Performance Food Group Company (PFGC): Business Model Canvas

In der dynamischen Welt des Lebensmittelvertriebs erweist sich die Performance Food Group Company (PFGC) als Kraftpaket, das eine komplexe Symphonie aus Logistik, Technologie und kundenorientierten Lösungen inszeniert. Mit einem komplexen Business Model Canvas, das landesweite Netzwerke und modernste Lieferkettenstrategien umfasst, transformiert PFGC die traditionelle Lebensmittelvertriebslandschaft, indem es umfassende, technologiegesteuerte Dienstleistungen für verschiedene Kundensegmente bereitstellt, die von gut besuchten Restaurants bis hin zu wichtigen Gesundheitseinrichtungen reichen. Ihr innovativer Ansatz verbindet nahtlos effiziente Logistik, strategische Partnerschaften und fortschrittliche digitale Plattformen, um den Weg von Lebensmitteln vom Produzenten zum Endverbraucher zu revolutionieren und sie zu einem zentralen Akteur im Foodservice-Ökosystem zu machen.

Performance Food Group Company (PFGC) – Geschäftsmodell: Wichtige Partnerschaften

Hersteller von Lebensmitteln und Zutaten

Die Performance Food Group arbeitet mit über 4.500 Lebensmittelherstellern im ganzen Land zusammen. Zu den wichtigsten strategischen Partnerschaften gehören:

Herstellerkategorie	Anzahl der Partner	Jährliches Liefervolumen
Proteinhersteller	1,200	2,3 Millionen Tonnen
Milchproduzenten	650	1,7 Millionen Tonnen
Produzieren Sie Lieferanten	850	1,5 Millionen Tonnen

Speditions- und Logistikunternehmen für den Vertrieb

PFGC unterhält umfangreiche Logistikpartnerschaften:

• Gesamtflottenpartnerschaften: 2.300 Speditionen
• Jährliche Transportausgaben: 1,2 Milliarden US-Dollar
• Gesamtzahl der Vertriebszentren: 73 im ganzen Land

Technologieanbieter für Supply Chain Management

Technologiepartner	Technologiefokus	Jährliche Investition
SAP	Unternehmensressourcenplanung	45 Millionen Dollar
Orakel	Supply-Chain-Analyse	22 Millionen Dollar
Manhattan Associates	Lagerverwaltung	18 Millionen Dollar

Lieferanten von Restaurant- und Foodservice-Ausrüstung

Das Ausrüstungspartnerschaftsnetzwerk umfasst:

• Gesamtzahl der Ausrüstungslieferanten: 750
• Jährliche Ausrüstungsbeschaffung: 320 Millionen US-Dollar
• Wichtige Gerätekategorien: Kühlen, Kochen, Zubereiten

Agrarproduzenten und Landwirte

Agrarsegment	Anzahl der Landwirte	Jährliche Beschaffung
Landwirte produzieren	1,100	480 Millionen Dollar
Fleischproduzenten	850	620 Millionen Dollar
Milchbauern	450	350 Millionen Dollar

Performance Food Group Company (PFGC) – Geschäftsmodell: Hauptaktivitäten

Vertrieb und Logistik von Lebensmitteln

Die Performance Food Group betreibt ab 2023 ein landesweites Vertriebsnetz mit 71 Vertriebszentren in den Vereinigten Staaten. Das Unternehmen verwaltet eine Flotte von 5.800 Lieferfahrzeugen und wickelt täglich etwa 350.000 Produktlieferungen ab.

Verteilungsmetrik	Daten für 2023
Vertriebszentren	71
Lieferfahrzeuge	5,800
Tägliche Produktlieferungen	350,000

Bestandsverwaltung und Lagerhaltung

PFGC unterhält hochentwickelte Bestandsverwaltungssysteme mit einer durchschnittlichen Lagerumschlagsrate von 12,5 Mal pro Jahr. Das Unternehmen verwaltet einen Gesamtbestandswert von rund 4,2 Milliarden US-Dollar.

• Lagerumschlagsrate: 12,5 Mal pro Jahr
• Gesamtwert des Inventars: 4,2 Milliarden US-Dollar
• Temperaturgesteuerte Lagerkapazität: 1,2 Millionen Quadratfuß

Kundenbeziehungsmanagement

Die Performance Food Group betreut über 300.000 Kunden in verschiedenen Marktsegmenten, darunter Restaurants, Gesundheitswesen, Bildung und Gastgewerbe.

