US Foods Holding Corp. (USFD): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la distribución del servicio de alimentos, US Foods Holding Corp. (USFD) se erige como una potencia culinaria, orquestando una compleja sinfonía de excelencia en la cadena de suministro que alimenta a los restaurantes, hospitales, escuelas y habitaciones de la cadena de suministro de Estados Unidos. Al elaborar meticulosamente un modelo de negocio que integra perfectamente tecnología, logística y soluciones centradas en el cliente, USFD transforma el panorama tradicional del servicio de alimentos en un ecosistema altamente eficiente e innovador que ofrece algo más que ingredientes; proporciona un soporte operativo integral que impulsa a las empresas a través de diversos sectores. prosperar en un mercado cada vez más competitivo.

US Foods Holding Corp. (USFD) - Modelo de negocios: asociaciones clave

Distribuidores de suministros de restaurantes y fabricantes de alimentos

US Foods mantiene asociaciones estratégicas con más de 350,000 restaurantes y operadores de servicios de alimentos en los Estados Unidos. Las asociaciones clave del fabricante incluyen:

Categoría de socio	Número de socios	Valor de adquisición anual
Principales fabricantes de alimentos	1,200+	$ 12.4 mil millones
Productores regionales de alimentos	3,500+	$ 2.7 mil millones

Proveedores de logística y transporte de terceros

US Foods aprovecha las extensas asociaciones logísticas para garantizar una distribución eficiente:

• National Trucking Fleet Asociaciones: 15 proveedores de transporte primario
• Centros de distribución totales: 70 en todo el país
• Gasto anual de transporte: $ 1.1 mil millones

Socios de soluciones de tecnología y software

Socio tecnológico	Enfoque de asociación	Año de implementación
Oráculo	Planificación de recursos empresariales	2019
SAVIA	Gestión de la cadena de suministro	2020
Microsoft	Servicios de computación en la nube	2021

Proveedores de producción agrícola y de alimentos

US Foods mantiene asociaciones agrícolas robustas:

• Proveedores agrícolas nacionales: más de 2,800
• Socios internacionales de abastecimiento de alimentos: 42 países
• Adquisición agrícola anual: $ 8.6 mil millones

Proveedores de equipos de servicios de alimentos regionales y nacionales

Categoría de equipo	Número de socios de proveedores	Ventas de equipos anuales
Equipo de cocina comercial	250+	$ 475 millones
Restaurante Smallwares	180+	$ 210 millones

US Foods Holding Corp. (USFD) - Modelo de negocio: actividades clave

Abastecimiento y adquisición de productos alimenticios

US Foods obtiene aproximadamente 350,000 alimentos diferentes y productos relacionados de más de 5,000 proveedores en todo el país. El volumen anual de adquisiciones alcanza los $ 29.4 mil millones a partir de 2023.

Categoría de adquisición	Gasto anual	Gama de productos
Productos proteicos	$ 8.7 mil millones	Carne, mariscos, aves de corral
Producir	$ 3.2 mil millones	Frutas frescas, verduras
Productos lácteos	$ 2.9 mil millones	Leche, queso, huevos

Distribución a nivel nacional y gestión de logística

US Foods opera 71 centros de distribución en 48 estados, que cubren el 99.5% de los Estados Unidos continentales. La flota incluye 6.200 camiones de reparto.

• Rutas de entrega diarias: más de 10,000
• Millas de entrega anual: 275 millones de millas
• Volumen de pedido diario promedio: 75,000 pedidos

Gestión de la relación con el cliente

US Foods atiende a 250,000 clientes activos de restaurantes y hospitalidad, con una fuerza de ventas dedicada de 6,500 profesionales de ventas.

Segmento de clientes	Número de clientes	Gasto anual promedio
Restaurantes	180,000	$250,000
Hospitales	25,000	$150,000
Instituciones educativas	30,000	$100,000

Desarrollo de productos e innovación culinaria

Inversión anual de I + D de $ 45 millones, lo que resulta en 1,200 nuevas presentaciones de productos anualmente.

• Centros de innovación: 3 ubicaciones
• Expertos culinarios: 75 chefs profesionales
• Tasa de éxito del nuevo producto: 68%

Optimización de la cadena de suministro e integración de tecnología

Inversión tecnológica de $ 180 millones en 2023 para transformación digital y tecnologías de cadena de suministro.

