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

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

1437: Part 3 Karen Bobarakis DSR of the Month –Managing Order Entry, Selling New Products, Greenhorns, Vet Tips

1437: Part 3 Karen Bobarakis DSR of the Month –Managing Order Entry, Selling New Products, Greenhorns, Vet Tips

1436: Part 2 Karen Bobarakis DSR of the Month - Prospecting & A/R

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

1435: Karen Bobarakis, DSR of the Month, Ginsberg's Foods

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

1434: Prospects’ Objections are the Opportunities!

1434: Prospects’ Objections are the Opportunities!

1433: Steve Edwards, DSR of the Month Part 3 – Selling Brands, Communications, A/R, Getting that Next Item

1433: Steve Edwards, DSR of the Month Part 3 – Selling Brands, Communications, A/R, Getting that Next Item

1432: Part 2 DSR of the Month Steve Edwards, Pricing, Margin Management, A/R

1432: Part 2 DSR of the Month Steve Edwards, Pricing, Margin Management, A/R

1431: Steve Edwards DSR of the Month, Kohl Wholesale

1431: Steve Edwards DSR of the Month, Kohl Wholesale

1430: Follow Up or Follow Your Competitor’s Truck to Your Accounts and Prospects

1430: Follow Up or Follow Your Competitor’s Truck to Your Accounts and Prospects

1429: Part 3 - Scott Caisse, DSR of the Month: Great Tips on A/R & Unusual Tips for Greenhorns & Vets

1429: Part 3 – Scott Caisse, DSR of the Month: Great Tips on A/R & Unusual Tips for Greenhorns & Vets

1428: Part 2 - Scott Caisse, DSR of the Month: Prospecting, Confidence, Samples & More

1428: Part 2 – Scott Caisse, DSR of the Month: Prospecting, Confidence, Samples & More

1427: DSR of the Month Scott Caisse of Shamrock Foods, Idaho

1427: DSR of the Month Scott Caisse of Shamrock Foods, Idaho

1425: Bob Strauss DSR OF THE YEAR 2020 of US Foods - Chicago

1425: Bob Strauss DSR OF THE YEAR 2020 of US Foods – Chicago

1424: Part 3 A/R, Online Ordering Mgmt, Vacation Prep and more with DSR of the Month Jon Suddeth

1424: Part 3 A/R, Online Ordering Mgmt, Vacation Prep and more with DSR of the Month Jon Suddeth

1423: Part 2 Jon Suddeth, DSR of the Month, New Methods due to COVID

1423: Part 2 Jon Suddeth, DSR of the Month, New Methods due to COVID

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

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

1421: Operator to Greenhorn TM, Kate Elliott at US Foods, First 2 Years

1421: Operator to Greenhorn TM, Kate Elliott at US Foods, First 2 Years

1420: Part 3 Lisa Kean, MFG Reps, Brokers, A/R, Online Orders Management

1420: Part 3 Lisa Kean, MFG Reps, Brokers, A/R, Online Orders Management

1419: Part 2 Lisa Kean, DSR of the Month: When Prospect is Happy with Current Distributor

1419: Part 2 Lisa Kean, DSR of the Month: When Prospect is Happy with Current Distributor

1418: Lisa Kean DSR of the Month, Merchants Foodservice, Clanton, Alabama

1418: Lisa Kean DSR of the Month, Merchants Foodservice, Clanton, Alabama

1417: Part 4 - A/R, Online Ordering, Peers, Samples, Greenhorn Tips with Kathy Stevenson-Loes DSR of the Month

1417: Part 4 – A/R, Online Ordering, Peers, Samples, Greenhorn Tips with Kathy Stevenson-Loes DSR of the Month

1416: Prospecting Step-by-Step & Signing Credit App with Kathy Stevenson-Loes, DSR of the Month

1416: Prospecting Step-by-Step & Signing Credit App with Kathy Stevenson-Loes, DSR of the Month

1415 Part 2 Kathy Stevenson-Loes, Prospecting & Opening New Accounts Today

1415 Part 2 Kathy Stevenson-Loes, Prospecting & Opening New Accounts Today

1414: Kathy Stevenson-Loes DSR of the Month, Harbor Foodservice

1414: Kathy Stevenson-Loes DSR of the Month, Harbor Foodservice

1413: Sell The Accounts You Have Always Wanted to Sell, They Need Your Help

1413: Sell The Accounts You Have Always Wanted to Sell, They Need Your Help

1412: Prospecting Tips From a DSR Hall of Fame Pro

1412: Prospecting Tips From a DSR Hall of Fame Pro

1411: Cold Calls - Practice Practice Practice

1411: Cold Calls – Practice Practice Practice

1410 (Part 2) Jeff Kuhrt, DSR of the Month, Working with your Colleagues

1410 (Part 2) Jeff Kuhrt, DSR of the Month, Working with your Colleagues

1409: Jeff Kuhrt DSR of the Month, Martin Bros. Distributing, Cedar Falls, IA

1409: Jeff Kuhrt DSR of the Month, Martin Bros. Distributing, Cedar Falls, IA

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

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

1407: Part 3 Jim Logan DSR of the Month Managing & Building your route during COVID

1407: Part 3 Jim Logan DSR of the Month Managing & Building your route during COVID

1406: Part 2 - Jim Logan, DSR of the Month of Performance Foodservice Foods

1406: Part 2 – Jim Logan, DSR of the Month of Performance Foodservice Foods

1405: Jim Logan DSR of the Month of Performance Foodservice, Hickory, NC

1405: Jim Logan DSR of the Month of Performance Foodservice, Hickory, NC

1404: Reach Your Goals by Helping Your Company Solve Problems

1404: Reach Your Goals by Helping Your Company Solve Problems

1403: Part 3 – Tom Vangritis, DSR of the Month: Future planning in COVID times, Greenhorn & Veteran Advice

1403: Part 3 – Tom Vangritis, DSR of the Month: Future planning in COVID times, Greenhorn & Veteran Advice

1402: Part 2 - Tom Vangritis DSR of the Month of US Foods - Raleigh, NC

1402: Part 2 – Tom Vangritis DSR of the Month of US Foods – Raleigh, NC

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

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

1351: Never give up on a prospect, your opportunity is usually right around the corner

1351: Never give up on a prospect, your opportunity is usually right around the corner

1350: Part 3 - Advice for Greenhorns and Veterans with Matt Klug, DSR of the Month

1350: Part 3 – Advice for Greenhorns and Veterans with Matt Klug, DSR of the Month

1349 Part 2 Matt Klug, Managing Samples, Will Calls, COVID, Delivery Drivers, DOT Foods

1349 Part 2 Matt Klug, Managing Samples, Will Calls, COVID, Delivery Drivers, DOT Foods

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

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

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

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

1346 PART 2 - Sysco's Randy McDaniel DSR of the Month, Peers, COVID

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

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

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

1344: COVID 19 - Good Time to Balance Portfolio With Different Segments

1344: COVID 19 – Good Time to Balance Portfolio With Different Segments

1343: Part 3, Virtual Food Show & COVID-19 Management: DSR of the Month Matt Palmieri

1343: Part 3, Virtual Food Show & COVID-19 Management: DSR of the Month Matt Palmieri

1342: Brokers & Peers Discussion with DSR of the Month Matt Palmieri -Part 2

1342: Brokers & Peers Discussion with DSR of the Month Matt Palmieri -Part 2

1341: DSR of the Month Matt Palmieri of Gordon Food Service - Pittsburgh

1341: DSR of the Month Matt Palmieri of Gordon Food Service – Pittsburgh

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

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

1339: DSR “FAILURE” IS A REQUIREMENT FOR SALES GROWTH

1339: DSR “FAILURE” IS A REQUIREMENT FOR SALES GROWTH

1338: 100,000 Restaurants Closed Six Months into Pandemic

1338: 100,000 Restaurants Closed Six Months into Pandemic

1337 Let’s Restore and Reshore the Foodservice Industry

1337 Let’s Restore and Reshore the Foodservice Industry

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

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

1335: Make Cold Calls a Game and Practice Them

1335: Make Cold Calls a Game and Practice Them

1334: Random Thoughts & Ideas for Success from Operators that increased sales during COVID-19

1334: Random Thoughts & Ideas for Success from Operators that increased sales during COVID-19

1333: I FORGOT MY MASK!! DSR Tips on What is Working

1333: I FORGOT MY MASK!! DSR Tips on What is Working

1332: DSR of the Month, Michael Carson, Reinhart Foodservice, La Crosse, WI

1332: DSR of the Month, Michael Carson, Reinhart Foodservice, La Crosse, WI

1331: Your Attitude Affects Personal and Professional Growth

1331: Your Attitude Affects Personal and Professional Growth

1330 Customer versus Client--What's the Difference?

1330 Customer versus Client–What’s the Difference?

1329 Mike Budden, Martin Bros. Distributing AFDR’s 2019 DSR of the Year!

1329 Mike Budden, Martin Bros. Distributing AFDR’s 2019 DSR of the Year!

1326: Bob Strauss, DSR of the YEAR and was DSR of the Month, US Foods - Chicago, July 2020

1326: Bob Strauss, DSR of the YEAR and was DSR of the Month, US Foods – Chicago, July 2020

1326: Don’t Worry Cause Every Little Thing is Going to be Alright

1326: Don’t Worry Cause Every Little Thing is Going to be Alright

1325: Veteran DSR Shares Sales Ideas Moving Forward During COVID-19

1325: Veteran DSR Shares Sales Ideas Moving Forward During COVID-19

1324: Feeling Comfortable Eating Inside of a Restaurant Today?

1324: Feeling Comfortable Eating Inside of a Restaurant Today?

1323: Francesca Falcon DSR of the Month Ben E Keith San Antonio

1323: Francesca Falcon DSR of the Month Ben E Keith San Antonio

1322: Staying Power during the Crisis

1322: Staying Power during the Crisis

1321: DSRs You are the Point Man for Customer & Company

1321: DSRs You are the Point Man for Customer & Company

1320: DSR of the Month, Kam Miller of Martin Bros. Distributing Inc.

1320: DSR of the Month, Kam Miller of Martin Bros. Distributing Inc.

1319: What role will DSRs play in rebuilding foodservice once restaurants reopen?

1319: What role will DSRs play in rebuilding foodservice once restaurants reopen?

1318: DSR of the Month Paul Dame from Harbor Foodservice

1318: DSR of the Month Paul Dame from Harbor Foodservice

1317: What's working out on the street right now

1317: What’s working out on the street right now

1316: Welcome to DSR Live 2.0!

1316: Welcome to DSR Live 2.0!

