Issue link: https://www.e-digitaleditions.com/i/999236
12 FEDA News & Views An Indisputable Reality We cannot turn back the clock! e Internet is now the repository of product knowledge and pricing, both roles formerly fi lled exclusively by traditional dealers. However, a well-trained dealer salesperson can still make a diff erence by providing important in-depth product information and tailoring the product to the actual application—a real sales process enhancement. Furthermore, the value-added dealer can bundle other goods and services with the product, achieving a distinct marketplace advantage. Manufacturers can augment eff orts by those dealers with meaningful training and detailed marketing support, working as genuine marketplace partners. Biggest Industry Disrupter One word—Amazon. How will dealers and manufacturers deal with it? Manufacturers are a bit schizophrenic right now. Just launch Amazon, and under "Food Service Equipment and Supplies" check off the Amazon vendor box and see what pops up. Clearly, some manufacturers are dipping their toes in the water. As in past industry distribution changes, candid discussions amongst dealers and manufacturers lead to meaningful policies and strategies to create the most effi cient process for products to get to the end user, which is the ultimate goal. One solution may not fi t all manufactured products or all dealers. Real partnership and trust is necessary to build this new distribution world. HAVING SPENT MORE THAN 30 YEARS AS A DEALER, EQUIPEX'S GARY LICHT, THE FORMER OWNER OF JACOB LICHT, UNDERSTANDS THE COMPLEXITIES OF RUNNING A DEALERSHIP IN TODAY'S MARKETPLACE. Where is this all going? e certainty is what Joe Schmitt referred to in a past President's Message as the "Law of Perpetual Change." Dealers serve valuable functions in the marketplace as allies with their chosen manufacturing partners– and vice versa, regardless of the consolidation trends and market disruption. Dealers and manufacturers must pick their partners, aligning with those who really fi t their goals. For both groups, the days of being everyone's best friend have passed. Change does create opportunities. It is our willingness to adapt and our creativity to implement that will create the success stories in the future. ■ See Page 54 for eight steps to help manufacturers and distributors become more pro table by working together.