All DSR Live! Podcasts








1638: An Objection is NOT a Rejection, it is the Opportunity
October 20, 2023



1635: First Impressions LAST – Dress Code Or Not, It Makes a Difference
September 26, 2023













































1544: An Objection is NOT a Rejection, it is the Opportunity
November 30, 2022













September 2022: Donnie Maccini, Colony Foods, Lawrence, MA, Profile
September 9, 2022


1532: Don’t Ever Give Up On a Prospect Because…
August 24, 2022
























1512: Selling Frozen Seafood vs. Fresh Seafood
March 30, 2022





1508: Achieve Sales & Income Goals in 5 Easy Steps
February 23, 2022

1507: Part 3 Chris Conder DSR of the Month, Vacations, Greenhorns, Vets
February 19, 2022


February 2022: Chris Conder, US Foods, Fort Mill, SC, Profile
January 27, 2022


1504: Covid Challenges are the New Opportunities
January 26, 2022


1502: Todd Hauser PART 2 – Impactful Insights from DSR of the Month
January 12, 2022

1501: Todd Hauser DSR of the Month, Martin Bros. Distributing
January 5, 2022
















1439 DSRs If Someone Can Figure This Out, Why Can’t It Be You?
September 29, 2021

1438: DSRs, Do You REALLY Believe in What You’re Selling?
September 22, 2021


1436: Part 2 Karen Bobarakis DSR of the Month – Prospecting & A/R
September 8, 2021

1435: Karen Bobarakis, DSR of the Month, Ginsberg’s Foods
September 2, 2021

September 2021: Karen Bobarakis, Ginsberg’s Foods, Hudson, NY
September 2, 2021

1434: Prospects’ Objections are the Opportunities!
August 24, 2021



1431: Steve Edwards DSR of the Month, Kohl Wholesale
August 4, 2021

August 2021: Steve Edwards, Kohl Wholesale, Quincy, IL
August 4, 2021





July 2021: Scott Caisse, Shamrock Foods, Boise, ID
July 7, 2021




June 2021: Jon Suddeth, Ben E Keith, Oklahoma
June 2, 2021

1422: Jon Suddeth DSR of the Month, Ben E Keith
June 2, 2021













1412: Prospecting Tips From a DSR Hall of Fame Pro
March 24, 2021

1411: Cold Calls – Practice Practice Practice
March 17, 2021




1408: DSRs, YOU Are the Difference Maker to help Manage through COVID
February 23, 2021



February 2021: Jim Logan, Performance Foodservice, Hickory, NC
February 3, 2021


1404: Reach Your Goals by Helping Your Company Solve Problems
January 27, 2021



1401: Tom Vangritis DSR of the Month of US Foods – Raleigh, NC
January 6, 2021

January 2021: Tom Vangritis, U.S. Foods – Raleigh
January 5, 2021



December 2010: Rhys Bowman, Buchy Food Service
December 10, 2020

November 2010: Isaac Trujillo, Labatt Food Service
December 10, 2020

October 2010: Ralph Owens, Sysco – AZ
December 10, 2020

September 2010: Tim Havenstrite, Martin Bros.
December 10, 2020

August 2010: Chris Garofalo, US Foods
December 10, 2020

July 2010: Chris Moore, Merchants Foodservice
December 10, 2020

June 2010: Frank Cedeno, Ben E. Keith
December 10, 2020


Matt Klug, Dilgard Frozen Foods, December 2020
December 2, 2020

1348 DSR of the Month, Matt Klug, Dilgard Frozen Foods, Part 1
December 2, 2020

1347 Part 3, Randy McDaniel Dealing with a Price Shopper?
November 19, 2020

1346 PART 2 – Sysco’s Randy McDaniel DSR of the Month, Peers, COVID
November 11, 2020

Randy McDaniel, Sysco, November 2020
November 4, 2020

1345: DSR of the Month, Randy McDaniel, Sysco, Part 1 Prospecting
November 4, 2020




