Foodservice Equipment & Supplies

SEP 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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66 • FOODSERVICE EQUIPMENT & SUPPLIES • SEPTEMBER 2017 own schedule. I emphasize that if they want to be open or have a project done by a certain date, they need to commit. Giving them hard, factual timelines shifts it from me pressuring them for the sale to them needing to make a decision in order for me to be able to make that happen for them." With noncommercial accounts making up a significant percentage of his book of business, patience is a lesson Green has had no choice but to learn. David Horsfield, Hospitality Arts department chair at Kirkwood Com- munity College in Cedar Rapids, says it's one of many qualities he appreciates in Green. "When we're dealing with larger- ticket items, Luke's very patient and understands the processes that need to play out," Horsfield says. "In the education segment, things can take a long time. It can be six months from the time he gives me a quote before I'm able to pull the trigger, but he never gives me any reason to believe that he's frustrated by that. He's just always steady, incredibly responsive and a pleasure to work with." Kirkwood Community College's facility sits within Kirkwood Center, a campus just outside of town. Its main building includes a series of teaching kitchens as well as an auditorium with exhibition kitchen, The Class Act fine- dining restaurant and The Hotel at Kirkwood Center, a AAA Four Diamond boutique hotel. Both the restaurant and the hotel are open to the public and serve as teaching operations Having worked his way up from the warehouse through installations and project manage- ment before becoming a DSR, Green brings a comprehensive working knowledge of equipment to his sales role. From understanding electric and gas hookup requirements to finding creative design solutions for tough problems to training staff on proper operation and maintenance, he quickly becomes the go-to guy for his customers. It's a role he plays for many of his peers at Rapids Foodservice Contract and Design, who frequently tap him as a resource. GO-TO GUY FE&S' DSR OF THE YEAR LUKE GREEN

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