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32 FEDA News & Views new. You may be surprised at how far many of them have to come in order to be competent at it. ➤ Keep it short and sweet. Three days in my example. ➤ Break the group up into pairs or teams, and create a com- petition among them. ➤ Have some kind of daily debriefi ng. A half hour meeting at the end of each day was my choice. ➤ Offer a daily recognition and reward. ➤ Post the results and follow through on the leads created to make sure that they are not squandered. ➤ A sales blitz, well designed and well managed, can solve one of your company's biggest shortcomings and spin off a number of valuable fringe benefi ts. About the Author Dave Kahle offers a variety of resources that can help your business stay competitive in changing times. To learn more, you can reach Dave by phone at 800-331-1287 or send him an email request at dave@davekahle.com. Copyright 2005, by Dave Kahle Sales Blitz continued Do the research and believe the minimum recommended service clearances in the manufacturer's installation manuals. Explain to your customers that reducing aisle width to save space will often lead to doors or drawers that will hit columns or nearby equipment. It may also lead to not allowing a ser- vice tech to move equipment out of a lineup to service from behind it. New technology requires that the people who plan, select, and specify equipment for a new or renovated kitchen have an ever-widening universe of knowledge. Kitchen designers, whether working as independent consultants, an in-house design department, or staffs of chain facilities design offi ces, must possess a tremendous amount of information. They need to be experts in health and building codes, new cooking meth- ods, functional layout and work station planning, complex mechanical and electrical systems, along with the thousands of brands and types of equipment available. If kitchen designers are on the fi ring line fi ghting for basics, how can they do their best work? They need support to produce a quality layout and design that is effi cient, easy to maintain, and can handle the volume and menu items required. The end result will be a productive operation that meets your customers' service demands and contributes to a successful operation with as little stress as possible. About the Author Foster Frable Jr. is the president of Consulting and Design Firm Clevenger Frable LaVallee, Inc. in White Plains, N.Y. To reach him, call 914- 997-9660. Foster Frable continued Sales Blitz continued Sales Blitz continued Foster Frable continued