Dan Christians, Culinex
This fall, Dan Christians will celebrate his 22nd year working for Culinex. As a sales manager, the Fargo, N.D., native has been able to combine an exemplary work ethic, true commitment to customer care and dedication — along with ample product knowledge and passion to become successful. He started at Culinex after graduating college in 2001, and things “just took off from there,” he says.
Q: You have a pretty diverse client base that ranges from school foodservice operators to restaurants and bars. How do you stay sharp and adapt from customer to customer?
A: Many of our customers are going through the same issues right now, whether it is an institutional setting or restaurant. I try to stay up to date with what our manufacturing partners are producing for different customers and segments. A lot of what is available is relevant to various customer segments.
Q: Have you been able to transfer learnings from a client in one segment and help a client in another segment?
A: Yes. Schools and healthcare are transitioning into serving their customers similarly to the way the restaurant industry does. Grab-and-go and a la carte dining are big. For that reason, a lot of what we provide for restaurants is now being used in these other segments as well.
Q: You’re known for being someone who is a creative thinker when it comes to new solutions. What role does product knowledge play in this?
A: Product knowledge is extremely important in our business and that comes with research but also from experience. After years of working with various customers, you can’t help but pick up certain tips to pass on to other customers. I feel that the more comfortable a salesperson is with the products they are promoting, the more customers appreciate the information and are receptive to how it can help their business.
Q: How do you address equipment pieces when a customer needs to replace something?
A: I like to ask the customer questions about how they use equipment, as well as how they see their business changing over time. Certain situations call for replacing something they currently have, and sometimes a customer appreciates hearing about new options that could help them out. The trick with working with any customer is not to go in with a closed mind, thinking you know what they need. Asking the important questions to get to the core of a customer’s thinking can help direct which way to go and what will work for them.
Q: What advice would you give someone just starting out in the foodservice industry?
A: Be curious. Asking questions is the best way to learn in this business from your teammates as well as your customers. Respond to customers. Even if you don’t have the answer or cannot help them with their issue, get back to them after doing your homework. Customers appreciate this. Lastly, don’t be afraid to have difficult conversations. Whatever the issue is, pick up the phone and speak to your customer to walk through the problem and options to resolve them. A lot of great customers I have brought on over the years started after resolving some hard problems.
DSR 3-2-1
Dan Christians, Culinex, sits down with Jason Wange, Foodservice Powerplant Network, to talk about being named an FE&S DSR of the Month. Foodservice Equipment & Supplies Presents DSR 3-2-1 is sponsored by Salvajor.
Find more episodes of DSR 3-2-1 here.
Foodservice Equipment & Supplies Presents DSR 3-2-1 is sponsored by Salvajor.
