DSR of the Month: Patrick Touponce, B&G Restaurant Supply, Pittsfield, Mass.

It wasn’t difficult for Patrick Touponce to step away from an illustrious career as a chef, cooking for superstars like John Travolta, Meryl Streep and golf pros such as Fred Couples and John Cook. The 90-plus-hour weeks were taking their toll.

By Lisa White, Contributing Editor -- Foodservice Equipment & Supplies, 9/1/2007

Patrick Touponce Regional Sales Manager

But as regional sales manager for B&G Restaurant Supply in Pittsfield, Mass., Touponce, 42, has parlayed his many years as a certified professional chef into another lucrative career specifying the equipment he knows so well.

Respected by colleagues for his professionalism, Touponce is known for always keeping the best interest of his customers in mind by meeting their needs, not just making the sale. In fact, he has even walked away from situations that don't meet his or B&G's expertise.

Because of his dedication to his customers, Touponce has been chosen as Foodservice Equipment & Supplies' DSR of the Month for September.

Touponce has been in the foodservice industry since he was 14 years old, when he worked for a restaurant owned by a family friend. After a 10-year stint, he furthered his training by working with certified chefs. "I took multiple cooking classes throughout the country, from Napa Valley's wine country to New Orleans to Nashville."

Following this training, Touponce worked in catering for General Electric Plastics and NBC Sports. "I also was a chef for the Master's Golf Tournament for 10 years as well as for NBC Sports during the 1996 Olympics in Atlanta," he said.

It was during these years that Touponce had the opportunity to cook for Meryl Streep and catered for John Travolta on the actor's jet.

He also served as vice president of corporate foodservice at BD Smith Management, a local foodservice company, in addition to catering duties at a major paper manufacturer and a military company.

When the owner of his previous company sold the business about 10 years ago, Touponce came onboard at B&G.

Touponce took in more than $2.1 million in sales for 2006 and is setting a record pace for this year. "I attribute this to my repeat customers and developing good customer relationships," he said.

Touponce brings extensive equipment knowledge to his role as a DSR and said his main goal is to pass this information on to his customers. "I try to educate clients. I research them, feel them out and find out what their needs are. I ask them about the menu and the equipment application before building them a kitchen. This leads me in the right direction," he explained.

The role of a DSR is more than just sales and customer relations. "It is about getting to know my customers better so I can help them bring the proper products into their operations. It's about finding them the latest equipment that can benefit them and prepare their menu items in the most efficient way. This is how I can better their business," Touponce said.

Bringing his experience and training as a chef to the table, Touponce can look at a recipe, ask how an operator prepares a dish and provide input on the production method that directly affects the outcome of a meal. "As a chef, I know that steamers are an intricate part of a kitchen. They are not as simple and are a lot more versatile than many people realize. Knowing this, I can bring a lot to my customers," he said.

With the industry's focus on energy savings, Touponce noted that colleges and universities, especially, are looking for greener alternatives. For clients examining energy costs and savings, he will refer to B&G's energy studies and audits. "I can provide my customers with information on things like energy and water consumption in relation to equipment," he said.

Success as a DSR is about knowing the customer and their needs. "Sometimes, what they want is not what they need. It is my job to provide customers with the proper equipment and knowledge to make their business a success," Touponce said.