In 1998, Food Distributors International (FDI) retained A.T. Kearney to develop a vision for the wholesale-supplied system through the middle of the first decade of the 21^st Century. The study (Strategies 2005: Vision for the Wholesale-Supplied System) concluded that “as we move toward 2005, the grocery industry will experience dramatic, fundamental changes in the way it does business.” As part of the original FDI study, independent food retailers were surveyed to get their perspectives on the changing grocery industry as well as their relationships with their primary food wholesalers.

Recently, research was undertaken to update the perspective of the independent food retailer. The overarching goal of the study was to understand the challenges confronting independent food retailers, specifically, as they affect relationships with their food wholesalers. In particular, the study collected the following information: profile of independent food retailers, wholesaler-retailer history, selected manufacturer-retailer history, independent food retailers’ views of the future, use of services provided by wholesalers, retailer satisfaction with such services, transportation issues, resource allocation, and overall satisfaction with their wholesalers.

This workshop will share the findings of the two studies, comparing and contrasting the perspectives existing then and now. Attendees will be able to review the results of this research as it relates to their own experiences. In addition, opportunities for enhanced independent food retailer effectiveness and efficiencies will be presented. This session is designed for maximum take-away and immediate application to today’s independent food retailing environment.