1312: DSRs, don’t panic and let your expertise shine brightly

1312: DSRs, don’t panic and let your expertise shine brightly

1311: We're all connected in the Foodservice Industry

1311: We’re all connected in the Foodservice Industry

1310: Cold Call Game vs. Cold Call Pain

1310: Cold Call Game vs. Cold Call Pain

1309: DSR of the Month, Don Boger, RightWay Food Service, Lima, Ohio

1309: DSR of the Month, Don Boger, RightWay Food Service, Lima, Ohio

1308: Rejection Helps a DSR Focus on Better Preparation

1308: Rejection Helps a DSR Focus on Better Preparation

1307: Tips on Selling Frozen vs Fresh Seafood with High Liner Foods

1307: Tips on Selling Frozen vs Fresh Seafood with High Liner Foods

1306: Greenhorn DSR after 1 ½ Years on the Job

1306: Greenhorn DSR after 1 ½ Years on the Job

1305: Kohl Wholesale’s Bill Williams DSR of the Month

1305: Kohl Wholesale’s Bill Williams DSR of the Month

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

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

1303: Proven Way to Double Your Sales with Your Current Customers

1303: Proven Way to Double Your Sales with Your Current Customers

1303: Proven Way to Double Your Sales with Your Current Customers

1303: Proven Way to Double Your Sales with Your Current Customers

1302: DSRs Need a Balanced Portfolio of Customers from Different Segments

1302: DSRs Need a Balanced Portfolio of Customers from Different Segments

1301: Craig Sapolsky of Sysco - Pittsburgh, AFDR’s DSR of the Month for January 2020

1301: Craig Sapolsky of Sysco – Pittsburgh, AFDR’s DSR of the Month for January 2020

1251: Your Personal Brand Identity in 2020

1251: Your Personal Brand Identity in 2020

1250: Your Attitude Affects Personal and Professional Growth

1250: Your Attitude Affects Personal and Professional Growth

1249: Cinde Shepherd of Cheney Brothers DSR of the Month

1249: Cinde Shepherd of Cheney Brothers DSR of the Month

1239: Restaurant Coach: Here’s Why Most Restaurants Fail

1239: Restaurant Coach: Here’s Why Most Restaurants Fail

1247: Managing Your Accounts Through the Holiday Season

1247: Managing Your Accounts Through the Holiday Season

1246: Owner Operator, previous Broker, gives Insights for working with DSRs

1246: Owner Operator, previous Broker, gives Insights for working with DSRs

1245: DSR of the Month Lee Grigsby of Merchants Foodservice Newberry

1245: DSR of the Month Lee Grigsby of Merchants Foodservice Newberry

1243: DSR of the Year, Grace Lee, Shamrock Foods

1243: DSR of the Year, Grace Lee, Shamrock Foods

1242: Operator explains Loyalty is about Relationships NOT Price

1242: Operator explains Loyalty is about Relationships NOT Price

1241: Easy Way to Reach Sales Goals, Sales Calculator

1241: Easy Way to Reach Sales Goals, Sales Calculator

1240: DSR of the Month Mike Budden of Martin Bros.

1240: DSR of the Month Mike Budden of Martin Bros.

1239: Restaurant Coach: Here’s Why Most Restaurants Fail

1239: Restaurant Coach: Here’s Why Most Restaurants Fail

1238: Double Your Sales with Your Current Customers

1238: Double Your Sales with Your Current Customers

1237: Greenhorns - It’s All About Product Knowledge says Hall of Fame DSR

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

1236: DSR of the Month Speros Velles of City Line Distributors

1236: DSR of the Month Speros Velles of City Line Distributors

1235: Sales' Seeds You Water Will Grow, It’s a Cycle

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

1234: Operator & DSR Discuss Business: Marlot Pace of Ben E. Keith & American Pie Pizza

1234: Operator & DSR Discuss Business: Marlot Pace of Ben E. Keith & American Pie Pizza

1233: Operator’s Relationship with a Product and a DSR

1233: Operator’s Relationship with a Product and a DSR

1232: Doris Mallia of Ben E. Keith - San Antonio DSR of the Month

1232: Doris Mallia of Ben E. Keith – San Antonio DSR of the Month

1231: Cold Calls as a Game vs a Job

1231: Cold Calls as a Game vs a Job

1230: Prospects, does it matter what a DSR/Sales Rep is wearing the first time you meet them?

1230: Prospects, does it matter what a DSR/Sales Rep is wearing the first time you meet them?

1229: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH –

1229: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH –

1228: Opening New Accounts with Three Hall of Fame DSRs

1228: Opening New Accounts with Three Hall of Fame DSRs

1227: DSR of the Month Paul Denis of J. Kings Food Service Professionals

1227: DSR of the Month Paul Denis of J. Kings Food Service Professionals

1226: Prospecting - Opening New Accounts with Hall of Fame DSR

1226: Prospecting – Opening New Accounts with Hall of Fame DSR

1225: The Cost of Pursuing Too Many Prospects

1225: The Cost of Pursuing Too Many Prospects

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

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

1223: Joe Jabkiewicz of Performance Foodservice is DSR of the Month

1223: Joe Jabkiewicz of Performance Foodservice is DSR of the Month

1222: Price Shopper Customers become "Valued Customers”

1222: Price Shopper Customers become “Valued Customers”

1221: Martin Bros. Icon, John Martin Sells the Tough Items

1221: Martin Bros. Icon, John Martin Sells the Tough Items

1220: Dumpster Diving with Grace

1220: Dumpster Diving with Grace

1219: Examples on DSR Consultative Selling from a Hall of Famer

1219: Examples on DSR Consultative Selling from a Hall of Famer

1218: George Heyer of Food Services of America DSR of the Month

1218: George Heyer of Food Services of America DSR of the Month

1217: Blaming makes you a Victim; Taking Responsibility gives you Power

1217: Blaming makes you a Victim; Taking Responsibility gives you Power

1216: DSRs That Are Consistently Consistent Will Sustain Growth

1216: DSRs That Are Consistently Consistent Will Sustain Growth

1215: DSRs, answering calls from your Drivers could help Increase Sales

1215: DSRs, answering calls from your Drivers could help Increase Sales

1214: Brian Perlman of Sysco - Ventura DSR of the Month

1214: Brian Perlman of Sysco – Ventura DSR of the Month

1213: DSRs Need Good Timing and Time Management

1213: DSRs Need Good Timing and Time Management

1212: Double Your Sales with Your Current Customers

1212: Double Your Sales with Your Current Customers

1211: Mercy Chefs Providing Disaster Relief Meals & You Can Help

1211: Mercy Chefs Providing Disaster Relief Meals & You Can Help

1210: DSR of the Month, Jimmy Battaglia, Sirna & Sons Produce

1210: DSR of the Month, Jimmy Battaglia, Sirna & Sons Produce

1209: Operator explains Loyalty is about Relationships NOT Price

1209: Operator explains Loyalty is about Relationships NOT Price

1208: Opening new accounts is David Ross’ specialty

1208: Opening new accounts is David Ross’ specialty

1207: Ready-Fire-Aim! Get out there and Learn

1207: Ready-Fire-Aim! Get out there and Learn

1206: Gerry Weitzman of Ben E Keith DFW DSR of the Month

1206: Gerry Weitzman of Ben E Keith DFW DSR of the Month

1205: Reach Your Goals by Helping Your Company Solve Problems

1205: Reach Your Goals by Helping Your Company Solve Problems

1404: Reach Your Goals by Helping Your Company Solve Problems

1404: Reach Your Goals by Helping Your Company Solve Problems

1204: Saying NO quickly tells you where you stand with a customer

1204: Saying NO quickly tells you where you stand with a customer

1203: Use TIME – SERVICE – GRATITUDE to Keep Your Best Customers

1203: Use TIME – SERVICE – GRATITUDE to Keep Your Best Customers

1202: Achieve Sales & Income Goals in 5 Easy Steps

1202: Achieve Sales & Income Goals in 5 Easy Steps

1201: Darin Fajota of Y. Hata & Co. Ltd. DSR of the Month

1201: Darin Fajota of Y. Hata & Co. Ltd. DSR of the Month

1151: Rejection Helps a DSR Focus on Better Preparation

1151: Rejection Helps a DSR Focus on Better Preparation

1150: Understanding Good Timing and Time Management

1150: Understanding Good Timing and Time Management

1149: Sysco Philly’s Ken Shulski DSR of the Month

1149: Sysco Philly’s Ken Shulski DSR of the Month

1148: Never Give Up and Own the Outcome

1148: Never Give Up and Own the Outcome

1147: A Prospect’s Objections are the Opportunity

1147: A Prospect’s Objections are the Opportunity

1146: DSRs That Are Consistently Consistent Will Sustain Growth

1146: DSRs That Are Consistently Consistent Will Sustain Growth

1145: US FOODS Graham Teel DSR of the Month

1145: US FOODS Graham Teel DSR of the Month

1144: DSR of the Year, Tony DeSio, Maplevale Farms

1144: DSR of the Year, Tony DeSio, Maplevale Farms

1143: Are Food Demos a Lost Art among DSRs?

1143: Are Food Demos a Lost Art among DSRs?

1142: Pipeline Game Changers 60K Should Do It

1142: Pipeline Game Changers 60K Should Do It

1141: Stop Being so Reactive All the Time

1141: Stop Being so Reactive All the Time

1140: Kenny McLain DSR of the Month Merchants Foodservice

1140: Kenny McLain DSR of the Month Merchants Foodservice

1139: Restaurants Need DSRs to Help Them Improve Online Reputation

1139: Restaurants Need DSRs to Help Them Improve Online Reputation

1138: DSRs, Separate Yourself from the DSR Herd

1138: DSRs, Separate Yourself from the DSR Herd

1137: Double Your Sales with Your Current Customers

1137: Double Your Sales with Your Current Customers

1136: Dave Anderson DSR of the Month from Institutional Wholesale Company (IWC Food Service)

1136: Dave Anderson DSR of the Month from Institutional Wholesale Company (IWC Food Service)

1135: Tips on Managing Unprofitable “DOG” Accounts

1135: Tips on Managing Unprofitable “DOG” Accounts

1134: Two Different Kinds of Time to be Managed "Minutes" in your workday and the "Time of Opportunity" - The right or opportune moment in time to make that cold call, ask for the business, help with that menu, or provide suggestions is the time of opportunity/possibility.

1134: Two Different Kinds of Time to be Managed “Minutes” in your workday and the “Time of Opportunity” – The right or opportune moment in time to make that cold call, ask for the business, help with that menu, or provide suggestions is the time of opportunity/possibility.

