Foodservice Equipment & Supplies

FEB 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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24 • FOODSERVICE EQUIPMENT & SUPPLIES • FEBRUARY 2019 a pro you should know many ways to better serve our custom- ers and manufacturers. The industry is a dynamic one, which is constantly changing with so many mergers and acquisitions, both by the manufacturers and representatives. As this takes place, it becomes more important that reps communicate more effectively with each other. FE&S: How do you envision the future of the manufacturers' rep role? HB: The rep's role will always be neces- sary. There is nothing that can take the place of face-to-face selling and the interpersonal relationships that form. Today's rep firms are equipped with all the necessary hardware and software to properly handle the marketplace, and they will continue to make these investments. The manufacturers' rep has been and always will be a strong force in the industry, despite everything else. We are the tool when it comes to educating and selling new products. The future is a bright one for reps — and a challenging one. FE&S: What would you say are some old-school lessons that still apply today? HB: Follow through. Be honest. Know your product. These are basic and fundamental. We need to keep abreast of current trends, network and become true partners with our manufacturers. FE&S: What are some of the more remarkable innovations in equip- ment you have seen? HB: I think the combi oven is one of the better innovations of our time and has changed the way people cook and produce food. I remember when the microwave came along and that was a drastic new innovation. They were water cooled and had radiators — really expensive at first and initially frowned upon; today, they are in almost every foodservice establishment. I foresee the combi oven becoming even more popu- lar in restaurant kitchens and eventually in homes. Similar to that is the rapid- cook oven being used in many kitchens, retail and coffee shops. Also, ventilation systems have changed tremendously. Automation has already begun in our industry, and it will be quite interesting to see how kitchens will change. FE&S: How do you stay on top of the latest and greatest equipment? HB: I always like to find something new that no one else has yet. When I go to The NAFEM Show or the National Restaurant Association Show, I seek out the areas assigned to those who have not previously shown, and many times, we have found new and exciting products. MAFSI is also a great resource for learn- ing about new equipment. Our team has been going to The NAFEM Show since its inception, and we have discovered many new and exciting products. FE&S: What advice would you give to future generations in the foodservice industry? HB: Enjoy your business; work hard at it. But make sure that somewhere along the line, you develop hobbies or other things you can use later in life. Play golf, tennis, cards; develop an inter- est which will last you a lifetime. It's nice to say I've spent my whole life in this industry, but now, look at me — I can't leave (but I love it)! Also, the best advice I was given was to be honest, truthful and kind to people and try to encourage others to do the same. I try to speak to someone new every day and try to brighten someone's day and put a smile on their face. FE&S: So, now that you admitted you do nothing other than work, do you have a family life? HB: I do — a great one. I have a won- derful wife, who has put up with me for 60 years. We have done quite a bit of traveling. We have two married children, a daughter and son, as well as 18-year- old and 17-year-old grandsons and a 9-year-old granddaughter and a bunch of grand-dogs. We see each other often as we compete all over the country with our prize-winning dogs. We also visit our son and daughter-in-law and grand- children in South Carolina. We are the tool when it comes to educating and selling new products. The future is a bright one for reps — and a challenging one.

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