Foodservice is a Different Ballgame

The Natural & Organic foodservice opportunity is huge, and the time to act is now. But for a manufacturer striving to make the most of the opportunity, it's critical to choose the right sales partners. The relationships that serve a manufacturer in the retail channel aren't equipped to help it master the foodservice channel, where the players are entirely different.

Needless to say, customers aren't the same across channels – as compared to retailers, foodservice operators face a unique set of challenges and are influenced by different factors when making purchasing decisions. Foodservice operators also purchase through a different set of distributors.

To succeed in selling through the foodservice channel, a Natural & Organic manufacturer needs a partner that not only knows how to sell Natural & Organic products, but is also dedicated to addressing the unique needs of the foodservice market.