Cover_Layout 1 4/24/14 4:35 PM Page 1 DELI BUSINESS MARKETING MERCHANDISING MANAGEMENT PROCUREMENT
APRIL/MAY 2014 $14.95 Now That’s Italian!’
ALSO INSIDE UNDERSTANDING MILLENIALS SANDWICHES CHEESE PLATES PACKAGING BARBECUE Couturier_. 4/21/14 10:56 AM Page 1 TOC_Layout 1 4/25/14 1:32 PM Page 1
APRIL/MAY ’14 • VOL. 19/NO. 2 COVER STORY CONTENTS
FEATURES Understanding Generation Next ...... 19 The Millennial generation is growing up and presenting new opportunities for delis
PREPARED FOODS Building the Foodservice Core ...... 24 Sandwiches build sales and profits
CHEESE CORNER The Principles of Cheese Plates...... 32 Offering consumers the finest early season cheeses
PROCUREMENT STRATEGIES The Right Packaging Boosts Sales ...... 39 Grab-and-go foods riding high 14
24
DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425 POSTMASTER: Send address changes to DELI BUSINESS, P.O. Box 810217, Boca Raton, FL 33481-0217
APRIL/MAY 2014 DELI BUSINESS 3 TOC_Layout 1 4/28/14 6:52 PM Page 2
APRIL/MAY ’14 • VOL. 19/NO. 2 CONTENTS
SPECIAL SECTION THE IDDBA PRE-SHOW GUIDE...... 43
MERCHANDISING REVIEW The Heart of Barbecue – Ribs and Wings ...... 51 Do It Well and Reap the Rewards
32
COMMENTARIES EDITOR’S NOTE Experiential Delis Trump Online Every Time ...... 10 PUBLISHER’S INSIGHTS A Loving Farewell ...... 12
IN EVERY ISSUE DELI WATCH ...... 8
INFORMATION SHOWCASE ...... 54
BLAST FROM THE PAST ...... 54
DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425 51 POSTMASTER: Send address changes to DELI BUSINESS, P.O. Box 810217, Boca Raton, FL 33481-0217
4 DELI BUSINESS APRIL/MAY 2014 Blount_. 4/21/14 10:53 AM Page 1 Masthead_Layout 1 4/25/14 1:35 PM Page 1
CARL BUDDIG AWARDS $50,000 GRAND PRIZE IN DREAM BIG GIVEAWAY DELI BUSINESS MARKETING MERCHANDISING MANAGEMENT PROCUREMENT
PR
m pro PRESIDENT & EDITOR-IN-CHIEF JAMES E. PREVOR m m pro [email protected]
M PUBLISHING DIRECTOR P KENNETH L. WHITACRE
PUBLISHER/EDITORIAL DIRECTOR LEE SMITH [email protected]
SALES MANAGERS JANE JOHNSON [email protected] A grandmother of six from Dublin, CA, Mary Lu Marr (above, left), is the proud recip- ient of a $50,000 Grand Prize check in the Dream Big Giveaway, courtesy of Carl Buddig MICHAEL LISBERG [email protected] & Co and Old Wisconsin. Marr, 71, collected the check at a celebration brunch with Bud- dig family member/owner Tom Buddig (above, right), family and friends in San Francisco. PRODUCTION DIRECTOR DIANA LEVINE Marr purchased her Buddig products with the winning entries from her local Safeway and [email protected] Lucky Supermarket stores. The Dream Big Grand Prize winner was determined through a random drawing. First Place prize winner Cynthia Petri, 56, from Bishop, TX, takes home ART DIRECTOR SUNSHINE GORMAN $15,000. [email protected] “When I received the phone call notifying me I was the winner, I was in total shock and
PRODUCTION DEPARTMENT disbelief,” says Marr. “I kept thinking someone would call me and say it was a big mistake.” FREDDY PULIDO While Marr has made a hobby of entering sweepstakes and contests for fun over the
RESEARCH DIRECTOR years, she said she’s never won anything on this scale. She learned about the promotion SHARON OLSON after purchasing Buddig Original turkey products for the first time last year, and she’s been a fan of the brand ever since. She plans to use the prize money to splurge on a family CONTRIBUTING EDITORS STEVE COOMES BOB JOHNSON MAX MCCALMAN Mexican cruise and separate trip with her sister. SHARON OLSEN SUSAN SHERIDAN LISA WHITE
SEND INSERTION ORDERS, PAYMENTS, PRESS RELEASES, PHOTOS, LETTERS TO THE EDITOR, ETC., TO: COMING NEXT ISSUE IN JUNE/JULY 2014 DELI BUSINESS NEXT COMING P.O. BOX 810217, BOCA RATON, FL 33481-0217 PHONE: 561-994-1118 FAX: 561-994-1610 COVER STORY PREPARED FOODS E-MAIL: [email protected] 10th Annual People Awards Rotisserie & Beyond PHOENIX MEDIA NETWORK, INC. CHAIRMAN OF THE BOARD JAMES E. PREVOR FEATURE STORIES DELI MEATS Mediterranean Foods Annual Deli Meat Report EXECUTIVE VICE PRESIDENT Appetizers & Small Bites KENNETH L. WHITACRE CHEESES SENIOR VICE PRESIDENT MERCHANDISING REVIEWS Goat Cheeses LEE SMITH Deli Breads Manchego & VICE PRESIDENT EDITORIAL Salads & Side Dishes Other Spanish Cheeses ELLEN KOTEFF Cross Merchandising GENERAL COUNSEL DEBRA PREVOR PROCUREMENT TRADE SHOW COORDINATOR STRATEGIES JACKIE LOMONTE Olives
DELI BUSINESS IS PUBLISHED BY PHOENIX MEDIA NETWORK, INC. P.O. BOX 810425, BOCA RATON, FL 33481-0425 PHONE: 561-994-1118 FAX: 561-994-1610 COMING IN AUG./SEPT. www.delibusiness.com ENTIRE CONTENTS © COPYRIGHT 2014 A Contemporary Look at Back to School
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6 DELI BUSINESS APRIL/MAY 2014 Atlanta Foods_. 4/28/14 5:03 PM Page 1 Watch_Layout 1 4/23/14 7:41 PM Page 1
D E L I W A T C H Announcements
RFA ESTABLISHES NATIONAL VERMONT CREAMERY EARNS IDDBA APPLICATION COLUMBUS FOODS AND DELI SALAD MONTH B CORP. DESIGNATION DEADLINE IS AUGUST 1 FABIO VIVIANI HIT THE ROAD The Refrigerated Foods Association Vermont Creamery recently earned The next application deadline for the Columbus Foods, Hayward, CA, (RFA), Atlanta, GA, has proclaimed certification as a B Corp. This desig- International Dairy-Deli-Bakery Asso- recently teamed up with Top Chef’s July as Deli Salad Month. Throughout nation reflects the values on which ciation (IDDBA) Food Safety Certifi- Fabio Viviani for the company’s Meat the month, food manufacturers will the company was founded 30 years cation Reimbursement Program is Up food truck tour promoting its promote and feature summer staples, ago and its current operating philoso- August 1, 2014, for training completed salumi and deli meats. The team spent including potato salad, macaroni salad, phies. Practices that earned Vermont May 1 – June 30. The IDDBA reim- a week each in Scottsdale, Salt Lake dips, chilled desserts, protein salads, Creamery this certification include burses a portion of expenses to City, Boston, New York and New ready-to-eat sandwiches and more. using only small-scale suppliers for its IDDBA-member retailer companies Orleans as part of the company’s tra- Food manufacturers plan to partner milk supply, providing profit sharing to that certify dairy, deli, and bakery dition of local market retail promo- with their suppliers to promote Deli all of its employees, training future department-level managers and associ- tions. With restaurants in Los Angeles Salad Month and provide savings for Vermont farmers through Ayers ates in food safety. Since the program and Chicago, Viviani is well-known in consumers in the deli department and Brook Goat Dairy, donating 1 percent began in July 2003, retailers have the culinary world following a suc- chilled food areas. RFA also is encour- of profits to support Vermont non- received reimbursement totaling about cessful stint on season five of Bravo's aging promoting these products with profit and community work, and cut- $230,350 for certifying 6,231 man- hit television show Top Chef and as contests and marketing materials with ting water consumption by one third. agers and associates. There are six author of ‘Fabio’s American Kitchen’. the goal to create more awareness of www.vermontcreamery.com FSCRP application deadlines each year www.columbusmeatup.com refrigerated food products. for the previous testing period. www.refrigeratedfoods.org www.iddba.org/certification.aspx. New Products Transitions
GENEROUSLY SIZED AFFORDABLE UPGRADES SEAFOOD SOUPS Lorie Donnelly is the new vice pres- PlaceTile Designs, Atlanta, GA, Anchor Packaging, Inc., St. Louis, Blount Fine Foods, Fall River, MA, ident of foodservice sales at Kettle offers the PlaceTile Cheese & Mes- MO, has announced the addition of has introduced premium seafood Cuisine, Chelsea, MA. In her new sage Board. This generous-sized Culinary Squares separate bases and soups and chowders now available in role, Donnelly will be responsible for ceramic cheese board doubles as a lids to the hinged Culinary Basics and a 32-ounce retail cup. Varieties guiding the company’s foodservice dry-erase message board, allowing the Culinary Classics lines of high heat include Lobster Bisque, New England business development efforts toward items on the plate to be easily labeled. polypropylene packages. The new Clam Chowder and Shrimp & continued growth while staying true When not in use for entertaining, an 81/2-inch squares are available in Roasted Corn Chowder. Lobster to the long standing company princi- included easel stand allows it to func- single and three-compartment black Bisque is rich and creamy, conjuring ples of honoring food and exceeding tion as a convenient message board PP bases with separate single and up images of rocky New England customer expectations. She joined for to do lists, menus and grocery lists. three-compartment clear, vented, coasts with a meaty, buttery lobster Kettle Cuisine in 1993 after earning The PlaceTile Pig-Themed Cheese anti-fog PP lids. Bases are made with flavor. The New England Clam her degree in Business Administration Knives are stylish stainless steel knives renewable mineral additives, reducing Chowder includes tender Cape Cod at Niagara University. with a labeling space on their ceramic the use of petroleum-based resin up to clams, cream and herbs. The Shrimp www.kettlecuisine.com handles for writing on with a marker. 40 percent. Culinary Squares are & Roasted Corn Chowder features Each are 6 inches long. packed 300 per case separately and tender shrimp, roasted sweet corn, www.placetile.com also in three combo packs of 150 red peppers, light cream and potatoes, bases and lids. bringing out the flavor of seafood, www.anchorpackaging.com dairy and vegetables. www.BlountFineFoods.com
DELI WATCH is a regular feature of DELI BUSINESS. Please send information on new products, personnel changes, industry, corporate and personal milestones and available literature, along with a color photo, slide or transparency to: Editor, Deli Business, P.O. Box 810217 • Boca Raton, FL 33481-0217 • Phone: 561-994-1118 • Fax: 561-994-1610 • E-mail: [email protected]
8 DELI BUSINESS APRIL/MAY 2014 Perdue_. 4/21/14 12:27 PM Page 1 Jim Column_Layout 1 4/28/14 6:51 PM Page 1
FROM THE EDITOR’S DESK
by Jim Prevor, Editor-in-Chief Experiential Delis Trump Online Every Time
haron Olson is unfailingly incisive, and her piece in this varied world of delicious foods that creates the experi- issue, page 19, which focuses on opportunities for ence online shopping simply can’t create. S delis to sell Millennials, is par for the course. Sharon Just as the exotic red sports car draws them in — and subdivides the cohort brilliantly by age and life stage then they buy the practical blue sedan — so the fragrant and then identifies differential eating preferences that Moroccan lamb, seasoned with mint, draws the atten- stand as marketing opportunities for supermarket delis. tion — and then they buy the rotisserie chicken they There is not a supermarket chain in the country that know the kids will actually eat. Seeing the specialty dish, couldn’t profit by close attention to this data and analy- though, is what keeps them coming to the store. sis. Indeed, the focus on Millennials is doubly important as 3.Social Space they are more likely than older buyers to feel comfortable Most of the successful deli/foodservice operations shopping online. Fresh Direct in New York has expanded now incorporate seating. Sometimes it’s a big space for to Philadelphia, and Amazon Fresh has opened in Los everyone to gather after getting their food — this is typi- Angeles with a promise of expanding in California and cal for Wegmans — sometimes it is a variety of specialty elsewhere. The threat this poses to supermarkets has not spaces – say a wine and cheese bar or coffee and juice been well publicized. Supermarkets are high fixed-cost bar. Once again, this creates an experience that online businesses, and small reductions in sales can translate just can’t match. into big reductions in profits. Even when retailers do the online offer themselves, it There has been a bifurcation in the U.S. retail deli often is an independent profit center set up in competi- scene. Where some retailers have moved deli up to an tion with the retail store itself. One can easily imagine incredible foodservice offer that stands as the retailer’s enough sales moving online to push thousands of retail calling card, attracting people — young and old — to the stores into the red. venue, other retailers have allowed their offers to stag- Fortunately, though one can buy goods online, it is nate, with innovation only coming from the manufactur- very difficult to create communal experiences online, and ers of meat and cheese for slicing and a few packaged sal- in this the deli not only holds the edge, but indeed can be ads, with a rotisserie or pizza program thrown in. and should be the flag carrier for the whole supermarket. America isn’t like that anymore. Just as we went Walk into one of the premier deli/foodservice opera- from everyone watching three TV networks to everyone tions such as Wegmans on the East Coast or Mariano’s watching who knows what on hundreds of TV cable in Chicago or Whole Foods in London and some things channels and, now, Internet TV, so the culinary habits stand out: are dividing. In fact, although research on broad trends is impor- 1.Great Food tant, the most important research is on each retail store’s Here is a shocker, but the Number One requirement customer and prospect base. There is no one right is that the food is good, as good as one will find in most assortment because there is no standard customer base. restaurants and better than the food available in many Are you located in a retirement community in Arizona or small town restaurants. Having food that people — a border with first generation Mexicans in Texas? Do whatever their age — enjoy when they eat it is enor- you serve the Orthodox Jews of Brooklyn or the large mously important, really a prerequisite to success. Mormon families in Utah, or is this a heavily Asian PhD crowd near a great coastal university? The one thing that 2.Interesting Assortment is certain is that just as each clientele is unique, to opti- Category management, done in an unsophisticated mize sales and profits, each assortment must be unique. way, can be the death of a supermarket. Remember that No matter how valid a retailer’s understanding every car dealership has a red sports car in the window, of national trends, all retailing even though the vast majority of sales may be blue is local, and offering a uniform sedans. A focus on what people buy is useful but offering assortment against diverse a wide variety of interesting foods is crucial. demographics is a recipe Part of the issue is that we now have a fragmented for failure. Recognizing the society, whether looked at through a prism such as age extraordinary diversity of our — the Millennial piece — or looked at by income, educa- shopper base, with each store tion, ethnicity, propensity to travel or a thousand other having a unique profile of metrics. This means that certain foods, though not best age, income, education, sellers, are the key to attracting a market segment. ethnicity and more, is the Beyond this, though, it is the immersion into a fresh and recipe for success. DB
10 DELI BUSINESS APRIL/MAY 2014 Simplot_. 4/21/14 12:33 PM Page 1 Lee Column_Layout 1 4/28/14 6:28 PM Page 1
PUBLISHER’S INSIGHTS
by Lee Smith, Publisher A Loving Farewell
his March, we lost a great champion for our industry, and the IDDBA. Under her leadership, the deli industry Carol Christison, the executive director of the Inter- began to grow and deli departments became common- T national Dairy-Deli-Bakery Association. I was going place. Early on she recognized the potential for a depart- to say the dairy, deli and bakery industries are griev- ment that sold prepared foods and could be American’s ing, but that would not do her justice. Carol’s strength kitchen away from home. Her inspirational — and often and character went far beyond business. She crept her very funny — keynote speeches at the IDDBA Show way into our hearts years ago. became a must-see event. She made us laugh, but also Thirty-one years ago, Carol took over the Interna- inspired as she showed us the potential we had within, as tional Cheese & Deli Association when the executive well as our great accomplishments and outstanding fail- director, Millard T. Reese retired. For some, this may not ures. seem extraordinary, but it was in many ways a monu- Carol made the IDDBA distinctive in one very signifi- mental event. I, too, was just cant way — the association getting my career going and I was a leader that steered the remember going to industry way forward. Under her guid- meetings and events where ance, the organization grew there were one or two women from Carol and a part-time among 500 men. The figura- bookkeeper to a staff of thirty. tive pat on the head was more It has gone from 100 corporate common than a handshake. It members to 1,500 members was a difficult time for women and from 1,000 people at the breaking into leadership roles. annual show and conference to Carol and I often discussed nearly 9,000 attendees. the early days and shared a Carol was a team builder as good laugh more times than I well as team leader. Many of can remember. For both of us, today’s leaders were encour- there were far more wonderful aged and mentored by Carol. moments than not. Carol She was a strategic thinker. never broke down doors or She saw the future and shattered glass ceilings, barriers through disciplined, creative just disappeared when she was planning she helped guide not around. I’m not sure she gave just the industry, but also the much thought to being a pio- people within it. She cared and neer; she was far too focused it showed. on the job ahead of her and Carol Christison The IDDBA would never having too much fun. In truth, have accomplished all it has Carol’s mentoring and her leadership, honesty and without a great team. Carol made sure the best and the integrity inspired many women who are today’s leaders. brightest served on its board of directors. She pulled the By virtually all accounts, Carol was a winner. best out of everyone on her team, whether it was a Let’s not forget where the deli industry was 30-plus board member or someone on her staff, or even some- years ago. The East Coast had a well-defined deli indus- one adjunct to the industry. try, but in the rest of the country, deli was not easily Carol was a great woman and a great leader. She is defined. It was usually part of the meat department and leaving behind a legacy of inspiration, courage and grace often all self-service. Sometimes, it was a small depart- under fire, many thanks from the countless people she ment tucked away in the corner with a slicer and part- helped, broken hearts and more than a few tears. time help. A job in the deli was often the lowest rung on Carol Christison will be remembered and deeply a store’s ladder. missed. She is a shining example of the power of one per- In the eighties, deli started to emerge as its own son to change lives and create something good for the department due in no small part to the efforts of Carol benefit of countless individuals. DB
12 DELI BUSINESS APRIL/MAY 2014 BelGioioso_. 4/18/14 4:57 PM Page 1 Italian_Coverstory.qxd 4/25/14 1:42 PM Page 1
COVER STORY Now That s Italian!’
