Raw Milk Cheese Rotisserie Chicken Deli Consumer Research Results

DELI BUSINESSMARKETING MERCHANDISING MANAGEMENT PROCUREMENT FEB/MAR 2017 $14.95

Imported Italian Foods Gain Momentum

Also Inside pizza grab and go Grating Cheese Raw Milk Cheese Rotisserie Chicken deli Consumer research Results

Cover.indd 1 2/7/17 10:06 AM Couturier.indd 1 2/10/17 2:11 PM FEB/MAR ‘17 • VOL.22/NO.1 Contents PREPARED FOODS Nowhere To Dough But Up��16 Pizza crust opportunities abound in delis MERCHANDISING REVIEW Making The Grade ��19 In Grab And Go Targeting time-starved Americans, particulary moms and Millennials CHEESE CORNER The Real Deal ��25 With grating cheese, authenticity prevails A Raw Cheese Resurgence? ��28 With cleaner labels more prevalent, raw-milk cheeses are making headway DELI MEAT New Twists On An Old Favorite ��31 COVER STORY 12 Rotisserie chicken remains a profitable deli staple Relaxed regulations, increased consumer FEATURE knowledge and innovation trigger interest Destination Deli �� 34 Cutting-edge offerings satisfy modern consumers

16 25 19 COMMENTARIES IN EVERY ISSUE

EDITOR’S NOTES Deli Watch ��6 Sign Of The Times: �� 8 No More Samples Of Deli Meat Information Showcase �� 38

PUBLISHER’S INSIGHTS Blast From The Past �� 38 The Changing Supermarket Deli �� 10

DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425 POSTMASTER: Send address changes to Deli Business, P.O. Box 810217, Boca Raton, FL 33481-0217

FEB/MAR 2017 DELI BUSINESS 3

TOC.indd 1 2/16/17 4:44 PM DELI BUSINESSMarketing Merchandising Management Procurement

DELI BUSMARKETING MERCHANDISINGINESS MANAGEMENT PROCUREMENT

DELI BUSINESSMARKETING MERCHANDISING MANAGEMENT PROCUREMENT

DELI BUSMARKETING MERCHANDISINGINESS MANAGEMENT PROCUREMENT PRESIDENT & EDITOR-IN-CHIEF JAMES E. PREVOR Delimarketing merchandising management procurement BUSINESS [email protected]

DeliBUSINESSmarketing merchandising management procurement PUBLISHING DIRECTOR

DeliBUSINESSMARKETING MERCHANDISING MANAGEMENT PROCUREMENT KENNETH L. WHITACRE

DeliBUSINESSMARKETING MERCHANDISING MANAGEMENT PROCUREMENT [email protected]

DELI BUSINESSMarketing Merchandising Management Procurement PUBLISHER/EDITORIAL DIRECTOR LEE SMITH DELI BUSINESSMarketing Merchandising Management Procurement [email protected] EXECUTIVE EDITOR ELLEN KOTEFF [email protected] MANAGING EDITOR LISA WHITE [email protected] NATIONAL SALES MANAGER MARK GOLD [email protected] SALES MANAGER JANE JOHNSON [email protected] SMITHFIELD AND STEMILT PRODUCTION DIRECTOR DIANA LEVINE [email protected] PARTNER FOR EBOOK ART DIRECTOR SUNSHINE GORMAN mithfi eld Foods, Smithfi eld, VA, has partnered with Wenatchee, WA-based [email protected] Stemilt Growers to produce a digital recipe book to celebrate the sweet and PRODUCTION DEPARTMENT savory combination of fresh pork and apples. The Apples & Fresh Pork: Creative FREDDY PULIDO SRecipes for this Classic Pairing eBook is available for free at www.stemilt.com. All of JACKIE TUCKER the recipes were developed by Smithfi eld corporate chef Frank Dominguez and can be RESEARCH DIRECTOR prepped in 15 minutes or less. SHARON OLSON These include Pork Chops with Apples and Maple Gravy, BBQ Bacon Apple Pork CONTRIBUTING EDITORS Explosion and Cornbread Stuffed Bacon Wrapped Pork Tenderloin. CAROL BAREUTHER HANNAH HOWARD BOB JOHNSON KEITH LORIA SHARON OLSON BARRY SPARKS JEFFREY STEELE

