April 2012: DSR of the Month David Ross Hillcrest Foodservice Co.
DSR Years of experience: 6 years
Annual volume: $19.5 million
Number of active accounts: 50 accounts
Average line items per stop: 45
Territory where you sell: Northeast Ohio
Favorite type of account: Any customer who wants to be better today than they were yesterday
Single-best thing that helps you sell more stuff: Restaurant Industry Knowledge, Microsoft Excel
Where do you learn about new product info: Internet /Industry Publications
Favorite website: nrn.com, google.com
Hobbies: music, sports, cooking
Favorite Brand to sell:any local brands that help customer differentiate themselves from their competition
April 2012 DSR of the Month, David Ross, Hillcrest Foodservice Co.
Dave Ross is a 6 year veteran who generates $19 million in annual sales with 50 Cleveland, Ohio accounts. Dave started his foodservice career by working in the boiler room (Inside Sales) at Hillcrest and jumped at the chance to take over a DSR route, and the rest is history.
During his interview with DSRLive!, Ross praised the family culture that he thrives in while working at Hillcrest. Ross shares some great insights as to how he interacts with current and potential customers by being a business partner, not by trying to sell them more products. He also discusses how he continues to learn by “chasing knowledge” to ensure his overall sales success along with his customers’ business success. Being able to have the “walk away power” style of sales when price is the only thing on a customer’s mind, gives Dave a great sense of confidence in this approach.
NEVER STOP ASKING QUESTIONS of your peers or your customers because you should always be learning, and folks will be real glad you asked for their opinion.
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