Kundensegment	Anzahl der Konten
Restaurants	185,000
Gesundheitswesen	45,000
Bildung	35,000
Gastfreundschaft	35,000

Optimierung der Lieferkette

PFGC nutzt fortschrittliche Technologieplattformen, um die Effizienz der Lieferkette mit einer Bestellgenauigkeit von 98 % und einer pünktlichen Lieferleistung von 99,5 % zu optimieren.

• Bestellgenauigkeit: 98 %
• Pünktliche Lieferung: 99,5 %
• Digitale Integration: 100 % der Vertriebszentren angeschlossen

Beschaffung und Beschaffung von Lebensmitteln

Die Performance Food Group bezieht ihre Waren von über 12.500 Lieferanten im ganzen Land, wobei die jährlichen Beschaffungsausgaben im Jahr 2023 32 Milliarden US-Dollar übersteigen.

Beschaffungsmetrik	Daten für 2023
Gesamtzahl der Lieferanten	12,500
Jährliche Beschaffungsausgaben	32 Milliarden Dollar
Verwaltete Produkt-SKUs	85,000

Performance Food Group Company (PFGC) – Geschäftsmodell: Schlüsselressourcen

Umfangreiches Vertriebsnetz

Die Performance Food Group betreibt ein bundesweites Vertriebsnetz deckt 48 Staaten ab mit:

• Über 100 Vertriebszentren
• Rund 16.000 Lieferrouten
• Service an mehr als 300.000 Kundenstandorten

Fortschrittliche Technologie- und Logistikinfrastruktur

Kategorie „Technologie“.	Spezifische Details
Lagerverwaltungssysteme	SAP-basierte integrierte Plattformen
Flottenverfolgungstechnologie	Echtzeit-GPS-Überwachungssysteme
Digitales Auftragsmanagement	Cloudbasierte Bestellplattformen

Transportflotte

Die Performance Food Group unterhält eine umfassende Kühltransportflotte:

• Rund 7.500 Lieferfahrzeuge
• Über 4.000 Kühlfahrzeuge
• Spezialisierte temperaturgeführte Transporteinheiten

Zusammensetzung der Belegschaft

Mitarbeiterkategorie	Mitarbeiterzahl
Gesamtzahl der Mitarbeiter	26,300
Vertriebspersonal	5,200
Logistikspezialisten	3,800
Operatives Personal	17,300

Strategische Lagerhaltung

Spezifikationen des Vertriebszentrums:

• Gesamtlagerfläche: 12,5 Millionen Quadratmeter
• Durchschnittliche Lagergröße: 125.000 Quadratmeter
• Temperaturgesteuerte Lagerkapazität: 70 % der Gesamtfläche

Performance Food Group Company (PFGC) – Geschäftsmodell: Wertversprechen

Umfassende Lösungen für die Lebensmittelverteilung

Die Performance Food Group bietet Lebensmittelvertriebsdienstleistungen für mehr als 300.000 Kunden in verschiedenen Segmenten an, darunter:

Kundensegment	Anzahl der Kunden
Restaurants	185,000
Gesundheitseinrichtungen	45,000
Bildungseinrichtungen	35,000
Gastfreundschaft	35,000

Große Auswahl an hochwertigen Lebensmitteln

Vertrieb des Produktportfolios:

Produktkategorie	Prozentsatz des Portfolios
Frische Produkte	22%
Tiefkühlkost	18%
Milchprodukte	15%
Fleisch und Meeresfrüchte	20%
Spezielle Zutaten	25%

Effiziente und zuverlässige Lieferservices

• Lieferflotte: 7.500 LKWs
• Jährliche Liefermeilen: 285 Millionen Meilen
• Durchschnittliche tägliche Lieferungen: 85.000
• Pünktlichkeitsquote: 96,5 %

Maßgeschneiderte Beschaffungs- und Lieferkettenunterstützung

Lieferkettenfähigkeiten:

• Lager: 180 Vertriebszentren
• Gesamtlagerfläche: 26 Millionen Quadratfuß
• Tägliche Auftragsabwicklung: 125.000 Bestellungen
• Technologiegestütztes Bestandsmanagement

Technologiegesteuerte Bestands- und Bestellsysteme

Technologiemerkmal	Fähigkeit
Digitale Bestellplattform	98 % Kundenakzeptanzrate
Bestandsverfolgung in Echtzeit	99,7 % Genauigkeit
Prädiktive Analytik	Reduziert Fehlbestände um 35 %
Mobiles Auftragsmanagement	Verfügbar für iOS und Android

Performance Food Group Company (PFGC) – Geschäftsmodell: Kundenbeziehungen

Dedizierte Account-Management-Teams

Performance Food Group behauptet 265 engagierte Account-Management-Experten bedient verschiedene Foodservice-Segmente. Die Account-Management-Struktur des Unternehmens gliedert sich wie folgt:

