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"DSR Live" Audio Sales Tips

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

Tuesday, August 22, 2017 Click player below to listen DSR Live: 1033 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This audio show is recommended for ALL GREENHORNS and... Listen to / Read more

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

Tuesday, August 15, 2017 Click player below to listen DSR Live: 1032 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" The goal of this plan is to sell more cases to your... Listen to / Read more

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

Tuesday, August 8, 2017 Click player below to listen DSR Live: 1031 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Popular DSRLive show: John Martin of Martin Bros.... Listen to / Read more

1030: Tony DeSio of Maplevale Farms DSR of the Month

Tuesday, August 1, 2017 Click player below to listen DSR Live: 1030 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “You have to be the guy/gal they want to see. You... Listen to / Read more

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

Tuesday, July 25, 2017 Click player below to listen DSR Live: 1029 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Frank Jones of Food Services of America in Spokane,... Listen to / Read more

1028: Insights from DSR Hall of Famer, John Powell

Tuesday, July 18, 2017 Click player below to listen DSR Live: 1028 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs might want to practice being HUMBLE when dealing... Listen to / Read more

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

Tuesday, July 11, 2017 Click player below to listen DSR Live: 1027 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This operator explains in detail on this show what... Listen to / Read more

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

Tuesday, July 4, 2017 Click player below to listen DSR Live: 1026 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Lester Lao, a 25-year veteran DSR from Y. Hata & Co.,... Listen to / Read more

DSRs That Are Consistently Consistent Will Sustain Growth

Tuesday, June 27, 2017  Click player below to listen DSR Live: 1025 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Secret to Sustainable DSR Sales Growth and Success... Listen to / Read more

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

Tuesday, June 20, 2017  Click player below to listen DSR Live: 1024 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"  Blame and Victimism is short-term... Listen to / Read more

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

Tuesday, June 13, 2017 Click player below to listen DSR Live: 1023 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Many Veteran DSRs sometimes find it hard to stay... Listen to / Read more

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

Tuesday, June 6, 2017 Click player below to listen DSR Live: 1022 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Sysco Detroit’s Pat Bohr has been inducted into the... Listen to / Read more

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

Tuesday, May 30, 2017 Click player below to listen DSR Live: 1021 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This is a must listen to show as there is much more... Listen to / Read more

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

Tuesday, May 23, 2017 Click player below to listen DSR Live: 1020 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This is a MUST LISTEN TO show… Listen in as DSRLive ... Listen to / Read more

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

Tuesday, May 16, 2017 Click player below to listen DSR Live: 1019 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “All great salespeople in the world, in any... Listen to / Read more

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

Tuesday, May 9, 2017 Click player below to listen DSR Live: 1018 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Attention: Greenhorns or a Veterans needing to open... Listen to / Read more

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

Tuesday, May 2, 2017 Click player below to listen DSR Live: 1017 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This DSR of the Month spent three months as a 3rd... Listen to / Read more

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.

Tuesday, April 25, 2017  Click player below to listen DSR Live: 1016 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 1016: An Effective DSR Sales Call with a Prospect or... Listen to / Read more

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!

Tuesday, April 18, 2017 Click player below to listen DSR Live: 1015 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" If you don’t make the call and attempt to make the... Listen to / Read more

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.

Tuesday, April 11, 2017 Click player below to listen DSR Live: 1014 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Many foodservice distributors and their DSRs spread... Listen to / Read more

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

Tuesday, April 4, 2017 Click player below to listen DSR Live: 1013 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Look, Listen & Learn (3-L’s), and don’t ever give... Listen to / Read more

1012: Tips on Selling Frozen Seafood with High Liner Foods

Friday, March 24, 2017   Click player below to listen DSR Live: 1012 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSR Audio Training on Selling Frozen Seafood... Listen to / Read more

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

Tuesday, March 21, 2017   Click player below to listen DSR Live: 1011 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Is your customer comparing apples to apples... Listen to / Read more

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

Tuesday, March 14, 2017   Click player below to listen DSR Live: 1010 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" The Question: How many cases do you need to... Listen to / Read more

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.

Tuesday, March 7, 2017   Click player below to listen DSR Live: 1009 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" If all DSRs have the same number of hours in... Listen to / Read more

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

Tuesday, February 28, 2017 Click player below to listen DSR Live: 1008 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “Ask questions, ask questions, and ask even more... Listen to / Read more

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

Tuesday, February 21, 2017 Click player below to listen DSR Live: 1007 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" David Ross was inducted to the AFDR DSR Hall of Fame... Listen to / Read more

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

Tuesday, February 14, 2017 Click player below to listen DSR Live: 1006 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 99% of customers say HONESTY is the reason they keep... Listen to / Read more

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!

Tuesday, February 7, 2017 Click player below to listen DSR Live: 1005 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Sunday’s Super Bowl matchup between the New England... Listen to / Read more

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.

Tuesday, January 31, 2017 Click player below to listen DSR Live: 1004 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Liz Bray, a 16-year sales veteran with Sysco - Kansas... Listen to / Read more

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

Tuesday, January 24, 2017 Click player below to listen DSR Live: 1003 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Develop an attitude of gratitude and see your life... Listen to / Read more

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.  

Tuesday, January 17, 2017 Click player below to listen DSR Live: 1002 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This audio show is recommended for ALL GREENHORNS and... Listen to / Read more

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?

Tuesday, January 10, 2017 Click player below to listen DSR Live: 1001 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" The goal of this plan is to sell more cases to your... Listen to / Read more

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

Tuesday, January 3, 2017 Click player below to listen DSR Live: 1000 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Wood Fruitticher’s Paul Streeter has been inducted... Listen to / Read more

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.

Tuesday, December 27, 2016 Click player below to listen DSR Live: 951 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, how do you react to rejection, and what actions... Listen to / Read more

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.

Tuesday, December 20, 2016 Click player below to listen DSR Live: 950 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Recognizing your weaknesses, and working on them can... Listen to / Read more

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!

Tuesday, December 13, 2016 Click player below to listen DSR Live: 949 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" If you don’t make the call and attempt to make the... Listen to / Read more

948: Jim Leonard of HPC Foodservice DSR of the Month

Tuesday, December 6, 2016 Click player below to listen DSR Live: 948 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Jim Leonard says that, “Anybody can sell food, but if... Listen to / Read more

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?

Tuesday, November 29, 2016 Click player below to listen DSR Live: 947 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" YOUR BEST CUSTOMERS are the #1 target in your... Listen to / Read more

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.

