624: Which DSR are you?

Tuesday, June 18, 2013 Click player below to listen DSR Live: 624 Subscribe via iTunes DSR Amy Mrozinski, a regular guest on DSRLive, went back to her hometown and did her own episode of “Restaurant Possible” to help read more

623: Taking Price out of the Conversation

Tuesday, June 11, 2013 Click player below to listen DSR Live: 623 Subscribe via iTunes If price is always on the tip of your customer’s tongue, try helping them make money versus just selling them more products. Fun read more

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

Tuesday, June 04, 2013 Click player below to listen DSR Live: 622 Subscribe via iTunes The latest inductee into the AFDR DSR Hall of Fame, Scott Boeyink of Appert’s Foodservice/Sysco in St. Cloud, Minnesota began his read more

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

Tuesday, May 28, 2013 Click player below to listen DSR Live: 621 Subscribe via iTunes DSR Dave is riding in the car with AFDR President Todd Hauser, DSR at Martin Bros. Distributing, while they talk about the experi read more

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

Tuesday, May 21, 2013 Click player below to listen DSR Live: 620 Subscribe via iTunes DSR Dave has a few suggestions on how to achieve the margin you need to make, and keep your customers in business plus making mon read more

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

Tuesday, May 14, 2013 Click player below to listen DSR Live: 619 Subscribe via iTunes Owner/operator, Chad Beardon of Click’s Steakhouse in Pawnee, Oklahoma tells how he runs his day-to-day operations.  Since 1962, read more

618: Chef/Specialty Distributor DSR, Kyle Bernstein

Tuesday, May 07, 2013 Click player below to listen DSR Live: 618 Subscribe via iTunes If you’re looking for ideas on selling any specialty products, listen up. Chef Kyle Bernstein, was on The Food Network’s “Choppe read more

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

Tuesday, April 30, 2013 Click player below to listen DSR Live: 617 Subscribe via iTunes Mahr was a Chef for 30 years in his own kitchens before expanding his experiences and expertise into dozens of his customer’s kit read more

616: Mom & Pop Operator Buys from 5 Distributors

Tuesday, April 23, 2013 Click player below to listen DSR Live: 616 Subscribe via iTunes As a local Mom & Pop restaurant, Bouser's Barn Restaurant & Catering buys from five (5) distributors and takes on the big chains read more

615: Hospital Foodservice Director needs DSR’s help

Tuesday, April 16, 2013 Click player below to listen DSR Live: 615 Subscribe via iTunes Ms. Kile gives DSR Dave and guest hosts Steve Dahl and Bill Hornung great insights into what DSRs need to be working on with thei read more

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

Tuesday, April 02, 2013 Click player below to listen DSR Live: 614 Subscribe via iTunes Mr. Hirsch had been in the food industry for 28 years making his way and making a difference.  He was a founding board member of read more

613: Operator Needs Backup Distributor for Brands He Wants

Tuesday, March 26, 2013 Click player below to listen DSR Live: 613 Subscribe via iTunes Art Goodwin has been running his independent restaurant since 1979 in Circleville, Ohio, and says that he’s had three or four rea read more

612: Prospects & Pricing, what about the garbage?

Tuesday, March 19, 2013 Click player below to listen DSR Live: 612 Subscribe via iTunes Martin Bros. DSR, Todd Hauser a.k.a. President of AFDR, explains how he moves a prospect from price shopping to taking money to t read more

611: DSRs, Separate Yourself From the DSR Herd

Tuesday, March 12, 2013 Click player below to listen DSR Live: 611 Subscribe via iTunes Know and build on your personal “Brand Identity” to make yourself more valuable to your customers. Guest host Tom Shea from Uppe read more

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

Tuesday, March 05, 2013 Click player below to listen DSR Live: 610 Subscribe via iTunes Todd Utley receives AFDR’s DSR of the Month honors for March 2013, and is inducted into the AFDR, DSR Hall of Fame.  He is based read more

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

Tuesday, February 26, 2013 Click player below to listen DSR Live: 609 Subscribe via iTunes DSR Dave explains when he first started as a DSR that he was known as the “give away guy” by the other sales people.  When he sur read more