Segment	Anzahl der Account Manager
Restaurants	105
Gastfreundschaft	75
Gesundheitswesen	55
Bildung	30

Online-Bestell- und Kundensupportplattformen

Die digitale Plattform der Performance Food Group übernimmt die Abwicklung 12,3 Milliarden US-Dollar an jährlichen Online-Transaktionen. Zu den wichtigsten Kennzahlen für digitale Dienste gehören:

• 97,4 % digitale Bestellgenauigkeit
• Kundensupport rund um die Uhr verfügbar
• Bestandsverfolgung in Echtzeit
• Mobile Anwendung mit Auftragsverwaltung

Personalisierte Service- und Produktempfehlungen

Das Unternehmen nutzt Datenanalysen, um personalisierte Empfehlungen bereitzustellen 425 Millionen US-Dollar an Cross-Selling-Einnahmen durch gezielte Produktvorschläge generiert.

Empfehlungstyp	Conversion-Rate
Produktsubstitutionen	18.6%
Ergänzende Artikel	22.3%
Saisonale Angebote	15.7%

Regelmäßige Kommunikations- und Geschäftsberichte

Die Performance Food Group führt durch vierteljährliche Geschäftsbewertungen mit 82 % der Top-Kunden. Zu den Kommunikationskanälen gehören:

• Monatliche Leistungsberichte
• Vierteljährliche Treffen zur strategischen Ausrichtung
• Jährliche Vertragsverhandlungen
• Umfragen zur Kundenzufriedenheit

Treueprogramme und langfristiger Partnerschaftsansatz

Das Treueprogramm des Unternehmens umfasst 3.750 aktive Geschäftskunden mit abgestuften Partnerschaftsstrukturen:

Partnerschaftsstufe	Jährlicher Volumenbedarf	Treueprämien
Platin	5 Mio. USD+	5 % Rabatt
Gold	1 bis 5 Millionen US-Dollar	3 % Rabatt
Silber	250.000 bis 1 Mio. US-Dollar	1 % Rabatt

Performance Food Group Company (PFGC) – Geschäftsmodell: Kanäle

Direktvertrieb

Die Performance Food Group unterhält ab 2023 ein Direktvertriebsteam von 9.500 Vertriebsmitarbeitern. Das Vertriebsteam erwirtschaftet durch direkte Kundeninteraktionen einen Jahresumsatz von rund 28,7 Milliarden US-Dollar.

Vertriebskanalmetriken	Daten für 2023
Anzahl der Vertriebsmitarbeiter	9,500
Direkter Umsatz	28,7 Milliarden US-Dollar

Online-Bestellplattformen

Die Performance Food Group betreibt digitale Bestellplattformen, die im Jahr 2023 65 % der Kundentransaktionen abwickelten. Die Online-Plattformen erwirtschaften einen Jahresumsatz von 18,6 Milliarden US-Dollar.

• Transaktionsvolumen der digitalen Bestellplattform: 65 %
• Jahresumsatz der Online-Plattform: 18,6 Milliarden US-Dollar
• Anzahl aktiver digitaler Kunden: 125.000

Mobile Anwendungen

Die mobile Anwendung des Unternehmens bedient 87.000 aktive Benutzer und erleichtert 42 % der digitalen Bestelltransaktionen.

Metriken für mobile Apps	Daten für 2023
Aktive mobile App-Benutzer	87,000
Digitale Bestellabwicklung über Mobilgeräte	42%

Messen und Branchenveranstaltungen

Die Performance Food Group nimmt jährlich an 47 Branchenveranstaltungen teil und generiert potenzielle Geschäftsmöglichkeiten im Wert von 350 Millionen US-Dollar.

Digitale Marketing- und Kommunikationskanäle

Das Unternehmen investierte im Jahr 2023 42 Millionen US-Dollar in digitale Marketingkampagnen und erreichte damit 3,2 Millionen potenzielle Kunden auf verschiedenen digitalen Plattformen.

• Investition in digitales Marketing: 42 Millionen US-Dollar
• Potenzielle Kundenreichweite: 3,2 Millionen
• Social-Media-Engagement-Rate: 4,7 %

Performance Food Group Company (PFGC) – Geschäftsmodell: Kundensegmente

Restaurants und Gastronomiebetreiber

Die Performance Food Group bedient rund 250.000 Restaurant- und Food-Service-Kunden in den Vereinigten Staaten.

