What does the restaurant business have to do with knowledge-based distribution? On the surface, probably not much, but great ideas arrive from strange places. I was half asleep sipping coffee when I snapped out of groggy fog while catching some business news. The host was interviewing Zane Tankel, the CEO of Apple-Metro which owns 30 plus Applebee’s in metro New York City. Thanks to DVR, I was able to re-watch the interview a couple of times. I can’t think of an industry harder hit by the coronavirus pandemic than the restaurant industry. I also can’t imagine a worse place to be during this crisis than New York City, yet Mr. Tankel, like most of the distributors I have spoked with, relayed a positive message. Like many distributors, Apple-Metro is preserving cash, but unlike most distributors, the company has dramatically reduced its workforce from 2,600+ down to 84 people. I believe this has more to do with the makeup of the restaurant workforce, where the personnel side con...

Remi Ducrocq, KYKLO Guest Blogger:  Remi Ducrocq, KYKLO Co-founder & CEO From Frank:   I wanted to post this article written by Remi Ducrocq for a couple of reasons. First, we know Remi and his team at KYKLO quite well and found the spirit of giving displayed in the article appropriate for our times. More importantly, KYKLO has people in Thailand, Europe, and the US. They have had at least four weeks more experience with dealing with COVID-19 than anyone else I know personally or professionally. I believe in learning from others, and I see this as an opportunity to share and learn. I hope you gather some good pointers from this post. A time for sharing This is a time for sharing. As our industry works through the issues created by this global pandemic, we at KYKLO believe now is the time to share positive thoughts and best practices for our industry. This reach-out comes not as a commercial message but rather as an act of sharing. First, ...

We have been talking about selling during this Corona-stuff for a couple of weeks. After several conversations with those on the front lines of all this, I thought it might be appropriate to share what we have learned. As one of my good friends recently commented, “If ever there is a time for sharing within our industry, now is the time.” Consider this sharing. First, a note from Frank's Assistant: We have written about sales calls for years and focused on Sometimes they're sweet. them in the recent past.  These unprecedented times call for revised techniques.  Frank is fortunate to have a secluded office with few non-work distractions.  Like many of you, I am working from home while trying to homeschool three noisy kids while also caring for a COVID-19 patient.  When I think about reaching out to others, I consider they might also have a house in chaos.  With that in mind, remember to be flexible.  Flexible with your work hours, flexible with yo...

A news flash just revealed over 2.8 Billion people currently live under some form of travel restriction. Here in Iowa, we are not under the same stringent guidelines as New York or California, but most sensible folks are limiting their exposure to others. Working from home, not traveling unless necessary and certainly curtailing all social interactions. Call it what you may, but for the sake of discussion, let’s say we’re quarantined. The readers of this group are still working; most from home and all working diligently to keep business flowing. But, the logistics of working from home creates extra time. For instance, we have no commute, no need to dress for work (some of you may even be reading this while donned in purple sweatpants) and no errands tied to daily work routines. Since our social life is limited to the spousal unit and maybe kiddos, we’re not required to attend networking events, parties, coach soccer practice or wait in line at our favorite restaurants, we’ve go...

Words like Pandemic, Lock-down, Disrupter, Social Distancing, and Community Transmission wash over us like a tsunami in an ocean of hand sanitizer.   Whole countries are under lockdown.   Tradeshows and other events are going into cancel mode.   States are declaring health emergencies and closing all public gathering places and there are forecasts of even more stringent plans in development. Many of our customers are considering going into emergency mode.   Travel is curtailed, everyone who can do so is telecommuting and business is being conducted in non-traditional ways. As distributors I feel we have two options available to us: 1.       We can stand idly by and simply react to the situation.   2.       We can anticipate the situation, make some plans, and push forward. Anticipating the situation It might be safe to assume the following will accelerate: Increased number of...