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“There’s going to be a continued need for flexibility when it comes to the supplier-dealer relationship. During COVID, for example, some jobs just weren’t able to be shipped. Normally, we would charge storage fees for that service, but that wasn’t appropriate in the climate that we were all dealing with. So, we waived the storage fees. The same flexibility had to apply to the payment side of the business, where our customer- dealers were asking for extended terms and a lot of [leeway]. We’ve been making those adjustments and really focusing on the companies that we view as solid, long-term partners.”


— Gian Carlo Alonso, president, AmeriKooler, LLC


“Demand for restaurant equipment and small wares is now picking up as restauranteurs move further into their reopening journeys. We’re seeing a bigger emphasis on sanitizing, self-cleaning functions, and labor savings. “It’s going to be tough on operators for quite a while, they’re going to be more cost conscious than they’ve ever been before. I think that’s going to be permanent.”


— Otto L. Abad, Jr., president, Associated Food Equipment and Supply Company, Inc.


“The ‘Amazon effect’ continues to have an impact on all product categories right now, including when it comes to ordering big ticket items like cars. This is definitely beginning to impact the equipment area. So where we have the traditional ‘equipment model through equipment distributors’ model – and where those dealers do a great job and add a lot of value – the marketplace is changing. Younger, more diverse demographics value things differently. As an industry, we’ll all have to change and adapt to meet whatever our customers’ needs are.” — Gregory West, senior vice president of marketing and food innovation, Broaster Company


Summer 2020 13


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