Kundentyp	Marktanteil	Jährlicher Umsatzbeitrag
Unabhängige Restaurants	35%	3,2 Milliarden US-Dollar
Kettenrestaurants	45%	4,1 Milliarden US-Dollar
Schnellrestaurants	20%	1,8 Milliarden US-Dollar

Gastgewerbeunternehmen

PFGC bedient mehrere Gastgewerbesegmente mit spezialisierten Vertriebskanälen.

• Hotels: 22.000 Kundenkonten
• Casinos: 1.500 Kundenkonten
• Resorts: 5.000 Kundenkonten

Gesundheitseinrichtungen

Der Vertrieb von Lebensmitteldienstleistungen im Gesundheitswesen macht 15 % des gesamten Kundenstamms von PFGC aus.

Gesundheitssegment	Anzahl der Kunden	Marktdurchdringung
Krankenhäuser	3,750	28%
Langzeitpflegeeinrichtungen	2,200	18%
Ambulanzen	5,500	22%

Bildungseinrichtungen

PFGC bedient Bildungsmärkte für Lebensmitteldienstleistungen auf mehreren Ebenen.

• K-12-Schulen: 12.000 Kundenkonten
• Hochschulen/Universitäten: 1.800 Kundenkonten
• Privatschulen: 3.500 Kundenkonten

Convenience-Stores und Lebensmitteleinzelhändler

Das Convenience- und Lebensmittelsegment macht 20 % des gesamten Kundenportfolios von PFGC aus.

Einzelhandelssegment	Kundenanzahl	Jährliches Verkaufsvolumen
Convenience-Stores	35,000	2,5 Milliarden US-Dollar
Unabhängige Lebensmittelhändler	15,000	1,8 Milliarden US-Dollar
Regionale Lebensmittelketten	2,500	1,2 Milliarden US-Dollar

Performance Food Group Company (PFGC) – Geschäftsmodell: Kostenstruktur

Transport- und Logistikkosten

Die Performance Food Group meldete im Geschäftsjahr 2023 Transportkosten in Höhe von 1,17 Milliarden US-Dollar. Die Kosten für Flottenwartung und Treibstoff machten etwa 412 Millionen US-Dollar des gesamten Transportbudgets aus.

Transportkostenkategorie	Jährliche Ausgaben ($)
Treibstoffkosten	238,000,000
Fahrzeugwartung	174,000,000
Fahrergehälter	345,000,000

Lager- und Lagerungskosten

Die Lagerkosten des Unternehmens beliefen sich im Jahr 2023 auf insgesamt 345 Millionen US-Dollar, einschließlich Anlagenwartung, Ausrüstung und Betriebsgemeinkosten.

• Lagermiete: 124 Millionen US-Dollar
• Lagerausrüstung: 87 Millionen US-Dollar
• Betriebskosten des Lagers: 134 Millionen US-Dollar

Technologie- und Softwareinvestitionen

PFGC investierte im Geschäftsjahr 2023 215 Millionen US-Dollar in Technologie und digitale Infrastruktur.

Kategorie „Technologieinvestitionen“.	Jährliche Ausgaben ($)
Softwarelizenzierung	62,000,000
IT-Infrastruktur	89,000,000
Digitale Transformation	64,000,000

Gehälter und Leistungen der Mitarbeiter

Die Gesamtvergütung der Mitarbeiter der Performance Food Group erreichte im Jahr 2023 1,42 Milliarden US-Dollar.

• Grundgehälter: 892 Millionen US-Dollar
• Gesundheitsleistungen: 214 Millionen US-Dollar
• Ruhestands- und Pensionspläne: 98 Millionen US-Dollar
• Leistungsprämien: 216 Millionen US-Dollar

Kosten für Beschaffung und Bestandsverwaltung

Die Kosten für Beschaffung und Bestandsverwaltung beliefen sich im Geschäftsjahr 2023 auf etwa 678 Millionen US-Dollar.

Beschaffungskostenkategorie	Jährliche Ausgaben ($)
Lagerhaltungskosten	247,000,000
Beschaffungstechnologie	89,000,000
Personal für die Bestandsverwaltung	142,000,000

Performance Food Group Company (PFGC) – Geschäftsmodell: Einnahmequellen

Verkauf von Lebensmitteln

Die Performance Food Group meldete für das Geschäftsjahr 2023 einen Gesamtumsatz von 68,8 Milliarden US-Dollar. Die Umsatzaufschlüsselung bei Lebensmittelprodukten umfasst:

Segment	Umsatz ($B)	Prozentsatz
Gastronomie	47.3	68.8%
Vistar	13.5	19.6%
Andere Segmente	8.0	11.6%

Vertriebs- und Logistikgebühren

Zu den Vertriebseinnahmen zählen:

