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RETURN UNDELIVERED TO MERCURY PUBLICATIONS LTD., 1313 BORDER STREET, UNIT 16, WINNIPEG MB R3H 0X4 CPM SALES AGREEMENT #40062509 EEightight more reasons Janes has the highest velocity* among top Battered & Breaded Fish brands, but we’re to love Janes! sure these new products will move even faster.

CURRENT FAVOURITES *Source: Nielsen Market Track, National All Channel, L52W ending May 27, 2017

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M4W 3R4 | 416-545-8400 Serving Western Canadians for 100 Years publisher’s perspective

How Far Does Trust Go?

The Peter B. Gustavson School of Business at the SEPTEMBER/OCTOBER 2017 • VOLUME 103, NO4 University of Victoria has unveiled the third annual analysis of brands most trusted by Canadians. The Gustavson Brand Trust Index was established to In this Issue raise awareness of the role trust plays in the minds of consumers when making purchasing decisions and measures the relationships between social equity, trust, and advocacy 11 Where Grocery Gathers for brands in Canada. The Index uses a statistically representative sample of 6,560 A one-stop grocery show for all your needs in Grocery 12 consumers to score 294 Canadian companies and brands. It measures the performance & Speciality West taking place April 23 & 24, 2018. of brands and companies in 26 industry sectors on a range of brand value measures. 41 For the past several years, President’s Choice was voted the top brand not only in 12 Holiday Relief the food category but overall, surpassing many venerable Canadian brands. Grocers can make holiday shopping a breeze with This year however, Costco Wholesale — a discount/wholesale club — not only innovative merchandising and product selection. knocked President’s Choice out of top spot in the food category but even surpassed it in terms of overall placement in the rankings. Indeed, Costco came in at number 23 Let’s have a Cuppa three overall. Saul Klein, dean of the Gustavson School of Business says “We have witnessed The hot beverages category continues to grow. multiple breakdowns in trust over the past year, which we see reflected in our research. This year’s ranking confirms a decline in consumer trust amongst companies 27 DCI: New Initiatives, that have faced service mishaps in the past year.” New Management, Given that the wholesale club model is based on very little customer interaction, New Beginnings. this result may seem surprising. Consumers, it appears, have developed a strong connection with the discounter around food purchases despite this, which has certainly been born out by the numbers, with Costco posting higher than average 29 Sweet or growth rates in grocery. The new expansion of flavour profiles. Trust is based on consumers receiving the same consistent experience, including 29 what they perceive as the best combination of price, variety and quality. Costco has 33 Natural Born Pioneers delivered on these types of measurements. Having fostered the Canadian natural food But just how far does trust go? President’s Choice is still one of the top-selling movement, New Age Marketing eyes brands in volume and Loblaw holds a commanding position in terms of market further growth. share because it not only owns some of the best real estate in Canada, but also because it is continually innovating in 41 Less Continues to be More product offerings and has delivered on price and quality. Bakery customers may appear to have Expect to see a come-back on next conflicting desires, but looked at carefully year’s listing. it’s all about fewer ingredients and more flavour. 45 Frank Yeo, Publisher & Editor 55 Whole & Amazon? What’s Next? On Our Cover Can grocers survive the Amazon and Walmart squeeze play? 45 Decadence Plus 57 Putting on a Fresh Face Robin Bradley Melanie Bayluk Whether you are building, renovating, expanding, adding The best delis accommodate product lines, or replacing refrigerated cases, there is indulgent shoppers as well as Associate Publisher & Western Account much more to choosing components than just the health crowd. National Account Manager Manager getting what looks nice. [email protected] [email protected] Cover Photography: Steve Salnikowski Departments Publisher & Editor, Frank Yeo; Associate Publisher & National Account Manager, Robin Bradley; Western Account Manager, Melanie Bayluk; Editor/Editorial Production Coordinator: Nicole Sherwood; Advertising Production Manager, Marsha Coombe; Creative Manager, Sarra Burton; Circulation Department e-mail: [email protected]; Advertising Consultants: David Bastable, Sheilah Davila, Loren Fox, 6 Market Update Elaine Dufault, Edna Saito. Publisher: Western Grocer Magazine is published bi-monthly by Mercury Publications Limited Head Office: 1313 Border Street, Unit 16, Winnipeg, MB R2H 0X4 Tel: (204) 954-2085 23 Fax: (204) 954-205 7 www.mercury.mb.ca • e-mail: [email protected] Associated Publications: C-Store Canada Magazine, Commerce & Industry Magazine, Western Hotelier, Western News, Health & 6 Calendar of Events Wellness Retailer, Western Food Processor and Bar & Beverage Business . Circulation: Western Grocer Magazine serves the grocery and allied non-food industries. Readership includes distributors, brokers, manufacturers, wholesalers, independent grocers, food processors, bakeries, supermarkets, convenience stores, principal food service outlets, food researchers and consultants, government, voluntary groups 67 In the Bag and co-ops in the four Western Canadian provinces of Manitoba, Saskatchewan, Alberta, British Columbia, Northern Canada and the Northwest Ontario area. Subscription Rates: $45.00 for one year, $63.00 for two years, $93.00 for three years; $5.00 for single copy, plus 7% GST. Canadian rates only. Advertising: Deadline is 25th of the first month. Editorial: The contents of this publication may not be reproduced in 65 Retail Collaboration whole or in part without written consent of publisher. Photo credits not given unless requested in writing along with photo submission. Publication Mail Agreement No: 40062509. ISSN# 0705-906X. Return Undeliverable Canadian addresses to Circulation Dept. at 1313 Border Street, Unit 16, Winnipeg MB R3H 0X4 70 Taking Stock e-mail: [email protected] Printed in Canada

4 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 5 market update events calendar Aurora to Distribute Recipe Booklets for Holiday Season October 18-19, 2017

This fall, Aurora will be distributing Holiday Season Security Canada recipe booklets for retail customers. Executive , Central Christian Pritchard, has created an assortment of mouthwatering recipes to help refresh family tra - Toronto Congress Centre ditions and create new ones. Toronto, ON To ensure copies for distribution go to www.auroraimporting.com For more info: securitycanadaexpo.com

Jet Label Acquires United Label October 23-24, 2017 Jet Label & Packaging Ltd., Western Canada’s largest producer of labels and printed tape for a broad range of industries, has acquired United Label Company of Coquitlam, BC. The additional Grocery space and production capacity will allow Jet Label to double in size over the next two years, during Innovations Canada which time additional infrastructure investments will be made to the newly- acquired facility. Toronto Congress Centre United Label’s facility currently operates four conventional flexographic – North Building presses ranging in width from seven–10” and three-eight station colour capabilities, as part of a fully capable manufacturing facility with a wide variety Toronto, ON of slitters, rewinders, finishing systems, and inspection systems. Over the next 18 months, Jet Label will be adding to this lineup with new machinery and, as needed, additional personnel. For more info: https://cfig.ca Jet Label’s Edmonton facility, which operates 24/7 across three shifts, utilizes two state-of-the- art HP Indigo Digital presses along with 12 tradi - February 24-25, 2018 tional flexographic presses ranging in width from six–20” and three-10 colour station capabilities. CHFA West Acquiring United Label Company greatly expands one of Jet Label’s key customer sectors: Vancouver Convention Centre mass-market retail. United Label Company’s – West Building, Vancouver, BC client roster currently includes an impressive variety of retailers, wholesalers, and pharmacies, among them Costco, IGA, London Drugs and Safeway. For more info: https://chfa.ca “Combining forces with our friends at United Label Company is a perfect fit for Jet Label strategically, bolstering our retail sector business segment while providing much-needed additional capacity to other branches of our customer portfolio,” said Darrell Friesen, president of Jet Label & April 23-24, 2018 Packaging Ltd. “Along with Vice-President of Operations Rodney Froment and the entire team at Jet Label, I’m proud to welcome the staff at United Label Company into our family, and look forward to Grocery & Specialty years of continued growth and success.” Food West Pike Joins Theobroma Chocolat Vancouver Convention Centre – West Building, Vancouver, BC Helen Pike has joined Theobroma Chocolat, a leader in the organic and fair trade chocolate industry in Canada and around the world, as director of sales For more info: https://cfig.ca and marketing. This position was created with the goal of capitalizing on the strong growth that the company is currently experiencing. Pike has 30 years of experience in the food industry and knowledge of the May 2-4, 2018 North American and international markets, SIAL Canada Chez Christophe takes Gold in Vancouver Convention Centre BC Food Processors Association’ s – West Building Product of the Year Award Montreal, PQ

The BC Food Processors Association (BCFPA) announced the For more info: https://sialcanada.com winners of the Product of the Year Award at their annual Awards Gala as part of their 10th annual FoodProWest on June 8, 2017 at the Westin Bayshore. The Gold Medal was November 8, 2017 awarded to Chez Christophe and his puff pastry Flutes, which was presented by award sponsor MNP. 400 of BC’s top food & 2017 Coffee Association beverage processors and industry leaders came together to honour their colleagues at the prestigious Gala Awards Dinner of Canada Annual hosted by the BC Food Processors Association. Joining Chez Conference Christophe in the winners’ circle were Spread ‘Em , whose vegetable and cashew spreads took home the Silver Toronto Reference Library Medal, while Quesava Kitchen’s Quejos Gluten Free Cheese Left: Ken Bulthuis, MNP – Bram and Bluma Appel Salon, Toronto, ON Buns received the Bronze. Wooden Boat was also recognized Middle; Christophe Bonzon, Chez Christophe with an Honourable Mention for their Nuoc Cham sauce. Right: Nina Jauernig, MNP For more info: www.coffeeassoc.com

6 WWW. WESTERNGROCER .COM market update Ocean’s Environmental Conservation Efforts Recognized in Greenpeace Canada’s 2017 Canned Tuna Sustainability Ranking

