DSR Live!
By DSR Live!
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Podcast Description
The #1 Talk Show for Foodservice Distributor Sales Reps!
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508: Help vs. Price is the Mindset of Successful DSRs | DSR Dave discusses with Tony Gonzales from Shamrock Foods and Amy Mrozinski of Martin Bros. about the mindset of successful DSRs. Amy and Tony explain why and how they have learned that if they go into an account (prospect or a customer) with the approach of how they can help these customers with their business as opposed to just selling them products, they have a much better chance of developing a relationship with the customer. Amy, Tony and DSR Dave give great examples of how they use this approach. Become part of your customer’s business; find solutions for them; and take the price out of it. It’s a good idea to lead the conversation about things versus the customer leading the conversation. If you’re serious about an account, you can always offer to work a shift to find out all the little and big things you can start working on! “First things first,” learn your company’s Top 200 Products and eat at a prospect’s account so you will have plenty of suggestions/solutions to share with them. We promise if you do what Amy and Tony suggest, the orders will roll in and you won’t have to worry about selling products. Sell Something! Listen to the show… | 2/21/12 | Free | View In iTunes |
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507: Operator, Peggy Sweet of the “Comet Bowl” Is Striking It Big | At this Charles City, Iowa Restaurant http://www.cometbowl.com/ , they are doing some of the best business ever! They must not know there is a recession going on. Customers are finding entertainment and good food in this economy at the Comet Bowl restaurant with food and bowling. Comet Bowl owner, Peggy Sweet, along with DSR Dave and guest host DSR Joe discuss everything from how Peggy expects her DSR to help her make money, to how many DSRs DON’T call on her. She also tells her hosts how she would like to be called on when a DSR is making a cold call on her account. SAMPLES WORK! Yep, believe it or not, she would like a FULL CASE of product so she can get her customers in on the hunt. Four chicken tenders in a baggie just won’t cut it for Peggy. This operator knows how to do a cutting and how to get her customers involved with helping her determine which product NOT TO BUY. Peggy gives two great examples of how she tested new Chicken Strips, and how she gave away a bunch of donuts while testing out new coffee options. Sell Something! | 2/14/12 | Free | View In iTunes |
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506-Mom & Pop’s and Assisted Living are the Bread ‘n Butter for Marlot Pace, AFDR’s DSR of the Month | Marlot talks about her 14 years of being a DSR and about running her day-to-day operations for her 60 weekly accounts. She drives about 200 miles per day to her accounts because they are scattered all over. Mom 8 Pop’s are Marlot’s favorite type of account because she feels they are so important to the foodservice industry. This Hall of Famer also treasures selling Assisted Living and Nursing facilities because they serve three meals and a night snack, 365 days per year. DSR Dave, and guest host, DSR Joe, discuss with Marlot how she prospects for new accounts now, and how she prospected when she first started. Pace talks about how she teaches greenhorns to prospect. She reminds us all of how important follow up is, and doing what you say you’re going to do. Marlot explains why she always answers her phone, and why she’s glad a customer called her versus calling her competitor. Recently, she picked up a big chunk of business because she answered her phone on a Saturday and her competitor didn’t!!! They have a great discussion about managing her A/R, and doing a bank draft/ACH is not always the best option. Marlot also explains why selling on the inside is so important. Sell Something! | 2/7/12 | Free | View In iTunes |
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505: DSR of the Month, Marlot Pace, Is The Reason For Her Customers’ Success! | CAUTION: This show is 20 minutes short. Although this show is a little longer than usual, it is worth listening to on your computer, via download from iTunes or on your Smartphone because it is loaded with tips for DSRs J. Take some notes! The latest inductee to the AFDR Hall of Fame as February’s DSR of the Month, Marlot Pace, takes center stage with her customers as she not only trains her customers’ wait staff on “GUEST service vs. GUESS service,” she also includes the owners/management of these establishments in continuing education activities like marketing conferences so they both can learn and be more successful. DSR Dave, and guest host, Joe the DSR, talk with Marlot and her customer, Melody Williford of American Pie Pizza about their working relationship. They discuss how they do business, and how they learn new ways of helping each other in these new economic times. They also talk with Melody about how other DSRs approach her in trying to get her business, and how many out of the 10 come back after the first call! Melody understands the old DSR trick of low-balling prices to try to get her to fall for it; not going to happen at American Pie Pizza, notta! Sell Something! Listen to the show: | 1/31/12 | Free | View In iTunes |