Área tecnológica	Inversión	Enfoque clave
Plataforma de pedidos digitales	$ 55 millones	Pedidos móviles y web
Gestión de inventario	$ 65 millones	AI y análisis predictivo
Optimización logística	$ 60 millones	Software de planificación de ruta

US Foods Holding Corp. (USFD) - Modelo de negocio: recursos clave

Red de distribución extensa

US Foods opera una red de distribución a nivel nacional con 70 centros de distribución de servicios de alimentos en los Estados Unidos, que cubre aproximadamente el 98% del mercado de servicios de alimentos de EE. UU.

Métricas de red de distribución	Cantidad
Centros de distribución totales	70
Cobertura del mercado	98%
Camiones de entrega anuales	5,500

Infraestructura avanzada de almacén y transporte

La compañía mantiene una sofisticada infraestructura logística con importantes inversiones tecnológicas.

• Espacio total de almacén: 21.5 millones de pies cuadrados
• Rutas de entrega diaria promedio: 11,000
• Gasto anual de transporte: $ 1.2 mil millones

Cartera de productos diverso

Categoría de productos	Número de skus
Ofertas de productos totales	350,000+
Marcas patentadas	4,500
Marcas nacionales	1,200

Plataformas tecnológicas

Las capacidades digitales incluyen:

• Plataforma avanzada de comercio electrónico
• Sistemas de gestión de inventario en tiempo real
• Aplicaciones de pedidos móviles

Recursos humanos

Métricas de la fuerza laboral	Cantidad
Total de empleados	28,000+
Miembros del equipo de ventas	6,500
Promedio de la tenencia del empleado	7.5 años

US Foods Holding Corp. (USFD) - Modelo de negocio: propuestas de valor

Soluciones integrales de suministro de alimentos y restaurantes

US Foods sirve a aproximadamente 300,000 clientes de restaurantes y servicios de alimentos en los Estados Unidos. La compañía distribuye más de 350,000 alimentos diferentes y productos relacionados.

Categoría de productos	Volumen anual
Productos alimenticios totales	350,000+
Base de clientes	300,000
Ingresos anuales (2022)	$ 28.8 mil millones

Amplia gama de productos alimenticios de alta calidad

US Foods ofrece diversas categorías de productos que incluyen:

• Proteínas frescas y congeladas
• Producir
• Productos lácteos
• Ingredientes especializados
• Soluciones de alimentos preparados

Servicios de entrega eficientes y confiables

La compañía opera 70 centros de distribución en todo el país, lo que permite la entrega rápida de productos.

Infraestructura de entrega	Cantidad
Centros de distribución	70
Camiones de entrega	5,500+
Rutas de entrega diarias	12,000+

Opciones de adquisición personalizadas para restaurantes

US Foods ofrece soluciones de adquisición especializadas a través de plataformas como US Foods Serv®, que proporciona estrategias de abastecimiento a medida para diferentes segmentos de restaurantes.

Gestión rentable de la cadena de suministro

La compañía mantiene la eficiencia operativa con:

• Tecnología de logística avanzada
• Asociaciones de proveedores estratégicos
• Capacidades de compra a granel

Métrica de la cadena de suministro	Actuación
Relación de rotación de inventario	10.2x
Margen operativo	4.2%
Eficiencia de la cadena de suministro	92.5% de optimización

US Foods Holding Corp. (USFD) - Modelo comercial: relaciones con los clientes

Gestión de cuentas dedicada

US Foods proporciona gestión de cuentas especializada Para diferentes segmentos de clientes:

Segmento de clientes	Enfoque de gestión de cuentas	Gerentes dedicados anuales
Restaurantes	Representantes de ventas personalizados	1.200 gerentes de cuentas dedicados
Hospitales	Consultores especializados de servicios de alimentos de atención médica	350 gerentes centrados en la salud
Instituciones educativas	Especialistas de educación superior K-12 y de educación superior	250 gerentes de segmento educativo

Plataformas de pedidos digitales

US Foods ofrece soluciones integrales de pedidos digitales:

• Plataforma en línea: US Foods Online
• Aplicación móvil: la aplicación móvil de la tienda de alimentos estadounidenses
• Volumen anual de pedido digital: $ 12.3 mil millones
• Porcentaje de clientes que utilizan plataformas digitales: 68%

