Crave - The IFDA Podcast

In this special live edition of Crave – The IFDA Podcast, recorded at the IFDA Solutions Conference, industry leaders share powerful insights on leadership, workforce development, technology, and the future of foodservice distribution.

Jillian McLaughlin, EQ Leadership Coach at McLaughlin Mentoring, on the four emotional intelligence skills every leader needs to future-proof their career.

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In this special live edition of Crave – The IFDA Podcast, recorded at the IFDA Solutions Conference, industry leaders share powerful insights on leadership, workforce development, technology, and the future of foodservice distribution.

Aaron Kerkhoff, GM of Supply Chain at Kohl Wholesale and incoming Solutions Council Chair, on leadership in supply chain and industry engagement.

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In this special live edition of Crave – The IFDA Podcast, recorded at the IFDA Solutions Conference, industry leaders share powerful insights on leadership, workforce development, technology, and the future of foodservice distribution.

Rob Ulsh, VP of Distributor & National Fleet Sales at Great Dane, on the evolving role of fleet solutions in distribution

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In this special live edition of Crave – The IFDA Podcast, recorded at the IFDA Solutions Conference, industry leaders share powerful insights on leadership, workforce development, technology, and the future of foodservice distribution.

Mani Kulasooriya, Co-Founder and CEO of Cut+Dry, on how AI and data can unlock growth, efficiency, and new revenue streams across the foodservice supply chain.

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In Episode 12 of Crave – The IFDA Podcast, we sit down with Bruce Kern, President of Curtze Food Service and fifth-generation foodservice leader. With more than 140 years of family legacy behind him, Bruce shares timeless lessons on leadership, culture, and values that have carried Curtze Food Service through challenges, innovation, and growth.

From sweeping warehouse floors as a teenager to guiding a company through COVID disruptions and labor shortages, Bruce’s perspective highlights the power of values-driven leadership, partnerships, and active listening in building a resilient business.

This conversation is a must-listen for DSRs, DSMs, operators, and anyone looking to understand what it takes to sustain long-term success in food distribution.

Topics covered include:

👉 Why values like civility, empathy, and teamwork matter more than ever

👉 Leading through labor shortages and crisis moments

👉 Turning suppliers into true business partners

👉 How AI and technology can simplify operations and free up time for relationships

👉 Why “clarity” is the key to long-term success (in business and marathons)

👉 The role of IFDA and peer groups in shaping the next generation of leaders

👉 Advice to young DSRs and DSMs entering the industry

🔗 Find Bruce on LinkedIn: https://www.linkedin.com/in/bruce-kern-0637888

🔗 Learn More about Curtze Foods: https://www.curtze.com/ 

🔗 More about this episode: https://ifdaonline.org/crave-podcast/episode/foodservice-leadership-podcast-with-bruce-kern/

Like and subscribe for more insights from industry leaders!

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In this episode of Crave – The IFDA Podcast, we sit down with Susan Adzick, President of McLane Restaurant—one of the largest systems distribution companies in the U.S.

Susan shares her journey from chemical manufacturing into foodservice distribution, reflecting on more than 25 years of leadership in an industry she loves for its people, challenges, and opportunities. She explains how McLane Foodservice has evolved through acquisitions, consolidations, and growth—while serving franchisees and restaurant partners across the country.

A central theme of the conversation is leading change, what it takes to guide organizations, customers, and teams through transitions while staying grounded in clarity, principles, and trust. Susan and Julien discuss how to build buy-in across an organization, the importance of recognizing frontline workers as “industrial athletes,” and why psychological safety and valuing perspectives at every level are critical to successful change management.

Topics covered include:

• Why people and passion drive success in foodservice distribution
• How IFDA creates community, advocacy, and opportunity for industry professionals
• The concept of “industrial athletes” and celebrating warehouse and driver teams
• Leading change with both the head and heart
• Building trust, clarity, and critical mass for transformation
• Strategy for change when things are working vs. when necessity forces innovation
• Creating psychological safety and valuing diverse perspectives
• Personal lessons on mentorship, handwritten recognition, and the power of coaching
• Why Susan defines her leadership style in one word: Coach

Find Susan Adzick on LinkedIn: https://www.linkedin.com/in/susan-adzick-a9012314 

More about this episode: https://ifdaonline.org/crave-podcast/episode/feeding-34000-restaurants-inside-americas-supply-chain/ 

Like and subscribe for more real conversations with industry leaders!

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In a special episode of Crave – The IFDA Podcast, we're live in Miami at the SMart Conference with a dynamic duo: Deanna Segreto, Director of Corporate Marketing at Saval Food Service, and Mark Kwiatkowski, co-founder of Fun Day agency and creative marketing strategist.

