November 2012: DSR of the Month Ozzie Calhoun, US Foods, Chicago

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DSR Years of experience: 25 Years
Annual volume: $3.2 M
Number of active accounts: 24
Average line items per stop: 34
Territory---City/Area where you sell: Chicago
Favorite type of account: Midscale and Fine Dine Restaurants
Single-best tool/thing that helps you sell more stuff: Menu Prioritizing
Where do you learn about new product info: Internet \ Grocery Store
Favorite website: Food.com
Hobbies: Golf, Basketball
Favorite Brand to sell: Kraft
 
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November 2012: DSR of the Month Ozzie Calhoun, US Foods, Chicago

AFDR Hall of Fame, DSR of the Month, Ozzie Calhoun is a 25-year veteran who started out with Kraft Foodservice picking orders in the warehouse for three years before moving into inside sales.  That experience, along with the great product training that Kraft Foodservice provided is part of the reason why Calhoun is consistently at the top of the leader board in many categories each month.

Another big part of why Ozzie is so successful is that he’s always working in partnership with his customers to bring them the best of what US Foods has to offer.  To help him, he utilizes all the sales tools that the US Foods’ vendor partners provide.

Ozzie says that you need to have a goal with every prospect and customer, and it’s NOT all text book.   First, you have to probe to figure out what their need is, and then make that your goal.

When it comes to selling a product and making the right profit on it, you have to know the story about the product.  Oz says, “Every Product Has a Story; learn the stories!”

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