1133: DSR’s HONESTY is the path to long-term Customer Loyalty and Profitability

1133: DSR’s HONESTY is the path to long-term Customer Loyalty and Profitability

1132: Prospect’s Objections are the Opportunity

1132: Prospect’s Objections are the Opportunity

1131: Ryan Connell of Jordano’s Foodservice DSR of the Month

1131: Ryan Connell of Jordano’s Foodservice DSR of the Month

1130: Attitude affects positive sales growth or lack of it

1130: Attitude affects positive sales growth or lack of it

1129: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH –

1129: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH –

1127: Mark Block of Sysco is DSR of the Month

1127: Mark Block of Sysco is DSR of the Month

1126: DSR CRM Systems Low Compliance Rate, WHY?

1126: DSR CRM Systems Low Compliance Rate, WHY?

1125: Operator Chef Mark Grimes Offers Valuable Tips to DSRs and Distributors

1125: Operator Chef Mark Grimes Offers Valuable Tips to DSRs and Distributors

1124: DSRs If Someone Can Figure This Out, Why Can’t It Be You?

1124: DSRs If Someone Can Figure This Out, Why Can’t It Be You?

1123: Jamie Schadt of Martin Bros. Distributing DSR of the Month

1123: Jamie Schadt of Martin Bros. Distributing DSR of the Month

1122: Open New Accounts by using Market Research vs. Acting like a Salesman

1122: Open New Accounts by using Market Research vs. Acting like a Salesman

1121: If All Distributors' Prices were the Same, why would anyone Buy from YOU?

1121: If All Distributors’ Prices were the Same, why would anyone Buy from YOU?

1120: Owner Operator is Loyal to a DSR IF…

1120: Owner Operator is Loyal to a DSR IF…

1119: Competitors Target YOUR best Customers in their Sales Funnel

1119: Competitors Target YOUR best Customers in their Sales Funnel

1118: Shane Bybee of Gordon Food Service is DSR of the Month

1118: Shane Bybee of Gordon Food Service is DSR of the Month

1117: DSR Lost Millions in one Territory Reclaims in a New Territory

1117: DSR Lost Millions in one Territory Reclaims in a New Territory

1116: Sales and Profit Grow When a DSR Takes Responsibility for Problems

1116: Sales and Profit Grow When a DSR Takes Responsibility for Problems

1115: Samples Matter to This Operator - From Restaurant Depot to Broadliner

1115: Samples Matter to This Operator – From Restaurant Depot to Broadliner

1114: Kathy Miglizzi of Jacmar Foodservice DSR of the Month

1114: Kathy Miglizzi of Jacmar Foodservice DSR of the Month

1113: A Prospects’ Objections are Your Opportunities

1113: A Prospects’ Objections are Your Opportunities

1112: Pack Size Might be Your Pricing Problem

1112: Pack Size Might be Your Pricing Problem

1111: Examples on Consultative Selling from a Hall of Famer

1111: Examples on Consultative Selling from a Hall of Famer

1110: Ben E Keith’s Rick Parks DSR of the Month

1110: Ben E Keith’s Rick Parks DSR of the Month

1109: Practice Cold Calling, you might meet a Governor

1109: Practice Cold Calling, you might meet a Governor

1108: The Right Attitude Determines Your Destination

1108: The Right Attitude Determines Your Destination

1107: Extraordinary Sales Results by using the "DSR ONE THING"

1107: Extraordinary Sales Results by using the “DSR ONE THING”

1106: Grace Lee of Shamrock Foods California DSR of the Month

1106: Grace Lee of Shamrock Foods California DSR of the Month

1105: Opening New Accounts Step-by-Step Action Plan

1105: Opening New Accounts Step-by-Step Action Plan

1104: DSR David Ross Opens New Accounts by Selling Money!

1104: DSR David Ross Opens New Accounts by Selling Money!

1103: Operator’s Relationship with a Product and a DSR

1103: Operator’s Relationship with a Product and a DSR

1102: Sales Goal Calculator Helps Figure How Many Cases You Need to Sell

1102: Sales Goal Calculator Helps Figure How Many Cases You Need to Sell

1101: Don Rouse of Nicholas and Company DSR of the Month

1101: Don Rouse of Nicholas and Company DSR of the Month

1049: Sales and Profit Grow When a DSR Takes Responsibility for Problems

1049: Sales and Profit Grow When a DSR Takes Responsibility for Problems

1048: Brian Scoggin, DSR of the Month, Merchants Foodservice – Jackson, MS

1048: Brian Scoggin, DSR of the Month, Merchants Foodservice – Jackson, MS

1045: Dale Bennecoff of Pocono ProFoods, DSR of the Year

1045: Dale Bennecoff of Pocono ProFoods, DSR of the Year

1044: Greenhorn DSR Lost His First Account Advice Please

1044: Greenhorn DSR Lost His First Account Advice Please

1043: George McGurk DSR of the Month November 2017

1043: George McGurk DSR of the Month November 2017

1042: DSRs Selling Through Objections Grow Sales

1042: DSRs Selling Through Objections Grow Sales

1041: Extraordinary Sales Results by using the "DSR ONE THING"

1041: Extraordinary Sales Results by using the “DSR ONE THING”

1040: DSRs With The Right Attitude = Living With Purpose. You cannot change your destination overnight, but you can change your direction overnight.

1040: DSRs With The Right Attitude = Living With Purpose. You cannot change your destination overnight, but you can change your direction overnight.

1039: Reinhart Shawano’s Mike Lichtfuss DSR of the Month

1039: Reinhart Shawano’s Mike Lichtfuss DSR of the Month

1038: Two Different Kinds of Time to be Managed "Minutes" in your workday and the "Time of Opportunity" - The right or opportune moment in time to make that cold call, ask for the business, help with that menu, or provide suggestions is the time of opportunity/possibility.

1038: Two Different Kinds of Time to be Managed “Minutes” in your workday and the “Time of Opportunity” – The right or opportune moment in time to make that cold call, ask for the business, help with that menu, or provide suggestions is the time of opportunity/possibility.

1037: DSRs of the Future Will not be Order-takers, that’s a thing of the past

1037: DSRs of the Future Will not be Order-takers, that’s a thing of the past

1036: Prospects’ objections are the opportunities!

1036: Prospects’ objections are the opportunities!

1035: Jason Hennigin from Hillcrest Foodservice DSR of the Month

1035: Jason Hennigin from Hillcrest Foodservice DSR of the Month

1034: Rejection Helps a DSR Focus on Better Preparation

1034: Rejection Helps a DSR Focus on Better Preparation

1033: Opening New Accounts Step-by-Step Action Plan Franke Hilson, veteran DSR with Ben E Keith, Little Rock, Arkansas division.

1033: Opening New Accounts Step-by-Step Action Plan Franke Hilson, veteran DSR with Ben E Keith, Little Rock, Arkansas division.

1032: DSRs Achieve your Sales & Income Goals with 5 Easy Action Items

1032: DSRs Achieve your Sales & Income Goals with 5 Easy Action Items

1031: Martin Bros. Icon, John Martin - LEARN & Sell the TOUGH ITEMS to make real money

1031: Martin Bros. Icon, John Martin – LEARN & Sell the TOUGH ITEMS to make real money

1030: Tony DeSio of Maplevale Farms DSR of the Month

1030: Tony DeSio of Maplevale Farms DSR of the Month

1029: Produce Expert DSR Frank Jones – it’s NOT about PRICE

1029: Produce Expert DSR Frank Jones – it’s NOT about PRICE

1028: Insights from DSR Hall of Famer, John Powell

1028: Insights from DSR Hall of Famer, John Powell

1027: Operator says NO Distributor has 100% of the products he purchases

1027: Operator says NO Distributor has 100% of the products he purchases

1026: Lester Lao of Y. Hata & Co. is the July DSR of the Month

1026: Lester Lao of Y. Hata & Co. is the July DSR of the Month

1025 DSRs That Are Consistently Consistent Will Sustain Growth

1025 DSRs That Are Consistently Consistent Will Sustain Growth

1024: Taking Responsibility for Mistakes and Problems Can Help You Grow your Sales

1024: Taking Responsibility for Mistakes and Problems Can Help You Grow your Sales

1023: DSRs, Motivate Yourselves by Thinking About Taking Care of Your Family

1023: DSRs, Motivate Yourselves by Thinking About Taking Care of Your Family

1022: Sysco Detroit’s Patrick Bohr is DSR of the Month

1022: Sysco Detroit’s Patrick Bohr is DSR of the Month

1021: Samples Matter to This Operator - From Restaurant Depot to Broadliner

1021: Samples Matter to This Operator – From Restaurant Depot to Broadliner

1020: Tips from Operators on How DSRs should make Cold Calls on them

1020: Tips from Operators on How DSRs should make Cold Calls on them

1019: Moving from Backup Supplier to Prime Vendor is about RELATIONSHIPS

1019: Moving from Backup Supplier to Prime Vendor is about RELATIONSHIPS

1018: Act like a Salesman you'll get treated like a Salesman

1018: Act like a Salesman you’ll get treated like a Salesman

1017: TPC Food Service’s Mike Nedolast DSR of the Month

1017: TPC Food Service’s Mike Nedolast DSR of the Month

1016: An Effective DSR Sales Call with a Prospect or an Existing Customer. Effective is defined as how well you listen, over time and in multiple interactions, and use what you learn to shape discussions about the value you can provide to the buyer/customer. Your ability to talk about value comes from listening.

1016: An Effective DSR Sales Call with a Prospect or an Existing Customer. Effective is defined as how well you listen, over time and in multiple interactions, and use what you learn to shape discussions about the value you can provide to the buyer/customer. Your ability to talk about value comes from listening.

1015: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH - The more you fail, the more opportunities you’ll have of reaching your goals!

1015: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH – The more you fail, the more opportunities you’ll have of reaching your goals!

1014: The Cost of Pursuing Too Many Prospects and when a great opportunity arrives, that company might not have sufficient resources to pursue it properly.

1014: The Cost of Pursuing Too Many Prospects and when a great opportunity arrives, that company might not have sufficient resources to pursue it properly.

1013: Benjie Bellard of Doerle Food Services, DSR of the Month

1013: Benjie Bellard of Doerle Food Services, DSR of the Month

1012: Tips on Selling Frozen Seafood with High Liner Foods

1012: Tips on Selling Frozen Seafood with High Liner Foods

1011: Pricing & Margin is a Balancing Act --Is your customer comparing apples to apples and pack sizes with the same pack sizes?

1011: Pricing & Margin is a Balancing Act –Is your customer comparing apples to apples and pack sizes with the same pack sizes?

1010: Sales Goal Calculator Helps Figure How Many Cases You Need to Sell

1010: Sales Goal Calculator Helps Figure How Many Cases You Need to Sell

1009: Top Achieving DSRs Focus on What Matters Most. The difference between the DSR top achievers and other DSRs isn’t in their intent, but in their Continued Focus on What Matters Most. Working from a clear sense of PRIORITY seems to be what sets top achieving DSRs apart from the others.

