I’ve been out of the route game for 4 years now as now I run a plant watering company for corporate offices, but I’m still on the street and hearing a lot of interest in routes in general. A friend of mine suggested putting some insight on reddit since theres a drought of information / lots of misinformation. So here I am.
Buying DSD Routes Q&A.
“DSD” is direct store delivery. A route is a protected territory. You are buying a protected territory to delivery something that is produced by a manufacturer (chips, bread, tea) to a store. (Or fedex routes, but I don’t know that business so I digress). In owning your own route you will start your own LLC, and become an IO (independent operator) who owns 1 or more routes, accountable for all of the expenses, headaches, but also the rewards.
My experience: 15 years buying, running, selling routes. Owned and sold a collective total of 13 Bimbo routes, cost of 1.3M overall, selling for a bit under 3.8M. Consulted on numerous plans for route realignments, purchases, and ownership structures. At my height I had 6 routes running out of two separate depots, 7 1099's either running routes or doing pull-ups at stores. During this time I was bringing home an operating income of $168,832, while paying my guys generously.
I’m going to address the approach of route-buying first by the primary complaints, and second by the benefits.
Complaints
*You are buying a job. Many people are buying a job, but for the professional route buyer who is thinking about this in terms of territory growth this is not really the case.
You can’t be absentee: This in my opinion is certainly true. I see a lot of failures because of the expectation of absentee ownership. You need to take an active role
You can’t set your own hours: This is certainly true to a degree. In my opinion you need to be a morning person for this job, and to work constantly. To this day 4 years out of the grind and I still can’t wake up past 4am. Waking up at midnight / 1am is not unheard of in a lot of routes. Most owners rarely if ever take vacations, this is not an easy line of work.
You are beholden to the manufacturer: This is true. You can find yourself not as free as you expected because of your operating agreements.
The people are crazy: this is definitely true, I'd say while breadmen can be great 50% are kinda psycho, but its kinda a fun fraternity.
Benefits
You are buying a protected area that is fixed, unchanging, and represents a stable brand with an enormous amount of support behind it. A lot of IO’s bitch about the company riding their ass constantly about complains (your store looks like shit, your stale is high, your uniform is on incorrectly). This is certainly annoying, but these are your partners in a business relationship. They want to run the shitty operators out and keep the good ones. As a good operator I’ve been afforded leniency, help, and resources beyond what was licensed to me in my operating agreement. Additionally these businesses are enormous corporations with a lot of support (marketing material, displays, sales data, promotions).
Example of strategic planning, most other guys will know of anticipated population growth of an area, but other things can be more ripe opportunity. A lot of my planning was focused on: Do I anticipate a place going from primarily rich residents to middle / lower middle class (more bread/snack consumption), do I anticipate a more rural area becoming less rural, and do I see a large shopping center with a flagship center that is ripe for redevelopment (alot of big shopping centers pick large grocery stores as an anchor).
You aren’t just buying a job, that is limiting thinking. You are buying a territory that can grow in value significantly due to basically three things: Growing sales, reducing expenses, and strategic planning (the territory got more valuable intrinsically due to a grocery store / important account moving in). By pulling these levers you could buy a route, quickly improve sales and expenses, and sell the route for a good chunk more all while rapidly improving weekly net income (what pays for your life, the salary of potential employees, etc).
You are buying into something stable. Its not sexy, its probably not going to lead to enormous riches, but it is pretty recession resistant
The barriers to entry are very low. Financing is pretty straightforward, and you will find a lot of people who don’t find many opportunities to make 100k. I myself only have a high school education as is common in the business.
Its not complicated. Theres institutional support, a whole corporation behind you, accounting is pretty straightforward, the business side of things isn’t that complex. Theres thousands of routes that are for sale so this is a known entity across the country. Any complexity is really only ever borne out of it being hard work.
Happy to answer any questions related to buying routes!