Issue link: https://www.e-digitaleditions.com/i/92325
Increase Your Value continued Look to speciality niches to help customers handle day-to- day tasks with ease, says Foster. For example, with kegs weighing 85 pounds, operators need tools like a keg lifter to stack kegs for storage efficiency. According to Foster, the demand for more beer flavors is driving the need for stacking kegs in a cooler. Akon); can and waste receptacle wash- ers (Alvey, IMC Teddy and Douglas); and air curtains for doors and walk-in cool- ers (Berner and Mars). These firms will work with our channel and provide trade discounts or dealer pricing. Secure Storage for Non-Food Items Your customers need secure or enclosed storage for a wide range of non-food items like cleaning supplies and detergents; packaging items such as takeaway containers; condiments, service and catering pieces; chefs knives, along with office supplies such as printer tape and ink. There is a wide range of molded plas- tic and powder-coated metal cabinets that provide more than adequate storage for many of these items. They come with or without glass vision panels. Stainless steel cabinets are rarely needed for these items unless they're used in moist areas. Certain cabinet models also are available with keypad locks for securing high-value items, such as truffles, cook- ing wines and liquors, and knives. Some of these products are offered as part of a storage system that can hang from a wall angle or rail to form a com- plete wall storage system. While they're often sold for use in home and com- mercial garages and workshops, they can save space and better organize your customers' back-of-the-house spaces. Your customers will eventually need to buy these items, so why not stock pop- ular sizes and offer them as extensions to a sale of shelving and other equip- ment? There is profit and cash flow potential when you expand your offerings to include add-on storage and support products like these to your existing and new customers. Even if you choose not to showcase or sell these products, pro- viding sources and information to your clients will win loyalty and differentiate your business from Internet and catalog vendors who are unlikely to offer these products. u 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. November/December 201 2 57