Restaurant operators need their DSRs now more than ever—but not just as order-takers. They’re looking for trusted advisors who bring real expertise to the table. AI is transforming the role, but the heart of the job hasn’t changed: relationships, trust, and strategic guidance. At Pepper, we’re building AI-powered tools to take busywork off DSRs’ plates so they can focus on what moves the needle—helping operators make smarter decisions and grow their businesses. Learn more about what this shift means here: https://lnkd.in/gyz2AKbC #DSR #FoodDSR #SalesTech #Foodservice
Great work by The International Foodservice Distributors Association (IFDA) and Technomic, Inc. on their recent study on the changing role of the DSR. Key takeaways that stood out to me: 1/ Operators value their monthly face time with customers, which is less than 5 years ago but >80% of operators don’t want it to change 2/ ~40% of operators say they NEED their DSR more than ever to help navigate an increasingly complex, fast changing, and high pressure business environment in foodservice 3/ …. Yet operator satisfaction with their DSRs is going the opposite direction, down ~20% vs 5 years ago 4/ What are they looking for in DSRs? Top 3 things are all related to Product knowledge and advice. The kind that moves the needle for the business; not “buy this bacon from me cuz it’s cheaper” but rather “are you buying the right bacon for your menu?” At Pepper we're placing a big bet on the future of the DSR -- more consultative, less transactional, AI-enabled, and more critical than ever to winning in food distribution.