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1002: Opening New Accounts Step-by-Step Action Plan Franke Hilson, veteran DSR with Ben E Keith, Little Rock, Arkansas division has a PROVEN, simple formula for opening new accounts that has been refined during his 20-plus years in foodservice sales. Franke does not look at his first call on a prospect as a “cold call.” He looks at it like this prospect might become one of his best friends in about a year or so; he’s looking for a future partner. Hilson says it’s more of an interview process, not a cold call.

1001: Achieve Sales & Income Goals in 5 Easy Steps The goal of this plan is to sell more cases to your existing customers. Customers who are currently buying from you would like to buy MORE FROM YOU if you would just present them a common-sense plan on why they should. The following 5 steps are how to get started versus going in each week and just getting another order. Start the process with the customers you already sell. 1. How much money do you want to make? Figure how much money you are currently making per case sold. 2. How many cases do you need to sell each of your customers to reach your money goal?

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?

702: 5 Easy Steps to Reach Your Sales & Income Goals! 1. How much money do you want to make? Figure how much money you are currently making per case sold. 2. How many cases do you need to sell each of your customers to reach your money goal? 3. CREATE AN INVENTORY LIST FOR EACH CUSTOMER of EVERY PRODUCT THEY PURCHASE FROM ANY PLACE (Not just what YOU sell them). 4. Get a list of the Top 200 items your company sells by cases sold. These products are what your company is best at in your market. This is the very reason your customers should be buying them. They are always in stock, work on many different kinds of menus and are priced right. 5. Get a list of the Top 200 items YOU sold in the past year by cases sold. Sell more of the products that you obviously know best!! Most DSRs go through their weekly routine of just getting the order versus trying to pick up the customer’s other products they purchase. CHANGE THIS by offering your products from your TOP 200 list