608: Truck Drivers & DSRs Working Together = Profits

Tuesday, February 19, 2013 Click player below to listen DSR Live: 608 Subscribe via iTunes “HEY DSRs, ANSWER YOUR PHONE IF A DRIVER CALLS, NO MATTER WHAT TIME IT IS!!!“ C.A. Curtze’s driver, Michael Light, says that som read more

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

Tuesday, February 12, 2013 Click player below to listen DSR Live: 607 Subscribe via iTunes From “Sales goals are a Process, not a Project” series: I would if I could, but I can’t, so I won’t.  Really, and you’re in Sale read more

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

Tuesday, February 05, 2013 Click player below to listen DSR Live: 606 Subscribe via iTunes DSR of the Month, Lisa Nakagawa of Y. Hata lives on the Island of Oahu, Hawaii and is only about 30 minutes from Honolulu and the read more

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

Tuesday, January 29, 2013 Click player below to listen DSR Live: 605 Subscribe via iTunes The Food Network’s “Restaurant Impossible” star chef, Robert Irvine, sheds some light on what really goes on in the foodservice i read more

604: Backup Supplier to Prime Vendor is about RELATIONSHIPS

Tuesday, January 22, 2013 Click player below to listen DSR Live: 604 Subscribe via iTunes Bill Main, a nationally recognized foodservice management consultant, and DSR Dave discuss how moving a customer from buying only read more

603: Successful DSRs Don’t Take Short Cuts

Tuesday, January 15, 2013 Click player below to listen DSR Live: 603 Subscribe via iTunes John Martin of Martin Bros. Distributing Co. gives DSRs some words of wisdom about selling the hard stuff.  The hard stuff is the read more

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

Tuesday, January 08, 2013 Click player below to listen DSR Live: 602 Subscribe via iTunes DSR Dave suggests that you might want to change the way you make changes, because “change is a process, not a project.”   Miesse read more

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

Tuesday, January 01, 2013 Click player below to listen DSR of the Month Subscribe via iTunes Paul Body is the first inductee of 2013 into the AFDR Hall of Fame, as the January DSR of the Month.  Body, a 20 year veteran, read more

Happy Holidays from AFDR

Monday, December 24, 2012 Click player below to listen Happy Holidays from AFDR Subscribe via iTunes Tis the Holiday Season again, and this year AFDR finds itself in a festive mood as it looks back on this past year. We read more

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

Tuesday, December 18, 2012 Click player below to listen DSR Live 551 Subscribe via iTunes Operator Mike Peterson of the White Horse Restaurant in Rock Hill, South Carolina and DSR Dave discuss why it’s so hard to start b read more

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

Tuesday, December 11, 2012 Click player below to listen How I Would Like To Be Cold Called On Subscribe via iTunes Owner/Operator Jim Douglas of Anthony’s Pizzeria in Bexley, Ohio tells DSR Dave how he would like to be c read more

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

Tuesday, December 04, 2012 Click player below to listen DSR of the Month Subscribe via iTunes AFDR Hall of Fame, DSR of the Month, Glen Reiterman began his career at Continental Coffee 48 years ago and they taught him th read more

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

Tuesday, November 27, 2012 Click player below to listen WCS 547 Subscribe via iTunes After 32 years, DSR Dave has learned from thousands of DSRs that if you take some basic steps, you’ll blow your competition away, while read more

AFDR Wishes Everyone A Happy and Safe Thanksgiving

Wednesday, November 21, 2012 Subscribe via iTunes On this Thanksgiving Holiday, AFDR would like to take a moment and say “Thank You” to our DSR members for their continued support, participation in our activities, in our events read more

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

Tuesday, November 13, 2012 Click player below to listen WCS 546 Subscribe via iTunes For the second year, AFDR is proud to be a part of supporting Heinz and its’ “Our Turn to Serve” program, which raises money for the Wo read more

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

Tuesday, November 06, 2012 Click player below to listen WCS 545 Subscribe via iTunes DSR of the Month, Ozzie Calhoun, a 25-year veteran, started out with Kraft Foodservice picking orders in the warehouse for three years read more

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

Tuesday, October 30, 2012 Click player below to listen DSR of the Year Subscribe via iTunes The Association for Foodservice Distributor Representatives (AFDR) today announced that Tony Gonzales, a nearly 12-year veteran read more