Tuesday, November 22, 2016 Click player below to listen DSR Live: 946 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Sales Managers are asking for any ideas AFDR might... Listen to / Read more

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

Tuesday, November 15, 2016 DSR Live: 945 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Dennis Dempsey of Performance Foodservice, Hickory, North Carolina is the DSR of the... Listen to / Read more

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.

Tuesday, November 8, 2016 Click player below to listen DSR Live: 944 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" "What is the ONE Thing you can do such that by doing... Listen to / Read more

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

Tuesday, November 1, 2016 Click player below to listen DSR Live: 943 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Kelly Donohue of Favorite Foods in Somersworth, New... Listen to / Read more

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

Tuesday, October 25, 2016 Click player below to listen DSR Live: 942 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Most of these Operators state loudly and clearly that... Listen to / Read more

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

Tuesday, October 18, 2016 Click player below to listen DSR Live: 941 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Truck Drivers can be the MVP on your team if you... Listen to / Read more

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

Tuesday, October 11, 2016 Click player below to listen DSR Live: 940 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Is DSR Role Playing a Kid's Game  We've All Grown out... Listen to / Read more

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

Tuesday, October 4, 2016 Click player below to listen DSR Live: 939 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Jeff Keel of BEN E. KEITH, Dallas/Fort Worth, TX is... Listen to / Read more

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

Tuesday, September 27, 2016 Click player below to listen DSR Live: 938 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" If you’re a Greenhorn or a Veteran needing to open up... Listen to / Read more

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?

Tuesday, September 20, 2016 Click player below to listen DSR Live: 937 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" "Don’t tell me it can’t be done; tell me You can’t do... Listen to / Read more

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.

Tuesday, September 13, 2016 Click player below to listen DSR Live: 936 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Don’t be the DSRs who get stopped in their tracks when... Listen to / Read more

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.

Tuesday, September 6, 2016 Click player below to listen DSR Live: 935 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Tamara L. Bales of US FOODS Western Pennsylvania,... Listen to / Read more

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.

Tuesday, August 30, 2016 Click player below to listen DSR Live: 934 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Sometimes it’s a chain reaction how one thing leads... Listen to / Read more

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

Monday, August 22, 2016 Click player below to listen DSR Live: 933 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This is a must listen to show! This Chef has bought... Listen to / Read more

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.

Tuesday, August 16, 2016 Click player below to listen DSR Live: 932 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" We all have parts of our lives that aren’t turning out... Listen to / Read more

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.

Tuesday, August 9, 2016  Click player below to listen DSR Live: 931 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" The right or opportune moment in time to make that... Listen to / Read more

930: Sysco Cincinnati Greg Wagner DSR of the Month

Tuesday, August 2, 2016 Click player below to listen DSR Live: 930 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Greg Wagner of Sysco Cincinnati based in Charleston,... Listen to / Read more

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

Tuesday, July 26, 2016  Click player below to listen DSR Live: 929 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"  A DSR’s Self-Confidence Matters Just as Much as... Listen to / Read more

928: Mistakes and Problems Can Help You Grow your Sales

Tuesday, July 19, 2016  Click player below to listen DSR Live: 928 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"  Blame and Victimism Hello, you’re in the... Listen to / Read more

927: Greenhorn DSR Lost His First Account, Advice Please

Tuesday, July 12, 2016  Click player below to listen DSR Live: 927 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"  Dear DSR Dave, I've been with my distributor since... Listen to / Read more

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

Tuesday, July 5, 2016 Click player below to listen DSR Live: 926 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" The most recent inductee of the AFDR DSR Hall of Fame... Listen to / Read more

925: Secret to Sustainable DSR Sales Growth and Success

Tuesday, June 28, 2016  Click player below to listen DSR Live: 925 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Secret to Sustainable DSR Sales Growth and Success is... Listen to / Read more

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.

Tuesday, June 21, 2016 Click player below to listen DSR Live: 924 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" If all DSRs have the same number of hours in the... Listen to / Read more

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

Tuesday, June 14, 2016 Click player below to listen DSR Live: 923 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Bill Main, a nationally recognized foodservice... Listen to / Read more

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

Tuesday, June 7, 2016 Click player below to listen DSR Live: 922 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" What most DSRs don’t know going into this job as a... Listen to / Read more

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

Tuesday, May 31, 2016 Click player below to listen DSR Live: 921 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Marie Horikawa with HFM Foodservice of Honolulu,... Listen to / Read more

920: DSRs Your Weakness Can Become Your Secret Weapon

Tuesday, May 24, 2016 Click player below to listen DSR Live: 920 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Recognizing your weaknesses, and working on them can... Listen to / Read more

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

Tuesday, May 17, 2016 Click player below to listen DSR Live: 919 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Am I headed in the right direction? The most... Listen to / Read more

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

Tuesday, May 10, 2016 Click player below to listen DSR Live: 918 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" YOUR BEST CUSTOMERS are the #1 target in your... Listen to / Read more

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

Tuesday, May 3, 2016 Click player below to listen DSR Live: 917 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSR Dan Reilly is the latest inductee into the AFDR... Listen to / Read more

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.

Tuesday, April 26, 2016  Click player below to listen DSR Live: 916 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “Sales goals are a Process, not a Project” What can... Listen to / Read more

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.

Tuesday, April 19, 2016  Click player below to listen DSR Live: 915 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 915: An Effective DSR Sales Call with a Prospect or... Listen to / Read more

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

Tuesday, April 12, 2016   Click player below to listen DSR Live: 914 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Kelly Wall, a 12 year veteran at Y. Hata & Co.,... Listen to / Read more

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

Tuesday, April 5, 2016 Click player below to listen DSR Live: 913 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Dale Bennecoff of Pocono ProFoods, which is based out... Listen to / Read more

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

Tuesday, March 22, 2016 Click player below to listen DSR Live: 912 TO DOWNLOAD RIGHT CLICK & "SAVE TARGET AS" and listen to the show anytime, anywhere. A. F. Wendling’s Foodservice’s, Brandi Parks is a Greenhorn DSR... Listen to / Read more

911: Rejection Helps a DSR Focus on Better Preparation

Tuesday, March 15, 2016 Click player below to listen DSR Live: 911 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, how do you react to rejection, and what actions... Listen to / Read more

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.

