JUNE 2017 • FOODSERVICE EQUIPMENT & SUPPLIES • 19
consolidation. So, what is required to effectively serve a more
consolidated channel? We believe broader, more intensive
collaboration will be a requirement.
FE&S;: How does Paradigm fit into the
equation?
JZ: As the market evolves, there will be
increased pressure on reps to invest in
their businesses with better facilities,
more feet on the street, improved IT
systems, culinary support, marketing,
training and more. These investments
will require significant capital. With
Paradigm, we can lead this movement
while sharing the costs. In addition, a
more consolidated channel will require
a much more cohesive rep structure to
serve the needs of the market. Manufac-
turers and dealers want a more consistent
rep "product" from market to market.
Paradigm addresses this.
FE&S;: You're the second generation
from your family in this business.
What lessons from the first generation
(your dad) remain relevant?
JZ: When I first started in this business
I remember my Dad telling me three
things that we still talk about with our
associates: 1) Be more curious than your
competitors, and ask better questions; 2)
Be a great listener; and 3) You win with
people!
FE&S;: What excites you most about
the industry moving forward?
JZ: The foodservice experience continues
to fascinate me. Working with manufac-
turers, dealers, consultants and operators
to bring the next concepts and next-gen-
eration ideas to reality will be a lot of fun.
The people component of this industry is
what makes it so special.
FE&S;: What keeps you up at night?
JZ: How do we attract more young, smart
people to this industry? How do we make
all the wonderful career paths within it
more visible?
FE&S;: What's your best industry-related advice?
JZ: You will never listen your way out of an opportunity!