Issue link: https://www.e-digitaleditions.com/i/602622
22 FEDA News & Views DISPOSERS • FOOD WASTE SCRAPPING SYSTEMS • FOOD WASTE COLLECTING SYSTEMS Contact Salvajor today to learn more. salvajor.com • (800) SALVAJOR All Salvajor Collector systems include exclusive HydroLogic controls with water and energy saving technology. As a matter of fact, you could say we've been Collector experts for 70 years! In 1944, Salvajor began producing the fi rst pre-fl ushing, scrapping, and food waste collecting system. Called the "Salvajor Senior", our Collector was quickly accepted and soon found its way into restaurant, hotel, hospital, factory, and university kitchens all over the country. S a l v a j o r C o l l e c t o r S y s t e m s are the perfect solution for scrapping and pre-rinsing trays and dishware while collecting food waste solids for com- posting. The recirculated plume of water increases the speed of scrap- ping while using only a fraction of the water consumed by other methods. Collector ™ systems aren't anything new to us and food waste collecting system. Called the "Salvajor Senior", our Collector was quickly accepted and soon found restaurant, hotel, hospital, factory, and university kitchens all over the country. S a l v a j o r C o l l e c t o r S y s t e m s are the perfect solution for scrapping and risk, they will. The challenge is in learn- ing how to engage and serve your cus- tomers in whatever manner they choose in an effective and efficient manner. It is also in understanding those environ- ments in which your preferred business model is not as effective. For example, in our industry, I submit that big-box E-retailers will focus their efforts in the replacement market. They will not commit the resources or have the competencies to know how to han- dle projects, service multiunit operators, design-build, etc. They will seek to carve out a niche. Each of us must understand our own. So, yes, large digital marketers present a threat to those who aren't focusing on the customers that value the services they provide. That's where strategy, differentiation, business-model excellence and a clear understanding of your customer profile comes in. That is differentiation, and that requires adapta- tion. One can try and hold off trends for a while but generally can't stop them. The next generation of buyers has grown up digitally. But that doesn't mean they'll do everything that way. We must all deter- mine the channel structure required to serve customers. Dealer-based distribu- tion has a critical and valuable place in delivering the right solutions to the user. It's vital that the channel be healthy. Meeting the challenge to win starts with first deciding on where you can win and how to win. Whatever that is, we have to work to be the best of class in that category. So let's not be intimi- dated throughout the channel by the new channel entrants but rather see it as a call to action and a great opportunity to adapt to the new realities, embrace change and be rel- evant to a changing customer demo- graphic. It's equally fair to rationalize that manufacturers can vote with their dollars as well by appropriately iden- tifying the value of a full-line dealer as a critical channel partner and recog- nizing and reward- ing their func- tionality. As FEDA P r e s i d e n t B r a d Pierce says, "Once the camel's nose is under the tent, before you know it, the whole camel is under the tent." But can the camel sur- vive under the tent? I know this, a cha- meleon adapts and a polar bear doesn't do well in the desert. Industry Insights continued One can try and hold off trends for a while but generally can't stop them. The next generation of buyers has grown up digitally. But that doesn't mean they'll do everything that way.