Performance Food Group Company (PFGC): Business Model Canvas [Jan-2025 Mis à jour]

Dans le monde dynamique de la distribution des aliments, Performance Food Group Company (PFGC) émerge comme une puissance, orchestrant une symphonie complexe de la logistique, de la technologie et des solutions centrées sur le client. Avec une toile de modèle commercial complexe qui s'étend sur les réseaux à l'échelle nationale et les stratégies de chaîne d'approvisionnement de pointe, PFGC transforme le paysage traditionnel de la distribution des aliments en fournissant des services complets et axés sur la technologie à divers segments de clients allant des restaurants animés aux établissements de santé critiques. Leur approche innovante mélange parfaitement la logistique efficace, les partenariats stratégiques et les plates-formes numériques avancées pour révolutionner comment les produits alimentaires parcourent les producteurs aux utilisateurs finaux, ce qui en fait un acteur pivot dans l'écosystème des services alimentaires.

Performance Food Group Company (PFGC) - Modèle d'entreprise: partenariats clés

Fabricants de produits alimentaires et d'ingrédients

Le groupe alimentaire de performance s'associe à plus de 4 500 fabricants de produits alimentaires à l'échelle nationale. Les partenariats stratégiques clés comprennent:

Catégorie du fabricant	Nombre de partenaires	Volume de l'offre annuelle
Fabricants de protéines	1,200	2,3 millions de tonnes
Producteurs de produits laitiers	650	1,7 million de tonnes
Produire des fournisseurs	850	1,5 million de tonnes

Sociétés de camionnage et de logistique pour la distribution

PFGC maintient de vastes partenariats logistiques:

• Total des partenariats de flotte: 2 300 entreprises de camionnage
• Dépenses de transport annuelles: 1,2 milliard de dollars
• Centres de distribution totaux: 73 à l'échelle nationale

Fournisseurs de technologies pour la gestion de la chaîne d'approvisionnement

Partenaire technologique	Focus technologique	Investissement annuel
SÈVE	Planification des ressources d'entreprise	45 millions de dollars
Oracle	Analyse de la chaîne d'approvisionnement	22 millions de dollars
Associés de Manhattan	Gestion des entrepôts	18 millions de dollars

Fournisseurs d'équipements de restauration et de restauration

Le réseau de partenariat d'équipement comprend:

• Total des fournisseurs d'équipement: 750
• Procurement de l'équipement annuel: 320 millions de dollars
• Catégories d'équipements clés: réfrigération, cuisson, préparation

Producteurs et agriculteurs agricoles

Segment agricole	Nombre d'agriculteurs	Approvisionnement annuel
Produire des agriculteurs	1,100	480 millions de dollars
Producteurs de viande	850	620 millions de dollars
Producteurs laitiers	450	350 millions de dollars

Performance Food Group Company (PFGC) - Modèle d'entreprise: activités clés

Distribution et logistique des produits alimentaires

Performance Food Group exploite un réseau de distribution à l'échelle nationale avec 71 centres de distribution aux États-Unis à partir de 2023. La société gère une flotte de 5 800 véhicules de livraison et gère environ 350 000 livraisons de produits par jour.

Métrique de distribution	2023 données
Centres de distribution	71
Véhicules de livraison	5,800
Livraisons de produits quotidiens	350,000

Gestion des stocks et entreposage des stocks

PFGC maintient des systèmes de gestion des stocks sophistiqués avec un taux de rotation des stocks moyen de 12,5 fois par an. La société gère environ 4,2 milliards de dollars de valeur d'inventaire totale.

• Taux de rotation des stocks: 12,5 fois / an
• Valeur d'inventaire total: 4,2 milliards de dollars
• Capacité de stockage à température contrôlée: 1,2 million de pieds carrés

Gestion de la relation client

Performance Food Group dessert plus de 300 000 comptes clients dans plusieurs segments de marché, notamment des restaurants, des soins de santé, de l'éducation et de l'hospitalité.

Segment de clientèle	Nombre de comptes
Restaurants	185,000
Soins de santé	45,000
Éducation	35,000
Hospitalité	35,000

Optimisation de la chaîne d'approvisionnement

PFGC utilise des plates-formes de technologie de pointe pour optimiser l'efficacité de la chaîne d'approvisionnement, avec une précision de commande de 98% et des performances de livraison à 99,5%.

