At FS Foodservice Solutions, we believe great partnerships deserve the spotlight. Our Shining Star series highlights standout DSRs who go above and beyond to support operators, drive growth, and bring real value to every interaction, including by offering equipment financing as part of their toolkit. These stories showcase the energy, creativity, and hustle that make our partners shine, and we’re proud to celebrate them here!
Some people find their way into foodservice by accident. Arthur Pepe, Account Manager at HRI Commercial Food Service, did not.
Arthur started cooking when he was just fifteen years old, working at a small hot dog stand, named Redtop. He was curious, asked a lot of questions, and wanted to understand how everything worked. Arthur has never stopped wanting to understand the “why,” and it’s a big part of what makes him so good at what he does today.
After RedTop, he moved into a dishwasher role and soon found himself enrolled in a vocational culinary high school. As a hands-on learner, that environment clicked immediately. Cooking came naturally to him, and more importantly, he loved it. From there, his career took off quickly. He landed a role at a private club in Buffalo, went on to attend and graduate from the Culinary Institute of America, and then moved to Northern Virginia where he worked in several restaurants before settling into private clubs for over 15 years.
Over the years, Arthur wore a lot of hats. He held corporate dining roles. He taught culinary classes. He built teams and mentored young cooks. Foodservice wasn’t just his job, it was his community. Then COVID hit, and like so many others in the industry, Arthur had to rethink what was next.
That pivot led him into food sales. The role required constant travel and managing relationships with hundreds of customers, but Arthur thrived. What stood out most during that time wasn’t the volume of accounts, it was how he learned to approach problems. Staying with customers through challenges, helping them decide if a solution was truly the right fit, and recognizing that not every opportunity should turn into a sale fundamentally shaped how he approaches partnerships.
With a customer base of roughly 300 accounts, Arthur also learned something else that stuck with him. Every conversation didn’t need to be about work. Checking in on life, families, and everything in between built stronger relationships and better outcomes. Those relationships followed him. Through years of networking, staying active on LinkedIn, and maintaining real connections across the industry, Arthur built a network that ultimately opened the door to his next chapter.
A casual coffee meeting with HRI changed everything. Meeting Cuyler Lewis, HRI’s owner, left a lasting impression. Arthur was struck by his passion, positivity, and genuine commitment to helping his team succeed. That conversation turned into an offer, and about a year and a half later, Arthur is firmly at home at HRI.
In his current role as an Account Manager, Arthur has discovered a new favorite part of the job that he never expected. Design. Walking into a kitchen, talking through workflow with chefs, and identifying efficiencies comes naturally to him because he’s lived it. The nerves he felt early on faded quickly once he realized how much his years in kitchens prepared him for these conversations. Helping operators see possibilities they didn’t know existed, whether because of budget constraints or lack of exposure, is deeply rewarding. It’s not just about selling equipment. It’s about building kitchens that actually work for the people inside them.
Arthur is quick to credit the people around him for that success. Manufacturer reps providing hands-on demos and training opportunities, and constant feedback from customers all play a role. He believes strongly in collaboration and values learning directly from the equipment itself. The more time spent understanding how things function in real kitchens, the better the solutions become.
What really sets Arthur apart, though, is how much he gives back to the industry. People call him regularly for advice on breaking into foodservice, changing roles, or navigating tough decisions. He takes those calls without hesitation, even at night or during holidays. To him, helping others is part of the responsibility that comes with experience. The more you help people, the better the industry becomes, and the better person you become.
Outside of work, Arthur’s life is full and busy. He and his wife have two daughters with very different culinary tastes! His seven-year-old is his dining-out buddy and will try just about anything. His five-year-old, on the other hand, keeps things simple. Chicken fries and ramen are usually the safe bets. His family loves camping and spends as much time as possible in their RV, fishing and enjoying the outdoors during the warmer months. Living in a place with long winters makes summer feel especially precious.
Arthur has also picked up golf, something he never expected to enjoy. As part of new business development at HRI, golf outings and tournaments have become part of the job. What started as a toe in the water has turned into a fun hobby, and another way to connect with people outside the office.
From a curious teenager asking a lot of questions to a trusted partner designing kitchens and building relationships, Arthur’s career is a reminder that foodservice paths are rarely straight lines. The common thread is care. Care for the craft. Care for people. Care for doing things the right way.
That combination makes Arthur Pepe a shining star in this industry, and we’re proud to partner with professionals like him!
KL: What do you think will define the next few years in foodservice?
AP: I think we’ll continue to see a strong push toward smart equipment and automation. Manufacturers are developing products that take some of the guesswork out of cooking, which helps operators achieve more consistent results. If a piece of equipment can reduce labor, control costs, and deliver reliable quality every time, that’s going to win. Pricing is a big focus right now, but when operators really understand the long-term ROI, consistency and reliability tend to matter more than the upfront number.
KL: What advice would you give someone just getting started in foodservice sales?
AP: The most important thing is to listen. Really listen to what the customer needs. That sets the foundation for everything you propose and quote. Be honest, and follow up consistently, both before and after the sale. When you’re close to closing a deal, it can feel like a fire alarm and you’re calling them more than your own family. But keeping that same level of attention and care after the sale is what truly makes a difference and builds long-term trust.
KL: What’s your favorite way to learn about a customer’s business before recommending equipment?
AP: I start by doing my homework. I research the business, look the person up, and see if we have any mutual contacts before setting up a meeting. From there, it’s about asking a lot of questions. You can usually tell how open someone is, some people are more reserved, while others really enjoy sharing their story.
Understanding their menu and business model is critical. Are they a private club without banquets, or a sports arena running concessions with club-level dining? Everyone has a long-term goal for their business, and my job is to understand what that end game looks like and how I can help them get there. I never want to sell someone equipment that only fits today if tomorrow they’ll outgrow it. Planning for future volume and bandwidth makes all the difference.
KL: What’s something you think more operators should understand about financing?
AP: Financing is a great option for large purchases, and it tends to put customers at ease once they understand how it works. One of the biggest benefits is that they can work directly with the financing team, without having to discuss personal or sensitive financial information with me. That separation makes the process more comfortable for everyone.
I’ve seen how much smoother things go when customers feel supported and the process moves quickly. When financing is customer-friendly, fast, and straightforward, it creates a better experience overall. At the end of the day, speed and simplicity really matter, and when the process runs efficiently, it elevates the entire transaction.
As a thank you for being part of our Shining Star Series, we send each featured rep a gift card to a local restaurant of their choice. It’s our way of showing appreciation and supporting the local spots they love.
Arthur plans to use his gift card at Mira, a restaurant he’s long admired and supported. Located in Buffalo, New York , Mira is known for its elevated, seasonal menu and its focus on solid fuel cooking. One of Arthur’s favorite dishes is Manny’s tilefish, prepared in the Josper oven, a standout that showcases the kitchen’s precision and respect for ingredients. Having known the chef for years, choosing Mira felt natural. For Arthur, it’s about great food, trusted talent, and continuing to support the people who make the foodservice industry what it is.