You don’t have to be a carpenter to know the Golden Rule of carpentry: Measure twice, cut once. Shouldn’t finding the right display case for your customers be that easy too?
On the surface, helping operators make informed decisions about foodservice equipment is full of nuanced challenges. And, when it comes to display cases, there are many shapes, functionalities and sizes to choose from. While this may seem overwhelming at first, the upshot of this variety of options is that there is bound to be a perfect fit. You just need to know where to look.
That's why Hatco created these five easy steps. Follow along and become more confident in your display case sales approach, while giving your customers the support and information they need to find the best solution for their unique operation.
1. Understand the utility
Comprehending how a piece of restaurant equipment will be used is a critical first step in determining the right-sized display case. Display cases can be added to any operation for a host of reasons: to showcase new products, increase sales volume of existing products, extend the shelf life of prepared food and even encourage impulse buys.
This process starts by asking specific questions about how a display case will be used. For example, Hatco’s Intelligent Heated Display Cabinet with Humidity has internal adjustments that operators can move up or down to support multiple combinations of pizza arms or shelves. It all depends on the customer’s specifications. Whether we’re talking pizzas, pizzas and sandwiches, or more — the sky’s the limit.
In the case of the Macho Nacho® Chip Warmer, the answer is right there in the name. Operators can keep chips crisp, thanks to special ductwork that forces hot, moisture-free air through the chips from the bottom up. It is designed to prevent the loss of natural oils (the secret to avoiding stale chips).
Hatco’s Flav-R-Savor® Humidified Holding & Food Display Cabinet offers a dizzying array of internal holding elements that can be swapped out depending on the purpose:
- Multi-purpose racks are a great all-around option.
- Pretzel trees exhibit the Bavarian baked goods in all their salty, chewy glory.
- Circled racks hold entire pizzas, inviting people to snatch them up.
- Tiered pan racks present baked goods straight from the oven.
- Angled racks make grabbing (and restocking) a breeze.
Sellers who ask strategic questions about functionality can connect with customers in an authentic way, helping them find the right display case.
2. Measure
Balancing a precise combination of heat (and possibly humidity), display cases increase sales and profits by reducing waste, maintaining quality and displaying food with integrity. Cafeterias, convenience stores, schools, restaurants and supermarkets the world over utilize heated display cases because they are the perfect way to merchandise hot food items such as pizza, fried foods, bakery items, sandwiches, pretzels, nachos and beyond.
Measuring is an important step. Product spec sheets make answering a few key-dimensional questions a snap. Where is the display case going to be placed? Will it fit? Is it too wide? Too tall?
Take a good look at the display case location. Think about how your customer’s staff will interact with the equipment for maintenance and restocking. Did you account for enough clearance to open the door(s)? If it’s a particularly busy area, you may want to suggest a pass-through design instead of front-door access.
Just remember — measure twice and we promise you won’t have to make any cuts.
3. Know the volume
There’s a world of difference between large-capacity display cases and mini display warmers. Demonstrating an understanding of both business volume and physical volume will go miles in building trust with buyers. Consider the difference in capacity between these two cabinets:
- The Flav-R-Savor® Humidified Large Capacity Display Cabinet ensures high volumes of prepped food in advance, without losing that 'just-made' quality. Left and right side heat sources create a 'blanket' warming effect, while the cabinet's perfect airflow rate ensures quick temperature recovery after the door is opened and closed countless times. Models are available with one or two doors, including standard French-style doors or optional self-closing sliding for self-serve convenience.
- The Mini Display Warmer is great for holding any products that do not require humidity. The warmer's compact design is great for anywhere with limited counter space, and its magnetically adjustable shelves allow for horizontal or slanted displays. Talk about flexibility! Hot air that circulates throughout the entire cabinet keeps foods such as cookies, wrapped sandwiches and more at safe serving temperatures.
Size alone does not define the capacity of a heated display case. Consider how much business is expected at peak times, as pass-through access doors allow for on-the-fly restocking in high-volume stores.
The Hatco difference
A customer who relies on “any old hot box” is destined to end up with “any old food.” It doesn’t matter if it’s a slice of pizza, a baked pretzel or a breakfast sandwich. If food sits in a warm, dry and motionless environment, it will lose its integrity. Consequently, texture, taste and overall quality are subject to the law of diminishing returns — the longer food is in there, the more it degrades.
But, that doesn’t have to be the case. There are cabinets built for long-term food holding that are safe and consistent. Customers who recognize the distinction of fresh-tasting food are drawn to foodservice equipment like Hatco’s Flav-R-Savor® Humidified Holding & Food Display Cabinet.
This specific holding cabinet’s airflow pattern is designed to maintain consistent cabinet temperature without drying out foods. The precise combination of heat and humidity creates a “blanket” effect around the food. The airflow enables the cabinet to recover temperature rapidly after opening and closing the door.
Know the trends
Display cases put operations in a position to handle an industry-wide seismic shift that shows no signs of slowing down: to-go. The heat-holding technology behind a Flav-R-Savor® Tall Non-Humidified Holding Cabinet, for example, makes it a dual-faceted piece of equipment:
- Holding prepped mise-en-place for quick to-go assembly and packaging? Diffused heat throughout the cabinet provides gentle warming to maintain optimum serving temperatures for prolonged periods of time.
- Holding to-go orders for customers? A quick recovery heating system includes a temperature control to regulate cabinet heat. A monitor indicates cabinet temperature and tempered glass sides provide full-view display — people can easily find their order and be on their way.
Operators can also reinforce branding or identify dietary trends by upgrading certain display cases with signage. Decorative kits can transform cabinets like the Flav-R-Fresh® Humidified Impulse Food Display Cabinet or the Flav-R-Savor® Humidified Holding & Food Display Cabinet (FSD or FSDT models) into designer merchandisers. In-store signage can be a competitive edge for your customers. It can signal to diners or shoppers that their store is with the times, encourages upsells and makes an environment more memorable.
In your expert opinion.
Foodservice operators expect engaging interactions that signal a positive business relationship — something more than a sales call. Customers are pressed for time, so they’re looking for someone who understands their business from the get-go.
Applying the lessons learned in this guide can help you identify a value proposition for a customer. How can you help them increase their business? How can you make their operation more efficient? That’s where display case know-how comes into play.
Hatco has the resources that enable informed decisions. Controlled heat — or optional humidity controls — provide the best environment for holding food products safely and freshly. Keep crisp foods crisp and moist foods moist as electronic controls monitor cabinet temperature. Energy-efficient LED lighting and tempered glass turn any food into a real showstopper.
Help customers keep their food hot and flavorful with equipment solutions that stand the test of time. For more information on Hatco display cases, refresh yourself on the wide variety of product offerings and all they can do for your customers.
