Archive, DSR Insights

2-14: DSR INSIGHTS: DSR loyalty programs should be part of the marketing budget

Monday, February 10, 2014 Where's the loyalty these days?  Especially among DSRs. "DSRs just don't seem loyal like back in the good old days," we often hear manufacturers say.  "They don't appreciate the rubber jar opener... Listen to / Read more

DSR Insights: DSRs, Independent Operators and the NEW GS1/GTIN Foodservice Standards

Friday, January 25, 2013 NEWS FLASH:  BRAND MANUFACTURERS, YOU MIGHT WANT TO KEEP YOUR OLD PRODUCT NUMBERS on your packaging and and POS as you add the NEW GS1/GTIN product identification number and barcodes into the... Listen to / Read more

The AFDR Product Library

Wednesday, December 19, 2012 The AFDR Product Library’s mission is to provide DSRs and their customers a centralized location to search for Foodservice product information.  Manufacturers supply the product data and images which... Listen to / Read more

DSR Insights: Pack Size = Price Per Case Difference to Street Customers

Thursday, May 17, 2012 DSR Dave Miesse explains how a pack size can either make a product a star on an Independent Operator’s menu or not make it to the menu at all. Price per case is a weekly eye-popping event to an... Listen to / Read more

AFDR/Technomic 2012 DSR Immersion Program

Wednesday, April 18, 2012 The DSR Immersion Program is a one-of-a-kind program that offers suppliers exclusive access to the best resource for analyzing and discussing their most pressing distributor issues—the DSRs who sell... Listen to / Read more

217: The new reality for foodservice marketers

Thursday, November 3, 2011 Funny how the economy plays with the psychology (and budgets!) of marketers in most B2B industries, including foodservice. A recent survey of 1,745 marketing executives finds that lead generation is... Listen to / Read more

216: Is “foodservice sales channel marketing” an oxymoron?

Thursday, September 29, 2011 For the past few years, we’ve talked about the merger of marketing and sales in the foodservice world (oh, the horror!). It’s actually starting to happen… and at a faster pace than many realize. The... Listen to / Read more

#215: One video solves five marketing challenges

Thursday, September 15, 2011 One reason we promote the idea of producing short product videos is because there are actually five reasons to do so — if you produce them right! Many brokers and manufacturer reps tell us... Listen to / Read more

DSR Insights #214: Social networks... a DSR yawner

Thursday, August 25, 2011 Social networking… what a DSR yawner. That’s DSR Dave’s response when the debate breaks out here at DSR Live! / DSR Insights about the value of social networks as a tool for DSRs, manufacturers or... Listen to / Read more

DSR Insights # 213: What college foodservice really thinks about your brand

Thursday, August 11, 2011 Last week, we hosted one of our most popular webinars ever featuring Joie Schoonover from the University of Wisconsin.  She provided her unvarnished opinion about how foodservice brands could win... Listen to / Read more

212: Ban the chef whites in foodservice marketing!

Wednesday, July 27, 2011 Common wisdom goes that the images and words used in foodservice marketing should reflect the target customer. So we’re bamboozled by much of the foodservice marketing that flies across our desks. ... Listen to / Read more

DSR Insights #211: Stop! Somebody might see my brand!

Wednesday, July 13, 2011 We just returned from a phenomenal food show where dozens of the top foodservice brands were demonstrating some superb products.  The broker and manufacturer reps, to a person, were top notch... Listen to / Read more

210: DSR Insights: Measure your foodservice marketing plan

Wednesday, July 6, 2011 Click on player below to listen!   DSR Insights is on the air... but, first, this promotional announcement! Our next free webinar will feature special guest Joie Schoonover, Director of... Listen to / Read more

209: DSR Insights: Stopping the foodservice marketing railroad

Wednesday, June 29, 2011 Click on player below to listen!   Looking for the stop button on the marketing machine?  Do you wish you could halt doing the same old things now that the entire foodservice industry has... Listen to / Read more

DSR Insights #208: DSRs of the Future Research

Monday, June 13, 2011 Technomic just completed a new “DSR of the Future” study that is packed with insights that every manufacturer should consider. The research takes a multi-dimensional look on things… analyzing the... Listen to / Read more

DSR Insights #207: Now What's Your NRA Strategy?