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

Tuesday, October 23, 2012 Click player below to listen WCS 543 Subscribe via iTunes Peggy Sweet, Owner/Operator of the Comet Bowl in Charles City, Iowa, http://www.cometbowl.com/, talks about how good her business is, a read more

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

Tuesday, October 16, 2012 Click player below to listen WCS 542 Subscribe via iTunes For the second year, AFDR is proud to be a part of supporting Heinz and its’ “Our Turn to Serve” program, which raises money for the Wo read more

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

Tuesday, October 09, 2012 Click player below to listen WCS 541 Subscribe via iTunes Nine (9) out of Ten (10) AFDR member DSRs say that they wished they had more product training when they first started out as new DSRs ( read more

540: Josh Rector Inducted into AFDR Hall of Fame

Tuesday, October 02, 2012 Click player below to listen DSR Hall of Fame Subscribe via iTunes Josh Rector of Food Services of America (FSA), Billings, MT division, is the DSR of the Month for October 2012 and the latest read more

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

Wednesday, September 26, 2012 Click player below to listen WHAT DRIVES YOU CRAZY Subscribe via iTunes WHAT DRIVES YOU CRAZY ABOUT SALES REPS?  Chef Steve Overlay from Memphis Championship BBQ in Las Vegas puts it pretty blu read more

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

Tuesday, September 18, 2012 Click player below to listen Greenhorns Subscribe via iTunes If you’re new to being a DSR, this show is a great launching point for your career.  Patti Turner, DSR of the Year in the last issue read more

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

Tuesday, September 11, 2012 Click player below to listen Pit Master Subscribe via iTunes The Memphis Championship BBQ in Las Vegas is where Pit Master Steve Overlay met Pedro Bossy, DSR of the Month for September.  Pit Ma read more

536: Pedro Bossy Inducted into AFDR Hall of Fame

Tuesday, September 04, 2012 Click player below to listen DSR of the Month Subscribe via iTunes Shetakis Wholesalers’ Pedro Bossy is September’s DSR of the Month and is being inducted into the AFDR Hall of Fame.  Bossy is read more

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

Tuesday, August 28, 2012 Click player below to listen Don't act like a salesman Subscribe via iTunes When making cold calls you might want to think about your approach.  Do you get the results you are hoping for most o read more

534: Product Knowledge Defines a DSR’s Success

Tuesday, August 21, 2012 Click player below to listen Product Knowledge Subscribe via iTunes DSR of the Year, 2003, Patti Turner and DSR Dave give action items to DSRs who want to get to the top of the Sales Leader Boa read more

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

Tuesday, August 14, 2012 Click player below to listen Overcoming Barriers Subscribe via iTunes "Don’t tell me it can’t be done; tell me You can’t do it." - Don Tyson Whenever you are faced with issues or situations th read more

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

Tuesday, August 07, 2012 Click player below to listen Selling after 5PM DSR of the Month Subscribe via iTunes DSR of the Month, Frank Bellace shares with DSR Dave some great insights on how he has become successful at read more

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

Tuesday, July 31, 2012 Click player below to listen DSR of the Month Subscribe via iTunes DSR of the Month Frank Bellace knew he wanted to be a DSR when he was in his early teens.  Twenty-seven years later, he’s sell read more

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

Tuesday, July 24, 2012 Click player below to listen Part II Part I Subscribe via iTunes In the past five months we have heard these statements from many top performing DSRs: I love my job  I love my customers  read more

529: DSR & Sales Manager Series

Tuesday, July 17, 2012 Click player below to listen Part I Subscribe via iTunes In the past five months we have heard these statements from many top performing DSRs: I love my job  I love my customers  I love th read more

528: Great Example of Taking Price out of the Conversation

Tuesday, July 10, 2012 Click player below to listen Fundraising Subscribe via iTunes Fundraisers Help With Profit For All Involved… DSR of the Month, Ray Eal explains to DSR Dave how he works with customers who need read more

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

Tuesday, July 03, 2012 Click player below to listen DSR of the Month Subscribe via iTunes   Ray Eal, the July inductee into the AFDR DSR Hall of Fame, has spent the last nine of his 27 year stent in the Foodservice read more