Authentic tastes of Italy have trickled down from restaurants to delis
BY STEVE COOMES
sk any baby boomer to rant-savvy consumers, especially Gen X, cent of the people who come to our market describe Italian food, and Gen Y and Millennials, know far more about looking for high-end stuff aren’t from here. it’s likely pasta, red sauce authentic Italian ingredients and dishes, They’re willing to pay more for quality prod- and pizza will leap which their parents still view as special-occa- ucts and buy them more often.” instantlyA to mind. It doesn’t matter how sion food. They know melanzane is egg- Pronio credits restaurants for exposing much they love bruschetta topped with a plant, that carpaccio is supposed to be raw customers to a wider variety of Italian foods, Gorgonzola spread, savory prosciutto slivers and that risotto is sublime. They love going and he says the instant-gratification mindset wrapped around sweet melon, or eggplant to restaurants to get it, but as they age, earn of younger customers leads them to expect Parmigiana slow-baked and savored. The more and work longer hours, they want those foods from supermarkets. As long as iconic, Americanized version of Italian food those foods at home. Increasingly, supermar- he can source those ingredients, he’s happy served atop a red-and-white checked table- ket delis and prepared-foods departments are to sell them. cloth is burned into their brains. You can’t able to deliver the goods. “I used to manage a gourmet Italian food blame them. Until the early 1980s that was “It’s the younger crowd and a smattering store in Manhattan and we’d see younger about all they saw, tasted at restaurants and of people in their 50s who left here and came crowds into really serious cheeses,” he says. cooked at home, unless they lived in large back with more awareness of what’s out “Most people didn’t grow up like that. It’s Italian-immigrant communities. there,” says James Pronio, manager at Pro- new to them, but not to younger genera- Today, however, well-traveled, restau- nio’s Market in Hershey, PA. “Ninety per- tions, and I think it’s a great thing.”
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are prioritizing their ers want to eat a diet without gluten,” he focus on prepared says. “We make sure to have those products foods to adapt.” in the supermarket.” They’re also The second trend Hanson sees is the staffing better, says increased use of premium ingredients such Hanson, as higher- as cheeses, pestos, olives and specialty end markets mushrooms. Those ingredients, Montuori employ more says, aren’t revolutionary for restaurants, restaurant-trained but they are relatively new for supermarkets, kitchen talent. especially when they’re incorporated into “That’s clearly a dishes. “I saw at Central Market in Texas a sign they’re taking dish of braised beef Burgundy ravioli. Really! this more serious- You have a supermarket utilizing wine- ly.” braised beef to make more sophisticated Hanson says products,” he says. his research has Artisan cheeses are an especially good revealed four example of premium ingredients, says Radke, megatrends having since people are already well acquainted with a particularly pro- the basics like Parmesan and Mozzarella. found effect on “People are looking for cheeses that Italian offerings depend on a place of origin to drive flavor, Nancy Radke, president of Good Food from prepared foods departments. aroma and special characteristics,” she says. Creative, in Syracuse, NY, agrees, saying The first is customization. In pasta dishes When supermarkets use unique cheeses Americans’ understanding of Italian foods is alone, customers can choose from a range of in prepared dishes, “customers realize leading them to experiment with prepared pasta cuts and types, including made from and want those flavor profiles to get a foods. spinach, stuffed with meat or cheese, or different experience. You’re thinking, “Americans have awakened to the dif- made from semolina or whole-wheat flour. ‘This is in the deli?’” ference between industrialized food prod- “And then you’ll see several choices of Pronio agrees, pointing back to his New ucts and artisan food products, and Italian sauce: marinara, vodka sauce, Bolognese York City retail work, where a cheesemon- food is a perfect example of great artisan and more. Now the supermarket is leverag- ger was always available to help customers. food,” says Radke, who manages public ing that made-to-order element that’s been “You could walk up to the cheesemon- relations for the U.S. Information Office exclusive to foodservice and restaurants,” ger, say you had an Italian wine and maybe for Parmigiano-Reggiano and Fontina says Hanson. “And they can do that with steak and some other Italian food, and then Valle d’Aosta. “People have seen those much more than just pasta.” ask him, ‘What cheese would go best with items in restaurants, but now they’re Pronio sees the increase of vegetarian that?’” Pronio recalls. “Now we’ve got peo- showing up at the deli. They want those and vegan offerings at the deli counter as a ple coming up to us and asking us the same foods to take home and enjoy.” sign of increasing customer influence on the things. I’ve doubled the amount of cheese in That trickle-down effect from restau- menu. the case because of that.” rants to deli counters is not only visible, it’s “It seems everyone’s vegan or vegetarian The selection also has increased at many accelerating, according to Wade Hanson, these days, so we want to give them those Kroger delis where Murray’s Cheese Bars director at Technomic, a supermarket and options, too,” he says. are now operating. Customers not only have restaurant research firm in Chicago, IL. Larry Montuori, vice president of sales vastly increased options, the stores have “It used to take five years for food trends for Stratford, CT-based Nuovo Pasta Pro- trained staff to aid in tasting and suggestions. to go from restaurants to supermarkets, but ductions, says demand for gluten-free pasta The third trend Technomic has spotted is now it’s closer to 18 months,” he says. is surging among consumers. a yearning for Italian comfort foods, Hanson “Supermarkets have seen this, and they “Some suffer from celiac disease and oth- says. Though rotisserie and fried chicken still
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top the sales chart in supermarket delis, bud- get-conscious shoppers who aren’t eating out as much want restaurant-quality Italian food. Supermarkets such as Wegman’s have done a tremendous job preparing Italian foods that are hot and ready to eat at the store or for taking home, says Hanson. “There are multiple alternatives ranging from chicken cacciatore, eggplant Parmesan, lasagna or meatballs that every customer is familiar with,” he says. “But they’re also dishes with some unique twist that makes them special like at a restaurant.” Pronio says his crew makes meatballs from scratch using pork, beef and veal, then precooks them so customers can reheat them easily at home. The store makes its own Italian sausage from scratch and, during holidays, adds traditional liver sausage to the lineup. Many markets, such as Earth Fare, have bread pizzas, even using fresh naan for “Every day we’ll go through a 15-pound invested in purpose-built pizza ovens to crisp crusts,” says Hanson. “They’re certainly tray of lasagna made with our own sausage the crusts on stone decks. Freshly made using far more gourmet ingredients like and a really good Ricotta we get from New dough stretched and spun to order adds a Gorgonzola, roasted garlic and caramelized Jersey,” he says. visual element once exclusive to restaurants. onions that allow them to compete directly Perhaps not surprisingly, Hanson’s fourth And such pizzas often are less expensive with pizza restaurants. big trend is “all things pizza. Supermarkets than even a bargain-chain pie. are beyond standard pizzas from the past, “We’ve seen lots of different sauces for a They’ll Pay For Authenticity especially the old-style take-and-bakes, and while, but now we’re seeing supermarkets Be they baby boomers or boomers’ they’ve gone much more gourmet.” differentiating themselves with grilled flat- babies, Sherrie Zebrasky suspects more peo-
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ple than ever understand authentic Italian them says a lot.” also, says Adisa Kalkan, manager of market- food better than other immigrant foods. Due to Americans’ growing appreciation ing, research and development for St. Louis, That makes them willing to experiment with of charcuterie, the bar for Italian salumi in MO-based Volpi Foods, a salumi producer. it anywhere they see it. general has been raised to unprecedented “Supermarkets and delis have done a “No doubt they understand it better than heights, says Montuori, leading to a meta- great job of tapping into trends that chefs they did in the past. Their tastes are much morphosis of the traditional supermarket deli. set,” she says. But their use of salumi is more more cosmopolitan than ever,” says “It used to be sliced turkey, ham and finessed than in the past: “They want to add Zebrasky, the U.S. retail adviser for Principe chicken, but now you’ve got all this fantastic that salumi to pastas and salads and other Foods, a producer of prosciutto di San capicola and mortadella and so much else,” dishes. They see how they’re being used at Danieli that has a U.S. outpost in Long he says. “It’s made Italian food very accessi- local restaurants, and they want to compete Beach, CA. “That they know how to ask ble to customers.” that way.” for Italian foods and are willing to pay for Credit restaurant chefs with this change Kalkan also has observed prepared foods chefs doing a better job of cross-utilizing whole cured hams and whole salumi to reduce waste and improve cost controls. That meat “is very expensive to waste, and when you talk about authentic Italian markets, those operators throw nothing away,” she says. Although she applauds supermarkets for stepping up to compete with restaurants, she advises her customers to tread carefully by approaching every menu creation with a clearheaded cost-consciousness. “They sometimes forget that there’s much more to it than just throwing ingredi- ents together,” says Kalkan. “They really have to think it through, put the math into it and price those items correctly, just like they do at restaurants.” And use skilled labor, says Montuori. “That kitchen staff has to be trained properly in order to take on that venture of serving really nice products like you find at a restaurant,” he says. Good marketing is a must as well. Kalkan says delis should add well-regarded brand names in menu descriptions just as restau- rants do, and Montuori suggests letting guests taste products featured in the pre- pared foods display case. “When we do trade shows, we cook our ravioli, take it right out of the boiling water and let people taste it as is,” he says. “No olive oil or cheeses on it, no sauce. That lets them really understand it by itself.” According to Pronio, who is Italian by heritage, part of selling Italian food is market- ing the rich culture and tradition tied to the cuisine. Enthusiasm for any product always adds to the pitch, he says. “For Italians, eating isn’t just consuming, it’s tasting and enjoying the food and the conversation that develops around the food,” says Pronio, who also sells authentic Italian desserts, such as Sfogliatelle, to take home. “It’s no longer about eating to live, it’s living to eat. And when you think of it that way, it’s easy to put passion into the ingredi- ents and quality of what you sell.” DB
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FEATURE Understanding Generation Next
The Millennial generation is growing up and presenting new opportunities for delis BY SHARON OLSON
t’s time to stop thinking about the Millen- and there is real value to understanding the opportunities for supermarket delis and nial generation as “those kids” because varied lifestyles within this group. bakeries in addition to a wide range of Generation Next is rapidly becoming Gen- The Culinary Visions Panel and Y-Pulse foodservice venues. Ieration Now. Even though younger Mil- (ypulse.org) collaborated to conduct a lennials may still be depending upon family survey with more than 1,000 consumers to The Snacking Opportunity For Deli for support, many are forging their own life better understand how consumers in differ- Perceiving snacks as an impulse behavior away from home, have become parents of ent age groups and life stages approach food alone may neglect opportunities to satisfy young children and are heading up their own choices and the factors that drive their consumers’ needs when they shop in the households. These consumers born purchase decisions. The focus of the study deli. Thirty-six percent said they purchased between 1977 and 1992 encompass potential was on snacking behavior because younger from a store or restaurant nearby when the customers in three distinctly different age consumers in particular eat more small meals urge hit. Yet 41 percent said they brought groups and a variety of different life stages. or snacks throughout the day rather than snacks from home. Many of the favorite A recent study included younger Millen- traditional meals favored by their parents and ingredients in those items brought from nials, ages 19-25, middle Millennials, ages 26- grandparents. Overall, Millennial consumers home included foods that could be readily 30 and older Millennials, ages 31-36. An do not care as much about defining an eating purchased from a deli such as cheese and understanding of different age groups and experience as a meal or snack. The focus mini meals. their life stages is important to understanding is on satisfying their need to eat what they Consumers who participated in the study the factors that influence their food decisions want and when and where they choose were asked to share their biggest challenge in at home and away from home. Young con- to eat it. meal planning. Understanding these chal- sumers who are still finishing college and liv- Looking at snacks and meals by tradi- lenges speaks to opportunity for the deli. ing at home behave differently than those tional definitions might lead a deli to abdicate The cost and availability of healthful transitioning to financial independence or the opportunity for snack sales to packaged options were a top concern followed closely those who are heads of households with snacks in the grocery aisles or to quick by having the time to eat healthfully. Con- young children. The Millennial generation service restaurants and convenience stores. sumer perceptions of freshness and health- includes consumers 19 to 36 years old today, Yet, the study pointed to some significant fulness are closely related and the supermar-
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ket deli received high marks for both. Forty-two percent of con- Eighty-five percent of consumers in this sumers expected to pay $3 study noted healthfulness as a motivation for to $5 for a snack purchased purchasing a snack from a deli. at a deli and 18 percent Convenience is another challenge to con- expected to pay more than sumers who want the ease of grab and go $5. The majority, 53 per- snacks that do not take a lot of time to pre- cent expected to pay $1 to pare. When considering snacks for the fam- $3 for snacks purchased at a ily, there can be very different preferences convenience store. for different family members. Convenient packaging that allows for easy transportation Dividing the Millennial is another important factor. Disposable or Generation reusable bento style, compartmented con- There are many similari- tainers are perfect for today’s consumer who ties among the desires and wants convenience and customization. motivations for snacks Flavor fatigue is another factor that frus- among Millennials, but when trates consumers who get tired of the same looking at age and life stage thing day after day. Coming up with new there are some important ideas is one more thing that is easy for delis differences to consider that to take off of their customers’ to-do lists. A might lead to even greater customized recipe or a series of variations on customer satisfaction. favorite items can make a deli the destination Younger Millennials (19-25 for fresh and flavorful snacking. years old) are those who Value is often noted as a challenge for snack most often. According consumers who discussed the difficulties of to the research, those living balancing the cost of convenience within a on campus and with room- budget and the premium prices of healthful mates are the most likely to options. Consumers in this study expected snack more than five times a to pay a little more for snack foods they pur- day. Early afternoon and late chased at a deli versus a convenience store. at night are prime snacking
times for this group. Those with room- mates tend to snack more in the morning and mid-morning than older Millennials (31-36 years old), and they are also the top late afternoon snackers. Millennials under age 25 report preparing their snacks at home more than other age groups. This group also has a higher per- centage (61 percent) than other age groups that report planning to eat less frequently (38 percent) at quick service restaurants. The deli is uniquely suited to respond to the needs of consumers who bring their snacks from home by promoting the quality, value and convenience of customizable snacks and mini-meals than can be easily assembled from fresh ingredients purchased in the deli. Middle Millennials (26-30 years old) are purchasing snacks more often at supermar- ket delis than other Millennials. After dinner is prime snacking time for this group. Older Millennials (31-36 years old), those living independently or with a spouse are more likely to snack once or twice a day than younger Millennials. They are more likely to snack in the midmorning and late afternoon. They are less likely than younger Millennials to snack in the early afternoon and before dinner through late at night. Many Millennial consumers are parents, and of those Millennial parents, 78 percent report they provide their children with the
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SNACK PURCHASES IN THE LAST 30 DAYS 100.00% 88.11% 90.00% 80.00% 70.00% 61.89% 60.00% 53.08% 43.95%44.80% 50.00% 36.52% 40.00% 28.98% 30.00% 17.09% 20.00% 12.00% 10.00% Millennials (19-36) 0.00% 100.00% (942)
Drug store
Supermarket Deli Convenience store Fast food restaurant Supermarket bakery Fast casual restaurant Cafeteria or other venue Cafeteria at workplace Casual dinning restaurant
same food as the entire family. Almost half fast casual restaurants are the next most ated with indulgence and comfort and both (49 percent) of these parents are concerned popular choices at 62 percent and 53 per- of these characteristics were high on the list about the healthfulness of food they serve cent, respectively. At 45 percent, delis rank of attributes. Ninety percent of respondents their children and themselves. Forty-nine fourth highest among venues where Millen- said comfort motivated their purchase, while percent say they provide healthful choices nial consumers have purchased snacks in the 87 percent said indulgence was a motivator. and 27 percent try to limit their children’s past 30 days, followed closely by conve- Healthfulness also rates high as a motivation
access to processed foods, while 21 percent nience stores at 44 percent. The supermar- for snacks purchased from delis (85 percent). say they frequently provide natural and/or ket bakery was noted by 37 percent and The high levels of importance on motivating
organic foods for their children. Only 14 per- drug stores by 29 percent. forces at both ends of the healthfulness and
cent provide separate food for their children Overall, Millennials purchase snacks indulgence spectrum points to the opportu-
and less than 2 percent say they let their chil- more frequently from convenience stores nity to provide a range of snack offerings to
dren choose their own meals. and supermarket delis than Baby Boomers. answer the crave. Consumers that reported purchasing snacks Providing energy also appeared as a moti- Snack Shopping Venues from supermarket delis in the past month vating factor mentioned by 84 percent. Today the deli competes with all types of also reported purchasing snacks more often Although brand names were not among the food and foodservice venues. This study than the general population of Millennials in highest attributes, Millennial deli shoppers delved into choices and purchases criteria for the study. Eighteen percent of Millennial ranked brand higher than the general popula- snacks at supermarket delis and bakeries as consumers reported plans to purchase tion in the study at 61 percent. well quick service, fast casual and casual din- snacks more often at supermarket delis in When asked why they purchased snacks ing restaurants, cafeterias at school or at the coming year. at a particular venue, the top five factors for work, convenience stores and drug stores. the deli were quality of the food 46 percent, It’s no surprise that younger consumers Motivations for Snacking good value for the money 37 percent, desir- frequent quick service restaurants for Freshness and craving were noted as the able taste/flavor 32 percent, healthfulness of snacks. In the study, 88 percent reported most important characteristics in motivating the food 29 percent and convenient location purchasing a snack at a quick service restau- a snack choice at 94 percent and 95 percent, to home, work or school 25 percent. Fac-
rant in the last 30 days. Casual dining and respectively. Craving is more often associ- tors that are traditionally important in quick service environments were considered less important when purchasing snacks from PREFERRED TIMES OF DAY FOR SNACKING BY delis. Inexpensive was noted by 21 percent MILLENNIAL SUPERMARKET DELI CONSUMERS as an influencing factor and speed of service BASED ON LAST 30 DAYS PURCHASES was noted by 18 percent.
