June 2004

Cover Story: An Architect of an Enduring Design
After more than 35 years of sales and corporate stewardship at the largest and possibly most complex E&S dealership in America, Bob Don handed over the reins of leadership in 2002 to his son Steve. The corporate values, structure and vision he instilled in what had been an organization struggling to meet the needs of a changing market, however, continue to provide guidance and are helping the company achieve new levels of sales, efficiency and service.

2004 FE&S State of the Industry Conference: Top Achievers

Facility Design Project of the Month:

• Blue Hill at Stone Barns
  Newly nestled atop a hill on 80 acres of Rockefeller farmland 40 minutes from Manhattan is a rustic white-tablecloth restaurant with private dining and catering facilities designed to do more than serve great meals. Its real mission is to help change the way Americans think about food.
• Web exclusive supplement

DSR Clinic: How Do You Get The Most Out Of Your Rep Relationships?

DSR of the Month: Jeff Winter, Bargreen-Ellingson Inc., Seattle

E&S Spotlight: Equipped For Just Desserts
Whether found in designated back-of-the-house kitchen preparation areas or in front-of-the-house self-service display counters, dessert stations require a sweet selection of supporting E&S.

Product Sales Tips: Warm Up Sales With Cold Display Cases
Refrigerated display cases are proven tools that market any number of product offerings. DSRs must first, however, learn a customer's style of operation and the foods that will be stored in a unit in order to specify the most suitable models.

Chain Profile: 'Za-Bistro
An open-flame, stone-hearth oven is the focal point of this upscale, casual neighborhood bistro, the first of the chain's units, located in an Orlando, Fla., suburb. A blast chiller supports cook-chill preparation in a minimal but highly functional back-of-the-house kitchen.

Editor's Perspective: Embracing Change-Makers

Consultant's Viewpoint: The Black Hole Of Sales

Parting Shot: Kicking It Up A Notch

Operator's Opinion: How I Order My Tabletop

Web Exclusive: Economic Outlook

In Brielf: Industry News