Canada’s second largest tuna brand, Ocean’s, is taking big steps to lead in sustainability in the tuna sec - No Name Naturally Imperfect tion of your local grocery store. Ocean’s is pleased to have its responsible seafood sourcing practices rec - ognized in Greenpeace Canada’s just-released 2017 Canned Tuna Sustainability Ranking — the first since Produce Line Expands Again to 2013. Due to conservation measures adopted in recent years, Ocean’s is ranked in fourth spot (up from Meet Customer Demand nineth in 2013), making it the largest more sustainable, readily-available national brand of canned tuna in Canada. Ocean’s tuna is carried across the country in major grocery stores, including Save-On-Foods, Loblaw, Sobeys, Loblaw Companies Limited is Metro, Costco groups, and many others. expanding its no name Naturally “Canned tuna is a staple for Canadian families, and we are proud to provide an affordable, sustainable tuna option Imperfect line of products to Number of Responsibly-Caught that is available across the country,” said Ian Ricketts, vice-president, Ocean Brands, from his office in Vancouver. “At include frozen blueberries, Tuna Products Quadruples Ocean Brands, we believe it’s no longer enough to offer a few sustainable choices, but that all tuna should be respon - strawberries, mixed berries, sibly sourced. Ocean’s is the first major tuna brand in Canada to take the steps necessary to make this vision a reality.” Ocean’s tuna has moved into Greenpeace’s green category, indicating high sustainability for achieving its goal mixed fruit and mangos. With Greenpeace Canada has released the fourth edition of its these new items, Loblaw now to source its light tuna from suppliers using more sustainable fishing methods; its strengthened ethical labour standards; and its commitment Canned Tuna Sustainability Ranking, revealing that despite the to increase its ‘pole-and-line’ caught albacore, while requiring stronger bycatch mitigation measures on longline vessels. offers 14 products under its no number of responsibly-caught tuna products quadrupling in Canad a name® Naturally Imperfect™ since Greenpeace’s first ranking in 2011, shoppers seeking better line, making it more affordable options still struggle in some major grocery chains because unsus - Case Study Finds for Canadians to buy produce. tainable brands dominate shelf space. Launched in March 2015, no name Naturally “We are seeing more and more responsibly-caught tuna products Grocery Retailer Imperfect produce can now be found across the on store shelves in Canada each year, which is positive for our Increases Efficiency, country in select No Frills Real Canadian Superstore, Zehrs, Indepen - oceans and tuna customers,” said Sarah King, senior oceans den t , Loblaws, Atlantic Superstore, Maxi@ and Provigo stores. strategist with Greenpeace Canada. “What we are not seeing is Uptime with “Canadians have discovered the value of imperfect fruits and strong enough action by major supermarket chains to direct vegetables,” said Ian Gordon, senior vice-president, Loblaw Brands, consumers toward those more sustainable options and remove Centralized Scale Loblaw Companies Limited. “Following the success of our no name unsustainably-caught tuna from shelves.” Management Software Naturally Imperfect products in the produce department, it just Seventeen companies were assessed by Greenpeace on their made sense to expand the line to include frozen items. Now whether efforts to ensure their supply chains meet strong sustainability Spar runs around 320 small and medium - you are , baking or making a smoothie, you can find a lower and social responsibility requirements. Fourteen of these compa - priced option with no name Naturally Imperfect products.” sized supermarkets in the Netherlands. nies offer at least one product caught with more sustainable Recently, the grocery retailer decided to no name Naturally Imperfect is a line of fruits and vegetables that fishing methods, including pole and line, troll or purse seines while smaller in size or slightly misshapen, still taste as great as fully centralize its price, item and data fishing without harmful fish aggregating devices (FADs), and five management and migrated into a cloud- regular produce varieties. no name Naturally Imperfect produce costs have a commitment to only offer responsibly-caught tuna. up to 30 per cent less than traditional produce options found in-store. based solution. All local servers were HegZVYi]ZaVi^c[aVkdjg Well-known eco brands top this year’s ranking with Raincoast Trading removed and all existing weighing scales (1st), Wild Planet Foods (2nd), and Whole Foods Market (365 Everyday were updated to Mettler Toledo UC Evo brand) (3rd) placing in the green category for their commitments and Line networked scales. As part of this Gustavson School of Business dedication to only offering Releases Brand Trust Index more sustainable and socially responsible tuna under their The Gustavson Brand Trust Index (GBTI) measures Canadian brands. Canada’s second consumers’ opinions about 294 corporate and product brands largest tuna company, Ocean across 26 categories. The GBTI evaluates responses by 6,560 Canadian Brands, teetered into the green category for achieving its goal to consumers to assess consumer levels of brand trust and what source its “light meat” tuna from more sustainable fishing methods, causes them to recommend a brand to their friends and family. The along with its revamped labour standards and wider plans to tackle team behind the GBTI found that Canadian consumers closely link its longline-caught albacore to reduce bycatch of non-tuna species. `2Tbhgh+Q`Mh+F2b 2i?MB+hT`Q/m+ib 7`Qx2Mh7`mBi brand trust with consumer advocacy. The responses are indexed to “With Ocean’s, a major national brand, committing to source provide rankings for the brands nationally, by category, gender, age, from better fisheries for all its products, there is a real opportunity region and income. for major positive change in tuna aisles across Canada,” added King. “Offering one responsibly-caught product doesn’t go far Canada’s Top 10 Most Trusted Brands for 2017 enough. While change does not happen overnight, various compa - (Rank in 2016): nies have stalled too long in ensuring their supply chains aren’t putting vulnerable ocean life, and seafood workers, at risk.” 1. MEC (1) In-store surveys conducted across the 10 ranked supermarket 2. CAA (New to the survey) chains found that products labelled with a more sustainable fishing 3. Costco Wholesale (3) method were not easy to find across the board. Responsibly- project, Spar also decided to reorganize 4. Fairmont Hotels & Resorts (8)kr caught products were reported to be more available and promi - its scale management activities. Mettler 5. IKEA (22) nent in Whole Foods, Federated Co-operatives (Co-op), Overwaitea Toledo added a software solution to the 6. Chapters/Indigo (59) Food Group owned stores, Choices Markets, and Costco than in the project, the Mettler Toledo RetailSuite 7. President’s Choice (1) three biggest Canadian chains — Loblaw, Sobeys and Metro. Peo - (MTRS), which was perfectly aligned with 8. Interac (11) ple reported the worst experiences in Walmart and Longo’s, with Spar’s new centralization process. 9. Cirque du Soleil (New to the survey) Longo’s surveys revealing no eco options available. Surveys also With MTRS, data management for all 10. WestJet (54) revealed that Clover Leaf — a brand with no visible eco options scales now takes place via the Distribution - under its flagship brand — took up more shelf space at poorly rated Server, which is located at Spar’s head - Insights from the 2017 Gustavson Brand Trust Index chains, whereas more favourably rated chains had responsibly- quarters and is the centralized server for caught house brands or Ocean’s, a brand with various responsibly- pulling and pushing information centrally e4zY:4lY9zlf • The majority of brands were perceived positively caught products, as the most prominent products featured. for RetailSuite. Thanks to the intuitive CN8R"c$aRcR8RR0cY, (only two brands received a negative score) Greenpeace is calling on tuna buyers in key global markets to • Brand trust increases with age portal of the DistributionManager, all the only source responsibly-caught and traceable tuna to help protect scales can be seen at a glance, grouped • Brand trust decreases as income of a consumer increases marine biodiversity and ensure seafood worker safety. Poor • Female consumers are more trusting then their male counterparts according to country, region and sales supply chain transparency, weak fisheries management and prob - division. In just a few clicks, single scales c$aRcR8RR0cY, • Values-based trust is becoming a more important driver lematic practices such as transshipment at sea continue to create of overall brand trust. can be updated, or all scales in the store the conditions for illegal and destructive practices. network can be reconfigured.

8 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 9 PRE-SHOW UPDATE

A One-Stop grocery show for all your needs is Grocery & Specialty Food West taking place April 23 & 24, 2018 Where Grocery Gathers

his year there is growing excitement to present their products to a set of retailers. exhibitors that are showcasing their ware for around the upcoming Grocery & Specialty New Product Showcase: Latest innova - the first time at the show. TFood West (GSFW). There is a brand new tions are highlighted in the main hall Live Well: Focused on products focused on venue this year as the show is moving to the entrance, giver your products and services healthy & wellness Vancouver Convention Centre West Building the extra spotlight they deserve, and put Canada Connect: Find small Canadian — so all conferences and exhibition will be them in the running for the Top 10 Most companies looking to take advantage of under one roof on April 23 & 24, 2018! Innovative contest. consumer interest in local goods As the leading western grocery trade Top 10 Most Innovative Contest: Products Along with the trade floor activities both show and conference, GSFW brings together in the New Product Showcase are automati - retailers and manufacturers from across cally entered in this contest, additional the country to discover new innovations, media coverage results. network and build relationships. Along with Networking Events: Sunday Opening retailers and manufacturers, the show Reception, Monday Mix N’ Mingle and more! features wholesalers, distributors, service The key pavilions at the exhibition include: providers and more! First Timers: A turn-key solution for The show boasts the latest in grocery industry trends including international flavours, local, organic, health and wellness, artisanal and fresh. For manufacturers, there are targeted programs at the show to reach your business goals. Retailer Connect: Do you have a new/unique products/service that you’re looking to get into grocery? For first-time exhibitors and vendors who don’t have their product listed or service being utilized by retailers, get

Top 5 Reasons to Attend GSFW

1. Grocery Focused. The only grocery-focused show in the West. Don’t miss afternoons, the mornings are dedicated to the show where grocery gathers. workshops and sessions all geared towards helping retailers grow their businesses. 2. Business Opportunities. This show is the only exhibition dedicated to the multi- Keynotes from thought leaders will million dollar grocery industry. Categories include fresh, frozen and refrigerated, , inspire and provide innovative ways to think beverages, international food, and more! Along with food, retailers can find solutions for about grocery. Workshop sessions will allow front and back end (operations, POS systems, uniforms, equipment and more). retailers and their teams to dive deeper into a category and data. 3. Networking. It’s also a must-attend event for food producers, manufacturers to network with key Canadian retailers to enhance their position in the marketplace as well as expand coast to coast. To exhibit contact: 4. Education. Morning conference and workshop session along with live trade floor Rolster Taylor, [email protected] listen and learn opportunities for grocers and manufacturers provide effective ways To sponsor contact: to show and sell more effectively. Joe Sawaged, [email protected] For event info: [email protected] 5. Trend Spotting. Discover the latest trends and innovations in growing product categories on the 55,000-sq.-ft. trade floor. or visit GSFSHOW.COM

WWW. WESTERNGROCER .COM 11 HOLIDAY MERCHANDISING By Carly Peters

hirteen — that’s the percentage of last-minute Go Nuts shoppers who plan to buy their gifts at supermarkets Product packaging doesn’t have to be holiday specific to T or grocery stores according to the National Retail make up a merry merchandising display. Have a ‘tasty/healthy Federation’s Holiday 2016: Consumer Survey Highlights. ’ nut display which highlights seasonal colour relevant Whether it’s grabbing a gift card, or a box of chocolates, items like Blue Diamond almond’s RED Smokehouse and the these harried customers are just part of a larger group GREEN Lime ’n Chili tin packs, states Chuck Corrigan of CB who are strapped for time around the holiday season, and Powell, distributors of Typhoo and Ridgways brands of it’s apparent grocers play a role in lessening the burden. from the U.K., as well as Blue Diamond. Well-stocked, well-merchandised displays offer the oppor - “Be sure to make it easy for shoppers to see the snack tunity for that 13 per cent, or more to find the foods they almond items when they are in the store. Put up displays need for holiday , baking and get-togethers, as which promote seasonal snack favourites to trigger consumer well as those add-on last minute gifts. thought process and to maximize both the ‘smart’ and impulse purchase activity,” he says. Get Carded Blue Diamond almond items provide superb holiday snack Grocery store customers love to browse for greeting items. The bright, attractive 170 gram tin packs make cards. In fact, research shows that greeting cards is the excellent stocking stuffer items, especially in the colourful category that consumers most want to browse in their red and green packs. local supermarket, claims Tammy Barrett of Carlton Cards, Canada’s No.1 greeting card company. “It is important to make the shopping experience easy and pleasant. The keys to success stem from department locations, breadth of offering, and merchandising that makes finding the perfect card quick and enjoyable,” she states, adding card departments should be located about 1/3 of the way through the shopping experience and be highly visible with strong navigational signage. During the holiday season it’s important to remember that the greeting card department is a busy place so another key to success is keeping greeting card aisles clutter free to allow for customers and their carts. “Avoid cut cases or special displays in this aisle especially at holiday peaks,” says Barrett. “Stores should also consider placing outposts of cards in other areas of the store. A card or wrap outpost in the floral, seasonal, or checkout area can be a fantastic way to capture incremental sales.” For those gift card seekers looking for a little add-on surprise, Carlton Cards continues to innovate bringing new-to-the-world greeting card formats to the greeting card aisle for the holiday season. Let Me Out gift card holders feature a 360-degree, die-cut character that lifts out of a complementary base and presents a gift while singing a laugh-tactic tune, while the Hyper cash gift card holder combines lights, music, and awesome paper-engineering that will totally merry up anyone’s Christmas. k c o t s r e t t u h S

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addition to any size or shape of grocery retail store. Product Morello says along with their holiday Baci Chocolates, retailers can create a Showcase display of Meditation favourites and unique global iconic brands including Allessia Oil Sprays, Allessia Bon Boms (a chocolate Festive Holders treat), and Fiasconaro Maroon Noir Panettone, available for the first time in Let Me Out gift BUILD SALES card holders Canada this Christmas. from Carlton “People are looking for premium Cards features indulgence during the festive season and a 360-degree people are also tired of the same old when die-cut charac - ter; while the entertaining. They’re looking for new THE GOOD WAY Hyper cash gift products they can introduce and be the card holder hero with at their party,” he claims. combines lights Hero status aside, he adds new products music and awe - some paper engineering. Give your consumers what will add new found sales, generate they have been waiting for – incremental profit dollars and help a snack that is portable, differentiate your customer experience by Holiday Festiveness being able to tell the story of the packed with nutritional authenticity and heritage behind the goodness and available in brands. “Dare to be different and create popular flavors that make an engaging in-store experience for the snacking fun. customer.”

