January 2013: DSR of the Month Paul Body, Florida Food Service


DSR Years of experience: 20
Annual volume: $2 million
Number of active accounts: 39
Average line items per stop: 25
Territory where you sell: I cover 7 different counties: Some of the cities are, Ocala, Bronson, Newberry, Inverness, Hernando, Nobleton, Tavares, Eustis, Orange Lake, Salt Springs, Wildwood, Floral City, Mt. Dora and Dunnellon, Florida
Favorite type of account: Independent Restaurants
Single-best tool that helps you sell more stuff: Product Knowledge
Where do you learn about new product info: Internet, Brokers, Monthly Meetings and hands on training
Favorite website: Simplot
Hobbies: Riding my Harley
Favorite Brand to sell: Farmland

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January 2013: DSR of the Month Paul Body, Florida Food Service

Paul Body is the first inductee of 2013 into the AFDR Hall of Fame, as the January DSR of the Month.  Body, a 20 year veteran, began by working in the warehouse, then driving a truck on a route, and finally  running other DSR’s routes while they were on vacation.

Body thinks that Greenhorn training should be done similar to the way he was trained, especially with working on a truck making deliveries.  Paul and DSR Dave concluded that customers tell drivers different things than they tell DSRs because the drivers are NOT trying to sell them anything.  If you as a DSR can get yourself in that same position, customers would probably respect you much more.

This Hall of Fame DSR works on Sunday sending market reports and pricing updates to his customers.  Body also spends a good deal of time working menu analysis for his customers looking for ideas and ways to help them make more money.

To ensure his customers are going to make money, not lose it, Body takes a sample, completely prepared like the customer would serve it, and breaks down the cost, figuring the price and profit at which they should sell it.  

Paul also has some good advice for DSRs who might be asking themselves if this job is for them.  

Listen to the show … and Sell Something!

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