70% 60.43% Favorite Snacks 60% 48.82% 46.45% Millennials who have purchased from 50% 41.00% 44.31% supermarket delis in the past 30 days report 40% 28.44% higher mid-morning snack preferences for 30% 12.38% 20% Millennials Who Have Purchased mini meals and combinations of foods, mini 10% Snacks from Supermarket Delis in sandwiches and wraps, prepared salads, 0% Past 30 Days (422) soups and chilis, vegetables, beef jerky, smoothies, bakery items, and candy. Many of these items can be served in an endless Morning array of varieties to eliminate the flavor After dinner Midmorning Before dinner Late at night Early afternoonLate afternoon fatigue that can discourage snackers. Pro- viding an array of condiments and greater
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tends to be a strong motivating factor. As forting sets the table for snack satisfaction. the sun goes down, indulgence reigns in the Millennial consumers have grown up and evening and late night hours. Merchandising they are savvy and demanding of consumers. different options at different times of the day They understand value in multiple dimen- is a surefire way to capture more opportuni- sions and are willing to spend more on higher ties to satisfy these customers. quality snacks that they perceive to be fresh, which is a uniquely positive attribute of a deli Capturing Generation Now experience. Millennial parents are making There is a significant opportunity for delis choices for themselves and their growing to feed the desires of Millennial consumers. families. Delis are in a unique position to give Understanding that fresh and healthful can them the high quality, high value customized be just as important as indulgent and com- experience their lifestyles demand. DB
opportunity to customize can further encourage snack shoppers. The study found some significant differ- ences between the snacks chosen at differ- ent times of day. The study looked at snack preference at seven different dayparts from morning to late night. The sweet spot for snacking is the late afternoon period when 60 percent of the total Millennial audience reported snacking, followed by mid-morning (44 percent) and late night (42 percent). Snacks favored in the late afternoon daypart are the most diverse and include popular deli items like cheese, mini sand- wiches/wraps, prepared salads, soup and hummus. Snacks favored by Millennials in the midmorning day part are: fruit, yogurt, granola/energy bars, bakery items and smoothies. Although cheese is among the top five snacks for late night, the most pre- ferred snacks at night are sweet, salty and crunchy snacks. Even though not all of these items are typically found in the deli department, the research points to opportu- nities for cross merchandising to make the deli a snack destination. There is also a day and night dichotomy to be considered with Millennial consumers. During the daytime hours healthfulness
Culinary Visions® Panel and Y-Pulse (ypulse.org) are divisions of Olson Com- munications based in Chicago, Illinois. Culinary Visions Panel is a food-focused insight and trend-forecasting firm that provides original consumer and culinary professional research for companies in the food industry. Y-Pulse specializes in young consumer research to help compa- nies in the food business better under- stand tomorrow’s tastemakers today.
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Building the Foodservice Core
Sandwiches build sales and profits BY LISA WHITE
vidence of the popularity of sand- wiches is everywhere, from quick- service chains like Subway, to fast-casual restaurants, such as Panera and even full-service specialty restau- rants like California Pizza Kitchen and the Elikes of upscale, fine dining establishments such as Morton’s Steakhouses. Mirroring the restaurant industry’s model, there are tremendous business opportunities and supermarket delis are get- ting in on the action like never before. Safeway offers five hot sandwiches and three cold sandwiches in its stores, including smoked turkey chipotle, Philly cheesesteak and turkey bacon avocado. Harris Teeter’s Sub Shop offers customers a wide range of bread, cheese, dressing, toppings and fillings for customers to create custom sandwiches. Retailers also have the edge when it comes to economical meal options, espe- cially when deli departments are offering new, creative sandwiches that complete with the most progressive sandwich shops. Perishables Group’s FreshFacts Online Shopper Insights, run by Spire, reported that 87 percent of households purchased deli pre- pared foods in the 52 weeks ending June 15, 2013. The prepared foods category repre- sented 55.6 percent of the deli’s total sales for the 52 weeks ending March 30, 2013. Total deli prepared dollar sales experienced a 7.7 percent increase over this period. Deli sandwiches comprised almost 11 per- cent of U.S. deli prepared foods category share of dollars in the 52 weeks ending March 30, 2013, according to Nielsen Per- ishables Group FreshFacts. This was a 4.5 percent increase from a year prior.
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Keys to Success “We provide products for traditional business development. “Even with just The latest sandwich trends include a wrap programs as well as our Fold It line, three to five different sandwich carriers in wider selection of bread, spreads, condi- which is an artisan thin crust flatbread that the case, retailers need to constantly ments, proteins and cheeses, according to folds over and can be heated,” says Bob Pal- change things up.” Chicago research firm Technomic. lotta, senior vice president of Flatout Inc. It’s important to have different breads or For retailers looking to enhance prepared Hot sandwiches, including paninis, have sandwich carriers to handle a variety of food programs, sandwiches are a simple way become more popular and can work with a warm and cold fillings. Foods like pulled pork to continue to grow business. However, in variety of ingredients. or sausage, for example, will require a order to be successful, sandwich programs Backerhaus Veit, Ltd., based in Wood- heartier, sturdier carrier. need to offer items that will be attractive to bridge, Ontario, Canada, offers a panini line “Rye type breads are really gaining trac- customers as well as profitable. that can be used with panini grills or to cre- tion right now,” Zanette says. “Yet gluten “In looking at nationwide sandwich ate grilled cheese and toasted sandwiches. free products haven’t impacted the deli chains, [retailers need] to back into a suc- The company also produces ciabatta rolls in much. People are keeping things in modera- cessful program from a profit and selling round, rectangular and bow tie shapes, in tion rather than sacrificing taste or quality.” standpoint. Retailers have to know the addition to baguettes, hoagies and a new Healthier options are a staple in today’s actual costs and that their sandwiches are sausage bun that has a light texture. retail deli programs, as customers seek selling for a profit,” says Jim Pierson, vice “In terms of deli sandwich programs, out more nutritious ingredients and low president of sales at Pocino Foods Co., consider traditional as well as specialty calorie items. based in Industry, CA. “It’s important to flavors and variety,” says Sandra Zanette, Toufayan Bakeries, based in Ridgefield, know the bottom line will ensure success.” Backerhaus’ director of marketing and NJ, offers a broad range of regular wraps, Another key factor retailers need to take into consideration is the areas’ demographic as well as regional preferences. For large national chains, one program may not work. Each region may need one or two signature products and a few sandwiches that cater to individual demographics. On a macro level, chains need to keep current on regional and national trends. For example, ethnic food is currently on trend due to this country’s population shift. It’s not just flavor profiles either; different economic profiles will need different price points, which will influence ingredients. “Retailers need to be aware of the cus- tomers’ needs, stay fresh and new and rou- tinely change up the menu to make sure people keep coming back,” Pierson says. “By this summer, there will be an equal amount of Caucasians and Hispan- ics in California and, by 2015, Hispanics will make up the majority of that state’s population,” Pierson says. “There also has been an increase in Asian cuisine, with the Vietnamese sandwich called bahemi com- ing into the mainstream.” “It’s not necessarily about reinventing menus or offerings but rather supplementing and offering more options, then highlighting what’s available,” Pierson says. “It’s impor- tant to meet the needs of regular customers while also drawing in new, younger and eth- nic consumers with unique options.” Pocino’s offers ethnic sandwich ingre- dient options, including the Japanese and Chinese versions of char sui pork, which can be sliced. Flatout Inc., the Saline, MI-based maker of Flatout Flatbread, offers retailers a “Rack to Wrap” program, which incor- porates products that are currently being sold in grocery departments into deli sand- wich programs.
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gluten-free wraps, and varieties of pitas, flat- and there should be a significant price dif- According to a survey by the IDDBA, breads, lavash and breadsticks. ference between the individual compo- 64 percent of shoppers said their deli sand- “Like what we are seeing in our retail nents and the combo-deal. wich purchase interest would increase if business, customers are looking for healthier Gourmet Boutique, based in Jamaica, they were offered fresh vegetables and bread and eating options. Thus, we are find- NY, offers fully-prepared, ready-to-eat 10- spicy spreads and sauces. Also, 20 percent ing our whole wheat and multi-grain prod- ounce wrap sandwiches in 10 varieties for of shoppers would be more interested in ucts growing in popularity as well as our retail deli programs. The company also has deli sandwiches that offered a variety of gluten-free wraps, which now come in four unveiled a frozen sandwich line to help lettuce, house-made spreads and sauces, varieties,” says Karen Toufayan, vice presi- supermarket delis control shrink. hummus, fried eggs and roasted garlic. dent of sales and marketing at Toufayan “Sandwiches are a very critical part of With these increased options, 84 percent Bakeries. “In addition, our Smart line, which the supermarket deli business, and this seg- of those surveyed said they’d choose in- offers our bagels and pitas with substantially ment is growing,” says Jere Dudley, store deli sandwiches over those offered lower calorie counts, is growing.” Gourmet Boutique’s vice president of sales. by a foodservice outlet. Sandwiches are usually more of a meal “This is because there are great bread, Consumers are seeking premade sand- than a snack and a total program will wraps and fillings that are unique.” wiches as grab-and-go options that allow include other components that round out He sees a growing emphasis on rye, them to pop in and pop out as well as made- the meal. Bundling various combinations whole wheat, brioche, multi-grain and sour- to-order custom creations. into a meal-deal offers customers a value- dough breads in different shapes and sizes. “Time will always be a factor, so delis added option and competes with many Also, ciabatta rolls and baguettes as well as need to provide options,” Pierson says. fast food restaurants. pretzel rolls have become more prevalent. “Whether sandwiches are prewrapped or “A successful sandwich program includes “The newest innovation is the use of made-to-order, they need to be promoted a sandwich, chips, cookies and a combo waffles as a carrier,” Dudley says. “Taco Bell as being fresh. Plus, best-sellers always drink,” says Roya Rohani, vice president of recently launched a breakfast sandwich with should be available for consumers to grab marketing at San Francisco, CA-based Clas- a waffle and Burger King added a new and go.” sic Foods. “[These items] make the con- breaded chicken sandwich on a waffle bun.” The importance of freshness should sumer feel like they are getting a great value never be forgotten when designing grab and for their meal.” Upping Impulse Sales go options. When a premade sandwich is While bundling meals makes selection The proper selection of breads, fillers and offered, it should be just as fresh as the easy for consumers, it is important to real- toppings not only creates a sandwich desti- made-to-order version. ize that customers are looking for value nation, but also boosts impulse sales. In addition to custom and prewrapped
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sandwiches, cold and hot cases should Gourmet Boutique include side dishes that compliment sand- recommends stores wiches, such as salads, fruit, French fries and create a separate mashed potatoes. sandwich area that “The deli area is building more momen- includes hot and cold tum now,” Zanette says. “More people are sandwiches, both going to delis and, rather just getting a deli made-to-order and tray, they are bringing back sandwiches for pre-wrapped. meetings, such as boxed lunch deals.” “These could “Offering both pre-wrapped and made- include varieties like to-order sandwiches captures two different chicken Parmesan, customer segments — customers on the run meatball sandwiches and customers that have time to wait,” says and Reubens,” he says. Jim Conroy, president of Pittsburgh, PA- “Even hot sandwiches based Conroy Foods. “Having a pre-made need pre-wrapped ver- sandwich program will give retailers the edge sions for grab-and-go over the QSR sandwich shops that only convenience, along offer made-to-order sandwiches, because it with custom made offers customers a choice while providing selections.” convenience and freshness.” It’s easy to get “There are two types of customers we hyped up about arti- find our clients dealing with. One is in a rush, sanal ingredients and and the convenience of having a pre- made-to-order pro- wrapped sandwich they can pick up and pay grams, but labor con- for is his or her preference. The other cus- siderations are still a tomer tends to be a bit more quality con- major concern for large scious, and is willing to spend more time to chains that also want have a freshly prepared sandwich made to to offer consistent their specific taste and relish requirements,” quality all day long. Toufayan says. Farm Ridge Foods, “Retailers can differentiate from restau- located in Islandia, rants by focusing on convenience and having NY, developed a pre- combo meals available at reasonable price made fresh sandwich points,” Rohani says. “The goal is to make program in gas- the buying experience as easy as possible for flushed packaging the purchaser that has limited time. with a 12 to 16 day For both types of programs, having good shelf life. signage and proper displays enhances the deli Ron Loeb, presi- curb appeal. In the past, many chains would dent of Farm Ridge rely on TV and radio to advertise programs, Foods says, “Labor is but it is typically more effective to capture still a big concern. consumers at the point of purchase, since With a fresh pre-packed sandwich program, san look — a crustier baguette with a few this is where they are making their buying retailers can guarantee that their sandwiches slices of thin sliced prosciutto, a complimen- decisions. offer the same high quality day in and day tary cheese, and some sort of greens, Pocino Foods recommends retailers pro- out. We are currently making full-size and wrapped in butcher paper and tied with mote their programs through traditional as quarter-size paninis and wraps in 18 different twine are appealing to customers, regardless well as targeted methods, such as window varieties. The Philly Steak Sandwich is sold of their experience with specialty ingredi- clings and flyers. cold, but equally good hot or cold.” ents,” says Vanessa Chang, marketing and “This is a very successful approach Because products are fresh and not education manager at Creminelli based in because POP signage targets people as they frozen, Farm Ridge’s sandwiches are only Salt Lake City, UT. walk through the door, which is when being sold on the Northeast Corridor. A newer approach for sandwich display they’re making their purchasing decisions,” In terms of marketing great ingredients, cases is using the European style of mer- Pierson says. programs offering more specialty foods chandising. Sandwiches are made in “Another great way is to encourage staff should identify higher-end brands that advance but displayed in a full-service case to build a rapport with customers,” Pierson would differentiate the offerings, especially where they can still be customized. Not says. “If stores can capture customers within among customers who already shop for only is service much faster than made-to- a five-minute time frame between when specialty cheese or artisan meats. By doing order, but the visual appeal is much better they go into the store and when they hit the this, consumers can immediately know than sandwiches wrapped in film or dis- deli counter, it is the best scenario.” from the menu that the salami isn’t an played in clam-shell packaging. Merchandise is best displayed on the industrial variety but something without counter for quick impulse buys and rounder nitrates or handcrafted. Competing with Restaurants (racks) for brand visibility. “Along with specialty ingredients, sand- According to Technomic, some retailers To create a destination, Dudley of wiches can take on a more handcrafted arti- are crossing over to become full-service
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able price point. “If meat is of a high quality and decent price point, it’s a huge selling point,” Pier- son says. Creminelli Fine Meats offers an Artisan Deli line, also called Large Format. These are all large styles of its salumi made with all nat- ural pork and slow cured without added nitrates/nitrites or slow-cooked with no preservatives, MSG, fillers or gluten. “We’ve noticed a shift toward using more high-end, artisan salami for every- thing from panini/hot sandwiches as well as simple and elaborate sandwiches,” says Chang. “High quality ingredients in gen- eral — specialty cheese, good extra-virgin olive oil, different types of breads — are more and more popular on menus for chains and higher quantity businesses.” Its slow-aged products include Calabrese, a spicy pepperoni-like product; Milano, the original Genoa salami; Sopresa Veneta with garlic and wine; Finocchihona with fennel restaurants, and delis are developing con- that’s what they’ll do,” Pierson says. “We’ve seeds in the traditional Southern Tuscan cepts similar to those offered by the food- been encouraging our retail customers to try style; Varzi that is gently seasoned with nut- service industry. more ethnically-targeted cuisines and show- meg; Prosciutto Creminelli, a Parma-style “To compete with foodservice, retailers ing that it can be successful.” domestic prosciutto; Coppa, a rolled and must focus on consistency and the assembly When competing with restaurants for aged pork shoulder/neck with sea salt and of the sandwiches,” Pallotta says. the sandwich business, the focus shouldn’t clove; and Bresaola, an air-dried eye of round Although offering a core menu of always be on price. with peppery greens and olive oil. favorites is important, providing limited time “Even with Subway’s $5 sandwich “Since we don’t use fillers or add water offers and/or seasonal selections that take offering, today’s sandwiches aren’t made to our salami and cooked products, the fla- advantage of fresh produce can help attract to be cheap,” Dudley says. “Customers vor is more intense,” Chang says. “Opera- repeat business. will pay more for a high-quality, premium tors actually need to use less product than Convenience and price give supermar- product. The days of the $3 and $4 say, a deli meat that’s industrially produced ket delis a leg up where sandwich pro- sandwiches are long gone.” with fillers and water. So the cost may be grams are concerned. Also, like restaurants, retailers should more on paper, but in cost per serving, the “If customers can purchase a sandwich offer sandwich options that are all natural, cost is lower and the flavor better.” quicker at a more competitive price point, with no hormones or nitrates, at an afford- Looking ahead, manufacturers predict grains will continue to be a hot ingredient, seasonal products will be emphasized and foods from other departments, such as bak- ery and produce, will be further incorporated into deli sandwich programs.
