Over the past four years, food service distribution rates have risen by 30%, and growth has followed naturally. In 2025, the sector is projected to grow by 2.5% to €24.7 billion (Food Service Vision). That momentum has faded, and the downstream sector is no longer driving volume: 11.97 billion meals served, stable customer traffic, and 9,468 business failures in the hospitality and restaurant industry over the course of the year.
White paper
Ten thousand SKUs, thousands of net prices: regaining control of your margin
This white paper details how to regain control over the net price: reconstruct the pricing cascade from the general rate to the actual price paid; incorporate the service cost that the rate never reflects; resegment the customer base beyond volume alone; set a minimum per customer group and a maximum per segment; and ensure that commercial exceptions have an end date and a written justification. Audited figures from 2023 to 2026 (Food Service Vision, Gira, Altares, Observatoire GHR).
By downloading it, you will discover
- Why a shift from +10.5% to +2.5% growth over two fiscal years changes the nature of pricing work
- The five tiers of the discount between the standard rate and what you actually get at the dispenser
- The five service cost factors that never appear on the price list and eat into the margin
- How a one-time exemption becomes the benchmark price for an entire segment
- How to Manage Discounts Using Three Levels of Delegation Without Sacrificing Sales Responsiveness
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