that best support dealer-based distribu- tion by honoring them ... criteria: FEDA Support: Does the manufac- ... in mind
The President’s Message Well-Deserved Recognition for 2014/2015 Exceptional Manufacturers
I
Brad Pierce President Restaurant Equipment World
[email protected]
n 2014, FEDA Past President Brad Wasserstrom spearheaded the initiative to recognize manufacturers that best support dealer-based distribution by honoring them in the March/ April issue of News & Views. Named to our Exceptional Manufacturers and Honorable Mention List, this group of distinguished supplier partners best exemplifies predetermined criteria established in 2013 to spell out what makes for an exceptional manufacturer. We will continue the good work that Brad started and plan to announce an updated list in the March issue of News & Views in 2016, and will review selections every other year. We hope many manufacturers were either encouraged by this recognition or motivated to make the list in 2016. For your review, the criteria used is below, along with details about the review process.To recap, dealer scoring was based on five important criteria: FEDA Support: Does the manufacturer contribute to FEDA’s overall goals?
See Page 14 for the 2015 list of “Exceptional Manufacturers”
Brand Attributes: Does the manufacturer offer quality products at competitive prices that give dealers profit potential? Sales Support: Is the manufacturer engaged with the dealers’ sales teams? Do they provide timely product information and on-going training? Are their sales representatives (whether direct or independent) professional and welltrained? Manufacturer Trustworthiness: The manufacturer must never undermine the dealer with the end user and handle dealer information (including pricing) with confidentiality. Does the manufacturer consistently work to improve their relationship with dealers?
4 FEDA News & Views
Relationship Attributes: How well does the manufacturer communicate with the dealer? Is there two-way dialogue amongst senior management and is there an understanding of the dealer’s business needs? It is important to note that while creating this list, we had no specific number in mind in regards to the companies that would get the top ranking or make the Honorable Mention list. We simply took the average scores for each manufacturer, and those that scored above X are being recognized as exceptional. Those that scored between X and Y are being recognized on the Honorable Mention list. Both cutoffs became a natural break point with separation from the group directly underneath. With the way we did this, it was not impossible (although highly unlikely) for every company considered to be designated as exceptional. The manufacturers that are rated as “exceptional” help to make each of us more profitable as dealers. They have well trained staffs that also help to train our teams to sell their product. These manufacturers have high-quality items that don’t cause dealers to spend excessive time or money on sales support after the sale. These manufacturers communicate and plan with dealers and allow dealers to make good margins that are also protected from “inquisitive and demanding” end users. I would hypothesize that the manufacturers rated as the best on this survey are also some of the most profitable in the industry. continued on page 14
President’s Message continued
It’s also important to note that everyone’s perceptions are guided by their own experiences. We’ve all had great experiences and relationships with many companies left off each list and we’ve had difficult issues with companies that made the lists. The point isn’t whether everyone is going to agree with every name. Instead, our hope is that the focus will rest on its intent: to recognize those manufacturers who tend to do the best job with dealers and encourage discussion. For example, what can those who are not recognized do better to align themselves with dealer-based distribution? And if they did, wouldn’t business be easier for both the dealer and manufacturer? Could you possibly imagine how terrific your
industry relationships would be? Do you think the dealers and manufacturers in our industry would be healthier and more profitable? We welcome the opportunity to talk with those manufacturers that were not rated as “exceptional” about these and other thoughts. Wouldn’t it be great if every manufacturer you do business with received an exceptional rating? FEDA congratulates the Exceptional Manufacturers and congratulations to those that received an Honorable Mention. We are appreciative of your efforts to support the channel and the efforts you are making that allow all of us to run profitable businesses.
With the help of the FEDA Executive Committee and Board of Directors, this list was created in the fall of 2013 and announced in 2014. A similar review process will be done in the fall of 2015 and announced in March of 2016 in News & Views.
Exceptional Manufacturers Advance Tabco Ali Group Alto-Shaam, Inc. Cres Cor Dexter-Russell, Inc. Eagle Group Emerson (InSinkErator and InterMetro) Globe Food Equipment Co. HATCO Corp. American Metalcraft, Inc. American Panel Corp. Browne Foodservice Carlisle Foodservice Products Cooper-Atkins Corp. Dormont Mfg. Co. Duke Manufacturing Co. Equipex, LLC GET Enterprises, LLC 14 FEDA News & Views
ITW Food Equipment Group Manitowoc Foodservice Group Middleby Corp. Robot Coupe USA, Inc. Salvajor Co. T&S Brass & Bronze Works, Inc. Thermo-Kool/Mid-South Industries Vollrath Co., LLC
Honorable Mention Hoshizaki Lakeside Manufacturing, Inc. Libbey Foodservice Meiko USA NEMCO Food Equipment New Age Industrial Perlick Corp. San Jamar Service Ideas, Inc.
Standex Structural Concepts Corp. Tablecraft Products Inc. True Food Service Eqpt. Unified Brands Victorinox Swiss Army Walco Stainless Wood Stone Corp.
