DSR Live!

Part 2: Build DSR business by going on vacation

dsrlive — Wed, 01 Jul 2009 02:12:34 +0000

In the final part on our DSR vacation series… Joe the DSR and DSR Live hosts DSR Dave and Bill Hornung tell tales of how many DSRs leave themselves open for trouble when taking a few days off. And they discuss an idea on how sales managers can leverage vacations to do a powerful business review.

It’s vacation time: Making the best out of running somebody else’s route!

dsrlive — Wed, 24 Jun 2009 05:01:40 +0000

Joe the DSR returns for an encore to discuss with DSR Live hosts DSR Dave and Bill Hornung the upsides and downsides of running somebody else’s route. How to make the best of it… and an easy way to make sure another DSR never asks you to cover his or her route again!

DSR math, part 3: New approach to competing with Big Box stores

dsrlive — Mon, 15 Jun 2009 21:36:34 +0000

Part 3 of 3-part series: DSRs often hear from operators that Restaurant Depot, Costco and Sam’s Club offer great bargains that full-line foodservice distributors can’t match. Of course, broad line distributors also offer convenience, broader selection, delivery and financial terms that the Big Box stores don’t. But selling many operators on the economics of buying from foodservice distributors can be tough at times… but there is another way to keep operators out of the Big Box stores…

DSR math! The single-easiest way to increase your margins is not screwing up orders!

dsrlive — Wed, 10 Jun 2009 05:07:00 +0000

Part 2 of 3-part series: Distributors operate on less-than-2% profit margin… so every returned case costs your company (and, ultimately, you) big dollars! How about $65-$275 for a single case! Lower your rate of returns and increase your profits… it’s all in the math. Click “play” button at right to listen!

DSR math is not an oxymoron!

dsrlive — Wed, 03 Jun 2009 01:16:49 +0000

Part 1 of 3-part series: Why are operating margins stuck at 17%? Could it be that 60% of the DSRs are new to distribution sales and have no clue about the costs involved? Selling down to “cost” is easy way out…!

DSRs shouldn’t worry about opening new accounts…

dsrlive — Tue, 12 May 2009 19:11:05 +0000

Issue 220 … worry about getting the FIRST ORDER! Joe the DSR, a rep who started in the business two years ago, discusses with DSR Dave the frustration of getting new customer accounts opened… but then everything quickly stalls because the operator won’t make an opening order. And news spreads fast that a sales maverick is in town which only increases the competitor’s focus on the customer. What’s the Greenhorn to do?

DSRs lose out on whipped topping sales for one simple reason…

dsrlive — Thu, 07 May 2009 16:52:32 +0000

Issue 219 … they don’t ask for the order! Most aerosol whipped cream is delivered by local dairies. But non-aerosol whipped topping, such as Rich’s On Top, is a simple add-on sale for most broad line DSRs. Plus, whipped topping in pastry bags is environmentally safe, doesn’t blow up when near a flame, and provides better yield. And, what about food safety issues and employees inhaling the nitrous oxide? Rich’s sales management team Mike Baker, Travis King and Chris Edkins explain! Login to Resource Center for extended interviews with Rich’s, including three other easy add-on sales most DSRs miss.

A DSR Live classic: Charlie Mansir reveals why DSRs drive him crazy

dsrlive — Tue, 28 Apr 2009 19:20:20 +0000

Issue 218 One of the first DSR Live interviews ever conducted was with operator Charlie Mansir whose run some of the largest chains to small independents. We get requests frequently to hear the wisdom from Charlie… so, here’s the classic interview with DSR Live co-host Steve Dahl, where we touch on many topics: brands vs. private labels, what makes a great DSR… and what drives him crazy!

Why many business reviews are a waste of time for operators

dsrlive — Tue, 21 Apr 2009 18:21:35 +0000

Issue 217

DSR Live co-hosts DSR Dave Miesse and Bill Hornung yak about how many distributors and DSRs waste operators’ time doing annual business reviews. Operators don’t care much how your business is going with them… they only care about their own operations. Wow… what a concept! Make the business review about the operator’s business… and end up selling more stuff

How DSRs can help operators survive with one simple tool

dsrlive — Tue, 14 Apr 2009 23:58:12 +0000

Issue 216

In Part 2 in our interview with RestaurantOwner.com Founder Jim Laube and Vice President Joe Erickson, explain what separates successful foodservice operations from those struggling. It comes down to understanding business fundamentals and have simple systems that drive consistency. One simple step: work with DSRs to develop a prime cost report that provides a snapshot of an operation’s health.