This conversation explores how personal branding, influencer marketing, and authentic storytelling can drive engagement and loyalty in foodservice, and why food distributors should stop chasing algorithms and start leaning into human connection.

From local foodie shoutouts to Slurpee linguistics and cross-industry inspiration, this episode offers practical examples, marketing insights, and a clear message: you’re already an influencer. Now tell your story.

Topics covered include:

👉 Turning price updates into trust-building content

👉 Why email marketing still reigns in foodservice

👉 Personal branding tips for DSRs and DSMs

👉 How to collaborate with influencers for real impact

👉 Lessons from crypto and convenience store marketing

👉 Trust as the foundation of all communication

👉 The “titanium rule” of customer experience

👉 Marketing to off-hours, algorithm-resistant buyers

Timestamps:

0:00 What We’re Covering: Storytelling, Strategy, Influence

1:24 Meet Deanna Segreto & Mark Kwiatkowski

2:05 Culinary Roots, Boardroom Strategy, and Branding

2:44 Storytelling as a Human Connection Tool

3:34 Feelings Over KPIs: Why Emotion Matters

4:52 Why Foodservice is All About Relationship-Building

6:06 What Storytelling Looks Like Today

6:33 Influencers, Viral Reviews, and Local Buzz

7:14 Community Marketing Examples from Saville

8:02 How to Avoid Transactional Marketing

9:07 The Power of Nuance in Storyselling

10:24 Helping Offline Operators Get Online

10:49 Don’t Chase the Algorithm—Use It

11:45 Search is Changing: Are You Indexed Where it Matters?

12:39 Mobile-First, Then and Now

13:03 Where Foodservice Marketing Touchpoints Begin

14:20 Email Preferences and Regional Habits

14:49 Using ChatGPT for Market Opportunity Analysis

15:11 Why Data + Email Still Win in Foodservice

15:44 Impulse Marketing & Digital Hot Dogs

16:27 Creating Brand Language That Resonates

17:40 Using Data to Build Cultural and Retail Momentum

18:16 Storytelling to Influence Buying Behavior

18:48 Everyone’s a Storyteller—If They Care

19:12 Sales Reps as Influencers: Real-World Examples

19:59 Personal Branding Tips for Foodservice Pros

20:19 The Titanium Rule: Beyond Great Service

21:23 Influencer Case Study from the Crypto World

23:11 How Content Builds Trust Before the First Meeting

24:19 From Capsule to Community: Growing a Thought Leadership Platform

25:07 Using Podcasts and Newsletters to Educate, Not Just Sell

26:20 Trust as the Cornerstone of All Storytelling

27:08 Getting Out of the Algorithm Bubble

27:44 Watch, Follow, and Adapt to Your Customer’s World

28:11 What Do You Want Your Brand to Be Known For?

28:35 Practical Next Steps: Reshare, Connect, Repeat

29:15 Mentorship, Listening, and Learning by Doing

30:16 The Role of Speed and Action in Leadership

30:58 Leadership T-Shirt Game: Supportive & Collaborative

32:26 Final Reflections: Why Storytelling Is a Craft Worth Practicing

🌐 Find Saval Foodservice on LinkedIn: https://www.savalfoods.com/ 

🌐 Find Fun Day on LinkedIn: https://www.linkedin.com/company/fundayagency/ 

🌐 Learn more about this episode here:

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In a special episode of Crave – The IFDA Podcast, recorded live at the 2025 SMart Conference, Julien LeBlanc sits down with Patrick Cairoli, marketing tech leader at Gordon Food Service and AI evangelist, for a no-fluff conversation on how foodservice distribution professionals can embrace AI to sharpen strategy, boost creativity, and strengthen consultative selling.

From building digital assistants to crafting custom catering menus on the fly, Patrick shares real-world use cases that are reshaping daily workflows for DSRs, DSMs, and food distribution leaders. He also breaks down how to train AI tools to sound like you, think with you, and challenge your ideas, turning every rep into a super-powered strategist.

This is more than just a tech talk. It’s an activation session packed with practical marketing wins and leadership gems.

