Issue link: http://osercommunicationsgroup.uberflip.com/i/777726
Food Equipment News Friday, February 10, 2017 4 6 going so far as to insinuate that Original Parts must be a low-quality product because they are less expensive. These marketing tactics are designed to scare you into thinking that using Original Parts is an inferior choice, and to cause you to spend more on an OEM part. So the real question is, what is it that OEM part distributors don't want you to know? Ready for the truth? There's no dif- ference, not a single one. OEM parts and Original Parts are usually made at the same factory/manu- facturer. After being assembled, the parts get split up into OEM parts and Original Parts. Both OEM and Original Parts go on to be rigorously tested for quality and performance. Original Parts undergo the same testing standards as OEM parts and do not leave the factory unless they pass all of the very same tests! AllPoints (Cont'd. from p. 1) The difference between OEM parts and Original Parts boils down to the marketing. While Original Parts are sold and shipped directly to a parts distributor, AllPoints, which then sells the parts to service technicians, OEM parts are branded as an OEM product that garners high price premiums. OEM parts are sent to an authorized distributor that needs to meet specific minimums in order to keep their OEM Authorized status. They have incentives to get you to buy as many OEM parts as they can. Translation? You pay more for the name and nothing more. Ultimately, what do OEM parts actu- ally mean for you and your business? It means there is a middleman, which makes the cost of the part itself more expensive to you because of its label. To learn more about Original Parts, stop by the AllPoints booth #1403, visit the Original Parts website at www.originalparts.com or call AllPoints at 800.332.2500. within the foodservice industry recently. What is Cooper-Atkins doing to help in these areas? CW: We've all seen what a foodborne illness incident can do to the health of customers and the value of a brand. Cooper-Atkins Corporation has been protecting restaurant brands worldwide from foodborne illness outbreaks for the past 135 years by providing a broad range of state-of-the-art temperature monitoring solutions that are an essen- tial part of any restaurant's food safety program. Our easy-to-use temperature monitoring solutions make incorporat- ing food safety processes into daily restaurant operations seamless, thereby making HACCP a way of life and ensur- ing that all customers are served high quality, safe food every day. FEN: Same store sales growth is the life blood of an operator. How does Cooper- Atkins support this need of the market? CW: Restaurant customers demand high quality meals every time they visit a restaurant, and they assume that the food that they consume is safe to eat. If a restaurant cannot consistently serve high quality foods, and maintain the trust that consumers place in their food safety prac- tices, same store sales will never grow. In addition, if there is a breach of consumer trust, whether with the quality of the food or the safety of the food, the restaurant's brand will be damaged and franchise expansion will grind to a halt. Appropriate use of Cooper-Atkins tem- perature monitoring products ensures that food is cooked, held and served at the right temperatures to ensure high quality, safe meals. That is why we believe that Cooper-Atkins is a highly valued partner in growth not only of same store sales, but of the expansion of a brand. FEN: Along with brand protection and same store sales growth, how does Cooper-Atkins (Cont'd. from p. 1) Cooper-Atkins support the need of restaurant brands to grow their overall presence? CW: Implementation of our temperature monitoring systems helps restaurants grow by reducing time spent on manual temperature monitoring, thereby reduc- ing non-value-added time spent manually monitoring holding or cooking tempera- tures. With our technology-based sys- tems, Cooper-Atkins takes the burden of manually completing HACCP checklists off the hands of the restaurant staff, allowing them to spend more face-time with customers and providing more value-added services. FEN: In the past couple of years, you were personally honored with a Women in Business Award while Cooper-Atkins was recently awarded the President's "E" award for exports and the prestigious McDonald's "Global Supplier of the Year" award. What does it mean to you being recognized this way, particularly as a woman-owned business? CW: It's such an honor, on both a per- sonal and professional level. The McDonald's award was especially rewarding since it showed that we out- performed some of the strongest equip- ment companies in the industry. These awards reflect the hard work and commitment of every one of our employees and with all of us working as a team, we are able to achieve what we do every day. Some of our employees have been with the company for 50 years, which I believe speaks volumes about our corporate values and what it's like to work at Cooper-Atkins. My father instilled in me the clear, guiding principle and fundamental rule that one should always treat people as you would like to be treated and I believe that this tenet is the cornerstone of our success. For more information, visit www.cooper- atkins.com, email info@cooper- atkins.com or stop by booth #3612. Bally has reengineered the popular SmartVap evaporator control. It now offers both an air defrost version as well as the