Sales among the top 100 foodservice equipment and supplies dealers totaled $10.296 billion in 2018, up 7.82 percent from $9.549 billion in 2017, according to FE&S’ 2019 Distribution Giants study. Sixty-nine percent of the top 100 dealers reported increased sales, up 4 percent from last year. And 22 percent reported a decline in sales, which is 5 percent less compared to last year.

Consolidation continues to have an impact on the list of the top 100 dealers by sales volume. From January 2018 to January 2019, seven dealers were acquired by other dealers. Some of the more recent deals include Great Lakes’ purchase of H-Mak, Innovative Foodservice Group (formerly known as BJ Beltram) bought Louis Wohl & Sons and JES Restaurant Equipment, while Singer Equipment Co. added EVI into its portfolio of divisions.

As a result, this year’s study list includes 7 new companies: Supreme Fixture Co. Inc. (49), Gradys (58), Kitchen Equipment & Supply Co. (77), Commercial Kitchen Supply (79), Deacon Foodservice Solutions (91), Elite Restaurant Equipment (96) and Consolidated Food Equipment Distributors (98).

The active consolidation among the dealer community remains reflective of the overall industry. For example, since January, tabletop manufacturer Oneida sold its foodservice business to Crown Brands and Cornerstone Group purchased Astra Manufacturing; rep group Miller & Stryker Associates merged with Culinary Equipment Group; and foodservice consulting firm Real Food was acquired by golf course management company Troon.

A variety of factors continue to drive merger and acquisition activity across all channels of the foodservice industry, not the least of which is the presence of private equity and its insatiable appetite for topline growth. Other factors include a lack of a succession plan and the desire by dealers to remain relevant in the eyes of customers and manufacturers by increasing the scale of their businesses.

Top Dealers

In terms of dollar growth, Clark Associates led all dealers at $240 million, which is $11 million more than it grew between 2016 and 2017. In addition, TriMark USA saw its sales increase by $194 million, which was down from last year’s growth of $263 million. It’s interesting to note that the dollar growth alone of Clark Associates and TriMark USA would make the companies the industry’s eight and ninth largest dealers respectively.

Dealers with more than $100 million in annual revenues account for 18 percent of the top 100, up 1 percent from last year. Mid-sized dealers, those with annual revenues of $99 million to $20 million, account for 52 percent of the top 100, up 1 percent from last year. Dealers with less than $20 million in annual revenues account for 30 percent of the top 100 dealers.

Market Segment Analysis

By market segment, the top 100 dealers report 75 percent of their 2018 sales came from commercial foodservice operators, with the other 25 percent coming from noncommercial operators. This is relatively consistent with last year’s results.

With respect to commercial operators, the top 100 dealers report 35 percent of their sales come from restaurant chains, similar to last year. Conversely, sales to independent restaurants were 65 percent of dealers’ sales to commercial operators.

The average revenue per salesperson was $2.3 million in 2018, up from $2.2 million in 2017. The average revenue per employee decreased slightly to $575,090 in 2018 from $578,489 in 2017.

