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“What is the ONE Thing you can do such that by doing it everything else will be easier or unnecessary?” –Gary Keller
After reading the book THE ONE THING and participating in a workshop, DSR Dave finally identified the “DSR ONE THING” that propelled his extraordinary sales growth, profit margins, account penetration, reduction of will-calls, and created more time for his family and leisure time.
DSR Dave Miesse explains that for more than 25 years, DSRs have asked him this question after every sales meeting workshop or ride-with: “Dave, if you had to boil it down to the ONE THING that helped you sell as much as you did, what would it be?” He always answered; (until July of 2014) “There’s not just one thing, I think that all the little things are the ONE THING,” and left the sales folks with the DSR Dave’s Top 20 List of “Little Thing Principles” to practice daily.
Miesse says that he could never eliminate any of his TOP 20 principles until reading THE ONE THING book and doing a workshop. In the workshop Dave took the time to go back and reconstruct where he had huge sales and profit growth and noted that there was ONE dominant theme that showed up… learning, sampling, and teaching his customers about the items on his company’s TOP 200 list of the most sold items.
This list was first put together by the head of IT who was trying to help DSR Dave keep his job after being reprimanded (the third time) for making too many will-calls. The IT director told Miesse the reason he was making so many deliveries was because he was selling the wrong products. He was not selling many of the items on this new Top 200 list he created for him.
Learning everything about the Top 200 items (the story about each product) your distribution center sells in descending case order will affect almost everything a DSR does each day. Depending on the size of distributor you’ll want to focus on the first 25, 50 to 100 items.
Discipline yourself to learn the story of each of these products first and you’ll have positive sales, profit, and time management results. You will achieve your business goals much easier, and at the same time make your job much less time consuming and stressful.
Proven for over 25 years by DSR Dave and many other DSRs and distributors, the “DSR ONE THING” has a HUGE IMPACT on almost everything a DSR does daily including:
Returns & adjustments | will calls | out-of-stocks | your profit margins | your customer’s profit margin | which products to code out on purchasing guides | which products to lead with when working on new prospects | which brokers to know first | working on many different menus/segments | becoming your customer’s foundation because you’re selling these products | best products to learn first as a Greenhorn | which products to have at sales meetings | which products to track markets on | knowing the vendor packing these products | what kind/segment of customers are purchasing
YOU’RE THE BEST IN YOUR MARKET with these products or they would not be on this list…
Distributors, if you are interested in implementing the “DSR One Thing” at your company, contact dsrdave@afdr.org DSRs, Be a Resource…and Sell Something!