SEND INSERTION ORDERS, PAYMENTS, PRESS RELEASES, PHOTOS, LETTERS TO THE EDITOR, ETC., TO: DELI BUSINESS P.O. BOX 810217, BOCA RATON, FL 33481-0217 PHONE: 561-994-1118 FAX: 561-994-1610 COMING NEXT IN APRIL/MAY ISSUE EMAIL: [email protected] PHOENIX MEDIA NETWORK, INC. COVER STORY PREPARED FOODS CHAIRMAN OF THE BOARD Sandwiches Food Bars JAMES E. PREVOR EXECUTIVE VICE PRESIDENT FEATURE STORIES DELI MEATS KENNETH L. WHITACRE Private Label Artisan Salami SENIOR VICE PRESIDENT Guacamole LEE SMITH Food Safety CHEESES VICE PRESIDENT EDITORIAL Butters ELLEN KOTEFF MERCHANDISING REVIEWS Asiago GENERAL COUNSEL Sandwich Condiments DEBRA PREVOR Ribs & Wings SUPPLEMENT TRADE SHOW COORDINATOR Pickles IDDBA Pre-Show Guide JACKIE LOMONTE

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Masthead.indd 1 2/7/17 2:01 PM IDDBA.indd 1 2/3/17 2:32 PM DELI WATCH

ANNOUNCEMENTS

MURRAY’S CHEESE POMI PARTNERS WITH GROWERS EXPRESS ZINGERMAN’S CREAMERY REACHES MILESTONE GABRIELE CORCOS RECEIVES HONOR CHEESE AVAILABLE ON EAST COAST Murray’s Cheese, New York City, The Consorzio Casalasco del Growers Express, Salinas, CA, has opened its 350th store loca- Pomodoro, New York City, has received the 4th annual Joe Nucci Zingerman’s Creamery, Ann Arbor, tion in Bloomington, IN, through a announced a new partnership with Award for Product Innovation MI, has announced a partnership special partnership with the Kroger Gabriele Corcos. Italian chef, New by Produce Business magazine at with World’s Best Cheeses. The family of stores. The cheese shop, York Times best-selling author and the New York Produce Show and specialty food distributor directly opened in 1940, delivers its line of star of “Extra Virgin” with his wife, Conference in New York City delivers cheeses, crackers, oils, cheese, meat and specialty food actress Debi Mazar, Corcos will recently. This honor acknowl- chocolates and meats from around items to Kroger, which includes showcase the versatility of Pomi edges the success of Growers’ the world to gourmet retail mar- Fred Meyer, King Soopers, Ralph’s products in authentic Italian rec- Cauliflower Crumbles product, kets, and now those offerings and QFC locations in more than 30 ipes. It will consist of all courses, which is packed under the Green include Zingerman’s small-batch states. from appetizers to main courses. Giant Fresh and Farm Day Organic artisan cheeses. This will be the first www.murrayscheese.com www.pomi.us.com brands. The winner was selected by time the Creamery has had major the Produce Business magazine edi- distribution on the East Coast. torial team www.zingermanscreamery.com www.growersexpress.com