Matt Palmieri, Gordon Food Service, October 2020
October 7, 2020


1340: Don’t be a commodity DSR, You Are the Differentiator…
September 29, 2020

1339: DSR “FAILURE” IS A REQUIREMENT FOR SALES GROWTH
September 22, 2020

1338: 100,000 Restaurants Closed Six Months into Pandemic
September 16, 2020

1337 Let’s Restore and Reshore the Foodservice Industry
September 9, 2020

Jeff Warner, Holt Paper & Chemical, September 2020
September 2, 2020

1336: DSR of the Month, Jeff Warner, Holt Paper & Chemical
September 2, 2020

1335: Make Cold Calls a Game and Practice Them
August 26, 2020


1333: I FORGOT MY MASK!! DSR Tips on What is Working
August 12, 2020


Mike Carson, Reinhart Foodservice – La Crosse, August 2020
August 5, 2020


1330 Customer versus Client–What’s the Difference?
July 28, 2020







Francesca Falcon, Ben E Keith – San Antonio
June 3, 2020


1322: Staying Power during the Crisis
May 27, 2020



Kam Miller, Martin Bros. Distributing Inc., May 2020
May 13, 2020


1318: DSR of the Month Paul Dame from Harbor Foodservice
April 29, 2020

Paul Dame, Harbor Foodservice, April 2020
April 29, 2020

1317: What’s working out on the street right now
April 22, 2020

1316: Welcome to DSR Live 2.0!
April 10, 2020


1311: We’re all connected in the Foodservice Industry
March 18, 2020

1310: Cold Call Game vs. Cold Call Pain
March 10, 2020

Don Boger, RightWay Food Service, March 2020
March 4, 2020


1308: Rejection Helps a DSR Focus on Better Preparation
February 25, 2020

1307: Tips on Selling Frozen vs Fresh Seafood with High Liner Foods
February 18, 2020

1306: Greenhorn DSR after 1 ½ Years on the Job
February 12, 2020

Bill Williams, Kohl Wholesale, February 2020
February 4, 2020

1305: Kohl Wholesale’s Bill Williams DSR of the Month
February 4, 2020

1304: DSRs, You Are the Differentiator… Don’t be a commodity DSR
January 29, 2020

1303: Proven Way to Double Your Sales with Your Current Customers
January 22, 2020

1303: Proven Way to Double Your Sales with Your Current Customers
January 21, 2020


Craig Sapolsky, Sysco – Pittsburgh, January 2020
January 11, 2020


1251: Your Personal Brand Identity in 2020
December 20, 2019

1250: Your Attitude Affects Personal and Professional Growth
December 10, 2019

Cinde Shepherd, Cheney Brothers, December 2019
December 3, 2019

1249: Cinde Shepherd of Cheney Brothers DSR of the Month
December 3, 2019

1239: Restaurant Coach: Here’s Why Most Restaurants Fail
November 24, 2019

1247: Managing Your Accounts Through the Holiday Season
November 20, 2019


1245: DSR of the Month Lee Grigsby of Merchants Foodservice Newberry
November 5, 2019

Lee Grigsby, Merchants Foodservice, November 2019
November 1, 2019

1243: DSR of the Year, Grace Lee, Shamrock Foods
October 22, 2019

1242: Operator explains Loyalty is about Relationships NOT Price
October 15, 2019

1241: Easy Way to Reach Sales Goals, Sales Calculator
October 8, 2019

1240: DSR of the Month Mike Budden of Martin Bros.
October 1, 2019

Mike Budden, Martin Bros. Distributing, October 2019
October 1, 2019

1239: Restaurant Coach: Here’s Why Most Restaurants Fail
September 24, 2019

1238: Double Your Sales with Your Current Customers
September 17, 2019

1237: Greenhorns – It’s All About Product Knowledge says Hall of Fame DSR
September 10, 2019

