Popeyes Lost Its Mojo: How the Chicken Sandwich Created a Monster—and Then Competitors Learned to Feed It

 

There is a fascinating lesson buried inside the Popeyes story according to Steven Johnson, Grocerant Guru® at Tacoma, WA based Foodservice Solutions®.

Popeyes didn’t lose it’s Mojo because the chicken sandwich failed.

It lost its Mojo because the chicken sandwich succeeded so spectacularly that competitors learned how to take the category momentum Popeyes created—and Popeyes did not consistently remain the brand defining it.

That distinction matters.

In 2019, Popeyes didn't simply launch another menu item. It created one of the most powerful foodservice marketing events of the past decade.

And then, over time, it allowed the rest of the restaurant industry to turn Popeyes' innovation into everybody's chicken opportunity.

That, in my view as the Grocerant Guru®, is the real story.

The Chicken Sandwich Was a Sales Rocket

When Popeyes introduced its Chicken Sandwich nationally in August 2019, the response was extraordinary.

The sandwich sold out in roughly two weeks. Traffic reportedly peaked at 256% growth on August 23, while the November relaunch produced a reported 299% increase in foot traffic on launch day.

The financial impact was even more impressive.

Popeyes finished 2019 with 12.1% comparable-sales growth, compared with just 1.6% in 2018. Fourth-quarter comparable sales jumped 34.4%, while systemwide sales increased 42.3% to approximately $1.3 billion.

And this wasn't simply a one-quarter phenomenon.

By 2020, Popeyes had added approximately $760 million in domestic sales over the preceding year, while system sales had increased roughly 42% over two years, or about $1.3 billion. Average unit volumes reportedly climbed from approximately $1.4 million to $1.8 million.

That's not a successful LTO.

That's brand transformation.

The sandwich gave Popeyes something every restaurant brand desperately wants:

A reason to visit.
A reason to talk.
A reason to switch.
And a reason to come back.

Popeyes Didn't Just Sell a Sandwich—It Owned the Conversation

Here's what made the 2019 launch so powerful.

Popeyes didn't have to spend years explaining why consumers should care.

The product itself became the story.

A social-media exchange with Chick-fil-A helped ignite the so-called chicken sandwich wars, while media comparisons turned the sandwich into entertainment. Apex Marketing estimated the launch generated approximately $65 million in earned media value in its first 15 days.

That is an extraordinary return on a menu innovation.

But there was another important ingredient:

Popeyes had a point of view.

The brand wasn't trying to be everybody's chicken restaurant.

It had Louisiana roots.

It had Cajun flavor.

It had attitude.

It had personality.

And suddenly it had the chicken sandwich.

The brand's own retrospective describes 2019 as the tipping point for a broader Popeyes renaissance, with U.S. comparable sales reaching 37.9% in Q4 2019 and 29.2% in Q1 2020.

Popeyes had Mojo.

Big Mojo.

Then the Industry Did What the Industry Always Does

It copied the opportunity.

The Popeyes sandwich helped turn the chicken sandwich from a secondary fast-food offering into a major restaurant battleground.

McDonald's eventually launched the McCrispy.

Wendy's expanded its chicken-sandwich platform.

Burger King expanded its chicken offerings.

Wingstop entered the sandwich game.

Taco Bell created chicken-sandwich-adjacent innovations.

And dozens of other restaurant brands joined the battle.

The result?

Popeyes created the category moment, but competitors increasingly monetized the category.

That's an important difference.

The 2025 Atlantic analysis of the chicken-sandwich phenomenon noted that sandwich consumption increased substantially from 2019 onward and that the product had migrated far beyond traditional chicken chains. McDonald's reportedly now generates roughly $1 billion annually from its McCrispy, while other major chains have expanded their chicken-sandwich portfolios.

Even more interesting is Wingstop.

Wingstop introduced its chicken sandwich in 2022 and subsequently reported that the product was bringing in a younger customer base, including Gen Z and millennials. Many first-time visitors came specifically for the sandwich and then explored other menu categories on subsequent visits.

That's exactly what Popeyes should have wanted its Chicken Sandwich to do for Popeyes.

Instead, competitors learned how to use the sandwich as a customer-acquisition platform.

The Bigger Problem: Popeyes Lost the Narrative

This is where I believe Popeyes lost some of its Mojo.

A great restaurant brand needs more than a great product.

It needs a repeatable narrative.

Popeyes had that narrative in 2019:

We have the chicken sandwich everybody is talking about.

But the marketplace eventually moved on.

