2003 Distribution Giants

By The Editors & Reed Research Group

2003 was a year when dozens of the country's top dealerships posted sales that were either lower than or flat compared to the year before (see the dealer listings starting on page 37). A few dealers, however, reported impressive gains that they attributed largely to new staff and additional training.

Foodservice Equipment & Supplies contacted some of these companies to find out of what their training regimens consist. The responses vary from a reliance on tried-and-true methods, such as mentoring, to new, more innovative programs, such as visits to showrooms run by utility companies. Jack Chang at Monterey Park, Calif.-based Action Sales, where 2003 sales grew by approximately 8% over 2002, for example, has operator-customers come to sales meetings to discuss their experiences with the company's salespeople, support staff and the equipment it sells.

Roger Boyles, president of United Restaurant Supply in Colorado Springs, Colo., which posted a 28% increase in sales, has his sales manager meet one-on-one with each DSR every week to set performance goals and track progress using a number of metrics.

1. Edward Don & Co.
2. The Wasserstrom Co.
3. Franke Contract Group USA
4. QualServ Corp.
5. Strategic Equipment & Supply Co.
6. TriMark USA Inc.
7. PrimeSource FoodService Equipment
8. Hubert Co.
9. The Boelter Companies
10. Singer Equipment Co.
11. Concept Services
12. Bargreen-Ellingson
13. National Restaurant Supply Co.
14. General Hotel & Restaurant Supply Corp.
15. Duray/J.F. Duncan Industries
16. Stafford Smith Inc.
17. M. Tucker Co.
18. Ace Mart Restaurant Supply
19. Baring Industries
20. R.W. Smith & Co.
21. Economy Restaurant Fixtures Inc.
22. Paramount Restaurant Supply
23. Gill Group Inc.
24. East Bay Restaurant Supply Inc.
25. S.S. Kemp & Co.
26. Standard Restaurant Supply
27. Beltram Foodservice Group
28. Atlanta Fixture & Sales Co.
29. Clark Associates Inc.
30. Great Lakes Hotel Supply
31. Calico Industries
32. Action Sales
33. Smith & Greene Co.
34. Zoll Brothers
35. Best Restaurant Equipment & Design Inc.
36. Adams Burch Inc.
37. Hotel & Restaurant Supply
38. Johnson-Lancaster and Assoc. Inc.
39. Restaurant Design Group
40. Arizona Restaurants
41. Kirby Restaurant Supply
42. Hockenbergs Equipment & Supply
43. The Sam Tell Companies
44. Premier Restaurant Equipment Co.
45. Dykes Restaurant Supply Inc.
46. Proctor Cos.
47. Ford Hotel Supply Co. Inc.
48. Boston Showcase
49. Curtis Restaurant Equipment Inc.
50. State Restaurant Equipment & Supply
51. Perkins
52. Trendco Inc.
53. Buffalo Hotel Supply Co. Inc.
54. Kamran & Co. Inc.
55. Bresco
56. United Restaurant Equipment
57. Bunzl Philadelphia
58. Gold Star Products
59. American Restaurant Supply
60. Schweppe and Sons Inc.

61. Bintz Restaurant Supply
Location: Salt Lake City
Founded: N/A
President: Troy Hanson
Total annual sales in 2002: $14.0 million***
Total annual sales in 2003: $15.1 million
Cause(s) of increase/decrease in volume?
1. Added sales staff
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 40%; Light Equipment, 20%; Smallwares, 30%; Furnishings, 10%
Percentage of purchases placed via internet: 5%
Percentage of sales customers place via company web site: 10%
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: 39
Sales rep breakdown: Inside, 6; Outside, 5
Any sales reps focused on a single market? N/A
SKUs carried: 5,300
Number of locations: N/A
Number of active customers: 3,000
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 5%
Sales volume breakout by Customer Type: Commercial, 70%; Noncommercial, 30%