1236: DSR of the Month Speros Velles of City Line Distributors
September 3, 2019

Speros Velles, City Line Distributors, September 2019
September 3, 2019

1235: Sales’ Seeds You Water Will Grow, It’s a Cycle
August 27, 2019

1233: Operator’s Relationship with a Product and a DSR
August 14, 2019


Doris Mallia, Ben E. Keith, August 2019
August 5, 2019

1231: Cold Calls as a Game vs a Job
July 30, 2019







1225: The Cost of Pursuing Too Many Prospects
June 18, 2019

1224: Following up Is Not Optional, It’s Required
June 12, 2019

Joe Jabkiewicz, Performance Foodservice, June 2019
June 4, 2019




1220: Dumpster Diving with Grace
May 14, 2019






George Heyer, Food Services of America, May 2019
April 3, 2019

Brian Perlman, Sysco Ventura, April 2019
April 2, 2019

1214: Brian Perlman of Sysco – Ventura DSR of the Month
April 2, 2019

1213: DSRs Need Good Timing and Time Management
March 26, 2019

1212: Double Your Sales with Your Current Customers
March 19, 2019



Jimmy Battaglia, Sirna & Sons Produce, March 2019
March 5, 2019

1209: Operator explains Loyalty is about Relationships NOT Price
February 26, 2019

1208: Opening new accounts is David Ross’ specialty
February 18, 2019

1207: Ready-Fire-Aim! Get out there and Learn
February 13, 2019

1206: Gerry Weitzman of Ben E Keith DFW DSR of the Month
February 6, 2019

Gerry Weitzman, Ben E. Keith, February 2019
February 5, 2019

1404: Reach Your Goals by Helping Your Company Solve Problems
January 30, 2019

1205: Reach Your Goals by Helping Your Company Solve Problems
January 30, 2019

1204: Saying NO quickly tells you where you stand with a customer
January 23, 2019

1203: Use TIME – SERVICE – GRATITUDE to Keep Your Best Customers
January 15, 2019

1202: Achieve Sales & Income Goals in 5 Easy Steps
January 8, 2019

1201: Darin Fajota of Y. Hata & Co. Ltd. DSR of the Month
January 2, 2019

Darin Fajota, Y Hata & Co. Ltd., January 2019
January 1, 2019

1151: Rejection Helps a DSR Focus on Better Preparation
December 18, 2018

1150: Understanding Good Timing and Time Management
December 11, 2018

1149: Sysco Philly’s Ken Shulski DSR of the Month
December 4, 2018

Kenneth Shulski, Sysco, December 2018
December 4, 2018

1148: Never Give Up and Own the Outcome
November 27, 2018

1147: A Prospect’s Objections are the Opportunity
November 20, 2018

1146: DSRs That Are Consistently Consistent Will Sustain Growth
November 13, 2018

1145: US FOODS Graham Teel DSR of the Month
November 7, 2018

Graham Teel, US Foods, November 2018
November 6, 2018

1144: DSR of the Year, Tony DeSio, Maplevale Farms
October 30, 2018

2017 DSR of the Year, Tony DeSio, Maplevale Farms
October 30, 2018

1143: Are Food Demos a Lost Art among DSRs?
October 24, 2018

1142: Pipeline Game Changers 60K Should Do It
October 16, 2018

1141: Stop Being so Reactive All the Time
October 9, 2018

1140: Kenny McLain DSR of the Month Merchants Foodservice
October 2, 2018


1139: Restaurants Need DSRs to Help Them Improve Online Reputation
September 25, 2018

1138: DSRs, Separate Yourself from the DSR Herd
September 18, 2018

1137: Double Your Sales with Your Current Customers
September 11, 2018


September 2018, IWC Food Service, David Anderson, DSR of the Month
September 4, 2018

