Archive of past DSR Live shows
Here are the headlines from our past shows! Login here if you want to hear them instantly!
329: Tulsa operator believes DSR makes things simpler for him
328: DSRs who don’t listen… drives Alabama restaurant owner crazy!
327: DSR Hall of Famer: Teamwork and customer psychology are keys to success
326: Is DSR “role playing” a kids game we’ve all grown out of?
325: Prioritize your DSR cold calls... and other sales myths
324: Going from a rookie to vet DSR: Joe explains it all… and then some!
323: DSR Hall of Famer turns smallwares into big bucks… and nearly eliminates A/R
322: Top Ben E. Keith DSR explains that sales will follow if you keep the right goal in mind
321: Popular sports bar operator relies on food pros, not sales people
320: Will Calls should not become DSR Won’t Calls
319: Let’s keep DSRs ignorant!
318: Cold calls separate rich DSRs from poor DSRs
317: What do a DSR $250 drawing, chicken wings and parfaits have in common?
316: Avoid being a DSR if you want to work less than 40 hours this week
315: New DSR job description: Foodservice buyer on the fly!
314: DSRs "selling on the inside" show gets response!
313: The best DSR sales resource might be right under your nose
312: Operator's business goes to Sysco MA who goes extra mile
311: Cold calls: Breaking through when an operator doesn’t need another DSR!
310: DSR cold calls… and getting your just (and profitable) desserts!
309: Cold call homework... DSR knowledge in a club sandwich
308: DSRs, your choice: performance review or a colonoscopy (without drugs)
307: How DSRs make a food show less dull than a Britney Spears song
306: Ways DSRs can deal with unprofitable DOG accounts
305: Next big DSR thing might be a bird of a different feather
304: Fast DSR profits using a little creative menu marketing
303: Little known DSR secrets about Dot Foods
302: When DSRs become the Weiner Saints of Foodservice
301: What do parrots, volcanoes and DSRs have in common
251: What type of foodservice sales person are you?
250: A DSR Saga… Greenhorn doesn’t take “no” for answer
249: A DSR Saga… Greenhorn lands multi-million dollar account
248: A DSR Thanksgiving... to buyers!
247: DSR job getting you down? Here's who to call...
246: Motto for today's DSR: "Shut Up and Listen!"
245: How one DSR gets nearly 100 percent of business from accounts
244: Is less inventory in your warehouse a DSR advantage?
243: What DSRs can learn from marketers… on preparing for a sales turnaround
242: Clearing the DSR forest of the useless brush!
241: When in doubt... DSRs should go have a coffee break
240: A few ways DSRs can KISS the operator's menu
239: The good (and funny) from a distributor food show...
238: Are products (new or old) the solution to foodservice woes?
237: PFG DSR is leveraging online tools to build business
236: Just for the Halibut... seafood training, part 2
235: Managing the 5% of DSRs who cause PROFITABLE headaches
234: Salmon 101: Get hooked on selling seafood with a little knowledge (and help from your seafood expert)!
233: Prime vendor... yeah, right! These monster accounts are prime DSR targets!
232: Top 200 Best Seller's List... new feature at AFDR
231: Scavenger hunt? Market research? Homework? Anything but being a "salesperson"
230: Winning DSR of recent $500 drawing talks about surviving the economy in Idaho
229: Work the plan? How? Sales plans are only good if they include the "how"
228: Double the case price on frying oil and save your customers money!
227: Part 2: Build DSR business by going on vacation
226: It's DSR vacation time: Making the best out of running somebody else's route!
225: DSR math, part 3: New approach to competing with Big Box stores
224: DSR math! The single-easiest way to increase your margins is not screwing up orders!
223: DSR math! No, not an oxymoron... it's the key to increasing sales margin
222: So, what would help greenhorn DSRs sell more TOMORROW?
221: DSRs are priority for many attending national restaurant show
220: DSRs shouldn't worry about opening new accounts...
219: DSRs lose out on whipped topping sales for one simple reason...
218: A DSR Live classic: Charlie Mansir reveals why DSRs drive him crazy
217: Why many business reviews are a waste of time for operators
216: How DSRs can help operators survive with one simple tool
215: DSRs helping operators stay afloat have low-cost help nearby!
214: Sliced pie and beyond! Innovative desserts for "new economy"
213: It's the end of DSR laptops and point of sale... the future is here!
212: What opening new accounts and live chickens have in common
211: DSRs: stop the trunk trash to get attention of college foodservice
210: DSRs need to put nursing homes on life support to survive!
209: DSRs need to help operators "sing for their supper"
208: DSR Training, Economy are Broker Challenges
207: Food quality is life saver for independents during slow economy
206: DSR bad moves: Going around the decision-maker to force a sale
205: Taking a customer for granted: Fastest way for DSR to lose business
204: Three simple steps make broker calls worthwhile for operators
203: Training videos: Next big thing in foodservice sales
202: DSRs help operators make the most from the least
201: What foodservice marketers can learn for delivery drivers...
