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48 • FOODSERVICE EQUIPMENT & SUPPLIES • MAY 2017 "You have to know the people and what's going in their lives to create that kind of atmosphere and trust." The close working relationship among colleagues starts at the top with the father-son duo of Jerry and Brad and it permeates throughout the company. "We meet every day and he allows me to run the business and make deci- sions. Even if we disagree, he supports me on the decisions I make," Brad Lancaster says. "We have a good business relationship and we communicate all the time. My father and I enjoy it." Running a successful family business is often easier said than done. In the case of the Lancaster family, it comes down to being open to different perspectives and everyone understanding their role. "Only one person can be the boss and Brad is going to be in charge ultimately," Jerry adds. "It's a very good give and take. He and I discuss every decision. We don't make any decisions unless Donna's involved. Donna's a little more conservative than we are, though. I like to think of her as the canary in the mine. She raises all the good objections as to why we should not do something. So we get a different perspective." Jerry and Brad spent the better part of their lives laying the foundation that supports their business relationship. In fact, Jerry served as Brad's soccer coach growing up. Like any good coach, Jerry knew how to draw the best from his play- ers. "From the time when I was young, he always provided great advice but never prevented me from doing what I wanted to do," Brad Lancaster says. "At the end of the day they have been very supportive and that's allowed me to do what I wanted to in life and business." FUTURE FOCUS While happy with the company's success to date, Brad Lancaster remains focused on the future. "We realize we have a lot of work ahead of us to be where we want to be," he says. "The opportunities are bright but we have to get there." One of his goals is to have the company become more of a national player in terms of contract busi- ness. Right now, Johnson-Lancaster and Associates works on jobs all over the country but Brad Lancaster would like to see the dealership push farther west. "If we can get the right people in the right marketplaces we can really grow," he says. For example, in 2013 the dealer opened a regional office in Baltimore, Md., that under the leadership of Charlie Whittaker serves contract feeders. "Based on his experience and unwavering customer focus, Charlie quickly became a driving factor in our growth," Brad Lancaster says. Earlier this year, Johnson-Lancaster and Associ- ates hired industry veteran Noel Moreira, giving the company a presence in the Boston market. The com- pany also plans to add offices in Denver and Califor- nia and Brad Lancaster won't rule out the possibility of growing through acquisition down the road. Further strengthening its working relation- ships with foodservice design consultants to collaborate on design/build business also remains a growth opportunity for the company. "In lieu of hiring a full design department, we see our best opportunity is to partner with the best foodservice design consultants in the industry," Brad Lancaster says. "If we can combine their knowledge with our purchasing and construction knowledge, we clearly have a winning combination." For their part, consultants appreciate the straight-forward and responsive approach to S E E W H A T ' S N E W A T N R A ! Stop by Booth #3840 for more details and our best in class products! TE250: 250 lb. Digital Scale 102-159-017: Chef'n FreshForce Citrus Juicer 9526: Non-Contact Mini-Infrared Thermometer To o l s t h e Pr o s Tr u s t 888.388.6152 To o l s t h e Pr o s Tr u s t 888.388.6152 Taylor Precision Products By Operators QUIET GIANTS