2018 Rank COMPANY (‘17 Rank) ANNUAL ES SALES 2018 (in millions) ANNUAL ES SALES 2017 (in millions) # of Salespeople (inside & outside) BUYING GROUP
1 TriMark USA Inc., S. Attleboro, Mass. (1) H50%, L10%, SW15%, T10%, P/D10%, J3%, F2% $1,970.00 $1,776.00 900 ABC, NexGen, SMA
2 Clark Associates Inc., Lancaster, Pa. (2)H33%, L11%, SW22%, T7%, P/D17%, J6%, F4% $1,376.18 $1,135.62 218 CPG
3 Edward Don & Co., Woodridge, Ill. (3) H26%, L4%, SW23%, T24%, P/D15%, J6%, F2% $1,027.00 $988.00 351 NexGen
4 Wasserstrom Co., Columbus, Ohio (4) H30%, L10%, SW30%, T23%, P/D3%, J3%, F1% $673.00 $697.00 335 NexGen
5 Singer Equipment Co., Elverson, Pa. (6) H61%, L5%, SW9%, T8%, P/D12%, J4%, F1% $387.03 $325.10 123 ABC, NexGen, SMA
6 Boelter, Waukesha, Wis. (5)  $355.00* $355.00 202 ABC, NexGen
7 Bargreen Ellingson Inc., Tacoma, Wash. (7) H35%, L7%, SW31%, T13%, P/D9%, J2%, F3% $274.00 $272.00 213 ABC, NexGen
8 Stafford-Smith Inc., Kalamazoo, Mich. (8) H90%, L10% $220.34 $201.23 78 CPG, ISE, XYZ
9 Hubert Co., Harrison, Ohio (9) $187.70* $187.21* n/a ABC, IFED
10 Supplies on the Fly, Kennesaw, Ga. (10) H32%, L15%, SW17%, T25%, P/D5%,J4%, F2% $169.50 $146.00 37 SEFA
11 KaTom Restaurant Supply Inc., Kodak, Tenn. (14) H30%, L30%, SW10%, T20%, J5%, F5% $158.46 $131.55 44 ABC, IFED
12 Johnson-Lancaster & Associates Inc., Clearwater, Fla. (11) H58%, L24%, SW9%, T2%, J2%, F5% $149.50 $133.00 75 SEFA
13 Central Restaurant Products, Indianapolis (13) H60%, L15%, SW11%, T4%, J3%, F7% $137.00 $132.00 58 ABC, IFED
14 Ace Mart Restaurant Supply, San Antonio, Texas (16) H27%, L15%, SW30%, T14%, P/D2%, J4%, F8% $130.24 $124.60 184 ABC, IFED
15 Mission Restaurant Supply Company, San Antonio, Texas (12) H79%, L4%, SW10%, T3%, P/D1%, J1%, F2% $128.01 $132.27 86 CPG, XYZ
16 Duray/J.F. Duncan Industries, Downey, Calif. (15) H95%, L5% $115.00 $129.00 20 CPG
17 C&T Design & Equipment Co., Indianapolis, Ind. (17) H80%, L15%, SW3%, F2% $107.20 $109.50 53 SEFA
18 Innovative Foodservice Group, Tampa, Fla. (26) H47%, L15%, SW25%, T6%, P/D1%, J1%, F5% $101.10 $70.26 82 ABC, IFED
19 Hotel & Restaurant Supply, Meridian, Miss. (19) H40%, L20%, SW20%, T10%, J5%, F5% $94.07 $88.91 35 ABC, NexGen
20 Action Sales, Monterey Park, Calif. (18) H40%, L20%, SW25%, T10%, J3%, F2% $93.57 $92.44 60 SEFA
21 The Sam Tell Companies, Farmingdale, N.Y. (20) H28%, L6%, SW24%, T26%, P/D9%, J4%, F3% $88.28 $83.89 62 ABC, IFED
22 Concept Services Inc., Austin, Texas (22) $85.60* $81.52* n/a CPG
23 East Bay Rest. Supply Inc., Oakland, Calif. (24)  $79.50* $75.72* n/a CPG
24 Great Lakes Hotel Supply Co., Southfield, Mich. (27) H70%, L10%, SW10%, T5%, P/D5% $79.00 $68.00 12 SEFA