62. The Restaurant Source
Location: Denver
Founded: N/A
President: Michael Schatz
Total annual sales in 2002: $14.0 million
Total annual sales in 2003: $14.9 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 20%; Light Equipment, 10%; Smallwares, 10%; Tabletop, 20%; Paper/Disposables, 10%; Janitorial, 10%; Furnishings, 20%
Percentage of purchases placed via internet: 2%
Percentage of sales customers place via company web site: 2%
Services provided: Kitchen Design, CAD, Repair/Maintenance, Installation, Cash and Carry, Contract Division, Finance/Leasing
Top three objectives in 2004: N/A
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels, Supermarket/Grocery, Clubs/Caterers, Amusement/Recreation
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 55
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: 1,500
Buying Group membership: ABC
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 60%; Noncommercial, 40%

63. Kittredge Equipment
Location: Springfield, Mass.
Founded: 1921
President: Neal Webber
Total annual sales in 2002: $13.1 million
Total annual sales in 2003: $14.7 million
Cause(s) of increase/decrease in volume?
1. Added sales staff
2. Economy
3. Expanded facilities
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 42%; Light Equipment, 6%; Smallwares, 32%; Tabletop, 15%; Paper/Disposables, 1%; Janitorial, 2%; Furnishings, 2%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Installation, Cash and Carry, Contract Division, Finance/Leasing
Top three objectives in 2004:
1. Develop/implement web site
2. Training and development
3. Capital expenditures on computers
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Hotels/Motels, Amusement/Recreation, B&I, Colleges, Schools, Healthcare, Contract Foodservice Mgmt.
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 40
Sales rep breakdown: Inside, 10; Outside, 8
Any sales reps focused on a single market? No
SKUs carried: 6,500
Number of locations: 2
Number of active customers: N/A
Buying Group membership: None
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, 50%; Noncommercial, 50%

64. Rapids Wholesale Equipment
Location: Marion, Iowa
Founded: 1936
President: Joe Schmitt
Total annual sales in 2002: $14.1 million**
Total annual sales in 2003: $14.7 million
Cause(s) of increase/decrease in volume?
1. Added new services
2. Expanded facilities
Market: National
2003 sales breakdown by Product Category: Heavy Equipment, 60%; Light Equipment, 19%; Smallwares, 10%; Tabletop, 3%; Janitorial, 1%; Furnishings, 7%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 2%
Services provided: Kitchen Design, Interior Design, CAD, Installation, Cash and Carry, Contract Division, Online Ordering for operator customers
Top three objectives in 2004:
1. Expand U.S. markets
2. Training and development
3. Capital expenditures on computers
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 43
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 4
Number of active customers: N/A
Buying Group membership: EDI
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

65. Mobile Fixture & Equipment Corp.
Location: Mobile, Ala.
Founded: 1927
President: Wayne Donald Total annual sales in 2002: $13.0 million***
Total annual sales in 2003: $14.5 million
Cause(s) of increase/decrease in volume?
1. Employee training
2. Employees more efficient
3. Entered new market segment
4. Expanded facilities
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 50%; Light Equipment, 15%; Smallwares, 15%; Table- top, 10%; Janitorial, 5%; Furnishings, 5%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, Interior Design, CAD, Installation, Cash and Carry, Contract Division, Custom Fabrication, Finance/Leasing Top four objectives in 2004:
1. Build/expand warehouse
2. Training and development
3. Increase profit margins
4. Cost cuts/increase efficiency
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Hotels/Motels, Clubs/Caterers, Colleges, Healthcare, Seniorcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: 66
Sales rep breakdown: Inside, 4; Outside, 12
Any sales reps focused on a single market? Yes
SKUs carried: N/A
Number of locations: 2
Number of active customers: N/A
Buying Group membership: EDI
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 3%
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

66. United Restaurant Supply
Location: Colorado Springs, Colo.
Founded: 1973
President: Roger Boyles Total annual sales in 2002: $10.8 million**
Total annual sales in 2003: $13.8 million
Cause(s) of increase/decrease in volume?
1. Added sales staff
2. Economy
3. Expanded facilities
4. More employees
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 70%; Light Equipment, 1%; Smallwares, 16%; Tabletop, 7%; Paper/Disposables, 1%; Janitorial, 4%; Furnishings, 1%
Percentage of purchases placed via internet: 2%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Cash and Carry, Contract Division
Top three objectives in 2004:
1. Training and development
2. Increase profit margins
3. Cost cuts/increase efficiency
Market segment focus for 2004: Casual/Theme, B&I, Colleges, Schools, Healthcare, Corrections
Any changes in ownership? Yes
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 28
Sales rep breakdown: Inside, 6; Outside, 6
Any sales reps focused on a single market? No
SKUs carried: 3,850
Number of locations: 1
Number of active customers: 1,437
Buying Group membership: PRIDE
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 100%

