Our Take

Musings on the Foodservice Industry

Nothing Can Replace Distributors’ Knowledge, Service and Dedication

At Legacy Foodservice Alliance’s Marketplace in Richmond, VA, last month, we had the opportunity to speak with its distributor-members about the state of business on the street. They spoke of common and uncommon challenges that their customers face that affect their businesses. Regardless of the market segment or location, the bottom line is that distributors 



Distributors’ Value Goes Beyond Price of a Product

Changing consumer lifestyles and operator needs have forced customer-oriented foodservice distributors to step up to the plate to help their end users deal with more than merely the price of a No. 10 can of corn. Suzanne Rajczi, longtime executive at Ginsberg’s Foods Inc., Hudson, NY, who was named ceo last January, observed that heading 



Why do so many foodservice sales people fail?

Why do so many people come into selling and after a year or two they are gone? Here are the reasons that sound good. These reasons justify, in the failures mind, the decision that selling is not for them. These reasons justify their failure. “This is not worth it.” “There must be a better way 



$100 MILLION BY BEING A MENSCH

Elliot Begoun is the Principal of The Intertwine Group a practice focused on accelerating the growth of emerging food and beverage brands. He helps clients gain distribution, build velocity, and win share of stomach. His articles appear in publications such as the Huffington Post, SmartBrief, and Food Dive   I love a good bagel, and 



DSRs can boost their value by focusing on customers’ needs

At a time when some “links” in the foodservice supply chain are belittling the value of distributor sales reps, veteran salesmanship consultant and author Bob Oros advises DSRs to turn the tables around by being creative and focusing on their customers’ needs. Oros advises DSRs to use the Amazon approach – know what operators want 



6 Things You Didn’t Know Your Customers Want

The customer is always right. Right? And you must work hard to distinguish yourself from the competition. How do you make sure the customers always pick you among your competitors? I bet your restaurant has something unique about it. Customers are drawn by this. They appreciate you seeing a gap in the market. But novelty 



Why Tech and Food are not the Same

By Elliot Begoun  At its core, food serves a very basic purpose to sustain life, to nourish. But, it’s so much more than that. Food is how we celebrate, love, explore, gather, comfort. Personally, I have an odd relationship with food. It is both my passion and my nemesis. Food has been my life’s work. 



126 EXPERT IDEAS FOR YOUR RESTAURANT BUSINESS PLAN

The fact that everybody needs food and that this need occurs every day, makes running a food business fun, exciting, and so full of possibilities. But just because food is a universal need doesn’t necessarily mean every food business is bound for success. With so much competition in the food business industry today, it’ll all 



New Product Development – A Recipe for Success

“9 out of 10 products are introduced, to fill a void in the company’s product line, not to fill a void in the market.” Al Ries & Jack Trout- authors of “Positioning”. Not much about new product development has changed since 1981, when the marketing classic, “Positioning”, introduced a generation to the concept. This was 



All I Needed to Know I Learned on a Saturday Night

From our friend and colleague – Bill Marvin, The Restaurant Doctor – These were taken from a list of 101 sent to me by Bob Hayes of Chart House years ago. Thanks, Bob! It doesn’t seem like much has changed about life in the restaurant biz! Not all birthdays really are. No dishwasher enjoys classical 



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