25 Tundra Restaurant Supply, Boulder, Colo. (23) H22%, L6%, SW42%, T2%, P/D6%, J2%, F20% $77.92 $79.24 16 PRIDE
26 Aydelott Equipment, Centerville, Ohio (25) H30%, SW35%, F35% $70.00 $73.00 14
26 Culinary Depot, Monsey, N.Y. (29) H44%, L20%, SW18%, T8%, J5%, F5% $70.00 $64.00 30 SEFA
28 BHS Foodservice Solutions (Formerly Buffalo Hotel Supply), Amherst, N.Y. (28)  $68.25* $65.00 18 ABC, IFED
29 Mobile Fixture & Equipment Co., Mobile, Ala. (30) H50%, L10%, SW20%, T10%, P/D3%, J2%, F5% $63.60 $60.75 43 CPG, XYZ
30 Kittredge Equipment Co. Inc., Agawam, Mass. (31) H54%, L15%, SW15%, T8%, P/D4%, J2%, F2% $57.30 $52.70 40 ABC, IFED
31 Myers Restaurant Supply, Santa Rosa, Calif. (32) H56%, L13%, SW15%, T10%, J1%, F5% $49.10 $48.45 33 SEFA
32 Fortier Inc., Conway, Ark. (36) H50%, L40%, SW10% $45.00 $40.00 14 NAFED
33 General Hotel and Restaurant Supply, Miami (33) $43.75* $43.75* n/a ABC, IFED
34 Arizona Restaurant Supply, Tucson, Ariz. (35)  $42.32* $40.30* n/a SEFA
35 Kirby Restaurant Supply, Longview, Texas (34) H52%, L5%, SW5%, T2%, J35%, F1% $42.00 $41.00 35 SEFA
36 State Restaurant Equipment Co., Las Vegas (41) H10%, L5%, SW24%, T60%, J1% $41.02 $35.85 14 SEFA
37 Alliance Paper & Foodservice, Franklin Park, Ill. (37)  $39.00* $39.00 13 PRIDE, SMA
38 Ford Hotel Supply Co. Inc., St. Louis, Mo. (39) $36.80* $36.80* n/a ABC, IFED
39 Avanti Restaurant Solutions, Costa Mesa, Calif. (46) H70%, L20%, F10% $36.61 $30.94 3 SEFA
40 Best Restaurant Equipment & Design Inc., Columbus, Ohio (40)  $36.00* $36.00* n/a SEFA
41 Zesco, Indianapolis (68) $35.00* $35.00*** n/a
42 Douglas Equipment, Bluefield, W.V.(42) H67%, L20%, SW7%, T2%, J1%, F3% $33.88 $35.17 24 ABC, IFED
43 Dykes Foodservice Solutions, Inc., Huntsville, Ala. (47) H50%, L10%, SW15%, T10%, J5%, F10% $33.80 $30.90 22 ABC, IFED
44 Thompson & Little, Fayetteville, N.C. (56) H62%, L12%, SW11%, T9%, J2%, F4% $33.63 $26.05 16 SEFA
45 Amundsen Commercial Kitchens, Oklahoma City, Okla. (54) H75%, L20%, SW4%, F1% $33.13 $27.83 10 IFED
46 Birmingham Restaurant Supply Inc. (BRESCO), Birmingham, Ala. (44) H70%, L9%, SW16%, T3%, J1% F1% $33.07 $33.41 15 ABC, IFED
47 B&G Restaurant Supply, Inc., Pittsfield, Mass. (55) H60%, L10%, SW10%, T12%, P/D1%, J1%, F6% $31.70 $27.65 19 SEFA
48 Kamran & Co. Inc., Santa Barbara, Calif. (48) $31.61* $30.10* n/a PRIDE
49 Boston Showcase Co., Newton Highlands, Mass. (49) H45%, L15%, SW15%, T15%, J5%, F5% $30.00 $29.00 9 PRIDE
49 Supreme Fixture Co. Inc., Little Rock, Ark. (--) H85%, L9%, SW5%, T1% $30.00 $26.00 9 PRIDE
51 Alack Refrigeration Co., Hammond, La. (50)  $29.93* $28.50* 34 CPG, XYZ