Monday, May 23, 2011 As they say… the best marketing is when the audience doesn’t know they’re being marketed to.  Let’s face it… nobody wants to be “marketed” or “sold.” Foodservice operators do want to be informed and... Listen to / Read more

Brian Collins, IFH, inducted into AFDR Hall of Fame

Monday, April 4, 2011 Brian Collins, a 9-year veteran at IFH in Hickory, NC, has built his $6 million in annual sales using three simple principles… be consistent and dependable, maintain an attitude of feeling lucky he’s... Listen to / Read more

Merchant's Chris Moore Named DSR of the Year

Thursday, March 24, 2011 Chris Moore, an 8-year veteran with Merchants Foodservice, has been inducted into to AFDR’s DSR Hall of Fame for July 2010. And on March 16, 2011, Chris was named the 2010 DSR of the Year selected... Listen to / Read more

Franke Hilson, Ben E. Keith, inducted into Hall of Fame

Tuesday, March 1, 2011 Franke Hilson has a simple formula for opening new accounts that has been refined during his 19 years in foodservice sales, including the last seven years as a top Ben E. Keith DSR. First, find a... Listen to / Read more

Joe DeRubeis, U.S. Foodservice, inducted into DSR Hall of Fame!

Friday, February 4, 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

202: Your-foodservice-product-wins-or-loses-in-10-minutes.aspx

Thursday, February 3, 2011 You're missing a huge education if you've never been to a distributor's sales meeting. An annual daylong visit should be required for all foodservice marketers! A sales meeting is both... Listen to / Read more

Unilever is AFDR's newest business partner!

Tuesday, January 25, 2011 Unilever FoodSolutions is AFDR's newest business partner that is planning many exciting DSR training programs with AFDR. Unilever Foodsolutions is one of the world's leading global foodservice... Listen to / Read more

Shamrock's Tony Gonzales enters Hall of Fame!

Thursday, January 6, 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

201: It's time for 2011 foodservice predictions!

Wednesday, January 5, 2011 What's a New Year's celebration in foodservice without peering into the crystal ball to predict what the trends will be in 2011!  Equally fun is looking back at the last year's predictions.  Among... Listen to / Read more

129: Why foodservice training videos are all about marketing

Wednesday, November 17, 2010 It looks like simple "nuts and bolts" videos for product training and the like are becoming the mainstream marketing tactic in business-to-business marketing.  A recent study from digital-media... Listen to / Read more

128: Gap between foodservice marketing and sales is now measured in seconds

Wednesday, November 3, 2010 Forget elaborate Customer Relationship Management (CRM) systems if you're trying to build loyalty for your foodservice brand.  There isn't time these days.  Foodservice operators live in a... Listen to / Read more

127: Foodservice rebates and coupons… an overused tactic with few results

Tuesday, November 2, 2010 We get calls nearly every week about the effectiveness of old marketing standbys like operator rebates...  or coupons for this or that.  The short answer we give is, well... Rebates are a waste of... Listen to / Read more

126: Foodservice rebates and coupons… an overused tactic with few results

Wednesday, October 20, 2010 We get calls nearly every week about the effectiveness of old marketing standbys like operator rebates...  or coupons for this or that.  The short answer we give is, well... Rebates are a waste of... Listen to / Read more

126: Rethinking distributor marketing with Martin Bros.

Wednesday, October 6, 2010 Cedar Falls, Iowa-based Martin Bros. Distributing Co. has long been known for its marketing innovation and partnerships with manufacturers... which has helped Martin Bros. continue double-digit... Listen to / Read more

AFDR launches mobile app; Lamb Weston first on board

Friday, October 1, 2010 Peek into the future with AFDR’s mobile application that provides nuts-and-bolts product information and ideas all from your Smart Phone! No need to fire up your laptop to review key info about the... Listen to / Read more

125: Why Smart Phones impact everything in foodservice marketing and sales

Wednesday, September 22, 2010 This is the last DSR Insights being distributed free to non-AFDR business partners (we hope you've enjoyed the past year of thoughts and ideas we've passed along!).  Current AFDR business partners... Listen to / Read more

123: Why foodservice marketers need to be involved in broker training programs

Wednesday, August 25, 2010    Calling all foodservice marketers... You asked for it.  Now it's in black and white.  And not from us knuckleheads yammering about things. Technomic's latest Distributor Intelligence Service... Listen to / Read more

122: Clichés to live by in foodservice marketing

Wednesday, August 11, 2010 Let's list several clichés to make our point in this DSR Insights episode (hey, clichés are clichés for a reason):   Seeing is believing. A picture is worth a thousand words. Sales people sell... Listen to / Read more

121: Who are the big fish that really market and sell your foodservice brand?

Wednesday, July 28, 2010   Manufacturers pay lots of attention to the so-called Super 7... those foodservice distributor giants that are the household names in the industry... Sysco, U.S. Foodservice, PFG, Gordon,... Listen to / Read more

120: Laws that drive foodservice marketing success everyday

Wednesday, July 14, 2010 You ever see a car commercial and get all giddy over some new Italian import (or SUV, hybrid, convertible, flying car... whatever your obsession)?  Then, imagine going to the local car lot and... Listen to / Read more

119: Does Foodservice Marketing need a Declaration of Independence?

