During a recent workshop for 400 foodservice distributor sales representatives, or DSRs, where I spoke about the 10 key challenges that independent restaurant operators will face in 2014, I had the opportunity to ask a number of them what they considered to be the most challenging part of their jobs. The most common frustration voiced, hands down, was the growing lack of loyalty among operators, who seem to know the price of everything and the value of nothing. That distrust must be born ...

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