Tuesday, March 8, 2016 Click player below to listen DSR Live: 910 TO DOWNLOAD RIGHT CLICK & "SAVE TARGET AS" and listen to the show anytime, anywhere. This is a “MUST LISTEN TO” audio interview with Charlie Mansir... Listen to / Read more

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

Tuesday, March 1, 2016 Click player below to listen DSR Live: 909 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Skipper Nelson of Merchants Foodservice Alabama... Listen to / Read more

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

Tuesday, February 23, 2016 Click player below to listen DSR Live: 908 TO DOWNLOAD RIGHT CLICK & "SAVE TARGET AS" and listen to the show anytime, anywhere. To double your sales, you need to clear a path so you can see... Listen to / Read more

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

Tuesday, February 16, 2016 Click player below to listen DSR Live: 907 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK &  SELECT "SAVE TARGET AS" DSRs, if you want your current customers (and... Listen to / Read more

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

Tuesday, February 9, 2016 Click player below to listen DSR Live: 906 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK &  SELECT "SAVE TARGET AS" It’s a good thing that Credit Managers are NOT with... Listen to / Read more

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

Tuesday, February 2, 2016 Click player below to listen DSR Live: 905 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Alberto Navarra of Performance Foodservice in Denver,... Listen to / Read more

904: Greenhorn progress report after 8 months on the job

Tuesday, January 26, 2016 Click player below to listen DSR Live: 904 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK &  SELECT "SAVE TARGET AS" Greenhorn, Ian Winter is with Colony Foods out of... Listen to / Read more

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.

Tuesday, January 19, 2016 Click player below to listen DSR Live: 903 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK &  SELECT "SAVE TARGET AS" Recommended for ALL GREENHORNS Franke Hilson of Ben E... Listen to / Read more

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!

Tuesday, January 12, 2016 Click player below to listen DSR Live: 902 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Don’t be the DSRs who get stopped in their tracks when... Listen to / Read more

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

Tuesday, January 5, 2016 Click player below to listen DSR Live: 901 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Jay Sorenson, a DSR proud to be representing Upper... Listen to / Read more

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.

Tuesday, December 15, 2015 Click player below to listen DSR Live: 849 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" What most DSRs don’t know going into this job as a... Listen to / Read more

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

Tuesday, December 8, 2015 Click player below to listen DSR Live: 848 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Charlie Mansir, a Culinary Institute of America... Listen to / Read more

847: Thurston Foods Jeanne Hamilton DSR of the Month

Tuesday, December 1, 2015 Click player below to listen DSR Live: 847 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Jeanne Hamilton of Thurston Foods – Wallingford,... Listen to / Read more

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

Tuesday, November 24, 2015 Click player below to listen DSR Live: 846 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Food Services of America’s Clyde Gassert, AFDR DSR OF... Listen to / Read more

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

Tuesday, November 17, 2015 Click player below to listen DSR Live: 845 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Saying No really is saying Yes to yourself by... Listen to / Read more

844: Two Different Kinds of Time to be Managed

Tuesday, November 10, 2015 Click player below to listen DSR Live: 844 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Two Different Kinds of Time to be Managed The right... Listen to / Read more

843 US FOODS John Powell DSR of the Month

Tuesday, November 3, 2015 Click player below to listen DSR Live: 843 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" JOHN POWELL of US FOODS - Roanoke, Virginia has been... Listen to / Read more

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

Tuesday, October 27, 2015 Click player below to listen DSR Live: 842 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" High Risk, high return. Low Risk, low return. This... Listen to / Read more

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

Tuesday, October 20, 2015 Click player below to listen DSR Live: 841 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Sometimes it’s a chain reaction how one thing leads... Listen to / Read more

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

Tuesday, October 13, 2015 Click player below to listen DSR Live: 840 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" AFDR DSR Hall of Fame veteran, Tony Gonzales of... Listen to / Read more

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

Tuesday, October 6, 2015 Click player below to listen DSR Live: 839 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Donna Reynolds of Reinhart Foodservice – Cincinnati,... Listen to / Read more

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

Tuesday, September 29, 2015 Click player below to listen DSR Live: 838 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"   It’s a Cycle.  The Sales' Seeds You Water, will... Listen to / Read more

837: Disappointment… Keep Pushing or Cut Your Losses?

Tuesday, September 22, 2015 Click player below to listen DSR Live: 837 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" We all have parts of our lives that aren’t turning out... Listen to / Read more

836 DSR Time and Account Management Tools & Engagement

Tuesday, September 15, 2015 Click player below to listen DSR Live: 836 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" In response to many calls with distributor Sales... Listen to / Read more

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

Tuesday, September 8, 2015 Click player below to listen DSR Live: 835 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “It takes many good deeds to build a good reputation,... Listen to / Read more

834 Ben E Keith Brian Biggs, DSR of the Month

Tuesday, September 1, 2015 Click player below to listen DSR Live: 834 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Brian Biggs pulled the plug on selling cell phones in... Listen to / Read more

833: DSR Frustrations Lead to Greatness

Tuesday, August 25, 2015 Click player below to listen DSR Live: 833 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" How do the great DSRs stay grounded? They deal with... Listen to / Read more

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

Tuesday, August 18, 2015 Click player below to listen DSR Live: 832 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Results are in. Big Data works great when training New... Listen to / Read more

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

Tuesday, August 11, 2015 Click player below to listen DSR Live: 831 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 831 Don’t give up because the Opportunity is usually... Listen to / Read more

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

Tuesday, August 4, 2015 Click player below to listen DSR Live: 830 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 830 Shamrock Foods Team, Frank and Mary Kay Pohl... Listen to / Read more

829 Self Oppressions restrict us in reaching our goals

Tuesday, July 28, 2015 Click player below to listen DSR Live: 829 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Most depression does not come from others, but... Listen to / Read more

828: DSR Habits are the Path to Success

Tuesday, July 21, 2015 Click player below to listen DSR Live: 828 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Many of us believe that our problems are a result of... Listen to / Read more

827: Operator Panel Discusses with DSRs, Cold Calls

Tuesday, July 14, 2015 Click player below to listen DSR Live: 827 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" This is a MUST LISTEN TO show… Listen in as DSRLive ... Listen to / Read more

826: Helping Customers with the Details Helps Margins

Tuesday, July 7, 2015 Click player below to listen DSR Live: 826 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs need to understand that restaurants are a living,... Listen to / Read more

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

Tuesday, June 30, 2015 Click player below to listen DSR Live: 826 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Persistence & Organization, traits of DSR of the... Listen to / Read more

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

Tuesday, June 23, 2015 Click player below to listen DSR Live: 824 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Don’t assume anything when it comes to GREAT customer... Listen to / Read more

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

Tuesday, June 16, 2015 Click player below to listen DSR Live: 823 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Listen to the show in 3 minutes: 99% of customers say... Listen to / Read more

822: Your Competitors are after your Best Customer

Tuesday, June 9, 2015 Click player below to listen DSR Live: 822 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" YOUR BEST CUSTOMERS are the #1 target in your... Listen to / Read more

