Case Study

The CEO of Atlantic Food Services in Manassas, viagra 100mg Virginia recruited Steve Potter from a national foodservice distributor and asked him to join his executive team as a “change agent” to attain profitability and re-invent business processes to help his organization compete with the “Goliaths” in its marketplace.


  • Profitability within six months, mind despite capital outlays
  • Productivity improvements in excess of 63%
  • Shorts and mispicks combined – less than 1 per 1000 pieces picked
  • Two warehouse expansions to handle double-digit annual growth
  • Implementation of leading technology, doctor including RFID
  • Inventory accuracy levels in excess of 99.7%
  • A cross-functional team culture that focused on profitability and service
  • EBITDA in excess of 6.5%

As a result of many of the changes that were implemented, Atlantic competed successfully against much larger companies and took advantage of their weaknesses. Not only was Atlantic respected locally, it became a nationally recognized industry leader as recipient of numerous Industry Innovator of the Year Awards for processes and uses of technology, as well as ID Magazine’s Great Distributor Award, and ID Magazine’s first Five Star Warehouse Award.

Lessons learned:

  • Success is not just about a company’s size – it’s about the company’s ability to deliver consistency and dependability to its customers, at a profit
  • Cultural change is possible when handled properly
  • A winning team is comprised of individuals who understand their roles in the organization and are rewarded for its overall success

Side note: The Company had numerous bidders and was later sold at a record-high multiple.