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AntonLaVey666

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Can anyone one tell me (a new employee), what is happening at this location?  Every department seems stressed to the max, they seem to be in a state of disarray and chaos, plus the big thing I see is the old game of who can blame who first for something.  Everyone seems ultra paranoid and run around like deer in the headlights.

Long timers (both inside and out) are saying it has never been like this before.

Just puzzled, that's all!
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Tommy, let's not forget the pressure from KKR/CD&R to get our receivables in line. I spend more time collecting than I do cold calling or penetrating accounts.

Looks like it's up to the street TMs to bring us back to profitability. The new TMs need to be trained in the old Rykoff mold. They need to be taught that selling china, glassware, flatware, pots and pans, and chemicals is a lot more profitable than selling lettuce, tomatoes and hamburger.  They need to be taught how to do a proper can cutting. It's amazing how much you can sell a case of 6/#10 diced tomatoes for once you show a customer that you can has 5-oz to 10-oz more usable product. Let's go out Monday and start really selling E&S! I will bet you the reason Chuck Wade left was he was tired seeing the support for COP and produce. Why do we only have two equipment specialists for 160 TMs? 

Disney is a prestige account, but when you consider what it costs to go to a Disney park plus food and souvenirs, they should let us make some money. Chain account customers need to understand that we are not in business to move boxes from our warehouse to their restaurants. If a broadline division can't make a decent profit on a chain account, it should go to North Star or be given up. (See Applebee's.) And that goes for Disney, too!

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louiequaker

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Reply with quote  #3 
Quote:
Originally Posted by SER4EVR
Tommy, let's not forget the pressure from KKR/CD&R to get our receivables in line. I spend more time collecting than I do cold calling or penetrating accounts.


Some might argue that collecting outstanding a/r is a more productive activity than cold calling or penetrating.
I think DSRs underestimate the value of this important component of their jobs.
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Reply with quote  #4 
We only have so many hours in a day to work. If you're busy collecting, you're not selling to the extent you should be. Not every account has someone available to write a check when the rep is there. There are some accounts where the office is in in another part of town or out of state.  Tracking down the proper person takes time out of your day.
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hunter

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Reply with quote  #5 

A sale is not a sale until it is paid for. Up until payment, it is only a donation. If you were paid commission following collection, rather than at time of sale, you might have a different perception.

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if we were paid after collecting, everyone would be Net 7 or COD.

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bushhedger

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No different than wallstreet!  Greed and corruption has finally caught up!


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AntonLaVey666

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The insanity continues full bore!

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AntonLaVey666

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Reply with quote  #9 
It's all about ego in La Mirada, make no bones about it.  We over pay TMs just to say we got them from a competitor, we take high volume low margin business (that our competitors don't even want) just to say we got them from a competitor, etc...

It's insane, we are feeling it now though from top to bottom, ask anyone who works at La Mirada how the s**t is rolling down hill like an avalanche.


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Reply with quote  #10 
Tommy, just look at the TM ranks every week. Look who's in the top 20 in sales, and in the bottom 20 in commissions. How much are we losing at Bristol Farms and some of the other Sysco accounts that have come over?  I am so sick of these people from Sysco getting everything that we have been asking for. 

We got Norm's from Sysco, and it goes to one of the Golden Boys.  Did they think that one us "regular guys" wouldn't be up to it?

John and  Fred do this road show and try to prop up morale. Fred going on about account penetration and that stupid show. I called on one prospect with 8 or 9 bakery/cafes who was spending $4,000 a week with Sysco. After comparing prices, they now shop at Restaurant Depot. Sysco gets $600 to $700 a week if they're lucky. How low am I supposed  to compete with that? Mark up every ting 5% over landed? I've actually had customers apologize because they can't give me the business they used to.

Maybe the next GSM (I hate that term) should have a session on effective resume writing.

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MichiganManufacturersRep

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Reply with quote  #11 
Quote:We got Norm's from Sysco, and it goes to one of the Golden Boys.  Did they think that one us "regular guys" wouldn't be up to it?

 

You pretty much answered your own question in your post...These guys are on a large guarantee thats being paid out no matter how little business they are calling on, so why wouldnt the company assign them low margin accounts that wouldnt generate a lot of commission dollars for you anyway?
 
I've been a distributor rep and in distributor mngt and I see both sides, but ask yourself the following questions: 1. would you want to deal with all of the work that comes with these types of accounts, including chasing $, for the little commission thats generated (if its truly low margin business)? 2. Would you want to fight these numbers next year and cost yourself any potential growth bonuses you may have available to you? 3. Would you like the rest of your coworkers talking behind your back because you were "handed" a large acct?
 
The standing deal I always had with my salespeople was this: For every $ in business I give to you, you must first bring in a minimum of a $ in matching on your own. Did someone open up $6000 a week in new business last quarter? They should be rewarded for their efforts if something needs to be handed over. But I always had the above conversation with them first....youd be surprised how often a rep would pass on being handed business when they stopped to think about it....




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IKNOWYOU

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Reply with quote  #12 
Tommy. I thought you off all people would be proud to work with your old fellow MA's. What's your problem? Your still making your 200K. You've been through this before. Who cares about Corona. Unless your drinking a cold Corona. Just shut up, do your job and quit complaining. Remember, there is no where else you can go and make this kind of money, especially YOU Tommy
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Reply with quote  #13 
Quote:We got Norm's from Sysco, and it goes to one of the Golden Boys.  Did they think that one us "regular guys" wouldn't be up to it?

Michigan  Rep, one the Golden Boys was not a new hire from the Cube. He is a longtime SER/USF rep who has gotten everything handed to him. Norm's really should have gone back to the rep who had years ago at SER and before. There is a group at La Mirada, just as at every distributor, that gets whatever they want and are practically untouchable.



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MichiganManufacturersRep

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Reply with quote  #14 

You're right SER, every distributor does have those Golden Boys...my apologies for assuming it was one of the ex-Sysco guys, I guess thats just the way I read it. I still stand by my assertion that you dont want to be handed those types of accounts, they generally turn into more trouble than they are worth. 


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Reply with quote  #15 
Fred and Jon have completely lost their focus.  They are so intent on out-Sysco-ing Sysco, that we have brought on a ton of low margin business (Bristol Farms comes to mind), while paying huge salaries to these people. Ten to one most of these people will be gone to the next greener pasture (if there's one left) when their guaranties run out. How about some of that heritage Jon is always talking about? What would Sol Rykoff say about what's going on? I don't think this is the way that he ran his business.
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IKNOWYOU

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Reply with quote  #16 
Tommy all I hear from you is. Who cares what low margin business they brought on. Does it affect you? NO! Shut up and do your job. BTW, the only business you brought was the accounts JK gave you. What have you done lately?
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