Atención al cliente y asistencia técnica

Canal de soporte	Tiempo de respuesta promedio	Volumen de soporte anual
Soporte telefónico	12 minutos	1,2 millones de interacciones con los clientes
Soporte por correo electrónico	4 horas	850,000 consultas por correo electrónico
Chat en vivo	7 minutos	500,000 sesiones de chat

Recomendaciones de productos personalizadas

US Foods utiliza estrategias de recomendación basadas en datos:

• Algoritmos de aprendizaje automático para sugerencias de productos
• Catálogos de productos personalizados por segmento de clientes
• Recomendaciones personalizadas anuales: 3.5 millones
• Tasa de conversión de las recomendaciones: 22%

Mecanismos regulares de compromiso y retroalimentación del cliente

Método de compromiso	Frecuencia	Participación anual
Encuestas de satisfacción del cliente	Trimestral	45,000 respuestas
Juntas de asesoramiento de clientes	By-anualmente	250 clientes participantes
Seminarios web de la industria	Mensual	15,000 asistentes

US Foods Holding Corp. (USFD) - Modelo de negocios: canales

Representantes de ventas directas

A partir de 2024, US Foods emplea aproximadamente 7.500 representantes de ventas directas en los Estados Unidos. Estos representantes sirven territorios geográficos específicos y segmentos de clientes.

Categoría de representante de ventas	Número de representantes	Ventas anuales promedio por representante
Segmento de restaurantes	4,200	$ 3.2 millones
Segmento de hospitalidad	1,800	$ 2.7 millones
Segmento de atención médica	1,500	$ 2.5 millones

Plataforma de pedidos en línea

La plataforma digital de US Foods, Chef'store, procesa aproximadamente el 65% de los pedidos totales de los clientes a partir de 2024.

• Usuarios digitales activos mensuales: 78,500
• Valor de pedido promedio a través de la plataforma en línea: $ 1,450
• Volumen de transacción de plataforma digital: $ 4.3 mil millones anuales

Aplicación móvil

La aplicación móvil de EE. UU. Foods, lanzada en 2019, se ha descargado 142,000 veces con una calificación de usuario de 4.2/5.

Métrica de la aplicación	2024 estadísticas
Descargas totales	142,000
Usuarios activos mensuales	38,500
Frecuencia de pedido promedio	2.3 veces al mes

Centros de distribución regionales

US Foods opera 70 centros de distribución en 48 estados, cubriendo el 94% del mercado de servicios de alimentos de EE. UU.

Región	Número de centros de distribución	Envíos diarios promedio
Nordeste	12	3,200
Medio oeste	18	4,500
Sur	22	5,100
Oeste	18	3,800

Ferias comerciales y eventos de la industria

US Foods participa en 47 eventos de la industria anualmente, llegando a aproximadamente 22,000 clientes potenciales.

• Asistencia del espectáculo de la Asociación Nacional de Restaurantes: 12,000 clientes
• Conferencias regionales de servicio de alimentos: 35 eventos
• Generación de leads promedio por evento: 280 clientes potenciales

US Foods Holding Corp. (USFD) - Modelo de negocio: segmentos de clientes

Restaurantes independientes

US Foods sirve a aproximadamente 250,000 clientes de restaurantes independientes en los Estados Unidos.

Características del segmento de clientes	Tamaño del mercado
Restaurantes independientes pequeños a medianos	Representa el 37% de la base total de clientes de los alimentos estadounidenses
Volumen de compras anual promedio	$ 85,000 a $ 250,000 por restaurante

Restaurantes

US Foods apoya múltiples cadenas de restaurantes nacionales y regionales.

Categorías de restaurantes de cadena	Porcentaje de la base de clientes
Restaurantes de servicio rápido (QSR)	22% de los segmentos totales de los clientes
Cadenas de comedor informales	18% de los segmentos totales de los clientes

Establecimientos de hospitalidad

US Foods sirve varios segmentos de hospitalidad con distribución de alimentos especializados.

• Hoteles
• Resorts
• Casinos
• Centros de conferencias

Segmento de hospitalidad	Contribución anual de ingresos
Base de clientes de hospitalidad total	Aproximadamente el 15% de los ingresos de los alimentos estadounidenses

Servicios de alimentos de atención médica

US Foods proporciona distribución de alimentos a las instalaciones de atención médica en todo el país.