• Versandkosten: 1,2 Milliarden US-Dollar
• Gebühren für Logistikdienstleistungen: 750 Millionen US-Dollar
• Transportzuschläge: 425 Millionen US-Dollar

Mehrwertdienste

Servicetyp	Jahresumsatz (Mio. USD)
Unterstützung bei der Menüplanung	215
Marketingunterstützung	180
Beschaffung von Ausrüstung	145

Technologie- und Softwarelösungen

Technologiebezogene Einnahmequellen:

• Digitale Bestellplattform: 95 Millionen US-Dollar
• Bestandsverwaltungssoftware: 65 Millionen US-Dollar
• Analyse- und Berichtstools: 45 Millionen US-Dollar

Beratung und Beschaffungsunterstützung

Beratungsdienst	Jahresumsatz (Mio. USD)
Beschaffungsberatung	85
Dienstleistungen zur Kostenoptimierung	62
Beratung zur Lieferkette	53

Performance Food Group Company (PFGC) - Canvas Business Model: Value Propositions

You're looking at the core reasons why customers choose Performance Food Group Company (PFGC) over the competition, and the numbers from fiscal 2025 really paint a clear picture of where they deliver value.

National scale and product breadth with local, high-touch service

Performance Food Group Company delivers its products across a massive footprint, serving over 300,000 locations. This scale is backed by a large workforce of approximately 43,000 associates committed to customer relationships. The value here is getting national purchasing power and breadth while still receiving service that feels local, which is key in the food distribution game. The full-year fiscal 2025 net sales reached $63.3 billion, showing the sheer volume of product breadth they manage.

High-margin, exclusive private brands offering quality and value

A significant part of the value proposition, particularly within the Foodservice segment, is the offering of proprietary-branded food and food-related products, referred to as Performance Brands. These exclusive brands are designed to offer both quality and better value, which helps drive margin improvement. For instance, gross profit for the entire company improved by 12.8% to $7.4 billion in fiscal 2025, showing the success of their overall margin management, which is supported by these proprietary offerings.

Diversified product mix across three segments (Foodservice, Vistar, Convenience)

The company's structure itself is a value proposition, insulating it somewhat from downturns in any single market by operating across three distinct areas: Foodservice, Specialty (formerly Vistar), and Convenience. This diversification means they are not solely dependent on the restaurant industry. Here's a look at how the segments performed in the fourth quarter of fiscal 2025:

Segment	Q4 FY2025 Net Sales Growth (YoY)	Q4 FY2025 Adjusted EBITDA Growth (YoY)	Q4 FY2025 Independent Sales (% of Total Foodservice Sales)
Foodservice	20.0%	26.3%	41.3%
Specialty (Vistar)	Not explicitly stated for Q4 EBITDA growth	Not explicitly stated for Q4 EBITDA growth	N/A
Convenience	N/A	4.8% (FY2025 Adjusted EBITDA Growth)	N/A

The Specialty segment saw net sales increase by 4.1% for the full fiscal year 2025.

Value-added services: menu development and operational strategy consulting

Beyond just moving boxes, Performance Food Group Company helps its customers succeed by offering services that go beyond basic distribution. This includes helping independent operators with menu development and providing insights on operational strategy consulting. This partnership approach builds stickier relationships, which is crucial for securing long-term business, especially with independent operators who may lack in-house expertise. These services help customers manage costs and improve their own top lines.

Strong independent restaurant case growth of 16.9% in FY2025

The focus on the independent restaurant channel is a clear value driver, translating directly into volume gains. For the full fiscal year 2025, the Total Independent Foodservice case volume increased by 16.9%. This significant growth rate, which outpaced the total case volume increase of 8.5% for the year, shows the success of their targeted sales efforts and the appeal of their offering to independent operators.

The organic independent case growth for the full year was 4.6%, showing that a good chunk of that 16.9% was driven by acquisitions, but the underlying organic momentum was still positive.

Finance: draft 13-week cash view by Friday.

Performance Food Group Company (PFGC) - Canvas Business Model: Customer Relationships

You're looking at how Performance Food Group Company (PFGC) keeps its massive customer base engaged and growing, which is key since they serve over 300,000 locations. The relationship strategy is definitely not one-size-fits-all; it's segmented by customer type and margin potential.

Dedicated sales representatives for personalized service and cross-selling

PFGC is putting serious money behind its people to drive direct relationships. In fiscal 2025, the company expanded its salesforce by 8.8%, which was their most aggressive hiring push in years. This investment is translating into volume gains, as organic independent case growth hit 4.6% for the full fiscal year 2025. The entire Foodservice segment, which relies heavily on these personal touches, saw its total independent case volume jump by 16.9% in fiscal 2025. It's clear they believe the human element is defintely critical for share gains.

