August 2003

Cover Story: Succession PlanningWhat Makes It Work?
Handing over the leadership and ownership of a business to the next generation is a common rite of passage, but with colleagues' careers, family relationships and the work of a lifetime on the line, it's also one of the most complex tasks any dealer principal can undertake. Here's an inside look at how this critical transition is being managed at four traditional dealerships.

Feature: Up & ComersFour Of The Fastest-Growing E&S Dealers
By combining savvy management, extraordinary customer service, prescient market analysis, effective pricing and more, these up-and-coming companies' business strategies have allowed them to attain sales increases that have outpaced their competitors'.

Editor's Perspective: Knowing What Allows You To Succeed

Consultant's Viewpoint: Organized Chaos

Parting Shot: Misconceptions About Reps

Chain Profile: The Cheesecake Factory
Durability and the ability to maintain high sanitation standards are foremost on a long list of requirements for equipment purchased by this rapidly growing upscale casual-dining chain. Flexibility and consistent service support are also crucial selection factors.

Facility Design Project of the Month:

• The Lodge at Sea Island, Ga.
  Since The Lodge's opening some two years ago, guest traffic at restaurants serviced by its main kitchen has continued to increase beyond expectations. As a result, kitchen equipment and staff have been put through a trying test of endurance and creative flexibility.
• Web exclusive supplement

DSR of the Month: Howard Ruben, QualServ Corp., Smith St. John, Kansas City, Mo.

E&S Spotlight: Sushi Production Boning Up On Sushi Bars
Whether traditional or high-tech, the preparation of increasingly popular sushi items usually includes some very specialized equipment and supplies, although little traditional cooking is involved.

Product Sales Tips: The Cold Facts On Selling Reach-Ins
While all reach-ins offer convenient access to perishable products, configurations, build quality and applicability to various operator uses vary so widely it takes a well-informed DSR to direct customers to the best-suited selections.

In Brief: Industry News

Web Exclusive: The "Big Easy" To Host NAFEM '03