• Précision de la commande: 98%
• Livraison à temps: 99,5%
• Intégration numérique: 100% des centres de distribution connectés

Procurement et approvisionnement de produits alimentaires

Sources du groupe alimentaire de performance de plus de 12 500 fournisseurs à l'échelle nationale, avec des dépenses de passation des marchés annuels dépassant 32 milliards de dollars en 2023.

Métrique d'approvisionnement	2023 données
Total des fournisseurs	12,500
Dépenses d'achat annuelles	32 milliards de dollars
Skus de produit géré	85,000

Performance Food Group Company (PFGC) - Modèle d'entreprise: Ressources clés

Réseau de distribution étendu

Le groupe alimentaire de performance exploite un réseau de distribution à l'échelle nationale couvrant 48 états avec:

• Plus de 100 centres de distribution
• Environ 16 000 voies de livraison
• Service à plus de 300 000 emplacements clients

Infrastructure de technologie avancée et logistique

Catégorie de technologie	Détails spécifiques
Systèmes de gestion des entrepôts	Plates-formes intégrées basées sur SAP
Technologie de suivi de la flotte	Systèmes de surveillance GPS en temps réel
Gestion des commandes numériques	Plates-formes de commande basées sur le cloud

Flotte de transport

Le groupe alimentaire de performance maintient un flotte complète des transports réfrigérés:

• Environ 7 500 véhicules de livraison
• Plus de 4 000 camions réfrigérés
• Unités de transport à température spécialisée

Composition de la main-d'œuvre

Catégorie des employés	Effectif
Total des employés	26,300
Personnel de vente	5,200
Spécialistes de la logistique	3,800
Personnel opérationnel	17,300

Entreposage stratégique

Spécifications du centre de distribution:

• Espace total d'entrepôt: 12,5 millions de pieds carrés
• Taille moyenne de l'entrepôt: 125 000 pieds carrés
• Capacité de stockage à température contrôlée: 70% de l'espace total

Performance Food Group Company (PFGC) - Modèle d'entreprise: propositions de valeur

Solutions complètes de distribution des aliments

Performance Food Group fournit des services de distribution alimentaire à plus de 300 000 clients dans divers segments, notamment:

Segment de clientèle	Nombre de clients
Restaurants	185,000
Établissements de santé	45,000
Établissements d'enseignement	35,000
Hospitalité	35,000

Large gamme de produits alimentaires de haute qualité

Distribution du portefeuille de produits:

Catégorie de produits	Pourcentage de portefeuille
Produits frais	22%
Aliments surgelés	18%
Produits laitiers	15%
Viande et fruits de mer	20%
Ingrédients spécialisés	25%

Services de livraison efficaces et fiables

• Flotte de livraison: 7 500 camions
• Miles de livraison annuelles: 285 millions de kilomètres
• Livraisons quotidiennes moyennes: 85 000
• Taux de livraison à temps: 96,5%

Support d'achat et de chaîne d'approvisionnement personnalisés

Capacités de la chaîne d'approvisionnement:

• Entrepôts: 180 centres de distribution
• Espace total d'entrepôt: 26 millions de pieds carrés
• Traitement quotidien des commandes: 125 000 commandes
• Gestion des stocks compatibles avec la technologie

Inventaire et systèmes de commande axés sur la technologie

Fonctionnalité technologique	Capacité
Plateforme de commande numérique	Taux d'adoption de 98%
Suivi des stocks en temps réel	Précision de 99,7%
Analytique prédictive	Réduit les stocks de 35%
Gestion des commandes mobiles	Disponible sur iOS et Android

Performance Food Group Company (PFGC) - Modèle d'entreprise: relations clients

Équipes de gestion des comptes dédiés

Le groupe alimentaire de performance maintient 265 professionnels de la gestion des comptes dédiés Servir divers segments de services alimentaires. La structure de gestion des comptes de l'entreprise se décompose comme suit:

Segment	Nombre de gestionnaires de compte
Restaurants	105
Hospitalité	75
Soins de santé	55
Éducation	30