1135: Tips on Managing Unprofitable “DOG” Accounts
August 28, 2018



1132: Prospect’s Objections are the Opportunity
August 7, 2018





July 2018, Sysco, Mark Block, DSR of the Month
June 29, 2018

1127: Mark Block of Sysco is DSR of the Month
June 29, 2018

1126: DSR CRM Systems Low Compliance Rate, WHY?
June 26, 2018







1120: Owner Operator is Loyal to a DSR IF…
May 15, 2018









1113: A Prospects’ Objections are Your Opportunities
March 27, 2018

1112: Pack Size Might be Your Pricing Problem
March 20, 2018

1111: Examples on Consultative Selling from a Hall of Famer
March 13, 2018

1110: Ben E Keith’s Rick Parks DSR of the Month
March 6, 2018

March 2018, Ben E Keith, Rick Parks, DSR of the Month
March 6, 2018

1109: Practice Cold Calling, you might meet a Governor
February 27, 2018

1108: The Right Attitude Determines Your Destination
February 20, 2018

1107: Extraordinary Sales Results by using the “DSR ONE THING”
February 13, 2018

1106: Grace Lee of Shamrock Foods California DSR of the Month
February 6, 2018

February 2018, Shamrock Foods, Grace Lee, DSR of the Month
February 6, 2018

1105: Opening New Accounts Step-by-Step Action Plan
January 30, 2018

1104: DSR David Ross Opens New Accounts by Selling Money!
January 22, 2018

1103: Operator’s Relationship with a Product and a DSR
January 16, 2018


1101: Don Rouse of Nicholas and Company DSR of the Month
January 2, 2018

January 2018, Nichols and Company, Don Rouse, DSR of the Month
January 2, 2018


1049: Sales and Profit Grow When a DSR Takes Responsibility for Problems
December 12, 2017




DSR of the Year, Dale Bennecoft, Pocono ProFoods
November 14, 2017

1045: Dale Bennecoff of Pocono ProFoods, DSR of the Year
November 14, 2017

1044: Greenhorn DSR Lost His First Account Advice Please
November 7, 2017

1043: George McGurk DSR of the Month November 2017
October 31, 2017

November 2017, Instantwhip Foods, George McGurk, DSR of the Month
October 31, 2017

1042: DSRs Selling Through Objections Grow Sales
October 24, 2017

1041: Extraordinary Sales Results by using the “DSR ONE THING”
October 17, 2017


1039: Reinhart Shawano’s Mike Lichtfuss DSR of the Month
October 3, 2017




1036: Prospects’ objections are the opportunities!
September 12, 2017

1035: Jason Hennigin from Hillcrest Foodservice DSR of the Month
September 5, 2017

September 2017, Hillcrest Foodservice, Jason Hennigin, DSR of the Month
September 5, 2017

1034: Rejection Helps a DSR Focus on Better Preparation
August 29, 2017




1030: Tony DeSio of Maplevale Farms DSR of the Month
August 1, 2017

August 2017, Maplevale Farms,Tony DeSio, DSR of the Month
August 1, 2017


1028: Insights from DSR Hall of Famer, John Powell
July 18, 2017







June 2017, Pat Bohr, Sysco, DSR of the Month
June 6, 2017













1012: Tips on Selling Frozen Seafood with High Liner Foods
March 24, 2017




1008: DSR of the Month Ben Bowers of Martin Bros. Distributing
February 28, 2017

March 2017, Ben Bowers, Martin Bros. Distributing, DSR of the Month
February 28, 2017