Suddenly everybody had a chicken sandwich.

So the question became:

Why Popeyes?

And that is a much harder question.

Popeyes' challenge wasn't necessarily that its food became bad.

The problem was that its competitive differentiation became less obvious.

The brand that had once disrupted the chicken category increasingly found itself participating in the category it had disrupted.

That's a dangerous transition.

Then Came the Value Problem

This is where the story becomes even more important in 2024, 2025 and 2026.

Consumers became increasingly price-sensitive.

Restaurant brands responded with value platforms, bundles, meal deals and increasingly aggressive entry-price messaging.

Popeyes, however, was slower to respond.

Restaurant Dive reported that Popeyes' sales pressure began in the third quarter of 2024 as competitors leaned into value while Popeyes was not sufficiently focused on the consumer's growing price sensitivity.

And that matters enormously in today's restaurant environment.

The consumer doesn't evaluate a chicken sandwich in isolation anymore.

They evaluate:

Sandwich + fries + drink + convenience + speed + price.

That's a grocerant lesson as much as a restaurant lesson.

Consumers are increasingly shopping for the meal occasion, not merely the entrée.

McDonald's understands this.

Grocery deli understands this.

Convenience stores understand this.

And increasingly, successful chicken chains understand this.

The competitive question isn't:

"Who has the best chicken sandwich?"

It is:

"Who gives me the most compelling meal for the money, with the least friction?"

Popeyes Also Has an Execution Problem

There's another uncomfortable issue.

A powerful brand promise is only as good as the restaurant experience that delivers it.

By 2026, Restaurant Brands International was acknowledging the need to improve Popeyes' operational consistency, including speed, accuracy and reliability. The company was also moving toward simplifying the menu and strengthening value.

That is critical.

Because the original Popeyes Mojo wasn't created by advertising alone.

It was created by the intersection of:

Great food + cultural relevance + scarcity + social conversation + value + discovery.

When execution becomes inconsistent, the brand loses another piece of that equation.

And when the menu becomes too complicated, the restaurant can become slower precisely when consumers are demanding greater convenience.

The Chicken Sandwich Became Bigger Than Popeyes

This may be the most ironic part of the entire story.

Popeyes helped make fried chicken sandwiches culturally important.

The sandwich became one of the defining handheld foods of modern foodservice.

And that created enormous opportunity for restaurants, convenience stores, grocery prepared foods and other food channels.

From a Grocerant Guru® perspective, this is exactly what happens when a food innovation crosses channels.

Once consumers understand the occasion, the food can migrate.

Chicken sandwiches moved from:

Chicken restaurants → burger restaurants → fast casual → convenience → grocery prepared foods → virtually everywhere.

The innovation became democratized.

Popeyes had created the lightning.

The industry built power lines.

The 2025 Sales Number Should Get Popeyes' Attention

According to Nation's Restaurant News, Popeyes' U.S. sales declined 0.5% in 2025, compared with 3.9% growth in 2024. By contrast, Wingstop grew sales 11% in 2025 after an extraordinary 36.8% increase in 2024.

That comparison is revealing.

Popeyes essentially invented the modern chicken-sandwich moment.

Yet another chicken brand is demonstrating how to turn chicken innovation into sustained traffic and customer acquisition.

That's the Mojo gap.

And the answer isn't simply another chicken sandwich.

Popeyes needs to rediscover what made consumers care about Popeyes.

 

Three Insights to Help Popeyes Get Its Mojo Back

1. Stop Marketing the Chicken Sandwich—Start Marketing the Popeyes Meal

Popeyes shouldn't abandon its Chicken Sandwich.

It should demote the sandwich from being the entire story to being the gateway into the Popeyes ecosystem.

Build powerful meal architecture around it:

Chicken Sandwich + Side + Beverage + Louisiana flavor = Popeyes occasion.

The objective should be to increase frequency, attachment and perceived value—not simply sandwich transactions.

That's where Popeyes can reconnect with the grocerant consumer who increasingly thinks in terms of complete meal solutions.

2. Make Louisiana the Differentiator Again

The biggest mistake would be trying to out-Chick-fil-A Chick-fil-A, out-McDonald's McDonald's or out-Wingstop Wingstop.

Popeyes already owns something those brands don't: Louisiana.

The brand should aggressively reconnect food, flavor, storytelling and merchandising to its Louisiana culinary DNA.

Not artificial Cajun theming.

Real culinary authority.

Popeyes needs more food people can talk about—not simply promotions people can redeem.

