Winning with Full-Service DSD: A Research Study Presentation 

Presentation Date: Tuesday, January 12, 2021 | 2:00 PM - 3:30 PM ET

IAICDV's Distributor Division and George Crocker of Brickyard Associates presented the much-anticipated findings from the 2020 research study. This exclusive, member-only webinar featured Crocker's in-depth, specific interviews from five (5) experts in each channel (Drug, Convenience, Dollar and Small Format Supermarket) with the following goals in mind:

  • Explore the value of the Full-Service Direct Store Delivery model (FSDSD) over competing models, particularly Broadline/Self Directed distribution, in serving certain large customer segments (C-store, Drug, Dollar, and Grocery).  

  • Understand how customers in those core segments are looking at this comparison (FSDSD vs Broadline), what their quantitative and qualitative considerations are, and how compelling the FSDSD offering is in their eyes as compared to the Broadline alternative.

  • Develop a selling presentation for IAICDV member use which articulates the best possible sales pitch for the superiority of FSDSD over alternatives. 

This exclusive presentation will be followed by a 30-minute interactive Q&A session moderated by IAICDV Distributor Division Lead, Mike Gardner of Rich's Ice Cream. The findings of this presentation are critical for the DSD industry and the future of YOUR business!

The webinar recording, presentation slides and DSD selling deck are available to members here!

About George Crocker

George Crocker, Independent Strategy Consultant & Founder of Brickyard Associates, LLC

George Crocker was trained as a strategy consultant at Monitor Group, where he worked with food, beverage and consumer products companies for nine years, and was a leader in the firm’s marketing and sales strategy practice.  He was based in Hong Kong.

He subsequently served as the CEO of a diversified packaged food and beverage company in Australia and New Zealand which he grew to $400M, and where he drove improved profitability through operational efficiencies. He now serves as the General Manager of a private SME with three brands in the consumer space, based in Boston.

George has served as a Director on the boards of 7 privately held companies, and currently serves as a Trustee of the Massachusetts Charitable Society.  He holds a BA from Amherst College and an MBA from the University of California, Berkeley, and speaks French and Mandarin.

His approach combines rigor and practicality to create action and drive growth. Click here to learn more about George Crocker.

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