1007: DSR David Ross knows how to Open New Accounts!
February 21, 2017





February 2017, Liz Bray, Sysco, DSR of the Month
January 23, 2017








December 2016, Jim Leonard, HPC Foodservice, DSR of the Month
December 6, 2016

948: Jim Leonard of HPC Foodservice DSR of the Month
December 6, 2016




DSR of the Year, Dennis Dempsey, Performance Foodservice
November 15, 2016


943: DSR of the Month, Kelly Donohue of Favorite Foods
November 1, 2016

November 2016, Kelly Donohue, Favorite Foods, DSR of the Month
November 1, 2016




October 2016, Jeff Keel, BEN E. KEITH, DSR of the Month
October 4, 2016





September 2016, Tamara L. Bales, US Foods, DSR of the Month
September 6, 2016






930: Sysco Cincinnati Greg Wagner DSR of the Month
August 2, 2016

August 2016, Greg Wagner, Sysco, DSR of the Month
August 2, 2016

929: DSR’s Confidence Matters Just as Much as Ability
July 26, 2016

928: Mistakes and Problems Can Help You Grow your Sales
July 19, 2016

927: Greenhorn DSR Lost His First Account, Advice Please
July 12, 2016



925: Secret to Sustainable DSR Sales Growth and Success
June 28, 2016














913: Dale Bennecoff of Pocono ProFoods, DSR of the Month
April 5, 2016



911: Rejection Helps a DSR Focus on Better Preparation
March 15, 2016





907: Two Massive Value Added Tips to help Independents and YOU
February 16, 2016

906: DSRs might not want the Credit Manager on some Cold Calls
February 9, 2016



904: Greenhorn progress report after 8 months on the job
January 26, 2016



901: DSR of the Month, Jay Sorenson of Upper Lakes Foods
January 5, 2016

January 2016, Jay Sorenson, Upper Lakes Foods, DSR of the Month
January 5, 2016

2016 DSR of the Year AFDR Hall of Fame
January 5, 2016



December 2015, Jeanne Hamilton, Thurston Foods, DSR of the Month
December 1, 2015

847: Thurston Foods Jeanne Hamilton DSR of the Month
December 1, 2015

Food Services of America’s CLYDE GASSERT, AFDR DSR of the YEAR
November 24, 2015

846: Food Services of America’s CLYDE GASSERT, AFDR DSR of the YEAR
November 24, 2015

845: Saying NO at the right time, quickly tells you where you stand
November 17, 2015

844: Two Different Kinds of Time to be Managed
November 10, 2015

843 US FOODS John Powell DSR of the Month
November 3, 2015

November 2015, John Powell, US FOODS, DSR of the Month
November 3, 2015


841: Expect a Chain Reaction When You Use Your Support Team
October 20, 2015

840 Operator Kevin Lozoya Buys 100% from DSR Tony…WHY?
October 13, 2015

839: Donna Reynolds, Reinhart Foodservice, DSR of the month
October 6, 2015


838: It’s a Cycle, the Sales’ Seeds You Water, Will Grow
September 29, 2015

837: Disappointment… Keep Pushing or Cut Your Losses?
September 22, 2015

836 DSR Time and Account Management Tools & Engagement
September 15, 2015


September 2015, Brian Biggs, Ben E Keith, DSR of the Month
September 1, 2015

834 Ben E Keith Brian Biggs, DSR of the Month
September 1, 2015

833: DSR Frustrations Lead to Greatness
August 25, 2015





829 Self Oppressions restrict us in reaching our goals
July 28, 2015

828: DSR Habits are the Path to Success
July 21, 2015

827: Operator Panel Discusses with DSRs, Cold Calls
July 14, 2015


July 2015, Marcy Callahan, Sysco, DSR of the Month
June 30, 2015




822: Your Competitors are after your Best Customer
June 9, 2015








816 DSRs Future Goals Require Time Management Today
April 28, 2015




April 2015, Jared Rideout, Ben E. Keith, DSR of the Month
March 31, 2015



810: DSRs Selling through Objections
March 17, 2015




807: Foodservice Distribution is the New Wild West
February 24, 2015

806: Don’t Let Your Weaknesses Keep You from Reaching Your Sales Goals
February 17, 2015

805: PROSPECTS & NEW ACCOUNT RESEARCH
February 10, 2015


804 Joshua Notestine Inducted into the AFDR DSR Hall of Fame
February 3, 2015

803 Secret to Sustainable Sales Growth and Success
January 27, 2015

802 Cold Call on a Governor, True Story
January 20, 2015

801: 5 Easy Steps to Reach Your Sales & Income Goals!!
January 13, 2015

January 2015, Kevin Oprandi, RDP Foodservice, DSR of the Month
January 6, 2015

2015 AFDR Hall of Fame
January 6, 2015



748: Delivery Drivers Can Be a DSR’s #1 Specialist
December 9, 2014

December 2014, Joe Adam, Troyer Foods, DSR of the Month
December 2, 2014

747 Troyer Foods Joe Adam Inducted into the DSR Hall of Fame
December 2, 2014


745: The Consolidation Ripple Effect on DSRs
November 11, 2014

November 2014, George Hewitt HFM Foodservice, HI, DSR of the month
November 4, 2014

