Gold Award Spotlight: Joe Fussenegger, C&T Design and Equipment

You were recognized in part because of your success in introducing C&T Design to K–12 foodservice professionals. Can you tell us about some of the engaging ways you’ve connected with those customers and how you became involved in that sector?

My involvement in the K–12 market really grew out of a desire to better understand the unique challenges foodservice professionals face every day in order to provide them with solutions. Schools have very different needs than many of our traditional foodservice customers, and I realized that the best way to serve that market was to spend time listening to and learning from the people working in it.

We’ve focused on building relationships rather than simply selling equipment. That has included attending K–12 conferences and events, meeting with foodservice directors, visiting school operations, and creating opportunities for customers to interact with our team in a more personal setting. Our annual customer appreciation event has also been an important part of that effort, giving us a chance to bring people together, have meaningful conversations, and strengthen relationships outside of a traditional sales environment.

As we became more involved in K–12, we also worked to make sure C&T Design understood the operational, budgetary, staffing, and nutritional challenges these professionals are managing. That perspective has helped us become a better resource and a more trusted partner.

What skills did you need to build or develop as you worked to enhance customer relationships?

One of the biggest areas of growth for me has been learning to listen more effectively. As a leader, it can be easy to focus on finding an answer or solving a problem quickly. But stronger customer relationships come from understanding what the customer is really trying to accomplish.

I’ve also worked on becoming more intentional in my communication and follow-up. Building trust takes consistency. It means doing what you say you’re going to do, staying connected even when there isn’t an immediate project, and making sure customers know that you’re invested in their long-term success.

Another important skill has been learning how to build relationships at different levels of an organization. The more people you get to know and understand, the better you can see the bigger picture and identify ways your team can add value.

How has C&T Design supported your leadership development?

I started at C&T Design 22 years ago as a delivery person. As I’ve taken on new roles within the company, I’ve been given the opportunity to grow by putting myself in situations along the way where I’ve had to step outside of my comfort zone and take on new responsibilities. The company has supported my participation in the 12-month Basecamp Leadership program through SEFA delivered by Aspiration Catalyst, which was a tremendous opportunity for both personal and professional development.

The program challenged me to think differently about leadership, particularly the difference between managing people and developing people. It reinforced the importance of communication, accountability, delegation, and understanding the individual strengths of the people on my team.

Perhaps most importantly, it gave me the opportunity to learn from other leaders in our industry. Hearing different perspectives and sharing experiences with peers helped me look at our business and my own leadership style in new ways.

What are some of the goals you’ve set for yourself and your team? How do you keep track of them to measure your progress?

One of my biggest goals is to continue developing a strong team that can grow with the business. Growth is important, but sustainable growth requires having the right people, developing their skills, and giving them the tools and confidence to succeed.

Additionally, we want to continue expanding our presence in the K–12 market while maintaining the relationships and service that have helped C&T Design build its reputation. For me, success isn’t measured solely by sales numbers. We also look at customer relationships, new opportunities, team development, and whether we are continuing to improve the way we serve our customers.

We keep track of progress through regular communication and accountability within the team. Having clear goals and revisiting them throughout the year helps us recognize what is working, identify areas where we need to improve, and adjust before small challenges become larger ones.

You also lead an annual customer appreciation event. How has that event grown over time, and how does it help C&T Design strengthen relationships with foodservice professionals?

Our annual customer appreciation event has become something that our team and customers genuinely look forward to. What started as an opportunity to simply say “thank you” has grown into a meaningful relationship-building event.

The most valuable part is the opportunity to spend time with customers outside of the normal business environment. We get to talk about their families, interests, challenges, and experiences in the industry, not just their next project. It also creates an opportunity for customers from different areas and segments of the industry to connect with one another.

For the C&T Design team, the event is a reminder that our business is ultimately about people. We’re fortunate to work with some incredible foodservice professionals, and we want them to know that we value relationships regardless of whether we are currently working on a project together. Those relationships are a big part of what makes our business successful.

As you look ahead in your career, what excites you about the future of the foodservice equipment and supplies industry?

What excites me most about the industry is the amount of opportunity there is to continue evolving how we serve our customers. The foodservice industry is changing quickly, from technology and automation to labor challenges, energy efficiency, sustainability, budgets, and the way kitchens are designed and operated.

I’m particularly excited about the opportunities in K–12. School foodservice professionals are doing incredibly important work, and they are being asked to accomplish more with limited resources. I believe manufacturers, reps, dealers, and other industry partners have a real opportunity to help them find smarter, more efficient solutions.

On a personal level, I’m looking forward to continuing to develop the next generation of leaders at C&T Design. The future of our industry depends on good people who are willing to learn, adapt, collaborate, and build strong relationships. Being part of that development and continuing to grow myself along the way is what makes me eager for what comes next.