Issue link: https://www.e-digitaleditions.com/i/215553
President's Message continued FEDA Support: One of the best ways to support the dealer distribution segment of our industry is to support the organization whose mission is exactly that. We took into consideration whether the manufacturer attends FEDA conventions, supports FEDA's educational offerings or contributes in other ways to FEDA's overall goals. Brand Attributes: Here, we considered the quality and innovation of the manufacturer's products. We also took into account whether the products can be sold at competitive prices that give dealers profit potential and the quality of the manufacturer's after-sales service and support. Sales Support: In this category, we looked to see how aligned the manufacturer is with dealers' sales issues and how engaged the manufacturer is with our sales teams. Whether the manufacturer has and enforces a MAP or MRP policy, if they are able to enhance dealers' value-added services offerings and provide timely product information and training are all important attributes in this area. We also viewed whether the manufacturer engages in joint sales planning with dealers and has well trained and professional sales representatives (whether direct or independent) as critical goals in this area. Manufacturer Trustworthiness: The manufacturers that score well here are those that avoid undermining the dealer with the end user, handle dealer information (including pricing) with confidentiality and who consistently work to improve their relationships with dealers. Relationship Attributes: This final category is a measurement of how well the manufacturer communicates with the dealer. Is there two-way dialogue amongst senior management? Are dealers made aware of the manufacturer's strategy, and is there an understanding of dealers' business needs? Once these criteria were established, every manufacturer considered was scored in each of these areas. Those scores were then compiled by manufacturer, averaged, and the list emerged. The scoring was also independently audited by Al Bates and the Profit Planning Group for accuracy. In the next issue of News and Views, we will be unveiling the 2014 list of Exceptional Manufacturers in Support of Dealer-Based Distribution. To be successful in business, a dealer needs to support those that support the dealer and provides the best chance at maximizing profitability. We hope that manufacturers that don't make the list choose to focus on what they can do to make the next list, and by doing so, will improve the channel's relationships and the industry for us all. STONE HEARTH & SPECIALTY Commercial Cooking Equipment Discover why OVER 10,000 OVENS, rotisseries, charbroilers, tandoors, and planchas have been SOLD IN 75+ COUNTRIES worldwide. Made in the USA. Changing the Way You Cook since 1990 800.988.8103 360.650.1111 woodstone-corp.com 36 FEDA News & Views FEDA's Brad Wasserstrom was one of 50 allied Association leaders honored with the Doctorate of Foodservice Award during ceremonies held at the NAFEM Show. Pictured with Wasserstrom (center) are NAFEM President Tom Campion (right) of Frankie Foodservice Systems Inc.; and NAFEM Show Chair Kevin Fink, CFSP, of Scottsman Industries.