Pickles and Condiments While the core ingredients of a great sandwich include as assortment of bread options and a wide variety of meats and cheeses, retailers should not forget about condiments. Often it is the condiment that changes a good sandwich into a signature product that can be advertised and used to satisfy existing customers and bring new customers into the store. A great foodservice and sandwich pro- gram becomes just as much a destination center for consumers as does a great pro- duce department or low prices. One of the classic add-ons is pickles. Low calorie, low cost and tasty, they were once the favorite sandwich side dish and often offered for free in traditional
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restaurant delis. Sriracha, an Asian hot sauce made from package, it is a much easier to eat with lunch “Merchandising [pickles] next to the chili pepper paste, distilled vinegar, garlic, whether you are driving in your car or eating sandwiches helps retailers offer full meal sugar and salt, is popular on its own and lunch at your desk. solutions,” says Eric Girard, national sales combined with mayonnaise and mustard as For Loeb, making sandwiches more director at Van Holten’s & Sons, a pickle a sandwich topping. It has surpassed wasabi interesting and dynamic is as simple as using provider based in Waterloo, WI. sauce, another popular Asian hot sauce. the horseradish chips on a roast beef sand- Van Holten’s has expanded its Pickle-In- One company has taken the popularity wich, hickory smoked chips on barbeque or A-Pouch line, adding a 30-count pickle bar- of pickles and condiment trends and com- Atomic Hot on a traditional sub or hogie.” rel that includes deli paper bags for a quick bined them into a popular new take on tra- “Important aspects of a successful self-serve option. ditional pickles. retail sandwich program include offering a “Pickle-In-A-Pouch is available for Farm Ridge Foods of Islandia, NY has a variety of different options,” says Jim limited labor situations, and the 30-count line of “Not Your Typical Pickles” that Conroy, president at Pittsburgh, PA- jar is available for operations with more includes contemporary flavors. While half- based Conroy Foods. dedicated manpower,” Girard says. “Super- sours are the number one seller, other flavors The company offers a variety of sand- markets are competing with fast food and include Horseradish, Hickory Smoked, wich condiments, including Beano’s Origi- need to use products that help them Devilish, Atomic Hot and Wasabi. nal Submarine Dressing; Balsamic Subma- become more efficient.” Ron Loeb, president of Farm Ridge rine Dressing; Olive Oil Submarine Pickles can be used as give-a-ways in Foods says, “These new flavors are really dressing; All American Sandwich Spread; sandwich programs. “It’s a great way to call catching on and bringing life back into Buffalo Sandwich Sauce; Deli Mustard attention to your sandwich program and a declining category. All flavors are avail- Honey Mustard; Horseradish Sauce; show customers that you are viable meal able in chips and these make great addi- Southwest Sandwich Sauce; Fancy Yellow option,” Girard says. tions to sandwiches. All of our pickles are Mustard; Wasabi Sauce; Smoky Bacon; “Condiment trends for sandwiches fresh not pasteurized, so the flavors and Roasted Chipotle; Cilantro & Lime Sweet include anything ethnic or hot and spicy, like colors are better.” Chili Pepper; Garlic Sauce; and a Non-Sep- chipotle and sriracha,” says Rick Schmidt, According to Loeb, the pickle market is arating Submarine Dressing. vice president of national sales at Springfield, expanding due to new customers looking for With all the different available options, OH-based Woeber Mustard Co. “While something different. Farm Ridge has just there should never be a dull and boring men are more attracted to spicy and hot begun offering a single-serve packaged pickle sandwich program and all the options add condiments, women typically prefer sweet, that is a fresh, dry-pack product. Since the up to a better value for consumers and a fruit-based toppings.” pickle does not have pickle juice inside the higher ring at the register. DB
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CHEESE CORNER The Principles of Cheese Plates
Offering consumers the finest early season cheeses BY MAX MCCALMAN
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here was a time when the cheese selections available in spring offered little to choose from or less than ideal quality. The dearth of top-quality cheeses at this time of year could be attributed to simple seasonality. Northern-hemisphere dairy ani- mals would be well into their lactation cycles soT excellent milk would be available for cheese making. Although a few fresh cheeses were made, and made quickly avail- able, the cheeses requiring a little aging sim- ply would not be ready. A raw-milk cheese crafted in Febru- ary wouldn’t be available until April at the earliest, due to the 60-day minimum aging requirements for raw-milk cheeses. Historically, February is more closely associated with birthing at dairy farms than with cheesemaking. That’s not to say cheesemaking grinds to a snail’s pace in February, only that with less diversity in the pasture, the milk for cheesemaking might be a bit less flavorful.
Fortunately, today many fine cheeses, have given us more varieties to choose from both raw and pasteurized, are available in in the spring than ever before. spring. For aged cheeses this is less of a One family of cheeses reliably available problem: A cheese requiring six or more starting in springtime is the alpage, aka months aging usually has a long peak- alpine, varieties. Cheeses crafted the ripeness phase, so a cheese could be pro- previous year will have had enough aging to duced in September or May, and either reach their optimal levels of ripeness; it’s would likely be in great form. The vegetation almost a guarantee some nice alpage cheeses would be relatively lush both months. will be available in spring, a better guarantee Fresh, young cheeses produced in late than in winter. They arrive in good form and February and early March begin to come should only improve in proper cellar condi- available a few days or weeks after they’re tions. Cheeses purchased in winter may be made. The use of frozen curd to produce in top form if over a year old but many of young cheeses outside their normal seasons them may be a bit young. The younger may sound wrong, but many fine such alpine cheeses can be delicious but for most examples exist, especially goat varieties. of them, their fuller flavors require more After all, the demand for fresh, young aging to develop. cheeses is still present in late winter and Among the disappointing categories in early spring. Staggered lactation cycles and spring are many of the sheep milk cheeses. the increasing use of blended milk cheeses Staggered lactation means milk is available to
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produce a pressed sheep cheese that will plate; they taste as lovely at this time of year be four months old, but the milk may not as they do in October. They may even seem be nearly as rich as that produced when to be a little more “appropriate” in spring the ewes have more fresh vegetation than in the fall. The lovelies from Nettle to eat. Think late spring and summer Meadow are delicious year-round but they for these cheeses. seem to be especially attractive in the spring. Part of what influences spring cheese Keep in mind that some of the aged preferences is the aura associated with the cheeses reach their zeniths in the spring, season, the aura of freshness: fresh flow- even though the idea of a well-aged Gruyère ers and grasses, warming weather, and or Comté may not fit your definition of new beginnings. This makes fresh, young “new beginnings.” It’s hard to imagine any cheeses desirable. Wait until late spring to time of year when one of those splendid select the fresh, young goat cheeses and specimens would not find a spot on a plate. younger sheep cheeses. Skip the aged, Blue cheeses, such as Stilton, are often asso- pressed sheep-milk cheeses; the thistle- ciated with winter. Yet Stiltons and most rennet sheep cheeses you see are generally blues are just as delicious in spring as they a bit long in the tooth. For the most part, are in winter. The dedicated blue cheese this magnificent family is best left until lover likely won’t forgo a blue just because later in the year. the jonquils are blooming outside the dining room window. What To Include Part of what shapes cheese preferences Some enterprising cheesemakers are ris- any time of the year is what accompani- ing to the demand to produce cheeses out- ments are available. When most any fruit or side their typical seasons. Include any one of vegetable can be acquired at any date on the several cheeses from Vermont Butter and calendar, this may be less relevant than it Cheese Creamery on an early spring cheese once was, unless you cling to the traditional
seasons and buy only fresh local produce. One fruit available in the early spring is an excellent accompaniment for many cheese types — fresh strawberries. The image of a Triple Crème cheese — such as Brillat- Savarin or Chaource — accompanied by one plump strawberry and a glass of Champagne is a romantic classic. The idea of having the one “perfect” cheese for the day, month, or season has its merits but many want more. Three is fine; nine is divine. To cover most of the basic categories of table cheeses, don’t settle for less. With three only, you might simply choose one cheese type from each of the main dairy species: goat, sheep and cow. Species is only part of what defines cheese types. Other variables, such as rinds, textures, rennet and culture choices, tex-
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tures, and provenances, have profound impli- extra CLA (conjugated linoleic acid) to pro- appropriate for spring. The cheeses that pair cations on the character of a cheese. So tect skin from increasing exposure to spring- better with the lighter white wines are, on with all that’s available, why not have time sun. Different cheeses contain differing the whole, also lighter and younger. For a larger selection? levels of nutrients. example, a young Sauvignon Blanc will find Try including a young goat cheese, a Another driver of spring cheese success greater synergy with one of the goat cheeses mixed-milk cheese or two, a bloomy-rind, a is elevated fat content in many milks. from Capriole, such as Piper’s Pyramide, pressed sheep-milk cheese, a semi-soft Cheeses crafted during winter when many than it will with a pungent washed-rind cow washed-rind, a milled cheese, an alpine style, animals spend more time indoors eating hay cheese. Another spring appropriate cheese is a Gouda type, and a blue. There may be can be especially flavorful and satisfying. The Nancy’s Hudson Valley Camembert, a bet- some crossover among these types but this wide diversity of plant species available dur- ter partner for a white Bordeaux than an selection of nine cheeses will cover quite a ing the warmer parts of the year contributes aged Gouda. If a buttery Chardonnay is your few bases. Many additional distinct styles, to bigger flavors, yet the relatively high fat preference, an alpine style such as Uplands such as pasta filata, flavored and smoked, are content of winter milks gives those cheeses Pleasant Ridge can pair beautifully. available in the spring. available in spring their own special appeal. Sauvignon Blanc, Chardonnay, or This may sound like gluttony but the This makes springtime a bit of a get-it- most any well-made white wine you suggestion is to have a little bit of many while-you-can time of year. Fans of “plump” would have in spring should pair well with types. This is one of the great things about cheeses like Winnimere should know those all these cheeses. The Chardonnay may cheese: a little goes a long way. cheeses’ days are numbered in the carry you over to the blues but be careful Some people express fear of eating too spring. Enjoy them and be willing to wait with the Sauvignon Blanc. Perhaps worth much cheese. Quite frankly, it’s almost until late fall for many of those styles to trying but be forewarned. impossible to overeat cheese. Cheese come around again. Place less emphasis on the pairings brings a feeling of satiety. Variety is more Rogue River Blue is a phenomenal blue though. In more cases than not, cheeses and important than quantity, and variety will cheese to enjoy at this time; less will be avail- wines pair well together. But if they don’t bring on satiation more quickly than eating able in the summer so this is another get-it- meld well all the way to the finish, then think just one cheese. while-you-can cheese during the spring. of the match as a great guy and a great gal One reason to have an extra cheese or who were simply not destined to be lifelong two in the spring is to start getting in shape What To Drink lovers. Pairing principles can be applied but for bathing suit season. A diet that includes Wine choices evolve with the change in they shouldn’t prevent experimentation. It cheese on a daily basis has been shown to seasons. Hearty red wines may be perfect in isn’t as though mismatching cheeses and have “thinning” effects and provides a little winter, but a light white wine seems more wines is some egregious error. DB
38 DELI BUSINESS APRIL/MAY 2014 Packaging_Turkey.qxd 4/24/14 4:31 PM Page 1
PROCUREMENT STRATEGIES The Right Packaging Boosts Sales
Grab-and-go foods riding high BY BOB JOHNSON
n its most basic form, packaging holds the product and protects research manager at Inline Plastics, Shelton, CT. “New packaging is it from the elements, but it can achieve much more than that being developed to meet those needs.” Ifrom a sales perspective. Innovative and bold consumer packag- “Only one in four supermarket customers are deli shoppers, and the ing makes the first impression that gives deli a leg up in attracting average deli customer spends twice as much at the supermarket,” impulse buyers. says Keri Olson, marketing director at Robbie Fantastic Flexibles, The strongest movement today offering a substantial payoff is con- Lenexa, KS. “Grab-and-go in the cold case is an excellent opportunity venient grab-and-go foods, and packaging plays a major role in building to get people to shop the deli.” gateways to impulse spending. Great operations often have long lines at the service deli during peak hours which is when people are usually rushed. Enlarging and Convenient Packaging enhancing the grab-and-go section gives busy consumers an alter- The deli self-service area that promises lunch or dinner as convenient native. Stand-out packaging will attract customers unwilling to as quick-service restaurant meals, but far more nutritious and interest- stand in line as well as build impulse purchases for others waiting ing, can ignite increased sales for the entire supermarket. Quality for orders. foodservice can drive customer counts as consumers frequently pur- Home meal replacement is as big as ever and maybe bigger than chase additional items to supplement weekly grocery needs, often most retailers realize. People want to eat at home for both conve- bypassing their favorite low-price outlet. nience and savings, but alternatives are often scarce. While rotisserie “Grab-and-go applications are getting more attention in the deli chicken still is very popular, consumers are looking for more than just department for the lunch and evening,” says Jack Tilley, market chicken. They want variety.
