Performance Food Group Company (PFGC): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la distribución de alimentos, Performance Food Group Company (PFGC) surge como una potencia, orquestando una compleja sinfonía de logística, tecnología y soluciones centradas en el cliente. Con un intrincado lienzo de modelo de negocio que abarca redes en todo el país y estrategias de cadena de suministro de vanguardia, PFGC transforma el panorama tradicional de distribución de alimentos al brindar servicios integrales impulsados ​​por la tecnología hasta diversos segmentos de clientes que van desde restaurantes bulliciosos hasta instalaciones de salud críticas. Su enfoque innovador combina a la perfección la logística eficiente, las asociaciones estratégicas y las plataformas digitales avanzadas para revolucionar cómo los productos alimenticios viajan desde los productores hasta los usuarios finales, lo que los convierte en un jugador fundamental en el ecosistema de servicios de alimentos.

Performance Food Group Company (PFGC) - Modelo de negocios: asociaciones clave

Fabricantes de productos e ingredientes alimenticios

Performance Food Group se asocia con más de 4,500 fabricantes de alimentos en todo el país. Las asociaciones estratégicas clave incluyen:

Categoría de fabricante	Número de socios	Volumen de suministro anual
Fabricantes de proteínas	1,200	2.3 millones de toneladas
Productores lecheros	650	1.7 millones de toneladas
Proveedores de productos	850	1.5 millones de toneladas

Empresas de transporte y logística para su distribución

PFGC mantiene extensas asociaciones logísticas:

• Asociaciones totales de la flota: 2.300 compañías de transporte
• Gasto de transporte anual: $ 1.2 mil millones
• Centros de distribución totales: 73 a nivel nacional

Proveedores de tecnología para la gestión de la cadena de suministro

Socio tecnológico	Enfoque tecnológico	Inversión anual
SAVIA	Planificación de recursos empresariales	$ 45 millones
Oráculo	Análisis de la cadena de suministro	$ 22 millones
Asociados de Manhattan	Gestión de almacén	$ 18 millones

Proveedores de equipos de restaurantes y servicios de alimentos

La red de asociación de equipos incluye:

• Proveedores de equipos totales: 750
• Adquisición anual de equipos: $ 320 millones
• Categorías de equipos clave: refrigeración, cocina, preparación

Productores agrícolas y agricultores

Segmento agrícola	Número de agricultores	Adquisición anual
Producir agricultores	1,100	$ 480 millones
Productores de carne	850	$ 620 millones
Agricultores lecheros	450	$ 350 millones

Performance Food Group Company (PFGC) - Modelo de negocio: actividades clave

Distribución de productos alimenticios y logística

Performance Food Group opera una red de distribución nacional con 71 centros de distribución en los Estados Unidos a partir de 2023. La compañía administra una flota de 5,800 vehículos de entrega y maneja aproximadamente 350,000 entregas de productos por día.

Métrico de distribución	2023 datos
Centros de distribución	71
Vehículos de entrega	5,800
Entregas diarias de productos	350,000

Gestión de inventario y almacenamiento

PFGC mantiene sistemas sofisticados de gestión de inventario con una tasa de facturación de inventario promedio de 12.5 veces por año. La Compañía administra aproximadamente $ 4.2 mil millones en valor total de inventario.

• Tasa de facturación de inventario: 12.5 veces/año
• Valor de inventario total: $ 4.2 mil millones
• Capacidad de almacenamiento controlado por temperatura: 1.2 millones de pies cuadrados

Gestión de la relación con el cliente

Performance Food Group sirve a más de 300,000 cuentas de clientes en múltiples segmentos de mercado, incluidos restaurantes, atención médica, educación y hospitalidad.

Segmento de clientes	Número de cuentas
Restaurantes	185,000
Cuidado de la salud	45,000
Educación	35,000
Hospitalidad	35,000

Optimización de la cadena de suministro

PFGC utiliza plataformas de tecnología avanzada para optimizar la eficiencia de la cadena de suministro, con una precisión del pedido del 98% y un 99.5% de rendimiento de entrega a tiempo.