526: Overcoming Objections by Turning Them into Opportunities

Tuesday, June 26, 2012 Click player below to listen Overcoming Objections Subscribe via iTunes   Guest Host Tom Shea and DSR Dave have a few ideas for you when you are having a tough day or a difficult week.  One of read more

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

Tuesday, June 19, 2012 Click player below to listen How I Would Like To Be Cold Called On Subscribe via iTunes Owner/Operator Jim Douglas of Anthony’s Pizzeria in Bexley, Ohio tells DSR Dave how he would like to be c read more

524: Try Something Different This Summer

Tuesday, June 12, 2012 Click player below to listen Try Something Different This Summer Subscribe via iTunes Want to be different than your competitor?  Want to build a better relationship with a customer?  Looking f read more

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

Tuesday, June 05, 2012 Click player below to listen DSR of the Month Subscribe via iTunes Pam Story,  DSR of the Month from J. Kings Foodservice Professionals, AFDR Hall of Fame Inductee AFDR’s June inductee to the read more

522: Why Would Any Customer Buy From You?

Tuesday, May 29, 2012 Click player below to listen Why Would they buy from you? Subscribe via iTunes While doing a cold-call or meeting with a customer for the first time, the customer may ask you, "give me two real read more

521: Truck Drivers Are DSRs #1 Specialist

Tuesday, May 22, 2012 Click player below to listen Trucking Specialists Subscribe via iTunes DSRs PLEASE FORWARD THIS SHOW TO YOUR DRIVERS!!!  They can listen to it on their phone right from our site, or download it read more

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

Tuesday, May 15, 2012 Click player below to listen Part I Subscribe via iTunes DSR Dave has a few suggestions on how to achieve the margin you need to make, and keep your customers in business plus making money. Mi read more

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

Tuesday, May 08, 2012 Click player below to listen Part II Part I Subscribe via iTunes Part 2:  Adam Hittner, DSR of the Month Ask yourself that question, because that’s what Adam Hittner, DSR of the Month, has to read more

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

Tuesday, May 01, 2012 Click player below to listen Part I Subscribe via iTunes Part 1 of 2: AFDR is proud to announce the latest inductee to the DSR Hall of Fame, Adam Hittner.  This DSR of the Month sells everythin read more

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

Tuesday, April 24, 2012 Click player below to listen Part I Part II Subscribe via iTunes Part 1:  DSRLive’s special guest host, DSR Amy Mrozinski talks with Judy Vorwald, one of her customers, about how Amy works for read more

516: DSR Complaints Could Equal New Opportunities

Tuesday, April 17, 2012 Click player below to listen Complaining Could Equal New Opportunities Subscribe via iTunes DSRs complaining about all the little and big things each day can be used as key points and great lea read more

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

Tuesday, April 10, 2012 Click player below to listen Part II: Chasing Knowledge Part I: Sell Money, Not Products Subscribe via iTunes Part 2 (of 2):  AFDR Hall of Famer, Dave Ross. DSR Dave talks with Hall of Famer read more

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

Tuesday, April 03, 2012 Click player below to listen Sell Money, Not Products Subscribe via iTunes Part 1 (of 2):  Includes a Totally Different approach to prospecting and opening new accounts. Dave Ross, the latest read more

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

Tuesday, March 27, 2012 Click player below to listen Sales Conversations Subscribe via iTunes DSR Amy Mrozinski with Martin Bros. and her customer Annette Harbaugh, Director of Dietary for the Good Neighbor Home, a lo read more

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

Tuesday, March 20, 2012 Click player below to listen Seafood Tips - Part II Seafood Tips - Part I Subscribe via iTunes Part II:  “Selling Seafood” Trident Seafoods’ Jamie Marshall talks about the different seasons f read more

511: Seafood Tips for the Season from Two Seafood Vets

Tuesday, March 13, 2012 Click player below to listen Seafood Tips Subscribe via iTunes Pollock, Mahi, Tuna, Chilean Sea Bass, Phosphates, Single Frozen and Twice Frozen are just a few of the topics of discussion betwe read more

