February 2015, Joshua Notestine, Reinhart Foodservice, DSR of the Month
DSR Years of experience: 10 years
Annual volume: $3.2 Million and growing
Number of active accounts: 50-60
Average line items per stop: 30-40
Territory/City/Area where you sell: Eastern Pennsylvania
Favorite type of account: Unique Niche Restaurants, Pizzeria's and Italian Fare
Best tools that help you sell: Broker/Manufacturer community; my customers and inside support; my iPad.
Where you learn about product info: Brokers/Manufacturers; our Reinhart division internally; AFDR product library; Dot expressway; customers; dining out; internet.
Favorite website: rfsdelivers.com, food.com, allrecipes.com, afdr.org
Hobbies: Spending time with my family, cooking, cars
Favorite Brand to sell: Cobblestreet Market, Villa Frizzoni, Brakebush, Silverbrook, Unilever, Chef Mark, Culinary secrets, Heinz
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Joshua Notestine of Reinhart Foodservice –Eastern Pennsylvania has been named the DSR of the Month for February 2015 and has been inducted into the AFDR DSR Hall of Fame.
Notestine began his foodservice career in the restaurant industry working for ten years in both the front and back of the house. During his restaurant operation days, Josh learned a lot about what kind of questions to ask, and how to ask them in order to obtain the information needed to help customers in their businesses.
IT’S ALL ABOUT THE QUESTIONS YOU ASK! Josh has learned this over the years, from when he called on prospects and focused on penetrating existing accounts. In this AUDIO INTERVIEW of Josh with DSR Dave, there are plenty of examples of the questions Josh asks. Notestine says when a prospect starts talking, you better stop talking and write down everything he says, because he will tell you exactly what you need to do next!
Notestine has had the opportunity to wear many different hats at Reinhart which has helped him to understand foodservice distribution and become a better DSR. Covering positions from DSR to DSM to Business Development and back to DSR taught him to truly appreciate everybody on the team because they are all needed and important components that help lead to success.
DSRs should never give up on an account they really want because so many things can change and the TIMING may work out at a different point.
Josh tells the story about an account that told him they would not do business with him because they did not really like him after meeting him. He says everybody is not always going to like you. After about a year or so, that customer called him and asked if they could start doing business with him! Things change, people change, and your competition changes business practices. Any of these can make the difference in getting the business or gaining more business.
DSRs, Be a Resource...
and Sell Something!