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2017 MAFSI Commercial Foodservice Market Forecast Report
MAFSI Reps Forecast +4.4% Increase in Overall Sales for 2017
A big thank you to over 54% of MAFSI Reps reporting for this year's 2017 Commercial Foodservice Market Forecast. We cannot tell you how much we appreciate your support for this report, which has fast become a leading industry indicator.
In MAFSI, there is absolutely no limit to what can be accomplished when so many talented professionals join together. Simply put, there is power in numbers.
This in-depth, member-only, forecast covers all of the data points and trends...helping both you, our reps, and our manufacturers more accurately predict the future of business, and (hopefully) help to set reasonable goals and quotas for 2017.
In addition to forecasts for Equipment, Supplies, Tabletop and Furniture both nationally and regionally, we include Product Equipment Sub-Categories Sales Forecast both nationally and regionally for:
The report also includes fastest growing segments, rep investment plans for 2017 as well as 2017 forecasts from Foodservice Equipment Reports, Foodservice Equipment & Supplies, Foodservice and Hospitality, Technomic and AutoQuotes.
How's business? That’s the magic question that begins most conversations between business partners be it rep to rep, rep to factory, rep to dealer, or rep to end-user.
For years MAFSI had discussed the best way to provide the industry with clear sales information. One of our goals has always been to provide an accurate picture of how business is doing.
In 2001, we instituted the MAFSI Business Barometer Survey, a quarterly survey that has become a leading economic indicator in the foodservice industry with an inside look at regional and national sales trends and forecast for equipment, supplies, tabletop and furniture lines.
There is no one else in this industry better able to provide this information than the rep, the people who live and breathe it across the country every day. The purpose of this one-of-a-kind survey is to share – not only with MAFSI – but with other industry partners and associates how the industry fared last quarter and projected consumer confidence for this quarter.
The Business Barometer is firmly entrenched at the top of the foodservice "need to know" information. Cited in industry and national publications including the Wall Street Journal, Foodservice Equipment Reportsand Foodservice Equipment & Supplies as well as industry newsletters, e-blasts and trend/forecast presentations, the data is highly credible and sought after.
Additionally, the Barometer is a tool for our rep members to have the necessary data required to negotiate future quotas and bonus plans with manufacturers. This survey is also a benchmark for all of us to gauge our own business activity and growth. The Business Barometer
The Barometer is a valuable sales management tool for several reasons:
The MAFSI Business Barometer results are sent to all MAFSI members, as well as industry publications and national news outlets each quarter.
Quarter: Sent to Reps: Due: Released:
Q1 - Jan.1-Mar.31 Apr. 13 April 23 week of May. 16
Q2 - Apr.1 – Jun. 30 Jul. 13 Jul. 31 week of Aug. 15
Q3 - Jul. 1 – Sept. 30 Oct. 12 Oct. 31 week of Nov. 14
Q4 - Oct. 1 – Dec. 31 Jan. 11 Jan. 31 week of Feb. 20
“From a sales and operations perspective, accurate forecasting and benchmarking is extremely important, however, also very difficult to obtain. The quarterly MAFSI Business Barometer is reported by the reps – those closest to the end users, consultants and dealers – and has become one of our most valued and trusted planning tools.” – Tom Szafranski, President, ITW FEG Commercial Sales
For Rep Members:
It is critically important that this information - which is sent to everyone in the industry - is precise. That's why we need all rep firms to participate in this survey every quarter. For MAFSI to truly measure the marketplace as accurately as possible its imperative we have all responses from our agencies. The information you provide is always confidential.
Here is the information you need to take the survey:
MAFSI Rep Firm Benchmarking Survey
The purpose of the MAFSI Rep Firm Benchmarking Survey is to provide credible industry data for the foodservice rep agency. This data and the final report will help an individual organization see national industry trends, understand how they compare to others in similar organizations or geography as they move forward within the industry to improve processes and outcomes.
A Few Examples of What the MAFSI Rep Firm Benchmarking Survey Measures:
Benchmarks are critical for rep firms as we constantly strive for improved processes and results within our organizations to meet the needs of our manufacturers and customers.
The MAFSI Rep Firm Benchmarking Survey is only available to MAFSI Rep FirmPrincipal members.
Customer Service Survey for Rep Firms
MAFSI's Rep Customer Service Satisfaction Survey is a tool designed to help rep agency principals to custom survey their customers easily and effectively MAFSI will custom design a survey (or you can use a pre-designed template) complete with your company logo and your questions. With MAFSI Custom Surveys you’ll receive critical feedback that will help make important decisions. You will receive your results with live graphs and charts and be able to dig down to get individual responses.
