Lasting relations are built on mutual respect and understanding that both the operator and the distributor sales rep (DSR) need to gain. The operator brings increased sales to the vendor and the vendor offers a variety of services in addition to price points.

Operators should try to build solid relationships with the vendors they have chosen and to always maintain open communication. There are four values that drive a successful relationship between operators and vendors.

1. Time. Can the vendor deliver the product when needed? Imagine a ski resort with a full mountain that does not get their Friday delivery. Time value can also work for the operator. Most facilities will not receive deliveries during the lunch service for obvious reasons. This means idle trucks and drivers, which all cost the vendor money.

2. Place. Can the vendor get the delivery to the necessary location? The ski resort would be a great example here as well, but place value is also important to large on-site caterers and operators in remote locations.

3. Form. Is the vendor able to deliver products in the necessary form? This applies to everything from precut steaks to processed vegetables. As operators are faced with ever-increasing labor costs and a shortage of skilled employees, form value is becoming more important. This is one of the areas where smaller local vendors may offer better options than the major players.

4. Information. For example, seek a salesperson who can give you information on the beef market or suggest alternative and less expensive options for your menu items. You might be surprised how knowledgeable DSRs are regarding many matters, including food and market trends, as well as the best deals on quality products.

Source: RestaurantOwner.com