67. Restaurant & Store Equipment Co.
Location: Salt Lake City
Founded: N/A
President: L. Reid Steenblik Total annual sales in 2002: $12.0 million
Total annual sales in 2003: $13.2 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 47%; Light Equipment, 10%; Smallwares, 30%; Tabletop, 10%; Paper/Disposables, 1%; Janitorial, 2%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: Contract Foodservice Mgmt.
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 55
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, 65%; Noncommercial, 35%

68. H. Weiss
Location: Armonk, N.Y.
Founded: N/A Presidents: Elizabeth & James Weiss
Total annual sales in 2002: $13.1 million***
Total annual sales in 2003: $13.1 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 48
Sales rep breakdown: Inside, 6; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: 1
Number of active customers: N/A
Buying Group membership: Other
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

69. Direct South Inc.
Location: Macon, Ga.
Founded: N/A
President: N/A Total annual sales in 2002: $12.6 million***
Total annual sales in 2003: $12.9 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

70. Bar Boy Products Co. Inc.
Location: Farmingdale, N.Y.
Founded: 1966
President: Edward DeFelice Jr. Total annual sales in 2002: $12.9 million
Total annual sales in 2003: $12.8 million
Cause(s) of increase/decrease in volume? N/A
Market: Local
2003 sales breakdown by Product Category: Heavy Equipment, 39%; Light Equipment, 10%; Smallwares, 25%; Tabletop, 12%; Paper/Disposables, 6%; Janitorial, 3%; Furnishings, 5%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Installation, Cash and Carry, Contract Division, Finance/Leasing, Online Ordering for operator customers
Top three objectives in 2004:
1. Increase sales force
2. Start selling via company web site
3. Training and development
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Hotels/Motels, Clubs/Caterers, Amusement/Recreation, B&I, Healthcare, Seniorcare, Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 40
Sales rep breakdown: Inside, 9; Outside, 6
Any sales reps focused on a single market? No
SKUs carried: 8,000
Number of locations: 2
Number of active customers: 900
Buying Group membership: NAFED Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 80%; Noncommercial, 20%

71. Holyoke Equipment Co.
Location: Holyoke, Mass.
Founded: 1933
President: Hal M. Slotnick Total annual sales in 2002: $13.5 million
Total annual sales in 2003: $12.6 million
Cause(s) of increase/decrease in volume?
1. Decrease in bid work
2. Economy
Market: Regional
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: 0%
Services provided: CAD, Repair/Maintenance, Installation, Cash and Carry, Finance/Leasing, Online Ordering for operator customers
Top three objectives in 2004:
1. Increase sales force
2. Increase profit margins
3. Cost cuts/increase efficiency
Market segment focus for 2004: Amusement/Recreation, B&I, Colleges, Schools, Healthcare, Seniorcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 43
Sales rep breakdown: Inside, 6; Outside, 10
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 2
Number of active customers: N/A
Buying Group membership: NAFED
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: N/A
Sales volume breakout by Customer Type: Commercial, 25%; Noncommercial, 75%

72. Tassone Equipment Corp.
Location: Syosset, N.Y.
Founded: N/A
President: Donald Tassone Total annual sales in 2002: $12.5 million***
Total annual sales in 2003: $12.5 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 30%; Light Equipment, 10%; Smallwares, 10%; Tabletop, 10%; Paper/Disposables, 20%; Janitorial, 5%; Furnishings, 15%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 50%; Noncommercial, 50%

