“Let’s get out there in front of the people and connect with people. This is your time to shine, that’s what I tell my people. That’s what differentiates between those that are and those that aren’t.”
— Michael Lichter CEO
Culinary Depot
At BRESCO, water filters or other items that might be missing a part are being fixed up and sold. Equipment that is returned by the operator because it didn’t fit the spec or had a problem is now being kept in inventory instead of sent back to the manufacturer because Tobia knows it will sell sooner than later. “It’s already a permanent process,” Tobia says of turning dead stock into sellable items. “But the reality is, things get busy and fall through the cracks. We have got to eliminate those leaky cracks. We have got to turn those products into dollars more than ever. It’s a great way to purge your inventory, frankly,” he adds.
Looking Forward to Relief
The global supply chain crisis has prompted mid-sized dealers to reevaluate their operations and become stronger, but Tobia, Capobianco and Lichter are still looking forward to a return to normalcy. “I am hopeful as supply improves over the next six months and gets closer to demand, we will see a slowdown of price increases,” Tobia says. “But who really knows? With new, more contagious variants of COVID-19 spreading, we could relapse worldwide to where we were during the peak pandemic months. If you can’t get raw materials, what are manufacturers going to do?”
Capobianco echoes that uncertainty, noting that it’s impossible to guess what the market will look like in a year and how the supply chain situation will change. “The waters are a little uneven right now, but everyone is on the same playing field,” he says.
Still, Lichter sees the ongoing situation as an opportunity for dealers to prove their value to operators by finding ways to solve problems. “Let’s get out there in front of the people and connect with people,” he says. “This is your time to shine, that’s what I tell my people. That’s what differentiates between those that are and those that aren’t.”
Special Issue 2021 19
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