Topics covered include:

👉 How to build your own AI mentor

👉 Prompting for personalization and productivity

👉 Using AI to help customers uncover insights

👉 Reverse mentoring and competing perspectives

👉 Strengths-based leadership and why “grass kills weeds”

👉 What happens when your AI tools argue with each other

👉 Why consultative selling is finally becoming possible

Timestamps:

0:00 How AI Becomes Your Pocket Mentor

0:45 Sharpening Your Creative Edge with AI

1:31 Welcome to Crave – Live from Miami

2:15 Introducing Patrick Karolyi

3:02 From Restaurants to Strategy at GFS

3:44 The Romance of the Industry

4:24 How Patrick Uses ChatGPT Daily

5:06 Personal Productivity with AI

6:15 Building a Custom AI Assistant

7:20 Live Demo: AI Introduces Patrick

8:08 How Patrick Interacts with His AI

9:16 Adoption Trends in AI for Foodservice

10:10 Why You Need to Hone the Tool

11:07 Real Example: AI Builds a Catering Menu in 90 Seconds

12:54 AI in the Car: Creating Promotions on the Fly

13:33 Making Menu Math Easy with AI

14:18 Addressing Fear of Replacement

15:22 Consultative Selling Powered by AI

16:20 Using Competing AI Tools to Stress-Test Ideas

17:05 How to Show Up as a Trusted Consultant

18:26 Quick Wins with Creative Prompting

19:42 Watch Outs: Don’t Lose Your Voice

20:22 Strategy Companion Use Case

21:37 Intern Public Speaking Presentation via AI

22:25 QR Code Podcasts and Interactive Content

22:58 Fresh Leadership Insights

23:15 Mentorship Mindset

23:50 The Power of Reverse Mentorship

24:35 Seeing the Full Picture

25:09 The Book That Changed Everything: StrengthsFinder

26:07 “Grass Kills Weeds” Leadership Philosophy

26:28 One Word Leadership T-Shirt Game

27:08 Individualized Leadership in Action

27:45 Final Reflections and Audience Thanks

🌐 Find Patrick Cairoli on LinkedIn: https://www.linkedin.com/in/patrick-cairoli-7b1a8b19   

🌐 Learn about the SMart Conference: https://ifdaonline.org/events/smart/about/ 

🌐 And, more about this episode: https://ifdaonline.org/crave-podcast/episode/creativity-marketing-strategy-ai-superpowers-in-foodservice-distribution/ 

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In Episode 10 of Crave – The IFDA Podcast, we sit down with Hans Schatz, Executive Vice President at Cut+Dry and a seasoned foodservice leader whose journey began in the dishroom. From pulling guests out of the San Antonio River in a suit and tie, to leading national sales organizations and now helping modernize the industry with technology, Hans brings a rare blend of real-world grit and visionary thinking.

This conversation is a must-listen for DSRs, DSMs, and anyone navigating the evolving landscape of food distribution. Hans shares the daily habits that build long-term success, the role of technology in freeing up time for human connection, and why picking up a single piece of paper can reveal everything about your leadership style.

Topics covered include:
 👉 Why soft skills are making a comeback
 👉 Selling through stories that are retellable
 👉 How to handle objections with confidence
 👉 AI and e-commerce tools that free up time
 👉 The mindset shifts that drive long-term growth
 👉 What “your hot dog moment” means for value delivery
 👉 Habits and 1% improvements that separate great DSRs

Find Cut+Dry on LinkedIn: https://www.linkedin.com/company/cut-and-dry-inc/ 
Learn More about Cut+Dry: https://cutanddry.com/
And, more about this episode here: https://ifdaonline.org/crave-podcast/episode/from-dishwasher-to-evp-with-hans/ 

Like and subscribe for more!

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/

In Episode 9 of Crave – The IFDA Podcast, we interview Dennis Snow, CEO of Snow & Associates and former Disney leader. Dennis began his career as a ride operator at Disney World, playing Captain Nemo on the iconic 20,000 Leagues Under the Sea attraction, and ultimately rose through the ranks to lead training at the Disney University and Disney Institute. 

In this conversation, Dennis reflects on the core principles that defined his time at Disney and shares how they can be applied across industries, including foodservice. He offers a behind-the-scenes look at what makes world-class service possible, the mindset shifts needed to elevate the guest experience, and how everyday actions, from picking up a piece of trash to empowering frontline employees, can build powerful brand loyalty. Whether you're leading a restaurant team or running a distribution operation, Dennis’s insights will help you inspire your people and deliver the kind of experience customers can’t stop talking about.

Topics covered include:

👉 The difference between customer service and customer experience

👉 Why little details create big loyalty

👉 Stories that spark team culture and leadership accountability

👉 How to create a team-wide mindset of excellence

👉 Why indifference (not bad service) is the biggest brand killer

👉 How leaders can set the tone, from trash pickup to team recognition

👉 Why dignity should be part of every employee interaction

Learn more about Crave – The IFDA Podcast and future episodes: https://ifdaonline.org/crave-podcast/