electric defrost model. This upgrade also includes adaptive defrost capabilities for the low temperature con- trols. The SmartVap allows for ease of installation by eliminating the control wire typically required between the evap- orator and condensing unit. Bally has been providing low profile evaporators with its patented "Smart Speed" technology as a standard product offering for several years. It is now expand- ing that technology to many of its hermetic condensing units. The combination of the Smart Speed on both the high and low side provides significant energy savings. Product development and energy sav- ings continue to enhance Bally's full line of Bally Refrigerated Boxes (Cont'd. from p. 1) refrigeration products. The company con- tinues to offer the BQ line of condensing units, offering a compact design scroll and hermetic condensing units for both medium and low temperature units ranging from 1 HP medium to 6 HP low temp units. Tests have shown a reduction in sound levels of 15 dba over conventional style condensing units. These units are also equipped with EC variable speed motors – further enhanc- ing the energy saving potential. Coyle states these new products are continuing examples of Bally's contin- ued focus on delivering to the market energy efficient refrigeration systems designed to meet elevated customer expectations while exceeding new Federal Energy standards. For more information, go to www .ballyrefboxes.com or stop by booth #3242. SM: Our core business is furniture: table tops, table bases, barstools and other basic seating. That said, we are a unique, full line/broad line restaurant and hospi- tality supplier, and direct importer of smallwares, janitorial, S/S worktables, furniture and seating manufacturers. We have been in business for over 70 years. We are centrally located in Chicago, Illinois and have a unique pre-paid freight program that includes the majori- ty of our furniture. We are the only com- pany that includes furniture on its pre- paid freight program. FEN: What would you say makes your company unique? SM: We are unique in our approach and our relationship with our partners (deal- ers). We are re-defining the role of ven- dors in business because currently, with- in the smallware and restaurant industry, most vendors are competing so intensely to be 'cheap' that they are killing the margins for most of their dealer partners. 'Cheap' drives the standard costs of vari- ous products down so low that business- es are competing for pennies rather than for quality or service. To these dealer partners, 'vendor' has become a bad word – a word synonymous with that of a scary margin muncher gobbling up all value and margin. Royal Industries differs in this way: First, our line is vast; we have always been considered a value added, one-stop shop. Second, with our freight program, customers can bundle furniture, small- wares, janitorial, worktables, shelving or utility items at one time. We can supply our customers with most of their needs while reducing the freight cost and the need to send multiple POs to multiple companies and floating large amounts of unnecessary inventory in our dealer part- ners warehouses or showrooms. Third, although we have always been consid- ered an industry leader; changing the term or role of the 'vendor' is now an important game-changer for us. We are becoming partners with our dealers by offering unique programs, marketing services, flyer and promotion- al materials – anything they need to sell or market for their company or individual brands. We are focused on quality, not only in our furniture but also in our abil- Royal Industries (Cont'd. from p. 1) ity to provide sales collateral materials to dealers and help them brand their compa- nies while selling our product. Most importantly, we do this for free. We cre- ate flyers, branded catalogs, collateral materials, seasonal flyers and more, at no cost to our customers. Additionally, we have created a Bid/Quote division where we help the dealers bid and quote on many of the large jobs. We provide them with materials and opportunities to help them grow, rather than focusing exclu- sively on Royal Industries' needs. We believe in returning value to our dealers in more ways than just pennies. FEN: Did your sales and marketing strat- egy in the past year provide you the over- all position you had projected? SM: Since we have taken this stance on re-defining the term 'vendor,' we have seen a significant increase in sales. However, in addition to investing in our partners, we are also investing in more internal personnel, more customer sup- port team members and additional reso- lution specialists. FEN: Where is your current product emphasis? SM: We are currently filling our product line gaps while focusing on providing our dealer partners with sales materials and spec sheets. FEN: What is your outlook for the next year? SM: Excited! Our new focus on being a partner rather than simply a 'vendor' is intrinsic to the expanded success we are now experiencing. FEN: How do potential new customers know that they can trust you with their business? SM: This industry is small in connectivi- ty – large in size, but small in associa- tions. Everyone knows everyone. This is one of the last industries in which a rela- tionship and a handshake mean some- thing. I'm proud of the fact that most dealers know me. I prefer to get to know my partners and profit together. For more information, stop by booth #4440 or visit www.royalindustriesinc.com.