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“The home meal replacement section of customers have lodged against grab-and-go “With our rotisserie chicken package we use the deli is expanding, and retailers want to be packaging is the inability to reseal packages anti-fog film, so you can still see the chicken able to charge a premium for the conve- to maintain freshness. In all fairness, virtually when it is hot.” nience,” says Chrissy Rapano, senior market all packaged products offering multiple serv- “Retailers are increasingly selecting clear research analyst at Dart Container Corp., ings get the same complaints. However, packaging to best denote the freshness of the Mason, MS. manufacturers are working on developing food contents,” says Tilley. “A big trend in “Manufacturers need to supply packaging solutions for multiple sizes and different the deli is promoting their offering as freshly that makes the food look good,” says products. made instead of processed. Consumers are Rapano. “It helps to have a microwaveable “Peel and reseal packaging is growing sig- increasingly preferring fresh foods.” package with a clear lid and a black bottom. nificantly,” says Foster. “A key goal is mak- Clear packaging may be the obvious way It’s not as simple as just designing disposable ing the packaging intuitive for consumers. to display food, but bold alternatives also lure packaging. Since it needs to be microwave- One way to design a program is to inventory customers to try new flavors of deli items able, we put vents in the lid. And consumers the deli products, especially in the self-service that provide healthful alternatives compared need leak-resistant seals so food doesn’t spill area, and choose packaging that works for to meals from quick-service restaurants, says in the car. You need features that make the those products.” Clar Lam’s Foster. food look good and protect it.” “Many retailers are starting to take a close “Unique packaging can play a big role in Because consumers sometimes need only look at their packaging in the deli area to differentiating these new items from tradi- a small meal, retailers are competing with make sure their packaging is the best fit for a tional products,” he says. “New technology one another to offer attractive small-portion specific product,” says Tilley of Inline Plas- is used to manufacture packaging with cus- options ranging from a simple snack to a light tics. “Inline has developed a line of grab-and- tom colors in a cost-effective manner.” meal, as well as larger-size family offerings. go containers that include tamper-evident “We’ve also been seeing this trend of The trend is packaging options offering mul- snack cups, hoagie and sandwich-wedge putting deli products in unexpected packag- tiple compartments, each holding and dis- containers and six-ounce, tamper-evident ing that creates some shelf disruption and playing one part of a snack or meal. rectangular containers.” makes the consumer stop and take notice,” “From small, power-snack packaging con- says Placon’s Lucash. “Our new line of tainers to large catering trays and bowls for The Package is the Display packaging will refresh the way product is dis- gatherings and special events, the common The most obvious way to display food is played on store shelves and give deli man- factor linking the two is convenience,” says to use clear packaging that provides an agers multiple options for showcasing their Jeff Lucash, director of sales–stock products unobstructed view and lets the food sell product, from situating the package right side at Placon, Fitchburg, WI. itself. Consumers can easily see the variety, up, upside down, standing up or on its side.” “Rigid packaging, portion-controlled poly- Lucash says, and they want a portion-con- The look of the most mundane packaging ethylene terephthalate, (PET) packages with trolled product that’s safe, looks fresh, and can promote sales. Indiana Carton, Bremen, multiple compartments for a balanced power comes in an environmentally friendly pack- IN, makes cardboard sleeves that fit around ‘meal’ are gaining popularity,” he says. “The age. rotisserie-chicken domes, but it pays to make clear snack-size packaging can fit fresh-cut Packaging with graphics must not inter- a graphic statement even with this utilitarian fruit and veggies, cheeses and nuts for a fere with a good look at the food, highlight- packaging strip. tasty, nutritional light meal.” ing the product but allowing the food to be “Any graphic that attracts people’s atten- Self-service packaging also is a tool to help “the star,” says Olson of Robbie Fantastic tion from far away helps,” says Alicia Petty customers with portion control. Nutritional Flexibles. MacDonald, marketing director at India Car- information is easy, and reguired, to help “All of our deli packages have large win- ton. “It’s a grab-and-go item. Mom comes inform customers on everything from what dows so you can see the product,” she says. into the store, sees the rotisserie chicken, to avoid, to what to eat for healthy nutri- tion and food sensitivities. “Snap-apart, portion-control packag- ing allows deli items, such as meat and cheese snacks or deli salads to be delivered to consumers in specific calorie ranges,” says Jim Foster, marketing manager at Clear Lam Packaging, Elk Grove, IL. “In our new line of stock PET packaging being launched at the National Restaurant Association show,” says Lucash, “we’re offering various sizes of these por- tion-controlled packages in our EcoStar brand of recy- cled post-consumer PET from bottles and thermo- forms that are 100 percent recyclable.” One of the biggest complaints PHOTO COURTESY OF PLACON 40 DELI BUSINESS APRIL/MAY 2014 Placon_. 4/21/14 12:37 PM Page 1 Packaging_Turkey.qxd 4/28/14 12:50 PM Page 3
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and takes it home for dinner. People put “When you couple the chicken pictures or logos on the sleeve.” trend of convenient por- Security goes hand in hand with freshness tion-sized PET packages, in the minds of many consumers, with tam- tamper-evidence and envi- per-resistant and tamper-evident packaging ronmentally friendly post- becoming more important to them, says consumer packaging, you Rapano of Dart Container Corp. have a winning combina- Keenly aware of this consumer prefer- tion,” says Lucash. “We’ll ence, producers are trying to offer the total continue to see the desire package: tamper-evident products made for tamper-evident thermo- from post-consumer materials that also fea- formed containers moving Cheap Green Solutions ture portion-size compartments. into the future.” Many consumers want sustainable pack- aging, especially younger consumers, but most also are sensitive to rising costs and they desire green choices that don’t increase the price. Satisfying their needs remains a problem, at least for now. “Environmental-friendly packaging is on the minds of the deli executives,” says Rapano. “The problem is green alternatives cost more, and they’re looking for green packaging that is not more expensive.” Recycling is an option that is gaining in popularity, but deli products offer unique challenges. Many deli products have a liquid base or are greasy and this often means tra- ditional cardboard containers neeed to be sealed in special films that are not recyclable. “With the deli items it is hard to recycle cardboard packaging because of the grease,” says MacDonald of India Carton. “A lot of the containers are plastic-coated. We see more recycling in the bakery.” Concern for the environmental impact of packaging, however, will continue to grow more important as the younger generation comes of age. Consumers in their 20s and 30s care more about the environment than older consumers, says MacDonald. Although the riddle of how to go green without paying for it could be unanswered for a while, some partial solutions are avail- able. Even when it is impractical to use recy- clable packaging, some younger consumers in particular are more comfortable if the cardboard is made from post-consumer materials. Indiana Carton also is able to score on the sustainability front with its line of “Nature’s Ink,” which is a soy-based product. Soy- based inks are now popular and are much more environmently friendly. If the plastic eventually ends up at the dump, flexible packaging will at least let con- sumers dump a lighter load, according to Robbie Fantastic Flexibles’ Olson. “We make pouches for rotisserie chick- ens,” she says. “Retailers tell us their con- sumers care about sustainability, and that’s why they’re switching to pouches. Flexible film takes up less space in the truck and in the landfill. You have to look at the overall impact of the packaging.” DB
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PRE-SHOW GUIDE International Dairy • Deli • Bake 2014
CAMP FOODIE Colorado Convention Center Denver, Colorado June 1-3, 2014 IDDBA_Coverstory.qxd 4/28/14 8:38 PM Page 2
IDDBA DAIRY-DELI-BAKE 2014 SEMINAR SCHEDULE
SUNDAY JUNE 1, 2014 8:00 AM – LAURIE DEMERITT PETER DIAMANDIS KEY SHIFTS IN FOOD CULTURE: 10:20 AM – ACHIEVING INNOVATION 8:30 AM HOW CONSUMER PREFERENCES AND 11:10 AM AND BREAKTHROUGHS BEHAVIORS ARE EVOLVING AND HOW Join Peter Diamandis as he looks to TO RESPOND the future in explaining how exponen- This dynamic session explores three tially advancing technologies will trans- powerful forces and how they affect the dairy, deli and form our companies, our industries, our governments bakery industry. We’ll share brand new information on and our lives over the next 5 to 10 years. Rapid growth the evolving shopper including who they are, how their of technology is empowering individuals and small com- consumption habits are changing and how they access panies to do what only governments could do a few information. decades ago. This presentation will show attendees how While the research presented in this session enlighten to drive and incentivize breakthrough thinking within and inspire, Laurie Demeritt, CEO of The Hartman Group, their companies to achieve clear, measurable and objec- will also share specific strategies for remaining relevant tive results. to these shoppers, optimizing your social media initia- Peter Diamandis is the Chairman and CEO of the X tives, and developing in-store offerings that build loyalty PRIZE Foundation, which leads the world in designing and sales. and launching large incentive prizes to drive radical breakthroughs for the benefit of humanity. He is the 8:30 AM – CAPTAIN RICHARD PHILLIPS author of Abundance: The Future is Better Than You STEERING YOUR SHIP THROUGH Think. 9:15 AM ROUGH WATERS: LESSONS ON LEAD- ERSHIP FROM CAPTAIN PHILLIPS 11:10 AM – HARRY BALZER An amazing leader...a highly intriguing EATING PATTERNS IN AMERICA story...a presentation of remarkable 12:00 PM What are Americans actually eating? impact. Captain Richard Phillips shares his compelling This may sound like a simple question, story as a “floating CEO” in charge of the day-to-day but it is really a challenge to answer operations of a multi-million dollar ship and its crew. accurately. Consumers often say one Though Captain Phillips describes himself as a “reg- thing but do another. Harry Balzer, Chief Industry Ana- ular guy,” the world knows his actions during a pirate lyst and Vice President of The NPD Group, has been attack on his ship were those of an unassuming hero following the eating and drinking patterns of Ameri- who conquered an extraordinary challenge. His har- cans for years. He is the author of The NPD Group’s rowing ordeal riveted the world, marked by his deci- Annual Report on Eating Patterns in America, which sive actions to save his crew and ship. President explores U.S. attitudes, behaviors, and trends related Obama said, “I share the country’s admiration for the to the food and beverage industries. bravery of Captain Phillips and his selfless concern for But sales data only takes you so far. It can’t tell you his crew. His courage is a model for all Americans.” who’s actually eating your products and why. It doesn’t Captain Phillips is the author of A Captain’s Duty: give you a real perspective on the brands and categories Somali Pirates, Navy SEALs, and Dangerous Days at you compete against at each meal occasion. Balzer Sea understands the big consumption patterns, niche trends, new product opportunities, and the dietary concerns that 9:15 AM – BOBBY FLAY help deliver key food strategies. This informative session FROM HIGH SCHOOL DROP-OUT TO – with data straight from consumers transformed into 10:00AM CULINARY STAR: A CAREER OF tangible strategies and tactics for you – goes deeper to COOKING, TV AND INSPIRATION answer your business questions and helps you make crit- Show us a foodie who doesn’t know ical decisions with confidence. Bobby Flay. The boy from Manhattan knew at a tender young age that he had a knack for MONDAY JUNE 2, 2014 fantastic food and wasted no time delving into a culi- nary career. 8:00 AM – HAROLD LLOYD At 17, he took a job at Joe Allen’s restaurant where FISHIN’ FOR SALES? his father was a partner. Mr. Allen was so impressed 9:00 PM BETTER CHANGE LURES! with Flay’s natural ability that he paid his tuition to The Today we are all fishin’ for sales. French Culinary Institute. After graduating, Flay was Remember the good ol’ days when all introduced to the Southwestern style that influenced we had to do was bait the hook? Now him; he opened the critically-lauded Mesa Grill in 1991. we’re force to change lures all the time and/or cast a The recognition that Flay has gained for his innovative wider net. creations utilizing indigenous American Southwestern Sometimes thinking outside the parameters of the and Mediterranean ingredients has made him a major mundane and our four walls can yield unexpected culinary figure. selling opportunities. This session will most assuredly Flay will discuss the mistakes and decisions that tickle any retailer’s creative synapses and hopefully have shaped his career, how he combines cooking and their desire to do things they’ve never done to get media, and how to tantalize customers with exciting fla- more of what we’ve always wanted...GREATER SALES. vor combinations, presentations and cooking techniques. Manufacturers and suppliers might enjoy seeing how they might be able to contribute to the implementa- tion of these practical and unique ideas.
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9:00 AM – BILL KLUMP 11:10AM – STEVE FORBES MAN UP: MEN’S RECENT IMPACT LEADERSHIP LESSONS: 9:15 AM ON GROCERY MARKETING 12:00 PM THE STUNNING PARALLELS BETWEEN Products have always been market- GREAT LEADERS OF THE ANCIENT ed and merchandised to reach your pri- WORLD AND TODAY’S TOP mary shoppers, but the question is, who BUSINESS LEADERS is the core shopper in your aisles today, and who will it The economic crisis underscores the importance of be tomorrow? You have probably noticed more men in strong and effective leadership. Time keeps ticking your aisles, and according to recent research, this trend and circumstances change but principles of human isn’t going away any time soon. A clear understanding nature do not. Based on his book, Power Ambition of how times and shoppers have changed is essential to Glory, Steve Forbes provides six intriguing lessons success. from comparisons between great leaders of the What will you do to address this shift? How can you ancient world and contemporary business leaders. use the latest in research, packaging, merchandising and What do Cyrus the Great and Jack Welch have in com- even branding to welcome and attract repeat business mon? What do great leaders know that allowed Serge from the new “man in your house?” Brin and Larry Page of Google to challenge and best Join Bill Klump, Senior Vice President of Marketing, two formidable competitors, Microsoft and Yahoo? In Butterball, LLC and Chairman of the Board of IDDBA, as this illuminating and entertaining talk, Forbes shares he shares new research and insights on the growing role insights into what will make or break businesses right of the male shopper. now by exploring the remarkable similarities between those who directed the empires of the 9:15 AM – HILLARY RODHAM CLINTON ancient world and today’s leaders. REMARKS BY FORMER SECRETARY OF Steve Forbes, an internationally respected authority 10:00 AM STATE HILLARY RODHAM CLINTON in the worlds of economics, finance and corporate lead- Hillary Rodham Clinton served as the ership, is Chairman and Editor in Chief at Forbes Media. 67th U.S. Secretary of State from 2009 The company’s flagship publication, Forbes, is the until 2013, after nearly four decades in nation’s leading business magazine. public service. Her “smart power” approach to foreign policy repositioned American diplomacy and develop- TUESDAY JUNE 3, 2014 ment for the 21st century. Clinton played a central role in restoring America’s standing in the world, reasserting the United States as a Pacific power, imposing crippling 8:00 AM – MARY KAY O’CONNOR sanctions on Iran and North Korea, responding to the FOOD TRENDSCAPE 2014 Arab Awakening and negotiating a ceasefire in the Mid- 9:00 AM In today’s world, no business category dle East. Earlier, as First Lady and Senator from New – especially the food industry – is York, she traveled to more than 80 countries as a cham- immune from the paradox and possi- pion of human rights, democracy, and opportunities for bilities of local versus global. The pro- women and girls. Clinton also worked to provide health liferation of Internet-enabled “e”verything, globaliza- care to millions of children, create jobs and opportunity, tion, immediate consumption across multiple chan- and support first responders who risked their lives at nels, multicultural marketing and big data rapidly Ground Zero. In her historic campaign for President, Clin- changes our retail shopper landscape. The “one-stop ton won 18 million votes. life shop” marketplace, both real world and virtual, offers 24/7 food availability and beckons with a bar- 10:20 AM – GARY VAYNERCHUK rage of products, services and lifestyle solutions. RIDING THE HASHTAG IN SOCIAL While no one can precisely predict the future, under- 11:10 AM MEDIA MARKETING standing the evolving trends driving retail in an expand- New York Times bestselling author and ing customer-centric world is key to developing more social media expert Gary Vaynerchuk tailored and effective marketing strategies. Join Mary shares hard-won advice on how to con- Kay O’Connor, Vice President Education of IDDBA and the nect with customers and beat the competition in his lat- association’s What’s in Store trends editor for the last 28 est book, Jab, Jab, Jab, Right Hook: How to Tell Your Story years, as she reveals the micro- and mega-trends that in a Noisy, Social World. are rapidly reshaping markets and competitive arenas. When businesses outline their social media strategies, they plan for the "right hook" – a big, profit-producing bang. Even companies committed to "jabbing" – creating 9:00 AM – PEYTON MANNING content for consumers and engaging with customers to WHAT IT TAKES TO BE A CHAMPION build relationships – still desperately want to land the 10:00 AM Denver Broncos quarterback Peyton powerful, bruising swing that will knock out their oppo- Manning, the league’s only five-time nents or their customers' resistance in one killer blow. MVP and a 13-time Pro Bowl selection, Thanks to the recent change in and proliferation of has earned his place among the NFL’s social media platforms, the winning combination of jabs greatest quarterbacks. Though Manning’s career in the and right hooks is different now. It’s not just about devel- NFL has many highlights, he also has achieved success oping high-quality content; it’s about developing high- off the field with humanitarian efforts. The recipient of quality content that’s adapted to specific social media the Byron “Whizzer” White Humanitarian Award as well platforms and mobile devices in order to best engage as the NFL’s Walter Payton Man of the Year Award in with consumers when and where they want to be 2005, Manning serves as a member of the American found. Vaynerchuck is on a mission to strengthen mar- Red Cross National Celebrity Cabinet, and the National keters’ right hooks by changing the way they fight to Football Foundation Scholar-Athlete Advisory Board. make consumers happy, and, ultimately, to compete. He formed the PeyBack Foundation in 1999 to promote future success of disadvantaged youth. Join Manning as he shares his thoughts on what it takes to be a champion.