73. Manning Brothers Food Service
Location: Athens, Ga.
Founded: N/A
President: W. Stewart Manning Total annual sales in 2002: $12.0 million
Total annual sales in 2003: $12.4 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 40%; Light Equipment, 30%; Smallwares, 18%; Tabletop, 10%; Paper/Disposables, 1%; Janitorial, 1%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 27
Sales rep breakdown: Inside, 3; Outside, 2
Any sales reps focused on a single market? No
SKUs carried: 12,000
Number of locations: 1
Number of active customers: 1,000
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 100%

74. A.D.E.
Location: Addison, Ill.
Founded: N/A
President: Steve Shoop Total annual sales in 2002: $12.0 million
Total annual sales in 2003: $12.3 million
Cause(s) of increase/decrease in volume?
1. Increase in bid work
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 15%; Light Equipment, 20%; Smallwares, 15%; Tabletop, 20%; Paper/Disposables, 20%; Janitorial, 3%; Furnishings, 7%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Repair/Maintenance, Installation, Cash and Carry, Custom Fabrication, Online Ordering for operator customers
Top three objectives in 2004:
1. Increase sales force
2. Develop/implement web site
3. Increase profit margins
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Hotels/Motels, Clubs/Caterers, Colleges
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 100
Sales rep breakdown: Inside, 10; Outside, 8
Any sales reps focused on a single market? No
SKUs carried: 2,000
Number of locations: 1
Number of active customers: 500
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

75. Dean Supply Co.
Location: Cleveland
Founded: N/A
President: Larry DeSatnik Total annual sales in 2002: $11.3 million
Total annual sales in 2003: $12.3 million
Cause(s) of increase/decrease in volume?
1. Employees more efficient
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 4%; Light Equipment, 3%; Smallwares, 21%; Tabletop, 20%; Paper/Disposables, 40%; Janitorial, 12%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 45
Sales rep breakdown: Inside, 3; Outside, 3
Any sales reps focused on a single market? No
SKUs carried: 20,000
Number of locations: 1
Number of active customers: N/A
Buying Group membership: SEFA, Other
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 3%
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

76. New & Nearly New Restaurant Equipment
Location: Tarpon Springs, Fla.
Founded: N/A
President: James Georgeades Total annual sales in 2002: $11.0 million
Total annual sales in 2003: $12.3 million
Cause(s) of increase/decrease in volume?
1. Employee training
2. Improved technolgy
3. Increase in bid work
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 67%; Light Equipment, 17%; Tabletop, 16%
Percentage of purchases placed via internet: 5%
Percentage of sales customers place via company web site: 5%
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 30
Sales rep breakdown: Inside, 7; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: 2,720
Number of locations: 1
Number of active customers: 100
Buying Group membership: PRIDE
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

77. Atlas Restaurant Supply
Location: South Bend, Ind.
Founded: N/A
President: Thomas S. Vavul Total annual sales in 2002: $12.0 million
Total annual sales in 2003: $12.0 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 30%; Light Equipment, 20%; Smallwares, 20%; Tabletop, 15%; Paper/Disposables, 10%; Janitorial, 5%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 42
Sales rep breakdown: Inside, 20; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: 2,500
Number of locations: 4
Number of active customers: N/A
Buying Group membership: NAFED
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

78. CRC Products Inc.
Location: Bloomington, Ind.
Founded: N/A
President: Reid Zoll Total annual sales in 2002: $11.5 million***
Total annual sales in 2003: $12.0 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

79. Dakota Food Equipment Inc.
Location: Fargo, N.D.
Founded: 1947
President: Darrel Nelson Total annual sales in 2002: $11.1 million
Total annual sales in 2003: $12.0 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 53%; Light Equipment, 18%; Smallwares, 15%; Table- top, 8%; Janitorial, 1%; Furnishings, 5%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, Interior Design, CAD, Repair/Maintenance, Installation, Cash and Carry, Contract Division, Custom Fabrication, Finance/Leasing
Top three objectives in 2004:
1. Training and development
2. Increase profit margins
3. Cost cuts/increase efficiency
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Clubs/Caterers, Amusement/Recreation, B&I, Colleges, Schools, Healthcare, Seniorcare, Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 53
Sales rep breakdown: Inside, 6; Outside, 6
Any sales reps focused on a single market? No
SKUs carried: 12,000
Number of locations: 2
Number of active customers: 3,500
Buying Group membership: PRIDE
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, 100%