DSRs helping operators stay afloat have low-cost help nearby!

dsrlive — Tue, 07 Apr 2009 23:28:56 +0000

Issue 215 DSRs and their customers are fast becoming operations experts by digging through the RestaurantOwners.com website. It’s become a popular destination to find answers ranging from how to make profits during tough times to surviving in business after a kitchen fire. Yeah, the everyday stuff. RestaurantOwner.com Founder Jim Laube and Vice President Joe Erickson in Part 1 of a two-part series on how DSRs can become the life saver for their struggling customers by using some ready-made financial tools.

Sliced pie and beyond! Innovative desserts for “new economy”

dsrlive — Tue, 31 Mar 2009 14:53:48 +0000

Issue 214 Sara Lee was a pioneer in pre-sliced pies… and training DSRs online through AFDR’s DSRSmart program. Brand Manager Sue Bietsch now provides a sneak peek of a new “affordable indulgence” idea that Sara Lee believes will be the next big thing to keep building check averages during these wacky economic times.

DSR bad moves: Going around the decision-maker to force a sale

dsrlive — Wed, 25 Mar 2009 03:13:54 +0000

Issue 206

In Part 2 of a three-part series, Ohio operator John “Guido” Magnacca speaks to our DSR Live hosts about how a sales relationship can end quickly by going over the chef’s head when a DSR isn’t getting the “yes” he or she wants! Magnacca owns and runs Vito’s Italian Pub, a small regional chain, as well manages foodservice operations at two area golf clubs.

It’s the end of DSR laptops and point of sale… the future is here!

dsrlive — Wed, 25 Mar 2009 01:30:34 +0000

Chris Moore is a top DSR at Merchants Foodservice in Clanton, Alabama and he has seen the future. It’s his new iPhone. Forget laptops. And definitely printed point of sale are going the way of buggy whips. All he needs to sell everyday can literally be in his hands. It not only is simpler and less costly… operators will be able to experience products like never before.

What opening new accounts and live chickens have in common

dsrlive — Tue, 17 Mar 2009 19:22:36 +0000

Issue 212

DSR Kimberly Hafez of EG Forrest Distributors of North Carolina is leveraging her experience and education as a classically trained chef to become a partner with her customers. Ah… but chef school didn’t teach her much about distribution… but she’s learning fast as a new rep. DSR Live host Dave Miesse chats with Kimberly, and reveals the secret of the Live Chicken strategy. And Kimberly has luck on her side… she’s also the $500 Grand Prize Drawing winner during our recent Technomic survey!

DSRs: stop the trunk trash to get attention of college foodservice

dsrlive — Tue, 10 Mar 2009 17:08:33 +0000

Issue 211

Colleges and universities have led the trends for sustainability and online order entry. So, you’ll punk out as a sales rep if you treat these operators like other customers. Joie Schoonover, director of dining and Culinary Services at the University of Wisconsin-Madison, says if you don’t send her info electronically, don’t waste her time.

DSRs need to put nursing homes on life support to survive!

dsrlive — Wed, 04 Mar 2009 06:10:42 +0000

Private, well-funded nursing homes have been reliable, high-margin accounts for DSRs. But the stock market meltdown has put many of these operators in bad financial health. DSR Live host Dave Miesse reports on one former DSR (now nursing home foodservice director) who reveals the prognosis is not good for future. And Dave offers up some ideas to pump life into the situation!

DSRs need to put nursing homes on life support to survive!

dsrlive — Wed, 04 Mar 2009 05:46:37 +0000

DSRs need to put nursing homes on life support to survive!

dsrlive — Wed, 04 Mar 2009 05:43:59 +0000

Issue 209: DSRs need to help operators “sing for their supper”

dsrlive — Tue, 24 Feb 2009 22:07:20 +0000

Paul Wilkins is a top Marketing Associate for Sysco in central Pennsylvania. His 20 years in the field has taught him that he always has to be learning… even taking lessons from his customers. Especially during these times when “Thinking Creatively” could be a song title…