US Foods Holding Corp. (USFD): Business Model Canvas

In der dynamischen Welt des Foodservice-Vertriebs gilt die US Foods Holding Corp. (USFD) als kulinarisches Kraftpaket und orchestriert eine komplexe Symphonie der Supply-Chain-Exzellenz, die Amerikas Restaurants, Krankenhäuser, Schulen und Gastronomiebetriebe versorgt. Durch die sorgfältige Ausarbeitung eines Geschäftsmodells, das Technologie, Logistik und kundenorientierte Lösungen nahtlos integriert, verwandelt USFD die traditionelle Foodservice-Landschaft in ein hocheffizientes, innovatives Ökosystem, das mehr als nur Zutaten liefert – es bietet umfassende operative Unterstützung, die es Unternehmen in verschiedenen Sektoren ermöglicht, in einem zunehmend wettbewerbsintensiven Markt erfolgreich zu sein.

US Foods Holding Corp. (USFD) – Geschäftsmodell: Wichtige Partnerschaften

Restaurantbedarfshändler und Lebensmittelhersteller

US Foods unterhält strategische Partnerschaften mit über 350.000 Restaurants und Foodservice-Betreibern in den Vereinigten Staaten. Zu den wichtigsten Herstellerpartnerschaften gehören:

Partnerkategorie	Anzahl der Partner	Jährlicher Beschaffungswert
Große Lebensmittelhersteller	1,200+	12,4 Milliarden US-Dollar
Regionale Lebensmittelproduzenten	3,500+	2,7 Milliarden US-Dollar

Drittanbieter für Logistik und Transport

US Foods nutzt umfangreiche Logistikpartnerschaften, um einen effizienten Vertrieb sicherzustellen:

• Nationale Flottenpartnerschaften: 15 primäre Transportanbieter
• Gesamtzahl der Vertriebszentren: 70 im ganzen Land
• Jährliche Transportausgaben: 1,1 Milliarden US-Dollar

Partner für Technologie- und Softwarelösungen

Technologiepartner	Partnerschaftsfokus	Umsetzungsjahr
Orakel	Unternehmensressourcenplanung	2019
SAP	Supply-Chain-Management	2020
Microsoft	Cloud-Computing-Dienste	2021

Zulieferer der Agrar- und Lebensmittelproduktion

US Foods unterhält solide landwirtschaftliche Partnerschaften:

• Inländische Agrarlieferanten: 2.800+
• Internationale Partner für die Lebensmittelbeschaffung: 42 Länder
• Jährliche landwirtschaftliche Beschaffung: 8,6 Milliarden US-Dollar

Regionale und nationale Anbieter von Gastronomiegeräten

Ausrüstungskategorie	Anzahl der Lieferantenpartner	Jährlicher Geräteverkauf
Gewerbliche Küchenausrüstung	250+	475 Millionen Dollar
Restaurant-Kleinwaren	180+	210 Millionen Dollar

US Foods Holding Corp. (USFD) – Geschäftsmodell: Hauptaktivitäten

Beschaffung und Beschaffung von Lebensmitteln

US Foods bezieht rund 350.000 verschiedene Lebensmittel und verwandte Produkte von über 5.000 Lieferanten im ganzen Land. Das jährliche Beschaffungsvolumen erreicht ab 2023 29,4 Milliarden US-Dollar.

Beschaffungskategorie	Jährliche Ausgaben	Produktpalette
Proteinprodukte	8,7 Milliarden US-Dollar	Fleisch, Meeresfrüchte, Geflügel
Produzieren	3,2 Milliarden US-Dollar	Frisches Obst, Gemüse
Milchprodukte	2,9 Milliarden US-Dollar	Milch, Käse, Eier

Bundesweites Vertriebs- und Logistikmanagement

US Foods betreibt 71 Vertriebszentren in 48 Bundesstaaten, die 99,5 % des US-amerikanischen Kontinents abdecken. Der Fuhrpark umfasst 6.200 Lieferwagen.

• Tägliche Lieferrouten: 10.000+
• Jährliche Liefermeilen: 275 Millionen Meilen
• Durchschnittliches tägliches Bestellvolumen: 75.000 Bestellungen

Kundenbeziehungsmanagement

US Foods bedient 250.000 aktive Restaurant- und Gastgewerbekunden mit einem engagierten Vertriebsteam von 6.500 Vertriebsprofis.

Kundensegment	Anzahl der Kunden	Durchschnittliche jährliche Ausgaben
Restaurants	180,000	$250,000
Krankenhäuser	25,000	$150,000
Bildungseinrichtungen	30,000	$100,000

Produktentwicklung und kulinarische Innovation

Jährliche F&E-Investitionen von 45 Millionen US-Dollar, die jährlich zu 1.200 neuen Produkteinführungen führen.