80. May FoodService Equipment & Design
Location: Cranston, R.I.
Founded: N/A
President: James A. Maintanis Total annual sales in 2002: $12.0 million
Total annual sales in 2003: $12.0 million
Cause(s) of increase/decrease in volume? N/A
Market: Local
2003 sales breakdown by Product Category: Heavy Equipment, 47%; Light Equipment, 47%; Janitorial, 6%
Percentage of purchases placed via internet: N/A Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels, Contract Foodservice Mgmt.
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 26
Sales rep breakdown: Inside, 5; Outside,
Any sales reps focused on a single market? No
SKUs carried: 100*
Number of locations: 1*
Number of active customers: 500
Buying Group membership: EDI
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 75%; Noncommercial, 25%

81. United Restaurant Equipment
Location: Raleigh, N.C.
Founded: 1952
President: Howard Margulies Total annual sales in 2002: $12.3 million
Total annual sales in 2003: $12.0 million
Cause(s) of increase/decrease in volume?
1. Decline in specific segments
2. Decrease in bid work
3. Economy
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 30%; Light Equipment, 25%; Smallwares, 10%; Table- top, 25%; Janitorial, 5%; Furnishings, 5%
Percentage of purchases placed via internet: 3%
Percentage of sales customers place via company web site: 1%
Services provided: Kitchen Design, Interior Design, CAD, Repair/Maintenance, Installation, Cash and Carry, Contract Division, Online Ordering for operator customers
Top three objectives in 2004:
1. Training and development
2. Increase profit margins
3. Cost cuts/increase efficiency
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels, Clubs/Caterers, Amusement/Recreation, B&I, Colleges, Schools, Healthcare, Seniorcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 37
Sales rep breakdown: Inside, 7; Outside, 8
Any sales reps focused on a single market? Yes
SKUs carried: 3,500
Number of locations: 1
Number of active customers: 1,200
Buying Group membership: NAFED
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: N/A
Sales volume breakout by Customer Type: Commercial, 70%; Noncommercial, 30%

82. A&H Restaurant Supply
Location: Austin, Texas
Founded: N/A
President: Dusty Mills Total annual sales in 2002: $11.0 million
Total annual sales in 2003: $11.9 million
Cause(s) of increase/decrease in volume?
1. Employee training
2. Employees more efficient
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 65%; Light Equipment, 5%; Smallwares, 15%; Tabletop, 5%; Furnishings, 10%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, 40%; Noncommercial, 60%

83. National Fabco Mfg. Inc.
Location: St. Louis
Founded: N/A
President: John Gates Total annual sales in 2002: $11.4 million
Total annual sales in 2003: $11.8 million
Cause(s) of increase/decrease in volume?
1. Added sales staff
2. Increase in bid work
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 60%; Light Equipment, 30%; Smallwares, 10%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 49
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: 1
Number of active customers: 60
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 80%; Noncommercial, 20%

84. Curran-Taylor Inc.
Location: McMurray, Pa.
Founded: N/A
President: David Curran Total annual sales in 2002: $13.1 million***
Total annual sales in 2003: $11.7 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 50%; Light Equipment, 25%; Smallwares, 15%; Tabletop, 5%; Furnishings, 5%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, 35%; Noncommercial, 65%

85. Foodservice Concepts Inc.
Location: Dallas
Founded: N/A
President: Alan Berger Total annual sales in 2002: $11.0 million***
Total annual sales in 2003: $11.6 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

86. Wes Design & Supply Co. Ltd.
Location: Farmingdale, N.Y.
Founded: 1987
President: Stuart Label Total annual sales in 2002: $10.5 million
Total annual sales in 2003: $11.5 million
Cause(s) of increase/decrease in volume?
1. Economy
2. Employees more efficient
Market: National
2003 sales breakdown by Product Category: Heavy Equipment, 36%; Light Equipment, 8%; Smallwares, 22%; Tabletop, 22%; Paper/Disposables, 8%; Janitorial, 2%; Furnishings, 2%
Percentage of purchases placed via internet: 10% Percentage of sales customers place via company web site: 5%
Services provided: Kitchen Design, CAD, Installation, Custom Fabrication Top two objectives in 2004:
1. Increase sales force
2. Increase profit margins
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Hotels/Motels, Clubs/Caterers, B&I, Schools, Healthcare
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 28
Sales rep breakdown: Inside, 4; Outside, 9
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 1
Number of active customers: 1,381
Buying Group membership: ABC
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 80%; Noncommercial, 20%