821 DSR of the Month is Greg Dixon of Brown Foodservice

Tuesday, June 2, 2015 Click player below to listen DSR Live: 821 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" For 31 years, the latest inductee into the AFDR DSR... Listen to / Read more

820 Rejection Helps a DSR Focus on Better Preparation

Tuesday, May 26, 2015 Click player below to listen DSR Live: 820 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, how do you react to rejection, and what actions... Listen to / Read more

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

Tuesday, May 19, 2015 Click player below to listen DSR Live: 819 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Think about it. Essentially, it’s like your restaurant... Listen to / Read more

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

Tuesday, May 12, 2015 Click player below to listen DSR Live: 818 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, you need to be an expert on some basic... Listen to / Read more

817 DSR of the Month is Dennis Dempsey of Performance Foodservice

Wednesday, May 6, 2015 Click player below to listen DSR Live: 817 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSR of the Month, Dennis Dempsey of Performance... Listen to / Read more

816 DSRs Future Goals Require Time Management Today

Tuesday, April 28, 2015 Click player below to listen DSR Live: 816 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, if your plan at this time is to be in this... Listen to / Read more

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.

Tuesday, April 21, 2015 Click player below to listen DSR Live: 815 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Why is it so hard to get your gross profit where it... Listen to / Read more

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

Tuesday, April 14, 2015 Click player below to listen DSR Live: 814 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" We are highlighting more from this month’s DSR of the... Listen to / Read more

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

Tuesday, April 7, 2015 Click player below to listen DSR Live: 813 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" A good DSR can help customers grow during really bad... Listen to / Read more

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

Tuesday, March 31, 2015 Click player below to listen DSR Live: 812 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “The answer is YES, now ask the question,” declares... Listen to / Read more

811: Greenhorn DSRs Find Product Knowledge a Frustrating Barrier

Tuesday, March 24, 2015 Click player below to listen DSR Live: 811 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" “Greenhorn” DSR says: “I don’t think I’m any good at... Listen to / Read more

810: DSRs Selling through Objections

Tuesday, March 17, 2015 Click player below to listen DSR Live: 810 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Don’t be the DSRs who get stopped in their tracks when... Listen to / Read more

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

Tuesday, March 10, 2015 Click player below to listen DSR Live: 809 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" I just got back from another conference where once... Listen to / Read more

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

Tuesday, March 3, 2015 Click player below to listen DSR Live: 808 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Frank Jones of Food Services of America, Spokane,... Listen to / Read more

807: Foodservice Distribution is the New Wild West

Tuesday, February 24, 2015 Click player below to listen DSR Live: 807 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" A New Wild West has been created in the Foodservice... Listen to / Read more

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

Tuesday, February 17, 2015 Click player below to listen DSR Live: 806 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Recognizing your weaknesses, and working on those can... Listen to / Read more

805: NEW ACCOUNT RESEARCH

Tuesday, February 10, 2015     Cold calls?  A top-performing DSR often will research a potential new customer from top to bottom so they can begin a conversation with a deep knowledge of the operator's concept and... Listen to / Read more

804 Joshua Notestine Inducted into the AFDR DSR Hall of Fame

Tuesday, February 3, 2015 Click player below to listen DSR Live: 804 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Joshua Notestine of Reinhart Foodservice –Eastern... Listen to / Read more

803 Secret to Sustainable Sales Growth and Success

Tuesday, January 27, 2015 Click player below to listen DSR Live: 803 The Secret to Your success is only as sustainable as its source. The more you think about that statement, the more convicting it gets inside of... Listen to / Read more

802 Cold Call on a Governor, True Story

Tuesday, January 20, 2015   Click player below to listen DSR Live: 802 802 Cold Call on a Governor, True Story   “You miss 100% of the shots you don't take.” -Wayne Gretzky If you don't make that cold call on a... Listen to / Read more

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

Tuesday, January 13, 2015   Click player below to listen DSR Live: 801 5 Easy Steps to Reach Your Sales Goals The goal of this plan is to sell more cases to your existing customers.  Customers who are currently buying... Listen to / Read more

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

Tuesday, January 6, 2015   Click player below to listen DSR Live: 800 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Kevin Oprandi from RDP Foodservice in Columbus,... Listen to / Read more

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

Tuesday, December 16, 2014 Click player below to listen DSR Live: 749 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Put yourself in a great position for increasing your... Listen to / Read more

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

Tuesday, December 9, 2014 Click player below to listen DSR Live: 748 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSR Dave’s guests on the show are: USA First Team All... Listen to / Read more

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

Tuesday, December 2, 2014   Click player below to listen DSR Live: 747 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Joe Adam of Troyer Foods in Bloomington, Indiana is... Listen to / Read more

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

Tuesday, November 18, 2014 Click player below to listen DSR Live: 746 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Popular DSRLiveshow: John Martin of Martin Bros.... Listen to / Read more

745: The Consolidation Ripple Effect on DSRs

Tuesday, November 11, 2014 Click player below to listen DSR Live: 745 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"   With the constant changing and consolidation of... Listen to / Read more

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

Tuesday, November 4, 2014   Click player below to listen DSR Live: 744 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" With George Hewitt’s 40 years of professional... Listen to / Read more

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

Tuesday, October 28, 2014   Click player below to listen DSR Live: 743 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 743: Ben E Keith’s Melissa Anderson, AFDR DSR of... Listen to / Read more

742: Your Best Customers--Targets for Your Competitor

Tuesday, October 21, 2014   Click player below to listen DSR Live: 742 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, ARE YOU DOING ANYTHING PROACTIVE TO PREVENT... Listen to / Read more

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

Tuesday, October 14, 2014   Click player below to listen DSR Live: 741 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSR Jim: Dear DSR Dave, I've been with X... Listen to / Read more

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

Tuesday, October 7, 2014   Click player below to listen DSR Live: 740 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs, if you want your current customers (and... Listen to / Read more

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

Tuesday, September 30, 2014   Click player below to listen DSR Live: 739 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Joe Fischetti of US FOODS, Western Pennsylvania has... Listen to / Read more

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

Tuesday, September 23, 2014   Click player below to listen DSR Live: 738 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" Frank Cedeno of Ben E Keith, a DSR Hall of Famer,... Listen to / Read more

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

Tuesday, September 16, 2014   Click player below to listen DSR Live: 737 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" DSRs who are writing many millions of dollars of... Listen to / Read more

736: DSR HONESTY Generates Long-term Customers and Profitability

Tuesday, September 9, 2014   Click player below to listen DSR Live: 736 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" 99% of customers say HONESTY is the reason they... Listen to / Read more

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

Tuesday, September 2, 2014 Click player below to listen DSR Live: 735 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS"Jamie Hudson of Holt Paper & Chemical in Salisbury,... Listen to / Read more

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.