52 Curtis Restaurant Equipment Inc., Springfield, Ore. (53) H60%, L18%, SW10%, T5%, J2%, F5% $29.90 $27.89 21 ABC, IFED
53 ACityDiscount, Norcross, Ga. (45) H51%, L29%, SW9%, T4%, J1%, F6%  $29.38 $32.83 17 NAFED
54 W. West Equipment & Furnishings Co., Denver (43) H90%, L10% $29.25 $33.67 14 SEFA
55 The Warehouse Store Fixture Company, Waterbury, Conn. (66) H50%, L25%, SW10%, T10%, F5% $27.84 $20.90 5 CPG, XYZ
56 Rapids Wholesale Equipment, Marion, Iowa (57) H70%, L14%, SW8%, T5%, F3% $27.68 $25.25 29 CPG
57 Burkett Restaurant Equipment, Perryburg, Ohio (63) H75.3%, L17%, SW6.4%, T0.5%, J0.3%, F0.5% $27.58 $21.39 12 CPG, XYZ
58 Gradys, Pueblo, Colo. (--) H45%, L20%, SW25%, T10% $26.50 $16.60 6 SEFA
59 United Restaurant Equipment Company, Raleigh, N.C. (58) H35%, L10%, SW25%, T10%, P/D5%, J10%, F5% $25.63 $25.02 19 CPG, XYZ
60 Manning Bros. Food Service Equip. Co. Inc., Athens, Ga. (52) H50%, L20%, SW20%, T3%, P/D2%, J5% $25.00 $28.00 17 SEFA
61 Restaurant and Store Equipment Co., Salt Lake City, Utah  (59) $24.90* $24.90* n/a ABC, IFED
61 Restaurant Equipment World, Orlando, Fla. (62) H60%, L15%, SW5%, T5%, P/D5%, J5%, F5% $24.90 $21.85 33 SEFA
63 Cook’s Direct, Warrenville, Ill. (65) H48%, L10%, SW25%, T12%, P/D3%, J2% $23.36 $21.03 11 SEFA
64 Culinex, Fargo, N.D. (61)  H71%, SW21.7%, P/D0.3%, J1.7%, F5.3% $22.51 $22.56 12 SEFA
65 Alto-Hartley Inc., Alexandria, Va. (73) H70%, L15%, SW10%, T3%, J1%,  F1% $21.50 $18.92 12 NAFED
66 Oswalt Restaurant Supply, Oklahoma City (64) H74%, L14%, SW7%, T3%, J1%, F1% $21.05 $21.33 14 SEFA
67 Jean’s Restaurant Supply, Corpus Christi, Texas (78) H50%, L10%, SW25%, T5%, J5%, F5% $21.00 $18.00 n/a SEFA
68 International Restaurant Distributors, Apoka, Fla. (70) H70%, L7%, SW11%, T2%, F10% $20.98 $19.87 8 NAFED
69 Bezac Equipment Company, Youngstown, Ohio (79) H48%, L20%, SW20%, T1%, J1%, F10% $20.80 $17.94 6 PRIDE
70 Horizon Equipment, Eagan, Minn. (69) H62%, L21%, SW12%, J1%, F4% $20.46 $19.89 9 SEFA
71 Bintz Restaurant Supply, Salt Lake City, Utah (72) H48%, L10%, SW20%, T5%, J7%, F10% $20.41 $19.32 15 SEFA
72 Associated Food Equipment and Supplies Inc., Gulfport, Miss. (76) H60%, L10%, SW15%, T10%, F5% $18.22 $18.80 24 SEFA
73 Trendco Supply Inc., Batavia, Ohio (67) H44%, L10%, SW8%, P/D18%, J14%, F5% $18.11 $20.68 20 EXCELL
74 Classic Restaurant Supply, Hartford, Conn. (71) $18.00* $19.75* n/a
75 Breckenridge Kitchen Equipment & Design, Huron, Ohio (74) H92%, L6%, F2% $17.84 $18.91 8 SEFA
76 L&M Foodservice, Bullhead City, Ariz. (75)  H15%, L5%, SW5%, T10%, P/D40%, J21%, F4% $17.80 $18.88 13 AFFLINK, PRIDE