ANNOUNCEMENTS TRANSITIONS

CHEESE FEST CELEBRATES GRUYÈRE AOP GREEN GIANT ANCHOR DRAFTS 11TH YEAR ANNOUNCES ANNOUNCES INDUSTRY VETERAN SCHOLARSHIP WINNERS MARKETING POSTS The California Artisan Cheese Anchor Packaging, Inc., St. Louis, Festival, Petaluma, CA, is cele- The Interprofession du Gruyère, Green Giant Fresh, Salinas, CA, manufacturer of rigid non-foam brating its 11th year, March 24-26, Pringy, Switzerland, has announced has announced promotions in two food packaging, has appointed 2017, in and around the Sheraton the winners of its 2016 Scholarship marketing roles. Former senior Thomas Bowden as vice president Sonoma County in Petaluma. Contest. The winners will receive marketing manager, Lori Bigras, of manufacturing for all Arkansas Many new festival elements are a trip to the Gruyères Region has been promoted to director of facilities. He joins the company being introduced this year, from of Switzerland in spring 2017. marketing & communications, from ProAmpac and brings more educational sessions and tastings Competitors answered questions responsible for internal and external than 30 years of experience in man- included in every artisan tour; to on Gruyère AOP, highlighted an communications, brand messaging, ufacturing and general management a Friday night Ultimate Best Bite aspect and presented it. Winners media buying, websites, develop- positions, with responsibilities at featuring local cheesemakers, chee- include Ann Campbell, Di Bruno ment and upkeep and digital media. Pactiv, Sonoco, Pliant and Berry semongers and chefs; to a Saturday Bros., Philadelphia; Izzy Creveling, Also, Tricia Walker has been pro- Plastics. night Cheese & Cocktail party; Peterson Cheese Co., Auburn, moted to event planner. Walker www.anchorpackaging.com and two cheesemaker dinners in WA; and Wendy Johnson, Whole oversees the company’s Samples Sonoma. Foods Market, West Des Moines, Program. www.artisancheesefestival.com IA. www.greengiantfresh.com www.gruyere.com

DELI WATCH is a regular feature of Deli Business. Please send information on new products, personnel changes, industry, corporate and personal milestones and available literature, along with a color photo, slide or transparency to: Editor, DELI BUSINESS, P.O. Box 810217 • Boca Raton, FL 33481-0217 • Phone: 561-994-1118 • Fax: 561-994-1610 • Email: [email protected]

6 DELI BUSINESS FEB/MAR 2017

DB Watch.indd 1 2/7/17 12:00 PM NEW PRODUCTS

UNIQUE FLAVORS CHORIZO SEASONED INNOVATIVE PACKAGING NEW SOUPS AND BROTH TURKEY Shamir Salads, Israel, offers a vari- Ovtene, Marion, MA, offers one Kettle Cuisine, Lynn, MA, has ety of salads for the U.S. retail Butterball Foodservice, Garner, of the first food packaging that introduced a new line of organic market. Lines include Hummus; NC, has introduced chorizo sea- restricts the growth of bacteria. The soups under the Farm and Kettle Tahini; Eggplant; Spicy Carrots; soned ground turkey. Authentic recyclable material is inspired by an brand. This marks a partnership Coleslaw; Beet Salad; Red Pepper; chorizo seasonings are blended eggshell’s protection. It is composed between the company and farm- Spicy Tomato; and Potato Salad. All into standard ground turkey, cre- primarily of calcium carbonate and ers and artisans in the industry. A products are for the retail and the ating a healthier alternative to high-density polyethylene (HDPE) number of organic varieties are institutional markets. Ingredients traditional pork chorizo. Packed resin along with other trace mineral available, including Chicken & are based on locally-sourced fresh in four 5-pound chubs, the cho- ingredients. The physical properties Vegetable; Chickpea & Chicken; vegetables, herbs and spices. These rizo can be used as an ingredient in maintain the organoleptic charac- Tomato Cheddar; Beef & Kale with items are low in fat and gluten free. ethnic dishes as well as breakfast teristics of food. It is available in Ancient Grains; and Chicken Bone Average shelf life is between 70 and crumbles, tacos, hand pattied burg- rolls, sheets and bags. Broth with Fresh Thyme. 90 days. ers and other meals. www.ovtene.com www.kettlecuisine.com www.shamir-salads.com www.butterballfoodservice.com

