Empresa de Grupo de Alimentos para Performance (PFGC): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da distribuição de alimentos, a Performance Food Group Company (PFGC) surge como uma potência, orquestrando uma complexa sinfonia de logística, tecnologia e soluções centradas no cliente. Com uma intrincada tela de modelo de negócios que abrange redes em todo o país e estratégias de cadeia de suprimentos de ponta, o PFGC transforma o cenário tradicional de distribuição de alimentos, fornecendo serviços abrangentes e orientados por tecnologia a diversos segmentos de clientes que vão de restaurantes movimentados a instalações críticas de saúde. Sua abordagem inovadora combina perfeitamente logística eficiente, parcerias estratégicas e plataformas digitais avançadas para revolucionar como os produtos alimentícios viajam de produtores a usuários finais, tornando-os um participante fundamental no ecossistema de serviços de alimentos.

Empresa de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Principais Parcerias

Fabricantes de produtos alimentícios e ingredientes

O Grupo de Alimentos de Desempenho faz parceria com 4.500 fabricantes de alimentos em todo o país. As principais parcerias estratégicas incluem:

Categoria de fabricante	Número de parceiros	Volume anual de oferta
Fabricantes de proteínas	1,200	2,3 milhões de toneladas
Produtores de laticínios	650	1,7 milhão de toneladas
Produzir fornecedores	850	1,5 milhão de toneladas

Empresas de caminhões e logística para distribuição

O PFGC mantém extensas parcerias logísticas:

• Total de parcerias de frota: 2.300 empresas de caminhões
• Gastes de transporte anual: US $ 1,2 bilhão
• Centros de distribuição total: 73 em todo o país

Provedores de tecnologia para gerenciamento da cadeia de suprimentos

Parceiro de tecnologia	Foco em tecnologia	Investimento anual
SEIVA	Planejamento de recursos corporativos	US $ 45 milhões
Oráculo	Análise da cadeia de suprimentos	US $ 22 milhões
Manhattan Associados	Gerenciamento de armazém	US $ 18 milhões

Fornecedores de equipamentos para restaurantes e serviços de alimentação

A Rede de Parceria de Equipamentos inclui:

• Total de fornecedores de equipamentos: 750
• Aquisição anual de equipamentos: US $ 320 milhões
• Categorias de equipamentos -chave: refrigeração, cozinha, preparação

Produtores e agricultores agrícolas

Segmento agrícola	Número de agricultores	Aquisição anual
Produzir agricultores	1,100	US $ 480 milhões
Produtores de carne	850	US $ 620 milhões
Produtores de laticínios	450	US $ 350 milhões

Desempenho de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Atividades -chave

Distribuição de produtos alimentares e logística

O Grupo de Alimentos para Performance opera uma rede de distribuição nacional com 71 centros de distribuição nos Estados Unidos a partir de 2023. A empresa gerencia uma frota de 5.800 veículos de entrega e lida com aproximadamente 350.000 entregas de produtos por dia.

Métrica de distribuição	2023 dados
Centros de distribuição	71
Veículos de entrega	5,800
Entregas diárias de produtos	350,000

Gerenciamento de inventário e armazenamento

O PFGC mantém sistemas sofisticados de gerenciamento de inventário com uma taxa média de rotatividade de inventário de 12,5 vezes por ano. A empresa gerencia aproximadamente US $ 4,2 bilhões em valor total de inventário.

• Taxa de rotatividade de estoque: 12,5 vezes/ano
• Valor total do inventário: US $ 4,2 bilhões
• Capacidade de armazenamento controlado por temperatura: 1,2 milhão de pés quadrados

Gerenciamento de relacionamento com o cliente

O Grupo de Alimentos para Performance atende a mais de 300.000 contas de clientes em vários segmentos de mercado, incluindo restaurantes, saúde, educação e hospitalidade.

Segmento de clientes	Número de contas
Restaurantes	185,000
Assistência médica	45,000
Educação	35,000
Hospitalidade	35,000

Otimização da cadeia de suprimentos

O PFGC utiliza plataformas de tecnologia avançadas para otimizar a eficiência da cadeia de suprimentos, com precisão de 98% do pedido e desempenho de entrega de 99,5% no tempo.