131a: C.A. Curtze's Michael Light explains how answering a call from a driver is a surefire way to keep an account.
131b: Sysco’s Fernando Valverde explains why competing in truck driving competitions is good for business.
131c: 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.
130a: Telling a customer what you CAN'T do may be a fast way to build your sales.
130b: Does schmoozing with your customers help build your relationship? Well, maybe... but too much showboating might sink the ship according to John Buchy.
130c: Operator Scott Mullins explains why he prefers giving his orders to a sales rep. Online order entry systems, however, are good for one thing...
129a: Don't pluck a chicken until you ask the right questions... really!
129b: Reps with distributors large and small have the same advantage... themselves!
129c: Broker Larry Brown says the individual DSR makes all the difference.
129d: Art Goodwin says a new product doesn't mean what you think it does in the eyes of a family restaurant operator.
128a: Brands aren't just for Kraft and Tyson... you need your own brand as a DSR! What's your trademark?
128b: Getting to know your "complete customer" isn't some touchy-feely advice from a California spiritual adviser... it's all about profits!
128c: Focus on this one simple task routinely, and you'll open your customers' minds to new ideas and products.
127a: Get your truck together... why your transportation and operations people need to hear this.
127b: 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!
127c: In Chef Jaime Lauren's case... maybe bacon just gets you in the door if you want to supply her Absinthe Brasserie & Bar.
126a: A special message for distributor managers and brand marketers out there... stop the paper madness!
126b: Keith Bouserman has been running his family style diner for more than three decades... along side some loyal DSRs!
127c: Ben E. Keith's Chesley Wyatt turned his 15 years experience as a delivery driver into powerful insights that now drive sales!
125a: Have you told your credit manager "thank you" lately? You might want to show a little appreciation during these tough economic times!
125b: Foodservice Director Amy Hoops at Bowling Green State reveals how to break into an account when you're not the prime vendor.
125c: And your sales will fly! That's the wit and wisdom of John Martin, CEO of Martin Bros. distributors in Cedar Falls, Iowa.
124a: Call it the Banana Theory... why competitors are your best friend. They'll help you keep and BUILD your sales!
124b: Operator of Rigatoni's Fresh Italian Grill believes nothing is more important than DSRs keeping their promises.
124c: 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.
123a: Now more than ever... if you act like a salesperson, you'll be treated like a salesperson!
123b: Here's the one sure way to get kicked out of this foodservice veteran's popular pizza joint when trying to get his business.
123c: 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!
122a: 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!
122b: U.S. Foodservice sales guru Lisa DeRose explains the finer points of generation jumbo sales with shrimp.
122c: Or the perfect sales rep? Yep they're both quite rare... but the operators of Bill's Grill have sighted the rare beast.
121a: Hey, sales managers and trainers... does your company sell one kind of soup? No? Then why offer only one kind of DSR training?
121b: Zanios DSR Patti Rangel explains why she answers questions from customers that may not help bring in a dime!
121c: LaVecchia's operator Jim Marasso says many DSRs miss the easiest way to break into a new account.
120a: Get over it... you're an executive that runs a big business!
120b: Sweet Peas operator Kevin Byington says don't change delivery drivers without giving them the "behind the scenes" at his operation.
120c: Rita LaCroix explains why it's important to pave the right recovery path after losing a bid for a big account.
119a: Buchy Foodservice boss Kate Kerg talks with Dave on making magic with a business card.
119b: Operator Brandon Carn says the "theme" is what makes the difference between most food shows.
119c: IFH sales pro Jim explains the "Wright" way to take over an account.
119d: Operator Mark Grimes has better way to say "heart healthy" and "vegetarian" on the menu.
118a: Whether sales are slow or on fire... there's never a better time to be selling on the inside!
118b: MyIDAccess Editor Ihor Dlaboha chats with Dave about how many in foodservice misunderstand the DSR's role.
118c: Oklahoma City restaurant operator Keith Paul provides advice on approaching a tough customer... even if you're a greenhorn DSR.
117a: Be prepared! The old Boy Scout motto simply applies to foodservice sales.
117b: Food safety as a selling point? Hey, 5,000 people will die this year from foodborne illnesses... maybe there's a problem here! Doris Rittenmeyer of Foodhandler explains!
117c: Why operator Brad Taylor thinks Sysco, U.S. Foodservice and other distributor brands are the BIG DOGS at the Big Dog Cafe!
116a: The lost art of ride-withs... how greenhorn DSRs and brokers can create a win-win.
116b: IFH DSR Pat Friel co-stars in operator's commercial... and its paying dividends in increased sales!
