Saturday, October 16, 2004

The economics of trust

The current edition of Restaurant Magazine has an article on a restaurant in the suburbs of London where there are no prices on the menu. Customers pay what they think the meal was worth. It is called Just Around the Corner and has been around for 17 years. From what I saw when I went to help photograph it for the magazine, it serves old fashioned French food of an average standard (soup, chicken supreme, profiteroles...).

Here are some interesting quotes from the owner:
In a cheaper area the restaurant wouldn't survive because people wouldn't pay the money I expect and in a busier, more central area, we couldn't build up the trust.

When people don't pay what the owner thinks appropriate (about £20 a head) We just thank them nicely and give them their money back. These people know they don't belong here, they try you out and by giving them their money back nicely, you ensure that they never return.

Apparently this is a unique operation and as the owner admits, location is key. But I think there is more to the location than simply wealth, as the owner states. If there were more competition (there isn't a great deal nearby), would it survive? Why hasn't the approach been imitated, as it is obviously profitable?
The owner is very charismatic, and the restaurant has what some would call a nice atmosphere, so perhaps it has become a local institution which survives due to a combination of scarce competition, a gastronomically conservative clientele and a charming and familiar atmosphere. The absence of competition is important because a comparable local restaurant would enable people to price a meal at Just Around the Corner more accurately, acting as a kind of yardstick.

Even if a customer was unhappy with the food, there would probably be a shame factor, helped by the kindness of the owner, which induced him to pay a "reasonable" price, even if he never returns again.

I would be interested if anyone knows of similar operations around the world, especially any that have failed with a similar business plan.

66 Comments:

Blogger John said...

That's quite a cool idea, something that I wouldn't expect these days.

16 October 2004 at 23:10  
Blogger Mad Guru said...

The revenue equivalence theorem states that when bidders in an auction are risk-neutral and have independent private values, any auction format will generate on average the same revenue for the seller.

That's what I thought of as I read about the restaurant. If you think of a given meal as an auction, where everyone pays the price they are willing to for the meal, then it fits. Some people overpay. Some under. Ultimately they average out and as long as the owner's costs are below that average, it will be profitable.

By weeding out lowball bids, as time goes on, the average price should rise.

This is where the volume of the business is important. If you have three customers, you have far more variability around the mean price than you will if you have 3,000.

All in all, a great idea, and one with a lot of potential for services and goods.

1 November 2004 at 17:55  
Blogger Ryan H. said...

So, it's pay what you want as long as it's 20 quid each? Doesn't sound like "pay what you want" to me. But that could be the brilliance of the business plan. And that's the real story here, not the food.

2 November 2004 at 00:58  
Anonymous Anonymous said...

Yeah there is an Indian restaurant in Singapore called Annalakshmi (literally "the goddess of food") which operates on the same idea. It has excellent ambience and bang in the center of the city. It is extremely difficult to get a seat in the restaurant in the night. They operate on a voluntary basis. The staff who serve, wait and cook are voluntary workers. I presume they hire only the main cooks.

They also sell sculpture and paintings from India. All profits go to an orphanage in India.

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2 November 2004 at 02:12  
Anonymous Anonymous said...

Surprisingly, there has been a restaurant in Salt Lake City just like this for nearly 2 years. Its name: One World Cafe. Vegans, vegitarians, and other so-called liberal minded folks frequent the joint, and has done quite well in our small urban area.

2 November 2004 at 02:33  
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Anonymous Anonymous said...

Sorry about the anonymous post, no blogger account.

That 20 pound thing "limit" really struck me too. That's far beyond what most people I know could afford to pay for a meal. This business seems based on a sly "gimmick", where everything is done with a wink, rather than being based on any kind of good intentions or forward thinking.

The cool thing about One World, which was mentioned a few posts earlier, is that the owner doesn't have any such expectations. Based on what I've heard, if you can't pay, you're asked to help in the kitchen. Of course the operation is kept afloat by generous people who pay far more than one would normally pay for a meal, but she has been doing this for quite a while and I heard that she's making it work as a business, as opposed to her former model which was failing badly before changing formats.

4 November 2004 at 03:07  
Blogger Peter A Rossi said...

Thanks everyone for the comments.

The interesting things for me from the responses are:

1 - there are only a few examples. I got thousands of visitors following the MR link, so I am going to assume that this type of restaurant is thin on the ground. I reckon that if there were a chain of restaurants operating on this principle someone would have mentioned it - although I would be very interested to find this is not the case.

2 - 2/3 examples given seem to have some sort of voluntaristic/ideological theme. A shared belief system, for better or worse, functions as a kind of trust mechanism so this would explain at least some of their success.

I would argue that these type of restaurants can't survive for a long time without certain criteria being met and restaurants with normal fee structures can survive in the absence of such preconditions (some or all of: lack of competition, not particularly demanding customers, ideology, demographic luck, consistent quality, good atmosphere, unique or quirky attraction...)
And human nature! You could eat at this restaurant for free if you have no sense of shame, so his success is built on humans having certain social characteristics. I find that v interesting.

As to the revenue equivalence theorem, my economic ignorance might reveal itself here, but why don't we buy more things like this, e-bay aside?

5 November 2004 at 00:15  
Blogger Peter A Rossi said...

This is from a reader:

There is a similar, though more playful and impure example here in Victoria on Vancouver Island in Canada at Floyd's Diner at the corner of Quadra and Yates Streets. The first item on the menu is "The Mahoney" - here's how it works.

You order the Mahoney, specify vegetarian/nonveg, breakfast/lunch and they make you whatever they feel like making you. If you like it, you can pay for it outright at about the same range of prices as are in the menu items. If you don't like it, or if you're enjoy the game of fate, you can flip a coin for it. If you win, it's free. If you lose, you pay double the price it would have been.

7 November 2004 at 17:14  
Blogger Rasaraj Das said...

I think this is a good idea. Actually it really doesnt make sense to pay for food anyways (most of the trading was in the barter systems, farmers were paid in kind)

Also I have seen a similar concept in a lot of the "Govindas" restaurants, where, tho the items are charged, there is a visible sign saying that "All prices are suggested donations". The money is never returned tho, even if it is much less than the cost. Having said this, the restaurants have been there for 20+ years, and lots of people come there.

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Anonymous Anonymous said...

There is the same sort of restaurant in Perth Australia, called Ana Kashami. Customers pay for what they think their meal was worth. I think this may be more to do with a religious concept though. It is an indian vegetarian restaurant. Can anyone shed any light on that on the concept? is it religious?

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