Plateformes de commande en ligne et de support client

Poignées de plate-forme numérique du groupe des aliments de performance 12,3 milliards de dollars de transactions en ligne annuelles. Les mesures clés du service numérique comprennent:

• 97,4% de précision de commande numérique
• Disponibilité du support client 24/7
• Suivi des stocks en temps réel
• Application mobile avec gestion des commandes

Service personnalisé et recommandations de produits

L'entreprise tire parti de l'analyse des données pour fournir des recommandations personnalisées, avec 425 millions de dollars en revenus de ventes croisées généré par des suggestions de produits ciblées.

Type de recommandation	Taux de conversion
Substitutions de produits	18.6%
Articles complémentaires	22.3%
Offres saisonnières	15.7%

Communication régulière et avis commerciaux

Performance Food Group Conduit Avis sur les entreprises trimestrielles avec 82% des clients de haut niveau. Les canaux de communication comprennent:

• Rapports de performance mensuels
• Réunions d'alignement stratégique trimestrielles
• Négociations de contrat annuelles
• Enquêtes de satisfaction client

Programmes de fidélité et approche de partenariat à long terme

Le programme de fidélité de l'entreprise englobe 3 750 clients commerciaux actifs avec des structures de partenariat à plusieurs niveaux:

Niveau de partenariat	Exigence de volume annuel	Récompenses de fidélité
Platine	5 M $ +	Rebat à 5%
Or	1 M $ - 5 M $	Rebat à 3%
Argent	250 000 $ - 1 M $	Rabais à 1%

Performance Food Group Company (PFGC) - Modèle d'entreprise: canaux

Force de vente directe

Performance Food Group maintient une force de vente directe de 9 500 représentants commerciaux à partir de 2023. L'équipe de vente génère environ 28,7 milliards de dollars de revenus annuels grâce à des interactions clients directes.

Métriques du canal de vente	2023 données
Nombre de représentants commerciaux	9,500
Revenus de ventes directes	28,7 milliards de dollars

Plateformes de commande en ligne

Performance Food Group exploite des plateformes de commande numériques qui ont traité 65% des transactions clients en 2023. Les plateformes en ligne génèrent 18,6 milliards de dollars de revenus annuels.

• Volume de transaction de plate-forme de commande numérique: 65%
• Revenus annuels de plateforme en ligne: 18,6 milliards de dollars
• Nombre de clients numériques actifs: 125 000

Applications mobiles

L'application mobile de la société sert 87 000 utilisateurs actifs, facilitant 42% des transactions de commande numérique.

Métriques d'application mobile	2023 données
Utilisateurs de l'application mobile actifs	87,000
Transactions de commande numérique via mobile	42%

Salons commerciaux et événements de l'industrie

Performance Food Group participe à 47 événements de l'industrie par an, générant 350 millions de dollars d'opportunités commerciales potentielles.

Canaux de marketing numérique et de communication

La société a investi 42 millions de dollars dans des campagnes de marketing numérique en 2023, atteignant 3,2 millions de clients potentiels sur diverses plateformes numériques.

• Investissement en marketing numérique: 42 millions de dollars
• Propose potentielle du client: 3,2 millions
• Taux d'engagement des médias sociaux: 4,7%

Performance Food Group Company (PFGC) - Modèle d'entreprise: segments de clientèle

Restaurants et opérateurs de services alimentaires

Performance Food Group dessert environ 250 000 clients des restaurants et des services alimentaires aux États-Unis.

Type de client	Part de marché	Contribution annuelle des revenus
Restaurants indépendants	35%	3,2 milliards de dollars
Chaîne de restaurants	45%	4,1 milliards de dollars
Restaurants à service rapide	20%	1,8 milliard de dollars

Entreprises hôtelières

PFGC dessert plusieurs segments d'accueil avec des canaux de distribution spécialisés.

• Hôtels: 22 000 comptes clients
• Casinos: 1 500 comptes clients
• Stations: 5 000 comptes clients

Établissements de santé

La distribution des services alimentaires de santé représente 15% de la clientèle totale de PFGC.