Healthy Holidays Baci Chocolates is embarking on a new CONSUMERS KNOW campaign “Baci is the new Mistletoe”. It doesn’t have to always be cookies AND TRUST US and cakes for the holidays; nuts, fruits Blue Diamond almond items such as Come for the Food, and vegetables, and other healthy snacks Smokehouse and Lime & Chili are great • USE ONLY THE 2 TOP for holiday snacks and come in festive Stay for the Show can be very appealing to health-conscious GRADES OF ALMONDS: red and green packs. Instead of just letting it sit on a shelf, consumers. Merchandising peanut butter NONPAREIL AND CARMEL let your grocery products give a show. It’s with fresh carrots or apples is another called “infotainment” and it’s all about way to encourage healthy snacking at this A Tasty Treat • 100% DEDICATION creating visual, informative, entertaining busy time of year. TO ALMONDS Allessia Bon Boms culinary theatre for your customers, “Peanut butter is also widely used in are a great • 100% PEANUT FREE explains Anthony Morello of Aurora baking and can add a boost of protein to chocolate treat. Importing, which offers Western Canadian what can be a sugar overload season,” grocery an assortment of authentic No.1 says Stephanie Grunenfelder of the brands, award-winning products, and global American Peanut Council. “Holiday cooking Sweet Panettone iconic treats from Italy and and other seems to get more popular every parts of Europe. year. Popular flavours are cinnamon, “One example of this is our signature nutmeg, and other warm ‘spicy’ tastes that Baci chef demos where our trained chef actually makes fresh, handmade, authentic Baci Chocolates in-store while telling the true love story behind the product creation Fiasconaro Panettone is from back in 1922. All the components to available for the first time in make the Baci Chocolate are brought in Canada this Christmas. from Perugia Italy and our chef builds the Baci right in front of your eyes, then you get to sample one and the experience Holiday Characters is absolutely amazing,” he states. Walkers Shortbread This year for the first time ever Aurora PRODUCT OF CALIFORNIA will be embarking on a Canada-wide comes in holiday campaign with Baci Chocolates which will designs be marketed as “Baci is the new Mistletoe” such as a and will include a full assortment of snowman American Peanut notes that peanut butter and Santa. stunning retail P.O.S that will be a pleasant can add a boost of protein to holiday treats. © 2015 Blue Diamond Growers. All rights reserved. 14 WWW. WESTERNGROCER .COM “Again, nuts can help balance all the during the holidays, when people tend to sweet baked goods surrounding us at go crazy with .” holiday time by providing a little plant- Retailers can learn more about based protein,” she says. merch andising these tasty morsels now that the Well•Pict Berry Academy has Berry Merry Holidays recently undergone an expansion. Grabowski Just because it’s winter, doesn’t mean you states the company has just released two can’t get your favourite berries for snacking new educational videos covering additional or serving at a holiday party. By creating topics that help valued retailers expand prominent, front-of-store displays, you can the spec and increase sales with expert help remind customers that fresh Well•Pict merchandising ti ps. Strawberries and Raspberries are available “Watch the video series at wellpict.com all year, explains Jim Grabowski, vice- today, complete the brief Well•Pict Berry president of marketing for Well•Pict Berries. Academy exit exam, and print out your “We’ve found that many consumers don’t own Certificate of Completion,” he concludes. Well.Pict strawberries and raspberries are realize that they can purchase fresh available year round. strawberries grown in the United States All in One remind consumers of home. These are all year round. Thanks to our network of Providing complete ideas that tie great for nuts in, and nothing independent growing partners that stretch in all aspects of the store (dry and fresh) says party like freshly roasted nuts.” all the way to Florida, we’re able to supply can help consumers during one of the Serving nuts at the holidays is a trend fresh, delicious, high-quality Well•Pict busiest times of the year, states Frank that seems to grow every year, she adds. Berries all year round,” he states, adding DeMichino, COO of Italpasta. He suggests Roasted, salted peanuts are perfect it’s important for retailers to remind their increased activity on prepared and additions to any holiday . customers of this by utilizing eye-catching trays, for example Italpasta panettone “What could be easier or more festive?” merchandising techniques, like cross- served with ice cream and berries, or says Grunenfelder, pointing out some of promoting fresh Well•Pict Berries with prepared charcuterie offerings as trays for the new flavoured varieties of peanuts, complementary foods, baked goods, and parties and get-togethers. such as chili or sea salt and pepper, that dessert toppings. “Make it easy for Along with Italpasta’s panettone make them even more special. customers to make healthy choices, even (traditional Christmas cakes), special packs

16 WWW. WESTERNGROCER .COM “These products are an excellent item Creative Cookies to feature during the festive season,” says Creating a holiday destination in-store DeMichino, adding it’s a great opportunity always helps busy customers, says Lisa for retailers to cross-merchandise with the Zdunich, sales consultant, Canada for fresh and dairy departments, providing Walkers Shortbread Ltd. “Consumers don’t increased sales, and profitability. want to have to search for your [holiday] Just in time for the holidays, Italpasta offerings. Creating impactful seasonal Italpasta suggest increased activity on prepared meals and trays such as its panettone and deli is also launching new health and wellness displays in one area of your store makes products for holiday get-togethers. products within the pasta category focusing it easy for consumers to see exactly what on high protein, and gluten free offerings, you have to offer and make the choice of Vitale Italian sliced deli products and a alongside with their staple, year-round that suits them best.” holiday antipasto (charcuterie) celebration offerings of pasta, sauces, Mutti assorted She states shippers are always an easy tray, the company also promotes a lasagna tomato products, Costa D’Oro olive oils, way to display impulsive items and and baking pasta program. and much more. “remind” shoppers what they need to be

picking up. This season Walkers is offering up shippers of the brand’s new giftable Walkers 3D Mini Shortbread Carton, available in four different varieties/designs. The Walkers 3D Mini Shortbread cartons will also be available by the case for retailers and is the perfect teachers gift or stocking stuffer for consumers. “Gifting is key over the holidays. Offering high quality novelty tins filled with Walkers, the world’s best shortbread, helps customers find gifts for every occasion over the holidays. Consumers tend to shop visually and our fantastic tins are always well received,” explains Zdunich, adding they also see spikes in PUT THE PEDDLE TO THE METAL FOR LATE SEASON SALES our everyday Walkers Shortbread and Well•Pict Berries are driving profits in produce aisles everywhere! Gluten Free lines as consumers entertain With production still going strong well into the autumn months, more at home over the holidays and want our quality remains at its peak. So stock up today, and watch to offer only the best to their guests. the sales roll in. All natural and free of preservatives, artificial flavourings and colours, Walkers Shortbread is a gift you can feel extra good about giving this Christmas.

Spice up the Holidays With the popularity of ethnic foods still increasing with consumers, Indian foods visit us at pma booth #2844 WELLPICT.COM and flavours at holiday events and parties is a good way to jazz things up.

18 WWW. WESTERNGROCER .COM “High-quality ethnic foods like Final Retailer Tips Indianlife’s products add a whole new dimension to holiday festivities and Co-op Food Stores (New Hampshire) blog offers up some great tips for consumers who are celebrations,” states Rakesh Raniga of looking to shaving time off their holiday shopping but much of it can apply to retailers as well: Indianlife Foods. “Try adding new flavours and textures to the buffet table and watch Promote and encourage customers to put in holiday meat orders guests discover new holiday favourites.” ahead of time. Have deli and meat counter staff cut and prepare customers Fresh frozen samosas and pakoras with orders and have it ready for a day and time of their choosing. In dianlife chutneys (now with five different varieties) are always holiday Encourage customers to come in the week before the holiday for all those party favourites, he states, adding snack essential non-perishables (flyer deals and displays might get them through the door).Then all they have left during the big week is meats, dairy needs, and bowls filled with our authentic Indian fruits/vegetables. flavoured masala, samosa, and palak chips Canada s #1 greeting card are especially good when Indianlife Have staff ready to share their knowledge with customers, whether it be chutneys are used as dips. recipe advice or food-preparation tips, help estimating how much food for company invites you to For customers looking to add something the number of people or how to prepare a special holiday meal for new to their holidays dinners and parties, folks on special diets. add flair and style to your retailers can make things easier and more interesting by making a featured display Fr om those 13 per cent who run through greeting card department. of Indianlife products putting snacks and the door right before closing time for chips together with chutneys and that last-minute gift, to the long- list flatbreads and wraps with sauces, and shopper prepping for the family From glamourous gems and spices. Launching soon are Indianlife’s dinner, grocers well-stocked, sparkling glitter to paper Naan Chips, a perfect alternative to well-merchandised displays of sculpture, embroidery and crackers, and two additional frozen entrees some of those key holiday items — Shahi Paneer and Palack Paneer — for (and some fresh ideas) will help so much more. convenient, quickly holiday dinners. provide some holiday relief. ●

Indianlife Foods are launching their Naan chips, and Shahi Paneer and Papyrus is the perfect Palack Panerr in time for the busy holiday season. brand to enhance your card department and increase sales!

For more information on Papyrus or any of our other

industry leading brands contact your Carlton Cards Representative at 1-800-663-CARD

20 WWW. WESTERNGROCER .COM HOT BEVERAGES

By Deb Smith

anadians love their hot , and that’s a lifestyle trend that isn’t losing steam! Whether it is coffee or tea, consumers now Chave more choice than ever, presenting merchandising challenges to retailers who want to engage the category.

Coffee Still on Top The Coffee Association of Canada states 67 per cent of Canadians have had or will be having a cup of coffee today. Euromonitor International’s statistics confirm coffee is Canada’s most consumed beverage amongst adults, placing us within the top three when it comes to highest per capita consumption worldwide. “People are getting more and more coffee-involved,” says Davide Viola, vice-president marketing, Melitta Canada. “They’re looking for the best, freshest coffee experience. As a result see the market for whole beans slowly growing.” Nevertheless, volume sales for ground coffee aren’t giving way either — selling at least as much or more than ever.

WWW. WESTERNGROCER .COM 23 “Our studies have shown that 25 percent of purchases in the category are also impulse. A display of smaller packets near Product Showcase items encourage the mid-week shopper to grab a few things quickly to try something new. To that purpose, we offer Good to the Last Drop prepackaged unit displayers to attract attention and sell easily.” Although levelling out, Keurig K-Cup pods and Tassimo T-Discs Van Houtte Coffee Classics in the still drive growth. “The biggest value-add that consumers are convenience of K-Cup® Pods. Orig - inal House Blend crafted for 90 willing to pay for is the convenience of single-serve,” says years from the original great cof - Gauthier. The challenge for coffee brands has been how to fee recipe. Teamed with participate in that format, and today every major player offers a Columbian Medium – Canada’s single-serve product. most popular roasting choice. Together in striking rebranded “Almost 50 cents of every dollar spent in the hot beverage visuals calling attention to this category is spent on single-serve,” says Viola. “That has brought iconic Canadian brand. a shift in perspective addressing environmental concerns such convenience brings.” The industry has responded with either recyclable or compostable pods although there are issues with No Caffeine? No Problem. what municipalities will accept. One answer is the resurgence of pour-over coffee, a technique C.B. Powell’s mission: bring new and invented by Melitta in 1908 involving finely ground coffee, a expanded products to the Canadian filter and filter holder, hot water and a cup or carafe. After marketplace. For the tea connois - seur looking for flavour without traditional drip coffee and the single-serve pod, this has become caffeine, Typhoo Decaf Tea doesn’t the industry’s “third wave,” delivering hand-crafted convenience skimp on the weight. Each fragrant with minimal environmental impact. tea bag is packed with classic full- However consumers make their cup of coffee, Level Ground bodied Typhoo taste. No compro - mises on flavour. Priced to compete. Coffee is an essential item on the grocery list, a planned Trading Ltd., Stacey Toews, co-founder and communications purchase. At Van Houte Coffee, Christine Gauthier, senior specialist catalyst, knows people tend to choose coffee based on price shopper Insights, sees this presenting a challenge for retailers. and flavour. “They will buy what’s on sale for everyday coffee, Because coffee is such a highly consumed product, linked to and then for a treat, a luxury purchase — a superior-tasting, What’s Old is New routine, how to get customers to try something new? ethically-produced brand. That’s where we come in, filling orders Coffee drinkers rejoice! Melitta’s updat - across Canada on a weekly basis to supply coffee freshly ground ed eye-catching versions of the time- on shipping day.” honoured classic brew cone will be in stores by Q1 2018. Using patent - ed Melitta Cone Coffee Filters, this One-Cup Pour-Over brew cone fits many mug sizes. Fast and inexpen - sive for that hand-crafted coffee experience at home.

WARM HEARTS. COLD COFFEE. Everyday Choices Matter WE’RE GROWING OUR OFFERINGS, ORGANICALLY. UNIQUELY REFRESHING, CONSISTENTLY SUSTAINABLE. Fresh. Direct. Delicious. That is the mission of Level Ground Trading Inc. 100% Direct Fair Trade since ‘97. Coffee with all the taste modern consumers demand without com - promise on ethics. Now offering a line of organic-grown teas. All packaged responsibly with inspir - ing stories to share.

Tea Isn’t Backing Down The Power of Nature While coffee is No.1, tea comes in a very close second as Four O’Clock® Herbalist™ brand by more consumers are drawn to its health halo and new varieties. Trans-Herbe Inc. brings Canadian tea-drinkers 20 blends of medicinal Tea Association of Canada’s President, Louise Roberge, sees this and natural herbal teas. For its as partly a reflection of our multicultural society. “Growing part, the Detox formula works ethnicities in Canada are looking for familiar teas and people get things back on track after a want to learn about other cultures.” As in many other categories, poor diet. All selections approved THE WORLD’S MOST SUSTAINABLE COFFEE™ and certified by Health Canada millennials are fueling growth, searching for variety, quality bringing beneficial experiences to and ethical practices. www.pmoc.ca | 1-855-263-7662 | [email protected] environmentally aware consumers.

