“When a customer knows you have their best interest at heart, they stop shopping you on price.” —Bryon Conder
Congratulations to Bryon Conder of US Foods, based in Columbia, South Carolina. Bryon has been awarded the highly acclaimed AFDR DSR of the Month for January 2026, earning him a permanent place in the AFDR DSR Hall of Fame.
Bryon serves the Myrtle Beach market, living just minutes from the Myrtle Beach Chef’Store location and supporting his customers from the US Foods Columbia distribution center—approximately 180 miles away.
That distance hasn’t slowed him down one bit. Bryon’s consistency, deep product knowledge, and commitment to helping operators make money are exactly what this recognition is all about.
With a lifetime in foodservice, a reputation for knowing his products and having his customers’ backs, Bryon represents the best of the DSR profession.
In this episode of DSR Live, DSR Dave sits down with Bryon Conder, a second-generation foodservice sales professional who truly grew up in the business. From riding along with his father making deliveries and picking up checks in Myrtle Beach,33 to washing dishes at ShowBiz Pizza Place and later managing Chuck E. Cheese locations, Bryon’s career path gave him a rare, operator-first perspective long before he ever carried a sales bag.
Bryon shares how deep product knowledge, attention to case weight and pack size, and a relentless focus on helping operators make money have shaped his long-term success at US Foods. He breaks down how small details—like egg grading, mayonnaise weights, and “cheater packs”—can make or break price conversations, and why many DSRs lose business simply because they don’t truly know what’s in the box.
This episode is packed with real-world lessons on prospecting, earning trust, handling “I’m happy with my current supplier,” using test kitchens, managing samples, and knowing when a prospect is serious enough to fill out a credit application. If you’re a greenhorn or a veteran, Bryon’s street-level wisdom reinforces why this job is hard—and why doing it right pays off for both the DSR and the operator.
The takeaways below outline the WHAT. The audio episode delivers the HOW.
To put Bryon Conder’s insights into action, we strongly recommend Listening to the full DSR Live conversation.
If you’ve ever thought “our prices are too high” or “this prospect will never switch,” this episode will challenge that thinking.
KEY TAKEAWAYS and ACTION ITEMS FOR DSRs
- Product knowledge is currency. Know what’s in the box and how it compares apples to apples.
- Case weight and pack size matter. The power of “Little Things” in product comparisons — small differences often decide who wins the deal.
- Trust beats price. Long-term relationships outperform constant price shopping.
- Prospecting is a process. Most accounts take multiple visits, not one pitch.
- Preparation opens doors. Menus, comments, and operator pain points matter.
- Test kitchens work. They reduce risk and build confidence when used correctly.
- Control your samples. Get product into the decision-maker’s hands.
- Price lists require intent. Serious buyers are willing to engage.
- Credit applications are signals. They separate interest from commitment.
- Product learning never stops. Read labels, specs, and updates.
- Operators need help. Most are too busy to see their own blind spots.
- The best DSRs drive profit. Help operators make money and loyalty follows.
Be a Resource and SELL SOMETHING!!
