Overview
Whether you’re brand-new to the role or a seasoned pro, Greg’s perspective will remind you of the fundamentals that truly matter in foodservice sales: relationships, culture, communication, and discipline.
Greg shares powerful lessons from his 21 years in foodservice distribution. From managing broker and manufacturer relationships to building trust with inside teams and drivers, Greg highlights how culture, communication, and organization shape a DSR’s long-term success. He also offers practical advice for greenhorns just starting out, veterans looking to stay motivated, and everyone in between.
This conversation is packed with real-world strategies you can use tomorrow in your territory.
- Brokers & Manufacturers Are Essential Partners
- Don’t just rely on your operator relationships—your vendor and broker network is equally critical.
- Save contacts smartly (e.g., “Hormel Aaron,” “General Mills Eric”) so you know who to call when you need support.
- Always follow up with feedback on samples—good or bad—so vendors know how to help you win the next one.
- Culture & Teamwork Inside the Distributor
- Treat drivers, buyers, and inside support staff with respect—your success depends on them.
- A bad culture or burned bridge is hard to fix; you’ll need these people tomorrow.
- Continuous Learning & Professional Development
- Stay open to new ways of solving problems—borrow “tools” from other DSRs’ toolboxes.
- Industry news, peers, and ride-alongs can be more valuable than books or training classes.
- Best practices should stay fluid—adapt to changing markets and customer needs.
- Organization & Note-Taking
- Write everything down—whether in a notebook, day timer, or on invoices in the car.
- Operators notice when you’re listening and taking notes—it builds credibility and trust.
- Move tasks forward until completed; don’t let procrastination pile up.
- Advice for Greenhorn DSRs
- Find a mentor—inside or outside your company—to guide you through challenges.
- Learn by asking questions—even if you think you know the answer, someone else’s perspective may add value.
- Continuous improvement: focus on being just a little better every day.
- Staying Motivated as a Veteran
- Balance the grind by finding passions outside of work.
- Compartmentalize: work is the “buzz saw” during the day, but recharge with family, hobbies, and personal passions.
- Remember—you’re part of a team, not just a lone salesperson.
- Final Thought
- Success in this business is defined as much by the people behind the scenes (drivers, warehouse, brokers) as by the DSR in front of the customer. Build trust, share wins, and never forget you’re part of a bigger team.
Be a Resource and SELL SOMETHING!!