24 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 25 PROFILE Louise Roberge, president, lies in functional/medicinal teas fundamental cornerstone of the tea by Matthew Brown, Manager – Events, Communications & Technologies Tea Association of Canada and herbal teas or infusions. “The business, but it’s declining as herbal teas main trend we see is people being are growing.” One direction that Chuck more conscious about their health, The demand for healthier and more he grocery industry is constantly Corrigan, brand manager trying unconventional remedies,” interesting experiences in tea is especially evolving and changing, forcing every - at C.B. Powell sees tea says Trans-Herbe Inc. Christian strong among the younger generations, Tone to adapt and stay on top of the heading is towards the Sauvé, director of innovation & while many older consumers switch to herbal game. DCI has not been exempted from decaf segment. “Decaf has new business opportunities. “These or decaffeinated varieties in the evenings. these changes, hence the new arrival of 25 per cent penetration in products are going mainstream with Marc Fortin, president and CEO of DCI in teas users’ households but retailers introducing functional teas Other Hot Beverages mid-2016. Marc brought with him 27 years only 10 percent of the market share. into conventional tea/coffee sections.” Eurominotor International predicts a of extensive background and knowledge of Retailers can promote good-tasting decaf New herbal teas are being offered by modest growth in chocolate-based powder the grocery retail and consumer packaged tea to appeal to more consumers.” major tea companies. Corrigan says, “Black hot drinks, but that growth is limited due goods industry. Tasked with elevating DCI to But the biggest growth in recent years tea (Orange Pekoe in Canada) is the to the rising number of alternatives and new the next level, it was Marc’s vision to propel products in teas, herbal fusions and coffees. DCI to try new initiatives in 2017 which included the establishment of new partners and members, the strengthening of DCI’s existing relationships, the successful Charity Golf Tournament in partnership with Cana - dian Federation of Independent Grocers, and the DCI Business Summit: A New Beginning — a completely different meeting to the already familiar annual general meeting. For those who were not able to make it, here are some of the highlights from fDirst annual DCI CBusiness SummIit! : allowed for several fast and focused exchanges with key retailers, the afternoon NEW INITIATIVES, speakers offered great insights and the Star Awards capped off the day with some excitement.” — Sean Mateer, senior vice- However, there is room for hot chocolate NEW MANAGEMENT, president, sales at Parmalat Canada and similar beverages within the emerging indulgence trend. Manufacturers are NEW BEGINNINGS. Afternoon Business merging luxury choices with convenience, Presenters such as Keurig® planning a flavour Continuing with the theme of the partnership with Laura Secord chocolate. Distribution Canada retailers allowing for flawless execution Summit: A New Beginning, DCI invited a The traditional hot treat can be Business eXchange (DBX) over the summer months.” Weston Bakeries roster of industry professionals to discuss effectively marketed seasonally for The morning of the Business Summit were not the only one who enjoyed this the new areas of opportunities, growth, different occasions, offering more exposure brought another level of value to our Retailers experience. Neil Kudrinko, an independent challe nges and transformations in the as an alternative hot beverage during cold and Supplier Partners as DCI facilitated over grocer and owner of Kudrinko’s Ltd. stated grocery retail industry, both physically and Canadian winters. 120 business m eetings in just under two that “the DBX meetings provided great digitally. Included in the speaker lineup The key is to offer choice. Consumers hours in a quick, structured and efficient opportunities for discussion with our was RBC’s Wealth Management Investment are looking for different options: price, speed networking setting. For many vendors beyond the typical trade show Strategist, Jim Allworth, Nielsen Vice- social consciousness, convenience, Members and Supplier Partners, the DBX floor chit chat that you sometimes get at President of Consumer Insight, Carman indulgence. Conventional offerings at low was the highlight of the summit. Jeff other events.” Based on the survey that Allison, and Dalhousie University’s Dr. prices will always be in demand, but the O’Neill, Weston Bakeries Ltd.’s director of was sent out to participants, the feedback Sylvain Charlebois, the ‘Food Professor’. As times are changing as new generations sales operations exclaims that “this year’s was 100 per cent positive with a demand well, presentations on commercial industries look for premium and higher-valued 2017 DCI Summit [saw] the DBX Business to increase the scalability of the program included Matt Johnston from Canada Bread, specialty products with unique flavours Meetings provide a valuable opportunity and bring in more participators! Jordan Creavalle from Maple Leaf Foods, and health benefits. Retailers need to for joint business planning and strategic “Parmalat was very pleased with the Sean Mateer from Parmalat Canada, and a provide a variety, try new things and see alignment of seasonal initiatives with key new Business Summit format. The DBX new focus: Lisa Jones from Sleeman how it goes from there. ● Clockwise From Top Left: Brent Stevens, Mike Turcotte and Sean Mateer from Parmalat Canada, Peter Cavin from Country Grocer (IIBG), Jim and Vicki Bexis from Sun Valley Market, Mike Turcotte from Parmalat, Ben Pino from Pino's Get Fresh, Rick Knapp from Summerhill Market.

26 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 27 Breweries reporting on commercial beer DCI Star Awards Parmalat Canada as DCI’s Partner of the SPREADS industry. “It was great to see a diverse Evening Gala Year, British Columbia’s Country Grocer as By Karen Barr group of companies presenting from beer The inaugural Business Summit wouldn’t DCI’s Retailer of the Year, Summerhill sales to what millennials are buying” stated be complete without an awards show, and Market taking DCI’s Innovation Award, Cathy Cena, business development manager the DCI Star Awards did not disappoint! Sun Valley Market for DCI’s Social at Imprint Plus and a new supplier partner The Star Awards Gala provided an elegant Responsibility Award, Ben Pino taking the who joined DCI after coming to the event. affair to recognize our key partners, prestigious DCI Lifetime Achievement “I know I will grow my business by being a retailers, innovative products and initiatives Award and Mike Turcotte of Parmalat part of this team. I look forward to next within the grocery retail industry. Canada winning DCI’s Leader of the Year. years’ event being bigger and better.” Nominees of the awards came from within A big congratulations goes out to all the “Marc Fortin and the DCI team definitely the industry with the winners selected by winners and nominees who strive to make brought their A-game with the re-con- a committee composed of retailers and our industry better every day. ceptualized DCI Summit.” — Neil Kudrinko, partners from across the country. This “The 2017 DCI Summit was an amazing Kudrinko’s Ltd. year’s winners of the Star Awards included experience, with its supplier meeting opportunities and presentations from expert key note speakers Jim Allworth (RBC), Sylvain Charlebois (UDAL) and Carman Allison (Nielsen). See you next year!” – Dave Dubreuil, Farm Boy Inc. Next year, DCI is looking forward to building on the success of this year and hopes to continue building stronger relationships and provide more value to our members and partners while elevating the image, both physically and digitally. “We are very pleased t o have partnered with Distribution Canada for the last 10 years,” says Greg McGrath, business development man- ager for Italpasta Ltd., “as DCI has given us a unified voice in each region across Canada for new product launches that ensures every independent owner or key decision maker receives our information in a timely fashion. We consider DCI a key part of our sales team (Top to bottom) and have grown our Matt Johnston (Canada business together.” Bread), Jordan s the Canadian palate heightens, spreads both has changed the depth of spreads available. In the future, DCI will Creavalle (Maple Leaf sweet and savoury are being used in new ways to habits have also changed. Increased snacking, or Foods), Sean Mateer be focused on better Aenhance food. While classic varieties are still essen - snacking as a , opens opportunities for (Parmalat), Lisa Jones networking opportunities (Sleeman Breweries) tial, flavour profiles have expanded. retailers to up-sell spreads. and more recognition for Euromonitor International’s Report on Spreads in Canada Franca Vlahos, store manager at G.J. Andrews Food & Wine those in the industry. “With the help of for 2016 reports sales of honey, chocolates, jams, preserves Shoppe, in Winnipeg, Manitoba, says peanut butters, both Marc and his team,” McGrath continues, and yeast based spreads reached $616 million for the organic and natural, are all the rage with customers. A close “and if you are interested in growing your year, up three per cent from the year before. second is almond butter. “We also offer a coconut peanut business nationally with the independent Consumers’ demand for products that provide better nutrition butter spread which is a creamy mix of both,” she says. trade, DCI would be an excellent partner!” is helping to fuel this growth. Clean labels, products without The sales volume of regular peanut butter in Canada was Together we can make our industry preservatives, artificial colours or ingredients, gluten-free, approximately 44.43 million units and light peanut butter stronger! Here’s to the future and to what nut-free and dairy-free, because of allergies, intolerances or 8.96 million units, according to a Statista 2017 report. 2018 has in store! ● special diets are more sought after than ever before. This But with allergies, peanuts or nuts may not be an option.

28 WWW. WESTERNGROCER .COM Courtesy of Shutterstock WWW. WESTERNGROCER .COM 29 the peabutter is available in Original and strawberry blends lead the segment NoNuts Golden Peabutter, Extra Creamy, with $55.3 million for 2016, followed by Cinnamon and Chocolate. raspberry and raspberry blends at $37.22 The Canadian honey industry produced million, marmalades at $13.79, grape and 43,227 tons in 2015, up 11.4 per cent grape blends at $4.1 and other flavours at from the year prior, according to Statistics $47.42, totalling $157.83 million. Canada, 2015 for a total of $144 million The jam segment has seen a lot of flavour in retail sales. innovation. The Saunders Family Farms So, why are honey sales up? “It’s due to brand, for example, has expanded well consumers searching for healthier alternatives beyond its original strawberry jam, still the to refined sugar. With the increased demand top selling variety, to include jellies such for honey, we have seen sales grow in larger as Raspberry Pepper, made with berries Caryll Carruthers loved NoNuts Golden size containers,” says Shannon Bowden, sourced in the Columbia and Okanagan Peabutter so much, that she bought the senior brand and communication manager Valleys teamed with jalapeno peppers. company 13 years ago. “It’s a product that’s at Beemaid, in Winnipeg, Manitoba. “It’s the sweetness of fruit with a kick a necessity for a lot of people.” But, is it The company’s newest product is at the end,” says Faith Saunders. comparable to peanut butter? “It’s milder, BeeMaid Raw Honey. “It is unpasteurized but still has a nutty taste. It’s also sweet, and minimally filtered, giving it a creamy but we keep the sugar to a minimum,”. texture that consumers love,” says Bowden Made at Mountain Meadows Food Jams are one of the stalwarts of the Processing in Sturgeon Country, Alberta, category. According to Statistica, strawberry

Pierre Dupont, owner and cheesemonger and Nancy Veyrie, cheesemonger, Le Grand Fromage. Pierre Dupont, owner and cheesemonger at Le Grand Fromage, with locations in Fernie and Nelson, British Columbia, says the stores do a swift business in spicy and hot jellies to pair with the over 200 varieties of cheese he carries. But he has noticed a recent trend, “Anything with figs, like fig preserves, with apple, pear or port.” Nancy Veyrie, another cheesemonger at Le Grand Fromage, reports marmalades

30 WWW. WESTERNGROCER .COM such as spiced orange, whiskey, or champagne with a base of sour cream and mayonnaise, HY Louie is noting the growth in conscientious customers who are BAKERY DEPARTMENT looking for clean label and all natural bakery products. are also popular. And then there are curds which includes a fresh herb combination from lemon to lime and even raspberry. “We of basil and parsley. By Ronda Payne see an English influence in the winter with G.J. Andrews has seen an increase in spiced chutneys,” Veyrie says. customers wanting to create charcuterie “The products are displayed prominently boards, and therefore increased sales in on store shelves and in window displays,” savoury spreads. “Our customers love fig says Dupont. Jars are merchandised and and onion or fig and balsamic jams,” says grouped together by company label. Vlahos, “Or anything with onion, like our Savoury spreads have taken twists with caramelized onion spread.” ethnic flavours and spices. Summer Fresh, As for pates, Vlahos says it’s hard to a food manufacturing company, with in- keep them in stock, especially around house chef developed products, in Thanksgiving and Christmas. Pates include Woodbridge, Ontario, has 19 different chicken liver, peppercorn and a variety of varieties of hummus. Andrea Pierce-Ghafoor, game meats such as: venison, wild boar, the company’s senior brand manager, says rabbit, elk, duck and pheasant. that while the Original Hummus is still the At G.J. Andrews, all the non-refrigerated most popular, the Roasted Red Pepper sweet and savoury spreads are in the same Hummus is a close second. grocery aisle, but in separate areas. Vlahos She explains its popularity, “People spread doesn’t feel displays help sell the products, it over as a pizza base, like naan bread, but good old-fashioned salesmanship does. before adding other toppings. It contains “When customers come to us we ask protein unlike a regular pizza sauce.” questions. What are their likes and dislikes? Summer Fresh’s 13 varieties of dips are Then, we build from there.” seeing a transition in usage. “We see our Spreads are a punch of flavour to any snack dips spread on wraps, pitas, sandwiches, or meal. Retailers who carry a variety of G.J. Andrews Food & Wine Shoppe burgers and kebobs,” says Pierce-Ghafoor, spreads and are able up-sell to their customers has seen an increase in savoury spreads giving examples. The newest product in will be rewarded with increased sales and sales, as customers are looking to create LESS charcuterie boards. this line is the Green Goddess Dip, made repeat business. Spread the word. ● CONTINUES TO BE MORE

hile the market for baked goods in Canada can be described as mature with an BAKERY CUSTOMERS average annual retail volume sales growth of one per cent, it is still a large market MAY APPEAR TO W expected to reach C$7.2 billion in 2019, according to Euromonitor International. The category, however, is facing a transition period as more consumers shift to HAVE CONFLICTING healthier alternatives. An opportunity exists for in-store bakeries to increase the health quotient of their products by adding healthy or functional ingredients. DESIRES, BUT LOOKED The traditional packaged/industrial baked goods category is facing strong competition from fresh, artisanal, ethnic and added-value baked goods. New grains, ancient grains, bread AT CAREFULLY IT’S with olives, nuts, apricots and other ingredients, gluten free, low sugar are all trending. Liesbet Vandepoel, director of marketing with Puratos Canada notes that quality is a ALL ABOUT FEWER must — regardless of price point. “One key thing that got confirmed in our [global consumer] study is that food health INGREDIENTS AND and quality are clearly under pressure. They are looking for quality first, whichever price level they might be shopping,” she says. MORE FLAVOUR. Puratos has actually identified what it calls the baked goods triangle with the three points being freshness, health and taste. It’s a common theme. Bruce Glaicar, CEO of OK Frozen Dough has heard similar messages from consumers.

