Chris Barbee, Oswalt Restaurant Supply
It’s only appropriate that someone whose client base includes a lot of schools should have his sales team focusing on the three R’s.
In the case of Chris Barbee — a sales manager for Oswalt Restaurant Supply based in Oklahoma City — the three R’s do not consist of reading, ’riting and ’rithmetic. Rather, his three R’s are renovation (working on full cooklines, full dish rooms, bars), replacement (single-piece large equipment swaps) and replenishment (smallwares for multiunits and schools).
In addition to his work with school foodservice operations as a sales manager, Barbee also deals with clients in the world of corporate feeding operations. Prior to joining Oswalt in the summer of 2022, he was an independent manufacturers’ representative for seven years.
Q: What’s one thing that excites you about the future of the foodservice industry?
A: We’re getting beyond just slapping a touch screen on something and calling it new technology. That’s not innovation. We’re getting good with integrating technology and equipment. When you have equipment that self-evaluates on its own and an interlink with building management systems, that’s when you have true progress. It’s more than giving a controller a facelift.
Q: What are some operator trends that are catching your eye?
A: One trend that I’m seeing is that kids don’t get slop on a tray anymore. Now you have a pizza line or a burger line. This is good food, too. Kids are discerning. They won’t just eat what’s in front of them. You need to make it look good. In hospitals, the room service model is interesting. Having food brought up to your room is fantastic. It helps people feel better, and that’s a facet of healthcare, not just foodservice.
Q: How do you go about specifying the right piece of equipment for a replacement purchase?
A: Too often, end users are just saying they want a new version of the same item. I ask why they need it. What are they using that piece of equipment for and why? For example, what does the operator use that piece of equipment to cook? I want to open them up and get them involved with rep partners who have culinary camps. The first option is usually an exact replacement of the existing piece of equipment. Option 1A is a replacement item but one that’s a little bit nicer than what they already have. I try to get them to see the bigger picture. If you educate, they are learning with you. I never claim to know everything. You learn with them, and you get them the best equipment. If you do that, you’re looked at as more of an advisor than as a salesperson.
Q: Who has had the greatest influence on you?
A: My mother, Monika Barbee. She’s a foodservice equipment dealer in West Texas, and I grew up talking about shelving with her at the dinner table and filling orders with her. One of the things I learned from her is that as a dealer, I can’t say, “That’s not my job.” I have to have service companies to recommend to people. She always had a good Rolodex of people, and now I have my own good Rolodex.
DSR 3-2-1
Chris Barbee, Oswalt Restaurant Supply, sits down with Jason Wange, Foodservice Powerplant Network, to talk about being named an FE&S DSR of the Month.
Find more episodes of DSR 3-2-1 here.
Foodservice Equipment & Supplies Presents DSR 3-2-1 is sponsored by Salvajor.
