Issue link: https://www.e-digitaleditions.com/i/964617
January/February 2018 3 January/February www.feda.com Features The Future Starts Here: E&S Industry Summit 20 Featured speakers and comments on "The Why" from FEDA's Joe Schmitt, NAFEM's Kevin Fink and CFESA's Gary Potvin. The Best of the Best 24 According to several E&S manufacturers, this niche player is on everyone's radar. A Day in the Life of a Millenial 28 This is "What Works" for Ace Mart Restaurant Supply's Marketing Manager Andrew Hoing. In Their Perfect World 32 News & Views shines the spotlight on Provision Concepts' CFO Jeff Dixon and Greenville County Schools Director of Food and Nutrition Joe Urban. Out of the Box 38 Specialty chemicals distributor Krayden's competitive advantage stems from strategic partnering. Operations Foster Frable 42 How E&S distributors can help local developers and builders plan a foodservice-friendly building. Six Ways to Prosper in Distribution 46 By Michael E. Workman Views 4 From the Editor By Stacy Ward 6 President's Message By Joe Schmitt 8 Industry Insights By Dirk Beveridge 10 Mission Forward By Tracy Mulqueen On The Cover 12 Finding the Gaps Being great at providing a service is not enough to survive in the current culture, where most small businesses have mastered the basics in customer service, says author Dirk Beveridge. He believes that becoming the critical link in the customer's eyes is about understanding their needs better than anyone else. The Boelter Companies is making a strong case for the honor by delivering value that goes well beyond E&S. The Critical Link There are more questions than answers surrounding the formula for how to win in the era of exponential change, but everyone is clear on the mandate to deliver value. Our featured distributors have embraced the challenge and are leading by anticipating demand. Their customers and manufacturer partners weigh in, while NAW Fellow Mark Dancer challenges everyone to think out of the box.