Issue link: https://www.e-digitaleditions.com/i/679551
May/June 2016 3 www.feda.com C O V E R S T O R Y May/June 2016 F E A T U R E S 4 President's Message "Defi ning the Future of FEDA" 6 Industry Insights "MAP vs. MRP" Jim Hanson, Best Restaurant Equipment & Design 8 Association Highlights "Hands Firmly on the Wheel" 14 Foster Frable "Hey, It's Only the Kitchen!" Connecting with Gen X -Use email rather than writing notes. -Communicate in short phrases. Be succinct and on subject. -Provide feedback and ask for feedback—often. -Invest in the latest communication technology. -Allow for and expect creativity. –5 Fundamentals for the Wholesale Distribution Manager 16 Succession Planning Q&A Family Business Consulting Group's Amy Schuman tackles a few of your questions and FEDA members weigh in 18 Frustrated with Your Sales Team's Inability to Develop New Customers? Try a Sales Blitz 24 A More Precise Way to Forecast Sales Making the shift from analyzing historical data to focusing on core customers is critical to harvesting unpenetrated accounts, says Islands of Profi t Author Jonathan Byrnes 26 Three Quick Ways for Marketers to Drive Conversions on Pinterest How to use coupons, contests and more to attract a following 33 Quotables Sugar Ray Leonard on having a vision 22 Best Practices in HR 4 ways to provide meaningful encouragement to your team D E P A R T M E N T S 10 Driving vs. Running There's a difference when it comes to leading your team and your business. Driving is more strategic. That's what's necessary to succeed in an ultra-competitive landscape—along with master- ing the 5 Fundamentals. More on what they are and how to imple- ment. Sugar Ray Leonard on having a vision Best Practices in HR 4 ways to provide meaningful