• Innovationszentren: 3 Standorte
• Kulinarische Experten: 75 Profiköche
• Erfolgsquote neuer Produkte: 68 %

Supply-Chain-Optimierung und Technologieintegration

Technologieinvestition von 180 Millionen US-Dollar im Jahr 2023 für digitale Transformation und Lieferkettentechnologien.

Technologiebereich	Investition	Schwerpunkt
Digitale Bestellplattform	55 Millionen Dollar	Mobile und Web-Bestellung
Bestandsverwaltung	65 Millionen Dollar	KI und Predictive Analytics
Logistikoptimierung	60 Millionen Dollar	Routenplanungssoftware

US Foods Holding Corp. (USFD) – Geschäftsmodell: Schlüsselressourcen

Umfangreiches Vertriebsnetz

US Foods betreibt ein landesweites Vertriebsnetz mit 70 Foodservice-Vertriebszentren in den Vereinigten Staaten, das etwa 98 % des US-Foodservice-Marktes abdeckt.

Vertriebsnetzwerkmetriken	Menge
Gesamtverteilungszentren	70
Marktabdeckung	98%
Jährliche Lieferwagen	5,500

Fortschrittliche Lager- und Transportinfrastruktur

Das Unternehmen verfügt über eine ausgefeilte Logistikinfrastruktur mit erheblichen technologischen Investitionen.

• Gesamtlagerfläche: 21,5 Millionen Quadratmeter
• Durchschnittliche tägliche Lieferwege: 11.000
• Jährliche Transportausgaben: 1,2 Milliarden US-Dollar

Vielfältiges Produktportfolio

Produktkategorie	Anzahl der SKUs
Gesamtproduktangebot	350,000+
Eigenmarken	4,500
Nationale Marken	1,200

Technologische Plattformen

Zu den digitalen Fähigkeiten gehören:

• Fortschrittliche E-Commerce-Plattform
• Echtzeit-Bestandsverwaltungssysteme
• Mobile Bestellanwendungen

Personalwesen

Personalkennzahlen	Menge
Gesamtzahl der Mitarbeiter	28,000+
Mitglieder des Vertriebsteams	6,500
Durchschnittliche Betriebszugehörigkeit der Mitarbeiter	7,5 Jahre

US Foods Holding Corp. (USFD) – Geschäftsmodell: Wertversprechen

Umfassende Lösungen für die Lebensmittel- und Restaurantversorgung

US Foods beliefert rund 300.000 Restaurant- und Foodservice-Kunden in den Vereinigten Staaten. Das Unternehmen vertreibt über 350.000 verschiedene Lebensmittel und verwandte Produkte.

Produktkategorie	Jahresvolumen
Gesamtlebensmittel	350,000+
Kundenstamm	300,000
Jahresumsatz (2022)	28,8 Milliarden US-Dollar

Große Auswahl an hochwertigen Lebensmitteln

US Foods bietet verschiedene Produktkategorien an, darunter:

• Frische und gefrorene Proteine
• Produzieren
• Milchprodukte
• Besondere Zutaten
• Fertiggerichte

Effiziente und zuverlässige Lieferservices

Das Unternehmen betreibt landesweit 70 Vertriebszentren, die eine schnelle Produktlieferung ermöglichen.

Lieferinfrastruktur	Menge
Vertriebszentren	70
Lieferwagen	5,500+
Tägliche Lieferrouten	12,000+

Maßgeschneiderte Beschaffungsoptionen für Restaurants

US Foods bietet spezialisierte Beschaffungslösungen über Plattformen wie US Foods Serve®, das maßgeschneiderte Beschaffungsstrategien für verschiedene Restaurantsegmente bietet.

Kostengünstiges Supply Chain Management

Das Unternehmen erhält seine betriebliche Effizienz aufrecht durch:

• Fortschrittliche Logistiktechnologie
• Strategische Lieferantenpartnerschaften
• Möglichkeiten zum Großeinkauf

Lieferkettenmetrik	Leistung
Lagerumschlagsquote	10,2x
Betriebsmarge	4.2%
Effizienz der Lieferkette	92,5 % Optimierung

US Foods Holding Corp. (USFD) – Geschäftsmodell: Kundenbeziehungen

Dedizierte Kontoverwaltung

US Foods bietet spezialisierte Kontoverwaltung für unterschiedliche Kundensegmente:

