Greg Stark, Sales Representative

He started his career selling radio advertising, before joining Lone Star Co. as a liquor and wine distributor. In 1989, Stark made the move to Edward Don & Co., where he remains today.

“I was hired as a sales rep, but served as a district sales manager from 1993 to 1996. When the opportunity presented itself, I decided to go back to being a sales rep,” Stark said. “Not only do I like the one-on-one with customers, but I am able to spend more time with my family.” This includes Stark's wife Nancy, his partner in life and business.

It turns out, the opportunity was a good one. Stark's sales continue to grow annually and totaled an impressive $4.5 million in 2007.

Foodservice Equipment & Supplies spoke to Stark about the industry and his secret to maintaining a successful career.

FE&S: What do you like best about being a DSR?

GS: Probably the No. 1 thing is the ability to work one-on-one with people in the industry. I not only develop relationships with them, but they also become my business partners. This is how I refer to my customers. We work together to further our careers. Helping them become more successful furthers my success.

GS: It's knowledge of the industry that is my biggest strength. I learn from my vendor partners and pass on that knowledge to my business partners. This new information helps them build their businesses. This is my commitment to excellence. I commit to every business partner that I will do whatever it takes to make them successful.

FE&S: What resources do you tap into that help you succeed?

GS: First and foremost, we make use of our vendor partners. They have rep groups we deal with on a local level that have been a tremendous resource. I utilize what they bring to the table, including online catalogs and face-to-face meetings. They bring a wealth of information that is invaluable. Without these reps, we would be at a great disadvantage.

FE&S: How have your customers adapted to the economic challenges?

GS: The thing that we've tried to do, and it's been tough, is help our customers develop different ways of bringing their product to market. This does not necessarily involve price reductions. Instead, it is more about presenting their products differently so that they seem like a value, whilestill justifying the higher price points. We do this by sampling and presenting different ideas. As an example, if a customer is trying to show value to justify pricing, we will try to find a new tableware piece that offers pizzazz without ahuge investment.

FE&S: What are you doing to help customers cope with the challenging economy?

GS: We really work hard with our business partners to help them become more efficient and leading-edge regarding the experience they enable their customers to enjoy. From introducing new ideas to consolidating their suppliers, we help our partners however we can.

FE&S: What's the most humbling lesson you've learned on the job?

GS: You've got to do your homework, because we are ultimately responsible for a piece of equipment. In this industry, there are a lot of things to consider, like the correct voltage and whether the unit will fit in the door. When I order a piece of equipment and it's wrong, I'm financially responsible for it. That's humbling, no matter how small the job is. Consequently, it is key that the specs match the operator's needs.