The growth of impulse sales and the consequent concern by foodservice operators of lowered margins presents a major opportunity for food and drink suppliers, because foodservice operators do not have the knowhow to be effective retailers. But food and drink suppliers do; they possess immense experience of the retail market and they are in a strong position to bring their category expertise to bear in helping caterers to become more like retailers.

The trick is to enable those foodservice operators, in sectors where snacking and impulse is becoming increasingly important, how to become more like retailers.

Suppliers can help foodservice operators to stop thinking about the erosion of their margin that comes about from selling snack lines and start thinking about additional profits from incremental sales instead.

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