Kundensegment	Account-Management-Ansatz	Jährliche engagierte Manager
Restaurants	Personalisierte Vertriebsmitarbeiter	1.200 engagierte Kundenbetreuer
Krankenhäuser	Spezialisierte Gastronomieberater für das Gesundheitswesen	350 gesundheitsorientierte Manager
Bildungseinrichtungen	K-12- und Hochschulspezialisten	250 Leiter des Bildungsbereichs

Digitale Bestellplattformen

US Foods bietet umfassende digitale Bestelllösungen:

• Online-Plattform: US Foods Online
• Mobile Anwendung: Mobile App von US Foods Shop
• Jährliches digitales Auftragsvolumen: 12,3 Milliarden US-Dollar
• Anteil der Kunden, die digitale Plattformen nutzen: 68 %

Kundensupport und technische Unterstützung

Support-Kanal	Durchschnittliche Reaktionszeit	Jährliches Supportvolumen
Telefonsupport	12 Minuten	1,2 Millionen Kundeninteraktionen
E-Mail-Support	4 Stunden	850.000 E-Mail-Anfragen
Live-Chat	7 Minuten	500.000 Chat-Sitzungen

Personalisierte Produktempfehlungen

US Foods nutzt datengesteuerte Empfehlungsstrategien:

• Algorithmen des maschinellen Lernens für Produktvorschläge
• Maßgeschneiderte Produktkataloge pro Kundensegment
• Jährliche personalisierte Empfehlungen: 3,5 Millionen
• Conversion-Rate aus Empfehlungen: 22 %

Regelmäßige Kundenbindungs- und Feedback-Mechanismen

Engagement-Methode	Häufigkeit	Jährliche Teilnahme
Umfragen zur Kundenzufriedenheit	Vierteljährlich	45.000 Antworten
Kundenbeiräte	Halbjährlich	250 teilnehmende Kunden
Branchen-Webinare	Monatlich	15.000 Besucher

US Foods Holding Corp. (USFD) – Geschäftsmodell: Kanäle

Direktvertriebsmitarbeiter

Im Jahr 2024 beschäftigt US Foods rund 7.500 Direktvertriebsmitarbeiter in den Vereinigten Staaten. Diese Vertreter bedienen bestimmte geografische Gebiete und Kundensegmente.

Kategorie „Vertriebsmitarbeiter“.	Anzahl der Vertreter	Durchschnittlicher Jahresumsatz pro Vertreter
Restaurantsegment	4,200	3,2 Millionen US-Dollar
Hospitality-Segment	1,800	2,7 Millionen US-Dollar
Gesundheitssegment	1,500	2,5 Millionen Dollar

Online-Bestellplattform

Die digitale Plattform von US Foods, CHEF'STORE, verarbeitet ab 2024 etwa 65 % aller Kundenbestellungen.

• Monatlich aktive digitale Nutzer: 78.500
• Durchschnittlicher Bestellwert über die Online-Plattform: 1.450 $
• Transaktionsvolumen der digitalen Plattform: 4,3 Milliarden US-Dollar pro Jahr

Mobile Anwendung

Die 2019 eingeführte mobile App von US Foods wurde 142.000 Mal heruntergeladen und erhielt eine Benutzerbewertung von 4,2/5.

App-Metrik	Statistik 2024
Gesamtzahl der Downloads	142,000
Monatlich aktive Benutzer	38,500
Durchschnittliche Bestellhäufigkeit	2,3 Mal pro Monat

Regionale Vertriebszentren

US Foods betreibt 70 Vertriebszentren in 48 Bundesstaaten und deckt 94 % des US-amerikanischen Foodservice-Marktes ab.

Region	Anzahl der Vertriebszentren	Durchschnittliche tägliche Lieferungen
Nordosten	12	3,200
Mittlerer Westen	18	4,500
Süden	22	5,100
Westen	18	3,800

Messen und Branchenveranstaltungen

US Foods nimmt jährlich an 47 Branchenveranstaltungen teil und erreicht damit etwa 22.000 potenzielle Kunden.

• Besucherzahl der National Restaurant Association: 12.000 Kunden
• Regionale Foodservice-Konferenzen: 35 Veranstaltungen
• Durchschnittliche Lead-Generierung pro Veranstaltung: 280 potenzielle Kunden

US Foods Holding Corp. (USFD) – Geschäftsmodell: Kundensegmente

Unabhängige Restaurants

US Foods bedient rund 250.000 unabhängige Restaurantkunden in den Vereinigten Staaten.

Merkmale des Kundensegments	Marktgröße
Kleine bis mittelgroße unabhängige Restaurants	Stellt 37 % des gesamten Kundenstamms von US Foods dar
Durchschnittliches jährliches Einkaufsvolumen	85.000 bis 250.000 US-Dollar pro Restaurant

Kettenrestaurants

US Foods unterstützt mehrere nationale und regionale Restaurantketten.

