Episode 1820 is a must-listen for any DSR looking to sharpen their skills, win new business, and stay motivated in today’s fast-paced foodservice world.
Part 2 – Matt Mosebar, AFDR’s DSR of the Month from Harbor Foodservice
Topics discussed:
- Operators navigating changes, such as with Carryout and third-party delivery becoming core revenue streams in the post-Covid seasons.
- Key Insight & Opportunity: 17% of takeout orders are wrong — DSRs can step up by helping your customers build a simple plan to double-check the accuracy of carryout and third-party orders. Accuracy keeps customers coming back—and helps you and your operators win.
- Handling prospect objections: Respect existing distributor relationships, then ask the right questions to find opportunities.
- Accounts Receivable: Address payment issues directly, with empathy and solutions — involve district or credit managers as needed.
- Organization: Matt uses a yellow legal pad and territory-based weekly scheduling; emails himself quick tasks when mobile.
- Sampling strategy: Follow-through is essential — deliver in person, review cost-per-serving, and confirm results.
- Brokers: Respect their time, communicate clearly, follow up after visits, and collaborate on shared goals.
- Dessert samples: One of the easiest ways to get face time with operators.
Call to Action for Greenhorns:
- Get your descending case sales report
- Learn the top 10 items cold
- Pick a segment and go deep
- Love the work — especially the chase and the wins, plus learn from the mistakes
- Find a mentor. Ask for help. Don’t try to be a hero.
Call to Action for Veterans:
- Change your routine
- Lead menu reviews, not just price discussions
- Set commission goals and reverse-engineer them
- Respect your drivers: Small gestures like a drink or lunch go a long way in building loyalty and support.
- REMEMBER WHY YOU STARTED AND WHAT A GREAT CAREER IT’S BEEN
Be a Resource and SELL SOMETHING!!
