You worked your way through college managing a restaurant, and now you're the marketing manager for a company that sells fresh produce to restaurants. What have you observed about distribution now that you're working in a B2B context? You worked your way through college managing a restaurant, and now you're the marketing manager for a company that sells fresh produce to restaurants. What have you observed about distribution now that you're working in a B2B context? There are fewer players, as you're no longer directly concerned with the ultimate consumers. Product variation is essential because you have to be able to meet your customers' individual needs. Your company's salespeople basically have two groups of decision makers to impress: the chefs and the managers. The high turnover of chefs and managers in the restaurants your team deals with makes your job more challenging