32 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 41

Taste.in.analysis(“15--> “ + getBinary(15));//1111 { + “ args) [] main(String falvour static Taste.in.analysis(“15--> public 45.000 Origin.in.analysis(“50--> “ + getBinary(50));//11001001 + “ getBinary(15));//1111 + “ Origin.in.analysis(“50--> Taste.in.analysis(“15--> “We are a proud B.C.-based company using 28.580 getBinary(50));//11001001 + “ Origin.in.analysis(“50--> Shelflife.in.analysis(“200--> “ + getBinary(200));//001001 + “ Shelflife.in.analysis(“200--> flour milled by Rogers Flour Mill, another 1.445 getBinary(200));//001001 + “ Shelflife.in.analysis(“200--> B.C.-based company.” 7.214 Vandepoel feels that flavours from the 12.500 //LacticSour.AceticSour/Fermented/Creamy/Malted/Fruity.string(int //LacticSour.AceticSour/Fermented/Creamy/Malted/Fruity.string(int past will also trend again, such as 11.000 sourdough and other naturally fermented 9.214 breads. Similarly, OK Frozen Dough has added the Cranberry Choc Chip Bun, 4.511 a takeoff of the traditional hot cross 35.004 bun, yet to appeal 25.144 year-round. In order to main- tain efficiencies, retail bakeries turn to partners that can deliver exceptional products customers Quality Foods knows that consumers are looking will seek out. for fresh food with real ingredients. Derek Dewolf, “We are mainly a Quality Foods frozen dough bakery,” “People are watching what they eat, “Consumers enjoy new types, shapes says Dewolf. “But we offer a few items looking for quality products that are good and textures just as much as the traditional made from scratch so these are our for you and at the same time, tasting ones,” she says. “Some examples: waffle signature items. These items are a big hit great no matter what the creative idea + donut = wonut; croissant + cheese Danish in our departments and help drive sales is,” he says. “Consumers want simple = cranish; bagel + croissant = cragel.” also giving us an image that we make ingredients that they can understand and Jeff Novinger, president and CEO of The everything from scratch.” healthy choices for their families.” Pita Bread Factory is seeing demands for It’s a balance that grocery stores have foods from different regions becoming to establish based on consumer demands mainstream. and available resources. Your customer wants his bread fresh and healthy? “For us, it’s all about Naan breads. “Grocery bakeries are often confronted People are understanding them, the more with limited skilled labour and are guided uses for them and the household in the direction to bake off frozen baked Give him the oldest thing you’ve got. penetration is growing,” he notes. goods,” Vandepoel says. “However, at the Wouldn’t it be wonderful if you could produce multigrain loaf with the look and taste The company is currently rebranding their same time, we see a growing belief and of artisan style sourdough bread, guaranteed with the right tenderness of each grain items to the Bakestone Brothers brand. movement of making breads and baked The Future of Bread and seed? Derek Dewolf of Quality Foods sees a goods in-store from scratch drives Lies in Its Past. number of items trending. In fact, the customers to their stores.” Passionate about naturally fermented bread, Puratos has developed an understanding concept of low-fat of sourdoughs like no other. Our Softgrain solutions are based on the German process goes out the window of pre-cooking rye kernels in sourdough – named “Bruhstucken”. It provides you with in favour of fresh food ready-to-use tender grains and seeds without the hassle of pre-soaking. By infusing the OK Frozen Dough made a formula change to with real ingredients. grains and seeds with sourdough, the result is a superior taste, prolonged freshness, their products to reduce additives. “Trending items in as well as improved nutritional and health features. Better still, it is guaranteed Recently, OK Frozen Dough went through bakery are fresh fruit that you will consistently deliver high-quality bread, week in and week out. Puratos a formula change to reduce additives. cheesecakes, this year Softgrain is available in three different varieties: Multigrain, Rye and Sweet 5 Grain. Glaicar sees the results as positive because we have had a great consumers read labels and appreciate supply of fruit so proactive efforts. this creates a huge Liesbet Vandepoel, Retailers like Matt Bourque, bakery opportunity,” he says. director of marketing, Join the tradition. Create the future. category manager with HY Louie, sees the “Fresh cream pies with Puratos Canada. Discover the full Puratos Softgrain range on www.puratos.ca growth in conscientious customers. real whip cream have been a fantastic item Or contact your Puratos Key Account Manager for more information. “Clean label and all natural bakery also, but the main reason for the success products are becoming more and more of these items is they are made fresh in- common,” he says. “And will continue to store daily so the quality is fantastic.” grow as the customer’s requests for The local aspect is important as well, healthier options become demands.” though this must not take away from www.puratos.ca Consumers expect healthy food but without quality or taste. Puratos Canada Inc a sacrifice to taste. This leads to the “I am seeing that consumers want to 520 Slate Drive, Mississauga, exploration of new flavours, which Vandepoel support local Canadian products made with Puratos Canada has identified a baked goods Ontario L5T 0A1 saw in the results of Puratos’ study. local, simple ingredients,” Glaicar notes. triangle of freshness, health and taste. Toll Free: 1.800.668.5537 [email protected]

42 WWW. WESTERNGROCER .COM DELI DEPARTMENT

By Robin Brunet

The Cranberry Choc Chip Bun from OK Frozen Dough is a takeoff on the hot cross bun.

The approach of in-store crafted signature items, is a nice balance. Yet another balancing act is between space and offerings. Retailers struggle to ensure the right skus are displayed while making room for new, trending items. “The selection needs to range from the daily go-tos, to those special occasion cakes like New York Cheesecake or fresh fruit cakes,” Bourque explains. “Display units that encourage creativity in merchandising is something I would like to see more of and believe we will over the next few years.” Bourque likes the use of nesting tables to create excitement and depth as well as a focal point for artisanal items. An open The best delis accommodate bakery is ideal according to Vandepoel due to seeing items being made and by who. indulgent shoppers as well In his opinion, Novinger feels commercial bread needs to be merchandised next to, but separate from the artisan-type products. as the health crowd. “Have them adjacent, so that they don’t look like two separate areas,” he notes. “If they aren’t adjacent in the store, you kind of lose that opportunity to get that shopper to pick up that other item.” “Too often, product segmentation and floor layout do not reflect how shoppers think and look for products,” Vandepoel says. “Segment is around consumption occasions or need states: snacking, kids’ , luxury weekend.” Vandepoel adds that high-traffic/high-purch ase Pita Bread Factory is items should be at the currently rebranding to the DECADENCE PLUS end of the department Bakestone Brothers brand. with clear signage. More profitable, image-building he deli department has always been the razzle-dazzle home of delicacies and imported items fill the mid-sections. goods, and while this is still the case in 2017, delis have grown from strictly accommodat - “The No.1 tool is T ing those who want to indulge and splurge to include shoppers who want minimal process - motivated co-workers and ing, natural foods, and clean labels. demos… just putting According to the International Dairy-Deli-Bakery Association (IDDBA) `What’s in Store’ 2017 bread on a shelf does not report, deli is the fastest-growing perimeter department, “with convenient, innovative products tell a story,” Dewolf says. continuing to be key elements of the department’s success and growth.” Certainly, the grocery This doesn’t surprise Velibor Koprivica, managing director of Brandscout Group, which bakery is a complex space provides strategic marketing planning and many other services that help retailers grow their requiring significant planning. There is much to consider within business. “Consumers now seek quality products in the deli, and while typically 10 to 20 per the standard products and new trending items. By paying attention cent of sales in groceries overall have shifted from average products to quality products, sales to customer wants and needs, establishing a thriving bakery at the ‘premium’ deli have gone up 20-30 per cent on a year to year basis.” becomes manageable. ●

44 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 45 non-GMO foods, and are finding them in merchandising manager for Buy-Low Foods the deli department. Group,says “Deli by nature is ever-evolving, IDDBA’s findings illustrate the enormous and given that people can grow tired of strides deli departments have made in the same thing you have to continuously attracting a wide range of shoppers; innovate in order to maintain customer however, there is still plenty of room for engagement.” improvement. “The biggest drawback for Within the healthy eating trends me is not a lack of choice, but a lack of currently influencing the deli shopping guidance,” says Sean Nolan, national sales experience, Damjanovic says, “Ingredient director for Bothwell Cheese. “The problem and allergy declarations are very with stocking a wide variety of items is important to customers, and they that customers can easily become absolutely demand locally sourced product confused. How can customers select the whenever possible. This has been a great right cheese with the right meat? Or benefit to our Buy-Low and Nesters Market build a good cheese tray? What if delis, because it allows us to stand behind customers have allergies? what we sell, including our freshly made NEW LOOK “They could wind up spending an sandwiches, and prepared meals — all of inordinate amount of time reading labels which, incidentally, are our fastest and ultimately purchase nothing.” growing segments.” When Bothwell unveils a new cheese, Of , the physical appearance of it sends information blurbs to category delis is all-important, and advances in SAME AWARD-WINNING TASTE managers, who disseminate them down technology make equipment such as the ranks. “Even though our brand is well display cases a powerful sales tool in their CRAFTED WITH 100% PURE CANADIAN MILK known we take nothing for granted, and own right. But whether developing a new there’s nothing like an informed deli staffer who can answer any question a shopper We believe the highest quality and best tasting product may have about our product,” says Nolan, comes from cheese made with 100% pure Canadian milk. adding that the latest offerings from his The deli is the fastest growing perimeter This means there are no artificial ingredients, preservatives or modified department at the grocery store. company are a variety pack as well as a non-GMO verified medium light cheddar milk ingredients used in the production of our cheeses. As the IDDBA report notes, deli trends (the first in Canada). include stories behind specialty meats; Bothwell also provides recipe cards and and merchandising through pairings and stages demos wherever possible, “and both CHECK OUT THE FULL LINE OF TRADITIONAL tastings. The report also states that all strategies seem to work really well,” AND SPECIALTY CHEESES AT generations, not just millennials, want according to Nolan. BOTHWELLCHEESE.COM more natural, organic, antibiotic-free, and Anne Marie Damjanovic, bakery and deli

GBS Equipment Inc. is seeing a heightened interest in self-cleaning ovens such as their Combistar line.

store or upgrading an existing department, Henry Friedmann, territory manager – Western Canada for Arneg Canada, has some words of caution. “It’s tempting to invest in the latest equipment, but sometimes the smaller or newer grocers don’t know exactly what they need, and this can result in expensive problems,” he says. “For example, many of them don’t take into account the height and age of their deli staff.” Why should something so seemingly mundane not be overlooked? “Because FOLLOW [email protected] BOTHWELL older employees may not be able to bend 204-388-7307

46 WWW. WESTERNGROCER .COM down low to fill shelves one foot off the GBS also provides blast chillers that ground,” explains Friedmann. “Also, the also act as a proofer and retarder for bread standard height of a deli service case is and pastry making. “We offer models that 54 inches, and it’s a given that many fit under counters or are as large as doors, goods will be displayed on top of that and again this reduces manpower and case; but what if your deli workers stand allows managers to re-allocate people to only five feet tall? This results in awkward the vital task of interacting with shoppers, service delivery.” if need be,” says Douglas. Consideration must also be paid to how Although Douglas is reluctant to play frequently staff reach inside a case to favourites, he cites Save On Foods as a extract product. “That way, we can good example of a major grocery chain determine if the cases should contain that has spent a lot of time and effort gravity coils, which releases cold air onto upgrading its delis to great effect. “They the food and are ideal for stores that understand that they must compete with aren’t busy,” says Friedmann. “By contrast, forced air systems are better for cases in stores with high product turnover, because they prevent the food from discolouring and drying out.” Friedmann and his colleague Stuart Arneg Canada notes that their clients are thoroughly questioned about their operations to ensure they are getting the right fit for their deli department. Feere insist that clients be thoroughly questioned about their operations. “We off big time: Arneg recently installed LED trend because it generates no heat in the think of our hot cases, non-refrigerated lighting in an older display case in a busy cases and can be used to focus on specific cabinets, plug-ins, and other equipment Toronto grocery deli whose chicken was areas and enhance impulse buying.” as nice picture frames around the food outselling meat by two to one. “The LEDs In addition to Arneg being able to displays, but they have to fit pleasingly resulted in a huge increase in meat sales,” provide clients with cases in a wide range within the department and be efficient,” says Friedmann. “Our high spectrum lights of colours (they literally need only to says Friedmann. bring out the natural colours of food and choose a colour from the Benjamin Moore Sometimes, even subtle upgrades pay make them come alive, and LED is a big website and it will be matched precisely),

Arneg products are made in Canada with 80 pe rcent of the materials used coming from within the country. ALWAYS AVAILABLE  Paul Douglas, president of GBS Foodservice Equipment Inc., appreciates Sean Nolan’s argument that more guidance to shoppers from deli staff is needed to make the department truly shine, and the equipment his company provides enable managers to re-allocate staff accordingly

Md. 346 — as well as fulfil another emerging trend . Grinder He explains, “An issue that has been Md. MINI-22 Auto Feed Mixer Grinder brewing over the past year and has Md. MINI-32 Auto Feed Mixer Grinder Md. EMG-32 recently heated up is the need to reduce Auto Feed Mixer Grinder labour, because although the deli is a great source of profit margin, it’s also an area of high movement with cleaning, cooking, and prep. “Combination ovens heralded the start of multi-purpose equipment years ago that were effective in reducing manpower requirements, and GBS is currently seeing

Md. AFMG-52 a heightened interest in self-cleaning Md. 548/7548 Md. 6642 Auto Feed Mixer Grinder Grinder Grinder ovens such as our Combistar line. These Md. AFMG-24 ovens aren’t cheap, but they pay for Auto Feed Mixer Grinder Md. AFMG-48 themselves really quickly given that Auto Feed Mixer Grinder cleaning a rotisserie oven takes at least %,520DQXIDFWXULQJ&RPSDQ\0DUEOHKHDG2+86$ )D[ www.birosaw.com an hour per day — amounting to $5,000

5% in labour annually at $14 per hour.”

