FEDA NEWS & VIEWS


THE CHAIRMAN’S MESSAGE


Paint a Realistic Picture


Even as the industry deals with global supply chain disruption, opportunities remain for those willing to see them.


We’d all love to flip a switch and have the global supply chain running smoothly tomorrow, but with the issues stemming from multiple sources – scarcity of raw materials, labor shortages and congestion at ports of entry – it’s


clear the challenges are going to be here for a while. As equipment dealers and distributors, the root


causes behind these issues are out of our control. But while we wait for supply chains to recover,


there are plenty opportunities of to strengthen our


businesses. The good news is that the enthusiasm from end users is there. After being cooped up for the last year, consumers are eager to get back out into the world and have life experiences – including eating at exciting and trendy restaurants. Operators are ready and wanting to build new locations so they can be part of this incredible demand. The question becomes how to


end user lost control of the ability to set the schedule. Construction is likely to experience unscheduled stops and holds as operators wait for equipment deliveries. Everything is at the mercy of the supply chain, so channel partners need to work more closely than ever and be transparent about their capabilities. Unfortunately, not all problems can be solved with


meet that demand while contending with supply chain challenges? The standard pitch isn’t going to work; it’s difficult to onboard new business when you are already struggling to take care of existing customers. Be careful what promises you make when taking on a new project and keep in constant contact with manufacturers to find out what they can realistically deliver. Sensitivity is needed because the


“If you continue to view the industry through the same old scratched-up lenses you wore before the pandemic, you’ll never see the new, vibrant growth sprouting in the landscape.“


patience. There will be times when we must shift off the required spec and pivot to what is available. Dealers may find themselves stretching relationships into new areas or forming new ones entirely as they identify alternative products from less familiar manufacturers. Now is the ideal time to embrace those possibilities and give the understudy a chance to show their value. Like a backup quarterback leading a fourth-quarter touchdown drive, new manufacturers may prove that they can get things done and put points on the board for our customers. If


you continue to view the


industry through the same old scratched-up lenses you wore before the pandemic, you’ll never see the new, vibrant growth sprouting in the landscape. There is opportunity in


this new market if you want to see it – just try standing at a different angle.


Michael Keck is president of Concept Services and chairman of FEDA’s Board of Directors.


4 FEDA News & Views


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