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504: DSRs, Help Your Customers Make Money $$ | And you’ll make money too. DSRs, if you help your customers with anything and everything in their day-to-day operations, even if they don’t buy those things from you, you and your customer will be much more successful than most other DSR/Operator combos out there. Survey their systems for efficiency, such as their POS system, dumpster rates, demand meters/electric bills, accounting, insurance, heating 8 cooling, equipment repair, help with waitress/waiter training, and heck, even help them find the best grease trap cleaner. DSR Dave and Hall of Famer, Corey Young from Jordano’s (CA) have a great conversation about all the different things a DSR can do for their customers to make money. You need them to stay in business so you have a customer to sell to. Corey and DSR Dave observe that the DSRs and customers who are working together through this tough economy are having some of their best sales ever, and the DSRs who are not working with their customers as a business partner are falling by the wayside. “DSRLive” is now mobile! You can now listen to the show on most smart phones while you drive around! Sell Something! | 1/24/12 | Free | View In iTunes |
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503: 16 Million Dollar DSR, Listen Twice as much as Talking | DSR Dave and Todd Hauser, AFDR President, talk about prospecting new accounts; going on cold calls; knowing what kind of account (Todd) goes after and the kind he stays away from; and how long he keeps after a prospect before giving up. Todd also goes into managing his own $16 million route, and reminds himself to listen twice as much as he talks since he has two ears and just one mouth. He says he doesn’t take things personally when a customer says they are happy with who they are currently buying from. Hauser explains how he uses his brokers as his own sales force. DSRs, AFDR has been listening…we’re building afdrTV www.afdrTV.com and the AFDR Brand Library so you finally have one place to go to find product information on multiple brands. We are working with manufacturers to source all product information like Product Training Videos (PTVs), Product Info Pictures (PIPs), POS, Nutritional, and other all product information. It is a work in progress. All the research is paying off! Listen in for this and more! Sell Something! | 1/17/12 | Free | View In iTunes |
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502: Collecting Money & Taking Responsibility | Part II, Mark Pellman, January DSR of the Month Pellman and DSR Dave discuss how Mark takes care of his A/R, and that “feeling” you have when you are trying to get the customer to sign the personal guarantee on the credit application even though 90% of them don’t even read the fine print. DSR Dave Miesse talks with Pellman about selling on the “Inside” and not blaming folks for mistakes that happen every day. Pellman says that when he first started, he too “threw buyers under the bus” when something went wrong, but has since learned that it didn’t help the situation, his customer or himself. Taking the responsibility for things that happen every day, being more patient, and building great relationships with folks who work on your team can definitely help you. Treat teammates like your customers. For example, Miesse talks about asking the buyer for products off the 90 day and older list to see if he can help move those products and/or asking your credit manager if you might help out a fellow DSR with their collections. Listen to the Show… Let’s Sell Something!! | 1/10/12 | Free | View In iTunes |
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501: DSR of the Month, Mark Pellman, Ginsberg’s Foods, Inc. | Mark Pellman, a 10 year veteran at Ginsberg’s Foods in Hudson, NY, is the January 2012 inductee to the AFDR Hall of Fame! Topics discussed in this show: Prospecting, Vacation Planning and Produce. Pellman started with no accounts and has built his 4.5 million in annual sales with his 86 accounts using some basic Foodservice sales principles. Become a customer and a trusted friend first, and then help prospects with money-making ideas before they’re buying from you. Mark chooses to be persistent, not pushy! DSR Dave and guest host Todd Hauser, AFDR president, discuss with this DSR of the Month when a good time to take a vacation is, and why you better have your order guides up-to-date and in good order BEFORE you leave for vacation. Have you heard that before? Produce is Mark’s favorite category to sell which is no surprise after hearing that Pellman’s father and grandfather both were produce “Hucksters”… Google that! We did: A good huckster is a consummate salesman who can sell products and services to practically anyone. Listen to the show … and Sell Something! | 1/3/12 | Free | View In iTunes |