NEW PRODUCTS

AN ALL-NATURAL GLOBAL SAUCE FLAVORS SUSTAINABLY- PDO MEATS FROM ITALY MUSTARD SOURCED SALMON Nestle Professional, Arlington, Atalanta Corp., Elizabeth, NJ, has Beaverton Foods, Beaverton, OR, VA, offers Minor’s Ready-To- Wild Planet Inc., McKinleyville, unveiled Piacenti, a line of PDO and is adding to its Beaver Brand line Use Asian Sauces for a variety of CA, offers sustainably-sourced roasted meats from Tuscany, Italy. with an all-natural Stone Ground dishes. Gochugaru peppers deliver boneless skinless Wild Pink Salmon. The hams are only obtained from Mustard. The new specialty mus- a subtle heat to Korean-style BBQ The filets are hand-cut and packed first-class pigs raised in Tuscany and tard features all-natural mustard Sauce, complemented by notes in 32-ounce pouches, maintaining a the surrounding regions, seasoned oil and no preservatives. It is also of ginger, sesame and orange. The delicate and subtle flavor that’s ideal and cured in the ancient tradi- Certified Gluten-Free. Pad Thai sauce transports guests to for a variety of applications. The tions. The line includes Prosciutto www.beavertonfoods.com Southeast Asia with a sweet, tangy fish originates from cold, Alaskan Toscano PDO with bone-in and taste. And the Char Siu Chinese- waters. It is a great source for boneless, and roasted ham, loin and Style BBQ Sauce combines five Omega 3 fatty acids. porchetta with herbs. Prosciutto spice, sherry and soy for contempo- www.wildplanetfoods.com Toscano PDO is also available in rary flavor. 3-ounce exact weight packages. www.nestleusa.com www.atalantacorp.com

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DB Watch.indd 2 2/7/17 11:52 AM FROM THE EDITOR’S DESK SIGN OF THE TIMES: NO MORE SAMPLES OF DELI MEAT

n South Florida, where Deli Business is head- “Publix Not Offering Free Deli Samples in South quartered, there was panic in the streets… well, Florida? That’s Baloney”: maybe not quite panic and, actually the streets In breaking deli news, Baloneygate erupted this were clear, the frenzy was all online. The Tampa week. Bay Times published a piece, the Orlando Fox The Tampa Bay Times caused an uproar after Iaffiliate ran a report, the Orlando Sentinel picked it reporting Tuesday that select Central and Southwest up, and the article was run in South Florida’s Sun- Publix Super Markets are no longer automatically Sentinel. The Tampa piece was headlined “Publix No offering customers free samples of sliced meats at deli Longer Offers You That Free Slice of Meat at The counters. Deli Counter”: Relax, South Florida. Publix is still offering free By The dance is not complicated. deli samples in stores. You go to your neighborhood Publix. You say, “One “Our stores in South Florida should not see any Jim Prevor pound of Boar’s Head tavern ham, sliced thin.” The changes in our deli processes, as our stores in this Editor-in-Chef person in the hairnet unwraps the mighty pink hemi- trade area are not impacted by the pilot,” says Publix sphere, hefts it bouncily onto the stainless-steel slicer spokeswoman Maria Brous. and cleaves 1 millimeter, the swath falling neatly onto South Florida is a retiree-rich market and change a plastic deli sheet. of this sort is traumatic, so Publix is probably smart “Is this about right?” she asks. You take it into to do its test elsewhere. Its motivation is unclear; the your palm, scrutinize. Maybe it’s thin enough to read news reports focused on cost-cutting, but it is also through, maybe it’s just right. But if you’re hungry, you quite possible that the “dance” referred to between say, “A little thinner.” consumer and deli clerk is too time-consuming and You have just scored your second free piece of tav- thus labor-intensive. Not only does this interaction ern ham. cost money, but it slows down service. Except, you may have noticed something changed The decline in Publix stock price is interesting, in recently at your neighborhood grocery. Some of part, because Publix is not a public company, so this is Publix’s stores are quietly putting a stop to the prac- an internal price for employee stock purchases. tice of the free slice, creating an awkward silence while It is also possible that the “cheese of the week” pro- you wait for your free meat. If you want it, now you motion might be a way to get people to sample, and have to ask. then, hopefully, purchase a new product, as opposed What gives? to giving people slices of product they already enjoy. “We are piloting a change in a few dozen delis The whole kerfuffle raises the question of the role in Central and southwest Florida to create a more of the service deli. Many retailers, including Publix, natural exchange between our deli clerks and our cus- have been emphasizing online ordering and for good tomers,” says Brian West, media relations manager reason. After all, consumers waiting in line are at Publix, which has more than 1,000 stores in the restricted in their buying, so allowing shoppers to just Southeast. swoop by and pick up the ready-sliced orders seems a Translation: “Natural exchange” means no free deli win for both consumer convenience and the interests samples. of the store in extending actual shopping time. The Orlando Sentinel headline: “Publix Cutting If consumers don’t interact with personnel, that Back On Free Deli Meat Slices”: reduces the value of having employees on the floor. Publix spokesman Dwaine Stevens said there has Wal-Mart has maintained a service deli specifically been some confusion about the new Publix policy. because it is one of the few moments where con- Stevens said Publix stopped automatically offering sumers interact with Wal-Mart staff. But, today, few meat slices because it is offering a “cheese of the week” deli clerks have the experience or the time to really sample instead. Deli employees will no longer offer a engage with consumers, suggest new options, and piece of meat automatically with orders, but custom- offer more samples. ers will be given a slice if they request it. Publix is a leader in the industry and is experiment- Another Publix spokesman, Brian West, insisted ing with ways to transform the relationship between it was not a cost-cutting move. However, Publix’ the deli clerk and the consumer. Let us hope they suc- stock price has dropped about 11 percent a share ceed, for in this age of much improved pre-packaged since November 2015 as the chain scoops up sites for product and rising minimum wages, if the relationship expansion into Virginia and other markets. is not transformed to create greater value for con- Quickly, however, as consumer outrage poured in sumers, retailers and producers, the transition might online, the Sun-Sentinel ran a follow-up piece titled, start to look more like a disappearance. DB

