April 2011: Brian Collins, Institutional Food House

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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 in the foodservice industry — and working just a little harder than his competitors. 

Brian has been inducted in the AFDR Hall of Fame for April 2011!  DSR Dave Miesse and Brian yak about how to approach prospects who are highly loyal to the competition, hints to collecting A/R  — and where to find “captured customers” (and what to sell them).

Listen to the show below!


 

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