Case Study 5: Pollo Campero—More Than Chicken in Overhead Bins

This case covers how Pollo Campero, a Guatemalan fried chicken restaurant chain, has evolved to become one of the franchises to follow in the US market. The Gutierrez family converted this family-style restaurant into a cultural phenomenon in a Central American region dominated by the larger US-based fast-food franchises. The case covers the expansion in the USA, the global struggles, and how the family needed to recapture its domestic market. Finally, the case analyzes how the US chicken-based restaurant industry has become more diverse and competitive.