Case Study: American Food Service Distributor accelerates sales and protects margins with Icertis

American Food Service Distributor Accelerates Sales & Protects Margins with Icertis + Salesforce

American Food Service Distributor, a trusted supplier to thousands of restaurants across the U.S., was struggling to manage customer agreements manually, limiting visibility into pricing, incentives, and commercial compliance. As the company digitally transformed, it needed a way to help field sales create competitive deals while protecting margins and reducing the need for legal and finance to review every contract.

The company chose Icertis Contract Intelligence (ICI), integrated with Salesforce and its pricing and incentive systems, to digitize and control the contracting process. With Icertis, American Food Service Distributor gained enterprise-wide visibility over more than half of its local sales agreement volume, increased incentive-only deal usage by 5%, and eliminated $600,000 in incentive double-dipping.