Before the Kitchen Ever Turns On
Proving Performance
Modern equipment testing and validation programs help distributors justify
specifications, reduce callbacks, and strengthen project confidence.
M
ost foodservice equipment distributors sell on reputation, relationships, and price, but
fewer factor in what happens before that refrigerator, oven, or fryer leaves the factory. It’s there that stress tests, performance cycles, certifi cation audits, and documentation converge to prove that a product will hold up to the rigors of a 365-day, three-meal commercial kitchen.
Equipment manufacturers have
always invested in product validation and testing, but the tools and processes have grown far more sophisticated in recent years. For distributors, that testing can become a powerful sales and risk management tool. It’s verifi able proof they can reference when customers or consultants ask why one piece of equipment should be chosen over another. “Strong testing essentially gives
By Bridget McCrea Contributing Writer
34 FEDA News & Views
dealers a quality story that helps them provide value to the customer and also reduces their post-sale support burden,” explained Andrew Carroll, vice president of marketing at Refrigerated Solutions Group (RSG). “When you’re specifying and selling, you can point
to proven standards and processes. That’s selling documented performance instead of just making claims.” That distinction matters in a market
where buyers scrutinize every line item and consultants infl uence major project decisions. A manufacturer that achieves ISO 9001 certifi cation does a lot more than simply check a box — they let everyone in the buying chain know that their processes meet a documented, audited standard. Also, for distributors working with consultants and specifi ers on major projects, a manufacturer’s ISO certifi cation can be the deciding factor when two products are otherwise neck and neck. Stringent testing translates
into fewer callbacks and warranty headaches for distributors, who are often the fi rst to hear from customers whose equipment doesn’t perform as promised. Manufacturers that test rigorously take that burden off the rest of the sales channel. Here’s how three suppliers are raising the bar on product validation and what that means for the distributors who represent them and the end customers who depend on their equipment.
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