“Sometimes I take a sample home and cook it, and try it, then take it to some customers. What better way to get to know that product to be able to sell it?” ~Tom Kardohely
LISTEN to the DSRs of the Month team of Tom Kardohely and Katie Watts and DSR Live host, DSR Dave Miesse discuss how they handle their day-to-day operations and these topics:
Content that you can use today.
- Word of mouth works in our favor for picking up new business, but Prospecting is still a necessary tool.
- Using the internet for Facebook to learn about prospects, read reviews for areas they need help with, and going in to eat to collect intel that your trained eyes pick up.
- Be very careful about which samples you take in so it does not come back to bite you like taking a frozen burger in when they use fresh… they think you do not pay attention to details or what is important.
- Keep going back in because something will happen with their current supplier.
- A/R, utilizing ACH makes it easier than in the past.
- This sales team does NOT promote customers to place their own order, only about 20-25% of their customers are currently using that option.
- Would rather take the order in person (you lose items, they order wrong items, etc.). When customers place their own orders you need to manage those orders differently than when you take the order yourself.
- Because many DSRs quit seeing customers during COVID, Katie and Tom are taking advantage of that because customers look forward to the interaction in person.
- Plus, when you are face-to-face with them, you can help fix problems and you will be the DSR they go to when looking for new items. That is building relationships.
- Help cost out menus from time to time.
- Greenhorn Tips…
- Veteran Tips…
- Samples work great and more manufacturers might want to think about making sample kits for DSRs to take out. Manufacturers should use DSRs as an extension of their own salesforce.
- Taking samples home to try is NOT wasting a sample, it actually helps in the sales process.
- Stay motivated by always trying to be better than your DSR competitors.
- Katie has recognized that the most successful DSRs are very organized. Utilize the various tools available to you to get and stay organized.
- Working with your company team boils down to treating them like they could be a potential customer.
Be a Resource and SELL SOMETHING!!