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448: DSRs, What’s your Passion/Brand Identity? | With Guest Host Tom Shea of Upper Crust Enterprises, Inc. Tom and DSR Dave discuss how DSRs need to have their own twist that separates them from the rest. What special value do you bring to your customers? Shea will explain how building your own “brand” will separate you from the DSR crowd. DSR Dave agrees with Tom, that the good DSRs who he has worked with over the years, who have built their own brand identity, beat their competition every time! Tom explains how to figure out what you and your “brand/value” stand for, then surround yourself with accounts that will benefit from your expertise in that area, and build a network of people that help you be your brand. As some of us heard from a parent or mentor when we were young, “If you don’t stand for something, you don’t stand for anything.” This month’s DSR of the Month, Chester Gatliff was a great example of what Tom and Dave talk about in this show. You might want to listen to that show again after Tom details for you this great sales strategy. Sell Something! | 12/20/11 | Free | View In iTunes |
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447- Legendary Customer Service, DSR of the Month, Chester Gatliff | We are honoring a man, Chester Gatliff of Martin Bros. Distributing, who was inducted into the AFDR Hall of Fame for December 2011. Through a personal interview, we normally build the show around how the honoree did his job, but we did not have that opportunity with Chester.You see, Chester passed on before he knew he had won the award. So, today we’re talking to Chester’s customers and co-workers who give you their honest take on why Chester Gatliff was known by all for his “Legendary Customer Service.”Chester was one-of-a-kind, and can still be a mentor to all DSRs. We learn why he was successful by listening to these folks tell how he impacted their businesses and lives. While listening, you might really want to think about your life and how you treat people every day, whether they are customers, peers or family. Listen to what folks said about Chester.This show will challenge you, inspire you, and make you glad you weren’t selling against Chester Gatliff!Listen to the show:Sell Something! | 12/6/11 | Free | View In iTunes |
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446: Your Sales Plan For 2012 - Don’t Wait!! | Don’t wait until January to get started on your sales plan, get started this week! I know you DSRs are saying, “Are you crazy? Do you know how crazy it is for me for the next six weeks?” But DSR Dave knows if you don’t get started now while you are in and out of your accounts, it will suddenly be January! The knowledge gained from picking up these nuggets of info. along the way, becomes your outline for your plan in January. During the Holiday Season, your accounts are busy and full of opportunities for you to figure out some of the problems they are having, and present them with time, labor, or money-saving solutions or creative ideas, and possibly product alternatives. Good DSRs see things that could be changed or improved on in their accounts, in many cases, well before the owner or management sees them, but you have to make it a top priority, or your competition might beat you to the punch. DSR Dave urges you to get your company Experts, Specialists, Marketing Dept., and Brokers/Manufacturer Reps to help you out with this effort, and he gives you some creative ideas on how to get them involved. Take this opportunity to get ahead of your competition. Your customers will thank you by buying more from you because of the homework you did during the Holiday Season. Sell Something! | 11/15/11 | Free | View In iTunes |
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445: Collecting Money: How DSR of the Month, Don Snyder conquers A/R | Greenhorns, listen up! AFDR Hall of Famer explains how he dealt with A/R when he first started, and how he does it now. Snyder and DSR Dave hooked up late one Sunday night to talk about collecting money and managing A/R. This subject is not easy to talk about even late at night. When Don was a “greenhorn,” he used to apologize for asking for money. It’s a scary tight rope you walk as a DSR when you don’t have the experience to know the right way to manage the collections and keep the account. Snyder says it’s all about your attitude when collecting. You have to go into the account with confidence; it’s business, even though the customer may be your friend. Don explains why you have to trust your credit department as they know more than you, most of the time, when it comes to this. Are you asking yourself if being a DSR really is the job you want to make a career out of? Listen to Snyder tell how you might answer that question, while he also leaves you with a tip on what to do when you’re having a bad day. Sell Something! | 11/8/11 | Free | View In iTunes |
