We are a fragmented industry, in which the needs of the various operator units-be it commercial or non-commercial-fast food or fine dining-must be met in order to be successful at the distributor or manufacturer level. Too often though, those working within the industry try to create a competitive advantage based solely on price, needing to continuously lower pricing to "stay in the race," where there are few winners.
| "I have told distributors that they have a direct relationship with both the operators and manufacturers and, consequently, they can be the path to what is needed in the marketplace." |