Welcome to DSR Live, the go-to podcast for Foodservice Distributor Sales Reps (DSRs). Proudly brought to you by the Association for Foodservice Distributor Representatives (AFDR), we deliver street-smart sales strategies, real-world tips, and engaging interviews with industry professionals to help you close more deals and grow your business. Hosted by the seasoned and insightful DSR Dave Miesse, this podcast is your resource for staying sharp in the fast-paced world of foodservice distribution. Tune in for actionable advice, inspiring stories, and strategies that you can put to use immediately to grow your foodservice sales.
Episode Highlights:
In this episode, DSR Dave sits down with AFDR DSR of the Month, Barry Twait, a veteran foodservice sales rep, to dive deep into the art of relationship management, both on the professional and personal fronts. They discuss the fine line between building strong customer relationships and keeping things professional. Barry shares insights on balancing personal and professional interactions, emphasizing the importance of making every customer visit about them and their needs.
Key Topics Discussed:
- Building Customer Relationships: Barry shares stories from his long career, including working with second-generation clients. He highlights the value of being open and friendly without oversharing personal issues, focusing instead on the customer’s needs and business goals.
- Internal Team Dynamics: The conversation shifts to the importance of working harmoniously with your internal team, from buyers to credit managers. Barry explains how treating everyone with respect and collaborating effectively is crucial, especially in an employee-owned company like Martin Brothers.
- Leveraging Brokers and Manufacturer Reps: Barry offers advice on managing relationships with brokers and manufacturer reps, especially when new ones come on board. His golden rule: “Use them, don’t abuse them,” ensuring a mutually beneficial partnership that can support your sales efforts.
- Maximizing the Use of Samples: Barry discusses the power of product samples in closing deals. He emphasizes the importance of being strategic and thoughtful when presenting samples to customers to drive sales.
- Effective Use of Order Guides: Barry reveals his best practices for setting up and maintaining order guides, making it easier for customers to place orders and streamline their purchasing process. Whether customers prefer digital or old-school paper guides, Barry’s approach is all about making it convenient for them. It is MOST important to always keep your order guides CURRENT.
- Continuous Learning & Staying Sharp: While Barry isn’t big on formal training or sales books, he keeps his skills sharp through hands-on learning at food fairs and customer interactions. His advice? The best way to stay sharp is by being in the field, learning directly from customers, and continuously adapting.
- Advice for Greenhorn and Veteran Reps: For the “Greenhorns” (those with less than 2.5 years in the industry), Barry encourages persistence, asking questions, and embracing the steep learning curve. For the veterans, it’s all about keeping the passion alive, finding joy in the work, and staying motivated through the changing industry landscapes.
Takeaways:
- Build strong, trust-based relationships with your customers and internal teams.
- Leverage the knowledge and resources of brokers and manufacturer reps.
- Use samples strategically to showcase products and win new business.
- Stay organized with up-to-date order guides to enhance customer satisfaction.
- Keep learning from the field and remember to have fun along the way.
Closing Thoughts: Barry reminds us that at the heart of foodservice sales is a passion for helping customers succeed. As DSR Dave says, “All customers need more products tomorrow, and they have to buy it from some DSR, they might as well buy from you.”
Be a Resource and SELL SOMETHING!