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EXHIBITORS LIST COMPANY BOOTH # COMPANY BOOTH # COMPANY BOOTH # ABRAHAM OF NORTH AMERICA, INC...... 1649 BUNKER HILL CHEESE CO., INC...... 2409 GEORGE DELALLO CO., INC...... 3042 ABSOLUTE PLASTICS LLC...... 5354 BURNETT DAIRY COOPERATIVE...... 2454 DELI BUSINESS...... 4050 ACE BAKERY...... 2856 BURRY FOODS...... 6027 DELI EXPRESS...... 3458 ACHATZ HANDMADE PIE CO., L.L.C...... 2309 BUSSETO FOODS, INC...... 1251 THE DELI SOURCE, INC...... 2466 ADC...... 5917 BUTTERBALL, LLC...... 2842 DELICE GLOBAL, INC...... 2223 ADM COCOA...... 1664 BYRNE DAIRY, INC...... 4809 DEWAFELBAKKERS, LLC...... 3461 ADUSA, INC...... 5559 BYRNES & KIEFER COMPANY...... 5464 DFI - DETROIT FORMING INC...... 5361 ADVANCED FRESH CONCEPTS FRANCHISE CORP...... 3754 CABOT CREAMERY COOPERATIVE...... 5914 DI STEFANO CHEESE CO...... 4747 AGRI-FOOD EXPORT GROUP QUEBEC-CANADA ...... 5643 CACIQUE INC...... 5042 DIETZ & WATSON, INC...... 1241 AK PIZZA CRUST...... 4859 CAFE VALLEY BAKERY...... 4253 DIMPFLMEIER BAKERY LTD...... 5665 ALADDIN LABEL, INC...... 2361 CAKEHEADS INC...... 5215 DIRECT PACK INC...... 5614 ALEXIAN PATE...... 2160 CALAVO GROWERS, INC...... 5953 DNI GROUP, LLC...... 4162 ALL ROUND FOODS BAKERY PRODUCTS...... 4815 CALICO COTTAGE, INC...... 5954 DOBAKE BAKERIES, INC...... 1917 ALMARK FOODS...... 1818 CALIFORNIA DAIRIES, INC...... 4850 DOBLA...... 6059 ALMONDINA...... 5912 CALIFORNIA MILK ADVISORY BOARD...... 4641 DOMO INDUSTRY INC...... 1916 ALOS CUISINE, LLC...... 5663 CALIFORNIA TABLE GRAPE COMMISSION...... 3155 DON’S FOOD PRODUCTS...... 3555 ALOUETTE CHEESE USA, LLC...... 3666 CALUMET CARTON COMPANY...... 4049 DONSUEMOR, INC...... 5655 ALPHA BAKING COMPANY, INC...... 4258 CAMPOFRIO FOOD GROUP AMERICA...... 4053 DR. LUCY’S...... 5264 ALPHA FOODS CO. INC...... 2356 CARANDO GOURMET FROZEN FOODS, CORP...... 5861 DURABLE PACKAGING INTERNATIONAL...... 3564 ALPINE VALLEY BREAD COMPANY...... 1561 CARGILL MEAT SOLUTIONS...... 4665 DUTCH COUNTRY...... 2016 ALVARADO STREET BAKERY...... 5452 CARLSON AIRFLO MERCHANDISING SYSTEMS...... 5951 DUTCH FARMS...... 1443 THE AMBRIOLA COMPANY INC...... 5858 CARMI FLAVOR & FRAGRANCE CO., INC...... 3554 DUTCHESS BAKERS MACHINERY CO...... 1515 AMBROSI FOOD USA CORPORATION...... 1814 CARRS FOODS INTERNATIONAL...... 1753 E.M.E. ENTERPRISES INC...... 3661 AMERICAN ROLAND FOOD CORP...... 5220 CASTELLA IMPORTS, INC...... 5441 EATEM FOODS CO...... 5462 AMERICAN SPRINKLE CO...... 5448 CASTLE IMPORTING, INC...... 2066 ECOTENSIL INC...... 3162 AMOROSO’S BAKING CO...... 3951 CEDAR’S MEDITERRANEAN FOODS, INC...... 6038 THE ELI’S CHEESECAKE COMPANY...... 1449 ANCHOR PACKAGING, INC...... 2421 CENTENNIAL BRANDS...... 2114 ELITE GLOBAL SOLUTIONS...... 3060 ANCO FINE CHEESE...... 3328 CENTRAL MILLING COMPANY...... 1248 ELKAY PLASTICS...... 3462 ANDERSON INTERNATIONAL FOODS INC...... 3349 TONY CHACHERE’S CREOLE FOODS...... 5314 ELOMA USA...... 2512 ANGELIC BAKEHOUSE...... 2313 CHALLENGE DAIRY PRODUCTS, INC...... 4948 EMBASSY FLAVOURS LTD...... 3560 ANGELS BAKERY...... 5563 CHAMPION FOODS, LLC...... 4212 E.G. EMIL & SON INC...... 5350 ANTONINA’S ARTISAN BAKERY...... 5256 CHARLEY & SONS, INC...... 1962 EMMI ROTH USA, INC...... 2041 APHRODITE DIVINE CONFECTIONS...... 1646 CHEESE CONNOISSEUR...... 4050 ENJAY CONVERTERS LTD...... 2412 ARLA FOODS, INC...... 2449 THE CHEESECAKE FACTORY BAKERY INC...... 3361 EPICUREAN BUTTER...... 3163 ARMELLINI EXPRESS LINES, INC...... 4811 CHEF CREATIONS, INC...... 4147 ERLENBACHER BACKWAREN GMBH...... 1948 ARMOUR-ECKRICH MEATS LLC...... 1832 CHICAGO METALLIC BAKEWARE...... 3660 EURO CLASSIC IMPORTS, INC...... 2211 ARTHUR SCHUMAN INC...... 2457 CHOICE FOODS...... 5356 EXPRESCO FOODS...... 5411 ASK FOODS INC...... 5565 CHOICE-PAC...... 3352 EXTRUTECH PLASTICS, INC...... 2261 AMPI...... 2255 CHOPTANK TRANSPORT...... 3664 F & S GOURMET FOODS...... 5013 ASTURI FINE FOODS, LLC...... 1817 CHRISTIE COOKIE COMPANY...... 5819 FANCYPANTS BAKING CO...... 2212 ATALANTA CORPORATION...... 1221 CHUCK & DAVE’S...... 3366 FANTAPAK...... 5958 ATEMPO FOODPACK, SA...... 2317 CHUCKANUT BAY FOODS...... 5418 FARM RIDGE FOODS...... 5621 ATLANTA CONVENTION & VISITORS BUREAU...... 2311 CHUDLEIGH’S LTD...... 1653 FARMINGTON FOODS, INC...... 1543 AURORA ORGANIC DAIRY...... 1957 CINNAROLL BAKERIES LIMITED...... 3763 THE FATHER’S TABLE LLC...... 3747 AWREY’S BAKERY...... 5250 CITTERIO USA CORPORATION...... 5422 FGF BRANDS...... 5721 B & G FOODS, INC...... 5762 “CK PRODUCTS, LLC”...... 1862 THE FIELD ROAST GRAIN MEAT COMPANY...... 4717 BACKERHAUS VEIT LTD...... 4962 CLEAR LAM PACKAGING, INC.”...... 6052 FINLANDIA CHEESE, INC...... 6049 BAGCRAFTPAPERCON, LLC...... 4622 CLEARBAGS...... 4150 FISCALINI FARMSTEAD CHEESE CO...... 4947 BAKE’N JOY FOODS, INC...... 1659 CLEVER COOKIE...... 1255 FLATOUT INC...... 4056 BAKERY CRAFTS...... 3728 CLYDE’S DELICIOUS DONUTS...... 1453 FLAVOR RIGHT FOODS GROUP ...... 5915 BAKERY DE FRANCE, INC...... 5030 COCO INTERNATIONAL INC...... 3966 FLYING FOOD GROUP LLC...... 4866 BARRINGTON PACKAGING SYSTEMS GROUP...... 1551 COFRESH...... 1751 FOLLOW YOUR HEART...... 3464 BARRY CALLEBAUT...... 5327 COLOMBO IMPORTING US INC...... 3252 FONDARIFIC...... 4611 BARRY’S BAKERY...... 1811 COLORMASTERS LLC...... 5817 FORM PLASTICS COMPANY...... 4166 BARRY’S GOURMET BROWNIES...... 4714 COLUMBUS FOODS...... 3442 FOUNTAIN OF HEALTH...... 5650 BAUDUCCO FOODS INC...... 2162 COMSTOCK CREAMERY LLC...... 2355 FRANCIS PACKAGING INC...... 1611 BAY VALLEY FOODS, LLC...... 6065 CONAGRA FOODS, INC...... 1633 FRANKLY FRESH...... 4911 BEAR POND FARM...... 3565 CONROY FOODS, INC...... 5927 FRATELLI BERETTA USA, INC...... 1251 BEL BRANDS USA...... 2364 CONTE’S PASTA CO., INC...... 5251 THE FRENCH PATISSERIE, INC...... 5162 BELGIOIOSO CHEESE INC...... 2445 COOKIETREE BAKERIES...... 5461 FRESCA MEXICAN FOODS LLC...... 5854 BELLWETHER FARMS...... 4944 CORBION CARAVAN...... 3435 FRESH CREATIVE FOODS...... 1627 BELPASTRY INC...... 5311 CORSO’S COOKIES...... 1255 FRESH FOOD CONCEPTS, INC...... 6035 BEMIS NORTH AMERICA...... 1215 COSTANZO’S BAKERY, INC...... 5241 FRESHERIZED FOODS...... 5317 BENSON’S BAKERY, INC...... 6023 COUNTRY HOME BAKERS, LLC...... 6017 FRESHWAY FOODS...... 2154 BEST MAID COOKIE CO...... 2365 COUNTRY MAID, INC...... 2366 THE FROSTING QUEENS...... 5555 BEST PROVISION CO., INC...... 5362 COW CANDY...... 2264 FROZEN AND REFRIGERATED BUYER...... 1952 THE BETTER CHIP...... 5431 CREATE-A-TREAT...... 5227 FRUIT FILLINGS, INC...... 3253 BETTER RETAIL...... 5266 CREATIVE OCCASIONS, INC...... 5245 G & I PRODUCTS...... 3263 BEVERAGE EMPORIUM, LLC...... 5248 CRYSTAL CREAMERY...... 4945 GAGNE FOODS...... 2115 BFREE...... 1749 CRYSTAL FARMS...... 2352 GALAXY DESSERTS...... 5816 BIG EASY FOODS...... 5714 CSM BAKERY PRODUCTS...... 1227 JOSEPH GALLO FARMS...... 4849 BISCOTTI BROTHERS BAKERY...... 3052 CTP IMAGING...... 2017 GARDEN-FRESH FOODS, INC...... 2248 BKI-WORLDWIDE...... 1418 CUBE PLASTICS...... 3466 GARDEN FRESH GOURMET...... 2852 BLANC INDUSTRIES SIGNAGE & DISPLAY GROUP...... 3952 CULINAIRE...... 5562 GARDNER PIE COMPANY...... 1512 BLOSSOM FINE FOODS, LLC...... 2151 CUSTOM BAKING PRODUCTS, LLC...... 5961 GAUDET SWEET GOODS...... 5645 BLOUNT FINE FOODS...... 3842 D & W FINE PACK...... 2613 GEHL FOODS, INC...... 2254 BLUE COAST BAKERS...... 5812 DAELIA’S FOOD COMPANY, LTD...... 5115 GENERAL MILLS CONVENIENCE BLUE GRASS QUALITY MEATS...... 2312 DAFFY FARMS...... 4515 & FOODSERVICE...... 1622 BLUE MARBLE BRANDS...... 2209 DAIRY FARMERS OF AMERICA...... 4648 GENPAK, LLC...... 5909 BLUE PLANET FOODS, INC...... 5548 DAIRYFOOD USA, INC...... 2259 GEORGIA-PACIFIC PROFESSIONAL...... 1848 BOBOLI INTERNATIONAL, LLC...... 2052 DAIYA FOODS...... 2116 GFF, INC...... 5863 BODACIOUS FOOD COMPANY...... 5952 DAMASCUS BAKERIES...... 3658 VINCENT GIORDANO CORPORATION...... 5556 BON CHEF, INC...... 5759 DANCING DEER BAKING CO...... 5316 GIORGIO FOODS, INC...... 5653 BONERT’S SLICE OF PIE...... 5359 DANDELI SPECIALTY FOODS, INC...... 2262 GIVE AND GO PREPARED FOODS CORP...... 3654 BONGARDS’ CREAMERIES...... 1563 DANIELE, INC...... 4042 GLOBAL AGRI-TRADE CORPORATION...... 5709 BOULART...... 5741 DART CONTAINER CORPORATION...... 5966 GLOBAL DAIRY PRODUCTS GROUP...... 3066 BOULDER SOUP WORKS...... 3650 DAVE’S KILLER BREAD...... 2166 GLOBAL FOODS INTERNATIONAL INC...... 1560 BOXIT CORPORATION...... 4718 DAVID’S COOKIES...... 5119 GLOBAL SALES & MARKETING LLC...... 5830 BRAVO FARMS CHEESE...... 4847 DAWN FOOD PRODUCTS, INC...... 2828 GLOCO ACCENTS...... 2161 BRAZZALE SPA...... 4165 DAYMARK SAFETY SYSTEMS...... 1964 GODSHALL’S QUALITY MEATS, INC...... 2509 THE BRENMAR COMPANY...... 5158 DAYMON WORLDWIDE...... 5262 GOINS PLASTIC SOURCE, INC...... 5860 BRIDGFORD FOODS CORPORATION...... 3249 DAYSTAR DESSERTS LLC...... 4609 GOLD STANDARD BAKING, INC...... 3442 BRIDOR INC...... 5617 DBL FOODS...... 5518 GOLDEN CANNOLI SHELLS CO., INC...... 1460 BROWNIE BRITTLE, LLC...... 1841 DECOPAC, INC...... 2227 GONNELLA FROZEN PRODUCTS, LLC...... 4422 BRUCE PAC...... 2415 DEG MERCHANDISING, LLC...... 5161 GOOD FOODS GROUP, LLC...... 2566 BUDDY’S KITCHEN, INC...... 1562 DEL MONTE FRESH PRODUCE N.A., INC...... 3652 GOODHEART BRAND SPECIALTY FOODS...... 5949
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COMPANY BOOTH # COMPANY BOOTH # COMPANY BOOTH # GOODIE GIRL TRIBECA...... 3362 LA PASTA INC...... 2214 OLE MEXICAN FOODS, INC...... 5609 GOURMET BAKER INC...... 3858 LA PETITE BRETONNE...... 5745 OLIVER PACKAGING & EQUIPMENT COMPANY...... 1665 GOURMET FOODS INTERNATIONAL...... 4035 LA TERRA FINA...... 5254 OLLI SALUMERIA...... 3851 GOURMET RETAILER...... 2316 LABREE’S BAKERY...... 1218 OLSON’S BAKING COMPANY...... 5427 GR.A.M.M SRL...... 5062 LABRIOLA BAKING COMPANY...... 5545 OLYMEL...... 5642 GRECIAN DELIGHT FOODS...... 2865 LACERTA GROUP, INC...... 5017 OLYMPIA FOOD INDUSTRIES, INC...... 1452 GREGORY’S FOODS...... 1965 LACTALIS AMERICAN GROUP, INC...... 5232 ORANGE BAKERY INC...... 5514 GRIFFITH LABORATORIES U.S.A., INC...... 1261 LAKEVIEW FARMS, LLC...... 3152 OREGON CHERRY GROWERS, INC...... 1516 GROCERY HEADQUARTERS...... 5116 LAMB WESTON, INC...... 1633 ORIGINAL BAGEL COMPANY...... 5456 GUTTENPLAN’S FROZEN DOUGH, INC...... 6046 LAND O’LAKES INC...... 4248 THE ORIGINAL CAKERIE...... 2022 GWARE POS...... 5664 LANDSHIRE INC...... 5845 ORIGINAL PHILLY CHEESESTEAK CO...... 3949 H&M BAY, INC...... 3758 LANG MANUFACTURING...... 2314 OTIS MCALLISTER, INC...... 5015 HAIN PURE PROTEIN CORPORATION...... 3262 LANTMANNEN UNIBAKE USA, INC...... 1921 OZERY BAKERY, INC...... 1709 HAIN REFRIGERATED FOODS, INC...... 1764 LAROMME BAKERY...... 1959 PAC PAPER, INC...... 2213 HAMPTON CREEK FOODS...... 3866 LAROSA’S FAMOUS CANNOLI...... 1853 PACIFIC CHEESE COMPANY, INC...... 4649 HANDI FOODS LTD...... 1914 LATTERIA SORESINA USA...... 3453 PACIUGO GELATO...... 1756 HANS KISSLE...... 5435 LAUTERBACH GROUP...... 2263 PACK & PROPER CO., LTD...... 1759 THE HAPPY EGG CO...... 5252 LAWLER FOODS, LTD...... 4660 PACTIV LLC...... 3258 HARLAN BAKERIES, LLC...... 1264 LAWRENCE FOODS INC...... 4418 PAGNIFIQUE...... 4966 HARRY’S FRESH FOODS...... 3954 LEGENDARY BAKING...... 6031 PALMER CANDY COMPANY ...... 1463 HARVEST FOOD GROUP...... 1451 LES TROIS PETITS COCHONS...... 2061 PANIFICIO SPAR SRL...... 1614 HEARTLAND GOURMET, LLC...... 5313 LESLEY STOWE FINE FOODS...... 4965 PANORAMIC, INC...... 2117 HELUVA GOOD...... 5309 LEVANT MEDITERRANEAN SNACK FOODS LLC...... 2062 PANOVO ALIMENTARIA S. DE R.L. DE C.V...... 3662 HENNING CHEESE, INC...... 2363 LINDAR CORPORATION...... 1809 PAPER PAK INDUSTRIES...... 3766 HENRI HUTIN...... 1649 LINDA’S GOURMET LATKES...... 5516 PAR-WAY TRYSON COMPANY...... 5561 HIDDEN VILLA RANCH...... 1461 LITEHOUSE...... 1662 PARIS GOURMET...... 5827 HILL & VALLEY, INC...... 4261 LLOYD INDUSTRIES, INC...... 5853 PARKER PRODUCTS, INC...... 4909 HILL COUNTRY BAKERY, LLC...... 4220 LOCKHART FINE FOODS...... 4709 PARMISSIMO USA LLC...... 1758 HILLPHOENIX...... 2911 LOFTON LABEL INC...... 2053 PARTNERS, A TASTEFUL CHOICE CO...... 5519 HISSHO SUSHI...... 1558 LONE PEAK LABELING SYSTEMS...... 4159 PASTRYSTAR...... 3853 HOCHLAND SE...... 1649 LOUMIDIS FOODS INC...... 2112 PAULAUR CORP...... 4164 HOFF’S BAKERY...... 2862 LOWE REFRIGERATION, INC...... 2911 PBF PITA BREAD FACTORY LTD...... 3442 E. HOFMANN PLASTICS INC...... 3762 LUCKY SPOON BAKERY...... 3260 PEARL RIVER PASTRY COMPANY...... 5058 HOME CHEF KITCHEN...... 1718 LWC BRANDS, INC...... 3751 PENNY PLATE LLC...... 5354 HOMETOWN BAGEL INC...... 1441 M & M LABEL COMPANY, INC...... 5919 PENOBSCOT MCCRUM LLC...... 2962 HOOGWEGT U.S., INC...... 3360 M & Q PLASTIC PRODUCTS...... 3958 PERDUE FOODS LLC...... 5633 HOPE FOODS LLC...... 5113 JOHN WM. MACY’S CHEESESTICKS...... 