• Precisão do pedido: 98%
• Entrega pontual: 99,5%
• Integração digital: 100% dos centros de distribuição conectados

Compras e fornecimento de produtos alimentícios

Desempenho de fontes de grupo de alimentos de mais de 12.500 fornecedores em todo o país, com gastos anuais de compras superiores a US $ 32 bilhões em 2023.

Métrica de compras	2023 dados
Total de fornecedores	12,500
Gastos anuais de compras	US $ 32 bilhões
SKUs de produto gerenciado	85,000

Empresa de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Recursos -Principais

Extensa rede de distribuição

Grupo de alimentos para desempenho opera um Rede de distribuição nacional cobrindo 48 estados com:

• Mais de 100 centros de distribuição
• Aproximadamente 16.000 rotas de entrega
• Serviço para mais de 300.000 locais de clientes

Infraestrutura de tecnologia e logística avançada

Categoria de tecnologia	Detalhes específicos
Sistemas de gerenciamento de armazém	Plataformas integradas baseadas em SAP
Tecnologia de rastreamento de frota	Sistemas de monitoramento GPS em tempo real
Gerenciamento de pedidos digitais	Plataformas de pedidos baseadas em nuvem

Frota de transporte

Grupo de alimentos para desempenho mantém um Frota de transporte refrigerado abrangente:

• Aproximadamente 7.500 veículos de entrega
• Mais de 4.000 caminhões refrigerados
• Unidades de transporte especializadas com temperatura controlada

Composição da força de trabalho

Categoria de funcionários	Headcount
Total de funcionários	26,300
Pessoal de vendas	5,200
Especialistas em logística	3,800
Equipe operacional	17,300

Armazenamento estratégico

Especificações do centro de distribuição:

• Espaço total do armazém: 12,5 milhões de pés quadrados
• Tamanho médio do armazém: 125.000 pés quadrados
• Capacidade de armazenamento controlado por temperatura: 70% do espaço total

Empresa de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Proposições de Valor

Soluções abrangentes de distribuição de alimentos

O Grupo de Alimentos para Performance fornece serviços de distribuição de alimentos para mais de 300.000 clientes em vários segmentos, incluindo:

Segmento de clientes	Número de clientes
Restaurantes	185,000
Instalações de saúde	45,000
Instituições educacionais	35,000
Hospitalidade	35,000

Ampla gama de produtos alimentares de alta qualidade

Distribuição do portfólio de produtos:

Categoria de produto	Porcentagem de portfólio
Produção fresca	22%
Alimentos congelados	18%
Produtos lácteos	15%
Carne e frutos do mar	20%
Ingredientes especiais	25%

Serviços de entrega eficientes e confiáveis

• Frota de entrega: 7.500 caminhões
• Miles de entrega anual: 285 milhões de milhas
• Entregas diárias médias: 85.000
• Taxa de entrega no tempo: 96,5%

Suporte personalizado de compras e cadeia de suprimentos

Recursos da cadeia de suprimentos:

• Armazéns: 180 centros de distribuição
• Espaço total do armazém: 26 milhões de pés quadrados
• Processamento de pedidos diários: 125.000 pedidos
• Gerenciamento de inventário habilitado para tecnologia

Sistemas de inventário e pedidos orientados para a tecnologia

Recurso de tecnologia	Capacidade
Plataforma de pedido digital	98% da taxa de adoção do cliente
Rastreamento de inventário em tempo real	99,7% de precisão
Análise preditiva	Reduz o estoque em 35%
Gerenciamento de pedidos móveis	Disponível no iOS e Android

Empresa de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Relacionamentos do Cliente

Equipes de gerenciamento de contas dedicadas

O Grupo de Alimentos para Performance mantém 265 profissionais de gerenciamento de contas dedicadas Servindo diversos segmentos de serviço de alimentos. A estrutura de gerenciamento de contas da empresa se decompõe da seguinte maneira:

Segmento	Número de gerentes de conta
Restaurantes	105
Hospitalidade	75
Assistência médica	55
Educação	30

Plataformas de pedidos e suporte ao cliente on -line

Plataforma digital do Grupo de Alimentos para Performance US $ 12,3 bilhões em transações online anuais. As principais métricas de serviço digital incluem:

• 97,4% de precisão do pedido digital
• Disponibilidade de suporte ao cliente 24/7
• Rastreamento de inventário em tempo real
• Aplicativo móvel com gerenciamento de pedidos

Recomendações de serviço e produto personalizados

A empresa aproveita a análise de dados para fornecer recomendações personalizadas, com US $ 425 milhões em receita de venda cruzada gerado através de sugestões direcionadas de produtos.

