One thing that isn’t written about very frequently is the relationship between brokers and distributor sales representatives, or DSRs. I recently hosted a webinar on the topic for SPEAK Foodservice and the International Foodservice Distributors Association. While doing research for the presentation, I spoke with a number of DSRs and brokers to find out how they work together best for the benefit of operator customers. I’ve described below some of the services that operators can ...

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