1009: Top Achieving DSRs Focus on What Matters Most. The difference between the DSR top achievers and other DSRs isn’t in their intent, but in their Continued Focus on What Matters Most. Working from a clear sense of PRIORITY seems to be what sets top achieving DSRs apart from the others.

1008: DSR of the Month Ben Bowers of Martin Bros. Distributing

1008: DSR of the Month Ben Bowers of Martin Bros. Distributing

1007: DSR David Ross knows how to Open New Accounts!

1007: DSR David Ross knows how to Open New Accounts!

1006: DSR's HONESTY is the path to long-term Customer Loyalty and Profitability

1006: DSR’s HONESTY is the path to long-term Customer Loyalty and Profitability

1005: Preparation & Motivation Win Super Bowls and Sales Opportunities -- If you’re motivated but not prepared, opportunities will pass you by, and the same goes if you’re prepared but not motivated. Being prepared for the day and the week can turn opportunities into sales!

1005: Preparation & Motivation Win Super Bowls and Sales Opportunities — If you’re motivated but not prepared, opportunities will pass you by, and the same goes if you’re prepared but not motivated. Being prepared for the day and the week can turn opportunities into sales!

1004: Sysco’s Liz Bray DSR of the Month. Liz Bray, a 16-year sales veteran with Sysco - Kansas City, is the latest DSR to be inducted into the AFDR DSR Hall of Fame as the February DSR of the Month.

1004: Sysco’s Liz Bray DSR of the Month. Liz Bray, a 16-year sales veteran with Sysco – Kansas City, is the latest DSR to be inducted into the AFDR DSR Hall of Fame as the February DSR of the Month.

1003: Gratitude as a Sales Strategy, Forget Resolutions…Opt instead for Gratitude

1003: Gratitude as a Sales Strategy, Forget Resolutions…Opt instead for Gratitude

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.

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?

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?

1000: Paul Streeter of Wood Fruitticher Food Service is DSR of the Month

1000: Paul Streeter of Wood Fruitticher Food Service is DSR of the Month

951: Rejection Helps a DSR Focus on Better Preparation. DSRs, how do you react to rejection, and what actions are you taking to avoid more rejections tomorrow? You might want to look at each rejection as a lesson on how to prepare yourself differently for a sales call.

951: Rejection Helps a DSR Focus on Better Preparation. DSRs, how do you react to rejection, and what actions are you taking to avoid more rejections tomorrow? You might want to look at each rejection as a lesson on how to prepare yourself differently for a sales call.

950: DSRs Your Weakness Can Become Your Secret Weapon. Recognizing your weaknesses, and working on them can lead to new strengths, and possibly better ways of accomplishing your goals.

950: DSRs Your Weakness Can Become Your Secret Weapon. Recognizing your weaknesses, and working on them can lead to new strengths, and possibly better ways of accomplishing your goals.

949: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH - The more you fail, the more opportunities you’ll have of reaching your goals!

949: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH – The more you fail, the more opportunities you’ll have of reaching your goals!

948: Jim Leonard of HPC Foodservice DSR of the Month

948: Jim Leonard of HPC Foodservice DSR of the Month

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?

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?

946: DSRs Adopting CRM Account Management Tools Can Build Business DSR compliance is not a new issue in the 36 years I’ve been in the foodservice distribution business, management has always wanted DSRs to fill out reports that show who, when, why and what they’re working on each day… for all the business reasons.

946: DSRs Adopting CRM Account Management Tools Can Build Business DSR compliance is not a new issue in the 36 years I’ve been in the foodservice distribution business, management has always wanted DSRs to fill out reports that show who, when, why and what they’re working on each day… for all the business reasons.

945: DSR of the Year, Dennis Dempsey, Performance Foodservice, Hickory, NC

945: DSR of the Year, Dennis Dempsey, Performance Foodservice, Hickory, NC

944: The "DSR ONE THING" Delivers Extraordinary Sales Results. What is the ONE Thing you can do such that by doing it everything else will be easier or unnecessary? Identify & Learn everything about the Top 200 items (by cases sold) your distribution center sells. Those items could affect almost everything a DSR does each day.

944: The “DSR ONE THING” Delivers Extraordinary Sales Results. What is the ONE Thing you can do such that by doing it everything else will be easier or unnecessary? Identify & Learn everything about the Top 200 items (by cases sold) your distribution center sells. Those items could affect almost everything a DSR does each day.

943: DSR of the Month, Kelly Donohue of Favorite Foods

943: DSR of the Month, Kelly Donohue of Favorite Foods

942: Operators Explain their Likes and Dislikes about DSRs when they're doing business with them, and before they start doing business with them

942: Operators Explain their Likes and Dislikes about DSRs when they’re doing business with them, and before they start doing business with them

941: DSRs Listen to Delivery Drivers explain how they can help you increase your sales if you'll answer your phone when they call no matter what time it is!

941: DSRs Listen to Delivery Drivers explain how they can help you increase your sales if you’ll answer your phone when they call no matter what time it is!

940: Is DSR Role Playing the best way to help DSRs learn better ways to make cold calls? On this show we suggest having veteran DSRs explain how they really make those calls

940: Is DSR Role Playing the best way to help DSRs learn better ways to make cold calls? On this show we suggest having veteran DSRs explain how they really make those calls

939: Ben E. Keith’s Jeff Keel Inducted into DSR Hall of Fame. Jeff explains how ACH payments are part of application process with prospects, Tips for Greenhorns, Walks in the back door of prospects to meet every person he comes in contact with

939: Ben E. Keith’s Jeff Keel Inducted into DSR Hall of Fame. Jeff explains how ACH payments are part of application process with prospects, Tips for Greenhorns, Walks in the back door of prospects to meet every person he comes in contact with

938: If you Act like a Salesman you'll get treated like a saleman most of the time when calling on prospects. Be a customer first, and you'll discover just about everything you'll need to know in order to do business with a prospect

938: If you Act like a Salesman you’ll get treated like a saleman most of the time when calling on prospects. Be a customer first, and you’ll discover just about everything you’ll need to know in order to do business with a prospect

937: Don’t tell me it can’t be done; tell me You can’t do it. Whenever you are faced with issues or situations that seem impossible to overcome, just think if someone can figure this out, why can’t it be you?

937: Don’t tell me it can’t be done; tell me You can’t do it. Whenever you are faced with issues or situations that seem impossible to overcome, just think if someone can figure this out, why can’t it be you?

936: DSRs Selling through Objections Grow Sales. If your prospect or customer raises an objection, that's actually a good sign. The fact that they're talking to you about their objection or concern means that they're giving you a chance to answer it or find a solution.

936: DSRs Selling through Objections Grow Sales. If your prospect or customer raises an objection, that’s actually a good sign. The fact that they’re talking to you about their objection or concern means that they’re giving you a chance to answer it or find a solution.

935: US Foods Tamara L. Bales, DSR of the Month. Tamara’s suggestion to Greenhorns is to develop a passion for this profession. Customers LOVE doing business with DSRs who have PASSION for helping them in their business. Practicing cold-calls helps you get better at doing them.

935: US Foods Tamara L. Bales, DSR of the Month. Tamara’s suggestion to Greenhorns is to develop a passion for this profession. Customers LOVE doing business with DSRs who have PASSION for helping them in their business. Practicing cold-calls helps you get better at doing them.

934: Connect Your Perspective to Your Purpose, Nobody Else Holds Your Keys To Success. It’s a real gift when somebody doesn’t agree with you, because they just opened a door or a window for you to see light through their lens.

934: Connect Your Perspective to Your Purpose, Nobody Else Holds Your Keys To Success. It’s a real gift when somebody doesn’t agree with you, because they just opened a door or a window for you to see light through their lens.

933: Samples Matter to This Operator - From Restaurant Depot to Broadliner. This Chef has bought from broadliners for years and totally understands the concept of a prime vendor, but for the past five or so years has used Restaurant Depot as his main supplier until a DSR brought in a SAMPLE

933: Samples Matter to This Operator – From Restaurant Depot to Broadliner. This Chef has bought from broadliners for years and totally understands the concept of a prime vendor, but for the past five or so years has used Restaurant Depot as his main supplier until a DSR brought in a SAMPLE

932: Disappointment… Keep Pushing or Cut Your Losses? Sometimes you go looking for something in life that should be there for you because you’ve done the work necessary to earn it, but it’s not there for you, and that’s disappointing. It’s the purpose that’s in you and your persistence that determine how far you can grow.

932: Disappointment… Keep Pushing or Cut Your Losses? Sometimes you go looking for something in life that should be there for you because you’ve done the work necessary to earn it, but it’s not there for you, and that’s disappointing. It’s the purpose that’s in you and your persistence that determine how far you can grow.

931: Two Different Kinds of Time to be Managed "Minutes" in your workday and the "Time of Opportunity" - The right or opportune moment in time to make that cold call, ask for the business, help with that menu, or provide suggestions is the time of opportunity/possibility.

931: Two Different Kinds of Time to be Managed “Minutes” in your workday and the “Time of Opportunity” – The right or opportune moment in time to make that cold call, ask for the business, help with that menu, or provide suggestions is the time of opportunity/possibility.

930: Sysco Cincinnati Greg Wagner DSR of the Month

930: Sysco Cincinnati Greg Wagner DSR of the Month

929: DSR's Confidence Matters Just as Much as Ability

929: DSR’s Confidence Matters Just as Much as Ability

928: Mistakes and Problems Can Help You Grow your Sales

928: Mistakes and Problems Can Help You Grow your Sales

927: Greenhorn DSR Lost His First Account, Advice Please

927: Greenhorn DSR Lost His First Account, Advice Please

926: Troy Zimmerman of Martin Bros. is AFDR DSR of the Month

926: Troy Zimmerman of Martin Bros. is AFDR DSR of the Month

925: Secret to Sustainable DSR Sales Growth and Success

925: Secret to Sustainable DSR Sales Growth and Success

924: Top Achieving DSRs Focus on What Matters Most. The difference between the DSR top achievers and other DSRs isn’t in their intent, but in their Continued Focus on What Matters Most. Working from a clear sense of PRIORITY seems to be what sets top achieving DSRs apart from the others.

924: Top Achieving DSRs Focus on What Matters Most. The difference between the DSR top achievers and other DSRs isn’t in their intent, but in their Continued Focus on What Matters Most. Working from a clear sense of PRIORITY seems to be what sets top achieving DSRs apart from the others.