Tuesday, August 26, 2014 734: The "DSR ONE THING" Delivers Extraordinary Sales Results DSR Live: 734 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" "What is the ONE... Listen to / Read more

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

Tuesday, August 19, 2014 733: DSRs’ Dress Code Matters to 78% of ProspectsQuestion to operators:Does it matter what a DSR/Sales Rep is wearing the first time you meet them?  “The first time, ABSOLUTELY!  I want to make sure... Listen to / Read more

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

Tuesday, August 12, 2014 732:  5 Easy Steps to Reach Your Sales & Income Goals   This is the sales plan DSR Dave used to reach his sales and income goals.  The plan begins by selling more cases to your current customers... Listen to / Read more

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

Tuesday, August 5, 2014 731: Clyde Gassert of FSA Inducted into the DSR Hall of Fame 731: Clyde Gassert of FSA Inducted into the DSR Hall of Fame Listen to / Read more

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

Tuesday, July 29, 2014 730:  DSRs’ Brand Identity Will Separate Them from Other Reps You work for a company that is known for or stands for something, but each DSR also has to have their own personal Brand Identity that... Listen to / Read more

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

Tuesday, July 22, 2014 729:  Pricing/Margin – Is your customer comparing apples to apples (pack sizes)?  If pricing is an issue with your customer, you need to sit down with them and go over the items in question.  Pack... Listen to / Read more

728: Getting ahead is Getting Started

Tuesday, July 15, 2014 728:  Getting ahead is Getting Started... “If you want to be HAPPY, set a goal that commands your thought, liberates your energy and inspires your hopes.”  - Andrew Carnegie“We overthink, overplan,... Listen to / Read more

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

Tuesday, July 8, 2014    $10 Million DSR Leverages his Single Source Partnership Sales Program with Prospects Kelly Wall, a 10 year veteran at Y. Hata & Co., Ltd. in Oahu, Hawaii, explains in detail how he opens new... Listen to / Read more

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

Tuesday, July 1, 2014   Click player below to listen DSR Live: 726 TO DOWNLOAD this show to listen to it anytime, anywhere, RIGHT CLICK & SELECT "SAVE TARGET AS" AFDR’s DSR of the Month for July 2014 is Paul Bauer... Listen to / Read more

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

Tuesday, June 24, 2014 725:  Operator Says NO Distributor Has 100% of His Products.  Goodwin’s Family Restaurant in Circleville, Ohio (http://www.goodwinsfamilyrestaurant.com/ ) has been in business since 1979. Goodwin has... Listen to / Read more

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

Tuesday, June 17, 2014 724: John Martin says LEARN & Sell the TOUGH ITEMS to make real money John Martin of Martin Bros. Distributing Co. gives DSRs some words of wisdom about selling the more difficult products.  These... Listen to / Read more

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

Tuesday, June 10, 2014 723:  OPENING NEW ACCOUNTS with a TOP Ben E Keith DSR!! Franke Hilson of Ben E Keith, Little Rock, Arkansas division has a PROVEN, simple formula for opening new accounts that has been refined... Listen to / Read more

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

Tuesday, June 3, 2014   Click player below to listen DSR Live: 722 Andrew Bird from Dixie Produce in Chattanooga, Tennessee is the latest inductee into the AFDR DSR Hall of Fame as the June DSR of the Month. Andrew... Listen to / Read more

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

Tuesday, May 27, 2014  721: How can TV make you and your customer more money?  Grandma Hoyt's is a family business!  Ed and Julie Hoyt have been catering in Gaston County and North Carolina for fifteen years.  They’ve... Listen to / Read more

720: Your Competitors are after your Best Customer

Tuesday, May 20, 2014 720: Your Competitors are after your Best CustomerYOUR BEST CUSTOMERS are the #1 target in your competitors’ Sales Funnel. Listen to / Read more

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

Tuesday, May 13, 2014 719: Martin Bros. VP of Sales on Analyzing & Managing Your Small Accounts Doug Coen, VP of Sales and Marketing for Martin Bros. Distributing, explains why sometimes "it's a tough, emotional decision... Listen to / Read more

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

Tuesday, May 6, 2014 Brad Williams of Hermel Wholesale in Mankato, Minnesota is the latest inductee to the AFDR DSR Hall of Fame as the May DSR of the Month. Brad has been with Hermel Wholesale for 36 years. Seven years... Listen to / Read more

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

Tuesday, April 29, 2014 In this show, DSR Dave is riding with and talking to AFDR President Todd Hauser, a DSR at Martin Bros. Distributing, about the experience they previously had when they went into a new (tough)... Listen to / Read more

716: Make Yourself the Prime Vendor

Tuesday, April 22, 2014 Bill Main, a nationally recognized foodservice management consultant, and DSR Dave discuss how moving a customer from buying only 20% to 80% or more should be every DSR’s goal each week.   Main... Listen to / Read more

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

Tuesday, April 15, 2014   "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 that seem impossible to overcome, just think if someone can figure it out,... Listen to / Read more

714: DSRs Taking Responsibility for Problems & Errors

Tuesday, April 8, 2014   Click player below to listen DSR Live: 714 Subscribe via iTunes   DSRs who take the responsibility for their company's problems and errors are viewed as true professionals by their... Listen to / Read more

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

Tuesday, April 1, 2014 Kathi Bassham of Shamrock Foods, New Mexico is the latest inductee into the AFDR DSR Hall of Fame. A lesson learned:  Don’t put all of your eggs in one basket when it comes to selling large... Listen to / Read more

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

Tuesday, March 25, 2014 “You have to find a value for yourself at every customer; and it’s going to be different for every customer,” declares Melissa Anderson.  All customers need help with something; products, prices, new... Listen to / Read more

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

Tuesday, March 18, 2014 Frank Cedeno of Ben E Keith, a DSR Hall of Famer, explains to DSR Dave how he never tells one of his customers “NO” when it comes to a product they need, or want to try.  Frank also explains why it’s... Listen to / Read more

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

Tuesday, March 11, 2014 After using two tons of Corned Beef a month (over 100,000 sandwiches a year), Owner-Operator of Katzinger’s Deli, Diane Warren is still buying it from the same DSR she has for 26 years.  Diane says... Listen to / Read more

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

Monday, March 3, 2014 For almost 17 years, Dean Adams has been using the knowledge he gained while running restaurants before becoming a DSR to provide advisory services to help his customers make money.Adams sought out... Listen to / Read more