• Precisión de pedido: 98%
• Entrega a tiempo: 99.5%
• Integración digital: 100% de los centros de distribución conectados

Adquisición y abastecimiento de productos alimenticios

Fuentes del grupo de alimentos de rendimiento de más de 12,500 proveedores en todo el país, con gastos anuales de adquisiciones superiores a $ 32 mil millones en 2023.

Métrico de adquisición	2023 datos
Proveedores totales	12,500
Gasto anual de adquisiciones	$ 32 mil millones
Skus de producto gestionado	85,000

Performance Food Group Company (PFGC) - Modelo de negocio: recursos clave

Red de distribución extensa

Performance Food Group opera un Red de distribución a nivel nacional cubriendo 48 estados con:

• Más de 100 centros de distribución
• Aproximadamente 16,000 rutas de entrega
• Servicio a más de 300,000 ubicaciones de clientes

Infraestructura avanzada de tecnología e logística

Categoría de tecnología	Detalles específicos
Sistemas de gestión de almacenes	Plataformas integradas basadas en SAP
Tecnología de seguimiento de la flota	Sistemas de monitoreo GPS en tiempo real
Gestión de pedidos digitales	Plataformas de pedidos basadas en la nube

Flota de transporte

Performance Food Group mantiene un Flota de transporte refrigerada integral:

• Aproximadamente 7,500 vehículos de entrega
• Más de 4.000 camiones refrigerados
• Unidades de transporte especializadas de temperatura controlada

Composición de la fuerza laboral

Categoría de empleado	Personal
Total de empleados	26,300
Personal de ventas	5,200
Especialistas en logística	3,800
Personal operativo	17,300

Almacenamiento estratégico

Especificaciones del centro de distribución:

• Espacio total de almacén: 12.5 millones de pies cuadrados
• Tamaño promedio del almacén: 125,000 pies cuadrados
• Capacidad de almacenamiento controlado por temperatura: 70% del espacio total

Performance Food Group Company (PFGC) - Modelo de negocio: propuestas de valor

Soluciones integrales de distribución de alimentos

Performance Food Group brinda servicios de distribución de alimentos a más de 300,000 clientes en varios segmentos, incluidos:

Segmento de clientes	Número de clientes
Restaurantes	185,000
Instalaciones de atención médica	45,000
Instituciones educativas	35,000
Hospitalidad	35,000

Amplia gama de productos alimenticios de alta calidad

Distribución de la cartera de productos:

Categoría de productos	Porcentaje de cartera
Productos frescos	22%
Alimentos congelados	18%
Productos lácteos	15%
Carne y mariscos	20%
Ingredientes especializados	25%

Servicios de entrega eficientes y confiables

• Flota de entrega: 7.500 camiones
• Millas de entrega anuales: 285 millones de millas
• Entregas diarias promedio: 85,000
• Tasa de entrega a tiempo: 96.5%

Adquisición personalizada y soporte de cadena de suministro

Capacidades de la cadena de suministro:

• Almacenes: 180 centros de distribución
• Espacio total de almacén: 26 millones de pies cuadrados
• Procesamiento de pedidos diarios: 125,000 pedidos
• Gestión de inventario habilitado para tecnología

Inventario basado en tecnología y sistemas de pedidos

Característica tecnológica	Capacidad
Plataforma de pedidos digitales	98% de tasa de adopción del cliente
Seguimiento de inventario en tiempo real	99.7% de precisión
Análisis predictivo	Reduce los desacalicios en un 35%
Gestión de pedidos móviles	Disponible en iOS y Android

Performance Food Group Company (PFGC) - Modelo de negocio: relaciones con los clientes

Equipos de gestión de cuentas dedicados

El grupo de alimentos de rendimiento mantiene 265 profesionales de gestión de cuentas dedicados Sirviendo diversos segmentos de servicio de alimentos. La estructura de gestión de cuentas de la compañía se descompone de la siguiente manera:

Segmento	Número de gerentes de cuentas
Restaurantes	105
Hospitalidad	75
Cuidado de la salud	55
Educación	30

Plataformas de pedidos en línea y atención al cliente

Manejo de plataforma digital del grupo de alimentos de rendimiento $ 12.3 mil millones en transacciones en línea anuales. Las métricas clave del servicio digital incluyen:

• 97.4% Precisión de pedido digital
• Disponibilidad de soporte al cliente 24/7
• Seguimiento de inventario en tiempo real
• Aplicación móvil con gestión de pedidos

Servicio personalizado y recomendaciones de productos

La Compañía aprovecha el análisis de datos para proporcionar recomendaciones personalizadas, con $ 425 millones en ingresos de venta cruzada Generado a través de sugerencias de productos específicas.

