollywood Heartthrob, Warped Tour, Record Label, and Music Industry Lessons

(7:20 - 10:57) Every Failure Translates: Business Lessons from Music to Restaurants

(10:58 - 13:49) Building with Katie: Partnership, Marriage, and 17 Years of Growing Together

(13:50 - 17:03) Life on Tour, $7 a Day, and Katie Running Merch on the Road

(17:04 - 18:25) Winning the Million-Dollar Health & Wealth Raffle and Taking the Cash Option

(18:26 - 24:36) Opening Chico Malo: Downtown Phoenix, Chef Drama, Menu Pivots, and the Underdog Win

(24:37 - 26:38) Chico Malo Miami: COVID, Hotel Rooms with a Toddler, and Knowing When to Walk Away

(26:39 - 32:18) Betting on Tempe: Filthy Animal, Doubters, a Rising Tide, and the ASU Generation

(32:19 - 36:10) Pat Tillman, Jake Plummer, ASU Lore, and the Rose Bowl Memory

(36:11 - 38:23) Roman God of Fire, Scott Conant, Forgive Me Father, and What's Opening in June

(38:24 - 40:48) Wren and Wolf, the California Group That Never Opened, and Downtown Phoenix Today

(40:49 - 44:31) Rapid Fire: Coffee, Aliens, Bench Press, Richardson's, and Rapid-Fire Wrap-Up

👉 If Teddy's story of persistence, creative risk-taking, and building something great in Arizona resonated with you, hit Subscribe for more honest conversations on hospitality, entrepreneurship, and the mindset it takes to go all in.

🐆 Check out Pretty Decent Concepts and see what's happening at their restaurants across Phoenix and Tempe:  https://www.prettydecentconcepts.com

What happens when the host becomes the guest? Ina very special Episode 203 of On The Delo, Eric Walters of A Taste of AZ flips the mic to interview Delo and his father Ed DeLorenzo—the original "Delo"—in a rare, unfiltered father-son conversation about legacy, fitness, sales, and what it really means to build something that lasts.

From Ed's Mr. Colorado bodybuilding titles and his 50+ years in insurance, to Delo's pivot from the music business into carving a restaurant hospitality niche, this conversation is packed with raw wisdom, honest stories, and real lessons on relationships, persistence, and knowing when to let go. The trio covers how the DeLorenzo legacy traces three generations—from Grandfather Guido selling kitchen equipment at iconic New York establishments, to Ed founding Ambassador Group, to Delo spending 26 years building a niche serving the hospitality industry. Along the way, they tackle the Pumpkin Patch Theory on firing bad clients, how honest selling beats slick tactics every time, health as a non-negotiable business pillar, and why people eating at their neighborhood restaurant still matter more than any transaction.

If you've ever wondered how decades of experience pass from one generation to the next—or what it looks like to keep showing up at 77, five days a week—this one's for you.

Chapter Guide (Timestamps):

(0:00 - 2:32) Role Reversal Intro: Eric Takes the Mic & Who Is the Original "Delo"?

(2:33 - 4:20) Ed's Roots: Brooklyn, New Jersey, Colorado State Football & Moving West

(4:21 - 7:30) The Fitness Foundation: Mr. Colorado, Working Out at 77 & Accountability

(7:31 - 9:15) Pressure, Persistence & Knowing When Enough Is Enough

(9:16 - 11:20) Three Generations: Grandfather Guido, Restaurant Roots & Ambassador Group

(11:21 - 15:10) Sales Then vs. Now: Honest Selling, AI Disruption & The Human Advantage

(15:11 - 21:00) Extrovert Introverts, Relationship Business & Firing Bad Clients

(21:01 - 24:35) Delo's Story: Music, Diamond in the Rough & the First Restaurant Client

(24:36 - 27:05) Learning from Dad: Breakfast Appointments, Phone Calls & Julian Wright

(27:06 - 30:50) Health as Priority #1: Sobriety, Fitness & Knowing Your Numbers

(30:51 - 34:10) Restaurant Trends: Drinking Less, Mocktails, Healthy Menus & Neighborhood Loyalty

(34:11 - 37:25) The Future of Ambassador Group, Human Connection & Close

💬 Drop a comment with your biggest takeaway and share this episode with someone who values a real relationship over a quick transaction.

👉 If this conversation about legacy, relationships, and building something real resonated with you, hit Subscribe for more candid conversations on business, hospitality, and life.

🎦 Check out more with Eric as the host on the a Taste of AZ podcast - https://atasteofaz.com/category/a-taste-of-az-podcast-episodes

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