It’s easy to lead with price when trying to make a sale or competing with another firm. What is more difficult is selling value, a less cut-and-dried, more subjective aspect of any purchase.The Foodservice Equipment Distributors Association will be hosting a webinar on the topic of “Value-Added Selling” next month. The program, led by author…

I’ve been back from Asia for more than a week now, just in time to help Christine Palmer clean up the last of our annual Top Dealer survey. For those laggards who have yet to respond, I’m coming after you this week! But with most of the surveys already in, I’ll share a little of…

In spite of an early winter in some parts of the country, sales of equipment and supplies by manufacturers’ reps increased 4.8% in the fourth quarter of last year, according to the latest MAFSI Business Barometer. The quarterly survey is maintained by the Manufacturers’ Agents Association for the Foodservice Industry. And while the reps expect…

The Manufacturers’ Representatives Educational Research Foundation, a charitable education foundation sponsored by rep associations in diverse industries, is holding a two-day seminar next month. Manufacturers wanting to strengthen or create a rep network are invited to attend MRERF’s Manufacturer’s Best Practices May 7-8 in Atlanta. The seminar’s format of an interactive dialogue will focus on…

Alto-Shaam was recently awarded the 2013 Wisconsin Manufacturer of the Year Grand Award for workforce development. The award, announced at a Feb. 27 black tie banquet in Milwaukee, honored Alto-Shaam for its commitment to the continual development of its employees and its charitable contributions, including: Establishing an Alto-Shaam University to help ensure all employees have…

Cambro Mfg. is building an additional production facility to enhance service to its customers on the East Coast. The company’s new manufacturing and distribution facility will be in Mebane, N.C., located between Greensboro and Raleigh. The plant will be Cambro’s sixth manufacturing plant. “The state of North Carolina provides an accommodating business climate that is…

Ali Group North America has reorganized its refrigeration segment into a new Refrigeration Division to support and promote the company’s Beverage-Air and Victory Refrigeration brands while allowing both firms to maintain their respective identities. Rob August, president of Beverage-Air, will lead the new division as president; Jennifer Ward will serve as senior v.p.-sales and marketing.…

My only regret about last week’s FEDA Annual Convention, other than that Jan couldn’t make it, was that I had to leave early to head to Shanghai and Singapore. (I’m writing this from Singapore.) I thought the two days I spent at the convention in Indian Wells, Calif., was among the best FEDA meetings I’ve…

Heritage Food Service Group announced April 7 that it has acquired Key Food Equipment Services Ltd. (KFES) of Vancouver, British Columbia for an undisclosed amount. KFES, founded in 1982, is the largest food equipment repair and genuine OEM parts distributor in Canada’s Western Provinces. “This acquisition will position Heritage to accelerate its expansion into the…

Bargreen Ellingson, one of the country’s biggest E&S distributors, has acquired Knapp Supply & Equipment Co., a restaurant and janitorial supplier based in Casper, Wyo. The acquisition gives the Tacoma, Wash., firm its 22nd facility as well as a presence in its ninth state. Bargreen Ellingson reported 2012 sales of nearly $158.3 million, ranking it…