When discussing seasoned veterans in terms of dealer sales reps, Brad Zimmer’s name rightfully should be among the first. Zimmer has been in the industry for more than 30 years, spending the last 2-plus years at Zepole Supply Co. in St. Cloud, Minn.

Zimmer began as an installer in 1995 before moving to inside sales and then becoming a route salesperson. Since 2003, Zimmer has worked in contract sales as vice president of sales. His book of business includes senior living operations, independent restaurants, occasional school projects and one chain customer, Pizza Ranch. Zimmer has participated in every Pizza Ranch opening since 2004. 

Q: You’ve gone from an installer to various sales roles of increasing responsibility and complexity. How does such a career progression help you better serve your customers?

A: I would definitely say it makes me more well-rounded in what I offer them from starting out as an installer, hanging hoods, setting up walk-ins, stainless and all of that stuff. Just learning the in-the-field ins and outs really helps out along the way as far as what I do now with design and sales.

Q: What are one or two things that independent restaurants or noncommercial operators can learn from a chain?

A: I would say one of the things they can learn is efficiencies. Chains obviously tend to run leaner in the kitchen, so maybe just learning efficiencies and space planning in the kitchen to make their kitchen more efficient, especially in a school.

Q: Exhaust hoods are essential to most foodservice operations and they can be one of the most costly aspects of a project. How do you approach developing the right design of the hood and making sure you have the right ventilation equipment for the project?

A: Vetting out the equipment they have underneath there is No.1 and what they need for ventilation to cover that properly whether it be a solid fuel or a natural gas or an electric piece of equipment. It’s seeing it all the way through to getting them complete kitchen comfort and not just selling them a package. You’re selling them each individual item that’s within that package and making sure that their staff is in a comfortable working environment because staff is hard to come by nowadays for kitchens. There are a lot of young folks working in these kitchens and there are a lot of other opportunities for them. If their kitchen is 95 degrees F and humid, they’re going to have a hard time keeping staff. 

Q: How has the way you work with other members of the supply chain — like reps — evolved over the course of your career?

A: I’ve worked very closely with all of the reps and I’ve known most of them for many, many years. It’s about building that relationship with them and relationships in the foodservice industry are key to anyone’s success. Building your relationship with them helps you build your relationship with your customer as well. Most of my customers have a good relationship with our reps as well. It’s definitely a bit of teamwork there. The reps are an extremely key component in the success of a good dealership.

DSR 3-2-1

Brad Zimmer, Zepole Supply Co., 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.