Erik Keyes, Bargreen-Ellingson, Spokane, Wash.

Erik Keyes, sales representative for Bargreen-Ellingson in Spokane, Wash., had his best year ever in 2006 thanks to his personal golden rule: I take care of my customers like I would want someone to take care of me. That’s my philosophy. Of course, working between 60 and 70 hours per week hasn’t hurt, either.

By Howard Riell, Contributing Editor -- Foodservice Equipment & Supplies, 3/1/2007

Erik Keyes Sales Representative

Concentrating on outside sales, Keyes racks up as much as 35,000 miles a year on his car, servicing all segments of the business. Although his main focus is high-end, full-service restaurants, Keyes' client roster also includes hotels and healthcare institutions.

A 22-year veteran of the foodservice industry, Keyes came to Bargreen-Ellingson 15 years ago. His results for the most recent fiscal year, during which he accounted for more than $2.1 million in sales, attest to the loyalty his customers feel toward him. Much of the revenue boost came from some large, key accounts that decided to remodel their kitchens or open new facilities.

It was not, said Keyes, a year in which he explored new parts of the business. "No, I've been sticking with what has been good for me in the past, and whatever my customers ask me about. If someone asks me to do something that I haven't done before, of course I'll do it." Keyes projects a brisk outlook for 2007, also. He signed several new accounts that have some potential to grow, and members of his existing client base have plans to remodel aspects of their operations as well as purchase new smallwares, china, silverware and glassware.

Keyes credits several fellow salespeople and managers throughout his career for having added to his fund of knowledge. One of them is Bargreen-Ellingson colleague and former FE&S DSR of the Month Sam Wiltse.

"Sam taught me a lot about how to interact in a positive way with our own staff, in addition to the need to work the amount of hours I have to work in order to get the job done. I've watched Sam change at the same rate I've changed, and watching him change has given me insight into how I can be better myself."

The DSR who succeeds in treating his customers the way he, himself, would like to be treated will find that "everything comes up roses," Keyes said. "Take care of all the stuff you tell them you're going to take care of. If you don't know something, you tell them you don't know it and then get back to them right away.

"My approach of getting back to people very quickly, following through on things like I tell them I'm going to do, being honest with them has been successful," Keyes added. "That means that if they're asking for something that isn't a good item or good solution that I am honest enough - and not scared - to give them an answer they may not want to hear."

His business philosophy may not be fancy, but it remains effective and time-tested. "I work hard and take care of people like I would expect them to take care of me." High on Keyes' list of things to do in 2007 is spending some time with his growing family. He and his wife Lynn have one daughter, 6-year-old Kerynica (the name is a combination of Erik, Lynn and Keyes), and another child is on the way. Boating is a favorite summertime activity. "Spokane has a lot of water around it," he said. "We like to take vacations together and travel to various places. My daughter and I like to do things together, like skiing and biking, and as many other outdoor activities as possible."