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Operator Art Goodwin tells guest host Steve Dahl and DSR Dave that he has NEVER found one distributor that could supply his operation with everything he uses.
Goodwin’s Family Restaurant in Circleville, Ohio (http://www.goodwinsfamilyrestaurant.com/ ) has been in business since 1979. Goodwin has specs for the ingredients he uses in his recipes and expects his prime distributor to stock these products.
Art doesn’t think DSRs are as knowledgeable about products as DSRs from years past. Although Goodwin has a really good DSR now, he’s only had three or four good sales reps out of all the ones he’s purchased from over the last 27 years or so.
Goodwin considers his current DSR a partner in his business. He deals with him like a “very important employee” because his DSR is that vital to Goodwin making money.
When Distributors send in new (Greenhorn) DSRs to take over his account, Goodwin is usually the one who ends up training them.
When a new DSR and vendor come in trying to solicit his business, Goodwin expects to get the same credit terms he has with his current distributor. He says, “Hey, they’re trying to get my business, I didn’t call them, they called on me.”
DSRs, Be a Resource…
and Sell Something!