87. Oswalt Restaurant Supply
Location: Oklahoma City
Founded: 1988
President: Jim Oswalt Total annual sales in 2002: $9.1 million
Total annual sales in 2003: $10.9 million
Cause(s) of increase/decrease in volume?
1. Employees more efficient
2. Growth in specific segments
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 58%; Light Equipment, 10%; Smallwares, 15%; Table- top, 10%; Janitorial, 2%; Furnishings, 5%
Percentage of purchases placed via internet: 0% Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Repair/Maintenance, Installation, Cash and Carry, Contract Division, Custom Fabrication, Finance/Leasing, Online Ordering for operator customers
Top three objectives in 2004: N/A
Market segment focus for 2004: Casual/Theme, Family Dining, Colleges, Healthcare, Other
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 41
Sales rep breakdown: Inside, 3; Outside, 6
Any sales reps focused on a single market? No
SKUs carried: 3,045
Number of locations: 1
Number of active customers: 1,116
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, 75%; Noncommercial, 25%

88. Jacob Licht Inc.
Location: Providence, R.I.
Founded: 1920
President: Gary N. Licht Total annual sales in 2002: $9.9 million
Total annual sales in 2003: $10.3 million***
Cause(s) of increase/decrease in volume? N/A
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 55%; Light Equipment, 25%; Smallwares, 15%; Tabletop, 5%
Percentage of purchases placed via internet: 5% Percentage of sales customers place via company web site: 1%
Services provided: Kitchen Design, CAD, Repair/ Maintenance, Installation, Cash and Carry, Contract Division, Custom Fabrication, Finance/Leasing, Online Ordering for operator customers
Top three objectives in 2004:
1. Expand U.S. markets
2. Training and development
3. Increase profit margins
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Hotels/Motels, Clubs/Caterers, B&I, Colleges, Healthcare, Seniorcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 23
Sales rep breakdown: Inside, 6; Outside,
Any sales reps focused on a single market? Yes
SKUs carried: 2,500
Number of locations: 1
Number of active customers: 800
Buying Group membership: PRIDE
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, 25%; Noncommercial, 75%

89. Stern Food Service Equipment & Furnishings
Location: St. Louis
Founded: N/A
President: Bill Davis Total annual sales in 2002: $10.0 million
Total annual sales in 2003: $10.0 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 50%; Light Equipment, 50%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 28
Sales rep breakdown: Inside, 10; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: 400
Number of locations: 1
Number of active customers: 200
Buying Group membership: ISE
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, 95%; Noncommercial, 5%

90. Eastern Bakers
Location: Boston
Founded: N/A
President: William Morrissey Total annual sales in 2002: $9.2 million
Total annual sales in 2003: $9.7 million
Cause(s) of increase/decrease in volume?
1. Economy
Market: N/A
2003 sales breakdown by Product Category: Heavy Equipment, 35%; Light Equipment, 25%; Smallwares, 30%; Tabletop, 8%; Janitorial, 2%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: N/A
Top three objectives in 2004:
1. Increase employees
2. Increase sales force
3. Increase profit margins
Market segment focus for 2004: Fast Food/QSR
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 18
Sales rep breakdown: Inside, 6; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 1
Number of active customers: 850
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 2%
Sales volume breakout by Customer Type: Commercial, 85%; Noncommercial, 15%

91. Kessenich's Ltd.
Location: Madison, Wis.
Founded: N/A
President: Robert Kessenich Total annual sales in 2002: $9.6 million
Total annual sales in 2003: $9.6 million
Cause(s) of increase/decrease in volume? N/A
Market: Local
2003 sales breakdown by Product Category: Heavy Equipment, 28%; Light Equipment, 20%; Smallwares, 25%; Tabletop, 10%; Paper/Disposables, 15%; Janitorial, 2%
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 37
Sales rep breakdown: Inside, 10; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: 6,200
Number of locations: 1
Number of active customers: 3,200
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: N/A
Sales volume breakout by Customer Type: Commercial, 67%; Noncommercial, 33%

