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947: YOUR BEST CUSTOMERS are the #1 target in your competitors’ Sales Funnel Your competitors are doing everything possible to try and lure your best customers AWAY FROM YOU and your company. They have their business development mavericks going into your best customer’s establishment every week offering them anything to get them to switch. Some of the largest distributors are offering 2, 4, or 6% of their weekly purchases if they would switch the business over to them. Most DSRs and distributors take their best customers for granted. What are you doing to keep them?

How does your company respond to after-hours situations that are pretty desperate? Like if a customer calls your company because two busloads of patrons just left their restaurant having wiped out most of its main inventory. How your company handles this will show you where your company needs work because the DSR and Distributor who make it the easiest to do business with, will earn the business.

Independent operators are in the service business. DSRs and distributors who understand the “service business,” will earn the business.

DSRs, Be a Resource…and Sell Something!