116c: Broker Bill Kress and U.S. Foodservice Rep Joe Miesse discuss leveraging district sales meetings for broker presentations.
115a: Be a MIS-PICK HERO... What you do when the wrong product is delivered can make you a hero with your customer and bosses.
115b: Get out of the rut if you're the back-up supplier by re-visiting your sales strategy for a low-volume account.
115c: How to lose business QUICKLY by ignoring one simple rule with this operator.
114a: Bean counters unite! Help operators with their financial management skills to improve your A/R collections.
114b: Hear from an operator, broker and distributor on the dilemma of sampling.
114c: Why selling to your friends might be hurting how big you can build your business.
113a: Now is the time to UPSELL, not downgrade food quality during hard times.
113b: Gather your team of specialists and make the perfect profitability play!
113c: Simple ideas to help drive your sales during slow economic times… how to sell par baked rolls as a money saver for operators.
112a: Four customers provide some brief reminders of WHAT and WHAT NOT to do when trying to sell them more stuff!
112b: Get your key DSR business partner to help you grow your business!
112c: Martin Bros. CEO John Martin explains GROWING your business means STOP TAKING ORDERS!
111a: It's a “new” economy. That means it's time to get creative with operators and UPSELL, not downgrade food quality.
111b: Caroline Kile of Marion General Hospital reveals how she needs DSRs to help in foodservice operation.
111c: Are there really any breakthrough recipes? Or is it just a bunch of hype?
110a: DSRs using FUEL CHARGES to their advantage. FUEL CHARGE CELEBRATION! OK, maybe that’s an over-statement. But DSR Dave has a sales tip on how to take sales advantage.
110b: WHAT’S WITH FRIDAY SALES MEETINGS — PART 2! We got lots of feedback that Friday sales meetings are groovy… so the debate continues!
110c: NEW MARKET OPPORTUNITY: Learn about a secret market that is ready to explode thanks to some new products.
109a : WHAT'S WITH FRIDAY SALES MEETINGS? Fridays are the best day for sales meeting IF YOU WANT DSRs TO FORGET everything!
109b: STUMP A BROKER (NOT): Key selling ingredient in Tabasco.... and what NOT to ask McDonald's about selling french fries!
109c: WHAT IFDA CONFERENCE OFFERS DSRS! IFDA's annual sales and marketing gathering will include a lot of focus on DSRs...hear a sneak peek!
108a: Food safety can be a HUGE PROFIT CENTER for DSRs... and a way to be a hero for your customers! Food safety experts Doris Rittenmeyer and Sherri Hager from Foodhandler explain.
108b: Sometimes the best thing a DSR can do is GO ON VACATION!
108c: BRING IN THE DOUBLEWIDE: Farmland has a new signature bacon that will bring down the house!
107a: Foodservice operator for Pennsylvania assisted living facility talks with co-host DSR Dave Miesse about one simple tip to help you become PRIME VENDOR at any assisted living facility you’re working with.
107b: Signature Breads… you might not have heard of them… but reality is you’ve been probably been SELLING THEIR PRODUCTS FOR YEARS. And they offer TWO GREAT IDEAS TO HELP DRIVE YOUR SALES during slow economic times…
107c: An operator explains the importance of using your specialists and chefs to help sell more stuff.
106a: EXCITING DUCK NEWS from Maple Leaf farms that’ll make your appetizer sales fly.
106b: Why you should UPSELL YOUR OPERATORS ON NEW CHINA right now.
106c: The inside skinny on why RUDI’S BRAND BREADS now have a new name.
106d: Thoughts on how the right cleaning supplies will MOTIVATE THE EMPLOYEES at your customers’ operations.
106e: How Pilgrim’s Pride is dealing with the price hikes in feed costs to work on KEEPING PRICES COMPETITIVE.
106f: Kraft’s new Mac N’ Cheese solution to help your operators drive more traffic by ENTICING FAMILIES TO THEIR LOCATIONS.
106g: Find out WHAT COMPANY WAS MISSING IN ACTION AT THE BIG SHOW.
105a: PRE-SLICED PIE: Watch the 3-minute race... who can plate more pies and profits.
105b: MOUSSE IN THE HOUSE: Sweet Street's "pipe-able" mousse serves up simple, creative and PROFITABLE desserts.
105c: NOT YOUR FATHER'S PASTA: AIPC takes pasta to new level
104a: ATLANTIC CITY OPERATOR: Gain more green (bucks) for your customers by selling the right produce!
104b: PFG's Jim O'Dare suggests putting your company president to work!
104c: Take the BLAME! It' PAYS!
103: How to earn more scratch selling commodity chicken! Stop selling desserts! Always have something with you.
102: What drives foodservice operator Charlie Mansir crazy! Preview of upcoming IFMA show.