48 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 49 8/18/17 22:21

The Evolution GBS Foodservice provides a variety of the Deli? of items for the deli department to fit The evolution of the deli as a source all needs. of healthy food may soon prove to be beneficial to companies such as Tofurky, the famous brand of vegetarian turkey made from wheat protein and organic tofu. In Canada, Tofurky products are found mainly in the produce aisles, although items such as sausages and deli slices are a natural for the deli. Erin Ransom, director, marketing, for Tofurky, says, “Our reasoning for focusing on the produce aisles is that’s where the vegans go, but increasingly they are going to deli for natural options. I personally think meat alternatives will be huge for this department, partly because more and more traditional meat companies are looking at expanding into and specialty grocers and have saying, “Above all, providing the best alternative proteins — with Maple Leaf’s acquisition in February of Lightlife made significant investments in equipment customer experience is key, and the ideal Foods being the latest example.” that is functional and esthetically pleasing: deli staff member is an individual who Ransom believes the evolution is flat glass in display cases rather than is passionate about food who can help being helped by “the steady blurring curved glass that reflects light; square the shopper decide what items to buy of the lines between deli, produce, and bakery. We’re watching all of this unfold design and a subtle but effective use of if asked. The deli overall should be a in the U.S., and I’m sure Canadian deli colour,” he says. people experience — which is why our departments five or 10 years down the While Buy-Low’s Damjanovic agrees that departments are open concept, meaning road will be vastly different from what selecting the right equipment is crucial, you can see all the action.” they are today.” she echoes Sean Nolan’s sentiments by When asked if deli managers make any

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YOUR ONE STOP YOUR ONE STOP HMR Experts HMR Experts

common mistakes, Velibor Koprivica disagrees some- include 18, 24, and 30 month aged Prosciutto di Parma, or our 40- what with Nolan’s view month aged Parmigiana Reggiano. Coming soon, we have a French about an overabundance of Bayonne Ham from the southwest of France.” selection, “All large banner Even if deli managers are adventuresome in their procurements, deli departments have an Koprivica stresses that most if not all can benefit from the CROSS CANADA SALES, exceptionally limited selection of products. If you go to a European services of consultancies such as his. “An outsider with the right CROSS CANADA SALES, SERVICE AND SUPPORT store you will find 10 Mortadellas; but visit a deli here and you will skillset can always spot where is the disconnect between what SERVICE AND SUPPORT find one, usually two, maybe at best three. Ten doesn’t mean sales the head office has obtained for the brand and what is happening are going to go up 10 times — but it does mean they will go up.” at the store level. Plus, a good consultant knows the latest in the Kopriv ica notes that “In response to the counterargument that category — the trends, innovations — and this can significantly more inventory is more headache, we have to say if it works for help the deli staff in their daily interaction with shoppers.” big European chains, it could work here — it’s just matter of Businesses such as Brandscout Group also work closely with going outside the box.” clients to ensure that product shrinkage is minimized. “We’ve This opinion is much appreciated by Bosa Foods, which, with actually been able to help both the deli and the manufacturer by over 7,000 items imported from around the world, is Western working to change packaging for better protection and longer Canada’s leading distributor of specialty Italian and Mediterranean life; to downsize, with 50 per cent smaller piece sizes resulting in food products to retail markets. Bosa Executive Assistant Anna a significant operational improvement; and to produce in-store Ruscitti says some deli departments are “overly cautious in purchasing authentic specialty products, having the fear they will be priced higher than domestic. We have over 60 years experience of trial and error in a domestic market and know customers will pay a small premium for a better product.” THE NAME TO TRUST Bosa’s higher quality THE NAME TO TRUST WITH YOUR HMR OFFERING specialty deli meats and WITH YOUR HMR OFFERING cheeses allow retailers to differentiate themselves, and WWW.GBSCOOKS.COM Bothwell know how important guidance is when it comes to choosing WWW.GBSCOOKS.COM as an example Ruscitti points the right item, and provides category managers with information 1.888.402.1242 to “our recent launch of our blurbs on their cheeses. 1.888.402.1242 Leoncini Bruscotto, an Italian cooked ham prepared material with innovative elements that work for consumers and with herbs and sundried deli staff,” says Koprivica. tomatoes that is unique to People’s tastes may change, but their knowledge about food the market. Other examples grows yearly. The best delis match this knowledge with the expertise of their staff, along with a pleasing balance of traditional, decadent deli treats and high-quality items that cater to the Higher quality, specialty deli meats and cheeses from Bosa health-conscious. Top this off with equipment upgrades that take Foods allow retailers to differ - advantage of the latest technology, and you have a department entiate themselves. that will lead the rest of the grocery in patronage. ●

52 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 53 COMMENTARY By Enterworks CEO Rich Chavie

With Alexa now serving grocers as breakfast for Bezos, have we forgotten that Walmart has had their lunch as the No.1 grocer since the turn of the century? What will it take for today’s grocers to keep a seat at the adult dinner table? And is this seat dependent on beating the titans or staying ahead of remaining, traditional competitors?

Battle of the Titans

The growth of Walmart in grocery k c o t

occurred as the experimented with s r e t t

hypermarkets drawing from the European u h S

f

experience before they landed on the o

y s e

Supercentre model in the late ‘80s. The t r u higher shopper frequency for food that o C Whole Foods & Amazon? Can Grocers Survive the Amazon What’s Next? and Walmart Squeeze Play?

feeds scale for the combined and supply chain. Walmart Creating a store, their advanced hardgoods saw the future and blinked, Survivable Future merchandising technology that buying Jet.com in the hope Grocers need to take a hard look at they adapted for grocery, and of succeeding in e-commerce their strategies and assets. Most have been their leading supply chain after repeated digital disap- content to play the local game, believing platform created compelling, pointments. that the traditional convenience of their competitive advantages in While Amazon’s tender for local stores would offset the buzz of urban grocery, an industry lagging Whole Foods is indeed a and other digital food concepts, that the far behind other retailers in pitched battle with Walmart, complexity of the food supply chain would their investment in technology the digital and physical not succumb to digital advantage, and and the web. squeeze play will grab share that customers would remain loyal (after The complex nature of food Rick Chavis, CEO, primarily from the rest of the all, they all have our loyalty card, right?). Enterworks (frozen, refrigerated, perishable grocery landscape, if history Can these grocers’ assets be converted fresh, bulk) retailing put grocery at the is a guide. We have a model in the into advantages to reverse the erosion of bottom of the digital cart as a priority consolidation of the DIY industry, where their market share? Are they capable of market. But along comes Amazon in urban Home Depot and Lowes rolled up the North changing strategies and executing their markets where Walmart isn’t, bringing American market, leaving specialty and own digital transformation? If both are their digital leadership in much the same smaller format players to battle for true, do they have the sense of urgency way as Walmart: frequency, technology, remaining market share. after decades of delay in seeing their fate?

1SPVEMZJNQPSUFEJO$BOBEBCZ'BMFTDB*NQPSUJOH-UE WWW. WESTERNGROCER .COM 55

Amazon’s goal is to become a Top Five grocery retailer with $30 billion in the $800 billion grocery market by 2025. 3 Over the past decade, Amazon has created many online Seven Key Assets concepts for grocery items: Amazon Fresh, Amazon Pantry, Prime Now, Subscribe & Save, in the Grocers’ Dash Buttons, Amazon Go and now the Whole Foods deal. Contrary to the “steamroller” Competitive Storehouse narrative about Amazon, it tells you they are struggling to solve online grocery and have conceded that they need physical stores. 1 Data on customer shopping patterns. As grocers, you understand the challenge they face in mastering retail stores. And we While they have not harvesting their loyalty data in the way that major ecommerce know that it isn’t until online sales hit 20 per cent of all purchases in a given retail players have, they still own the data as well category that the Amazon growth surge occurs. 4 Their 2025 goal gets them nowhere near as 50 to 70 per cent of the spend of loyalty 1 that level. So despite the news headlines and #AmazonWins commentary, it’s not over. ● supermarket customers. 2 Local, physical stores Carpe commercium digitalis. Seize the digital store (that can also be hubs). — before you lose the physical one . Amazon is expected to spend $13.7 billion for access to physical retail, something grocers already have. Grocers are better set up for full range online grocery in suburbs even if Amazon leads in urban markets.

3 Food and CPG brand partners. Amazon’s and Walmart’s buying clout threatens brands but retailer collaboration on product content and private label is mutually beneficial, even if the two titans try to disrupt with their own product data and brand plays.

4 Digital threat as a motivator. Delay in digital is no longer an option (unless you sell retail real estate) but lack of prior investment in ecommerce limits a grocer’s write-offs. An advanced content and STORE DESIGN commerce platform preserves a seat at the “ FCC has been omnichannel table. right by our 5 Low margins in grocery. The grocers’ challenge is a barrier for new side to help entrants. Last year, overall retail margins fell us grow the 14.2 per cent as ecommerce share reached By Carolyn Camilleri 15.5 per cent of sales. 2 Grocers run with thin business.” margins but the key is translating to food ecommerce as it grows. Tom Hughes, President EarthFresh Foods 6 SMB market is open for business. Food Producer and Processor A third of the grocery market is served by small and medium businesses that are slowest in adopting the digitization of grocery. Grocery chains have room to expand if they develop non-urban ecommerce models.

7 Challenging Amazon. At 22 per cent, US DIY retailer eCommerce aving a well-designed store with the the larger ones are seeing the success of it identify high-quality fruits, vegetables, and The food business is unique growth exceeds Amazon’s 2017 rate; the six right fixtures and displays is a huge and are implementing it within their stores meats as the most important attribute used Agribusiness per cent eCommerce share of grocery puts Hpart of achieving success. The most as well,” says Michael Benarroch, director to select their primary store. Your financing should be too and Agri-Food European Hypermarkets far ahead. Unique, Grow with a lender who understands fundamental design change in grocery of sales and customer service for Action “And there is continued growth in the Canadian food. With over 100,000 digitally enabled services, recipes, and click stores over the past few years is the growth Retail Outfitters, Western Canada’s Best prepared-food departments as 67 per cent customers, big and small, and a portfolio and collect can create advantage. of the fresh and prepared-food departments Store Fixtures, which provides start-to- of households with kids outsource cooking that tops $30 billion, Farm Credit Canada can help build your business success story. — the all-important perimeter. finish design services for grocery retailers. meals to the grocery store, at least some “Where people can buy a pizza and have That perimeter focus is backed by numbers. of the time,” says Tombol. fccfinancing.ca 1 Bryan Pearson, President, LoyaltyOne at Alliance Data, on January 28, 2016, citing Precima report lunch in the grocery store, all freshly baked Lianne Tombol, general sales manager Stores have caught onto that and are 2 Wall Street Journal May 22, 2017 right in front of their eyes — that’s an for Hussmann Canada, references the 2017 breaking ground to expand the perimeter. 3As reported by insider discussing the goal in a fea - ture with Bloomberg News March 20, 2017 element that’s grown within the grocery FMI U.S. Grocery Shopper Trends report Carm McCormick, director of design for 4 According to L2 Inc., a business intelligence firm, markets, especially the smaller ones, and and says upwards of 75 per cent of shoppers CBSF (Canada’s Best Store Fixtures) says, by Tonya Garcia, May 17, 2017 in MarketWatch

56 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 57 from a design perspective, square footage is being added. “Definitely dedicating more space to that community element than to straight linear shelving.” The brand-new Italian Bakery’s Mercato, which opens this fall in St. Albert, Alberta, definitely fits that contemporary trend. The new store is branch expansion of a family business that started in 1960 and features a bakery, grocery, fresh produce department, deli, café — even fresh pasta and gelato made on-site. Adamo Rossi, co-owner and director of operations, wants to be sure the store design, décor, and displays perfectly reflect their focus on

fresh, authentic, top-quality local and international products. Rossi says durability was a top consid- eration in choosing displays and fixtures. “It’s got to last a long time. We want quality and service from our providers,” says Rossi. “I’ve been in the grocery business for about 25 years, so I had an idea of what I Action Retail Outfitters provides start-to-finish design services for grocery retailers. wanted beforehand, and I knew the standard

