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!
Thomas Wickham (Sales Representative at Innovative Foodservice Group) started his journey in foodservice when he was 14 years old as a busboy in high school. From there, he worked his way into bartending during college and eventually landed a management role after graduation. His career took him into a director of operations role for a multi-unit restaurant group with five locations before he made the jump to food sales with a foodservice dealer, as he was seeking a more structured schedule for family life.
In 2017, Thomas transitioned into the equipment side of the industry, working as a manufacturer’s rep before relocating to Florida in early 2022 to be closer to family. That’s when he joined Innovative Foodservice Group. Looking back, he describes his career path as “a little crooked,” but one thing has remained constant: his passion for hospitality and helping people.
For Thomas, it all comes down to the people. “It’s not just customers,” he says. “It’s the people I work with every day.” Early in his career, he loved the late-night energy of the hospitality world. These days, it’s the relationships and the trust that customers place in him that mean the most. “Deep down, I’ve always had a love for service, whether it’s taking care of someone dining or someone buying equipment.”
Today, Thomas uses his years of experience to guide customers through what can sometimes feel like an overwhelming process. Most of his clients are small business owners investing heavily to pursue their dreams. “They trust me with their investment,” he says. “I get to be a consultant, someone who can see things through their eyes because I’ve been there before.” That role, helping them navigate decisions with confidence, is what he finds most rewarding.
When Thomas isn’t working, you can probably find him on the water. He fishes every morning before work and serves as the conservation coordinator for his local fishing club, organizing events and efforts to protect the sport he loves. Snook, a Florida-specific catch, is his specialty. While it’s mostly catch-and-release, Thomas admits some of it does make it to the dinner table, often cooked with seasonal ingredients like rice, asparagus, and blistered tomatoes.
KL: What’s one lesson you’ve learned in this industry that you wish you knew earlier?
TW: Gut reaction…document everything. I love having conversations, but I’ve learned to always follow up by email and document what we talked about. Even little details, like the gas type, matter. Customers are busy running businesses and raising families. Having a follow-up email keeps everyone on the same page. It took me a while to catch on, but I’m glad I did.
KL: What advice would you give someone just getting started in foodservice equipment sales?
TW: Use your resources. There are so many veteran professionals, manufacturer reps, manufacturers, colleagues, so many bright minds. Use them. They’ll help you sell, grow, and learn. It’s great for networking too. I get leads from manufacturer reps and other people I’ve met along the way. Use all the resources you can find!
KL: What do you think sets your approach apart from others in the industry?
TW: I try not to be a salesperson first. I want to approach things with a genuine concern for the customer. That’s always step one. Selling and closing comes at the end of that.
KL: How has having financing as an option impacted your ability to close sales?
TW: It’s not just for people who are short on funds. It really helps customers retain capital, and there are tax benefits they can enjoy too. Financing keeps the door open when financial objections might otherwise close it. Working with FS Foodservice Solutions has been a huge asset. Having a company I trust to lean on when I need them makes a big difference.
KL: What’s the most rewarding deal or moment you’ve had in your career?
TW: It’s so hard to choose just one. The most rewarding deals are often the first-time operators. Going through the entire process with them, then being invited to their opening, seeing their hard work pay off, their families there supporting them, it’s so rewarding. Some projects I never get to see, but when I do, it’s special.
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.
Thomas chose Sushi Kabooki in Largo. His favorite menu item? The Larry Roll. This standout roll features paper-thin slices of lemon layered on top, giving it a bright, unexpected twist that takes it to the next level. Thomas joked that once you try it, it’s hard to want anything else!
Sushi Kabooki is known known for blending classic Japanese tradition with modern flavors. Their goal is to surprise and delight guests with every bite, making it a local favorite for fresh, inventive sushi and warm hospitality.
Thanks, Thomas, for being a FS Foodservice Solutions Shining Star!