Wednesday, June 30, 2010 Well, as we venture into the July Fourth weekend, we're going to grant you independence from being forced to listen to our voices this week! Instead, we'll just quickly recap the results from our... Listen to / Read more

118: Yes, foodservice marketing is in a tizzy… what do we do next?

Wednesday, June 16, 2010 Marketers love sending out surveys... now it's your chance to answer one after reading and listening to this Insights episode Foodservice social media sites are popping up all over.  Trade media is... Listen to / Read more

117: Getting more for less from foodservice product samples

Wednesday, June 2, 2010 Depending on which side of the "case" you're on, foodservice product samples are often viewed one of two ways:  As a Beauty Queen that will clinch a sale (distributors). A BIG, SLIMY SPACE ALIEN... Listen to / Read more

116: Is the NRA show still worth the investment?

Tuesday, May 18, 2010 For those of you who can't make the NRA show this week, here's what happened (yes, we boldly predict the future):  Experts revealed that the foodservice business is on the rebound... fueled by... Listen to / Read more

115: Foodservice trade media (running in new directions), Part 3

Wednesday, May 5, 2010 Part 3 (and last part, thank goodness!) of our series on The New Trade Media, DSR Dave Miesse and Bill Hornung talk about one of the least-known, yet perhaps biggest foodservice marketing opportunity... Listen to / Read more

114: The new foodservice trade media, part 2!

Wednesday, April 28, 2010 In part 2 of our series on The New Foodservice Trade Media, we're discussing what some innovative distributors are doing as publisher of the new age!  And we reveal the four types of content that... Listen to / Read more

113: Are DSRs the "new" foodservice trade media?

Wednesday, April 21, 2010 2010 has been a banner news year for foodservice print publications.  Nation's Restaurant News cut publishing from a weekly to 26 issues per year.  Restaurant Business and other Ideal publications... Listen to / Read more

112: How much to "bet" on DSR communications… and where to get the money!

Wednesday, April 14, 2010 Warning:  If too many brands actually deploy aggressive DSR communications, global warming and other calamities may ensue.  Please read on if you're willing to accept this risk... Every week we get... Listen to / Read more

111: National food brands on the way to extinction?

Wednesday, April 7, 2010 Uh-oh... big shot stock market guru Jim Cramer at CNBC recently told his disciples back in February that the growth in private label food brands will continue to grow unfettered well after the... Listen to / Read more

110: Brand marketing on the street: An interview with a distributor marketer

Thursday, March 25, 2010 Well, we're taking the week off from DSR Insights while on location to shoot a bunch of new product training videos...  We might be taking time off... but we still have wonderful insights for you... Listen to / Read more

109: The most favored brands among DSRs

Tuesday, March 16, 2010 By DSR Dave Miesse and Bill HornungDSR Live! Co-hosts Go ahead... just try to get that cute little puppy out of your mind.  You know, that precious fluffy hound (or... kitten, gerbil, girlfriend,... Listen to / Read more

108: Foodservice product positioning… what REALLY happens after launch

Wednesday, March 10, 2010 By DSR Dave Miesse and Bill Hornung    DSR Live!  Co-hosts Part 3 of 3-part series Every foodservice product has a story.  Some are even interesting. But usually the story we hear revolves around... Listen to / Read more

Video: frustrating when products are unavailable

Wednesday, March 3, 2010 Listen to / Read more

107: Foodservice promos... making the most of them

Wednesday, March 3, 2010 EPISODE 107 By DSR Dave Miesse and Bill Hornung    DSR Live!  Co-hosts Part 2 of 3-part series If you remember nothing else during our series about the three P's of DSR Communications (Preview,... Listen to / Read more

106: What foodservice marketers can learn from the Three Stooges

Wednesday, February 24, 2010 EPISODE 106 By DSR Dave Miesse and Bill HornungDSR Live!  Co-hosts The NRA show is three months away... in fact, you might be getting all giddy about launching a new product(s) there.  Too... Listen to / Read more

105: What foodservice marketing and white collar crime have in common!

Wednesday, February 17, 2010 EPISODE 105 By DSR Dave Miesse and Bill HornungCo-hosts, DSR Live OK, which of the above men would you entrust with your family fortune (or the success of your foodservice product line)?  You have... Listen to / Read more

104: Foodservice marketing math, brokers, and your cell phone

Wednesday, February 3, 2010 EPISODE 104 By DSR Dave Miesse and Bill HornungCo-hosts, DSR Live Ladies and gentlemen... start your calculators!  Oh, and open up the contact list on your cell phone (you'll need this... Listen to / Read more

103: Rebates, rebates… get your foodservice rebates over here. NOT!