2511 PERLA...... 1752 HORMEL FOODS CORPORATION...... 4827 MAMA MANCINI’S, INC...... 3862 PETER LUGER ENTERPRISES, INC...... 5160 HOT MAMA’S FOODS...... 1566 MAPLE LEAF FARMS...... 5918 PHILLIPS FOODS, INC...... 5509 HOUSE FOODS AMERICA...... 1851 MAPLEHURST BAKERIES, LLC...... 4242 PHILLIPS FRESH FOODS...... 5509 HUBERT COMPANY...... 2911 MARIN FRENCH CHEESE COMPANY ...... 4646 S. A. PIAZZA & ASSOCIATES, LLC...... 2859 HUMMUSPHERE FOODS...... 4065 MARINFOOD COMPANY...... 5118 PIDY, INC...... 5511 HUSSMANN CORPORATION...... 4853 MARY ANN’S BAKING CO., INC...... 4662 PINE RIVER PRE-PACK, INC...... 2247 I BAKE UM, INC...... 3354 T. MARZETTI COMPANY...... 1656 PITA PAL INDUSTRIES INC...... 5348 IBAKEFOODS LLC...... 2009 MCCAIN FOODS USA, INC...... 2616 PL BUYER...... 5450 IDDBA’S SHOW & SELL CENTER...... 2911 MCINTYRE METALS, INC...... 3961 PLACON...... 2349 IFIGOURMET...... 1541 MCNAIRN PACKAGING...... 4409 PLASTIC INGENUITY, INC...... 2464 ILPRA AMERICA...... 3164 MCT DAIRIES, INC...... 1609 PLASTIC PACKAGE INC...... 5312 ILTACO FOODS...... 1448 MEDINA FOODS INC...... 1865 PLENUS GROUP INC...... 1414 IML CONTAINERS...... 5711 MEL-O-CREAM DONUTS PLOCKY’S FINE SNACKS...... 3563 INDALCO FOODS CORP...... 3465 INTERNATIONAL, INC...... 1444 POCINO FOODS CO...... 5766 INDIANA CARTON COMPANY...... 5656 METSOVO BAKING COMPANY...... 1542 POINT FIVE PACKAGING...... 4812 INLINE PLASTICS CORP...... 5445 METTLER PACKAGING LLC...... 4414 POINT REYES FARMSTEAD INNO-PAK, LLC...... 6041 MIA FOODS INC...... 5644 CHEESE COMPANY...... 4745 INNOVASIAN CUISINE ENTERPRISES, INC...... 5022 MIAMI ONION ROLL COMPANY...... 5409 POLYMERALL LLC...... 5465 INNOVATIVE BEVERAGE CONCEPTS...... 3750 MIC FOOD...... 1417 POLYNOVA NISSEN INC...... 1911 INNOVATIVE ENERGY INC...... 5315 MICHAEL FOODS, INC...... 2354 PREGEL AMERICA...... 5611 INSTANT-OFF INC...... 5417 MICHIGAN TURKEY PRODUCERS...... 5109 PREMIERE MOISSON BAKERY INC...... 5641 INSTORE MAGAZINE...... 4760 MIDWEST REFRIGERATED SERVICES, INC...... 2362 PRIME FOODS LLC...... 2109 INTEPLAST GROUP...... 5958 MILANO’S CHEESE CORP...... 3561 PRIME PASTRIES...... 5227 INTER-AMERICAN PRODUCTS...... 4821 MILLER BAKING COMPANY...... 2256 PRIMERA TECHNOLOGY, INC...... 5364 INTERBAKE FOODS LLC...... 4242 MITSUI FOODS INC...... 4156 PRIMIZIE CRISPBREADS...... 1416 INTERNATIONAL DAIRY-DELI-BAKERY MIWE AMERICA LLC...... 1966 PROGRESSIVE GROCER...... 2316 ASSOCIATION...... 2619 MJAY’S SPECIALTY BAKED FOODS...... 5166 QUESO CAMPESINO...... 3553 INTERNATIONAL GOURMET PRODUCTS, INC...... 5060 MMI DISPLAY GROUP, INC...... 5214 R. W. BAKERS CO...... 1909 INTERRA FOOD MARKETING...... 5216 MOBILE MERCHANDISERS...... 3055 RAGOZZINO FOODS, INC...... 5453 IOI LODERS CROKLAAN...... 4865 MOFFAT...... 2962 RANA MEAL SOLUTIONS, LLC...... 5627 IPL INC...... 1866 MONOGRAM FOOD SOLUTIONS...... 4614 RATIONAL USA...... 5009 IRISH DAIRY BOARD, INC...... 4817 MONTCHEVRE-BETIN, INC...... 2359 RAYMUNDO FOOD PRODUCTS, INC...... 1442 ITALIAN ROSE GOURMET PRODUCTS...... 5027 MONTE NEVADO USA LLC...... 5466 RAY’S NEW YORK BAGELS AND BIALYS...... 3764 IZZIO ARTISAN BAKERY...... 2216 MORINAGA NUTRITIONAL FOODS, INC...... 5862 READY BAKE FOODS, INC...... 4242 J & J SNACK FOODS CORP...... 6017 JOHN MORRELL FOOD GROUP...... 1832 RED APPLE CHEESE LLC...... 2418 JACQUELINE’S GOURMET COOKIES...... 2027 MRS. GERRY’S KITCHEN, INC...... 5945 RENY PICOT...... 1845 JANA FOODS, LLC...... 3057 MRS. GRISSOM’S SALADS...... 4716 REPARO SRL...... 5253 JENNIE’S GLUTEN FREE BAKERY...... 3065 MUFFIN TOWN...... 4619 RESER’S FINE FOODS, INC...... 1627 JESSICA PASTRIES INC...... 5744 NAFTA FOODS INC...... 3854 RESFAB...... 1409 JESSICA’S BRICK OVEN INC...... 5849 NANA’S KITCHEN & HOT SAUCES, LTD...... 2015 RESTAURANTWRAPS.COM...... 3760 JESSIE LORD BAKERY, LLC...... 1954 NASONVILLE DAIRY, INC...... 2257 REVERE PACKAGING...... 1717 JFE FRANCHISING, INC...... 3254 NATION PIZZA AND FOODS...... 1552 RICH PRODUCTS CORPORATION...... 4028 JIMMY’S COOKIES...... 4047 NE-MO’S BAKERY, INC...... 3963 RICHARDSON OILSEED LIMITED...... 2012 JOSEPH’S BAKERY...... 4711 NESTLE PROFESSIONAL...... 3635 RIPPLE BRAND COLLECTIVE...... 3752 JTM FOODS, LLC...... 5753 NEW FRENCH BAKERY...... 3442 RISING SUN FARMS...... 3860 KAROUN DAIRIES INC...... 4742 NEW METHOD PACKAGING...... 3753 RITE STUFF FOODS, INC...... 5960 KATHY KAYE FOODS LLC...... 4915 NEXTEP SYSTEMS...... 5851 RIZO LOPEZ FOODS, INC...... 4844 KEEN MARKETING & MANUFACTURING...... 1841 NICHOLL FOOD PACKAGING...... 5552 RLS LOGISTICS...... 3062 KEHE DISTRIBUTORS...... 4215 NIPPON SHOKKEN U.S.A. INC...... 3962 ROBBIE...... 1422 KETCHUM MANUFACTURING, INC...... 3653 THE NO-BAKE COOKIE COMPANY...... 2215 ROCKY MOUNTAIN PIES...... 1212 KETTLE CUISINE...... 3165 NOBLE ROMAN’S, INC...... 5756 ROGUE CREAMERY...... 5455 KING’S COMMAND FOODS, INC...... 2220 NORDIC WARE...... 3063 ROSE HILL ENTERPRISES...... 5550 KING’S HAWAIIAN BAKERY...... 5834 NORSELAND INC...... 3642 ROSWELL FOOD GROUP...... 6037 KITCHEN TABLE BAKERS...... 1852 NOVACART USA...... 1823 ROTELLA’S ITALIAN BAKERY, INC...... 5463 KLONDIKE CHEESE CO...... 2461 NOVELIS FOIL PRODUCTS...... 4762 ROYAL INTERPACK N.A...... 2060 KLOSTERMAN’S BAKING CO...... 5261 NOW PLASTICS, INC...... 2054 RP’S PASTA COMPANY...... 2347 KOCH FOODS...... 6056 NUOVO PASTA PRODUCTIONS, LTD...... 4719 RUBSCHLAGER BAKING CORP...... 3064 KONTOS FOODS INC...... 4657 NUTRADRIED LLP...... 5564 RUMIANO CHEESE COMPANY...... 4848 KRADJIAN IMPORTING CO., INC...... 3266 NUTRI-HEALTH CORPORATION...... 5761 THE RUN-A-TON GROUP INC...... 5366 KRONOS FOODS, INC...... 3049 O’SOLE MIO INC...... 5647 RUPRECHT COMPANY...... 1859 L & M BAKERY...... 5212 OAKRUN FARM BAKERY LTD...... 3858 RUTHERFORD & MEYER LTD...... 5451 LA CANASTA MEXICAN FOOD PRODUCTS INC...... 5117 OLD DOMINION PEANUT COMPANY...... 5716 SABERT CORPORATION...... 5666 LA DOLCE VITA...... 2014 OLD WISCONSIN FOOD PRODUCTS...... 4653 SABRA DIPPING COMPANY...... 2032 LA PANZANELLA ARTISANAL FOODS CO...... 2158 OLD WORLD PROVISIONS...... 1462 SAIKOU SUSHI...... 2153
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COMPANY BOOTH # COMPANY BOOTH # COMPANY BOOTH # SANDERS CANDY...... 5809 SUMMER FRESH SALADS...... 4415 UNCLE WALLY’S...... 3463 SANDRIDGE FOOD CORPORATION...... 5034 SUN AMERICA CONVERTING, LLC...... 5061 UNIFIED BRANDS...... 4509 SANTINI FOODS, INC...... 4746 SUNSWEET GROWERS, INC...... 5823 UNIFILLER SYSTEMS INC...... 5053 SAPUTO CHEESE USA INC...... 2045 SUPERIOR CAKE PRODUCTS, INC...... 1509 UNILEVER FOOD SOLUTIONS...... 1714 SAPUTO SPECIALTY CHEESE...... 1233 SUPERMARKET NEWS...... 3157 UNITED FOODS INTERNATIONAL USA, INC...... 5815 SASA-DEMARLE, INC...... 3663 SUSHI KABAR, LLC...... 5866 UNITED JUICE COMPANY...... 1951 SATIN FINE FOODS, INC...... 5717 SUZY’S CREAM CHEESECAKES US HIGHBUSH BLUEBERRY COUNCIL...... 5352 SCANDIC FOOD INC...... 2411 & DISTINCTIVE DESSERTS...... 2245 UTZ QUALITY FOODS, INC...... 1821 SCHREIBER FOODS...... 2252 SWEET CHILLS BRANDS...... 4645 V & V SUPREMO FOODS INC...... 1619 SCOTTS OF WISCONSIN ...... 2266 SWEET LADY JANE...... 1716 VALLEY FINE FOODS CO. INC...... 6020 SEALED AIR CORPORATION...... 5217 SWEET SAMS BAKING COMPANY...... 1514 VALRHONA INC...... 4917 SELMA’S COOKIES INC...... 3566 SWISS-AMERICAN, INC...... 5841 VAN DRUNEN FARMS...... 1711 SELTZERS LEBANON BOLOGNA CO...... 1617 SWISS COLONY RETAIL BRANDS...... 2564 VAN HOLTEN’S...... 5962 SHIRLEY’S COOKIE CO, INC...... 4512 SWISS VALLEY FARMS...... 2345 VAN ORIENTAL FOOD, INC...... 4616 SIAL CANADA...... 5414 TABLE TALK PIES, INC...... 3261 VARIMIXER...... 4059 SIBLINI BAKERY INC...... 5553 TASTE IT PRESENTS, INC...... 3351 VENICE BAKING CO...... 6011 SIERRA NEVADA CHEESE COMPANY...... 4950 TAYLOR FARMS...... 3242 VENTURA FOODS, LLC...... 4156 SILVA INTERNATIONAL, INC...... 5018 TEAZZERS...... 3761 VENUS WAFERS, INC...... 5016 SILVER LAKE COOKIE COMPANY, INC...... 4066 TEINNOVATIONS INC...... 1554 VIE DE FRANCE YAMAZAKI, INC...... 1762 SIMPLOT...... 2049 TETON WATERS RANCH...... 5616 VIRGINIA DINER, INC...... 1950 SIMPLY SOUTHERN SIDES...... 1658 TH FOODS, INC...... 4514 VOLLMER’S BAKERY ...... 5659 SINCO INC...... 5459 THAT’S HOW WE ROLL, LLC...... 3647 WEBER PACKAGING SOLUTIONS, INC...... 2152 JAMES SKINNER BAKING COMPANY...... 2846 THERMO PAC LLC...... 5419 WELCOME HOME BRANDS, LLC...... 1412 SKJODT-BARRETT FOODS INC...... 5209 THINKINGFOODS.INC...... 3363 WENNER BREAD PRODUCTS...... 5223 SMART STEP THERAPEUTIC FLOORING...... 5517 34 DEGREES...... 2149 WESTERN BAGEL BAKING CORP...... 3665 SMITHWAY FOODS INC...... 4647 THREE RIVERS CONFECTIONS, LLC...... 5852 “WESTERN PACIFIC OILS, LLC...... 4617 SNACK FACTORY, LLC...... 3558 THUNDERBIRD FOOD MACHINERY, INC...... 3353 WESTON BAKERIES...... 4242 SOLUT!...... 1854 TICKLEBELLY DESSERTS...... 4264 WEYAUWEGA CHEESE...... 2267 SOMERDALE INTERNATIONAL LTD...... 4062 TIFFANY GATE FOODS...... 1641 WHALEN PACKAGING...... 5163 SOMETHING SWEET, INC...... 1518 TILLAMOOK COUNTY CREAMERY ASSOCIATION...... 4856 WHITE TOQUE INC...... 5963 SONOCO THERMOSAFE...... 4064 TIPPMANN GROUP ...... 3454 WHOLE HARVEST FOODS, LLC...... 3251 SORELLA USA LLC...... 5830 TMI TRADING CORP...... 1864 WICK’S PIES INC...... 3651 SOUTHERN CASEARTS...... 2911 TNI PACKAGING, INC...... 1548 WILD BLUEBERRY ASSOCIATION...... 5255 SOUTHERN PRIDE DISTRIBUTING, LLC...... 1466 TO YOUR HEALTH SPROUTED FLOUR CO...... 3861 WISCON CORPORATION...... 1549 SPAANS COOKIE COMPANY...... 1618 “TOO GOOD GOURMET, INC...... 2315 WISCONSIN MILK MARKETING BOARD, INC...... 2241 SPARBOE FOODS...... 5351 TORTUGA RUM CAKE COMPANY...... 5363 WNA...... 1458 SPARROW ENTERPRISES LTD...... 3849 TOTAL QUALITY LOGISTICS...... 5551 WOODLAND FOODS...... 1652 SPECIALTY BAKERS LLC...... 4412 TOUFAYAN BAKERIES...... 3160 WORLD GROCER...... 4748 SPRINGER MOUNTAIN FARMS...... 4618 TRADITIONAL BAKING, INC...... 1415 THE WORLD’S BEST CHEESES...... 5259 SPRINGFIELD CREAMERY...... 2051 TRAY-PAK CORPORATION...... 2127 WP BAKERY GROUP USA...... 1953 STACY’S SNACKS...... 1827 TRIBE MEDITERRANEAN FOODS, INC...... 3358 XCELL INTERNATIONAL CORP...... 5662 STEFANO FOODS INC...... 1918 TRIBECA OVEN, INC...... 1258 YANCEY’S FANCY INC...... 6062 DOUGLAS STEPHEN PLASTICS, INC...... 5661 TRICKLING SPRINGS CREAMERY...... 5063 YOCRUNCH YOGURT COMPANY...... 5765 STONEWALL KITCHEN...... 5416 TRIDENT SEAFOODS CORPORATION...... 5755 YUCATAN FOODS...... 1857 STORE OPTICS...... 5265 TRINIDAD BENHAM CORPORATION...... 3765 ZENITH SPECIALTY BAG COMPANY...... 1517 STRATAS FOODS LLC...... 2058 TRYST GOURMET LLC...... 3451 ZILKS FOODS...... 3960 STRATEGIC BRANDS...... 3551 TURANO BAKING COMPANY...... 1945 ZIMMERMAN CHEESE INC...... 5211 SUGAR BOWL BAKERY...... 4862 TWIN OAKS FARMS, INC...... 5916 ZOE’S MEATS...... 5066 SUGAR BROOK FARMS...... 2348 TZALI’S...... 1765 SUGAR CREEK PACKING COMPANY...... 5153 ULTRA GREEN PACKAGING INC...... 6014 Getting the Most Out of a Trade Show
1. Develop a plan of attack before you go. There are always show, divide up responsibilities. There is no reason to form a too many people to meet, too many booths to see and too caravan. Remember, when you are talking to each other, many seminars to attend. you are not talking to exhibitors, finding new products or dis- cussing marketing strategies. 2.Go to the seminars and divide sessions between team members. Sure, everyone may want to hear one or two 6.Leave enough time to walk the show looking for new speakers but the rest of the speaker sessions should be ideas, products and companies. Or, assign someone to do it. assigned based on individuals’ areas of responsibility and Don’t think every good product has already been presented management experience. to you. 3.Remember, there are usually vendors that are specific to 7.Do not become a forager. Instead eat a hearty breakfast your business and your areas of responsibility, and vendors and arrange for a light lunch if you’re hungry after the semi- who are not relevant. Carefully go through the exhibitor list nars. Otherwise, you will spend the day eating everything in and prioritize the exhibitors into three categories: sight and hanging out at the doughnut booth even if you are a. Existing Vendors the deli meat buyer. b. Potential New Vendors c. General List of Vendors 8.Just to be clear, do not eat everything you see. You will be sick. Very sick. 4.Between existing vendors and companies you want to get to know, make appointments ahead of time. Keep pre- 9.Party but not too hearty. arranged meetings to a minimum. You will want to have time to explore and find new products and companies, and you 10. Make it a priority to hold a post-show meeting back at don’t want to find yourself running from meeting to meeting. headquarters so information can be shared, potential new products discussed and those brilliant, inspirational ideas 5.If you have more than one team member going to the are not forgotten.