Tipo de cliente de atención médica	Penetración del mercado
Hospitales	12% de los segmentos totales de los clientes
Instalaciones de atención a largo plazo	7% de los segmentos totales de los clientes

Servicios gastronómicos de la institución educativa

US Foods apoya varios programas de comidas educativas.

• Escuelas K-12
• Universidad
• Universidades

Segmento educativo	Porcentaje del cliente
Instituciones educativas totales	6% de la base de clientes de EE. UU. Foods

US Foods Holding Corp. (USFD) - Modelo de negocio: Estructura de costos

Gastos de adquisición de inventario

En el año fiscal 2022, US Foods reportó un costo total de ventas en $ 28.8 mil millones. La adquisición de productos alimenticios representó aproximadamente el 75-80% de los gastos operativos totales.

Categoría de gastos	Costo anual	Porcentaje de gastos totales
Adquisición de productos de alimentos	$ 21.6 mil millones	75%
Materiales de embalaje	$ 1.44 mil millones	5%
Gestión de inventario	$ 860 millones	3%

Costos de transporte y logística

Los gastos de transporte para los alimentos estadounidenses en 2022 totalizaron $ 2.1 mil millones, lo que representa aproximadamente el 7.3% de los costos operativos totales.

• Mantenimiento de la flota: $ 450 millones
• Gastos de combustible: $ 380 millones
• Operaciones del centro de distribución: $ 670 millones
• Logística de terceros: $ 600 millones

Inversiones de tecnología e infraestructura

US Foods invirtió $ 285 millones en tecnología e infraestructura digital en el año fiscal 2022.

Área de inversión tecnológica	Gasto anual
Software empresarial	$ 95 millones
Desarrollo de plataforma digital	$ 75 millones
Ciberseguridad	$ 45 millones
Infraestructura	$ 70 millones

Gastos de trabajo y personal

Los costos de mano de obra totales para los alimentos estadounidenses en 2022 ascendieron a $ 3.2 mil millones, lo que representa aproximadamente el 11% de los gastos operativos totales.

• Personal de almacén: $ 1.1 mil millones
• Personal de ventas y marketing: $ 780 millones
• Personal administrativo: $ 620 millones
• Fuerza laboral de distribución: $ 700 millones

Gastos de marketing y ventas

US Foods asignó $ 540 millones a actividades de marketing y ventas en el año fiscal 2022.

Categoría de gastos de marketing	Presupuesto anual
Marketing digital	$ 180 millones
Soporte del equipo de ventas	$ 220 millones
Promoción de la marca	$ 140 millones

US Foods Holding Corp. (USFD) - Modelo de negocios: flujos de ingresos

Venta de productos a clientes de servicio de alimentos

En el año fiscal 2022, US Foods reportó ventas netas totales de $ 28.7 mil millones. La compañía atiende aproximadamente 250,000 ubicaciones de clientes, incluidos restaurantes, hospitales, escuelas y otros operadores de servicios de alimentos.

Segmento de clientes	Porcentaje de ingresos
Restaurantes	66%
Hospitalidad	12%
Cuidado de la salud	8%
Educación	7%
Otros segmentos	7%

Tarifas de servicio de entrega y logística

US Foods genera ingresos adicionales a través de sus servicios integrales de entrega. La compañía opera una flota de aproximadamente 5,500 camiones y completó más de 200 millones de millas de entrega en 2022.

Venta de productos de etiqueta privada

Las marcas de etiqueta privada de la compañía generaron aproximadamente $ 6.2 mil millones en ingresos en 2022, lo que representa el 21.6% de las ventas netas totales.

Marca de etiqueta privada	Ingresos anuales
La mejor opción	$ 1.8 mil millones
Línea de chefs	$ 1.5 mil millones
Otras etiquetas privadas	$ 2.9 mil millones

Ofertas de servicio de valor agregado

• Servicios de soporte culinario
• Consultoría de desarrollo de menú
• Soluciones de marketing y tecnología
• Consultoría de eficiencia operativa

Ventas de equipos y suministros

US Foods ofrece una amplia gama de equipos y suministros de cocina. En 2022, las ventas de equipos y suministros contribuyeron con aproximadamente $ 1.5 mil millones a los ingresos totales de la compañía.

Categoría de equipo	Venta anual
Equipo de cocina comercial	$ 750 millones
Smallwares y suministros	$ 500 millones
Suministros de restaurantes especiales	$ 250 millones

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.