Catering equipment distributors could be missing out on added revenue by failing to make customers aware of temperature monitoring and task management solutions at the outset of kitchen projects.
According to Monika, a leading specialist in the area, such services are regularly an after-thought and it is often left to the operator to seek a solution once a scheme has been completed.
Managing director, Simon Frost, fears a lack of understanding around the available technology means many dealers are ignoring an opportunity that could otherwise prove profitable for them.
“A sales person is probably concerned about combi ovens, fryers, extraction canopies, fridges and all that stuff, but actually it is also important to consider the operational bit and what the operator has to go through once the kitchen has been handed over. For me, they are missing a trick. This is another thing they could sell and add to their margin; another thing they could earn commission on.”
There have been numerous occasions when Monika has gone into a kitchen after a distributor to find that a temperature monitoring system hasn’t been fitted and it’s only been flagged up when the chef has realised it is needed, Frost said.
He insists Monika is keen to work with distributors wherever possible and can provide full sales, technical and after-care support. It already works with the likes of C&C Catering Equipment, Hallmark Kitchens and Vision Commercial Kitchens.
“Even when we are speaking directly to national accounts we are trying to ascertain whether they have a dealer partner that we should be working with,” said Frost. “But, of course, from our point of view it is trying to create the opportunity with the national account or key account in the first place. We will then do the hard yards – the trial and everything else – and the order will go back through the dealer community.”