Edward Don

Focus on B-to-B Creative By Alicia Orr Suman Foodservice equipment supplier Edward Don & Co. employs a targeted marketing strategy that helps it deliver the right message to the right person at the right time. For Edward Don & Co., supplying "everything but the food" has long been its motto. The foodservice equipment supplier sells its customers, including Applebee's Restaurants and the Opryland Hotel, a range of items, from serving glasses, plates and napkins, to kitchen utensils, stoves and fryers. While those clients enjoy browsing their "Don" catalogs for the latest trends in how to use a martini glass to