CHICAGO — According to the 2015 Technomic DSR Benchmarking Report, three in four foodservice distributors say they will increase distributor sales representative (DSR) headcount this year. However, the Report reveals that DSR productivity continues to be a major management challenge. Technomic sees this as an issue that could be addressed by integrating online ordering technology with training targeted at helping DSRs assist their operator customers more strategically.
"Encouraging operators to utilize online ordering should allow more time for business strategy and problem solving," explains Bob Goldin, Technomic executive vice president. "However, it has been clear over the years that operators value the fact that DSRs help with ordering and that this has become part of maintaining strong relationships."
Comparing recent survey responses from distributor executives and managers to those of five years ago, the 2015 Technomic DSR Benchmarking Report provides foodservice industry stakeholders insights for business planning. In addition to the profile of an "average" DSR, the report also explores:
- Time management obstacles among DSRs;
- The evolution of DSR responsibilities;
- DSR compensation, including incentives, recruitment and retention;
- Training tactics effective for both new and experienced DSRs; and
- Future expectations of DSRs.
The 2015 Technomic DSR Benchmarking Report is a service of Technomic's Distributor Intelligence Program. Providing original data, analysis and commentary, the service is designed to improve trade relations, help trading partners run their businesses more effectively and provide suppliers with sales and marketing solutions.
To learn more about the 2015 Technomic DSR Benchmarking Report and the Distributor Intelligence Program, please visit Technomic.com or contact one of the individuals listed below. For Technomic updates, please follow us on Twitter, LinkedIn or our blog.
Contacts:
Press Inquiries and Report Details: Bob Goldin, bgoldin@technomic.com
Purchasing Details: Jocelyn Deamer, jdeamer@technomic.com
About Technomic
Only Technomic, a Winsight Company, delivers a 360-degree view of the food industry. We drive growth and profitability for our clients by providing the most reliable, consumer-grounded, channel-relevant data with forward-looking strategic insights. Our services range from major research studies and management consulting solutions to online databases and simple fact-finding assignments. Our clients include food manufacturers and distributors, restaurants and retailers, other foodservice organizations, and various institutions aligned with the food industry. Visit us at technomic.com
Source: Technomic