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58 WWW. WESTERNGROCER .COM “Typically, the market will drive the work are new innovative ideas that come out, She adds that upgrades which improve the two biggest drivers of today’s refrigerated that needs to be done,” says McCormick. people want to be first with.” operational efficiency result in an increase and frozen display cases. The other driver “For example, the introduction of beer and McCormick says she has been seeing a in overall capacity and dollar per square foot. is doors, because while new fixtures can alcohol sales in grocery stores has lot of interesting innovation — for example, Upgrades can also have a significant significantly improve a store’s utility bill, precipitated a need for rearranging and merchandise pushers, which can be installed effect on energy efficiency. Benarroch says the ROI for the replacement depends on something like that introduces new fixtures, into existing shelving and displays. a big part of that is LED lighting. which type of case you are replacing. new departments, so that creates a change.” “I call it innovation in the true sense “It’s low voltage, doesn’t take a lot of “If you are upgrading open, multi-deck Other changes Benarroch sees more that it’s small change, but big impact,” energy, but it has a large impact on the dairy cases to new cases with doors, you often involve new fixtures for customer- says McCormick. overall display,” says Benarroch. “Especially reduce your energy usage by almost 80 facing technology. Michael Vogler, owner of Marketing in the coolers and fridges, lights that turn per cent and the project-simple payback “We’re implementing digital kiosks and Impact Limited and The Display People, on as people pass by or when they are is around four years or a 25 per cent ROI,” touch screens, so customers are able to says the Kwickload Pusher is a great within the vicinity of those coolers, so Tombol says. “We are currently completing Italian Bakery’s Mercato new store in St. Albert, Alberta will have design, décor and displays that get more information on products and merchandising system that hangs off the the lights aren’t always on.” many projects where we are upgrading reflect their focus on authentic, top-quality local and international products. even order products directly from the back wall or sits on the shelves of coolers Tombol says energy efficiency is one of dairy, produce, fresh meat, and frozen size of the fixtures, so once our designers “It could either be an individual or store,” says Benarroch, offering custom and freezers. laid it out, then we went to Lozier here, department upgrade.” bakery cakes and deli platters as examples. “These are used in a large number of and we got them to price it out for us.” McCormick says a key reason for an McCormick explains that when Canadian grocery stores,” says Vogler. Lozier is a line exclusive to Action Retail upgrade may relate to product assortment technology first came out, it was all about Pushers can be used for bag salads, Outfitters. or expansion of a product line. moving signage and video. This is different, hanging confectionery displays, deli and “They’ve been around for a long time, “When they’re making a change, she says, because it is about making pasta packs, and frozen foods, as well as and they know exactly what they’re doing,” sometimes depending on that change — technology work for the customer. personal care products such deodorant says Rossi. typically if they’re trying to promote a “They can order their cake, pick all the and toothpaste. While new builds is one good reason to private label brand — they may invest icing and pictures, and that leaves the “It’s got its definite practical element in call in design and fixture experts, there more, even though it’s less skus being staff to truly interact so it’s not a keeping the store faced properly, but also are other reasons. introduced than if it’s a national or a transactional experience with the it’s got this esthetic that it’s making the “We’ve gone in where a grocery store consumer brand,” says McCormick. customers. It has the potential for more product more pleasing for the customer wants to, for example, update their bulk She adds that major overhauls are often of a personal interaction,” says McCormick. and more enticing to buy,” says McCormick. foods section, or they want to update related to rebranding and marketing Benarroch says, “Those are all elements “Operationally, it’s reducing the amount of their cosmetic section,” says Benarroch. strategies. that, as technology grows, and as there time that store staff needs to face product.”

Understanding Store Traffic MNP. A Staple Ingredient. Having an accurate understanding of store traffic may influence layout and design, as well as provide some efficiency benefits.

Ravinder Sangha, marketing manager for Halo Metrics, “This helps owners and managers to maximize the layout of Whether you are a manufacturer, distributor or investor developers of Ripple Metrics, says it is important for grocery the store for sales and understand where to place high-impact retailers to understand how much traffic comes into store as promotional displays to maximize sales,” says Sangha. “Under - in the food and beverage sector, MNP understands well as the customer journey within the store. standing what departments have the most traffic or dwell time the challenges you face — and has invested more time “With accurate traffic data, you can calculate a reliable sales will help with staffing as well.” conversion KPI for your store — and conversion is an important Sangha adds that feedback from retailers reveals that cur - and resources into understanding your industry than metric to track performance of your business,” says Sangha, rent data collected in this area is not very reliable, whether any other chartered accounting and consulting firm in explaining that in today’s omnichannel world, old metrics like from POS sales data or CCTV video footage or older systems sales per square foot do not truly capture the real performance like beam-break technology. Ripple uses a combination of sen - Canada. From the farm gate to the consumer’s plate, of a store. sors to capture all traffic, and then it filters out staff and MNP delivers the innovative strategies you need to “Think about it,” says Sangha. “In a world where I can go into applies an advanced algorithm to accurately and anonymously create a recipe for success. a store and browse and interact with a product but then leave count and track shoppers. and purchase it online, does it really make sense to rely only on “We call this TRUcount, and it is the basis of our shopper sales per square foot as a business KPI?” traffic suite of metrics that retailers can apply for operational For a fresh perspective, contact Eben Louw, While that is perhaps less the case in grocery retail, it shows and marketing needs,” says Sangha. a shift in retail thinking. But there are other reasons to pay You can also measure the shopping experience in the same B.C. Leader, Food and Beverage Processing, at attention to traffic. way as online stores: new vs. returning customers, stay time in 604.853.9471 or [email protected] “Retailers relying on POS transaction as a proxy for traffic the store, frequency of visits per customers, and dwell time by are severely underestimating this data,” says Sangha. “This can department. lead to issues with staff not accurately scheduled to handle real “These are the metrics that will help progressive retailers traffic in the store — and not having enough staff on hand will measure the shopping experience and the success of their busi - lead to a poor customer shopping experience and loss of sales.” ness going forward,” says Sangha. Better understanding of the customer journey can guide marketing placement.

60 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 61 TM food cases and have a total project-simple make a huge difference in the overall Product KWICKLOAD payback right around the four-year mark.” operating performance and energy savings PUSHER SYSTEM Many retailers upgrade some case line of the store.” Showcase ups, and then upgrade to LED lighting But there is another environmental Ideal for a wide variety of grocery packaging sizes and styles. and energy-efficient fan motors in reason to update. Features & Benefi ts And not Or Great durability! Made from ABS plastic. remaining case line ups, she says. “Many refrigerants have been de-listed Organizes Product Presentation “Because of the US DOE regulations by the US EPA and by provincial regulatory • Keeps merchandise facing customers since 2012, all food retailers should be agencies,” says Tombol. “Case and Saves Time and Cost considering replacing any refrigerated or refrigerant change-outs may be eligible • Pulls out for fast, no-hassle loading frozen display case that was manufactured for incentives or rebates from local utilities, prior to 2012 just for the energy efficiency which helps reduce the capital cost of Helps Reduce Shrinkage • Prudent addition to retailer’s theft upgrades alone,” says Tombol. “These will these projects.” deterrence strategy SHELF MOUNTED Fits Many Sizes • Adjustable dividers accommodate a Action Retail Outfitters is an “and” fix - LOCKS BACK variety of product widths ture supplier in a sea of “or” suppliers. for easy loading As the national distributor of import and CROSSBAR Multiple Mounting Options domestic fixtures, their exclusive part - MOUNTED • Mounting options include crossbar nerships with Lozier, Southern Imperial, and shelf mounted and others makes them a source for Patented in the U.S. and Canada everything you need. “And” their affiliate CBSF Inc. can custom design anything you imagine. Give Sales a Push

Pulls out for easy restocking Meat & Deli Bagged Salad Bagged Cheese Pasta and product rotation

The Kwickload™ Pusher is 100 per cent Other Great Merchandisers Canadian made from freezer-grade ABS plastic for use in many depart - ments. The crossbar clip slides off, Our Pushers keep your Products up front where Easily adjust to any product size allowing easy removal/simple reorga - nizing. Shelf mount plate fits existing customers will buy them! shelves. Track pulls forward for quick • Our pushers fi t popular shelving systems and are maintenance free loading/rotation. Shelf cooler baffle • Slide-and-lock mechanism for easy lateral adjustability easily mounts onto the adjustable • Compatible with all our Shelf Dividers crossbar and redirects cool air for con - sistent cooling even at the front. • Made from durable high-impact styrene • Available in white, black and custom colors (minimum order quantity required) • Available in 6 to 22” lengths Energy Saver

Insight™ is Hussmann’s new multi-deck platform for produce, dairy, packaged s Work deli, meat, and beverages. Designed with with input from food retailers, Insight r addresses concerns around food quali - all ou ers! ty, sustainability, retail performance, Divid and merchandising. Insight holds bet - Canadian & U.S. patent pending ter product temperatures, lowers ener - gy costs, improves lighting, and is eas - ier to clean and service. www.displaypeople.com 1 800 410-0264 [email protected] 62 WWW. WESTERNGROCER .COM Product temperature degradation within RETAIL COLLABORATION By Jeff Doucette the display zone is another key indicator Visitor Analytics of a display case problem, as well as Powered by Halo Metrics, Ripple cleanliness and overall appearance: rusting, delivers actionable visitor insights chipping, scratches, and dents, which Tombol based on accurate TRUcount met - points out may have a negative impact on rics. TRUcount uses sensors and an advanced algorithm to count a shopper’s willing ness to buy product. visitors and filter out staff. If your refrigerated display cases are Meal Kits more than 10 years old, Tombol says you The result is an extremely accurate visitor metric that is should look at replacing them. the foundation for a suite of traffic “Today’s refrigerated display case is measures: customer presence, return much more energy efficient, has better frequency, stay time, and visitor flow. integrated LED lighting, and provides more consistent product temperature than products manufactured more than 10 years ago,” says Tombol. “If your current “We offer audits of store equipment to retailer, talking about their needs as they equipment is less than 10 years old, you help retailers make decisions about which launch, any integration, and then our could consider an upgrade by adding case change-outs will have the biggest impact designers do what they do best,” says French-style doors to open multi-decks, on their utility bill and store operations,” Benarroch. “We come back and exchange changing in-case lighting to LEDs, or doing says Tombol. “We can also provide guidance different ideas, and then fine-tune it to a refresh to upgrade your painted exterior about refrigerant changes, upgrades to meet what they’re looking for.” k c o

panels, bumpers, and shelves.” LED lighting, and how to improve sales in “Design is always something that should t s r e t

And this is especially important in your store’s service departments such as be looked it,” says Benarroch. “It doesn’t t u h S perimeter departments, including service bakery and service deli.” change as much as technology, but it does f o

y departments with self-service merchandisers The same follows for making changes change pretty quickly.” s e t r for grab-n-go offerings, meal kits for at to store design and displays: get And when it comes to design, fixtures, u o home prep and hot/cold food bars. professional guidance. and displays, your store is so much more C If you’re not sure what you need, call “Basically the [design and upgrade] than just a pretty face. ● in the pros. process begins with meeting with the The Next Biggest Opportunity for Grocers & Suppliers

eal Kits, which package up all the ingredients leveraging products that would be able to be sold through for a home-prepared meal and deliver them to retail if not used to prepare meal kits. Myour door, have been in the news a lot lately By taking a “pick-up in-store” approach, grocers can with the IPO of Blue Apron, one of the most prominent take advantage of store traffic and cut out delivery providers in the U.S. market. costs. As with grocery e-commerce, the meal kit business Providing a variety of kits for different demographics has been slower to develop in Canada. In a vast country that match the local neighbourhood would also allow with lots of open space between the major cities, delivery for greater relevance and better customer service. will always be a challenge - especially in fresh categories. This is also a great opportunity for suppliers to work New research that was published by Field Agent, based together with each other and grocers to bring meal kit on a survey of U.S. respondents showed that 75 per ideas using branded products, enhancing brand equity cent of shoppers are looking for their regular supermarkets and acting as “paid sampling” by introducing new or to provide meal kits as part of their overall services. established products to new users. This is a great opportunity for grocers to gain first In this time-strapped era, it is great to see shoppers mover advantage and leverage their existing infrastructure looking to keep their hands in the kitchen by preparing to make this business profitable. fresh meals with a little help with the recipes and prep. On average, meal kits cost $10 per person so a meal Retailers that can jump on this trend early will open up kit for a family of four could net a $40 transaction and new profit centres in their plenty of margin opportunities. business and distinguish Grocers can use their existing HMR prep areas to themselves from their prepare ingredients and package them on-site, optimizing competitors. ● labour and requiring little in the way of new equipment. Grocers will have a bulk buying advantage versus start-ups that would need to buy ingredients through wholesalers and would be able to reduce waste through

Jeff Doucette is the founder of “Field Agent Canada” a smartphone driven audit service that is revolutionizing how retail audits and mystery shops are completed in Canada. He can be reached at [email protected]

64 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 65 in the bag WHAT’S NEW & IMPROVED IN THE GROCERY AISLE

Typhoo Decaf Brings Sales Blue Diamond Display Bins Boost Sales The Typhoo Tea company pro - vides an excellent unique profit opportunity to increase the rate Just in Time for Seasonal Entertain - of sale on the more profitable ing/Family Get Together and The Big decaf black (orange pekoe) tea ‘Sport Viewing Season’, Blue Dia - segment by providing shoppers mond is making available snack with a truly better tasting cup of almond floor display bins. These easi - decaf. Only Typhoo puts the same ly capture shopper interest for stock - full measure of 3.12 g of tea in ing up on these tasty treats. Available their decaf tea bag as in the regu - in a very manageable 18 retail unit lar Typhoo black; up to 56 per count bin, each displayer features a cent more decaf tea per bag than favorite flavour of the economical 454g the other leading decaf brands. And this benefit is now clearly bag size of the world’s best almonds, communicated right on the pack front panel. from the Blue Diamond Grower co-opera - tive of California.