The next Mojo moment should make consumers say:

"You can't get that anywhere else."

3. Rebuild the Brand Around Three Words: Flavor, Value, Speed

This is the most important lesson.

Popeyes needs a new operating equation:

FLAVOR — Give consumers a compelling reason to choose Popeyes.

VALUE — Give them a compelling reason to choose Popeyes today.

SPEED — Give them a compelling reason to choose Popeyes right now.

The original Chicken Sandwich solved the first problem spectacularly.

Today, Popeyes has to solve all three simultaneously.

Because in 2019, consumers were willing to wait in line for the sandwich.

In 2026, consumers want the sandwich, the meal, the value—and they want it without the wait.

That's the new restaurant battlefield.

And my advice to Popeyes is simple:

Don't try to recreate 2019.

Recreate the thinking that made 2019 possible.

Find something uniquely Popeyes. Make it craveable. Make it culturally relevant. Make the value obvious. Make the experience reliable.

Then give consumers a reason to talk about it.

That's how Popeyes gets its Mojo back.

Tap into the Foodservice Solutions® team for greater understanding of New Electricity or for a Grocerant Program Assessment, Grocerant ScoreCard, or for product positioning or placement assistance, or call our Grocerant Guru®.  Since 1991 www.FoodserviceSolutions.us  of Tacoma, WA has been the global leader in the Grocerant niche. Contact: Steve@FoodserviceSolutions.us or 253-759-7869

Can Grocery Shopping become Not So Irritable?

 

Most consumers buy 100 items from a grocery store per year.  Consumers buy the same 100 items as they need them over and over again many times only needing 8 to 14 items on a particular visit and do not want to walk through the entire store looking for them and spending 35 minutes to do so according to Steven Johnson Grocerant Guru® at Tacoma, WA based Foodservice Solutions®.  

There is a new company that wants to be less irritable for consumers empowering those looking to save time that company is JackBe who has reimagined e-commerce grocery shopping adding a drive-thru solution to the mix.

JackBe recently completed a December funding round.  The goal is to become a curbside drive-thru grocer. Sounds simple enough we will soon find out if it is in fact as easy as it sounds.  JackBe officially opened its first location at 178th and North May Avenue in Edmond, Okla., on Jan. 10, the first of three locations slated to open in 2023.

In case you did not know, JackBe was funded by CEO Alex Ruhter and three others, the company said it has been working together over the past three years to create a company that makes buying groceries “fun throughout the whole experience.”

Here is the current template for the JackBe concept which will operate exclusively as a location where customers come to pick up their groceries ordered via the custom and proprietary JackBe app. In just minutes, customers can place an order and, when it’s ready, pull into one of the drive-thru bays, where a JackBe team member will deliver the groceries right to their car. With the ability to serve up to 200 orders per hour, the 17,000-square-feet location carries the most frequently purchased products from categories such as produce, meat, bakery, deli, and health and beauty care, as well as baby, pet and consumables.

The launch of the JackBe concept comes at an ideal time, as recent research shows that the convenience and independence that come with curbside pickup has made it a habit for many consumers, especially for those under 50 years of age. Consumers are dynamic not static and the team at Foodservice Solutions® believes that the grocery industry needs to evolve faster than they have over the past 20 years or risks simply fading away.

JackBe CEO Alex Ruhter, stated, “By opening JackBe, we're introducing a new way for customers to shop that provides convenience, value and great quality with no substitutions,” … “We have studied customers’ needs and created a shopping experience that’s designed specifically for busy people. We’re committed to our promise to make grocery shopping a better experience. That’s why we’re excited to share JackBe with the Oklahoma City community, where we are founded and headquartered.”

Every item at JackBe is handpicked, and there are no membership or delivery fees.

Understanding the importance and consumer demand for grocerant niche Ready-2-Eat and Heat-N-Eat fresh prepared food; Ruhter added that the JackBe stores will soon feature prepared meals as well as local brands in many departments, staying true to the company’s commitment to supporting local businesses. For example, JackBe is planning to carry many items that are a part of the Made in Oklahoma Coalition.

Ruhter continued, “Our commitment to our shoppers is to do everything in our power to offer the best shopping experience delivering both speed and quality — and we look forward to supporting more communities as we grow.”

Jack be is not alone in understand the change consumers are looking for and the role that a drive-thru will play in the evolving grocery business model cording to public records, Amazon is intending to open a 35,000-square-foot Amazon Fresh grocery store in Boca Raton, Fla., the company’s first such store in that state and its first store in the Southeast.