77 Kitchen Equipment & Supply Company (KESCO), Pensacola, Fla. (--) H55%, L15%, SW25%, F5% $17.50 $15.85 22 SEFA
77 Lace Foodservice Corporation, Miami (88) H70%, L6%, SW4%, T2%, P/D16%, J1%, F1% $17.50 $14.75 6 NAFED
79 Commercial Kitchen Supply, Centerville, Utah (--) H70%, L20%, SW5%, F5% $17.31 $15.79 n/a PRIDE
80 E. Friedman Associates, Brooklyn, N.Y. (81) H80%, L10%, SW5%, T4%, J1% $17.20 $17.00 6 NAFED
81 Bar Boy Products Co. Inc., Farmingdale, N.Y. (80) H35%, L10%, SW30%, T12%, P/D5%, J3%, F5% $17.18 $17.15 27 NAFED,
82 Dean Supply Co., Cleveland, Ohio (83) H4%, L3%, SW15%, T17%, P/D47%, J14% $17.02 $16.70 11 PRIDE, TUG
83 Gold Star Products, Oak Park, Mich. (81) H35%, L5%, SW25%, T20%, P/D10%, J3%, F2% $17.00 $17.00 14 SEFA
84 Curtis Restaurant Supply, Tulsa, Okla. (84) H52%, L17%, SW21%, T6%, P/D1%, J3% $16.73 $16.60 11 NAFED
85 Harbour Food Service Equipment Inc., Chelsea, Mass. (90) H55%, L11%, SW10%, T16%, J5%, F3% $16.71 $14.73** 8 SEFA
86 Budget Restaurant Supply, Houston (85) H45%, L10%, SW13%, T10%, P/D2%, J10%, F10% $16.10 $15.50 8 SEFA
86 Economy Restaurant Equipment & Supply Co., San Marcos, Calif. (86) H44%, L28%, SW10%, F18% $16.10 $15.30 11 SEFA
88 Atlas Restaurant Supply, South Bend, Ind. (87) H15%, L15%, SW15%, T15%, P/D25%, J10%, F5% $15.01 $14.76 24 NAFED
89 Serv-U, Champaign, Ill. (77) $15.00 $18.70 n/a SEFA
90 Curran-Taylor Inc., Canonsburg, Pa. (92) H72%, L7%, SW19%, T1%, F1% $14.72 $14.09 15 PRIDE
91 Deacon Foodservice Solutions LLC, Charlotte, N.C. (--) H80%, L5%, SW10%, F5% $14.48 $11.50 6 SEFA
92 United Restaurant Supply, Colorado Springs, Colo. (91) H60%, SW30%, P/D5%, J5% $14.07 $14.30** 8 PRIDE
93 NOLA Restaurant Supply & Design, Alexandria, La. (94)  $13.13* $12.50* n/a ISE
94 Ballentine Equipment Company, Greenville, S.C. (95) H25%, L20%, SW20%, T10%, P/D 5%, J10%, F10% $12.76* $12.15 10 NAFED
95 F.G. Schaefer Co., Cincinnati (97) $12.57* $11.97 6 NAFED
96 Elite Restaurant Equipment, Newark, N.J. (--) H70%, L20%, SW4%, T1%, J1%, F4% $12.00 $10.80 5
97 FRS Inc., Charleston, S.C. (93) H49%, L12%, SW23%, T7%, P/D1%, J4%, F4% $11.98 $12.62** 25 NAFED
98 Consolidated Food Equipment Distributors, Akron, Ohio (--) H85%, L10%, F5% $11.80 $11.30 16 PRIDE
99 Castino Restaurant Equipment & Supply Inc., Rohnert Park, Calif. (99) $10.72* $10.72 11 PRIDE
100 Hotel Supply Warehouse, Deerfield Beach, Fla. (98) H50%, L15%, SW15%, T10%, J5%, F5% $10.33 $11.42 9

PRIDE

*FE&S estimate **Revised 2017 sales number H = Heavy Equipment L = Light Equipment SM = Smallwares T = Tabletop P/D = Paper and Disposables J = Jan/San F = Furnishings