dsrlive

Do Drivers Sell More Than DSRs?

dsrlive — Wed, 19 Nov 2008 18:20:31 +0000

HELLO, ANYBODY THERE? C.A. Curtze’s Michael Light explains how answering a call from a driver is a surefire way to keep an account.

COMPETING ADVANTAGE! Sysco’s Fernando Valverde explains why competing in truck driving competitions is good for business.

GET ORGANIZED! Shamrock’s Rick Ahearns, John Buchy of Buchy Foods and Ben E. Keith’s Tim Maxberry discuss why an orderly order process can drive customer satisfaction and ultimately more sales!

Sinking Your DSR Ship By Showboating

dsrlive — Wed, 12 Nov 2008 02:59:22 +0000

DSR DAVE’S SALES TIP: Telling a customer what you CAN’T do may be a fast way to build your sales.

PARTY ON, DUDE: Does schmoozing with your customers help build your relationship? Well, maybe… but too much showboating might sink the ship according to John Buchy.

ONLINE ORDERING SECRET: Operator Scott Mullins explains why he prefers giving his orders to a sales rep. Online order entry systems, however, are good for one thing…

DSRs Need To Know Which Chicken To Pluck

dsrlive — Wed, 12 Nov 2008 01:29:04 +0000

DSR DAVE’S SALES TIP: Don’t pluck a chicken until you ask the right questions… really! NOT THE SIZE OF THE DOG: Reps with distributors large and small have the same advantage… themselves! Broker Larry Brown says the individual DSR makes all the difference. KEEP YOUR NEW PRODUCTS! Art Goodwin says a new product doesn’t mean what you think it does in the eyes of a family restaurant operator.

Manage Your Personal DSR Brand!

dsrlive — Thu, 30 Oct 2008 13:40:08 +0000

DSR DAVE’S SALES TIP: Brands aren’t just for Kraft and Tyson… you need your own brand as a DSR! What’s your trademark?

LET’S GET COSMIC: Getting to know your “complete customer” isn’t some touchy-feely advice from a California spiritual adviser… it’s all about profits!

OPERATOR ADVICE: Focus on this one simple task routinely, and you’ll open your customers’ minds to new ideas and products.

DSRs NEED TO KNOW BACON TO BRING IT HOME

dsrlive — Tue, 21 Oct 2008 19:53:53 +0000

DSR DAVE’S SALES TIP: Get your truck together… why your transportation and operations people need to hear this.

QUALITY-SCHMALITY: Why trying to upsell “quality” is secondary to top-selling U.S. Foodservice rep Joe Sullivan. First, you need to know what the customer wants!

BRING HOME THE BACON: Or in Chef Jaime Lauren’s case… maybe bacon just gets you in the door if you want to supply her Absinthe Brasserie & Bar.

DSR’s MOTTO: BURN THE PAPER!

dsrlive — Wed, 15 Oct 2008 05:32:44 +0000

DSR DAVE’S SALES TIP: A special message for distributor managers and brand marketers out there… stop the paper madness!

BUILDING LOYALTY A DECADE AT A TIME: Keith Bouserman has been running his family style diner for more than three decades… along side some loyal DSRs!

THE TRUCK STOPS HERE! Ben E. Keith’s Chesley Wyatt turned his 15 years experience as a delivery driver into powerful insights that now drive sales!

DSRs SHOULD STOP TAKING ORDERS

dsrlive — Tue, 07 Oct 2008 00:18:11 +0000

DSR DAVE’S SALES TIP: Have you told your credit manager “thank you” lately? You might want to show a little appreciation during these tough economic times!

BOWLING OVER THE COMPETITION: Foodservice Director Amy Hoops at Bowling Green State reveals how to break into an account when you’re not the prime vendor.

STOP TAKING ORDERS: And your sales will fly! That’s the wit and wisdom of John Martin, CEO of Martin Bros. distributors in Cedar Falls, Iowa.

COMPETITORS ARE DSRS BEST FRIEND

dsrlive — Tue, 30 Sep 2008 23:16:55 +0000

DSR DAVE’S SALES TIP: Call it the Banana Theory… why competitors are your best friend. They’ll help you keep and BUILD your sales!

SCHOOLIN’ FROM SALLY: Operator of Rigatoni’s Fresh Italian Grill believes nothing is more important than DSRs keeping their promises.

OUTSIDE THE COMFORT ZONE: Raise the roof! Squeak the wheel! Kick, scream and pout! Or maybe work hard with buyers to fix out-of-stock products to keep your customers happy.: Call it the Banana Theory… why competitors are your best friend. They’ll help you keep and BUILD your sales!

DSRs SHOULDN’T ACT LIKE SALESPEOPLE

dsrlive — Tue, 23 Sep 2008 20:41:19 +0000

DSR DAVE’S SALES TIP: Now more than ever… if you act like a salesperson, you’ll be treated like a salesperson!

TAKE IT FROM VINNY: Here’s the one sure way to get kicked out of this foodservice veteran’s popular pizza joint when trying to get his business.

UNTAPPED MARKET: There are millions of people who never walk into a restaurant. But Don Gibson of French Meadows knows how to bring them through the door!

FILLING DSRs STOCKINGS DURING HOLIDAYS

dsrlive — Tue, 16 Sep 2008 00:13:03 +0000

DSR DAVE’S SALES TIP: The holiday season is coming up… and that means a quick sales hit by helping hospitals, hotels and others hand out food gifts to staff!