Tipo de recomendación	Tasa de conversión
Sustituciones de productos	18.6%
Artículos complementarios	22.3%
Ofrendas estacionales	15.7%

Comunicación regular y revisiones comerciales

Realización del grupo de alimentos de rendimiento Revisiones comerciales trimestrales con el 82% de los clientes de primer nivel. Los canales de comunicación incluyen:

• Informes mensuales de rendimiento
• Reuniones trimestrales de alineación estratégica
• Negociaciones de contratos anuales
• Encuestas de satisfacción del cliente

Programas de fidelización y enfoque de asociación a largo plazo

El programa de fidelización de la compañía abarca 3.750 clientes comerciales activos Con estructuras de asociación escalonadas:

Nivel de asociación	Requisito de volumen anual	Recompensas de lealtad
Platino	$ 5M+	5% de reembolso
Oro	$ 1M- $ 5M	3% de reembolso
Plata	$ 250k- $ 1M	1% de reembolso

Performance Food Group Company (PFGC) - Modelo de negocios: canales

Fuerza de ventas directa

Performance Food Group mantiene una fuerza de ventas directas de 9,500 representantes de ventas a partir de 2023. El equipo de ventas genera aproximadamente $ 28.7 mil millones en ingresos anuales a través de interacciones directas del cliente.

Métricas de canales de ventas	2023 datos
Número de representantes de ventas	9,500
Ingresos de ventas directos	$ 28.7 mil millones

Plataformas de pedidos en línea

Performance Food Group opera plataformas de pedidos digitales que procesaron el 65% de las transacciones de los clientes en 2023. Las plataformas en línea generan $ 18.6 mil millones en ingresos anuales.

• Volumen de transacción de la plataforma de pedido digital: 65%
• Ingresos anuales de la plataforma en línea: $ 18.6 mil millones
• Número de clientes digitales activos: 125,000

Aplicaciones móviles

La aplicación móvil de la compañía atiende a 87,000 usuarios activos, facilitando el 42% de las transacciones de pedidos digitales.

Métricas de aplicaciones móviles	2023 datos
Usuarios de aplicaciones móviles activas	87,000
Transacciones de pedido digital a través de móvil	42%

Ferias comerciales y eventos de la industria

Performance Food Group participa en 47 eventos de la industria anualmente, generando $ 350 millones en posibles oportunidades comerciales.

Canales de marketing digital y comunicación

La compañía invirtió $ 42 millones en campañas de marketing digital en 2023, llegando a 3.2 millones de clientes potenciales en varias plataformas digitales.

• Inversión de marketing digital: $ 42 millones
• Alcance potencial del cliente: 3.2 millones
• Tasa de compromiso de las redes sociales: 4.7%

Performance Food Group Company (PFGC) - Modelo de negocios: segmentos de clientes

Restaurantes y operadores de servicios de alimentos

Performance Food Group sirve a aproximadamente 250,000 clientes de servicios de restaurantes y alimentos en todo Estados Unidos.

Tipo de cliente	Cuota de mercado	Contribución anual de ingresos
Restaurantes independientes	35%	$ 3.2 mil millones
Restaurantes	45%	$ 4.1 mil millones
Restaurantes de servicio rápido	20%	$ 1.8 mil millones

Negocios de hospitalidad

PFGC atiende múltiples segmentos de hospitalidad con canales de distribución especializados.

• Hoteles: 22,000 cuentas de clientes
• Casinos: 1,500 cuentas de clientes
• Resorts: 5,000 cuentas de clientes

Instalaciones de atención médica

La distribución del servicio de alimentos de atención médica representa el 15% de la base total de clientes de PFGC.

