Issue link: https://www.e-digitaleditions.com/i/276079
16 FEDA News & Views DSR Scott Taylor, Sales Rep TriMark United East The greatest challenge I see in sales today is putting the brakes on "the race to zero." What I mean by this is that despite shrinking profit margins, there still seems to be a com- petition to see who can produce the lowest mark up. Even in the age of clicks and picks, I still believe there is a better way. Many customers have looked with good intention to the Internet to simply find the lowest price, but what they miss along the way is the best solution. The best way that I've found to combat this is for the customer and the sales rep to work together and educate one another. DSR's need to start by asking the right questions and then put in the time to thoroughly research and root out the right solution—in a time frame that mirrors the convenience of the Internet. It's also important to clearly communicate one caveat: The perfect fit might not be the lowest-priced item on the planet, but it will be the most useful to their operation. Recently I had a customer looking for a charbroiler, and found something online. I spoke with the customer, found out what they were trying to accomplish with the new equipment and was able to leverage my relationship with the local factory rep, and the customer, to get all of us together quickly. With the right assets and tools, all together in the same room, we chose the right model for the customer and talked through the many options to best fit his needs. We took low price out of the equation and replaced it with ser- vice and education. Morgan Tucker, Senior Account Executive M. Tucker Co., Inc. Early in my career, two of my greatest challenges were What is your greatest sales challenge? finding my niche and proving I belonged. In the beginning, I started out by looking at the markets I felt my company was not targeting. I always tell people that there is opportunity if you look in the right places, rather than the places you want to look. Even today I feel like I always have to prove myself. When I first started, it was because I was young, or a woman, or the daughter of the president. Now, it's because I was awarded the FE&S DSR of the Year. You must commit to learning the business every day and not be afraid of not knowing some- thing or being wrong. As long as you work harder, you will succeed in this business. My biggest successes come when I take risks and when I completely devote myself to a project. I am also honest with myself and my superiors. When you have an opinion or sug- gestion, you should feel obligated to share it. If you don't stand up for yourself, who will? Patrick H. Bailey, CFSP Vice President F. G. Schaefer Company, Inc. It seems like only a few years ago I started out on a draft- ing board working part time while going to college. I didn't know a griddle from a convection oven, but thanks to the help of any number of mentors who took me under their wing, I was unknowingly beginning my life-long career in the foodservice equipment industry. I have always loved solving client problems and designing facilities. This love quickly, and more or less naturally, led into sales positions and greater client involvement. Listening to and solving customer problems became second nature. I have dealt with many clients throughout their professional