High-touch relationship model for independent restaurants (higher margin)

Independent restaurants are the sweet spot for high-touch service, often yielding better margins. The strategy here is to embed the sales rep within the customer's operation. This high-touch approach is working, as organic independent case volume growth was 5.9% in the fourth quarter of fiscal 2025 alone. The real insight comes when you look at the blended approach: customers who have both a dedicated sales representative calling on them and use digital tools tend to order 8% more product compared to those who only use one channel. That synergy is what they are pushing for.

Long-term, negotiated contracts for large national chain accounts

For the large national chain accounts, the relationship shifts to formal, negotiated agreements. These contracts provide volume stability and predictability. PFGC actively manages this portfolio, shifting toward higher-performing partners and signing new long-term deals. These efforts directly contributed to chain case growth of 4.5% in the fourth quarter of fiscal 2025.

Digital tools and e-commerce for order placement and account management

While the sales force is key, digital adoption is accelerating across the board. The company's e-commerce platform is a growing part of the relationship mix, continuing to post double-digit growth in fiscal 2025. However, the data suggests digital is best as a supplement, not a replacement. A patron who exclusively interacts digitally tends to order 5% more cases, but as noted, the combined digital and sales rep interaction drives an 8% uplift. This shows the digital tools are used to make the ordering process easier, freeing up the sales rep for higher-value activities.

Proactive integration support for acquired customers like Cheney Brothers

When Performance Food Group Company acquires a business, like the major purchase of Cheney Brothers or José Santiago, Inc., customer relationship continuity is paramount. Management signaled that integration is a focus, with Craig Hoskins leading development efforts to leverage strengths from these recent additions. The early results from the Cheney Brothers integration were described as "very strong," indicating a proactive approach to retaining and growing the newly acquired customer base, especially in the Southeastern U.S. where Cheney Brothers had a strong foothold.

Here's a quick look at how the key segments that these relationships serve performed in the full fiscal year 2025:

Customer Segment Metric (FY 2025)	Value/Amount	Context
Total Independent Foodservice Case Volume Growth	16.9%	Total volume increase, including acquisitions.
Organic Independent Foodservice Case Volume Growth	4.6%	Growth from existing independent customers.
Chain Case Growth (Q4 2025)	4.5%	Growth driven by new, long-term negotiated deals.
E-commerce Platform Growth	Double-digit	Growth rate for digital ordering channels.
Total Company Associates	Approximately 43,000	The workforce dedicated to serving customers and suppliers.

The company's overall net sales for fiscal 2025 reached $63.2 billion, showing that these relationship strategies are scaling effectively.

Performance Food Group Company (PFGC) - Canvas Business Model: Channels

You're looking at how Performance Food Group Company moves product to its diverse customer base as of late 2025. It's a massive physical network, built on direct delivery and segmented sales efforts.

Direct store delivery (DSD) via owned and operated distribution centers forms the backbone. Performance Food Group Company markets and delivers food and related products through a nationwide network of over 150 distribution centers across the U.S. and parts of Canada, servicing more than 300,000 customer locations. This physical infrastructure is segmented to align with the core business units.

Here's the quick math on the physical footprint supporting these channels as reported for fiscal 2025:

Segment	Distribution Centers (DCs)	Other Facilities
Foodservice	72 Distribution Centers	N/A
Specialty (Vistar)	28 Distribution Centers	7 Merchant's Marts
Convenience (Core-Mark)	42 Distribution Centers	N/A

The Convenience business, largely driven by the Core-Mark acquisition, adds significant reach, operating 32 distribution centers across the United States and Canada, servicing approximately 41,000 customer locations.

E-commerce and digital ordering platforms for B2B customers are a growing component, particularly within the Specialty segment. The e-commerce platform in the Specialty distribution area continued to post double-digit growth in the fourth quarter of fiscal 2025.

Segment-specific sales teams for Foodservice, Vistar, and Convenience are deployed to manage these distinct customer sets. The results show the sales force investment is paying off, as the company expanded its salesforce by 8.8% in fiscal 2025. This effort drove strong results:

• Foodservice net sales in Q4 fiscal 2025 increased 20.0% to $9.2 billion.
• Organic Independent Foodservice case volume increased 5.9% in Q4 fiscal 2025.
• The Foodservice segment saw new account growth of 5.3% in Q4.