Tipo de recomendação	Taxa de conversão
Substituições de produtos	18.6%
Itens complementares	22.3%
Ofertas sazonais	15.7%

Revisões regulares de comunicação e negócios

O Grupo de Alimentos para Performance conduz Revisões de negócios trimestrais com 82% dos clientes de primeira linha. Os canais de comunicação incluem:

• Relatórios de desempenho mensais
• Reuniões trimestrais de alinhamento estratégico
• Negociações anuais do contrato
• Pesquisas de satisfação do cliente

Programas de fidelidade e abordagem de parceria de longo prazo

O programa de fidelidade da empresa abrange 3.750 clientes comerciais ativos Com estruturas de parceria em camadas:

Nível de parceria	Requisito de volume anual	Recompensas de lealdade
Platina	$ 5M+	5% de desconto
Ouro	$ 1 milhão- $ 5m	3% de desconto
Prata	$ 250k- $ 1m	1% de desconto

Desempenho de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Canais

Força de vendas direta

O desempenho de alimentos de desempenho mantém uma força de vendas direta de 9.500 representantes de vendas a partir de 2023. A equipe de vendas gera aproximadamente US $ 28,7 bilhões em receita anual por meio de interações diretas dos clientes.

Métricas de canal de vendas	2023 dados
Número de representantes de vendas	9,500
Receita de vendas direta	US $ 28,7 bilhões

Plataformas de pedidos on -line

O Grupo de Alimentos para Desempenho opera plataformas de pedidos digitais que processaram 65% das transações de clientes em 2023. As plataformas on -line geram US $ 18,6 bilhões em receita anual.

• Plataforma de pedido digital Volume de transação: 65%
• Receita anual de plataforma on -line: US $ 18,6 bilhões
• Número de clientes digitais ativos: 125.000

Aplicativos móveis

O aplicativo móvel da empresa atende 87.000 usuários ativos, facilitando 42% das transações de pedidos digitais.

Métricas de aplicativos móveis	2023 dados
Usuários ativos de aplicativos móveis	87,000
Transações de pedidos digitais via celular	42%

Feiras e eventos da indústria

O Grupo de Alimentos para Performance participa de 47 eventos do setor anualmente, gerando US $ 350 milhões em possíveis oportunidades de negócios.

Canais de marketing e comunicação digital

A empresa investiu US $ 42 milhões em campanhas de marketing digital em 2023, atingindo 3,2 milhões de clientes em potencial em várias plataformas digitais.

• Investimento de marketing digital: US $ 42 milhões
• Alcance potencial do cliente: 3,2 milhões
• Taxa de engajamento de mídia social: 4,7%

Desempenho de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Segmentos de Clientes

Restaurantes e operadores de serviço de alimentação

O Grupo de Alimentos de Desempenho atende a aproximadamente 250.000 clientes de restaurantes e serviços de alimentação nos Estados Unidos.

Tipo de cliente	Quota de mercado	Contribuição anual da receita
Restaurantes independentes	35%	US $ 3,2 bilhões
Restaurantes em cadeia	45%	US $ 4,1 bilhões
Restaurantes de serviço rápido	20%	US $ 1,8 bilhão

Negócios de hospitalidade

O PFGC serve vários segmentos de hospitalidade com canais de distribuição especializados.

• Hotéis: 22.000 contas de clientes
• Casinos: 1.500 contas de clientes
• Resorts: 5.000 contas de clientes

Instalações de saúde

A distribuição de serviços de alimentação em saúde representa 15% da base total de clientes do PFGC.