Fisherman’s Friend Organika Introduces Introduces Menthol Bone Broth Protein Powder Canada’s bestselling Lozenge Brand, harnesses the power of men - thol to combat coughs, sore throats and nasal congestion. High This innovative “on the go” Bone Broth concentration of menthol gives Fisherman’s Friend the strength & Protein Powder is made with traditional potency it is known for. methods. No long hours of cooking, just as pure, and as nutritious as ever. High in col - lagen protein, potassium and free of all antibiotics and hormones, this cage free chicken bone broth is made by simmering They also have six exciting flavours which are Sucrose Free. the bones bit by bit to ensure the maximum Experience strong, sugar free, relief from coughs, sore throats and amount of nutrients are present. nasal congestion. Delivered through the high concentration of the active ingredient menthol. Email [email protected], or call 1-800-664-880 ??? . Contact TFB & Associates at 905.940.0889

Cab Command Controller for Melitta Canada Builds on its Truck Refrigeration Heritage with Launch of Signature Units Now Provides Convenient Series Pour-Over

In-Dash Installation Melitta Canada has launched its Signature Series Pour-Over cof - The Cab Command controller for Carrier Transicold’s Supra feemakers designed for customers truck refrigeration units has been redesigned for mounting in the who prefer a better cup of coffee dashboard, providing greater convenience and versatility for in the comfort of their own home. users. Carrier Transicold is a part of UTC Climate, Controls & Secu - “As the inventor of the original rity, a unit of United Tech - Pour-Over, Melitta is excited to nologies Corp. Offering the introduce this new line of Pour- proven functionality of its Over coffeemakers and to be mak - predecessor, the new con - ing the Canadian debut at the pop - troller sports an attractive, ular Toronto Gift Fair,” said Davide intuitive interface in a refined Viola, Melitta Canada vice-presi - compact design that con - dent of marketing. “More than a forms to the universal DIN century of research and develop - specification, enabling simple and clean installation within a truck ment have culminated in our Signature Series Pour-Over™ line, cab’s dash. The Cab Command controller features a bright, backlit which combines function and design to deliver brewing simplicity — LCD display that provides at-a-glance operating information, and, of course, a better cup of coffee.” All of Melitta’s Signature including setpoint, compartment temperature, operating mode Series Pour-Over coffeemakers feature a functional design opti - and status. A smooth tactile keypad has logically arranged buttons mized to ensure consistent brewing results. Two viewing windows for adjusting temperatures, changing operating modes and more. provide visibility into the mug preventing unnecessary .

WWW. WESTERNGROCER .COM 67 in the bag WHAT’S NEW & IMPROVED IN THE GROCERY AISLE

Jelly Belly Introduces New Mixed Brighten Their Birthday with Guru Energy Continues to Innovate Emotions Collection New Spec-tacular Wishes Cards With “Organic Lite” Tega Tea from Carlton Cards Whether you are having a happy Now Available in GURU continues to grow rapidly and innovate day or a grumpy one, there is a Jelly by introducing monk fruit as a natural sweetener Belly jelly bean for everyone in the an Attractive Floor to its “ORGANIC LITE” drink, a first in Canada. new Mixed Emotions Collection. Display of 60 Teas Used for centuries in traditional Chinese medi - Favourite flavours of Jelly Belly cine for its antioxidant proper ties, monk fruit beans are paired with an emotion, draws its name from the Buddhist monks who and each bean is finished with the With its eye-catching once cultivated the fruit. “We are proud to offer imprint of the corresponding face. packaging, Tega Organic Teas Canadian consumers certified organic products Five flavours in all give candy offer unique tea blends with for health and energy that are low in calories and lovers a new way to express them - exceptional taste. free of artificial sweeteners. ORGANIC LITE was a selves: Happy tastes like refreshing challenge for us because we wanted to remain Lemon on a sunny day, Playful Manufactured in Vancouver, BC, in a faithful to the taste of the original product. We are teases the taste buds with Sour convenient pack of 18 tea bags, Tega thrilled to introduce monk fruit, a natural sweetener with remarkable Apple, Grumpy sears like Sizzling Cinnamon, Sad envelops Tea is one of Canada’s favorite local benefits. It’s a first in Canada,” said Carl Goyette, vice-president of you in Berry Blue, and Love warms the soul with Bubble Gum. organic Fairtrade teas. sales and marketing. Always on the lookout for ways to improve its product offering, GURU has ensured that the light version of its GURU energy drink is certified organic, like all the brand’s products. Approved by ECOCERT Canada and verified GMO-free, gluten-free Positive and affirming messages are a current trend in the Sabroso! and vegan , the ORGANIC LITE drink has only 20 calories. Cold Brew from Kicking greeting card category, and what better reason is there to Horse Coffee share uplifting wishes than the birthday of your favourite youngster? Enhancing the wow factor of Carlton Cards latest invention with encouraging language makes for the perfect way Kicking Horse has introduced a new Cold Iced Tea Gone Herbal — Tetley has to celebrate how important they are to you. The new Spec-tacu - Brew Coffee in cans. Made by steeping beans in lar Wishes birthday collection is the ultimate card and gift Introduced Herbal Iced Tea cold water for 20 hours, The result is a deep, combo for kids. Each of these innovative new kids cards dou - dark, unsweetened, refreshing, low-acid, low- bles as a gift, with bold, bright lettering designs surrounding a calorie cold brew coffee. The product is target - Made with real herbal pair of super-cool, wearable, light-up party glasses. Just press a ed towards energy-beverage converts, calorie- extracts, these teas are caf - button to illuminate the uniquely shaped frames and get the conscious caffeine-lovers, and coffee drinkers feine-free and have no artifi - party started. With fun, fresh, positive messages for the kids in cial flavours, colours, sweet - looking to beat the heat. Sabroso! is the new name for exotic fruit. Our unique line of frozen your life, Spec-tacular Wishes are sure to be a hit. Designs in eners or preservatives. fruit includes over 16 different varieties and comes in different pre - this collection feature blue star-shaped glasses to “shoot for Contact your local Tree of Life Canada Bursting with natural fruit sentations. 100 per cent natural, no sugar added, no preservatives. the stars,” pink and green heart-shaped glasses to be “brave, representative for more information. and herbal flavours, each For more information visit sabrosofoods.ca bold and brilliant,” red star-shaped glasses to “make today awe - bottle of Tetley Herbal Iced some” and pink and purple heart-shaped glasses to “dream big Tea is lightly sweetened with and follow your heart.” “There are not many contagious things organic cane sugar, and at “Bouncing” Off The Shelves Baby Gourmet Launches Shakers that are worth celebrating, but smiles and positivity are certain - only 100 calories per bottle, ly two of them,” said Carol Miller, vice-president of corporate they’re a treat that can fit inn ovation at Carlton Cards. “The meaningful messages, colourful into any lifestyle. Bounce creates 100 perc ent natural, Baby Gourmet is taking advantage of artwork and standalone gift that make up the Spec-tacular Wishes delicious energy food. Originally found - its 30 per cent market-share in Canada cards are sure to bring smiles and positivity aplenty.” Carlton Flavours include: Lemon Ginger; Orange Blossom Peach and ed in Australia, the company strives for and launching Shakers, a new line of Cards is the No. 1 greeting card company in Canada and has intro - Mango; and Hibiscus Pomegranate Berry great-tasting, clean nutrition by using nutritional beverages for toddlers and duced more than 150 new greeting card formats under the Inven - high quality ingredients and leaving out young children in retail locations tions brand, offering the ultimate selection of exciting, new-to-the- For more information, contact Ali Azzopardi, Craft Public Rela - artificial colours, flavours and preserva - nationwide. Baby Gourmet is disrupt - world ways to celebrate birthdays and other happy occasions. tions [email protected] | 416-606-5060 tives. Based on the brand philosophy ing the nutritional ‘Eat Good, Feel Good, Do Good’, Bounce beverage category aims to inspire people to live a full and offering parents an advertisers index vibrant life through great nutrition. organic choice con - taining by far the Bounce Balls : Nutrient-rich, and healthy Action Retail Outfitters Western Discovery Organics ...... 20 Mann’s Packing ...... IBC highest percentage Canada’s Best Store ...... 64 Elias Honey ...... 30 Marketing Impact ...... 63 snacks, Bounce Energy Balls are the perfect - of whole milk with fewer ingredients than com - Arneg Canada Inc...... 50 Essential Oxygen ...... N6 MNP ...... 61 ly satisfying grab-and-go companions. Offered in Aurora ...... 26 Etalex ...... 62 Mountain Meadows ...... 30 petitors: 80 per cent whole milk in chocolate and nine gluten-free flavours with high protein and Bee Maid Honey Ltd...... 31 Falesca Importing ...... 54 New Age Marketing & Brand vanilla flavours. With 24-25 essential vitamins and vegan options, there is a ball for everyone. Biro Manufacturing Company ...... 48 Farm Credit Canada ...... 56 Management Inc...... N5, N7, N8 minerals and a hint of veggie, Shakers makes it Bob’s Red Mill Natural Foods ...... N6 Gateway Mechanical Services ...... 50 Nu-Tea Company ...... 25 Bounce Bites: 120g of bite-sized snacks in a easy for parents to deliver the daily nutritional Bosa Foods ...... 49 GBS Foodservice Equipment Ltd...... 52, 53 Paradise Mountain ...... 24 Bothwell Cheese ...... 47 Green Peace ...... 28 Planet Foods ...... N4 handy re-sealable pouch - keeping them fresh - needs for their growing, active children. As Brandissima Inc...... 51 Guru Lucky Snacks ...... 16 Precision Water ...... 66 er for longer. Bounce Bites are an alternative babies develop into toddlers, the number of Canature Processing Ltd...... 44 Halo Metrics Inc...... 58 Puratos Canada ...... 43 to processed, sugary confectionery. Available those that are considered picky eaters grows significantly from Carlton Cards Ltd...... 21 Hussmann Canada Inc...... 59 Sofina Foods ...... IFC, 3 in Coconut Almond, Coconut Cacao and Blueberry Banana. under 20 per cent between the ages of four-24 months, to around Castertown ...... 62 IndianLife ...... 18 Summer Fresh Salads Inc...... 32 C.B. Powell ...... 15, 22 Italpasta Ltd...... 20 TFB & Associates Ltd...... 7 50 per cent between the ages of two-five years old. CFIG ...... 10 KAMEDA USA Inc...... N4 The Pita Bread Factory ...... 44 For more information and full product nutritionals visit Colnuck Ltd...... 9 Kraft Canada ...... OBC Tree of Life Canada ...... 17 ca.bouncelifestyle.com Digi Canada ...... 46 Level Ground Trading Ltd...... 25 Well Pict Berries ...... 19

68 WWW. WESTERNGROCER .COM WWW. WESTERNGROCER .COM 69 taking stock Create Excitement!

Western Grocer Magazine recently caught up with Anthony Morello, president of Aurora Importing & Distributing to discuss the holiday season and how significant it is to retailers.

How significant is the uptake in demand during the holiday period?

AM: For Aurora the festive time of the year (Oct-Dec) accounts for 65 per cent of our total annual sales…its HUGE!! Our assortment changes, we run two shifts, and we use multiple logistical solutions to properly serve the business, it is without a doubt the most important time of the year for our business.

Which of your products specifically enjoy higher sales during this time?

AM: There are many product lines that increase sharply but most are entertaining and gifting lines such as Baci Chocolates, seasonal sweets like Panettone, Torrone, biscuits and dried fruits & nuts such as figs, almonds and walnuts. We’ve also seen a big spike in recent years with Premium, exclusive olive oils which are being used more often for gift giving in place of wines… everyone wants to be a foodie today. market for 2017 with excellent mer- What do you suggest retailers chandising vehicles & graphics, really a do in-store to promote Do any of the manufacturers first class campaign. holiday sales? you represent provide special holiday promotions What effect can prominent AM: Create excitement with great displays or packaging? displays have? promoting differentiating assortment and engaging the consumers with in-store demos, AM: The new first ever “Baci is the AM: It is the difference between success education, and entertainment…make a new Mistletoe” campaign will be in and failure…execution is everything!!!! difference and you will WIN BIG!! ●

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