50 DELI BUSINESS APRIL/MAY 2014 Ribs and Wings_Layout 1 4/23/14 7:46 PM Page 1
MERCHANDISING REVIEW The Heart of Barbecue – Ribs and Wings
Do It Well and Reap the Rewards
BY BOB JOHNSON
now more than ever,” he it’s definitely quicker than going to Out- says. “We are seeing the back. Ribs are a growing trend. My deli trend of year-round bar- business has definitely grown.” becuing instead of wait- Whiteford is a competition barbecue ing for the snow and cook who placed Reserve Grand Champion frost to clear.” at the Royal World Barbecue Champi- And, many agree, onship in Kansas City. He produces and hile many people associ- while barbecue presents a challenging cate- markets a line of sauces. ate barbecue with the gory, it can be a rewarding magnet for the Ribs are not only hard for most con- warm-weather months, department when prepared correctly. sumers to cook well, but they are difficult retail deli operators are for many delis to prepare as well. findingW ways to make the popular cooking Good Ribs Are Worth the Effort “It’s a trick for the retailers to offer ribs,” technique a yearlong opportunity. An effective deli barbecue often begins says Eric LeBlanc, vice president of market- Barbecued ribs and wings are increas- with finding an answer to the riddle of ribs — ing for deli and convenience stores at Tyson ingly becoming everyday items, says while they certainly present a prime attrac- Foods in Springdale, AR. “Getting them Patrick Ford, vice president and interna- tion for a deli, they are hard to do well. uncooked brings the price down but they tional marketing director at Ford’s “Very few people have the acumen to have to be slow cooked, and that’s hard for Gourmet Foods, Raleigh, NC. cook ribs,” says Matthew Whiteford, presi- retailers to do. Ribs have high appeal, but Ford’s produces the Bone Suckin line of dent and pit master at Whiteford Gourmet they are hard to cook in the store.” sauces exported to 60 countries and exhib- Foods in Chicago. “People want them, but Consider how much of the preparation ited at international food and drink shows. they don’t know how to cook them. When you want done by the pros before the meat “So, yes, it is very important in the deli you find a deli that has a good ribs product, arrives at the deli, or how much you want
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MERCHANDISING REVIEW
to invest in equipment. If the cost of offering fresh and tasty is barbecue program is too heavily chicken, “One of the biggest trends is using combi steep, take the edge off by offering smaller and they are looking for another protein. ovens as smokers. Combi ovens allow you portions. Ribs fit that description, and they are a to use humidity at any temperature, while “One way to bring down the cost is to comfort food.” steamers only allow you to use humidity at offer half racks. Instead of $12 to $14, you Although ribs will probably drive 212 degrees Fahrenheit. Most of your big can offer a half rack for $6 or $7. The increased sales, they need not come at the players have combis in all their kitchens, or consumer still gets that rib experience,” expense of wings. are trying to roll that out,” claims Andy says Tyson’s LeBlanc. “Wings are much more of an appetizer. Mayeshiba, corporate executive chef at Half racks or other smaller portions You might get a platter of them to take to Alto-Shaam in Menomomee Falls, WS. may be a necessity to keeping the ribs pro- a party. I don’t see wings and ribs canni- A combi oven with a smoker is expen- gram alive during the times when the cost balizing each other,” says Whiteford of sive, but it may simplify the process of cook- of meat is high. Whiteford Gourmet Foods. ing good ribs in the store. “The price of meat has kind of limited Keep an eye, however, on whether wings “A big part of barbecue is cooking your the rib thing,” says Phillip Burger, vice move toward the center of the plate. meat until it gives up. You cook it until it is president of Burger’s Smokehouse in Cali- “Wings are becoming more a meal than tender, and dry cooking equipment tends fornia, MO. “Smaller portion sizes right an appetizer, thanks to all the national chains to dry your product out. A combi oven now are about the only thing retailers can and local pubs and restaurants opening up does it quicker, and cutting down on the do with prices being high.” and marketing them,” says Ford. time makes it more accessible,” says The barbecue also must be convenient, The success of boneless wings in spe- Mayeshiba. “Your average deli employee because fewer young consumers have the cialty restaurants also is impacting the deli should be able to cook ribs with the touch time or know how to work in the kitchen. barbecue menu. of a button and get great results. A lot of “Easy is key to the deli this year,” says “Most of what they’re looking for is times it can be twice as fast as a conven- Ford of Ford’s Gourmet Foods, noting boneless wings,” says Michael Lazarus, vice tional oven. We can smoke and cook baby younger people don’t have the time to learn president for marketing at Koch Foods in back ribs as fast as an hour.” how to cook, or have been taught to pour a Park Ridge, IL. Koch provides sauce and Whiteford also advises that a deli opera- sauce on top of something or add seasoning, serves wings that are cooked in the deli. tor market a “brand” barbecue, whether it is and then heat it up, “and to the table or TV You can invest in equipment that simpli- the brand of the sauce or the cooked ribs. tray it goes. We are also seeing the season- fies the process of cooking ribs and wings But, unquestionably, the ribs must look ings being a big item this year. More and and vegetables in the same oven. and be both fresh and tasty. more people are feeling comfortable with just “A lot of retailers are moving away from “It’s all about communicating freshness,” sprinkle and serve.” rotisseries and are moving toward combi says LeBlanc. “I would absolutely put times Growth in the barbecue category usually ovens instead because they are easier to on ribs saying when they were put out. I depends on growth of the ribs program. clean and much faster,” claims Mayeshiba. would even restrict the times they are put “I think the overall health of the category “The good thing about a combi oven with a out, so you can know they are fresh. The is about flat,” says LeBlanc. “I don’t think smoker is you can clean the smoke out. A one reason people eat ribs is they taste good. consumption overall is increasing, but pene- combi oven can cook everything in the Don’t do anything to compromise the taste. tration is going up because more retailers kitchen. Combi ovens have been around for Make it be what you need to taste good, and want to carry barbecue. The wings are flat decades, and we have had them with a charge what you have to.” to down because retailers are thinking their smoker for at least a decade.”
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The versatility of these ovens enables Lynn, MA, which recently acquired Wing- ing manager at Gold’n Plump in St. Cloud, retailers to eliminate redundant equipment Time. “You see it in chicken salads, pasta MN. “There are a number of studies out and add new cooked items. salads and chicken pieces. Some people are there and the majority of them show it’s the extending it to fish, and Buffalo shrimp is spicier flavors.” The Regional Touch becoming popular.” And Whiteford sees yet another flavor There are more styles of barbecue than Everyone is hoping to be first in line to worth watching. “The fastest growing flavor any deli can offer, but each style has its offer the next flavor that takes off like Buf- profile in barbecue is maple,” he says. regional origin and appeal. falo sauce. There are places to look today to see “The thing with barbecue that’s a trick is “People are looking for a variety of what will be hot in deli barbecue tomorrow. there are so many regional flavors,” says sauces; they are looking for the new flavor. “People are seeing the spicier flavors in LeBlanc. “Carolina has a vinegar flavor; It’s basically the same flavors with a new restaurants as chefs become more adventur- Memphis has a sweet flavor; and in Texas, line,” says Koch Foods’ Lazarus. ous about combining flavors, and they want they like dry rubs.” There are also a number of more minor to bring that home,” says Bidinger. According to Whiteford, a deli retailer trends that bear watching, experts say. Says LeBlanc, “I’d look at the four or five needs to know not only about the favored “We are seeing a huge push towards all- restaurant chains that do a good job on bar- barbecue sauce of the area, but of regional natural, gluten-free healthy barbecuing,” becue and smoked meats. I’d look at their flavor profiles as well. says Ford. menus because there is an adoption curve.” “It’s very regional,” says Whiteford. “For In addition, he adds, “Hot and sweet is Whiteford suggests watching television instance, I live in Chicago and around here intriguing. It has been increasing for a while, programs. “Especially watch the barbecue it’s a thicker ketchup-based barbecue sauce like a chipotle barbecue.” pit master shows,” he says. with various sweeteners and some heat in Many consumers are curious about the Observers also recommend taking the the background. If you go South it’s more of possibilities of foods — including barbecue time to anticipate trends because the cate- a vinegar base. It’s a much thinner sauce.” — that bring the heat. gory appears to be growing. Buffalo is one sauce gaining favor pretty “There is a movement toward the spicier “Anecdotally, I think I would happily say much everywhere in the country and in a flavors, with the U.S. consumer becoming barbecue is going North, driven largely by wide range of dishes. more comfortable with flavors like Moroc- the growing exposure by the thousand fran- “Buffalo-style chicken has become can or wasabi that kick it up a bit. That chise restaurants dedicated to the theme of remarkably popular and is even crossing started three or four years ago, and has wings,” says Panorama Foods’ Meyers. “A over,” says Ken Meyers, vice president for come to a head the last two years,” says couple of these franchise restaurants are sales and marketing at Panorama Foods in Rory Bidinger, brand advocacy and market- some of the fastest-growing out there.” DB
APRIL/MAY 2014 DELI BUSINESS 53 Blast and Info_Layout 1 4/28/14 8:49 PM Page 1
Blast From The Past 80 Years of Family t was 1920 when Ben Moskowitz arrived in the United States from I Poland. Little did he think he would create a cheese dynasty eventually ruled by his son, Joseph, and passed down to his grandson, Adam. Ben joined Walker Butter & Egg in 1934 as a part-time delivery boy. Distributing but- ter, eggs and cheese in downtown Manhattan, he soon became a star. It was 1940 when he became a partner and by 1958, he was spearheading the importation of cheese from Denmark and Switzerland. Joseph Moskowitz joined his father in 1958. Son Joseph needed a job and joining the family business just seemed like the right thing to do. Joe’s first big project was to begin a French cheese importing initiative and ultimately became the company cheese importing expert. It was 1978, when Joe decided to launch his own business and started Larkin, a vendor-based warehouse and LLC consolidation point for European imports. It was 1990, when Joe and Ben bought Columbia Cheese and used it to facilitate imports from Switzerland and Italy. The newest member is just as free-thinking and possessed of entrepreneurial spirit as his father and grand- father. Adam Moskowitz joined the company in 1970 and immediately began to bring his own brand of rock-star crazy to the business, launching EuroLarkin in France with his father. Adam’s legacy is still to be determined but his newest creation, the Cheesemonger’s Invitational, a competition to foster a community among cheesemongers striving to create a new level of expertise and craftsmanship is a huge success. It must run in the family.
Blast From The Past is a regular feature of DELI BUSINESS. We welcome submissions of your old photos, labels or advertisements along with a brief description of the photo. Please send material to: Editor, DELI BUSINESS, P.O. Box 810217, Boca Raton, FL 33481-0217or e-mail [email protected]. For more information, contact us at (561) 994-1118
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54 DELI BUSINESS APRIL/MAY 2014 Nuovo_Positively Gourmet.qxd 4/21/14 12:25 PM Page 1 DeLallo_. 4/25/14 10:12 AM Page 1