Marshall’s Musings

The goal of this twice monthly communication is to bring to your attention innovative products and sales ideas, links to further information, and finally to reduce the amount of updates via one-off emails.

  — 9th Edition —

  FEATURED PRODUCT IDEAS AND CONCEPTS

  • What’s in a Name?
    • Although relatively new to the U.S. ITV has been a leading ice maker manufacturer for close to 40 years in Europe.
      • With the only fully framed ice maker in the market, coupled with an insulated stainless-steel door, ITV builds the most durable ice maker on the planet.
      • Looking for differentiation? ITV boasts of the best “nugget” ice machine out there … just ask Captain D’s.  ITV ice makers also produce the largest cube in the industry.
      • On average, 20% more efficient in water and energy consumption   
      • All products ship out of Florida and Texas and ITV boasts an extensive service network of authorized service agents from coast to coast.
      • No online presence. Solely focused on brick and mortar dealers.
      • Significantly less expensive than its competitors without forfeiting quality.
    • Handed Crafted Seating

  POTENTIAL ACTION STEPS

  • I know the ice maker market is mature with very well-known players, but I consider this more of an opportunity than an obstacle. Make a case for quality at an affordable price … 20% less in some cases.  Of equal importance, you can be rest assured your customers will not be foregoing quality or serviceability.  Don’t over pay for the name.    
  • I understand furniture is tough. I’ve heard the horror stories.  I encourage you not to pass them up, but rather let us help with any furniture leads.  I recently toured the ATS factory and I was amazed.  Master craftsmen working by hand to make exceptional furniture.  It was inspiring and it gives me great confidence in ATS.  Take some of the anxiety out of furniture sales by bringing us into the process early.

  SALES & PROMOTION

  • Montague K-12 Support:  Call for significance savings on all school orders through 12/31/2020

  NEWS & NOTEWORTHY RESOURCES

  — 8th Edition —

  FEATURED PRODUCT IDEAS AND CONCEPTS

  • Refresh Versus Replace
    • No money, no time, no space? Consider refurbishing as opposed to replacing a walk-in with Refresh by Everidge
      • 1/3 of the Cost in less than 1/3 of the time!
      • Extend life of walk-in while avoiding health department violations
      • Turn-Key Services from field measurements to installation direct with operator
    • A Superior Shelving Product
      • Fermod is the market leader in shelving layout and design; storage optimization and hygiene awareness.
        • Hygienic and Cleanable: polymer inserts lift and are dishwasher safe
        • Lifetime Warranty against rust and corrosion
        • Modular: shelves interconnect any way you choose … open corners, staggered shelves, shared posts and more.
        • Easy to assemble and clean.
      • How we compare: Competitive Analysis
    • FMG14 is Growing: Updated Line List

  POTENTIAL ACTION STEPS

    • No room for additional walk-in and/or dry storage space? Fermod’s open corner shelving coupled with enhanced layout and design can significantly improve storage capacity. 
      • Reach out to your restauranteurs and food service directors and inquire as to the look and performance of their walk-ins. Budgets might not allow replacement, but a face lift might be feasible and advisable.

  SALES & PROMOTION

  • Unox: Free Shipping Until October 1st

  NEWS & NOTEWORTHY RESOURCES

  — 7th Edition —

  FEATURED PRODUCT IDEAS AND CONCEPTS

  • First Market Group 14 Value Proposition
    • Check out our FMG14 Value Proposition Brochure. The pricing is net + 30%.  Please keep in mind, our line list is growing and I will update you when we take on new manufacturers. 
  • Performance and Durability at the Right Price
    • Pro-Cut slicers, grinders, band saws and tenderizers are made in North America and offer a tremendous value when compared to higher-end offerings. On the slicer front, Pro-Cut boasts both gear and belt driven models at excellent price points.  With the most powerful machine on the market, Pro-Cut grinders can process more product/hour than any of its competitors.
  • Double Digit Savings Without Forfeiting Quality
    • BakeMax has a wide offering of products to include a full line of baking equipment. I’ve been particularly impressed with their mixers.  Built to standards consistent with the “big boys”, the pricing is significantly less. 

  POTENTIAL ACTION STEPS

  • Staying with the theme of limited budgets, both Pro-Cut and BakeMax offer solid products at affordable price points. With operators worrying more about next week than next year, you can offer them products that will get them to next week, but also keep them going over years.
  • With the pandemic and the recent beef shortage, I’ve seen sales increases not only in refrigeration/freezers; but also, meat processing equipment. It might be an opportunity to look outside the restaurant space and find some business in other market segments.

  SALES & PROMOTION

  • Unox: Free Shipping Until October 1st

  NEWS & NOTEWORTHY RESOURCES

 — 6th Edition —

  FEATURED PRODUCT IDEAS AND CONCEPTS

  • One-Piece Value Play
    • Migali has been in business for 65 years and offers a wide range of refrigeration and cooking equipment. With one-piece free freight, two-year parts and labor warranty and outstanding pricing, it is an excellent choice for your cost-conscious customers. 
  • A Combi For Everyone
    • Unox is one of the largest combi manufacturers in the world. On average, it boasts a price point 20-25% below its competitors coupled with a five-year warranty.  Long story short:  it costs less and delivers excellent product with an exceptional service record. 

  POTENTIAL ACTION STEPS

  • With so many unknowns, I’ve found operators hesitant to make big-ticket purchases despite the continued need for equipment. I’ve also spoken with dealers looking to decrease their inventory and limit stocking orders.  Migali has a solution for both problems. It offers high quality equipment and delivers without freight costs in two to three days from its Atlanta warehouse.  Meet the needs of customers with limited budgets and decrease investment in inventory in these trying times. 
  • In my recent travels to school districts, I’ve found child nutrition directors weary of the repair costs of their combi ovens. They love what a combi can do, but the price tag to replace these ovens is daunting.  Some are considering convection ovens and steamers in lieu of a new combi.  With the Unox combi, you can confidently promote combi’s in schools simply because the overall cost of ownership is dramatically less than what they’ve been accustomed to.  The initial cost of a Unox Combi is comparable, if not less, than a convection oven/steamer while taking up less space with all the benefits of a combi.   

   SALES & PROMOTION

  • Unox: Free Shipping Until October 1st

  NEWS & NOTEWORTHY RESOURCES