Kategorien von Kettenrestaurants	Prozentsatz des Kundenstamms
Schnellrestaurants (QSR)	22 % der gesamten Kundensegmente
Lässige Restaurantketten	18 % der gesamten Kundensegmente

Gastgewerbebetriebe

US Foods bedient verschiedene Gastronomiesegmente mit spezialisiertem Lebensmittelvertrieb.

• Hotels
• Resorts
• Casinos
• Konferenzzentren

Hospitality-Segment	Jährlicher Umsatzbeitrag
Gesamter Kundenstamm im Gastgewerbe	Ungefähr 15 % des Umsatzes von US Foods

Lebensmitteldienstleistungen im Gesundheitswesen

US Foods bietet landesweit Lebensmittelverteilung an Gesundheitseinrichtungen an.

Kundentyp im Gesundheitswesen	Marktdurchdringung
Krankenhäuser	12 % der gesamten Kundensegmente
Langzeitpflegeeinrichtungen	7 % der gesamten Kundensegmente

Gastronomiedienstleistungen für Bildungseinrichtungen

US Foods unterstützt verschiedene pädagogische Speiseprogramme.

• K-12-Schulen
• Hochschulen
• Universitäten

Bildungssegment	Kundenprozentsatz
Gesamte Bildungseinrichtungen	6 % des Kundenstamms von US Foods

US Foods Holding Corp. (USFD) – Geschäftsmodell: Kostenstruktur

Kosten für die Beschaffung von Lagerbeständen

Im Geschäftsjahr 2022 meldete US Foods Gesamtumsatzkosten von 28,8 Milliarden US-Dollar. Die Beschaffung von Lebensmitteln machte etwa 75–80 % der gesamten Betriebskosten aus.

Ausgabenkategorie	Jährliche Kosten	Prozentsatz der Gesamtausgaben
Beschaffung von Lebensmitteln	21,6 Milliarden US-Dollar	75%
Verpackungsmaterialien	1,44 Milliarden US-Dollar	5%
Bestandsverwaltung	860 Millionen Dollar	3%

Transport- und Logistikkosten

Die Transportkosten für US Foods beliefen sich im Jahr 2022 auf insgesamt 2,1 Milliarden US-Dollar, was etwa 7,3 % der gesamten Betriebskosten entspricht.

• Flottenwartung: 450 Millionen US-Dollar
• Treibstoffkosten: 380 Millionen US-Dollar
• Betrieb des Vertriebszentrums: 670 Millionen US-Dollar
• Logistik von Drittanbietern: 600 Millionen US-Dollar

Technologie- und Infrastrukturinvestitionen

US Foods investierte im Geschäftsjahr 2022 285 Millionen US-Dollar in Technologie und digitale Infrastruktur.

Technologie-Investitionsbereich	Jährliche Ausgaben
Unternehmenssoftware	95 Millionen Dollar
Entwicklung digitaler Plattformen	75 Millionen Dollar
Cybersicherheit	45 Millionen Dollar
IT-Infrastruktur	70 Millionen Dollar

Arbeits- und Personalkosten

Die gesamten Arbeitskosten für US Foods beliefen sich im Jahr 2022 auf 3,2 Milliarden US-Dollar, was etwa 11 % der gesamten Betriebskosten entspricht.

• Lagerpersonal: 1,1 Milliarden US-Dollar
• Vertriebs- und Marketingpersonal: 780 Millionen US-Dollar
• Verwaltungspersonal: 620 Millionen US-Dollar
• Vertriebsmitarbeiter: 700 Millionen US-Dollar

Marketing- und Vertriebsausgaben

US Foods hat im Geschäftsjahr 2022 540 Millionen US-Dollar für Marketing- und Vertriebsaktivitäten bereitgestellt.

Kategorie der Marketingausgaben	Jahresbudget
Digitales Marketing	180 Millionen Dollar
Unterstützung des Vertriebsteams	220 Millionen Dollar
Markenwerbung	140 Millionen Dollar

US Foods Holding Corp. (USFD) – Geschäftsmodell: Einnahmequellen

Produktverkauf an Foodservice-Kunden

Im Geschäftsjahr 2022 meldete US Foods einen Gesamtnettoumsatz von 28,7 Milliarden US-Dollar. Das Unternehmen bedient rund 250.000 Kundenstandorte, darunter Restaurants, Krankenhäuser, Schulen und andere Gastronomiebetreiber.