92. American Energy Restaurant Equipment
Location: Springfield, Va.
Founded: 1979
President: Jim Strickler Total annual sales in 2002: $9.0 million
Total annual sales in 2003: $9.3 million
Cause(s) of increase/decrease in volume?
1. Added new services
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 75%; Light Equipment, 10%; Smallwares, 5%; Janitorial, 5%; Furnishings, 5%
Percentage of purchases placed via internet: 15% Percentage of sales customers place via company web site: 5%
Services provided: Installation, Cash and Carry, Contract Division, Custom Fabrication, Finance/Leasing, Online Ordering for operator customers
Top three objectives in 2004: N/A
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Supermarket/Grocery, Clubs/Caterers, Amusement/Recreation, B&I, Colleges, Schools, Healthcare, Seniorcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 25
Sales rep breakdown: Inside, 2; Outside, 8
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 1
Number of active customers: 1,000
Buying Group membership: PRIDE
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 5%
Sales volume breakout by Customer Type: Commercial, 98%; Noncommercial, 2%

93. Boxer Northwest Co.
Location: Portland, Ore.
Founded: 1919
President: Donald L. Clarke Total annual sales in 2002: $9.5 million**
Total annual sales in 2003: $9.0 million
Cause(s) of increase/decrease in volume?
1. Economy
2. Increased competition
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 40%; Light Equipment, 20%; Tabletop, 20%; Paper/Disposables, 10%; Janitorial, 10%
Percentage of purchases placed via internet: 5% Percentage of sales customers place via company web site: 5%
Services provided: Kitchen Design, Cash and Carry, Online Ordering for operator customers
Top three objectives in 2004:
1. Increase sales force
2. Expand U.S. markets
3. Increase profit margins
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, College, Schools, Healthcare, Contract Foodservice Mgmt.
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 31
Sales rep breakdown: Inside, 7; Outside, 4
Any sales reps focused on a single market? No
SKUs carried: 5,000
Number of locations: 1
Number of active customers: 5,000
Buying Group membership: SEFA
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 3%
Sales volume breakout by Customer Type: Commercial, 60%; Noncommercial, 40%

94. Curtis Restaurant Supply
Location: Tulsa, Okla.
Founded: N/A
President: Gary Dupler Total annual sales in 2002: $8.2 million
Total annual sales in 2003: $8.9 million
Cause(s) of increase/decrease in volume?
1. Added sales staff
2. Economy
Market: Regional
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: N/A
Top three objectives in 2004:
1. Training and development
2. Increase profit margin
3. Cost cuts/increase efficiency
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 25
Sales rep breakdown: Inside, 8; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: 6,000
Number of locations: 1
Number of active customers: 2,600
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 3%
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

95. Buckelew's
Location: Shreveport, La.
Founded: 1869
President: John Hunsicker III Total annual sales in 2002: $9.0 million
Total annual sales in 2003: $8.5 million
Cause(s) of increase/decrease in volume?
1. Closed facilities
2. Economy
3. Increased competition
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 55%; Light Equipment, 25%; Smallwares, 15%; Tabletop, 5%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Repair/Maintenance, Installation, Cash and Carry, Contract Division Top two objectives in 2004:
1. Increase profit margins
2. Cost cuts/increase efficiency
Market segment focus for 2004: Fine Dining, Hotels/Motels, Clubs/Caterers, Amusement/Recreation, Colleges, Schools, Healthcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 25
Sales rep breakdown: Inside, 5; Outside, 2
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 2
Number of active customers: N/A
Buying Group membership: EDI
Change in cost of E&S purchased from manufacturers during 2003: Yes, increased
If "Yes," % of change: 3%
Sales volume breakout by Customer Type: Commercial, 100%

