Larry Schamberger, a sales representative at Vanderloop Equipment’s Beaver Dam, Wis., location, shares an analogy to explain the value of specializing in a few key products rather than spreading yourself thin with many. He recalls a conversation with a man from the food service industry who told him, “If you ever walk into a restaurant and they have a three- or four-page menu, just get up and walk out.” The man’s point was simple — restaurants with smaller menus tend to serve better food because while they offer fewer things, what they do serve is better because they know every detail. In contrast, places with lengthy menus may offer a lot of options, but the quality tends to suffer.

This idea resonated with Schamberger as he reflected on his own experiences at restaurants and realized it was true — the best places often have smaller, more focused menus. Naturally, Schamberger then thought of his own field of equipment sales. In his role he primarily focuses on Fendt and Horsch products, while offering less emphasis on other items. “You have to be good at what you do,” he explains, “You can’t get bogged down with a lot of different things. Just deal with the stuff you can handle.” Limiting the scope of what you offer ensures you can provide deep knowledge and better service for customers, he says.

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