Amazon Fresh Food now Via Drive Thru

Building a Larger Share of Stomach

So, what makes the Uptown Boca Amazon Fresh different from the other 18 Amazon Fresh stores now open nationwide is what appears to be a drive-thru.

Now, according to workers at the site, the Boca Amazon Fresh store will have a drive-thru, possibly for online pickup orders. The drive-thru has one lane, covered by a canopy, that is adjacent to the east side of the building, where double-glass doors lead to the interior of the store. Parking spots, possibly for pickup orders, are also available on the far east side of the building.

Amazon Fresh - Food Faster

Technology, drive-thru’s and a dynamic consumer are driving change and customer migration within the grocery sector, convenience sector, and the restaurant sector.  Does your brand look more like 1999, 2000, 2010 than a consumer relevant brand of today?

Success does leave clues. One clue that time and time again continues to resurface is “the consumer is dynamic not static”.  Regular readers of this blog know that is the common refrain of Steven Johnson, Grocerant Guru® at Tacoma, WA based Foodservice Solutions®.  Our Grocerant Guru® can help your company edify your brand with relevance.  Call 253-759-7869 for more information. 

Meals that are Handheld are a Grocerant Success Story

 

Yes, we have just a couple of day before we ring in 2023. While many consumers are just starting to think about going a diet at the start of the year.  I want to take a look back at 2021, within the grocerant niche and let you know that bread is back. 

So, according to Steven Johnson, Grocerant Guru® at Tacoma, WA based Foodservice Solutions® the number one product for handheld food for immediate consumption is bread around world.  On top of that in a poll conducted by The Harris Poll confirmed it.  Let’s look at some recent numbers:

Then, according to that nationwide survey commissioned by General Mills Foodservice and conducted by The Harris Poll, Bread isn't just a key part of at-home meals. Americans' consumption of bread when dining out or getting takeout is on the rise.

Here is why it is a success; during the past year, two-thirds of Americans (67 percent) report eating bread more than they normally would when dining out or ordering takeout and three in five Americans (60 percent) say they would rather indulge in a good bread item than dessert when dining out.

Chef Curt Wagner, part of the Chefs of the Mills team, stated "Bread and the associated carbs used to get a bad rap, but we are really seeing consumers come back to bread," … "From home bakers attempting to make sourdough and banana bread to diners seeking out the bread items they love but don't have the time or skills to make on their own, it appears we are all craving and eating more bread. I expect to see a resurgence of indulgent and creative bread menu items in the year ahead."

Consumers who are eating more bread when dining out or ordering takeout during the past year are doing so because it is offered as a complimentary "starter" (52 percent); because it is comforting (45 percent); to fulfill a craving (36 percent); to indulge (29 percent); or to reward themselves (25 percent).

Favorite bread items include garlic bread (61 percent), rolls (47 percent), French bread (35 percent), biscuits (34 percent) and croissants (31 percent).

Other key survey findings include:

·         Nearly three-quarters of Americans say that when dining out, their meal includes some type of bread item as a starter or part of the main course and that bread is something they look forward to when they are dining out or ordering takeout (both 73 percent).

·         87 percent of Americans say they enjoy being offered a free starter of fresh bread items, such as a bread basket or garlic bread when dining out.

·         63 percent of Americans are more likely to order a sandwich if it is made with a unique bread/sandwich carrier, such as biscuits, waffles or croissants, than if it is made from regular bread.

Wagner continued, "Bread is more than an everyday staple, it's one of the greatest comfort foods that diners really look forward to and enjoy when eating out or ordering takeout, which gives restaurants and foodservice operations an opportunity to shine," ... "There are so many ways operators can move beyond basic bread to elevate their menus and use bread in new and interesting ways."

Want to make your customer happy?  Here is how to do so using bread according to the team  General Mills Foodservice:

·         Surprise and delight diners by using bread items in unexpected ways, such as making a croissant the base for a decadent dessert;

·         Reduce waste by repurposing day-old bread items, such as making croutons out of unused bread;

·         Maximize the breads made across the menu from morning till night; and

·         Take the burden off staff and minimize waste with easy-prep, freezer-to-oven bread items that can be baked as needed.

Invite Foodservice Solutions® to complete a Grocerant ScoreCard, or for product positioning or placement assistance, or call our Grocerant Guru®.  Since 1991 Foodservice Solutions® of Tacoma, WA has been the leader within the Grocerant Niche for both Ready-2-Eat and Heat-N-Eat fresh prepared food menu ideations.