Mark Schlesinger, The Sam Tell Cos., Farmingdale, N.Y.

By Lisa White, Contributing Editor -- Foodservice Equipment and Supplies, 6/1/2008

Mark Schlesinger, DSR/Club Supply Specialist

Even in this struggling economy, Mark Schlesinger, DSR/club supply specialist at The Sam Tell Cos.in Farmingdale, N.Y., remains on track toincrease his 2008 sales by an impressive 25percent compared with last year.

In his eighth year with the company, the bulk of Schlesinger's more than 100 accounts are independent, high-end restaurants and private country clubs in the New York metropolitan area.

Colleagues say that Schlesinger uses his formal culinary background to proactively assist customers in maximizing their revenues and guest experiences. Clients tout his excellent product knowledge and extraordinary communication skills.

These attributes, along with his reputation as an honest sales rep with high integrity who makes himself available to customers and colleagues, has garnered Schlesinger the honor of DSR of the Month for June.

FE&S: Please describe your background and how it has prepared you for your current career.

MS: I have a degree in restaurant management and business. I worked for many years with notable chefs, including Lello Arpaia and his brother Enzo, and Paulo Natalucci, who was the chef on the Andrea Doria ship when it went down. I've been taught that you should always make people feel like they are important upon entering and leaving a room. Whether it's a handshake, kiss hello or a smile, I always show people that I appreciate their business.

FE&S: Describe the way you approach communicating with existing and potential customers.

MS: It is important to respect everyone associated with the business. The dishwasher may someday be your potential customer. I try to relate to everyone on their individual level and show them that we are all equals.

FE&S: Your product knowledge and research are said to be very strong. How does that feed into supporting your customers?

“I try to relate to everyoneon their individual level and show them that we are all equals.”

MS: Creativity is important and I try to paint the picture for my clients. When they tell me what they want, I give it to them, while also seeing if I can embellish on it.

FE&S: How have you and your business adjusted during this challenging economy?

MS: Prices are increasing, but we are not requiring minimum orders from our customers. By the same token, customers understand that we will try to combine shipping for orders. So if they don't get their $50 order today, it will arrive tomorrow on a truck with another client's $500 order.

FE&S: What trends are you seeing in kitchen design?

MS: Today, people are building larger kitchens and using more labor to produce fresher, quality food rather than relying on frozen or pre-prepared food. This increases the payroll cost, but saves money on food expenses.

FE&S: How can DSRs best maximize customers' revenues and guests' experiences?

MS: There are some issues that may escape operators' notice because they are focused on food costs and revenue. DSRs need to take a look at the restaurant as a customer would and understand the issues from that point of view. Then they can take this knowledge back to the owners and incorporate their point of view to come to a solution.

FE&S: Are you involved in other foodservice-related activities or services outside of work?

MS: I try to freelance occasionally by helping customers. I'll fill in as a waiter, prep cook and bartender.

FE&S: How do you see the DSR role evolving and changing in the future?

MS: You will see less of us because there are not as many guys willing to go into the field. Operators are relying more on price than product knowledge, and they are losing the creativity. I'm not seeing as many younger people entering this line of work.