For broadline foodservice distributors, a customer landscape that was once dominated by the independent operator has shifted in recent years to more GPOs and multi-unit operators with centralized purchasing functions, giving buyers significantly more purchasing power. According to “Foodservice 2020: Global, Consolidated & Structured, ” published by The Hale Group, 79 percent of operator segments will be controlled by consolidated operator purchasing groups by the year 2020. This shift in the customer landscape paired with the massive complexity in the typical food distribution business has made it increasingly difficult to maintain margins and grow revenue.

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