SHRIMP SALES, SUPERSIZE: U.S. Foodservice sales guru Lisa DeRose explains the finer points of generation jumbo sales with shrimp.

SEEN A SASQUATCH LATELY? Or the perfect sales rep? Yep they’re both quite rare… but the operators of Bill’s Grill have sighted the rare beast.

DSR TRAINING IS LIKE PASTA

dsrlive — Tue, 16 Sep 2008 00:12:46 +0000

DSR DAVE’S SALES TIP: Hey, sales managers and trainers… does your company sell one kind of soup? No? Then why offer only one kind of DSR training?

BECOME INVALUABLE: Zanios DSR Patti Rangel explains why she answers questions from customers that may not help bring in a dime!

INSIDE SECRET: LaVecchia’s operator Jim Marasso says many DSRs miss the easiest way to break into a new account.

GET OVER IT! DSRs ARE EXECUTIVES

dsrlive — Tue, 02 Sep 2008 21:16:43 +0000

DSR DAVE’S SALES TIP: Get over it… you’re an executive that runs a big business!

GET ON RIGHT TRACK: Sweet Peas operator Kevin Byington says don’t change delivery drivers without giving them the “behind the scenes” at his operation.

DO OVER! LaBatt’s Rita LaCroix explains why it’s important to pave the right recovery path after losing a bid for a big account.

WHY DSRs SHOULDN’T SELL

dsrlive — Tue, 26 Aug 2008 04:20:41 +0000

HEART HEALTHY-NOT! Operator Mark Grimes has better way to say “heart healthy” and “vegetarian” on the menu.

DSR DAVE’S SALES TIP: Buchy Foodservice boss Kate Kerg talks with Dave on making magic with a business card.

IT’S SHOWTIME! Operator Brandon Carn says the “theme” is what makes the difference between most food shows.

MOVE IT OVER! IFH sales pro Jim explains the “Wright” way to take over an account.

THE MISUNDERSTOOD DSR: A SPECIAL INTERVIEW

dsrlive — Wed, 20 Aug 2008 19:00:26 +0000

DSR DAVE’S SALES TIP: Whether sales are slow or on fire… there’s never a better time to be selling on the inside!

THE MISUNDERSTOOD DSR: MyIDAccess Editor Ihor Dlaboha chats with Dave about how many in foodservice misunderstand the DSR’s role.

ARE YOU CHICKEN? Oklahoma City restaurant operator Keith Paul provides advice on approaching a tough customer… even if you’re a greenhorn DSR.

WOULD SCRATCH-N-SNIFF HELP DSRs?

dsrlive — Mon, 11 Aug 2008 22:42:16 +0000

DSR DAVE’S SALES TIP: Be prepared! The old Boy Scout motto simply applies to foodservice sales.

WARNING, WARNING!: Food safety as a selling point? Hey, 5,000 people will die this year from foodborne illnesses… maybe there’s a problem here!

DISTRIBUTOR BRAND CHAMPION: Why Sysco, U.S. Foodservice and other distributor brands are the BIG DOGS at the Big Dog Cafe!

DSRs GOING HOLLYWOOD TO DRIVE SALES

dsrlive — Mon, 04 Aug 2008 23:15:01 +0000

DSR DAVE’S SALES TIP: The lost art of ride-withs… how greenhorn DSRs and brokers can create a win-win.

GOING HOLLYWOOD: IFH DSR Pat Friel co-stars in operator’s commercial… and its paying dividends in increased sales!

DISTRICT SALES MEETING SECRET: Broker Bill Kress and U.S. Foodservice Rep Joe Miesse discuss leveraging district sales meetings for broker presentations.

HOW DSRs LOSE BUSINESS EVERY DAY

dsrlive — Mon, 28 Jul 2008 19:21:14 +0000

DSR DAVE’S SALES TIP: Be a MIS-PICK HERO… What you do when the wrong product is delivered can make you a hero with your customer and bosses.

SECOND PLACE FINISH: Get out of the rut if you’re the back-up supplier by re-visiting your sales strategy for a low-volume account.

HELLO? ANYBODY THERE? How to lose business QUICKLY by ignoring one simple rule with this operator.

STOP SELLING TO YOUR FRIENDS

dsrlive — Wed, 23 Jul 2008 05:15:17 +0000

DSR DAVE’S SALES TIP: Bean counters unite! Help operators with their financial management skills to improve your A/R collections. SAMPLE SAGAS: Hear from an operator, broker and distributor on the dilemma of sampling. FRIENDSHIP SALES: Why selling to your friends might be hurting how big you can build your business.

DSRs MAKE HAY IN SLOW ECONOMY

dsrlive — Wed, 16 Jul 2008 07:32:51 +0000

DSR DAVE’S SALES TIP: Now is the time to UPSELL, not downgrade food quality during hard times.

SELL MORE STUFF: Gather your team of specialists and make the perfect profitability play! ON A ROLL: TWO GREAT IDEAS TO HELP DRIVE YOUR SALES during slow economic times┘ how to sell par baked rolls as a money saver for operators.

WHY SOME DSRS SHOULD QUIT :>)

dsrlive — Mon, 07 Jul 2008 18:39:16 +0000

Four customers provide some brief reminders of WHAT and WHAT NOT to do when trying to sell them more stuff!

DSR DAVE’S SALES TIP: Get your key DSR business partner to help you grow your business!

CEO John Martin explains if you spend a lot of time taking orders, your DSR days are numbered!