Foodservice Equipment & Supplies

JAN 2019

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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MARK ROSSI CEO and Founder Avanti Restaurant Solutions Costa Mesa, Calif. Seven years after Rossi started Avanti — which means "forward" or "charge" in Italian — the company made its first appearance on FE&S' Distribution Giants Top 100 list, coming in right at No. 100 in 2010. Rossi continues to aggressively grow the company, which most recently hit the No. 46 spot on FE&S' Distribution Giants list. What's shaping the industry? The supply-demand continuum seems upside down. Supply is outrunning demand but prices keep going down. On the surface that looks like a scenario that helps the end user. The question is whether these companies can provide the level of service [the end user] needs for the price they pay? M&A could also be fueling this fire; the "ac- quirers" are looking to add sales volume, and the "acquired" are doing whatever it takes to get it. Do you foresee industry change? It does feel to me that something is going to have to give. Every other industry, I believe, has experi- enced some streamlining to their supply chain and I believe we have continued to hold out. It's not going to be fun. Today, the lines between rep groups, dealers and consultants are all start- ing to blur a bit. That's causing relationships to change. People who used to work together to win business now are seeing each other more as competitors. That applies to everyone in some way, shape or form. Our service cannot be replaced by a click on a mouse, but as the operator becomes a more so- phisticated buyer, we sure better be able to define our value as a viable partner in the chain. What's it going to take to be successful in the future? As we transition from a startup to high-growth company, that means different needs and skill- sets. We want to not lose some of the pieces that got us here — culture, core competencies — yet at the same time, we realize that what got us here might not get us there. 48 • FOODSERVICE EQUIPMEN T & SUPPLIES • JANUARY 2019

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