Foodservice Equipment & Supplies

JUN 2017

Foodservice Equipment & Supplies magazines is an industry resource connecting foodservice operators, equipment and supplies manufacturers and dealers, and facility design consultants.

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16 • FOODSERVICE EQUIPMENT & SUPPLIES • JUNE 2017 a pro you should know Q&A; with Jim Zink on the Role of the Rep at Zink Foodservice and Paradigm By Amelia Levin I ndependent manufacturers' reps remain a key component in help- ing facilitate the flow of foodservice equipment and supplies from factory to dealer to end user. But as the foodser- vice industry matures and consolidates, the role of the rep continues to evolve. Real- izing this, Zink Foodservice, along with Kain McArthur and the Redstone Group, became a founding member of Paradigm in 2016, a strategic alliance of rep agencies that now includes Vader and Landgraf Inc., and Preferred Marketing Group. As his company celebrates its 40th anniversary, Jim Zink, managing partner of Zink Foodservice, discusses the role of the rep in the future and looks back on how the industry has changed. FE&S;: How has Zink Foodservice evolved? JZ: As our company has grown it has afforded us the opportunity to become much more focused from both an organi- zational and a go-to-market standpoint. We now operate three distinct sales teams: equipment, tabletop/smallwares, and healthcare/education. We have also expanded our culinary team, our distri- bution and installation division, and our in-house marketing group. Collectively, these units present a coverage model that we feel is a significant differentiator from our competition. However, the real key to our success is — and always will be — our culture and our people. FE&S;: What changes have you tried to bring about? JZ: We took over a very successful busi- ness in 2001, but Mike and I felt an obligation to take it to the next level. We immediately evaluated the business and got to work on writing some crude 3-, 5- and 10-year plans. We made a decision to invest heavily in our people, our systems and our facilities. We took some risks and purchased three agencies over a three- year period. In fact, we acquired a large smallwares group in 2007 right before the recession hit. Those were some tough times but we persevered. FE&S;: How do you feel you were able to persevere? JZ: We have been fortunate to attract and develop a tremendous team, and leadership within that team. We are always asking ourselves, 'aside from changing our core beliefs and values, what should we consider doing differently to provide more value to those we serve?' We pride ourselves on never being complacent. Our team knows that both personally and professionally you are either growing or dying every day. Nothing stays the same. FE&S;: You've worked hard to create a great company culture. How would you describe that culture? JZ: Culture is so important to us, and having people on our team that fit our culture is critical. Then, once you find them, take care of them! We subscribe to the belief that if we take great care of our associates, they will take great care of our We pride ourselves on never being complacent. Our team knows that both personally and professionally you are either growing or dying every day. Nothing stays the same. Jim Znk Managing Partner Zink Foodservice

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