Vistar's specialized network for vending, office coffee, and theaters targets non-traditional foodservice locations. This Specialty segment rebounded in Q4 fiscal 2025, with net sales increasing 4.1% to $1.3 billion and Adjusted EBITDA growing 9.0% to $93.2 million. The growth was diversified across its key channels.

• Channels include vending, office coffee service, theater, retail, and hospitality.
• Organic case growth in the vending, office coffee service, and corrections channels was noted in Q1 fiscal 2025, though offset by declines in theater and retail cases for that quarter.

Finally, Core-Mark's network for convenience stores and box retailers is integrated into the Convenience segment, which operates under the Core-Mark banner. While Q4 net sales for the Convenience segment dropped 0.5% year-over-year, the channel is being expanded through new wins. Management signaled they won business from more than 1,000 additional stores expected to come online in fiscal 2026.

Performance Food Group Company (PFGC) - Canvas Business Model: Customer Segments

You're looking at the customer base for Performance Food Group Company (PFGC) as of late 2025, and it's clearly segmented across the entire food service and retail spectrum. The company's strategy, often called "Performance Food Group One," is designed to drive growth across these distinct groups, leaning heavily on its salesforce expansion, which grew by 8.8% in fiscal 2025 to capture more business.

The customer base is primarily served through three operating segments: Foodservice, Convenience (Core-Mark), and Specialty (formerly Vistar). For the full fiscal year 2025, Performance Food Group Company reported total net sales of $63.3 billion.

Independent restaurants (high-growth focus)

This group is a major growth engine, particularly within the Foodservice segment. The focus here is on winning new independent business, which management views as crucial, often implying higher margin potential. In the fourth quarter of fiscal 2025, the total independent Foodservice case volume surged by 20.4% year-over-year. The organic independent case growth for that same quarter was 5.9%, showing strong underlying momentum even before factoring in acquisitions like Cheney Brothers. For the full fiscal year 2025, total independent case volume increased by 16.9%.

National and regional chain restaurants (volume stability)

These larger, multi-unit customers provide a base of stable volume. Growth here is secured through retaining and expanding business with existing partners and signing new long-term deals. In the fourth quarter of fiscal 2025, case growth for the Chain business within Foodservice was 4.5%. This segment, alongside independents, contributed to the Foodservice segment's Q4 net sales reaching $9.2 billion.

Convenience stores and box retailers (Core-Mark segment)

This is the domain of the Core-Mark subsidiary, which distributes items like candy, snacks, beverages, and foodservice products to convenience stores. This segment faced industry headwinds, but Performance Food Group Company managed positive case growth across all four quarters of fiscal 2025. In the fourth quarter of fiscal 2025, this segment generated net sales of $6.4 billion. A key strategic action here is securing new accounts; Core-Mark won business from more than 1,000 additional stores scheduled to come online in fiscal 2026.

Institutional customers: schools, healthcare, and corrections facilities

These customers are served primarily through the Foodservice segment, which distributes a broad line of products to institutions such as schools and healthcare facilities. While specific revenue figures for only the institutional sub-segment aren't broken out, their volume is included in the overall Foodservice performance, which saw Q4 net sales of $9.2 billion. The overall Foodservice segment's adjusted EBITDA grew by 26.3% to $386.9 million in Q4 FY2025.

Vending, office coffee, and theater concessionaires (Vistar segment)

This group falls under the Specialty segment, which saw a rebound in Q4 FY2025 with net sales increasing by 4.1% to $1.3 billion. Growth in this segment is diversified across vending, office coffee, and retail channels. The segment's adjusted EBITDA grew by 9.0% in the fourth quarter. Furthermore, the segment's e-commerce platform is noted as growing at a double-digit clip.

Here's a quick look at the Q4 Fiscal 2025 segment revenue contribution and growth metrics:

Customer Segment Group	PFGC Operating Segment	Q4 FY2025 Net Sales (Amount)	Q4 FY2025 Sales YoY Growth	Q4 FY2025 Adj. EBITDA Growth
Independent & Chain Restaurants	Foodservice	$9.2 billion	20.0%	26.3%
Convenience Stores/Box Retailers	Convenience (Core-Mark)	$6.4 billion	2.8%	4.8%
Vending, Office Coffee, Concessions	Specialty (Vistar)	$1.3 billion	4.1%	9.0%

The company is clearly leaning on its sales execution to drive volume in the independent restaurant space, which is a key differentiator for Performance Food Group Company.

Performance Food Group Company (PFGC) - Canvas Business Model: Cost Structure

You're analyzing the cost side of Performance Food Group Company's business as of late 2025, and it's clear that this is a high-volume, low-margin operation where every basis point in procurement and logistics matters. The cost structure is dominated by the direct cost of the product itself, followed closely by the expenses required to move that product through their extensive network.