923: Moving from Backup Supplier to Prime Vendor is about RELATIONSHIPS

923: Moving from Backup Supplier to Prime Vendor is about RELATIONSHIPS

922: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH

922: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH

921: Marie Horikawa of HFM Foodservice, DSR of the Month

921: Marie Horikawa of HFM Foodservice, DSR of the Month

920: DSRs Your Weakness Can Become Your Secret Weapon

920: DSRs Your Weakness Can Become Your Secret Weapon

919: A DSR’s Effort needs Direction to Result in Progress

919: A DSR’s Effort needs Direction to Result in Progress

918: YOUR BEST CUSTOMERS are the #1 target in your competitors' Sales Funnel

918: YOUR BEST CUSTOMERS are the #1 target in your competitors’ Sales Funnel

917: Dan Reilly of Ginsberg’s Foods, DSR of the Month

917: Dan Reilly of Ginsberg’s Foods, DSR of the Month

916: Sales goals are a Process, not a Project so What can I do today to enable me to do better tomorrow? If you cannot do what you should do, then do what you can do.

916: Sales goals are a Process, not a Project so What can I do today to enable me to do better tomorrow? If you cannot do what you should do, then do what you can do.

915: An Effective DSR Sales Call with a Prospect or an Existing Customer. Effective is defined as how well you listen, over time and in multiple interactions, and use what you learn to shape discussions about the value you can provide to the buyer/customer. Your ability to talk about value comes from listening.

915: An Effective DSR Sales Call with a Prospect or an Existing Customer. Effective is defined as how well you listen, over time and in multiple interactions, and use what you learn to shape discussions about the value you can provide to the buyer/customer. Your ability to talk about value comes from listening.

914: $10 Million DSR Leverages his Single Source Partnership Sales Program with Prospects

914: $10 Million DSR Leverages his Single Source Partnership Sales Program with Prospects

913: Dale Bennecoff of Pocono ProFoods, DSR of the Month

913: Dale Bennecoff of Pocono ProFoods, DSR of the Month

912: Geenhorn Brandi Parks Uses Drivers to Double-Team Customers

912: Geenhorn Brandi Parks Uses Drivers to Double-Team Customers

911: Rejection Helps a DSR Focus on Better Preparation

911: Rejection Helps a DSR Focus on Better Preparation

910: Owner-Operator Describes Great DSRs as when a DSR is involved with his business to the point that they are able to see problems (and provide solutions) before he has to worry about them.

910: Owner-Operator Describes Great DSRs as when a DSR is involved with his business to the point that they are able to see problems (and provide solutions) before he has to worry about them.

909: Skipper Nelson of Merchants Foodservice, DSR of the Month

909: Skipper Nelson of Merchants Foodservice, DSR of the Month

908: Double your Sales with One Basic Tool. Why is your business limited to the products you’re currently selling to the customers you already have? Because you have not created the one tool that will help you to build upon what you are already selling them. Nine out of 10 DSRs who I work with do not have a complete inventory list prepared for every customer they sell

908: Double your Sales with One Basic Tool. Why is your business limited to the products you’re currently selling to the customers you already have? Because you have not created the one tool that will help you to build upon what you are already selling them. Nine out of 10 DSRs who I work with do not have a complete inventory list prepared for every customer they sell

907: Two Massive Value Added Tips to help Independents and YOU

907: Two Massive Value Added Tips to help Independents and YOU

906: DSRs might not want the Credit Manager on some Cold Calls

906: DSRs might not want the Credit Manager on some Cold Calls

905: AFDR DSR of the Month, Alberto Navarra of Performance Foodservice

905: AFDR DSR of the Month, Alberto Navarra of Performance Foodservice

904: Greenhorn progress report after 8 months on the job

904: Greenhorn progress report after 8 months on the job

903: OPENING NEW ACCOUNTS with a TOP Ben E Keith DSR!! Franke Hilson 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.

903: OPENING NEW ACCOUNTS with a TOP Ben E Keith DSR!! Franke Hilson 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.

902: DSRs Selling through Objections. Too many DSRs think of objections as a bad thing...but they're missing the big picture. If your prospect or customer raises an objection, that's actually a good sign. The fact that they're talking to you about their objection or concern means that they're giving you a chance to answer it or find a solution!

902: DSRs Selling through Objections. Too many DSRs think of objections as a bad thing…but they’re missing the big picture. If your prospect or customer raises an objection, that’s actually a good sign. The fact that they’re talking to you about their objection or concern means that they’re giving you a chance to answer it or find a solution!

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

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

849: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH. Matter of fact, ignorance and failure are the basic building blocks and engines that drive foodservice distributor sales reps forward. Without both, business would come to a standstill.

849: DSR FAILURE IS NOT AN OPTION, IT’S A REQUIREMENT FOR GROWTH. Matter of fact, ignorance and failure are the basic building blocks and engines that drive foodservice distributor sales reps forward. Without both, business would come to a standstill.

848: Restaurant Depot helps Independent Operator with cash flow and inventory

848: Restaurant Depot helps Independent Operator with cash flow and inventory

847: Thurston Foods Jeanne Hamilton DSR of the Month

847: Thurston Foods Jeanne Hamilton DSR of the Month

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

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

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

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

844: Two Different Kinds of Time to be Managed

844: Two Different Kinds of Time to be Managed

843 US FOODS John Powell DSR of the Month

843 US FOODS John Powell DSR of the Month

842: DSRs Need a Balanced Portfolio of Customers from Different Segments

842: DSRs Need a Balanced Portfolio of Customers from Different Segments

841: Expect a Chain Reaction When You Use Your Support Team

841: Expect a Chain Reaction When You Use Your Support Team

840 Operator Kevin Lozoya Buys 100% from DSR Tony…WHY?

840 Operator Kevin Lozoya Buys 100% from DSR Tony…WHY?

839: Donna Reynolds, Reinhart Foodservice, DSR of the month

839: Donna Reynolds, Reinhart Foodservice, DSR of the month

838: It’s a Cycle, the Sales' Seeds You Water, Will Grow

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

837: Disappointment… Keep Pushing or Cut Your Losses?

837: Disappointment… Keep Pushing or Cut Your Losses?

836 DSR Time and Account Management Tools & Engagement

836 DSR Time and Account Management Tools & Engagement

835: Reputation Management Can Help Drive Sales in Your Operators’ Businesses

835: Reputation Management Can Help Drive Sales in Your Operators’ Businesses

834 Ben E Keith Brian Biggs, DSR of the Month

834 Ben E Keith Brian Biggs, DSR of the Month

833: DSR Frustrations Lead to Greatness

833: DSR Frustrations Lead to Greatness

832: DSM helps Greenhorn DSRs build new territory by using Big Data

832: DSM helps Greenhorn DSRs build new territory by using Big Data

831 Don’t give up because the Opportunity is usually Right Around the Corner

831 Don’t give up because the Opportunity is usually Right Around the Corner

830 Shamrock Foods Team, Frank and Mary Kay Pohl Inducted into AFDR DSR Hall of Fame

830 Shamrock Foods Team, Frank and Mary Kay Pohl Inducted into AFDR DSR Hall of Fame

829 Self Oppressions restrict us in reaching our goals

829 Self Oppressions restrict us in reaching our goals

828: DSR Habits are the Path to Success

828: DSR Habits are the Path to Success

827: Operator Panel Discusses with DSRs, Cold Calls

827: Operator Panel Discusses with DSRs, Cold Calls

826: Helping Customers with the Details Helps Margins

826: Helping Customers with the Details Helps Margins

825: Sysco’s Marcy Callahan Inducted into AFDR DSR Hall of Fame

825: Sysco’s Marcy Callahan Inducted into AFDR DSR Hall of Fame

824: Operators Will Tell You How to Provide Great Service if You Ask

824: Operators Will Tell You How to Provide Great Service if You Ask

823 HONESTY is the path to long-term Customer Loyalty and Profitability

823 HONESTY is the path to long-term Customer Loyalty and Profitability

822: Your Competitors are after your Best Customer

822: Your Competitors are after your Best Customer

821 DSR of the Month is Greg Dixon of Brown Foodservice

821 DSR of the Month is Greg Dixon of Brown Foodservice

820 Rejection Helps a DSR Focus on Better Preparation

820 Rejection Helps a DSR Focus on Better Preparation

819: Academy Award Performances by Restaurant Operators Need Academy Award Support by their DSRs

819: Academy Award Performances by Restaurant Operators Need Academy Award Support by their DSRs

818: DSR Grew Business From 5K to 96K Per Week in Just 4 Years

818: DSR Grew Business From 5K to 96K Per Week in Just 4 Years

817 DSR of the Month is Dennis Dempsey of Performance Foodservice

817 DSR of the Month is Dennis Dempsey of Performance Foodservice

816 DSRs Future Goals Require Time Management Today

816 DSRs Future Goals Require Time Management Today

815 The 2nd Most Important DSR Action Item Provides More Gross Profit for both the DSR and the Customer. In most cases, DSRs have not taken the time to sit down with their customers to determine what the right price, or what we call the TARGET price should be. Yep, that’s what I said, what is the target price that you should be selling each product for to every customer? It’s simple math.

815 The 2nd Most Important DSR Action Item Provides More Gross Profit for both the DSR and the Customer. In most cases, DSRs have not taken the time to sit down with their customers to determine what the right price, or what we call the TARGET price should be. Yep, that’s what I said, what is the target price that you should be selling each product for to every customer? It’s simple math.

814 DSRs Benefit from Relationships with All Employees at their Operator’s Businesses

814 DSRs Benefit from Relationships with All Employees at their Operator’s Businesses

813 Part 2 Helping Your Customers Grow, DSR of the Month Jared Rideout

813 Part 2 Helping Your Customers Grow, DSR of the Month Jared Rideout

812 Jared Rideout of Ben E. Keith, Oklahoma, DSR of the Month

812 Jared Rideout of Ben E. Keith, Oklahoma, DSR of the Month

811: Greenhorn DSRs Find Product Knowledge a Frustrating Barrier

811: Greenhorn DSRs Find Product Knowledge a Frustrating Barrier

810: DSRs Selling through Objections

810: DSRs Selling through Objections

809: Future of DSRs is about controlling the sales channel chaos

809: Future of DSRs is about controlling the sales channel chaos

808: Frank Jones of FSA, Spokane, WA Inducted into DSR Hall of Fame

808: Frank Jones of FSA, Spokane, WA Inducted into DSR Hall of Fame

807: Foodservice Distribution is the New Wild West

807: Foodservice Distribution is the New Wild West

806: Don’t Let Your Weaknesses Keep You from Reaching Your Sales Goals

806: Don’t Let Your Weaknesses Keep You from Reaching Your Sales Goals

805: PROSPECTS & NEW ACCOUNT RESEARCH

805: PROSPECTS & NEW ACCOUNT RESEARCH

804 Joshua Notestine Inducted into the AFDR DSR Hall of Fame

804 Joshua Notestine Inducted into the AFDR DSR Hall of Fame

803 Secret to Sustainable Sales Growth and Success

803 Secret to Sustainable Sales Growth and Success

802 Cold Call on a Governor, True Story

802 Cold Call on a Governor, True Story

801: 5 Easy Steps to Reach Your Sales & Income Goals!!

