even more trends to track. “For example, robotics and IoT (internet of things), not to mention the major sway regarding carbon footprint and the move to electric equipment,” Chaplick offers as examples.
A Go-To Design Source Although it’s become a larger part of the business, foodservice equipment distributors have a long history with design. Dave Stafford, president and CEO at Stafford-Smith, Inc., says his company has offered design-build services for more than 80 years. The process itself has evolved over time as more technology — BIM, Rivet and advanced options like augmented reality (AR) — is used to develop designs. Through these advancements, dealers such as Stafford-Smith have consistently proven themselves to be the best candidates to handle the design-build process.
“In most cases, dealers have more day-to-day interaction and experience with their end users and customers than anyone else does. We talk to these customers more often and we’re there for them; we call on them,” Stafford says. In most cases, dealers are located
“In most cases, dealers have more day-to- day interaction and experience with their end users and customers than anyone else does. We talk to these customers more often and we’re there for them; we call on them,”
— Dave Stafford President and CEO Stafforf -Smith, Inc.
“We’re equipment experts, and that expert knowledge makes us better suited to manage the design. We can get into the weeds and equipment details, for example, and understand exactly how the equipment can impact a menu or staff retention, and how it impacts the construction aspect of the project”
— Randy Truitt Vice President C&T Design
within close proximity to the customers and their physical projects. This gives dealers greater experiential knowledge about how those clients operate and their needs. “We’re equipment experts, and that expert knowledge makes us better suited to manage the design. We can get into the weeds and equipment details, for example, and understand exactly how the equipment can impact a menu or staff retention, and how it impacts the construction aspect of the project” Truitt says.
Getting in the design mix also helps dealers play a larger role in individual projects, earn more on those projects and build strong customer loyalty. “Instead of signing off when the equipment is delivered,” Truitt continues, “the dealer that offers design stays in touch on that project from start to fi nish.”
Flipping Kitchens to Electric The knowledge that dealers bring to design-build projects is only becoming more essential as clients need an increasing amount of help to deal with new technologies and local regulations. Chaplick points to the move from gas to electric equipment — a California initiative that may spread to other states — as a key driver. For example, he says the debut of Southbend’s fi rst electric
Spring 2023 17
broiler at the recent NAFEM show is a leading indicator of more design opportunities ahead for dealers who take the time to train their staff. “With a single gas connection there’s 30,000 BTUs going to the oven and another 20,000 to each burner up on the range, but gas is easy to distribute,” Chaplick explains. “When the same range needs electricity, it will require a minimum of a 50 amp circuit for each piece of equipment, not to mention any higher wattage equipment like braising pans, fryers or other pieces of equipment.”
Dealers that invest the time and
effort into training their staff and marketing themselves as one-stop design-build shops may be best positioned to benefi t from this shift. “In the end,” Chaplick adds, “any complete ‘fl ipping’ of kitchen designs over to electric will require a lot of expertise and knowledge to get it right.”
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