The Industry Evolves...

When Lester Cohen started work at C&S upon his return from the war, he quickly developed an affinity for the wholesale business, an industry whose nature was changing rapidly. Manufacturers were recognizing the power of associations such as the National Retailer-Owned Grocers and other well-established cooperatives.

Unlike many other wholesalers, C&S resisted going into retail, preferring instead to focus on distribution and warehousing services. It was in this latter area that Lester discovered the same knack for innovation that set his father apart from other wholesale grocers.

During customer visits, he had noticed a roller system used by some companies to move grocery boxes through the warehouse. Intrigued by the speed and efficiency of a system faster than his father's two-wheeled carts, he suggested implementing one at C&S. His father thought the idea ridiculous, but authorized $200 for the purchase of rollers.

Israel was impressed with an entire warehouse operating with the roller system; its efficiency gave C&S a delivery advantage and attracted new customers. A friend provided Israel with another innovative idea when he attended a wholesalers' convention. Instead of two workers, Israel's friend staffed his trucks with just one employee, a driver who was also a salesman.

What seems a simple solution today was revolutionary at that time. Israel soon cut his delivery costs in half by simply using one person to both drive the truck and act as a salesperson for the company.