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

Tuesday, March 06, 2012 Click player below to listen Part I Part II Subscribe via iTunesListen to Part II “Surf’s up” with Kelly Wall from Y. Hata in the middle of the Pacific as this 10 million dollar DSR wins the D read more

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

Tuesday, February 28, 2012 Click player below to listen Subscribe via iTunes Turning “Price Shopper Customers” into “Valued Customers” is a real challenge for most DSRs, but when this transformation takes place, you’ll have read more

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

Tuesday, February 14, 2012 Click player below to listen Subscribe via iTunes 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 rec read more

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

Tuesday, February 07, 2012 Click player below to listen Subscribe via iTunes Marlot talks about her 15 years of being a DSR and about running her day-to-day operations for her 60 weekly accounts.  She drives about 200 miles read more

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

Tuesday, January 31, 2012 Click player below to listen Subscribe via iTunes 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 read more

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

Tuesday, January 17, 2012 Click player below to listen Subscribe via iTunes   DSR Dave and Todd Hauser, AFDR President, talk about prospecting new accounts; going on cold calls;  knowing what kind of account (Todd) goes read more

502: Collecting Money & Taking Responsibility

Tuesday, January 10, 2012 Click player below to listen  Subscribe via iTunes 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 w read more

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

Tuesday, January 03, 2012 Click player below to listen  Subscribe via iTunes 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 read more

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

Tuesday, December 20, 2011 Click player below to listen  Subscribe via iTunes 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 t read more

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

Tuesday, December 06, 2011 Click player below to listen  Subscribe via iTunes We are honoring a man, Chester Gatliff of Martin Bros. Distributing, who was inducted into the AFDR Hall of Fame for December 2011.  Throug read more

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

Tuesday, November 15, 2011 Click player below to listen  Subscribe via iTunes 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 kn read more

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

Tuesday, November 08, 2011 Click player below to listen  Subscribe via iTunes 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 D read more

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

Tuesday, November 01, 2011 Click player below to listen  Subscribe via iTunes 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 ye read more

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

Tuesday, October 25, 2011 Click player below to listen  Subscribe via iTunes GREENHORNS & 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 read more

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

Tuesday, October 18, 2011 Click player below to listen  Subscribe via iTunes 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 g read more

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

Tuesday, October 04, 2011 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 k read more

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

Tuesday, September 20, 2011 Click player below to listen Subscribe via iTunes DSR Dave is riding in the car with AFDR President Todd Hauser, DSR at Martin Bros. Distributing, while they talk about the experience they read more

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

Tuesday, September 13, 2011 Click player below to listen Subscribe via iTunes 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 read more

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

Tuesday, September 06, 2011 Gary Anderson has been inducted into the AFDR Hall of Fame for September 2011.  Anderson has achieved the “Torchbearer” award two times in his career, while working in one of the most seasonal areas o read more

435: Minimum Order?? NO, it’s a $1000.00 a Week stop! Oh, how those specialist can help…

Tuesday, August 30, 2011 Click player below to listen Subscribe via iTunes Todd Hauser, AFDR president and multimillion dollar DSR from Martin Bros., Iowa, tells DSR Dave why you should never judge an account by it read more

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

Tuesday, August 23, 2011 Click player below to listen Subscribe via iTunes DSR Dave and Bill continue their discussions with Drivers, DSRs, Transportation managers and Operators about the kind of relationships that read more

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

Tuesday, August 16, 2011 read more

432:DSR of the Month Gary Borcherding, Part 2

Tuesday, August 09, 2011 read more

431: Gary Borcherding named to Hall of Fame

Monday, August 01, 2011 read more

430: High prices are lame excuse for DSRs

Tuesday, July 26, 2011 read more

429: Avoiding summertime "cruise control"

Sunday, July 17, 2011 read more

428: Friday sales meetings

Tuesday, July 12, 2011 read more

427: DSR Live podcast

Tuesday, July 05, 2011 read more

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

Wednesday, June 29, 2011 read more

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

Tuesday, June 21, 2011 read more

422: It's a DSR roundup! Three important sales points to remember

Tuesday, May 31, 2011 read more

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

Tuesday, May 24, 2011 read more

419: The #1 selling skill many DSRs forget

Tuesday, May 10, 2011 read more

418: DSR looks for mousehole to open new account

Monday, May 02, 2011 read more

413: DSR relationships go beyond what you think

Tuesday, March 29, 2011 read more

410: Top of the morning... sell any corned beef today?