801: 5 Easy Steps to Reach Your Sales & Income Goals!!

800: Kevin Oprandi of RDP Foodservice Inducted Into DSR Hall of Fame

800: Kevin Oprandi of RDP Foodservice Inducted Into DSR Hall of Fame

749: Getting Ahead in the New Year by Being Your Customer’s Best Employee

749: Getting Ahead in the New Year by Being Your Customer’s Best Employee

748: Delivery Drivers Can Be a DSR’s #1 Specialist

748: Delivery Drivers Can Be a DSR’s #1 Specialist

747 Troyer Foods Joe Adam Inducted into the DSR Hall of Fame

747 Troyer Foods Joe Adam Inducted into the DSR Hall of Fame

746 Martin Bros. Icon says to LEARN & Sell the TOUGH ITEMS to make real money

746 Martin Bros. Icon says to LEARN & Sell the TOUGH ITEMS to make real money

745: The Consolidation Ripple Effect on DSRs

745: The Consolidation Ripple Effect on DSRs

744: HFM Foodservice’s George Hewitt is DSR of the Month

744: HFM Foodservice’s George Hewitt is DSR of the Month

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

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

742: Your Best Customers--Targets for Your Competitor

742: Your Best Customers–Targets for Your Competitor

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

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

740: 2 tips for DSRs to add MASSIVE VALUE to your Independent Operator

740: 2 tips for DSRs to add MASSIVE VALUE to your Independent Operator

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

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

738: Ben E Keith DSR Makes it Impossible for Customers to Stop Relying On Him

738: Ben E Keith DSR Makes it Impossible for Customers to Stop Relying On Him

737: DSRs can increase sales by dedicating 1 day each week & using technology

737: DSRs can increase sales by dedicating 1 day each week & using technology

736: DSR HONESTY Generates Long-term Customers and Profitability

736: DSR HONESTY Generates Long-term Customers and Profitability

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

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

734: The "DSR ONE THING" Delivers Extraordinary Sales Results. What is the ONE Thing you can do such that by doing it everything else will be easier or unnecessary? Identify & Learn everything about the Top 200 items (by cases sold) your distribution center sells. Those items could affect almost everything a DSR does each day.

734: The “DSR ONE THING” Delivers Extraordinary Sales Results. What is the ONE Thing you can do such that by doing it everything else will be easier or unnecessary? Identify & Learn everything about the Top 200 items (by cases sold) your distribution center sells. Those items could affect almost everything a DSR does each day.

733: DSRs’ Dress Code Matters to 78% of Prospects

733: DSRs’ Dress Code Matters to 78% of Prospects

732: 5 Easy Steps to Reach Your Sales & Income Goals

732: 5 Easy Steps to Reach Your Sales & Income Goals

731: Clyde Gassert of FSA Inducted into the DSR Hall of Fame

731: Clyde Gassert of FSA Inducted into the DSR Hall of Fame

730: DSRs’ Brand Identity Will Separate Them from Other Reps

730: DSRs’ Brand Identity Will Separate Them from Other Reps

729: Pricing/Margin – Is your customer comparing apples to apples (pack sizes)?

729: Pricing/Margin – Is your customer comparing apples to apples (pack sizes)?

728: Getting ahead is Getting Started

728: Getting ahead is Getting Started

727: $10 Million DSR Leverages his Single Source Partnership Sales Program with Prospects

727: $10 Million DSR Leverages his Single Source Partnership Sales Program with Prospects

726: Kohl Wholesale’s Paul Bauer of Quincy, Illinois Inducted into the Hall of Fame

726: Kohl Wholesale’s Paul Bauer of Quincy, Illinois Inducted into the Hall of Fame

725: Operator Says NO Distributor Has 100% of His Products

725: Operator Says NO Distributor Has 100% of His Products

724: John Martin says LEARN & Sell the TOUGH ITEMS to make real money

724: John Martin says LEARN & Sell the TOUGH ITEMS to make real money

723: OPENING NEW ACCOUNTS with a TOP Ben E Keith DSR!!

723: OPENING NEW ACCOUNTS with a TOP Ben E Keith DSR!!

722: Dixie Produce’s Andrew Bird Wins AFDR DSR of the Month

722: Dixie Produce’s Andrew Bird Wins AFDR DSR of the Month

721: How can TV make you and your customer more money?

721: How can TV make you and your customer more money?

720: Your Competitors are after your Best Customer

720: Your Competitors are after your Best Customer

719: Martin Bros. VP of Sales on Analyzing & Managing Your Small Accounts

719: Martin Bros. VP of Sales on Analyzing & Managing Your Small Accounts

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

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

717: A REAL Cold Call on a prospect who’s happy with current supplier

717: A REAL Cold Call on a prospect who’s happy with current supplier

716: Make Yourself the Prime Vendor

716: Make Yourself the Prime Vendor

715: "Don’t tell me it can’t be done; tell me You can’t do it." - Don Tyson

715: “Don’t tell me it can’t be done; tell me You can’t do it.” – Don Tyson

714: DSRs Taking Responsibility for Problems & Errors

714: DSRs Taking Responsibility for Problems & Errors

713: Shamrock Foods, Kathi Bassham Inducted into DSR Hall of Fame

713: Shamrock Foods, Kathi Bassham Inducted into DSR Hall of Fame

712: Opening new accounts, Tips from Hall of Famer, Melissa Anderson

712: Opening new accounts, Tips from Hall of Famer, Melissa Anderson

711: Ben E Keith DSR Makes it Impossible for Customers to Stop Relying On Him

711: Ben E Keith DSR Makes it Impossible for Customers to Stop Relying On Him

710: Operator says it's not about the price; it's about quality and relationships

710: Operator says it’s not about the price; it’s about quality and relationships

709: Performance Foodservice’s, Dean Adams Inducted into the DSR Hall of Fame

709: Performance Foodservice’s, Dean Adams Inducted into the DSR Hall of Fame

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

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

707: GUARANTEE Account Penetration & Squash Competition

707: GUARANTEE Account Penetration & Squash Competition

706: DSR David Ross knows how to Open New Accounts

706: DSR David Ross knows how to Open New Accounts

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

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

704: Club Sandwich Cold Call… ”Undercover VIDEO” discoveries using a club sandwich for a minimum order

704: Club Sandwich Cold Call… ”Undercover VIDEO” discoveries using a club sandwich for a minimum order

703: Sales Goals are a Process, Not a Project

703: Sales Goals are a Process, Not a Project

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

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

701: DSR of the Month, Henrik Behrmann, Seashore Food Distributors

701: DSR of the Month, Henrik Behrmann, Seashore Food Distributors

649: OMG! What just happened to foodservice distribution last week?

649: OMG! What just happened to foodservice distribution last week?

648: DSRS, WHAT ARE YOU DOING TO PREVENT THE LOSS OF YOUR BEST CUSTOMERS???

648: DSRS, WHAT ARE YOU DOING TO PREVENT THE LOSS OF YOUR BEST CUSTOMERS???

647: Paul Haskins of Pate Dawson-Southern Foods is AFDR’s DSR of the Month

647: Paul Haskins of Pate Dawson-Southern Foods is AFDR’s DSR of the Month

646: Price or Value… Which one is out of line?

646: Price or Value… Which one is out of line?

645: DSRs, If Your Competitor's Pricing Was The Same On Every Product As Yours was, Why Would Customers Buy From You?

645: DSRs, If Your Competitor’s Pricing Was The Same On Every Product As Yours was, Why Would Customers Buy From You?

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

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

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

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

642: DSR Of The Year, Pam Story

642: DSR Of The Year, Pam Story

641: A DSR’s Attitude is Everything

641: A DSR’s Attitude is Everything

640: DSRs Taking Responsibility for Problems

640: DSRs Taking Responsibility for Problems

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

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

638: Operator Says DSR Influences 90 Percent of Her Decisions

638: Operator Says DSR Influences 90 Percent of Her Decisions

637: A/R Be A Credit Specialist...

637: A/R Be A Credit Specialist…

636: What Drives You Crazy About DSRs?

636: What Drives You Crazy About DSRs?

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

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

634: DSR Deliveries, FDA says Keep Below 40 degrees

634: DSR Deliveries, FDA says Keep Below 40 degrees

633: Will Calls, Hot Shots, Emergency Runs, DSR Deliveries

633: Will Calls, Hot Shots, Emergency Runs, DSR Deliveries

632 DSRs: “TWO Things” to Double Your Sales with Current Customers

632 DSRs: “TWO Things” to Double Your Sales with Current Customers

631: Melissa Anderson of Ben E Keith, San Antonio, Inducted into the Hall of Fame

631: Melissa Anderson of Ben E Keith, San Antonio, Inducted into the Hall of Fame

630: Operator Panel-A DSR’s First Call on a customer

630: Operator Panel-A DSR’s First Call on a customer

629: DSR Motivation-Four Basic Steps

629: DSR Motivation-Four Basic Steps

628: Operators’ Likes and Dislikes about DSRs

628: Operators’ Likes and Dislikes about DSRs

627 :“Restaurant POSSIBLE:” A Good DSR’s Daily Routine

627 :“Restaurant POSSIBLE:” A Good DSR’s Daily Routine

626 : US Foods, Robert Wiles, DSR of the Month

626 : US Foods, Robert Wiles, DSR of the Month

625: Minimize Will Calls & Penetrate Existing Accounts

625: Minimize Will Calls & Penetrate Existing Accounts

624: DSRs need to help their customers run their business starting TODAY!!

624: DSRs need to help their customers run their business starting TODAY!!

623: Taking Price out of the Conversation

623: Taking Price out of the Conversation

622: Scott Boeyink, Appert’s Foodservice/Sysco, St. Cloud, Minnesota Inducted into the Hall of Fame

622: Scott Boeyink, Appert’s Foodservice/Sysco, St. Cloud, Minnesota Inducted into the Hall of Fame

621 : Cold Call: Hunt for problems, which become opportunities!

621 : Cold Call: Hunt for problems, which become opportunities!

