2012 Distribution Giants

FE&S' annual look at the top 100 foodservice equipment and supplies dealers by sales volume.

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2012-Distribution-GiantsSales among the top 100 foodservice equipment and supplies dealers increased by 7.63 percent to $5.44 billion in 2011, according to FE&S’ 2012 Distribution Giants Study. This represents a respectable increase compared to last year, which saw sales grow by 2.96 percent or $148.23 million among the top 100. Along those lines, 68 percent of the dealers reported an increase in sales, and only 22 percent reported a decrease in sales. The average sales per employee among the top 100 dealers was $483,148, down slightly from last year. The average revenue per sales person was $1.5 million for 2011.

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While their top line gains strength, a number of dealers report continued pressure on the bottom line in the form of margin erosion. The word on the street is that competition among dealers remains as fierce as ever despite slowly improving business conditions. And it is not exactly clear when this will begin to ease.
The term “asset purchase” became a popular one in the dealer community as several of the top 100 companies were acquired by their peers, which also made room for a number of new companies to enter this year’s study.

The following pages contain lots of data about the industry’s top 100 dealers, including 88 companies that chose to participate and 13 for which we had to provide estimates. (Because of a tie, this year’s study contains 101 companies.) We hope that you find the information useful and if you have any suggestions about how to improve this study, do not hesitate to let us know.

2011 Rank COMPANY (‘10 Rank) 2011 2010 # of Salespeople (inside & outside) BUYING GROUP
1 Edward Don & Co.
North Riverside, Ill. (1)
H24%, L5%, SW25%, T25%, P/D15%, J3%, F3%
$594.00 $552.00 345 NONE
2 TriMark USA Inc.
S. Attleboro, Mass. (2)
H50%, L10%, SW15%, T10%, P/D10%, J3%, F2%
$560.00 $513.00 400 ABC, NexGen, SMA
3 Wasserstrom Co.
Columbus, Ohio (3)
H35%, L10%, SW25%, T22%, P/D4%, J3%, F1%
$478.00 $457.00 250 NexGen
4 Strategic Equipment & Supply Co.
Irving, Texas (4)
$228.38* $203.00* n/a ABC, CPG
5 The Boelter Companies
Waukesha, Wis. (5)
H30%, L3%, SW12%, T30%, P/D20%, J3%, F2%
$186.00 $173.00 80 ABC, NexGen
6 Singer Equipment Co., LP
Elverson, Pa. (8)
H53%, L3%, SW9%, T10%, P/D4%, J4%, F1%
$171.30 $126.60 75 ABC, NexGen
7 Clark Associates
Lancaster, Pa. (9)
H30%, L15%, SW10%, T10%, P/D20%, J5%, F10%
$158.50 $103.30 28 CPG
8 Bargreen-Ellingson Inc.
Tacoma, Wash. (6)
H30%, L20%, SW20%, T15%, P/D5%, J5%, F5%
$158.20 $151.00 198 ABC, NexGen
9 Hubert Co.
Harrison, Ohio (7)
$153.00 $144.00 n/a ABC, IFED
10 Stafford-Smith Inc.
Kalamazoo, Mich. (10)
H90%, L10%
$105.00 $101.00 37 CPG, NAFED, ISE
11 Duray/J.F. Duncan Industries
Downey, Calif. (11)
H95%, L5%
$100.00 $100.00 20 CPG
12 Hockenbergs Equipment & Supply Co.
Omaha, Neb. (14)
H65%, L12%, SW7%, T7%, P/D5%, J1%, F3%
$96.30 $81.70 90 ABC, NexGen
13 Mission Restaurant Supply Company
San Antonio, Texas (12)
H70%, L4%, SW14%, T7%, P/D 2%, J1%, F2%
$90.50 $88.90 35 CPG, NAFED
14 Concept Services, Inc.
Austin, Texas (13)
$87.00* $87.00* n/a CPG
15 Ace Mart Restaurant Supply
San Antonio, Texas (16)
H25%, L12%, SW30%, T16%, P/D2%, J4%, F11%
$83.50 $75.80 185 ABC, IFED
16 R.W. Smith & Co.
San Diego, Calif. (17)
H25%, L10%, SW20%, T40%, J1%, F4%
$82.80 $75.50 n/a ABC, IFED
17 C&T Design & Equipment Co.
Indianapolis, Ind. (19) H75%, L15%, SW5%, F5%
$75.00 $72.10 40 SEFA
18 PrimeSource FoodService Equipment
Dallas, Texas (18)
$73.00* $73.00 22 PRIDE
19 East Bay Rest. Supply Inc.
Oakland, Calif. (21)
$68.10* 67.00* n/a CPG
20 QualServ Corp., Fort Smith
Ark. (15)
$65.00 $76.00 24 CPG
21 Aydelott Equipment
Centerville, Ohio (37)
H30%, SW35%, F35%
$58.50 $31.40 14 NONE
22 Instawares Holding Company, LLC
Kennesaw, Ga (23) H34%, LE12%, SW21%, T17%, P/D8%,J6%, F2%
$56.00 $51.00 23 SEFA
23 Hotel & Restaurant Supply
Meridian, Miss. (26)
H40%, L20%, SW20%, T10%, J5%, F5%
$53.85 $46.50 47 ABC, NexGen
24 Action Sales
Monterey Park, Calif. (28)
H40%, L15%, SW25%, T10%, J5%, F5%
$48.00 $42.70 24 SEFA
25 Atlanta Fixture & Sales Co., Inc.
Atlanta, Ga. (25)
H40%, L24%, SW16%, T8%, P/D7%, J2%, F3%
$46.77 $48.36 37 ABC, IFED

*FE&S Estimate **Revised Sales Distribution Key: H=Heavy Equipment, L=Light Equipment, SW=Smallwares, T=Tabletop, P/D=Paper & Disposables, J=Janitorial, F=Furnishings, FAB=Fabrication, S&L=Leasing

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