The Rep Customer Satisfaction Survey allows you to:
What MAFSI members are saying about the Rep Customer Satisfaction Survey:
“We asked about inside and outside sales, customer service, and our total value in our marketplace. I was not only thrilled with the responses but the survey verified some things I felt needed change in my rep firm. It is the best tool to get quick answers.” - Ed Pecinka, Pecinka Ferri Associates
"We were astounded with the results we received doing our first MAFSI custom survey.We had a 45% response which is outstanding and the comments that came back from our dealers confirmed that we have work to do to stay as one of the top rep groups in Canada.The comments that came back were constructive and well prepared and we can make changes based on them. The comments that help us determine that we are on top of our game was the fact that most indicated that no rep group or manufacturer had done such a survey in our territory and that our company was on the leading edge because of it." - Danny Collis, Collis Group Inc.
"As the owner of a rep agency it is difficult to have the pulse of every customer we serve. I would like to believe that Kain-McArthur, Inc. is the best representative in the territory we cover. How would I know that? How can I measure our inside sales group? Our outside sales group? Are our marketing efforts worthwhile? Are we meeting or exceeding our customer expectations? How would I know with out asking my customers? It’s a scary thought! I think most organizations are afraid to ask the hard questions.
Sales Meeting Survey for Manufacturers
In recognition of the time and money that you invest in national sales meetings, MAFSI has developed a tool to help you have the most successful sales meeting ever! By sending the Successful Sales Meeting survey to your reps before your next sales meeting, sales managers will gain valuable feedback, motivate their sales form and create a synergy among reps and principals. Because your reps answer the survey anonymously, you’ll receive critical feedback to help your management team develop agenda items and make important decisions.
Find out who your competitors are, how to improve your position in the market, how to improve customer service and training and much more!
Rep Council Survey for Manufacturers
MAFSI's Rep Council Survey is a tool designed to help manufacturers gather information from your reps about the topics and issues your sales force believes are important. Let MAFSI custom-design a survey (or you can use a pre-designed template) complete with your company logo and your questions and send it to your reps before your next Rep Council Meeting. Because your reps answer the survey anonymously,you’ll receive critical feedback to help your management team develop agenda items and make important decisions. You will receive your results with live graphs and charts and be able to dig down to get individual responses.
Tips On Holding A Successful Rep Council
When properly managed a successful rep council can supply a wealth of information to a manufacturer. The first thing a manufacturer should ask when considering the creation of a rep council is: What do I expect my rep council to accomplish?
The whole idea of having a rep council is to achieve positive interaction -- the working together to achieve common goals. Until this question is asked and answered, all the procedural planning in the world will simply serve as window dressing.
What MAFSI manufacturers are saying about the Rep Council Survey: “The rep council is a partnership between the manufacturer and the representative. The rep brings valuable insight from the heartbeat of the marketplace. The council is an open and honest dialogue creating strategic direction, improvements and profitability for both parties. If you would like to learn more about your representatives’ views and rep councils I suggest you contact MAFSI and ask about their rep survey.” -Gary Rupp, Lang Manufacturing
"With MAFSI's support, we created a survey that provided a statistically significant response in very short time-frame. The feedback was consistent with our strategic direction and conducted in a manner that solicited feedback on industry trends and dialog that will assist us in our upcoming Rep Council." -Ken Gallagher, T&S Brass
“The Pitco Frialator-MagiKitch’n sales plan for 2005 included a rep council meeting. As always, we utilize this meeting as a great two-way communication vehicle for both our management and our sales representatives. But, as usual, the agenda was somewhat incomplete and we were looking for ways to strengthen it. The suggestion was made by one of the rep participants to utilize the “MAFSI Survey Program.” As this sounded like a strong idea, it was pursued. The results were outstanding. This survey was totally handled by MAFSI, with complete confidentiality, and allowed not only reps council members, but all of our reps and internal support personnel to offer opinions and suggestions on how to improve “our” business. The results of the survey allowed us to set a good road map for our meeting, while acting as a facilitator to control the direction of the meeting. This MAFSI service allowed Pitco to have its most successful meeting to date, and I would highly recommend it to anyone interested in improving their communications with their reps and their overall business.” -Thomas Cassin, Pitco Frialator-MagiKitch’n
Join us at the 2017 MAFSI Membership Meeting & Cocktail Party at The NAFEM Show!
Date: Friday, February 10
Time: 5:00 pm – 6:30 pm
Location: Orange County Convention Center
Room: S330 E-H
We encourage all rep and manufacturer members to attend this meeting, and please ask all your staff members at the show to participate. Please email firstname.lastname@example.org to register. We look forward to seeing you there!
The NAFEM Show 2017: Come visit us at the joint MAFSI-FCSI-CFESA Booth – 2838-2840 at the show!
Slower Growth Recorded for Q3/16; Activity Starting to Tail Off
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