620: Margin = Pricing Strategy--It’s a Real Balancing Act

620: Margin = Pricing Strategy–It’s a Real Balancing Act

619: Owner/Operator, Chad Beardon of Click’s Steakhouse

619: Owner/Operator, Chad Beardon of Click’s Steakhouse

618: Chef/Specialty Distributor DSR, Kyle Bernstein

618: Chef/Specialty Distributor DSR, Kyle Bernstein

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

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

616: Mom & Pop Operator Buys from 5 Distributors

616: Mom & Pop Operator Buys from 5 Distributors

615: Hospital Foodservice Director needs DSR’s help

615: Hospital Foodservice Director needs DSR’s help

614: The Late Michael Hirsch, Ben E Keith DSR, leaves a Lasting Impression

614: The Late Michael Hirsch, Ben E Keith DSR, leaves a Lasting Impression

613: Operator Needs Backup Distributor for Brands He Wants

613: Operator Needs Backup Distributor for Brands He Wants

612: Prospects & Pricing, what about the garbage?

612: Prospects & Pricing, what about the garbage?

611: DSRs, Separate Yourself From the DSR Herd

611: DSRs, Separate Yourself From the DSR Herd

610: Todd Utley, Southern Foods, Bowling Green, KY, Inducted into the Hall of Fame

610: Todd Utley, Southern Foods, Bowling Green, KY, Inducted into the Hall of Fame

609: Pricing is YOUR Issue, Not your Company’s Issue

609: Pricing is YOUR Issue, Not your Company’s Issue

608: Truck Drivers & DSRs Working Together = Profits

608: Truck Drivers & DSRs Working Together = Profits

607: I would if I could, but I can’t, so I won’t. REALLY??

607: I would if I could, but I can’t, so I won’t. REALLY??

606: Y. Hata’s Lisa Nakagawa Inducted into the Hall of Fame

606: Y. Hata’s Lisa Nakagawa Inducted into the Hall of Fame

605: “Restaurant POSSIBLE:” A Good DSR’s Daily Routine

605: “Restaurant POSSIBLE:” A Good DSR’s Daily Routine

604: Backup Supplier to Prime Vendor is about RELATIONSHIPS

604: Backup Supplier to Prime Vendor is about RELATIONSHIPS

603: Successful DSRs Don’t Take Short Cuts

603: Successful DSRs Don’t Take Short Cuts

602: Sales’ Plan Goals are a Process, Not a Project

602: Sales’ Plan Goals are a Process, Not a Project

Paul Body, Florida Food Service, DSR of the Month, January 2013

Paul Body, Florida Food Service, DSR of the Month, January 2013

Happy Holidays from AFDR

Happy Holidays from AFDR

551: It’s Hard to Switch Distributors Says Operator Mike Peterson

551: It’s Hard to Switch Distributors Says Operator Mike Peterson

549: “How I Would Like To Be Cold Called On,” Jim Douglas, Restaurant Owner

549: “How I Would Like To Be Cold Called On,” Jim Douglas, Restaurant Owner

548: DSR of the Month, Glen Reiterman, Michael’s Finer Meats and Seafoods

548: DSR of the Month, Glen Reiterman, Michael’s Finer Meats and Seafoods

547: Two Easy Sales Tips on Doubling Your Sales with Current Customers

547: Two Easy Sales Tips on Doubling Your Sales with Current Customers

AFDR Wishes Everyone A Happy and Safe Thanksgiving

AFDR Wishes Everyone A Happy and Safe Thanksgiving

546: AFDR and Heinz support Veterans with “Our Turn to Serve” QR code campaign

546: AFDR and Heinz support Veterans with “Our Turn to Serve” QR code campaign

545: US Foods, Chicago’s Ozzie Calhoun Inducted into AFDR Hall of Fame

545: US Foods, Chicago’s Ozzie Calhoun Inducted into AFDR Hall of Fame

AFDR ANNOUNCES “DSR OF THE YEAR” WINNER, TONY GONZALES OF SHAMROCK FOODS

AFDR ANNOUNCES “DSR OF THE YEAR” WINNER, TONY GONZALES OF SHAMROCK FOODS

543: Samples Work!!! Owner/Operator Peggy Sweet Explains in Detail

543: Samples Work!!! Owner/Operator Peggy Sweet Explains in Detail

542: AFDR and Heinz support Veterans with “Our Turn to Serve” QR code campaign

542: AFDR and Heinz support Veterans with “Our Turn to Serve” QR code campaign

541: Profitable Sales Come with Product Knowledge: 4 Step Greenhorn Training

541: Profitable Sales Come with Product Knowledge: 4 Step Greenhorn Training

540: Josh Rector Inducted into AFDR Hall of Fame

540: Josh Rector Inducted into AFDR Hall of Fame

539: COP Equals BIG Dollars, Side Dishes and Other Ingredients = Profits

539: COP Equals BIG Dollars, Side Dishes and Other Ingredients = Profits

538: Tips for NEW Sales Reps/Greenhorns, the first 6 months

538: Tips for NEW Sales Reps/Greenhorns, the first 6 months

537: Pit Master, “Chopped” Finalist, Steve Overlay knows which Products he wants

537: Pit Master, “Chopped” Finalist, Steve Overlay knows which Products he wants

536: Pedro Bossy Inducted into AFDR Hall of Fame

536: Pedro Bossy Inducted into AFDR Hall of Fame

535: Act Like a Salesman and You’ll Get Treated Like a Salesman

535: Act Like a Salesman and You’ll Get Treated Like a Salesman

534: Product Knowledge Defines a DSR’s Success

534: Product Knowledge Defines a DSR’s Success

533: Overcoming Barriers: What good DSRs do every day!

533: Overcoming Barriers: What good DSRs do every day!

532: Sysco-Philly’s, Frank Bellace - Selling after 5 PM

532: Sysco-Philly’s, Frank Bellace – Selling after 5 PM

531: Sysco Philly’s Frank Bellace, AFDR Hall of Fame Inductee

531: Sysco Philly’s Frank Bellace, AFDR Hall of Fame Inductee

530: Part 2: DSRs Learn How to Manage Your Boss & Visa Versa

530: Part 2: DSRs Learn How to Manage Your Boss & Visa Versa

529: DSR & Sales Manager Series

529: DSR & Sales Manager Series

528: Great Example of Taking Price out of the Conversation

528: Great Example of Taking Price out of the Conversation

527: DSR of the Month, Ray Eal of RDP Foodservice, Columbus, Ohio

527: DSR of the Month, Ray Eal of RDP Foodservice, Columbus, Ohio

526: Overcoming Objections by Turning Them into Opportunities

526: Overcoming Objections by Turning Them into Opportunities

525: “How I Would Like To Be Cold Called On,” Jim Douglas, Restaurant Owner

525: “How I Would Like To Be Cold Called On,” Jim Douglas, Restaurant Owner

524: Try Something Different This Summer

524: Try Something Different This Summer

523: Pam Story, DSR of the Month, AFDR Hall of Fame Inductee

523: Pam Story, DSR of the Month, AFDR Hall of Fame Inductee

522: Why Would Any Customer Buy From You?

522: Why Would Any Customer Buy From You?

521: Truck Drivers Are DSRs #1 Specialist

521: Truck Drivers Are DSRs #1 Specialist

520: Margin = Pricing Strategy--It’s a Real Balancing Act

520: Margin = Pricing Strategy–It’s a Real Balancing Act

519: If all pricing was the same, why would customers buy from you?

519: If all pricing was the same, why would customers buy from you?

518: Steaks or Cigarettes? asks new Hall of Famer, Adam Hittner

518: Steaks or Cigarettes? asks new Hall of Famer, Adam Hittner

517: DSR Amy Mrozinski is Operator Jude’s Café’s BEST Employee

517: DSR Amy Mrozinski is Operator Jude’s Café’s BEST Employee

516: DSR Complaints Could Equal New Opportunities

516: DSR Complaints Could Equal New Opportunities

515: DSR of the Month, Dave Ross “Chases Knowledge” to Keep Learning

515: DSR of the Month, Dave Ross “Chases Knowledge” to Keep Learning

514: DSR of the Month Dave Ross Sells Money, Not Products

514: DSR of the Month Dave Ross Sells Money, Not Products

513: “Sales Conversations” are why DSR Amy Mrozinski still takes orders herself

513: “Sales Conversations” are why DSR Amy Mrozinski still takes orders herself

512: Crab, Atlantic & Pacific Cod, Salmon, Tilapia, Surimi

512: Crab, Atlantic & Pacific Cod, Salmon, Tilapia, Surimi

511: Seafood Tips for the Season from Two Seafood Vets

511: Seafood Tips for the Season from Two Seafood Vets

510: Hawaii’s Kelly Wall Surfs to the Top for March’s DSR of the Month/Hall of Fame Honors

510: Hawaii’s Kelly Wall Surfs to the Top for March’s DSR of the Month/Hall of Fame Honors

509: “Price Shopper Customers” become “Valued Customers”

509: “Price Shopper Customers” become “Valued Customers”

507: Operator, Peggy Sweet of the “Comet Bowl” Is Striking It Big

507: Operator, Peggy Sweet of the “Comet Bowl” Is Striking It Big

506: Mom & Pop’s and Assisted Living are the Bread ‘n Butter for Marlot Pace, AFDR’s DSR of the Month

506: Mom & Pop’s and Assisted Living are the Bread ‘n Butter for Marlot Pace, AFDR’s DSR of the Month

505: DSR of the Month, Marlot Pace, Is The Reason For Her Customers’ Success!

505: DSR of the Month, Marlot Pace, Is The Reason For Her Customers’ Success!

503 – 16 Million Dollar DSR, Listen Twice as much as Talking

503 – 16 Million Dollar DSR, Listen Twice as much as Talking

502: Collecting Money & Taking Responsibility

502: Collecting Money & Taking Responsibility

501: DSR of the Month, Mark Pellman, Ginsberg’s Foods, Inc.

501: DSR of the Month, Mark Pellman, Ginsberg’s Foods, Inc.

448: DSRs, What's your Passion/Brand Identity?

448: DSRs, What’s your Passion/Brand Identity?

447- Legendary Customer Service, DSR of the Month, Chester Gatliff

447- Legendary Customer Service, DSR of the Month, Chester Gatliff

446: Your Sales Plan For 2012 - Don’t Wait!!

446: Your Sales Plan For 2012 – Don’t Wait!!

445: Collecting Money: How DSR of the Month, Don Snyder conquers A/R

445: Collecting Money: How DSR of the Month, Don Snyder conquers A/R

444: US Foods, Don Snyder, AFDR’s DSR of the Month

444: US Foods, Don Snyder, AFDR’s DSR of the Month

443: Act like a Salesman, you’ll get treated like a Salesman

443: Act like a Salesman, you’ll get treated like a Salesman

442: Don’t Ever Give Up On a Potential Customer You Really Want to Sell

442: Don’t Ever Give Up On a Potential Customer You Really Want to Sell

440: DSR of the Month, Corey Young, Jordano’s Foodservice

440: DSR of the Month, Corey Young, Jordano’s Foodservice

438: Cold Call: Hunt for problems, which become opportunities!