Tuesday, January 26, 2010 EPISODE 103 By DSR Dave Miesse and Bill HornungCo-hosts, DSR Live Foodservice product rebates are our 2010 nominee for the most worn-out foodservice marketing tactic that should be banished to the... Listen to / Read more

102: The myth of keeping new foodservice products a secret

Monday, January 18, 2010 EPISODE 102 By DSR Dave Miesse and Bill HornungCo-hosts, DSR Live You've probably heard of the trivia game Six Degrees of Kevin Bacon... the idea is that virtually any person can be linked to the... Listen to / Read more

101: SOBs... the 42% of operators that foodservice marketers ignore

Monday, January 11, 2010 EPISODE 101 By DSR Dave Miesse and Bill HornungCo-hosts, DSR Live Has anybody noticed that the foodservice market is sucking wind?  "No" is the answer you'll get from the innovative distributors... Listen to / Read more

Foodservice’s most-effective target-marketing system in the world

Friday, January 8, 2010 By DSR Dave Miesse and Bill HornungCo-hosts, DSR Live DSRs are the best marketers around [Dave’s comment]… If you agree with Dave’s statement, you also probably believe the “I’ve fallen and I can’t... Listen to / Read more

Bringing foodservice recipes into the 21st Century

Tuesday, December 29, 2009 By DSR Live Co-HostsDSR Dave Miesse and Bill Hornung Free recipe ideas are worth a dime a dozen.  Maybe a penny a dozen.  Recipes have become so prolific that they are just white noise out there for... Listen to / Read more

It’s December… let’s predict what foodservice customers will do in 2010!

Thursday, December 17, 2009 By DSR Dave MiesseDSR Live Host Yes, it's time once again to announce the foodservice trends for the new year. But first we should consider the big picture... The economy sucks.  Many unemployed. ... Listen to / Read more

Turning product descriptions into your best selling tool

Wednesday, December 2, 2009 By DSR Dave Miesse and Bill HornungDSR Live Co-Hosts Just imagine going to the zoo.  You're excited about seeing the new zebra exhibit. When you get there, however, you're faced with a directory... Listen to / Read more

Asking DSRs to take your foodservice product on a date!

Wednesday, November 18, 2009 By DSR Dave Miesse and Bill HornungDSR Live Co-Hosts How many people do you know who have 10,000 close, personal friends?  Probably zero!OK, Bernie Madoff doesn't count now that he's in jail... Listen to / Read more

Three sure-fire ways to put DSRs asleep when promoting your products

Wednesday, November 11, 2009 By DSR Dave Miesse and Bill HornungDSR Live Co-Hosts Everybody wants to know how to get DSRs' attention... but equally important is how NOT to put them to sleep!  Remember, DSRs have the attention... Listen to / Read more

Nobody needs another foodservice website

Wednesday, November 4, 2009 By DSR Dave Miesse and Bill HornungDSR Live Co-Hosts Every week we get notified about a new website, blog, calculator or other web gizmo that foodservice operators and/or DSRs are just going to... Listen to / Read more

Get DSRs to pay attention to your brand

Wednesday, October 21, 2009 It was a cold and dreary night outside of Chicago... It was more dreary inside the hotel room where your humble DSR Live co-hosts quickly videotaped a nine-part video series to answer common... Listen to / Read more

Should foodservice marketing “stop shouting”… and start listening?

Saturday, September 19, 2009   By Bill Hornung and Dave MiesseDSR Live Co-Hosts We're all hearing that social media is fundamentally changing everything we all once knew as marketers.  But as Brad "Briz" Brizendine sees it...... Listen to / Read more

Why foodservice companies should ignore the Web 2.0 babble

Monday, August 31, 2009 We get asked all of the time about “Web 2.0” trends (blogs, communities, Podcasts, yada yada, yada) as they relate to communicating to DSRs or the broader foodservice community. And because we’ve... Listen to / Read more

Foodservice and the Twittering Facebook dilemma

Friday, August 21, 2009   It's pretty simple why there are only small number of best-selling foodservice products... and a gazillion clunkers.Talk to any DSR and they will list a few dozen products they know in detail and... Listen to / Read more

Does foodservice need a “cash for clunkers” program?

Friday, August 14, 2009 It's pretty simple why there are only small number of best-selling foodservice products... and a gazillion clunkers.Talk to any DSR and they will list a few dozen products they know in detail and... Listen to / Read more

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