Mac Sullivan is president and chief executive of Pate Dawson Co., a Goldsboro, N.C.-based broadline distributor with annual sales of $241 million. He also is the chairman of the International Foodservice Distributors...
The complexity of the foodservice sales environment requires that distributor sales reps, or DSRs, receive a significant amount of training. Much of this is centered on developing product knowledge. But the one thing...
There are now three Shake Shacks in New York City and another on the way. The upscale quick-service concept is owned and operated by the Union Square Hospitality Group, or USHG, of which restaurant impresario Danny...
It’s always good to report on companies that are doing things right, especially in a prolonged downturn like the one we are in. Foodservice distributors who are “doing things right” can be judged by peers or by sales...
All sales jobs are challenging, but you have to love what you do to be a distributor sales rep, or DSR. It takes knowledge of technology and love of gadgets to sell an iPhone or a Blackberry. But what if you have 10...
“A picture is worth a thousand words,” the old adage says. In foodservice sales, a sample is worth a thousand pictures. There is nothing like tasting, smelling, touching or feeling a product to understand its true...