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

Tuesday, February 25, 2014   This is a “MUST LISTEN TO” audio interview with Charlie Mansir, a Culinary Institute of America (CIA) graduate who has been an operator for over 30 years and has dealt with hundreds of DSRs. ... Listen to / Read more

707: GUARANTEE Account Penetration & Squash Competition

Tuesday, February 18, 2014 Frank Bellace of Sysco- Philly shares with DSR Dave some great insights on how he has become successful at penetrating existing accounts, while at the same time forcing competition to think twice... Listen to / Read more

706: DSR David Ross knows how to Open New Accounts

Tuesday, February 11, 2014 DSR David Ross knows how to Open New Accounts!Ross says that most customers will never stop buying from you if you are making money for them.  “My goal is to help move them from making $100k this... Listen to / Read more

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

Tuesday, February 4, 2014 Forty-five years as a DSR, Chris Contos is the epitome of what the AFDR DSR Hall of Fame exemplifies. Listen to / Read more

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

Tuesday, January 28, 2014     Cold calls?  A top-performing DSR often will research a potential new customer from top to bottom so they can begin a conversation with a deep knowledge of the operator's concept and... Listen to / Read more

703: Sales Goals are a Process, Not a Project

Tuesday, January 21, 2014 I would if I could, but I can’t, so I won’t.  Really, and you’re in Sales??  What can I do today, to enable me to do tomorrow, that which I cannot do today?  X Listen to / Read more

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

Tuesday, January 14, 2014 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... Listen to / Read more

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

Tuesday, January 7, 2014 Behrmann’s success is largely attributed to having a great attitude about his job and his customers and also his sense of humor as evidenced by his constantly changing voice mail messages.  His... Listen to / Read more

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

Tuesday, December 17, 2013 Building your foodservice distribution business with Independent Operators is all about relationships… not what happens on Wall Street.        Click player below to listen DSR Live:... Listen to / Read more

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

Tuesday, December 10, 2013 Building your foodservice distribution business with Independent Operators is all about relationships… not what happens on Wall Street.        Click player below to listen DSR Live:... Listen to / Read more

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

Tuesday, December 3, 2013 Paul strives to do enough homework on prospects so that when he does make his first call on them, he feels like he already knows them.  Haskins uses the internet and visits (as a customer) to a... Listen to / Read more

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

Tuesday, November 19, 2013 What value are you bringing to your customers beyond your products and services?  Think about it?  Most DSRs go through the motions of making sure all their orders are in each day, each... Listen to / Read more

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

Tuesday, November 12, 2013     Click player below to listen DSR Live: 645 Subscribe via iTunes DSRs, If Your Competitor's Pricing Was The Same On Every Product As Yours was, Why Would Customers Buy From You? Ask... Listen to / Read more

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

Tuesday, November 5, 2013   Click player below to listen DSR Live: 644 Subscribe via iTunes Martin Bros., John Royer, DSR of the Month From meat cutter at a grocery store to the DSR Hall of Fame, John Royer who has... Listen to / Read more

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

Tuesday, October 29, 2013   Click player below to listen DSR Live: 643 Subscribe via iTunes DSRs, Do You REALLY Believe in What You’re Selling? Or, are you just a SALESPERSON taking orders for products??  This is an... Listen to / Read more

642: DSR Of The Year, Pam Story

Tuesday, October 22, 2013     Click player below to listen DSR Live: 642 Subscribe via iTunes   The Association for Foodservice Distributor Representatives (AFDR) today announced that Pam Story, a veteran DSR with... Listen to / Read more

641: A DSR’s Attitude is Everything

Tuesday, October 15, 2013   Click player below to listen DSR Live: 641 Subscribe via iTunes DSRs, your attitude affects positive sales growth--or the lack of sales growth.  Being positive, thinking positive and having... Listen to / Read more

640: DSRs Taking Responsibility for Problems

Tuesday, October 8, 2013   Click player below to listen DSR Live: 640 Subscribe via iTunes   DSRs Taking Responsibility for Problems It’s Nobody’s Job---I’ve been riding and working with many DSRs lately and have... Listen to / Read more

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

Tuesday, October 1, 2013 Click player below to listen DSR Live: 639 Subscribe via iTunes  Larry Baity is the latest inductee into the AFDR DSR Hall of Fame for the Month of October 2013. Mr. Baity, a DSR for 25... Listen to / Read more

638: Operator Says DSR Influences 90 Percent of Her Decisions

Tuesday, September 24, 2013 Click player below to listen DSR Live: 638 Subscribe via iTunes This edition of DSRLive is brought to you by: Create New Dessert Sales with Revolutionary Luxe Layers™ Pies from... Listen to / Read more

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

Monday, September 16, 2013     Click player below to listen DSR Live: 637     Subscribe via iTunes  Credit Manager or Really the Credit Specialist… Melissa Anderson, DSR and AFDR Hall of Famer, gives some... Listen to / Read more

636: What Drives You Crazy About DSRs?

Tuesday, September 10, 2013   Click player below to listen DSR Live: 636 Subscribe via iTunes   DSR Dave and guest host Steve Dahl ask three operators the same pressing question,"What drives you crazy about... Listen to / Read more

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

Tuesday, September 3, 2013   Click player below to listen DSR Live: 635 Subscribe via iTunes   September 2013:  Dennis Wald of Food Services of America, Portland, Oregon  Dennis Wald has been inducted into the AFDR... Listen to / Read more

634: DSR Deliveries, FDA says Keep Below 40 degrees

Wednesday, August 28, 2013     Click player below to listen DSR Live: 634     Subscribe via iTunes   This edition of DSRLive is brought to you by:     New Smartphone App Helps You Sell Gourmet Desserts Sell... Listen to / Read more

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

Tuesday, August 20, 2013       Click player below to listen DSR Live: 633     Subscribe via iTunes   This edition of DSRLive is brought to you by:     New Smartphone App Helps You Sell Gourmet... Listen to / Read more

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

Tuesday, August 13, 2013   Click player below to listen DSR Live: 632 Subscribe via iTunes  DSRs:  “TWO Things” to Double Your Sales with Current Customers After 33 years, DSR Dave has learned from his own... Listen to / Read more

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

Tuesday, August 6, 2013 Click player below to listen DSR Live: 631 Subscribe via iTunes Melissa Anderson of Ben E Keith, San Antonio, TX is the latest inductee into the AFDR DSR Hall of Fame as DSR of the Month... Listen to / Read more

