Issue link: https://www.e-digitaleditions.com/i/999236
March/April 2018 3 March/April www.feda.com Features The Collaborative Advantage 18 The story behind BJ Beltram and its ascent among the top distributors. Cooperation is a Business Strategy 24 How "Coming from a Place of Yes" has changed the way Central Restaurant Products does business. Working with Reps 30 Concept Services Michael Keck shares his take on coordinating with multiple channel partners to service chain accounts. The Great Unifi er 34 Using technology to recruit millennials. Out of the Box 40 Why distributors must redefi ne what it means to be local. Operations Front-of-House Tech 48 What equipment dealers need to know to help lead the way. Team Up! Profi t Up! 52 These eight steps are a start to get distributors and manufacturers moving in the right direction. Views 4 From the Editor By Stacy Ward 6 Chairman's Message By Mason Greene 10 Industry Insights By Equipex's Gary Licht 14 Mission Forward By Tracy Mulqueen 44 Taking the Lead Young Industry Leaders Update 46 Advocacy Council Update On The Cover 6 Greater than Our Challenges In his fi rst message to the membership, FEDA Chairman Mason Greene emphasizes the value in being able to exchange ideas with a Singer and an O'Quinn, and gives a nod to the Gustafsons and other stalwarts who've graciously opened their showrooms to fellow dealers. Stronger Together Channel confl ict may be on the rise in multiple industries, but the good news is that most in our industry see the value in working together to compete. Central Restaurant Products, Dexter-Russell, Concept Services, and other companies featured in this issue are actively seeking winning solutions for themselves and their channel partners.