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444: US Foods, Don Snyder, AFDR’s DSR of the Month | AFDR’s latest inductee into the Hall of Fame is the November DSR of the Month, Don Snyder of US Foods. Don started in the business many years ago by working in his father’s steak house in Pittsburgh, PA. He learned the business the old fashion way—by working in both the back and front of the house, and by always paying attention to the sales reps that came in to help or sell to their operation. DSR Dave and Don talk about the trust that has to be there with customers if price is an issue. DSR Dave knows this firsthand because Don actually snatched away the chemical business from DSR Dave at a high profile account that Dave thought he had in the palm of his hand. Yep, the first time any DSR of the Month has crossed sales paths with Miesse (DSR Dave). Don also talks about how he makes a cold call, and how he figures out what an operator sells the most of while making his first visit. Don is a real “Pro,” so listen to the first of two shows with Don “writing the book” on being a successful DSR/TM/MA/Sales Dude. Sell Something! | 11/1/11 | Free | View In iTunes |
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443: Act like a Salesman, you’ll get treated like a Salesman | GREENHORNS 8 VETS, LISTEN UP… You know that feeling you get when you go somewhere and a salesperson comes walking up to you with that, “I’m gonna try to sell you something” look on their face? Then, you turn and go down a different isle, or look the other way acting like you really are not interested in anything, just hoping that person does not try to sell you anything. Do the folks you cold call on feel that way about YOU?! We try to put this issue in perspective. Can making a new account call really be FUN? DSR Dave explains how to turn the anxiety of a NEW ACCOUNT COLD CALL into something much more fun, listen in. Customers always tell you what to do next, IF YOU LISTEN . DSRs have two ears and one mouth, maybe you should try listening twice as much as talking. Did they really tell you not to come back, or did they just say they were happy with who they were currently buying from? DSR Dave and Bill Hornung, the Marketing dude, discuss how DSRs are as much marketing people as they are sales reps doing market research every day while doing discovery work in each account . . . or they should be. Listen to the show: Sell Something | 10/25/11 | Free | View In iTunes |
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442: Don’t Ever Give Up On a Potential Customer You Really Want to Sell | This week’s show is a little different brew than our regular cup of tea, but who wants regular? DSR Dave and Marketing Guru Bill Hornung get caught talking on the DSR Live Hotline about: Cold Calls; Never giving up on an account you want; and breaking things down for the “Price Shopper Customers” to help them figure yields and real costs on products, and maybe turn them into some of your best customers. DSR Dave explains how many good DSRs utilize brokers as an extension of their own sales force, and why you need to capitalize on the relationships some brokers have with their customers. It’s sort of like being sales managers . . . listen how. SELL SOMETHING! Listen to the Show: | 10/18/11 | Free | View In iTunes |
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441: Brokers, A/R, Credit Managers, and “Time Vampire” customers (Part II of Corey Young interview) | Corey Young, October AFDR Hall of Fame - DSR of the Month, and DSR Dave Miesse discuss how he works with Brokers today, and how it’s different than in the past. “Strategic Bombs” is the term Corey uses when describing how he works with Brokers today versus the “Carpet Bomb” approach of the past. DSR Dave asks Corey to explain why he calls the operators he sells “his accounts”--- who is he to make this judgment? Young says that Broker/Vendor account calls are some of his most “Strategic tools” that he has, and DSR Dave talks about incorporating some brokers into his own sales force. It’s a great conversation. Credit Managers should be your adversary because they know things DSRs don’t know. Worry about the customers that the Credit Manager has on a short leash; it’s in a DSRs’ best interest to do so, listen why. Greenhorns, listen up, Corey gives you some great advice on learning how to manage your A/R. Maybe let your competition spend a little time with the credit problem accounts, so you have a little more time to spend with the competition’s good accounts. Young calls these problem accounts “Time Vampires,” as they suck away your precious selling time. **AS AN ADDED BENEFIT: We have the rest of the interview with Corey, great discussion on Cold Calls, using the Internet as a tool, Top 200 product list, and Young’s favorite brands: General Mills and Tyson. Listen as he tells you why. DSR Dave asks Corey what he would think about being part of a Brand’s V.I.P. Club, if there was one, to be more informed. Trident Seafood’s, Mahi Mahi PTV is one for his product library. Click here it will be worth it, if you can find the time to listen. | 10/11/11 | Free | View In iTunes |