Monday, March 07, 2011 read more

409: DSR focuses on strengths to drive sales success

Monday, February 28, 2011 read more

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

Monday, January 31, 2011 Joe DeRubeis, a U.S. Foodservice vet, has worked his Altoona, PA territory for nearly 30 years and still uncovers new opportunities every day.  "The one thing about this business is that things change read more

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

Tuesday, January 25, 2011 Many AFDR members have  participated in AFDR's DSRSmart video training programs to learn about new products.  But even more DSRs are beginning to use these short product training videos as their sales read more

403: Sorority values DSR's no-nonsense approach

Tuesday, January 18, 2011 Maggie Teeter is House Director at the Kappa Kappa Gamma house at the University of New Mexico in Albuquerque.  Offering high-quality meals three times per day for the chapter's 100 members is the top read more

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

Monday, January 10, 2011 Tony Gonzales finds the most successful independent restaurant operators are the ones that run the cash register.  They hear firsthand what customers like and dislike... and become the face of what wo read more

401: Tony Gonzales inducted into Hall of Fame!

Wednesday, January 05, 2011 Introducing 2011's first AFDR Hall of Fame winner... Tony Gonzales of Shamrock Foods, a 10-year DSR veteran whose focus on being his customer's advocate has earned him many loyal customers and $4 mill read more

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

Tuesday, December 21, 2010 As hard as you try, you come across the sales prospect who only wants to talk price… especially around highly competitive categories like boxed beef.  DSR Dave Miesse and AFDR President Todd Hauser ya read more

350: All DSRs ask of Santa are simple sales goals

Monday, December 13, 2010 Yes, it's that time of the year... max out the credit cards with holiday shopping, work on your New Year's Resolutions and, oh yeah, set sales goals!   Not much has changed over the years about setti read more

349: DSR explains the good behind small accounts

Tuesday, December 07, 2010 In part 2 of our interview with AFDR Hall of Famer Rhys Bowman, he explains why small accounts have been key to growing his successful territory.  And he talks about how micro accounts offer an easier read more

349: DSR explains the good behind small accounts

Tuesday, December 07, 2010 In part 2 of our interview with AFDR Hall of Famer Rhys Bowman, he explains why small accounts have been key to growing his successful territory.  And he talks about how micro accounts offer an easier read more

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

Tuesday, November 30, 2010 Rhys Bowman, a top DSR at Buchy Foodservice in Greenville, Ohio has kept his customers happy for decades by focusing on good old-fashioned customer service.  Rhys' approach continues to pay big divide read more

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

Saturday, November 20, 2010 DSR Thanksgiving: Do you appreciate your loyal customers? Happy Thanksgiving Week... the perfect time to reflect on being thankful for all of your loyal customers. read more

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

Monday, November 15, 2010 Restaurant visionary Mark Grimes has cooked for presidents and queens… and everyday Joe’s coming to the sports bar.  But regardless of the patrons he’s serving, Mansir says he has relied on loyal rela read more

345: Do you know any DSRs who are BODAs?

Monday, November 08, 2010 Curry's on Johnston Street in Decatur, Alabama combines Southern charm into its delicious lunch and catering menu filled with signature items created by owners Scott and Meg Curry.  read more

344: Labatt’s Isaac Trujillo enters Hall of Fame

Monday, November 01, 2010 You name it and Isaac Trujillo has probably done it during his nearly 30-year career at Zanios Foodservice (now part of Labatt).  Isaac is AFDR's Hall of Fame winner for November 2010. read more

343: Are food demos a lost art among DSRs?

