May 17, 2023
May 17, 2023
min read

How To Choose The Right Food Distributor For USA Market Growth (2023)

Are you an executive in the food and beverage industry looking to launch your product in the USA? Finding the perfect food distributor is crucial for your business's success. In this comprehensive guide, I'll walk you through the process of choosing the best distributor for your needs, step by step

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Are you an executive in the food and beverage industry looking to launch your product in the USA? Finding the perfect food distributor is crucial for your business's success. In this comprehensive guide, I'll walk you through the process of choosing the best distributor for your needs, step by step.

To ensure you get the most up-to-date best practices for choosing a distributor, I consulted GourmetPro’s network of experts. I spoke to 20+ F&B Pros, each with decades of experience managing US distribution in some of world’s largest food and beverage companies. Here’s everything they taught me about food distributors in the USA, summarized in a 5-minute read.

Familiarize Yourself with the Different Food Distributor Types in the US

Before selecting a distributor for your food business, it's important to understand the various types available in the US. Here's an overview of the most common types, along with their strengths, weaknesses, and examples:

  1. Full-line distributors: These distributors offer a wide range of products, catering to various foodservice outlets like restaurants, hotels, and supermarkets.
    ✅ Strength: Extensive product selection, making them a one-stop solution for clients.
    ❌ Weakness: May not have in-depth knowledge of niche or specialty products.
    Example: Sysco Corporation
  2. Specialty distributors: They focus on specific product categories, such as organic, gourmet, or ethnic foods, and cater to niche markets.
    ✅ Strength: Expertise in their specific product category and a targeted customer base.
    ❌ Weakness: Limited product range compared to full-line distributors.
    Example: KeHE Distributors
  3. Cash and carry wholesalers: These distributors operate warehouse-style outlets where customers can purchase products in bulk, typically at lower prices.
    ✅ Strength: Cost-effective solutions for businesses seeking large quantities of products.
    Weakness: May not offer the same level of support and services as other distributor types.
    Example: Restaurant Depot
  4. Broadline distributors: Similar to full-line distributors, they offer a vast range of products but cater to large-scale foodservice operations such as chain restaurants and hospitals.
    ✅ Strength: Ability to handle high-volume orders and meet the demands of large clients.
    ❌ Weakness: May not be as flexible or responsive to the needs of smaller businesses.
    Example: US Foods

Steps To Choose The Right Food Distributor For Your Business In The USA

Discovering and picking the perfect distributor for your food product plays a vital role in broadening your market reach and nurturing your business growth. It's essential to conduct a detailed search, so you can uncover all prospective distributors, determine how well they align with your company and lay out clear expectations for your collaboration. By partnering with the right distributor, you'll gain access to novel distribution channels that help introduce and launch your products with ease. Plus, they'll assist you in breaking into new markets with confidence.

Here’s a 5-step process recommended by industry experts that will give you the best chances to find the right food distributor for your F&B product in the USA.

Step 1. Make A List of Potential Food Distributors

Start your search by creating a list of potential distributors. Use resources like industry directories, trade shows, and referrals from colleagues in the food and beverage industry. You can also explore online platforms like FoodSourceUSA, a marketplace connecting food producers with distributors and buyers. You can also check out this list of the top 16 distributors recommended by industry experts.

Step 2. Narrow Down Potential Distributors

With your list of potential distributors, begin to narrow down your options by considering factors such as:

  • Product Compatibility: Ensure the distributor has experience handling similar products and can meet your specific needs. Also, check to ensure the distributor won’t have any conflicts with their existing portfolio by supplying your products.
  • Geographic Reach: Identify food distributors who cover your target markets to maximize your product's exposure.
  • Reputation: Research each distributor's reputation within the industry, checking for positive customer reviews and testimonials.

Step 3. Assess Your List of Food Distributors

This is crucial. After creating your list of potential distributors, follow these steps to assess their compatibility with your food business:

  1. Reach out to each distributor and identify the decision-maker. Gauge their interest in your product and request a meeting if they express interest.