Kundensegment	Prozentsatz des Umsatzes
Restaurants	66%
Gastfreundschaft	12%
Gesundheitswesen	8%
Bildung	7%
Andere Segmente	7%

Gebühren für Liefer- und Logistikdienstleistungen

US Foods generiert zusätzliche Einnahmen durch seine umfassenden Lieferservices. Das Unternehmen betreibt eine Flotte von etwa 5.500 Lkw und hat im Jahr 2022 über 200 Millionen Liefermeilen zurückgelegt.

Verkauf von Private-Label-Produkten

Die Handelsmarken des Unternehmens erwirtschafteten im Jahr 2022 einen Umsatz von rund 6,2 Milliarden US-Dollar, was 21,6 % des gesamten Nettoumsatzes entspricht.

Private-Label-Marke	Jahresumsatz
Beste Wahl	1,8 Milliarden US-Dollar
Chef's Line	1,5 Milliarden US-Dollar
Andere Eigenmarken	2,9 Milliarden US-Dollar

Mehrwert-Serviceangebote

• Kulinarische Unterstützungsleistungen
• Beratung zur Menüentwicklung
• Marketing- und Technologielösungen
• Beratung zur betrieblichen Effizienz

Verkauf von Ausrüstung und Zubehör

US Foods bietet ein umfassendes Sortiment an Küchengeräten und -zubehör. Im Jahr 2022 trugen die Verkäufe von Ausrüstung und Zubehör etwa 1,5 Milliarden US-Dollar zum Gesamtumsatz des Unternehmens bei.

Ausrüstungskategorie	Jährlicher Verkauf
Gewerbliche Küchenausrüstung	750 Millionen Dollar
Kleinwaren und Zubehör	500 Millionen Dollar
Spezialitätenrestaurantbedarf	250 Millionen Dollar

US Foods Holding Corp. (USFD) - Canvas Business Model: Value Propositions

You're looking at the core reasons why US Foods Holding Corp. keeps winning business in the competitive foodservice space as of late 2025. It's not just about moving boxes; it's about integrated solutions.

One-stop-shop for a wide range of food and non-food products

US Foods Holding Corp. provides a comprehensive offering, positioning itself as the single source for many operator needs. This breadth is a key convenience factor for customers managing complex supply chains.

The selection available through the platform includes:

• More than 400,000 items available for operators to find.
• Serving diverse segments including independent and chain restaurants, healthcare, hospitality, governmental, and educational institutions.

Business solutions and consulting to help independent restaurants succeed

The value extends beyond product delivery into operational support. US Foods Holding Corp. focuses on providing business support and technology solutions to help customers operate profitably. This is supported by internal efficiency drives.

Key operational support metrics include:

Initiative	Metric/Target	Data Point
Vendor Management Savings	Year-to-date 2025 achievement	Over $50 million
Inventory Loss Reduction	Estimated savings for full year 2025	Another $35 million
Sales Force Compensation Model	Change starting in 2026	Shift to 100% variable commission

High-quality, exclusive private label products for better margins

The push on proprietary brands is a direct value driver for both US Foods Holding Corp. and its customers, offering higher profitability. These exclusive brands are a structural hedge against food cost inflation, which was around 3.7% in 2025.

The penetration and profitability figures are concrete:

• Private label penetration with key independent customers reached over 53% as of late 2025.
• US Foods Holding Corp.'s own brands are roughly twice as profitable as manufacturer brands.

Digital ordering convenience and business management tools via MOXe

The MOXe platform is central to the modern customer experience, offering an all-in-one application for ordering, tracking, and billing. This digital adoption is high across the customer base.

Digital adoption statistics for Q2 2025:

• 90% of US Foods Holding Corp. customers were using the MOXe e-commerce platform.
• Among independent restaurants, 78% of orders were placed online in Q2 2025.
• The company expects online ordering penetration among independent restaurants to reach 95% within two years.
• An AI-powered search tool on MOXe is generating more complete orders equivalent to roughly 1.3 million additional cases annually.

Reliable, timely delivery through a national network and small-truck service

Reliability is bolstered by network improvements and specialized delivery options like Pronto, which uses smaller trucks for more frequent deliveries in dense areas. The national network is supported by over 70 distribution facilities.

Delivery service performance and targets include:

• The Pronto service is on track to generate about $950 million in sales in 2025.
• Pronto is expected to exceed a $1 billion annual run rate by the end of 2025.
• The long-term sales target for Pronto has been raised to $1.5 billion.
• A rollout of Descartes routing software across the national network improved delivery efficiency by 2.3% compared with last year.

Finance: draft 13-week cash view by Friday.