High variable costs: Cost of goods sold (COGS) and product procurement represent the single largest drain on revenue. For the full fiscal year 2025, Performance Food Group Company reported Cost of Goods Sold of $55.882 billion, based on reported Net Sales of $63.3 billion for the same period. This means the cost of the product itself consumed about 88.28% of every sales dollar. Procurement efficiency is key; product cost inflation for the Company was approximately 4.7% for fiscal 2025, which management works to offset through optimization efforts.

The resulting Gross Profit for fiscal 2025 grew 12.8% to $7.4 billion, yielding a Gross Profit Margin of roughly 11.69% on the $63.3 billion in sales.

Significant labor costs for drivers, warehouse staff, and sales force are embedded within the operating expenses. The increase in operating expenses for fiscal 2025 was primarily driven by increases in personnel expense, which includes wages, salaries, commissions, and benefits. This reflects the aggressive sales hiring push, as Performance Food Group Company expanded its salesforce by 8.8% in fiscal 2025.

Transportation and fuel expenses (a key volatility risk) are a major component of the variable operating costs. While fuel expense decreased in the fourth quarter of fiscal 2025 due to lower fuel prices compared to the prior year period, overall transportation costs remain a significant line item. The increase in operating expenses was also driven by an increase in depreciation expense mainly due to an increase in transportation equipment under finance leases.

Operating expenses for over 150 distribution centers are substantial. Performance Food Group Company operates through a network of more than 150 locations across North America. Total Operating Expenses for the full fiscal year 2025 rose 14.8% to $6.6 billion, representing about 10.43% of total net sales.

Interest and depreciation expenses from recent M&A debt and integration have put pressure on the bottom line. Net income for fiscal 2025 decreased $95.7 million year-over-year, driven in part by these factors, particularly those related to recent acquisitions like Cheney Brothers. For the first six months of fiscal 2025, Depreciation and amortization increased $62.8 million year-over-year, and Interest expense increased $49.5 million.

Here's a quick look at the key financial components driving the Cost Structure for fiscal year 2025:

Cost Component	Fiscal 2025 Amount (USD Millions)	Percentage of Net Sales (Approximate)
Net Sales	$63,300.0	100.00%
Cost of Goods Sold (COGS)	$55,882.3	88.28%
Gross Profit	$7,400.0	11.69%
Total Operating Expenses	$6,600.0	10.43%
Depreciation & Amortization (6M FY25 Increase)	N/A (Reported Increase: $62.8)	N/A
Interest Expense (6M FY25 Increase)	N/A (Reported Increase: $49.5)	N/A

The drivers behind the increase in operating expenses for the first nine months of fiscal 2025 included several key areas:

• Increases in personnel expenses related to wages, commissions, and benefits.
• An increase in insurance expense, particularly for workers' compensation and vehicle liability.
• Repairs and maintenance expense, especially for information technology maintenance.
• Professional fees and outside services related to recent acquisitions.

Still, lower fuel prices provided a partial offset to these rising costs in the third quarter of fiscal 2025.

The company's physical footprint and associated fixed costs are significant, as evidenced by the need to manage expenses across its distribution network:

• Number of distribution centers: More than 150.
• Capital Expenditures (FY2025): $506.0 million invested.
• Increase in transportation equipment under finance leases contributing to higher D&A.

Finance: draft 13-week cash view by Friday.

Performance Food Group Company (PFGC) - Canvas Business Model: Revenue Streams

Net Sales for Fiscal Year 2025 totaled $63.3 billion.

Gross Profit for Fiscal Year 2025 was $7.4 billion.

Performance Food Group Company generates revenue from sales across its three operating segments: Foodservice, Convenience, and Specialty. The distribution of sales by segment for recent periods illustrates the revenue mix:

Revenue Stream Component	Reported Amount (Fiscal 2025 Period)
Total Full-Year Fiscal 2025 Net Sales	$63.3 billion
Foodservice Segment Net Sales (Q4 FY2025)	$9.2 billion
Convenience Segment Net Sales (Q3 FY2025)	$5.7 billion
Specialty Segment Net Sales (Q4 FY2025)	$1.3 billion

The sales of food and food-related products across these segments form the core revenue base. The Convenience segment, also referred to as Convenience/Vistar, includes a broader mix of products contributing to its revenue stream.

• Sales of food and food-related products across three segments.
• Sales of tobacco, candy, and beverages within the Convenience segment.
• Inventory holding gains from strategic purchasing in volatile categories provided a boost to gross profit in Q4 Fiscal 2025 for the Convenience and Specialty segments.