96. Star Restaurant Equipment & Supply
Location: Van Nuys, Calif.
Founded: 1963
President: Les Birken Total annual sales in 2002: $8.0 million**
Total annual sales in 2003: $8.1 million**
Cause(s) of increase/decrease in volume?
1. Economy
Market: Local
2003 sales breakdown by Product Category: Heavy Equipment, 25%; Light Equipment, 25%; Smallwares, 40%; Tabletop, 5%; Janitorial, 2%; Furnishings, 3%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, Cash and Carry, Custom Fabrication
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 17
Sales rep breakdown: Inside, 6; Outside, 1
Any sales reps focused on a single market? No
SKUs carried: 6,000
Number of locations: 1
Number of active customers: N/A
Buying Group membership: PRIDE
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 65%; Noncommercial, 35%

97. Loubat Equipment Co.
Location: New Orleans
Founded: N/A
President: Henri Louapre Total annual sales in 2002: $8.0 million
Total annual sales in 2003: $8.0 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

98. Murrays Hotel & Restaurant Supply
Location: Colton, Calif.
Founded: N/A
President: Cecil Murray Total annual sales in 2002: $7.6 million***
Total annual sales in 2003: $8.0 million
Cause(s) of increase/decrease in volume?
1. Employee training
2. Employees more efficient
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

99. Restaurant Equipment Sales Inc.
Location: Wilmington, Del.
Founded: N/A
President: Sandra Durgin Total annual sales in 2002: $7.6 million
Total annual sales in 2003: $7.7 million
Cause(s) of increase/decrease in volume? N/A
Market: N/A
2003 sales breakdown by Product Category: N/A
Percentage of purchases placed via internet: N/A
Percentage of sales customers place via company web site: N/A
Services provided: N/A
Top three objectives in 2004: N/A
Market segment focus for 2004: N/A
Any changes in ownership? N/A
Plan to acquire any E&S dealers? N/A
Expect to be acquired by an E&S dealer? N/A
Merge with an E&S dealer? N/A
Number of employees: N/A
Sales rep breakdown: Inside, N/A; Outside, N/A
Any sales reps focused on a single market? N/A
SKUs carried: N/A
Number of locations: N/A
Number of active customers: N/A
Buying Group membership: N/A
Change in cost of E&S purchased from manufacturers during 2003: N/A
Sales volume breakout by Customer Type: Commercial, N/A; Noncommercial, N/A

100. Davida Food Service Int'l.
Location: Miami
Founded: N/A
President: Berta Savariego Total annual sales in 2002: $3.9 million
Total annual sales in 2003: $4.3 million
Cause(s) of increase/decrease in volume?
1. Economy
2. Entered new market segment
3. Growth in specific segments
Market: Regional
2003 sales breakdown by Product Category: Heavy Equipment, 5%; Light Equipment, 5%; Smallwares, 10%; Tabletop, 10%; Paper/Disposables, 55%; Janitorial, 5%; Furnishings, 10%
Percentage of purchases placed via internet: 0%
Percentage of sales customers place via company web site: 0%
Services provided: Kitchen Design, CAD, Installation, Cash and Carry, Contract Division, Finance/Leasing Top four objectives in 2004:
1. Build/expand warehouses
2. Start selling via company web site
3. Increase profit margins
4. Cost cuts/increase efficiency
Market segment focus for 2004: Fine Dining, Casual/Theme, Family Dining, Fast Food/QSR, Hotels/Motels, Supermarket/Grocery, Clubs/Caterers, Amusement/Recreation, B&I, Colleges, Schools, Healthcare, Seniorcare, Contract Foodservice Mgmt., Corrections
Any changes in ownership? No
Plan to acquire any E&S dealers? No
Expect to be acquired by an E&S dealer? No
Merge with an E&S dealer? No
Number of employees: 16
Sales rep breakdown: Inside, 3; Outside, N/A
Any sales reps focused on a single market? No
SKUs carried: N/A
Number of locations: 1
Number of active customers: N/A Buying Group membership: NISSCO RDG
Change in cost of E&S purchased from manufacturers during 2003: No, stayed the same
Sales volume breakout by Customer Type: Commercial, 5%; Noncommercial, 95%

** Revised *** FE&S Estimate