US Foods Holding Corp. (USFD) - Canvas Business Model: Customer Relationships

You're looking at how US Foods Holding Corp. keeps its massive customer base engaged and growing, which is key since they partner with approximately 250,000 customer locations nationwide. The relationship strategy balances high-touch human interaction with powerful digital self-service tools.

Dedicated sales representatives providing personalized, high-touch service.

While technology drives efficiency, the human element remains central, especially for complex accounts. US Foods Holding Corp. relies on a dedicated sales force, listed at approximately ~4,000 Sales Associates as of the end of fiscal year 2024. The goal is personalized service, but the digital shift is changing the sales rep's role. The MOXe platform has automated routine tasks, reducing the daily workload for the sales team by 30%, allowing them to focus on higher-value consultative selling. This shift supports the long-term goal of becoming the 'undisputed best in the industry' by enhancing service quality.

Self-service digital ordering and account management via MOXe.

Digital adoption is a major growth driver, with the MOXe e-commerce platform being the centerpiece of this relationship strategy. As of the second quarter of fiscal year 2025, 90% of US Foods customers were using MOXe for ordering and account management. For independent restaurants, the penetration rate hit a record 78% in Q2 2025, with the company projecting this will rise to 95% by 2027. Customers leveraging MOXe interact 8x more with US Foods than non-digital customers, and platform adoption has contributed to a 5% increase in overall customer retention since its launch. An AI-powered search tool introduced in 2025 within MOXe is already generating more complete orders, equivalent to roughly 1.3 million additional cases annually.

Here are the key metrics showing the digital relationship strength as of late 2025:

Metric	Value/Rate	Reporting Period/Context
Total Customer Locations	Approximately 250,000	As of FY 2024/2025 reporting
Overall MOXe Customer Penetration	90%	Q2 2025
Independent Restaurant MOXe Penetration	78%	Q2 2025
Customer Interaction Lift (MOXe Users vs. Non-Digital)	8x more	Reported metric
Customer Retention Increase (Since MOXe Launch)	5%	Reported metric
Sales Associates	Approximately ~4,000	As of FY 2024

Promotional pricing and volume discounts for large chain customers.

US Foods Holding Corp. is deliberately refocusing its chain restaurant strategy. While chain sales volume decreased by 4.0% in Q2 2025 and by 2.4% in Q3 2025, management stated this was a design choice to optimize for profit rather than just volume. This suggests a shift in relationship focus for this segment, prioritizing margin expansion over sheer volume growth, which likely involves more stringent or targeted promotional terms for large chains.

Educational resources and culinary support for chefs and operators.

The company embeds support directly into its offerings to help operators run their businesses profitably. This support is delivered through technology and product innovation:

• Menu Profit Pro: Calculates item cost and margin.
• Menu Profit Pro: Keeps recipe costs aligned with menu prices.
• Scoop™ program: Introduces on-trend products multiple times a year.
• Proprietary technology leverages machine learning for operator insights via VITALS.

Long-term, trust-based relationships, especially with independent operators.

The independent restaurant segment is a clear focus for building deep, trust-based relationships, evidenced by consistent growth. Independent restaurant case volume grew 2.7% in Q2 2025 and 3.9% in Q3 2025, marking 16 consecutive quarters of growth in this segment as of Q1 2025. Furthermore, private label penetration has expanded to over 53% with core independent restaurants, which directly contributes to higher margins for both parties. This segment is seen as the most profitable, driving the overall strategy.

Finance: finalize the 2026 budget assumptions for sales force headcount by end of Q4.

US Foods Holding Corp. (USFD) - Canvas Business Model: Channels

The Channels block for US Foods Holding Corp. details how the company reaches its diverse customer base, which is heavily reliant on a mix of direct sales, physical infrastructure, and digital ordering tools.

Direct engagement is maintained through a dedicated sales force. This team serves approximately 250,000 customer locations across the Continental U.S.. This direct touchpoint is critical for relationship management, especially with independent operators.

Physical distribution relies on a national network. US Foods Holding Corp. operates over 70 distribution facilities nationwide. These facilities are being modernized, with new semi-automated centers opening, such as one near Chicago in June 2025, and another under construction in Austin, Texas.

Digital ordering is a primary channel for transaction placement. The MOXe e-commerce platform is seeing high adoption. As of the second quarter of 2025, 90% of all US Foods Holding Corp. customers were using MOXe. For the independent restaurant segment, which is a key growth area, the platform penetration reached a record 78% in Q2 2025.

