The foodservice supplier’s sales environment

The case of small meat processors

Rodolfo M. Nayga, Jr, John W. Siebert, Debra Tropp, Sung Yong Kim

Research output: Contribution to journalArticle

Abstract

This study is designed to assist small meat processors seeking to expand their sales volume. The analysis pertains to a procurement survey of 191 restaurants. Fifty-one different variables are analyzed by means of cross-tabulations among different restaurant groups. For example, three restaurant annual sales groupings (under $500, 000, $500, 000 to $2, 000, 000, and over $2, 000, 000) are used to examine which of these fifty-one restaurant variables significantly differ by group. Other cross-tabulations are also presented regarding dinner ticket price levels, management structure, and chain affiliation, respectively. Many significant differences are found to exist in terms of food quality, delivery methods, product types, and more. Small meat processors will be able to develop more effective sales growth strategies through gaining an understanding of such differences. This study should be of value to small food manufacturers interested in direct marketing to restaurants. For example, based on the general findings of this study, small food manufacturers should place greater emphasis on product quality rather than price when selling their products to larger restaurants since supply quality is of greater importance than cost to these restaurants.

Original languageEnglish
Pages (from-to)67-87
Number of pages21
JournalJournal of Foodservice Business Research
Volume6
Issue number4
DOIs
Publication statusPublished - 2003 Oct 26
Externally publishedYes

Fingerprint

Restaurants
food service
restaurants
Meat
sales
meat
food industry
direct marketing
Food
dinner
Food Quality
Marketing
food quality
product quality
Meals
Costs and Cost Analysis
Growth

Keywords

  • Meat
  • Processing
  • Restaurants
  • Value-added

ASJC Scopus subject areas

  • Food Science

Cite this

The foodservice supplier’s sales environment : The case of small meat processors. / Nayga, Jr, Rodolfo M.; Siebert, John W.; Tropp, Debra; Kim, Sung Yong.

In: Journal of Foodservice Business Research, Vol. 6, No. 4, 26.10.2003, p. 67-87.

Research output: Contribution to journalArticle

Nayga, Jr, Rodolfo M. ; Siebert, John W. ; Tropp, Debra ; Kim, Sung Yong. / The foodservice supplier’s sales environment : The case of small meat processors. In: Journal of Foodservice Business Research. 2003 ; Vol. 6, No. 4. pp. 67-87.
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