Foodservice Equipment & Supplies magazines is an industry resource connecting foodservice operators, equipment and supplies manufacturers and dealers, and facility design consultants.
Issue link: http://fesmag.epubxp.com/i/499977
42 • FOODSERVICE EQUIPMENT & SUPPLIES • MAY 2015 One Company, Multiple Businesses Any discussions in foodservice circles about Clark Associates seem to focus on one aspect of the business. "When people think about us, everyone thinks about the WebstaurantStore because it is our most visible channel of distribution, but people don't realize how robust other aspects of our business are. These are all large businesses in their own right," says Gene Clark, president, Clark Food Service Equipment. "In a lot of cases what we sell are commodity items. It's the solution that we come up with to get you those items that is exciting." Indeed, there's a lot more to Clark Associates than its e-commerce jug- gernaut. "We are a distribution com- pany. We are a stocking company," says Rachael Weaver, director of procure- ment for Clark Associates. In general, Clark Associates is a fam- ily of businesses tied to the foodservice industry. The company has three main distribution channels: The Webstaurant- Store (e-commerce), Clark Food Service Equipment and Clark Pro (the more traditional dealership model) and The Restaurant Store (cash and carry). "We have these business models because we feel that's how our customers want to do business," Gene Clark says. "Working within these channels we can be anything to anyone." And each of these distribution chan- nels continues to thrive. "We have grown because we have customers that value our services and we have been able to zero in on them," Gene Clark says. "People talk about adding value to their customers but maybe what you are providing is not add- ing value in the customers' eyes. Having three distinctly different channels allows us to deliver different versions of value so that customers can decide the type of purchasing experience they want. " Understanding the nuances of each business and how to manage them internally also helps pave the way for organizational success. "Each one of the three main distribution channels has a different set of cost structures and has different needs," says Fred Clark, Clark Associates' CEO. "One may need a lot of inventory. One may need a lot of capital for receivables and such. One may need a lot of capital for technology. They are all proftable because we look at each one differently from a P&L; standpoint." For David Groff (left), president of The WebstaurantStore, and Charlie Garber, chief information offcer, joining the Clark Associates team was appealing because they saw an opportunity to have an impact on the company and grow their careers.