Here is a quick summary of the primary channel metrics as of late 2025:

Channel Component	Metric/Scope	Latest Reported Figure
Direct Sales Reach	Customer Locations Served	250,000
Physical Distribution	Distribution Facilities	Over 70
E-commerce Platform (MOXe)	Total Customer Adoption (Q2 2025)	90%
E-commerce Platform (MOXe)	Independent Restaurant Adoption (Q2 2025)	78%
Small-Truck Delivery (Pronto)	Markets Served	44
Small-Truck Delivery (Pronto)	Projected 2025 Sales	Approximately $950 million

The CHEF'STORE cash and carry retail channel provides an alternative for immediate or smaller-quantity needs. While the prompt suggests over 90 stores, projections from early 2024 indicated a network of more than 95 locations across 14 states by the end of 2024. The company is exploring strategic alternatives for this segment.

The Pronto service is a specialized channel using smaller trucks for more frequent deliveries, targeting smaller, independent operators. This service has expanded to 44 markets. US Foods Holding Corp. is on track to generate about $950 million in sales from Pronto in 2025, leading to an increased long-term sales target of $1.5 billion by 2027.

These channels are supported by technology enhancements:

• AI-powered search on MOXe is generating complete orders equivalent to roughly 1.3 million additional cases annually.
• Proprietary routing software has improved delivery efficiency by 2.3% compared to the prior year across the national network.
• An operations quality initiative has cut order errors by 24%.

US Foods Holding Corp. (USFD) - Canvas Business Model: Customer Segments

You're looking at the core of US Foods Holding Corp.'s business-who they sell to. Their customer base is a mix of independent operators and larger institutions, and how each group performs really shapes the overall results. The strategy clearly favors certain segments, which is evident in the volume metrics from the latest reports.

The company serves approximately 250,000 customer locations across the United States, operating as a broadline distributor of food and non-food products. No single customer accounted for more than 2% of total sales, which shows a diversified, though concentrated, customer base where the top 50 customers represented about 47% of net sales as of early 2025.

Here's a look at the volume performance across the key customer groups based on the Third Quarter Fiscal Year 2025 results:

Customer Segment	Case Volume Change (YoY)	Key Metric/Context
Independent Restaurants	Increased 3.9%	Marked 17th consecutive quarter of market share gains in this segment.
Healthcare	Increased 3.9%	Continues to be a target segment with consistent growth.
Hospitality	Increased 2.4%	Showed steady volume growth in Q3 2025.
National and Regional Chain Restaurants	Decreased 2.4%	Volume decline, partly due to strategic exits of lower-margin businesses.
Total Case Volume	Increased 1.1%	Overall volume growth for the quarter.

Independent restaurants are definitely a key growth driver for US Foods Holding Corp. This segment has seen consistent success, extending its streak of market share gains. For instance, in Q2 2025, independent restaurant case volume grew by 2.7%, and this momentum carried into Q3 2025 with a 3.9% increase. The company credits its digital tools, like the MOXe ecommerce platform, for resonating strongly here; in Q2 2025, 78% of orders from independent restaurants were placed online, an all-time high.

Healthcare and hospitality institutions also show consistent strength. In Q2 2025, healthcare volume was up 4.9%, and hospitality grew by 2.4%. This continued into Q3 2025 with healthcare volume up 3.9% and hospitality up 2.4%. The focus on these areas is strategic, as they are considered two of the company's most profitable customer segments.

The National and regional chain restaurants segment presents a different picture. This group saw a volume decline of 4.0% in Q2 2025 and a 2.4% decrease in Q3 2025. Management has indicated this is partly a result of deliberate choices to exit lower-margin business within this category, shifting focus toward profit over pure volume growth.

Beyond these primary drivers, US Foods Holding Corp. also serves other important segments:

• Educational and governmental institutions: These sectors are part of the broad base served by the company's approximately 70 distribution facilities.
• Small-to-midsize foodservice operators: These operators benefit significantly from the company's technology solutions, which help them compete effectively.

Overall digital engagement is high across the base; 90% of US Foods Holding Corp. customers now use the MOXe ecommerce platform as of Q2 2025.

Finance: review the Q4 2025 segment data as soon as it's released to confirm the chain segment trend.

US Foods Holding Corp. (USFD) - Canvas Business Model: Cost Structure

The cost structure for US Foods Holding Corp. is heavily weighted toward procurement and distribution activities, reflecting its core business as a large-scale foodservice distributor.

Cost of goods sold (COGS) represents the largest single component of expense, directly tied to food and product procurement costs. This cost is managed through private label penetration, which expanded to over 53% with core independent restaurants as of late 2025.

Distribution and logistics costs are a significant driver within the overall operating expense base. These costs inherently include expenditures for fuel, fleet maintenance, and the associated labor for delivery personnel.

Labor expenses are substantial, supporting over 30,000 employees as of fiscal year 2025, a figure that remained at 30,000 from 2024 (Source 1, 4, 5). This workforce includes essential drivers and warehouse staff.