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440: DSR of the Month, Corey Young, Jordano’s Foodservice | Corey Young has been inducted into the AFDR Hall of Fame for October 2011. Corey, a 20 year veteran, writes $4.8 million for Jordano’s Foodservice of Santa Barbara, CA. This DSR has just about every kind of account under the sun, or smoke, as on some days he gets his orders from the forest fire base camp. This California DSR discusses with DSR Dave how he got through the altitude of the $60,000 dollar per week of sales sound barrier, and what it feels like when you break through. DSR Dave asks Corey if the work necessary to break through this barrier is worth it to make a career as a DSR. Corey explains the tremendous amount of freedom a DSR has, even though it’s hard work. They also talk about a DSR getting his/her pocket picked by another sales person and wondering why it happened… Could it be because the DSR quit peddling the bike for a few weeks? Listen to “Part II” next week, and have the option to listen to the rest of the interview if you have the time. Some of the topics covered on next week’s show include: Best place to double your sales; getting into the rhythm of your A/R; working with brokers; Corey’s favorite brands; teamwork with drivers and others at the company; and will-calls. Sell Something! | 10/4/11 | Free | View In iTunes |
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439: Operators tell DSRs how they would like a Cold Call to be done! | DSR Dave and Bill Hornung moderate a LIVE Friday sales meeting where they and the DSRs ask an operator panel questions about cold calls, samples and DSR follow up. Six Operators including, two college foodservice operators, a nursing home, a country club, a family dining restaurant, and a small restaurant group (several different concepts within it), tell this group of DSRs the down and dirty on how they would like to do business with DSRs. The operators even tell the DSRs who they would like to come in with the DSR on the “Final Pitch” sales call, and it’s not always the boss . After the meeting, an operator tells DSR Dave about DSRs making cold calls on him, and describes the way one DSR made a cold call that maybe other DSRs should try, because it worked. Listen to the show: Sell Something! | 9/27/11 | Free | View In iTunes |
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438: Cold Call: Hunt for problems, which become opportunities! | DSR Dave is riding in the car with AFDR President Todd Hauser, DSR at Martin Bros. Distributing, while they talk about the experience they had when they went into a new (tough) prospect to present some pricing Todd had put together on products the owner had given him on his last call. They sit down to eat while waiting for the owner to come out and talk to them. When the waitress was taking their order, they asked her what items were the “most sold” on the menu so they could order them to see and taste them plus check out the kind of quality the restaurant was using. Right after the owner sat down with them, their order, the “most sold” item, came out to their table and it looked HORRIBLE, and tasted AWFUL! Dave and Todd had hit the jackpot . . . opportunity! The owner made it pretty clear that she was very happy with the suppliers she was using, and she really didn’t need another supplier. Then, DSR Dave just about got smacked by Todd when he asked him point blank, “Todd, why should she buy from you; you all have the same products?” Listen in for Todd’s answer and more. They then offered a sample of the new Heinz 14 oz. clear plastic, upside down ketchup bottle, as a solution to a problem they identified at the table. Todd and Dave went back a few hours later and ordered the same thing just to see if it was a fluke that it was bad when they were there earlier, and OMG it was worse in a different way! So, Todd is going to ask the owner if he can come in and work a shift or two to see if he might be able to come up with a different procedure in the kitchen for that “most sold” item that came out to them TWICE in bad shape. Oh, by the way, Todd’s sending his third order into this account this week! | 9/20/11 | Free | View In iTunes |
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437: This Cold Call might get you thrown into the meat cooler! | DSR Dave, Bill Hornung, and guest host Steve Dahl have some fun talking about real issues with one tough, seasoned Chef. Do you think you would be the one out of the ten DSRs who would make a 2nd call on Chef Glenn Taylor of L’eglise Fine Catering in Pittsburgh, PA? Chef Taylor discusses the cold hard truth about how DSRs try to deal with operators like him every day. He covers the things DSRs SHOULD or should NOT do on Cold Calls when dealing with him and many other chefs/operators. In particular, don’t come in at 12:35 PM to try and sell him something when he has 35 tickets on the line, or you might get thrown into the meat cooler! Chef Taylor suggests if you want to be a more effective DSR, make sure you get in a kitchen and work a couple of shifts so you have a clue of what’s going on in an operator’s daily life. DSR product knowledge is essential! You’ve got to know your products, and know your operator so you know WHEN it’s a bad idea to try to sell him something, or whether you should even attempt to sell him products he doesn’t need or want, because he might get his DSR Taser out! DSMs, take note on how you might consider handling a DSR change on a route/account with the operators beforehand for a smoother transition. | 9/13/11 | Free | View In iTunes |
| Total: 20 Episodes |
