Industry PERSPECTIVE
about. Those who have heard me speak will recall that I have alluded to feelings of being the bad guy or feeling like a greasy salesman just for reaching out to check on how things are going. I have also confided in people about my own personal fears of picking up that phone or knocking on that door in fear of rejection, which may come as a shock to some who see my confident bravado and think that is my natural persona. This is why Jon’s session turned out not to just be educational for you Directors and Managers as planned, but for me as an industry rep too. I not only got to share feelings and experiences with people I barely knew from a world I am still learning about, but I also learned a lot about myself, and I am sure they learned a lot about me too. We got to
My name is Sam Stables, I am a manufacturers equipment representative for HRI, Inc. along with my colleagues, Tim Christianson and Scott Robinson. Five years ago, I left my home in Guernsey and a career in High School teaching to chase the American Dream. Well not exactly, but that sounds way cooler. I was looking for a new adventure and after extensive travels in the US fell in love with Indiana, the people in particular, so the opportunity to stay was too hard to pass up. After a quick three-year stint as a gymmanager, I was approached by Tim to enter the amazing world of foodservice, as he put it, and be an end user focused rep for HRI calling on K-12 in particular. Little did we know that the foodservice industry, particularly schools, was about to enter some of the most
As I reflect on the 2021 ISNA Annual Conference, I can’t help but recall the excitement in the air as attendees began walking toward the registration area at the Grand Wayne Convention Center. This long-awaited conference was filled with education, networking and so much fun. I watched as friends from school districts across the state reconnected with one purpose…professional development that would inspire and teach them to continue to serve children nutritious and safe meals no matter the obstacles they have been facing. What’s more, our valued Industry Partners were right there with them participating as panelists and attending sessions to learn more about what their customers’ needs truly are, and will be, in the coming months. Speaking of Industry Partners attending education sessions, please read on for some great perspective on just how important it is to some of our partners to attend more than just the Exhibit Fair at each annual conference and other professional development events offered by ISNA. CONFERENCE Highlights Industry PERSPECTIVE
laugh and be silly on a level that put us all on the same side. It takes a lot of courage for someone to tell you what they like about themselves. When someone pretends to be an oven, or sings a song in front of strangers, they can’t help but to build trust that goes a long way when we return to our day-to-day jobs. I may be wrong, but wouldn’t you rather trust and call
difficult years ever experienced as the worldwide pandemic hit. I must express my admiration for all of you and the work you have done and continue to do during such difficult times. The families of America really do owe you a debt of immense gratitude. I just hope and pray easier times are just around the corner for all of us. So, on to the topic at hand. Many of you reading this can attest to the
I’d even go so far as to say that I’ve built friendships at these events; andwhat’s easier than getting to work with and help your friends as your job!?
each other. It also demonstrates to our current and future customers that we are truly interested and care about their business and their mission. We have also found the same lessons and return on investment to be true by attending the SNA’s School Nutrition Industry Conference in January (SNIC), Legislative Action Conference in March (LAC), Annual National Conference (ANC) in July, and the neighboring State SNA functions that occur throughout the year as well. While these are not necessarily inexpensive events to attend, the investment we have made in attending these conferences has proven to be a most valuable form of advertising and marketing for our business. We are often some of the only Industry members present at these educational events, which means more opportunities to engage and network. We also know that by attending these events, that we are financially supporting the Professional Associations that School Nutrition Professionals (our only customers) belong to, which is simply good business! We have always wondered why more Industry members don’t attend the educational portions of the various conferences (or attend any at all) and wish more would consider doing so. Until then, we will continue to enjoy the opportunities to learn, grow, network and share our Passion, Purpose and Excitement for the School Nutrition Industry. KUDO’s to the ISNA Executive Board and to Sheri Shipp for planning, organizing and executing an excellent Conference this year! Respectfully, Michael Miller, President of SMART Systems
We recently had the opportunity to attend the Indiana School Nutrition Association’s Annual Conference and Tradeshow in Fort Wayne, IN on October 27th through the 29th, 2021. We had ten (10) members of our team attend not only the tradeshow on Friday, but various educational sessions and networking events that began on Wednesday evening. Throughout the conference, I was asked by some School Nutrition Professionals and other Industry peers, “wow…why are there so many people wearing purple shirts from SMART Systems-SFSPac attending the whole conference?” The answer is simple; to learn, grow, network and to share our Passion, Purpose and Excitement for this Industry with others. Understandably, many Industry members are mainly interested in the exhibit portion of the conference since that can have a direct impact on revenue for their business. While we certainly agree, our philosophy is that the more we understand our customers’ needs, the better we can serve them, which has often had more lasting and positive impact to our bottom line. To this end, we have found that attending the General and Break-Out Education Sessions along with the networking opportunities that occur at the Wednesday and Thursday evening receptions and before, during and after the events each day of the conference, provide an even greater return on our financial investment. At the end of the day, by attending the full conference it provides professional development opportunities to our staff who then become more knowledgeable of the industry, helps us to identify new customers and business opportunities, while also helping our team to enhance the bonds that we have with
fact that I dove headfirst into the school nutrition world and have really tried to get to know the industry and its people on a detailed and personal level. I wholeheartedly believe I am in the business of relationship building, not equipment selling, and will continue to learn as much from you all and my peers as I can on how to best serve your needs and be the best rep possible. This is why I try to attend as many of the great educational sessions put on by ISNA as I can at all the events. Firstly, it is so beneficial to me from an educational standpoint. On any normal year, the list of jobs and obstacles you face is unbelievable never mind the last two years…and equipment is such a small part of that. Attending the educational sessions allows me to learn about government plans and initiatives to help you all through normal, and not so normal days. It teaches me about the guidance you are receiving to navigate the equipment world and its many facets. Most importantly, it brings to light the challenges and obstacles you face on a day to day that alert me to what I might be able to do to help ease those pain points. However, for me the most impactful sessions are the interactive ones. Especially ones where we get to make fun of ourselves and each other like Jon Colby’s sessions a few weeks back. This goes back to my previous statement about relationship building that’s at the heart of what we are all
on an industry partner who shows an interest in you and your profession and not just the chance to get in front of you and sell something? I can’t vouch for everyone, but as an industry partner it sure is easier for me to call or meet with someone that I have a relationship with. I’d even go so far as to say that I’ve built friendships at these events; and what’s easier than getting to work with and help your friends as your job!? A good industry partner is here to help and not be a pain or the enemy, but you must earn that by showing that you care. So next time you have the chance to interact with Directors jump on in and give these sessions a try. Directors, if you get a chance to interact with an industry member don’t be afraid to take that call or ask the difficult question or even learn a little about them on a personal level. Building a relationship and trust between all parties is only going to make our lives a bit easier moving forward. I’ll close with this…we are all human with a shared common goal in this industry, and we must not lose sight of “Feeding Americas children!” I must say, that from what I can see, we are all doing an amazing job! Sam Stables, Sales Consultant, HRI, Inc.
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