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

Tuesday, July 30, 2013 Click player below to listen DSR Live: 630 Subscribe via iTunes This edition of DSRLive is brought to you by: Get in the Game with Limited Time Offers Help your customers lure in more sports... Listen to / Read more

629: DSR Motivation-Four Basic Steps

Tuesday, July 23, 2013   Click player below to listen DSR Live: 629 Subscribe via iTunes   DSR Motivation-4 Basic Steps DSRs, do you ever feel like nobody wants to do business with you??  Customers aren’t... Listen to / Read more

628: Operators’ Likes and Dislikes about DSRs

Tuesday, July 16, 2013 Click player below to listen DSR Live: 628 Subscribe via iTunes On this show, operators from Hospitals, College Food Service Operations, Casinos, Caterers, and white table cloth and casual... Listen to / Read more

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

Tuesday, July 9, 2013 Click player below to listen DSR Live: 627 Subscribe via iTunes The Food Network’s “Restaurant Impossible” star chef, Robert Irvine, sheds some light on what really goes on with independent... Listen to / Read more

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

Tuesday, July 2, 2013 Click player below to listen DSR Live: 626 Subscribe via iTunes Robert Wiles of US Foods, Jackson, Mississippi is the latest DSR of the Month and inductee into the AFDR DSR Hall of Fame for... Listen to / Read more

625: Minimize Will Calls & Penetrate Existing Accounts

Tuesday, June 25, 2013 Click player below to listen DSR Live: 625 Subscribe via iTunes Will Calls… most DSRs have a love-hate relationship with them.  Will Calls are a good measure for two important... Listen to / Read more

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

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... Listen to / 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... Listen to / Read more

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

Tuesday, June 4, 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... Listen to / 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... Listen to / 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... Listen to / 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,... Listen to / Read more

618: Chef/Specialty Distributor DSR, Kyle Bernstein

Tuesday, May 7, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, April 2, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, March 5, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, February 5, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, January 8, 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... Listen to / Read more

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

Tuesday, January 1, 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... Listen to / 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.... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, December 4, 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... Listen to / 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,... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, November 6, 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... Listen to / 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... Listen to / 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,... Listen to / 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... Listen to / Read more

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

Tuesday, October 9, 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... Listen to / Read more

540: Josh Rector Inducted into AFDR Hall of Fame

Tuesday, October 2, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

536: Pedro Bossy Inducted into AFDR Hall of Fame

Tuesday, September 4, 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... Listen to / Read more

535: 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, August 7, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, July 3, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, June 5, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, May 8, 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... Listen to / Read more

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

Tuesday, May 1, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, April 3, 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, March 6, 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... Listen to / Read more

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

Tuesday, February 28, 2012 Click player below to listen DSR Live Subscribe via iTunes Turning “Price Shopper Customers” into “Valued Customers” is a real challenge for most DSRs, but when this transformation takes... Listen to / Read more

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

Tuesday, February 14, 2012 Click player below to listen DSR Live 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... Listen to / 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 7, 2012 Click player below to listen DSR Live 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... Listen to / 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 DSR Live 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... Listen to / Read more

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

Tuesday, January 17, 2012 Click player below to listen DSR Live Subscribe via iTunes   DSR Dave and Todd Hauser, AFDR President, talk about prospecting new accounts; going on cold calls;  knowing what kind of... Listen to / 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... Listen to / Read more

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

Tuesday, January 3, 2012 Click player below to listen DSR Live  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! ... Listen to / 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... Listen to / Read more

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

Tuesday, December 6, 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. ... Listen to / 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... Listen to / Read more

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

Tuesday, November 8, 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... Listen to / Read more

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

Tuesday, November 1, 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, October 4, 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... Listen to / 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... Listen to / 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... Listen to / Read more

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

Tuesday, September 6, 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... Listen to / Read more

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

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... Listen to / 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... Listen to / Read more

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

Tuesday, August 16, 2011 Drivers, DSRs, Transportation managers and Operators about the kind of relationships that really win the game in Foodservice Distribution.  Listen in to hear how beneficial it is for everybody when... Listen to / Read more

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

Tuesday, August 9, 2011 Gary and DSR Dave Miesse continue their conversation about working with brokers and specialists, business development reps and selling cigarettes.   Gary has quite a mix of customers everything from... Listen to / Read more

431: Gary Borcherding named to Hall of Fame

Monday, August 1, 2011 Gary Borcherding, a 25-year foodservice sales veteran has learned to appreciate even the smallest accounts. Knowing the right way to manage them so the small customers are still profitable is the... Listen to / Read more

430: High prices are lame excuse for DSRs

Tuesday, July 26, 2011 Come on... admit it.  You lost an account and when the sales manager questions you, the standard answer flows out... "We got beat on price!  The competitor sells everything cheaper!" Except in... Listen to / Read more

429: Avoiding summertime "cruise control"

Sunday, July 17, 2011 Summer is a highly vulnerable time for DSRs, especially for veterans who often have a false sense of confidence that they’ve got their territory wrapped up.  Letting things slide a few days really... Listen to / Read more

428: Friday sales meetings

Tuesday, July 12, 2011 Who in the heck came up with the idea of Friday sales meetings?  Head hurts, feet ache and your patience is thinning faster than the hair on top of your head. Friday... the end of a week-long... Listen to / Read more

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

Tuesday, July 5, 2011 DSR of the Month Colby Wilbur talk about taking vacations and how to plan, and manage vacation time. Listen to / Read more

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

Wednesday, June 29, 2011 Reclaim your DSR independence than taking a few minutes to focus on some words of wisdom of highly successful people.  If you want to succeed, double your failure rate. — Thomas J. Watson, founder of... Listen to / Read more

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

Tuesday, June 21, 2011 AFDR President Todd Hauser and DSR Dave Miesse cleaned and pressed their best golf shirts and were featured presenters at the Technomic Planning Conference in Chicago last week.  Technomic is AFDR’s... Listen to / Read more

422: Operator Brad Taylor, DSRs Answer Your Phone

Tuesday, May 31, 2011 Answer your phone and take care of your customers!!  Service is answering your phone DSRs...This week’s show features Brad Taylor, owner-operator talks about his number one frustration with DSRs.  If... Listen to / Read more

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

Tuesday, May 24, 2011 For owner/operator Diane Warren, she’s trusted the same meat supplier for 26 years with the prized brisket that ends up as corned beef (which ends up in one out of every five sandwiches... Listen to / Read more

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

Tuesday, May 10, 2011 Clear communication is the foundation of every successful DSR relationship with an operator.  That communication involves reading (like emails from operators), written information (like emails to... Listen to / Read more