438: Cold Call: Hunt for problems, which become opportunities!

437: This Cold Call might get you thrown into the meat cooler!

437: This Cold Call might get you thrown into the meat cooler!

436: DSR of the Month, Gary Anderson, Sysco, West Coast Florida

436: DSR of the Month, Gary Anderson, Sysco, West Coast Florida

435: Oh, how those specialist can help turn a small account into a large one

435: Oh, how those specialist can help turn a small account into a large one

434: DSRs and Drivers -“Where the rubber really meets the road!” Part two

434: DSRs and Drivers -“Where the rubber really meets the road!” Part two

433: DSRs and Drivers -“Where the rubber really meets the road!” Part one

433: DSRs and Drivers -“Where the rubber really meets the road!” Part one

432:Gary Borcherding, Farner Bocken, C-Store the new way

432:Gary Borcherding, Farner Bocken, C-Store the new way

431: Gary Borcherding named to Hall of Fame

431: Gary Borcherding named to Hall of Fame

430: High prices are lame excuse for DSRs

430: High prices are lame excuse for DSRs

429: Avoiding summertime "cruise control"

429: Avoiding summertime “cruise control”

428: Friday sales meetings

428: Friday sales meetings

427: Colby Wilbur, RFS and Chris Moore, Vacation Planning

427: Colby Wilbur, RFS and Chris Moore, Vacation Planning

426: DSR Independence Day... give this tune a try!

426: DSR Independence Day… give this tune a try!

425: Dave and Todd’s excellent DSR adventure at Technomic!

425: Dave and Todd’s excellent DSR adventure at Technomic!

423: The characteristics of Hall of Fame DSRs

423: The characteristics of Hall of Fame DSRs

422: Operator Brad Taylor, DSRs Answer Your Phone

422: Operator Brad Taylor, DSRs Answer Your Phone

421: Trust in your DSR…<br> the secret to success!

421: Trust in your DSR…
the secret to success!

420: Re-think ideas you bring to operators… especially to hospitals

420: Re-think ideas you bring to operators… especially to hospitals

419: LISTENING- The #1 selling skill many DSRs forget

419: LISTENING- The #1 selling skill many DSRs forget

418: DSR looks for mousehole to open new account

418: DSR looks for mousehole to open new account

417: Successful DSRs focus on 80/20 rule when it comes to products

417: Successful DSRs focus on 80/20 rule when it comes to products

416: DSRs monitor customers, competitors with browser!

416: DSRs monitor customers, competitors with browser!

415: "Nightmare" DSR is now motivating others

415: “Nightmare” DSR is now motivating others

414: Brian Collins of IFH joins AFDR Hall of Fame!

414: Brian Collins of IFH joins AFDR Hall of Fame!

413: Relationships, Relationships-Breaking off a relationship… with a product!

413: Relationships, Relationships-Breaking off a relationship… with a product!

412: Finding Little Debbie… a DSR story on winning a platinum operator account

412: Finding Little Debbie… a DSR story on winning a platinum operator account

410: Top of the morning... tips on selling corned beef

410: Top of the morning… tips on selling corned beef

409: Franke Hilson, Cold Calls, Top Ten Things He Does

409: Franke Hilson, Cold Calls, Top Ten Things He Does

408: DSR samples wrong product... on purpose!

408: DSR samples wrong product… on purpose!

406: Get customers to talk about your DSR talents!

406: Get customers to talk about your DSR talents!

405: DSR Hall of Famer strives to be “an original”

405: DSR Hall of Famer strives to be “an original”

404: A better way for DSRs to “show and tell”

404: A better way for DSRs to “show and tell”

403: Sorority values DSR's no-nonsense approach

403: Sorority values DSR’s no-nonsense approach

402: DSR Hall of Famer talks brokers, spiffs and<br> who should run the cash register!

402: DSR Hall of Famer talks brokers, spiffs and
who should run the cash register!

401: Tony Gonzales inducted into Hall of Fame!

401: Tony Gonzales inducted into Hall of Fame!

351: DSRs… avoid pricing questions by talking garbage with customer

351: DSRs… avoid pricing questions by talking garbage with customer

350: All DSRs ask of Santa are simple sales goals

350: All DSRs ask of Santa are simple sales goals

349: DSR explains the good behind small accounts

349: DSR explains the good behind small accounts

349: DSR explains the good behind small accounts

349: DSR explains the good behind small accounts

348: Veteran DSR of 31 years succeeds through good ‘ol fashioned customer service

348: Veteran DSR of 31 years succeeds through good ‘ol fashioned customer service

347: DSR Thanksgiving: Do you appreciate your loyal customers?

347: DSR Thanksgiving: Do you appreciate your loyal customers?

346: Chef to presidents and queens says DSRs are key partner

346: Chef to presidents and queens says DSRs are key partner

345: Do you know any DSRs who are BODAs?

345: Do you know any DSRs who are BODAs?

344: Labatt’s Isaac Trujillo enters Hall of Fame

344: Labatt’s Isaac Trujillo enters Hall of Fame

343: Are food demos a lost art among DSRs?

343: Are food demos a lost art among DSRs?

342: DSRs should kiss customers ‘til their<br> mouths bleed

342: DSRs should kiss customers ‘til their
mouths bleed

341: Should DSRs drop their small accounts to grow business?

341: Should DSRs drop their small accounts to grow business?

340: Sysco MA Ralph Owens inducted<br>into DSR Hall of Fame

340: Sysco MA Ralph Owens inducted
into DSR Hall of Fame

338: Can school districts be next big street accounts for DSRs?

338: Can school districts be next big street accounts for DSRs?

337: Chef turned DSR continues to learn about “the other side”

337: Chef turned DSR continues to learn about “the other side”

336: Cold calls, sales managers and other<br>DSR <i>Live!</i> segments never heard before

336: Cold calls, sales managers and other
DSR Live! segments never heard before

335: Hall of Fame DSR focuses on being his own best competitor to drive $5 million in sales

335: Hall of Fame DSR focuses on being his own best competitor to drive $5 million in sales

331: DSR Hall-of-Famer built $6 million in sales by focusing on the small stuff

331: DSR Hall-of-Famer built $6 million in sales by focusing on the small stuff

330: DSR talks about growing business, social media

330: DSR talks about growing business, social media

329: Tulsa operator believes DSR makes things simpler for him

329: Tulsa operator believes DSR makes things simpler for him

328: DSRs who don’t listen… drives Alabama restaurant owner crazy!

328: DSRs who don’t listen… drives Alabama restaurant owner crazy!

327: DSR Hall of Famer: Teamwork and customer psychology are keys to success

327: DSR Hall of Famer: Teamwork and customer psychology are keys to success

326: Is DSR “role playing” a kids game we’ve all grown out of?

326: Is DSR “role playing” a kids game we’ve all grown out of?

325: Prioritize your DSR cold calls... and other sales myths

325: Prioritize your DSR cold calls… and other sales myths

324: Going from a rookie to vet DSR: Joe explains it all!

324: Going from a rookie to vet DSR: Joe explains it all!

323: DSR Hall of Famer turns smallwares into big bucks… and nearly eliminates A/R

323: DSR Hall of Famer turns smallwares into big bucks… and nearly eliminates A/R

322: Top Ben E. Keith DSR explains that sales will follow if you keep the right goal in mind

322: Top Ben E. Keith DSR explains that sales will follow if you keep the right goal in mind

321: Popular sports bar operator relies on food pros, not sales people

321: Popular sports bar operator relies on food pros, not sales people

320: Will Calls should not become <br>DSR Won’t Calls

320: Will Calls should not become
DSR Won’t Calls

319: Let’s keep DSRs ignorant!

319: Let’s keep DSRs ignorant!

318: Cold calls separate rich DSRs from poor DSRs

318: Cold calls separate rich DSRs from poor DSRs

317: What do a DSR $250 drawing, chicken wings and parfaits have in common?

317: What do a DSR $250 drawing, chicken wings and parfaits have in common?

316: Avoid being a DSR if you want to work less than 40 hours this week

316: Avoid being a DSR if you want to work less than 40 hours this week

315: New DSR job description: Foodservice buyer on the fly!

315: New DSR job description: Foodservice buyer on the fly!

312: Operator's business goes to Sysco MA who goes extra mile

312: Operator’s business goes to Sysco MA who goes extra mile

311: Cold calls: Breaking through when an operator doesn’t need another DSR!

311: Cold calls: Breaking through when an operator doesn’t need another DSR!

310: DSR cold calls… and getting your just (and profitable) desserts!

310: DSR cold calls… and getting your just (and profitable) desserts!

309: Cold call homework... DSR knowledge in a club sandwich

309: Cold call homework… DSR knowledge in a club sandwich

316: Avoid being a DSR if you want to work less than 40 hours this week

316: Avoid being a DSR if you want to work less than 40 hours this week

308: DSRs, your choice: performance review or a colonoscopy (without drugs)

308: DSRs, your choice: performance review or a colonoscopy (without drugs)

306: Ways DSRs can deal with unprofitable DOG accounts

306: Ways DSRs can deal with unprofitable DOG accounts

306: Ways DSRs can deal with unprofitable DOG accounts

306: Ways DSRs can deal with unprofitable DOG accounts

305: Next big DSR thing might be a bird of a different feather

305: Next big DSR thing might be a bird of a different feather

305: Next big DSR thing might be a bird of a different feather

305: Next big DSR thing might be a bird of a different feather

304: Fast DSR profits using a little creative menu marketing

304: Fast DSR profits using a little creative menu marketing

303: Little known DSR secrets about Dot Foods

303: Little known DSR secrets about Dot Foods

302: When DSRs become the Weiner Saints of Foodservice

302: When DSRs become the Weiner Saints of Foodservice

250: A DSR Saga… Greenhorn doesn’t take “no” for answer

250: A DSR Saga… Greenhorn doesn’t take “no” for answer

249: A DSR Saga… Greenhorn lands multi-million dollar account

249: A DSR Saga… Greenhorn lands multi-million dollar account

248: A DSR Thanksgiving... to buyers!

248: A DSR Thanksgiving… to buyers!

301: What do parrots, volcanoes and DSRs have in common…

301: What do parrots, volcanoes and DSRs have in common…

247: Struggling DSRs, Look in the Mirror and Start There

247: Struggling DSRs, Look in the Mirror and Start There

246: Motto for today's DSR: "Shut Up and Listen!"

246: Motto for today’s DSR: “Shut Up and Listen!”

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