With so many foodservice distributor companies and such wide capability ranges how can chain store account purchasing executives determine the best fit for a master distributor contract to service your foodservice establishments?

In addition to the core research and phone calls you'll want to keep a few things in mind as you narrow down your vendor selection process.  Your initial phone calls to distributors are to find out who the executives are that handle the division that would service your multi-unit account.  If your stores cover multiple metro areas or states you'll probably be dealing with several distribution locations.  Get a firm executive that can coordinate the distributor’s offerings and also get the Sales VP and Presidents name and contact information to be sure they make your sales or business development representatives accountable to your information deadlines.  It's the President who will ultimately sign your master distributor agreement so you should at least make contact so that he or she is well aware of your interest in working together.

First, you need to know what your want.  Prepare a complete request for proposal that details both product and service expectations.  Be very clear on what you are flexible with and what is mandatory for servicing your foodservice locations.

Once you've received back your proposals, create a follow up request for every vendor asking how they handle every possible service situation. Make this formal as you'll be the one to add this to the distributor agreement.

What accountability and reporting will be provided to your group across multiple distribution locations?  You want to make it easy for your company to submit reporting to manufacturers for direct rebates.  What happens when a new product must be stocked for your stores?   Be sure the distributor is already servicing accounts as large or larger than yours.  Go visit the facilities that your food  related products will  flow from and make sure the logistics and operational capabilities are present to service your needs.

Understanding that some other chains may have better or worse agreements, once you begin asking for reference accounts, be sure you know if they are also under a distribution agreement.  You may call someone who is not satisfied with service but has sacrificed service for the lowest possible price.  Talk to both operation level managers and corporate foodservice purchasing agents for these reference accounts.

While there are many other things to consider, the above recommendations will also insure you don't miss the big picture items.  While there are hundreds of distributors that will say "yes, we can do it," there are only a few direct distribution and purchasing group companies that can service a true chain store systems account foodservice relationship across multiple warehouse locations.  Making a sound vendor choice the first time will be worth the extra time you spend to really know the suppliers that want your business.