418: DSR looks for mousehole to open new account

Monday, May 2, 2011 Chris Matousek, a top sales vet from Cheney Brother’s Riviera Beach Division in Florida, is the May 2011 inductee into the AFDR Hall of Fame… honoring the best foodservice sales people each month. ... Listen to / Read more

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

Tuesday, March 29, 2011 Foodserivce distribution is all about relationships.  Relationships with operators, peers, products, brokers, brands, truck drivers and your boss. Listen to / Read more

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

Monday, March 7, 2011 Mickey McKee of Sara Lee's Hillshire Farm brand of meats speaks to DSR Dave Miesse about the finer points of selling corned beef... just in time for ol' St. Patty's Day!  Mickey is the training... Listen to / Read more

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

Monday, February 28, 2011 First, find a need that a prospect has that Franke can fill with his “Top 10” products that are always a differentiator.  Listen to / 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... Listen to / 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... Listen to / 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... Listen to / 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... Listen to / Read more

401: Tony Gonzales inducted into Hall of Fame!

Wednesday, January 5, 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... Listen to / 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... Listen to / 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... Listen to / Read more

349: DSR explains the good behind small accounts

Tuesday, December 7, 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... Listen to / Read more

349: DSR explains the good behind small accounts

Tuesday, December 7, 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... Listen to / 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... Listen to / 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. Listen to / 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... Listen to / Read more

345: Do you know any DSRs who are BODAs?

Monday, November 8, 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.  Listen to / Read more

344: Labatt’s Isaac Trujillo enters Hall of Fame

Monday, November 1, 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. Listen to / 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 -... Listen to / Read more

342: DSRs should kiss customers ‘til their
mouths bleed

Tuesday, October 19, 2010 Operators are looking for a genuine business partner who doesn't take their good business for granted... and a simple, heartfelt "thank you" goes miles towards building a relationship. Listen to / 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... Listen to / Read more

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

Tuesday, October 5, 2010 340: Sysco MA Ralph Owens inducted into DSR Hall of Fame Listen to / 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.  Listen to / Read more

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

Monday, September 13, 2010 Labatt DSR Teena Vannucci-Downs from Colorado and DSR Dave Miesse yak it up about what she's learned in the last two years going from a Le Cordon Bleu trained chef to an up-and-coming DSR.  As a... Listen to / Read more

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

Tuesday, September 7, 2010 336: Cold calls, sales managers and other DSR Live segments, we're not mentioning the names of the guilty or innocent.  A few topics in this episode: a sly way to make cold calls, sales trainer... Listen to / Read more

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

Monday, August 30, 2010 Tim Havenstrite of Martin Bros. Distributors, September 2010 AFDR Hall of Fame honoree, credits many others for his ability to generate more than $5 million in annual sales... starting with his... Listen to / Read more

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

Tuesday, August 3, 2010 Time management, Greenhorn adviice about proving yourself. In the 28 years as a DSR, Chris Garofalo of U.S. Foodservice knows it's following up on small details that help build a stable of loyal... Listen to / Read more

330: DSR talks about growing business, social media

Monday, July 26, 2010 Meet Darrin Dodd, a grand prize winner from one of AFDR's DSRSmart survey activities!   Learn how encouraging other DSRs to participate in AFDR surveys and training has paid off for Darren.  And hear... Listen to / Read more

329: Tulsa operator believes DSR makes things simpler for him

Monday, July 19, 2010 J.L. Lewis, owner and operator of Leon's on the Restless Ribbon in Tulsa, Okla, has depended on Ben E. Keith DSR Frank Cedeno from before he opened the restaurant.  Now two years later, the sports... Listen to / 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!  Charlotte Hussey, owner of Julia's Restaurant in Troy, Alabama, says DSR Chris Moore of Merchants Foodservice (and July's AFDR Hall... Listen to / Read more

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

Tuesday, July 6, 2010 Listen to / 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? Listen to / 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 Listen to / 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! Listen to / Read more

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

Monday, June 7, 2010 323:  DSR Hall of Famer turns smallwares into big bucks… and nearly eliminates A/R Listen to / Read more

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

Tuesday, June 1, 2010 Listen to / 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 Listen to / 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 Listen to / Read more

319: Let’s keep DSRs ignorant!

Tuesday, May 11, 2010 319: Let’s keep DSRs ignorant! Listen to / Read more

318: Cold calls separate rich DSRs from poor DSRs

Sunday, May 2, 2010 318:  Cold calls separate rich DSRs from poor DSRs...Making cold calls is the #1 characteristic that separates great sales reps from poor performers.  White-coated psychologists probed (ouch!),... Listen to / Read more

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

Tuesday, April 27, 2010 Listen to / Read more

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

Monday, April 19, 2010 Listen to / 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! Listen to / 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 Listen to / 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! Listen to / Read more

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

Tuesday, March 9, 2010 DSR cold calls… and getting your just (and profitable) desserts! Listen to / Read more

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

Tuesday, March 2, 2010 309: Cold call homework... DSR knowledge in a club sandwich Listen to / 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 Listen to / Read more

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

Monday, February 15, 2010 Listen to / Read more

306: Ways DSRs can deal with unprofitable DOG accounts

Monday, February 8, 2010 Listen to / Read more

306: Ways DSRs can deal with unprofitable DOG accounts

Monday, February 8, 2010 306: Ways DSRs can deal with unprofitable DOG accounts Listen to / Read more

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

Monday, February 1, 2010 305: Next big DSR thing might be a bird of a different feather Listen to / Read more

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

Monday, February 1, 2010 305:  Next big DSR thing might be a bird of a different feather Listen to / Read more

304: Fast DSR profits using a little creative menu marketing

Monday, January 25, 2010 Listen to / Read more

303: Little known DSR secrets about Dot Foods

Monday, January 18, 2010 Listen to / Read more

302: When DSRs become the Weiner Saints of Foodservice

Monday, January 11, 2010 Listen to / Read more

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

Monday, December 7, 2009 DSR Live is the #1 radio talk show for foodservice sales reps Listen to / Read more

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

Tuesday, December 1, 2009 DSR Live is the #1 radio talk show for foodservice sales reps Listen to / Read more

248: A DSR Thanksgiving... to buyers!

Tuesday, November 24, 2009 DSR Live talk show, #248 Listen to / 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 Listen to / Read more

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

Tuesday, November 10, 2009 If you're struggling right now, the best place to start looking for help is the person you face in the mirror, says  Ozzie Calhoun, a U.S. Foodservice Territory Manager with 25 years in foodservice... Listen to / Read more

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

Tuesday, September 1, 2009 Listen to / Read more

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