Hobart Independent claims the high quality German engineering and affordability of its Bar Aid warewasher family has allowed it to sidestep some of the pricing pressure currently being felt in the market.
The company, which is the part of Hobart that sells exclusively through the dealer channel, said the subject of pricing had featured high on the agenda of distributors it spoke with at this week’s Northern Bar & Restaurant Show, where it was exhibiting the product range.
Phil Coulstock, independent account manager at Hobart Independent, said the development of the Bar Aid range was helping it to compete on more than just price terms.
“The clear trend from the distributors at the show has been the price issues that have come to our side of the industry from competitor manufacturers selling units unnecessarily cheaply to large organisations that are wholesaling them out, despite in some cases not necessarily being involved with the catering equipment distribution business,” said Coulstock.
“The Bar Aid products, however, have allowed us to move away from these problems and start dealing with the higher end of the distributor network — distributors not working to small margins and normally specifying our products on large schemes, projects and tenders across the UK, as well as selling them into established national account chains and key regional and local user sites. And therefore not getting involved so much in the ‘price wins everything’ war!” added Coulstock.
In addition to its Bar Aid glasswasher lines, Hobart has also been showcasing its Ecomax product family at the Manchester-based exhibition.
Coulstock said the company had met with both existing distributors and potential new ones that have expressed an interest in working with the brand during the two-day show.