Issue link: https://www.e-digitaleditions.com/i/215553
COVER STORY November/December 2013 F E A T U R E S 12 Swat Team Selling Why leading-edge companies are shifting their sales strategy from a gunslinger approach to a defined team message 16 Educating Customers Not to Clean Their Equipment to Death By Foster Frable 18 5 Warning Signs to Help Prevent Stockouts 10 Succession Planning If you're thinking about succession planning—or not thinking about succession planning—don't put it off, advises our three featured dealers, the Dine Co., BargreenEllingson and Federal Supply. Find out about their plans, processes and why Darryl Manias says allotting 12 years to prepare for the inevitable was good for his father and good for the Dine Co. The Key to Time Management Achieving peak performance and excellent time management in sales begins with setting clear income and sales goals for yourself. The act of sitting down and deciding, in writing, how much you want to earn, and how you are going to go about earning it, makes it far more likely that you will achieve those goals than if you didn't set them at all. briantracy.com www.feda.com Out-of-stock reports shouldn't be your first line of defense, says Inventory Management Specialist John Schreibfeder 20Get Ready for the 2014 FEDA Convention 41Quotables Overcoming Fear 14 Strategies to Consider Before Gifting Attorney and CPA Bart Basi shares best practices, costly mistakes and the rules governing taxable and non-taxable gifts. DEPARTMENTS 4 resident's Message P 8Association Highlights "Recognizing Those Who Support Dealer-Based Distribution" "Are You Using Your Key Member Benefits?" 6 Industry Insights "One Member's Fight to do Design Work" Clark Food Service Equipment's Fred Clark November/December 2013 3