What is the “ONE Thing” DSRs could do to grow their business dramatically that could make everything else easier or possibly unnecessary?
Use sales history “DATA” to identify your company’s Most Sold/Top 200 items (by cases sold).
Those items affect almost everything a DSR does each day, and they are the PRODUCTS THAT YOUR COMPANY IS BEST AT in your market area!
After reading the book, THE ONE THING, and participating in a workshop, DSR Dave identified that “one thing” (that had been on his Top 20 List for 25 years). This “DSR ONE THING” propelled his extraordinary sales growth, profit margins, account penetration, and reduction of will-calls, plus created more time for his family and leisure.
DSR Dave explains that for more than 25 years, after conducting a sales meeting, workshop, or ride-with DSRs have asked him, “Dave, if you had to boil it down to the ONE THING that helped you sell as much as you did, what would it be?” Dave always answered, “There is not just one thing. I think that all the little things are the ONE BIG THING.” He also gave the sales folks his Top 20 List of Principles to practice daily.
DSR Dave could not seem to eliminate any of his TOP 20 principles until after completing THE ONE THING book and workshop. In the workshop, Dave took the time to go back and reconstruct where he had huge sales and profit growth and noted that there WAS ONE dominant theme that continually showed up…
>>> Identifying and selling the items on his company’s TOP 200 list of the most sold items. Once he identified them, he then made a point to learn everything about those items and then sample and teach his customers about them. <<<
Back when DSR Dave’s IT director used “big data” to put together his company’s Top 200 list to help Dave keep his job after being reprimanded (the third time) for making too many will-calls, the IT director told DSR Dave the reason he was making so many deliveries was that he was selling the wrong products.
DSR Dave’s list of top items he sold only included a few of the Top 200 items. The IT director told DSR Dave he had two choices… use intuition or data. He said that Dave was making random product decisions based on whatever was featured in sales meetings or on the sales flyer. When he would have good sales growth, it was based more on his hard work and pure luck versus from selling the “correct items” by using rational, logical, and fact-based data. Once he began using the data in the Top 200 list, he not only was much more successful, but also solved the original problem of too many will-calls.
Discipline yourself to learn the story of each of these products first, and you will have positive sales, profit, and time management results. You will achieve your business goals much easier and at the same time, make your job much less time-consuming and stressful. Depending on the size of your distributor, you may want to focus on the first 25, 50, or 100 items.
The “DSR ONE THING” makes a HUGE IMPACT on almost everything a DSR does daily including:
Returns & adjustments | Will calls | Out-of-stocks | Your profit margins | Customer’s profit margins | Which products to code out on purchasing guides | Which products to lead with when working on new prospects | Which brokers to know first | The items work on many different menus/segments | Becoming your customer’s primary because you’re selling these products | Best products to learn first as a Greenhorn | Which products to have at sales meetings | Which products to track markets on | Knowing the vendor packing these products | Which products are different operator segments purchasing.
YOU ARE THE BEST IN YOUR MARKET with these products,
or they would not be on this list!
Distributors, if you are interested in implementing the “DSR One Thing” at your company, contact dsrdave@afdr.org.
Be a Resource and Sell Something!