Segment des soins de santé	Nombre de clients	Pénétration du marché
Hôpitaux	3,750	28%
Établissements de soins de longue durée	2,200	18%
Cliniques ambulatoires	5,500	22%

Établissements d'enseignement

PFGC dessert les marchés des services alimentaires éducatifs à plusieurs niveaux.

• Écoles K-12: 12 000 comptes clients
• Collèges / universités: 1 800 comptes clients
• Écoles privées: 3 500 comptes clients

Dépanneurs et détaillants d'épicerie

Le segment de commodité et d'épicerie représente 20% du portefeuille total des clients de PFGC.

Segment de vente au détail	Nombre de clients	Volume des ventes annuelles
Dépanneurs	35,000	2,5 milliards de dollars
Épiciers indépendants	15,000	1,8 milliard de dollars
Chaînes d'épicerie régionales	2,500	1,2 milliard de dollars

Performance Food Group Company (PFGC) - Modèle d'entreprise: Structure des coûts

Frais de transport et de logistique

Performance Food Group a déclaré des frais de transport de 1,17 milliard de dollars au cours de l'exercice 2023. La maintenance des flotte et les coûts de carburant représentaient environ 412 millions de dollars du budget total du transport.

Catégorie de coût de transport	Dépenses annuelles ($)
Coût de carburant	238,000,000
Entretien des véhicules	174,000,000
Salaires du conducteur	345,000,000

Coûts d'entreposage et de stockage

Les dépenses d'entreposage de la société ont totalisé 345 millions de dollars en 2023, notamment l'entretien des installations, l'équipement et les frais généraux opérationnels.

• Loyer de l'installation d'entrepôt: 124 millions de dollars
• Équipement d'entrepôt: 87 millions de dollars
• Coûts opérationnels de l'entrepôt: 134 millions de dollars

Technologie et investissements logiciels

PFGC a investi 215 millions de dollars dans la technologie et les infrastructures numériques au cours de l'exercice 2023.

Catégorie d'investissement technologique	Dépenses annuelles ($)
Licence de logiciel	62,000,000
Infrastructure informatique	89,000,000
Transformation numérique	64,000,000

Salaires et avantages sociaux des employés

La rémunération totale des employés pour le groupe alimentaire de performance a atteint 1,42 milliard de dollars en 2023.

• Salaires de base: 892 millions de dollars
• Avantages en santé: 214 millions de dollars
• Plan de retraite et de retraite: 98 millions de dollars
• Bonus de performance: 216 millions de dollars

Frais d'approvisionnement et de gestion des stocks

Les coûts de gestion des achats et des stocks se sont élevés à environ 678 millions de dollars au cours de l'exercice 2023.

Catégorie de coûts d'approvisionnement	Dépenses annuelles ($)
Coûts de maintien des stocks	247,000,000
Technologie d'approvisionnement	89,000,000
Personnel de gestion des stocks	142,000,000

Performance Food Group Company (PFGC) - Modèle d'entreprise: Strots de revenus

Ventes de produits alimentaires

Performance Food Group a déclaré un chiffre d'affaires total de 68,8 milliards de dollars pour l'exercice 2023. La rupture des ventes de produits alimentaires comprend:

Segment	Revenus ($ b)	Pourcentage
Service alimentaire	47.3	68.8%
Vistar	13.5	19.6%
Autres segments	8.0	11.6%

Frais de distribution et de logistique

Les revenus de distribution comprennent:

• Frais de livraison: 1,2 milliard de dollars
• Frais de service logistique: 750 millions de dollars
• Problèmes de transport: 425 millions de dollars

Services à valeur ajoutée

Type de service	Revenus annuels ($ m)
Assistance de planification du menu	215
Assistance marketing	180
Achat d'équipement	145

Solutions technologiques et logicielles

Strots de revenus liés à la technologie:

• Plateforme de commande numérique: 95 millions de dollars
• Logiciel de gestion des stocks: 65 millions de dollars
• Outils d'analyse et de rapport: 45 millions de dollars

Conseil et soutien aux achats

Service de conseil	Revenus annuels ($ m)
Consultation des achats	85
Services d'optimisation des coûts	62
Avis de la chaîne d'approvisionnement	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.