Tuesday, October 26, 2010 A presentation without a demonstration is just a conversation.  Operators must touch, see, smell and taste new products to have confidence enough to plunk down cold hard cash to buy a few cases - espe read more

342: DSRs should kiss customers ‘til their
mouths bleed

Tuesday, October 19, 2010 read more

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

Tuesday, October 12, 2010 It's a tough, emotional decision to decline business from a small account, says Martin Bros. sales vet Doug Coen.  But its making pragmatic business decisions based on un-emotional analysis of sales t read more

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

Tuesday, October 05, 2010 340: Sysco MA Ralph Owens inducted into DSR Hall of Fame read more

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

Tuesday, September 21, 2010 A big “contract account” is off limits for a street DSR, right?  Not if you ask Brett Buse, the foodservice director for the Dubuque Community School District in Iowa.  read more

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

Monday, September 13, 2010 read more

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

Tuesday, September 07, 2010 336: Cold calls, sales managers and other DSR Live segments never heard before read more

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

Monday, August 30, 2010 read more

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

Tuesday, August 03, 2010 read more

330: DSR grand prize winner talks about growing business, social media

Monday, July 26, 2010 read more

329: Tulsa operator believes DSR makes things simpler for him

Monday, July 19, 2010 read more

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

Tuesday, July 13, 2010 328: DSRs who don’t listen… drives Alabama restaurant owner crazy! read more

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

Tuesday, July 06, 2010 read more

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

Monday, June 28, 2010 326: Is DSR “role playing” a kids game we’ve all grown out of? read more

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

Monday, June 21, 2010 325: Prioritize your DSR cold calls... and other sales myths read more

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

Tuesday, June 15, 2010 Going from a rookie to vet DSR: Joe explains it all! read more

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

Monday, June 07, 2010 323:  DSR Hall of Famer turns smallwares into big bucks… and nearly eliminates A/R read more

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

Tuesday, June 01, 2010 read more

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

Friday, May 21, 2010 Popular sports bar operator relies on food pros, not sales people read more

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

Tuesday, May 18, 2010 320: Will Calls should not become DSR Won’t Calls read more

319: Let’s keep DSRs ignorant!

Tuesday, May 11, 2010 319: Let’s keep DSRs ignorant! read more

318: Cold calls separate rich DSRs from poor DSRs

Sunday, May 02, 2010 318:  Cold calls separate rich DSRs from poor DSRs read more

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

Tuesday, April 27, 2010 read more

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

Monday, April 19, 2010 read more

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

Monday, April 12, 2010 New DSR job description:  Foodservice buyer on the fly! read more

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

Monday, March 22, 2010 312: Operator's business goes to Sysco MA who goes extra mile read more

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

Tuesday, March 16, 2010 311:  Cold calls: Breaking through when an operator doesn't need another DSR! read more

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

Tuesday, March 09, 2010 DSR cold calls… and getting your just (and profitable) desserts! read more

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

Tuesday, March 02, 2010 309: Cold call homework... DSR knowledge in a club sandwich read more

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

Monday, March 01, 2010 read more

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

Monday, February 15, 2010 316: Avoid being a DSR if you want to work less than 40 hours this week read more

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

Monday, February 15, 2010 read more

306: Ways DSRs can deal with unprofitable DOG accounts

Monday, February 08, 2010 read more

306: Ways DSRs can deal with unprofitable DOG accounts

Monday, February 08, 2010 306: Ways DSRs can deal with unprofitable DOG accounts read more

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

Monday, February 01, 2010 305: Next big DSR thing might be a bird of a different feather read more

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

Monday, February 01, 2010 305:  Next big DSR thing might be a bird of a different feather read more

304: Fast DSR profits using a little creative menu marketing

Monday, January 25, 2010 read more

303: Little known DSR secrets about Dot Foods

Monday, January 18, 2010 read more

302: When DSRs become the Weiner Saints of Foodservice

Monday, January 11, 2010 read more

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

Monday, December 07, 2009 DSR Live is the #1 radio talk show for foodservice sales reps read more

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

Tuesday, December 01, 2009 DSR Live is the #1 radio talk show for foodservice sales reps read more

248: A DSR Thanksgiving... to buyers!

Tuesday, November 24, 2009 DSR Live talk show, #248 read more

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

Tuesday, November 17, 2009 DSR Live is the #1 radio talk show for foodservice sales reps read more

247: DSR job getting you down? Here's who to call...

Tuesday, November 10, 2009 DSR Live is the #1 radio talk show for foodservice sales reps read more

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

Tuesday, September 01, 2009 read more