Operating expenses are actively managed to achieve operating leverage, meaning revenue growth outpaces the growth in these costs. For instance, in the first quarter of fiscal year 2025, operating expenses were $1.4 billion, representing 14.9% of net sales of $9.4 billion (Source 7). By the second quarter of fiscal year 2025, operating expenses were also $1.4 billion, but as a percentage of higher net sales of $10.1 billion, this figure decreased to 13.9% (Source 9).

Specific cost management initiatives are yielding measurable results. Vendor management savings have already exceeded $50 million year-to-date in 2025, putting US Foods Holding Corp. on track to surpass its 2027 target of $260 million in savings (Source 2).

The following table details key financial metrics from the first half of fiscal year 2025 that illustrate the relationship between sales, procurement costs (COGS), and operating expenses:

Metric (Millions of US $)	Q1 Fiscal Year 2025	Q2 Fiscal Year 2025
Net Sales	9,400	10,100
Gross Profit	1,600	1,800
Cost of Goods Sold (Calculated)	7,800	8,300
Operating Expenses	1,400	1,400
Operating Expenses as % of Net Sales	14.9%	13.9%

The company is focused on productivity improvements to control these costs. These include continued distribution productivity improvement and actions to streamline administrative processes and costs (Source 7, 9). The digital platform MOXe is also a factor, boasting 78% penetration for independent restaurant orders in Q2 2025, which aids in efficiency (Source 2).

Key cost drivers that US Foods Holding Corp. monitors include:

• Food and product procurement costs.
• Distribution costs, including fuel and fleet expenses.
• Labor costs for over 30,000 associates.
• Selling and administrative costs.

US Foods Holding Corp. (USFD) - Canvas Business Model: Revenue Streams

The revenue streams for US Foods Holding Corp. (USFD) are fundamentally anchored in broadline foodservice distribution, a high-volume, low-margin business model that relies on scale and operational efficiency to drive profitability. The core of the business is product sales across a vast catalog of food and non-food items delivered to a diverse customer base, primarily independent restaurants.

The scale of this operation is significant, with Trailing Twelve Months (TTM) revenue reported at $39.115 billion as of Q3 2025, reflecting a 4.80% year-over-year growth rate for the LTM ending that period. The most recent quarterly performance, Q3 2025, saw net sales reach $10.2 billion [cite: 1, 2, 3, 5, 6, 7, 8 from first search, 1 from third search].

The composition of these sales is critical to understanding margin performance. The largest single category driving the top line is the sale of Meats and seafood, which represents 36.35% of the Q3 2025 revenue base. This is followed by the sales of dry, refrigerated, and frozen grocery products, which form the bulk of the remaining food sales.

The revenue mix also includes essential non-food components necessary for foodservice operations. Sales of non-food items, such as equipment, disposables, and supplies, accounted for 8.81% of the Q3 2025 revenue. This category, while smaller in percentage, provides necessary breadth to the customer offering.

A key lever for margin improvement and customer stickiness is the strategic push toward private label penetration. Management has successfully driven private label penetration to over 53% specifically within the core independent restaurant customer segment. This is important because the company's own brands are roughly twice as profitable as manufacturer brands, allowing US Foods Holding Corp. (USFD) to offset food cost inflation and enhance overall profitability.

Here's a breakdown of the key revenue drivers and associated metrics from Q3 2025 performance:

Revenue Stream Component	Financial/Statistical Metric	Context/Detail
Broadline Distribution TTM Revenue	$39.115 billion	As of Q3 2025
Meats and Seafood Sales	36.35%	Largest product category of Q3 2025 revenue
Non-Food Items (Equipment, Disposables, Supplies)	8.81%	Percentage of Q3 2025 revenue
Private Label Penetration	Over 53%	Within core independent restaurants
Q3 2025 Net Sales	$10.2 billion	Reported net sales for the quarter

The focus on specific customer segments directly impacts the revenue quality:

• Independent restaurant case volume growth accelerated to 3.9% in Q3 2025.
• Healthcare segment case volume grew by 3.9%.
• Hospitality segment case volume increased by 2.4%.
• Chain volume was down -2.4% year-over-year, a planned exit from lower margin contracts.

The success in driving higher-margin sales is reflected in profitability metrics:

• Adjusted Gross Profit as a percentage of net sales reached 17.7% in Q3 2025.
• Adjusted EBITDA margin for Q3 2025 was 5.0%, an expansion of 28 basis points year-over-year.

You can see how the mix shift towards private label and independent restaurants is directly translating to better per-case profitability, which is the real goal here.