Distribution channels to each sector – sales in 2003
It is always a mistake to consider the foodservice sector as a single market –
and this is no more true than when considering the distribution of food. The
role of each channel varies from sector to sector.
Delivered wholesalers, for instance, account for over 60% of the hotels,
education and services sectors. However, the quick service sector sources only 40%
of its food in this way but gets almost 25% of its food supplies from cash and
carries.
And these differences become even wider as each market sector is broken into
its component sub sectors.
The message, for suppliers at least, is to make sure that the channels used
for the company's products match the routes used by the target sectors. It sounds
obvious but care has to be taken to ensure that it is carried out in reality.
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