Segmento de atención médica	Número de clientes	Penetración del mercado
Hospitales	3,750	28%
Instalaciones de atención a largo plazo	2,200	18%
Clínicas ambulatorias	5,500	22%

Instituciones educativas

PFGC sirve a los mercados educativos de servicios de alimentos en múltiples niveles.

• Escuelas K-12: 12,000 cuentas de clientes
• Colegios/Universidades: 1.800 cuentas de clientes
• Escuelas privadas: 3.500 cuentas de clientes

Tiendas de conveniencia y minoristas de comestibles

La conveniencia y el segmento de comestibles representan el 20% de la cartera total de clientes de PFGC.

Segmento minorista	Conteo de clientes	Volumen de ventas anual
Tiendas de conveniencia	35,000	$ 2.5 mil millones
Supermercado independiente	15,000	$ 1.8 mil millones
Cadenas regionales de supermercado	2,500	$ 1.2 mil millones

Performance Food Group Company (PFGC) - Modelo de negocio: Estructura de costos

Gastos de transporte y logística

Performance Food Group informó que los gastos de transporte de $ 1.17 mil millones en el año fiscal 2023. El mantenimiento de la flota y los costos de combustible representaron aproximadamente $ 412 millones del presupuesto total de transporte.

Categoría de costos de transporte	Gasto anual ($)
Costos de combustible	238,000,000
Mantenimiento del vehículo	174,000,000
Salarios del conductor	345,000,000

Costos de almacenamiento y almacenamiento

Los gastos de almacenamiento de la compañía totalizaron $ 345 millones en 2023, incluido el mantenimiento de las instalaciones, el equipo y los gastos generales operativos.

• Alquiler de la instalación de almacén: $ 124 millones
• Equipo de almacén: $ 87 millones
• Costos operativos del almacén: $ 134 millones

Inversiones de tecnología y software

PFGC invirtió $ 215 millones en tecnología e infraestructura digital en el año fiscal 2023.

Categoría de inversión tecnológica	Gasto anual ($)
Licencia de software	62,000,000
Infraestructura	89,000,000
Transformación digital	64,000,000

Salarios y beneficios de los empleados

La compensación total de empleados para el grupo de alimentos de rendimiento alcanzó los $ 1.42 mil millones en 2023.

• Salarios base: $ 892 millones
• Beneficios de atención médica: $ 214 millones
• Planes de jubilación y pensiones: $ 98 millones
• Bonos de rendimiento: $ 216 millones

Gastos de administración de adquisiciones e inventario

Los costos de administración de adquisiciones e inventario fueron de aproximadamente $ 678 millones en el año fiscal 2023.

Categoría de costos de adquisición	Gasto anual ($)
Costos de retención de inventario	247,000,000
Tecnología de adquisición	89,000,000
Personal de gestión de inventario	142,000,000

Performance Food Group Company (PFGC) - Modelo de negocios: flujos de ingresos

Venta de productos de alimentos

Performance Food Group reportó ingresos totales de $ 68.8 mil millones para el año fiscal 2023. Desglose de ventas de productos de alimentos incluye:

Segmento	Ingresos ($ B)	Porcentaje
Servicio de alimentos	47.3	68.8%
Vistar	13.5	19.6%
Otros segmentos	8.0	11.6%

Tarifas de distribución y logística

Los ingresos por distribución incluyen:

• Cargos de entrega: $ 1.2 mil millones
• Tarifas de servicio logística: $ 750 millones
• Recarios de transporte: $ 425 millones

Servicios de valor agregado

Tipo de servicio	Ingresos anuales ($ M)
Soporte de planificación del menú	215
Asistencia de marketing	180
Adquisición de equipos	145

Soluciones de tecnología y software

Flujos de ingresos relacionados con la tecnología:

• Plataforma de pedidos digitales: $ 95 millones
• Software de gestión de inventario: $ 65 millones
• Herramientas de análisis e informes: $ 45 millones

Soporte de consultoría y adquisición

Servicio de consultoría	Ingresos anuales ($ M)
Consultoría de adquisiciones	85
Servicios de optimización de costos	62
Aviso de la cadena de suministro	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.