  2. Prior to any scheduled meeting, ask the food distributor for an overview of their capabilities to determine if they remain a suitable fit for your company.

  3. Prepare a comprehensive presentation for your meeting, addressing:

    - Sales data and market research showcasing demand for your product
    - Marketing activities, promotional schedules, and sales materials
    - Terms such as minimum orders, payment schedules, and early payment discounts
    - Production capacity, lead times, and how shortages will be managed
    - Product liability, insurance, and return policies
    - Packaging and labeling requirements
    - Product shelf life, best-before dates, and guaranteed shelf life during shipping
    - Delivery details, including shipping methods and damaged product policies

  4. During the meeting, demonstrate your thorough understanding of the food distributor's business by requesting additional information, such as:

    - Pricing methods and gross margin requirements
    - Services included in the upcharge or gross margin
    - Any additional fees for processing, storage, or freight
    - Program fees, such as cooperative advertising or volume rebates
    - Opportunities for sales staff training
    - The distributor's vendor and customer management practices
    - Inventory management capabilities and warehouse details
    - Sales and marketing strengths, including lead generation and promotion strategies
    - Market knowledge, including forecasting abilities and responsiveness to consumer expectations
    - Requirements for suppliers to work with the distributor
    - Measures of product success and comparisons to similar products
    - Current sales trends and financial stability
    - Future plans, including growth strategies and potential acquisitions

  5. After the meeting, prioritize the characteristics most important to you and create a matrix to evaluate each distributor's alignment with your company's values and goals.
Image of matrix evaluation for food distributors in the usa
A visually simple matrix can help you compare all your target distributors at a glance

Get Started On Assessing Your Potential Distributors By Downloading Our Free Distributor Assessment Checklist

Step 4. Follow Up With Your Shortlist Of Food Distributors

Once you have a shortlist of potential partners, initiate contact to set up meetings. Prepare a list of questions to ask during these meetings, such as:

  • What are their pricing structures and payment terms?
  • Can they provide sales reports and performance data?
  • What support do they offer for product promotions or launches?

Step 5. Close The Deal

After evaluating your options, choose the best food distributor for your needs and negotiate a partnership agreement. This agreement should outline essential terms, such as pricing, delivery schedules, and any marketing support. Ensure both parties understand their roles and responsibilities for a successful partnership.


Choosing the right food distributor in the USA is a crucial step in launching your product and ensuring its success. By understanding the types of distributors, assessing potential partners, and negotiating a mutually beneficial agreement, you can set your business up for long-term growth.

If you're looking for expert guidance in navigating the complex world of food distribution, GourmetPro's team of skilled experts is here to help. Contact us today to discuss how we can assist you in establishing and leveling up your distribution in the USA.

FAQs About How To Choose The Right Food Distributor For Your Business In The USA

Q1: What makes a good food distributor?

A good distributor possesses several qualities, such as extensive market knowledge, an established network, excellent customer service, and a willingness to invest in your product's success. They should be reliable, responsive, and flexible to meet your business's unique requirements. Additionally, they should offer support services like marketing and promotion to help grow your product's presence in the market.

Ultimately, the right distributor for your business depends on many factors, including your product and the market in question. There’s no one super distributor that will serve all businesses equally.

Q2: What are the factors to consider when choosing a food distributor?

When choosing a distributor, consider factors such as their product range, target market, capabilities, services, and pricing structure. Evaluate their reputation, financial stability, and commitment to nurturing long-term partnerships. It's essential to ensure they share your values and have a proven track record in growing brands similar to yours. Looking for a distributor that best suits your product? GourmetPro's services can help you connect with the perfect match.

Q3: What are the 4 types of distributors?

As described earlier in the article, the four main types of distributors are:

  1. Full-line distributors
  2. Specialty distributors
  3. Cash and carry wholesalers
  4. Broadline distributors

For a detailed description of each distributor type, please refer to the section above. If you're unsure which US distributor would be the best fit for your product, feel free to reach out to GourmetPro for expert guidance and tailored recommendations.

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