Segmento de saúde	Número de clientes	Penetração de mercado
Hospitais	3,750	28%
Instalações de cuidados de longo prazo	2,200	18%
Clínicas ambulatoriais	5,500	22%

Instituições educacionais

O PFGC serve mercados educacionais de serviços de alimentação em vários níveis.

• Escolas K-12: 12.000 contas de clientes
• Faculdades/Universidades: 1.800 contas de clientes
• Escolas particulares: 3.500 contas de clientes

Lojas de conveniência e varejistas de supermercados

O segmento de conveniência e supermercado representa 20% do portfólio total de clientes da PFGC.

Segmento de varejo	Contagem de clientes	Volume anual de vendas
Lojas de conveniência	35,000	US $ 2,5 bilhões
Mercearias independentes	15,000	US $ 1,8 bilhão
Cadeias regionais de supermercado	2,500	US $ 1,2 bilhão

Empresa de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Estrutura de Custos

Despesas de transporte e logística

O Grupo de Alimentos de Desempenho relatou despesas de transporte de US $ 1,17 bilhão no ano fiscal de 2023. Os custos de manutenção e combustível da frota representaram aproximadamente US $ 412 milhões do orçamento total de transporte.

Categoria de custo de transporte	Despesa anual ($)
Custos de combustível	238,000,000
Manutenção do veículo	174,000,000
Salários do motorista	345,000,000

Custos de armazenamento e armazenamento

As despesas de armazenamento da empresa totalizaram US $ 345 milhões em 2023, incluindo manutenção de instalações, equipamentos e despesas gerais operacionais.

• Aluguel de instalações de armazém: US $ 124 milhões
• Equipamento de armazém: US $ 87 milhões
• Custos operacionais do armazém: US $ 134 milhões

Investimentos em tecnologia e software

O PFGC investiu US $ 215 milhões em tecnologia e infraestrutura digital no ano fiscal de 2023.

Categoria de investimento em tecnologia	Despesa anual ($)
Licenciamento de software	62,000,000
Infraestrutura de TI	89,000,000
Transformação digital	64,000,000

Salários e benefícios dos funcionários

A compensação total dos funcionários pelo Grupo de Alimentos para Performance atingiu US $ 1,42 bilhão em 2023.

• Salários base: US $ 892 milhões
• Benefícios para a saúde: US $ 214 milhões
• Planos de aposentadoria e pensão: US $ 98 milhões
• Bônus de desempenho: US $ 216 milhões

Despesas de gerenciamento de compras e inventário

Os custos de gerenciamento de compras e inventário foram de aproximadamente US $ 678 milhões no ano fiscal de 2023.

Categoria de custo de compras	Despesa anual ($)
Custos de retenção de inventário	247,000,000
Tecnologia de compras	89,000,000
Pessoal de gerenciamento de inventário	142,000,000

Desempenho de Grupo de Alimentos de Desempenho (PFGC) - Modelo de Negócios: Fluxos de Receita

Vendas de produtos alimentares

O Grupo de Alimentos de Desempenho relatou receita total de US $ 68,8 bilhões para o ano fiscal de 2023. O colapso das vendas de produtos alimentares inclui:

Segmento	Receita ($ B)	Percentagem
GOODSERVICE	47.3	68.8%
VISTAR	13.5	19.6%
Outros segmentos	8.0	11.6%

Taxas de distribuição e logística

A receita de distribuição inclui:

• Taxas de entrega: US $ 1,2 bilhão
• Taxas de serviço de logística: US $ 750 milhões
• Sobretaxas de transporte: US $ 425 milhões

Serviços de valor agregado

Tipo de serviço	Receita anual ($ m)
Suporte ao planejamento do menu	215
Assistência de marketing	180
Compra de equipamentos	145

Soluções de tecnologia e software

Fluxos de receita relacionados à tecnologia:

• Plataforma de pedidos digitais: US $ 95 milhões
• Software de gerenciamento de inventário: US $ 65 milhões
• Ferramentas de análise e relatório: US $ 45 milhões

Suporte de consultoria e compras

Serviço de consultoria	Receita anual ($ m)
Consultoria de compras	85
Serviços de otimização de custos	62
Conselho da cadeia de suprimentos	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.