744: HFM Foodservice’s George Hewitt is DSR of the Month
November 4, 2014

Ben E Keith’s Melissa Anderson, AFDR DSR of the YEAR
October 28, 2014

743: Ben E Keith’s Melissa Anderson, AFDR DSR of the YEAR
October 28, 2014

742: Your Best Customers–Targets for Your Competitor
October 21, 2014

741: Greenhorn DSR Lost His First Account, Advice Please…
October 14, 2014


October 2014, Joe Fischetti, US Foods-Western Pennsylvania, DSR of the Month
September 30, 2014

739: US FOODS, Joe Fischetti Inducted into AFDR DSR Hall of Fame
September 30, 2014



736: DSR HONESTY Generates Long-term Customers and Profitability
September 9, 2014

735: September 2014, Jamie Hudson, Holt Paper & Chemical
September 2, 2014

September 2014, Jamie Hudson, Holt Paper & Chemical, DSR of the Month
September 2, 2014


733: DSRs’ Dress Code Matters to 78% of Prospects
August 19, 2014

732: 5 Easy Steps to Reach Your Sales & Income Goals
August 12, 2014

731: Clyde Gassert of FSA Inducted into the DSR Hall of Fame
August 5, 2014




728: Getting ahead is Getting Started
July 15, 2014






723: OPENING NEW ACCOUNTS with a TOP Ben E Keith DSR!!
June 10, 2014




720: Your Competitors are after your Best Customer
May 20, 2014


718: Brad Williams, DSR of the Month, May 2014
May 6, 2014



716: Make Yourself the Prime Vendor
April 22, 2014


714: DSRs Taking Responsibility for Problems & Errors
April 8, 2014








708: Long-time Operator, Charlie Mansir, is Loyal to a DSR, IF
February 25, 2014

707: GUARANTEE Account Penetration & Squash Competition
February 18, 2014

706: DSR David Ross knows how to Open New Accounts
February 11, 2014

February 2014, Chris Contos, US Foods, IL
February 4, 2014

705: US Foods-Chicago, Chris Contos, DSR of the Month
February 4, 2014


703: Sales Goals are a Process, Not a Project
January 21, 2014


2014 AFDR Hall Of Fame
January 7, 2014

January 2014, Henrik Behrmann, Seashore Food Distributors, NJ
January 7, 2014


649: OMG! What just happened to foodservice distribution last week?
December 17, 2013



December 2013, Paul Haskins, Pate Dawson-Southern Foods, NC
December 3, 2013

646: Price or Value… Which one is out of line?
November 19, 2013


November 2013, John Royer, Martin Bros., Iowa
November 5, 2013

644: DSR of the Month, John Royer, Martin Bros.
November 5, 2013

643: DSRs, Do You REALLY Believe in What You’re Selling?
October 29, 2013

642: DSR Of The Year, Pam Story
October 22, 2013

641: A DSR’s Attitude is Everything
October 15, 2013

640: DSRs Taking Responsibility for Problems
October 8, 2013

639: DSR of the Month, Larry Baity of US Foods, Las Vegas
October 1, 2013

October 2013, DSR of the Month, Larry Baity, US Foods, Las Vegas
October 1, 2013

638: Operator Says DSR Influences 90 Percent of Her Decisions
September 24, 2013

637: A/R Be A Credit Specialist…
September 16, 2013

636: What Drives You Crazy About DSRs?
September 10, 2013

635: DSR of the Month, Dennis Wald of Food Services of America
September 3, 2013


634: DSR Deliveries, FDA says Keep Below 40 degrees
August 28, 2013

633: Will Calls, Hot Shots, Emergency Runs, DSR Deliveries
August 20, 2013




630: Operator Panel-A DSR’s First Call on a customer
July 30, 2013

629: DSR Motivation-Four Basic Steps
July 23, 2013

628: Operators’ Likes and Dislikes about DSRs
July 16, 2013


626 : US Foods, Robert Wiles, DSR of the Month
July 2, 2013

July 2013, US Foods, Robert Wiles, DSR of the Month
July 2, 2013

625: Minimize Will Calls & Penetrate Existing Accounts
June 25, 2013


623: Taking Price out of the Conversation
June 11, 2013







617: Chef to DSR, to DSR Hall of Fame, Feesers’ Mike Mahr
April 30, 2013