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Jim Column.indd 1 2/16/17 1:23 PM National Confectioners.indd 1 2/3/17 2:33 PM PUBLISHER’S INSIGHTS THE CHANGING SUPERMARKET DELI

ust back from the Winter Fancy Food Show The success of high-end salami and the growth in San Francisco and I found there are excit- of authentic prosciutti are leading a new generation ing trends coming together to change the of buyers to the conclusion that the deli meat cate- face of the mainstream deli department. gory is emerging as a growth center. While cheese JThe biggest growth area is still specialty cheeses. is still leading the way, deli meat sales are picking up Popping up in all kinds of venues from restaurants, speed very quickly and challenging cheese depart- convenience stores, rural independents as well as ments for ‘new darling on the block’ bragging rights. high-end specialty stores, cheese’s dominance can- Rocking conventional beliefs that lunch meats not be denied. The growth of Murray’s Cheese are belly-fillers, the new charcuterie center is selling Shops in Kroger supermarkets is an excellent meats that start at more than ten dollars a pound example of the new deli. Kroger’s strong commit- and top out at more than thirty. This is not the By ment includes the recent purchase of Rob Kaufelt’s give-every-customer-a-slice-for-free market. The Lee Smith remaining shares, making Kroger the owner of target consumer is an adult with a fine appreciation Publisher Murray’s, including the famous Bleecker Street of food. When it comes to convenience eating, a store in New York City. Kroger is a progressive dinner of cheese, bread or crackers, fine deli meat chain, but it is still more mainstream than not. With and a little fruit or salad is delicious and nutritionally the purchase, we can expect to see more stores complete. THE THREE MAJOR AREAS OF THE DELI THAT EVERY OPERATOR SHOULD BE CONCERNED ABOUT ARE SPECIALTY CHEESES AS A SUB-DEPARTMENT, CHARCUTERIE CENTERS AND PREPARED-FOODS.

rolling out the program and more chains looking In many cases, the new selections are separated to compete with their own in-store cheese shops. from the traditional, inexpensive bologna and pickle Expect the trend to continue and get ever-more loaf. Just a casual observation in better chains sophisticated. shows a marked migration in shelf space, promo- The success of better quality and more expen- tions and sales to higher-end, authentic products. sive cheeses has given strength to upscaling other In pursuit of authenticity — another major deli products as well. While it’s true there was change in customer attitudes — specialty cheeses a time when deli meat led in sales at close to 70 and deli meats are leading the way. In the pre- percent, the deli meat category has been steadily pared food arena, any description that includes the declining. With prepared foods now leading the word ‘style’ tacked onto the end is on the way out. charge, moms more conscious of the nutritional Italian-style whatever is out. French-style cheeses value of kids’ lunches, and more options for work- are also out and if something says, “Swiss,” it had ing adults, the category has declined to as low as 30 better be from Switzerland. percent of sales in some stores. While talking about authenticity, don’t leave out However, specialty and artisan cheeses have American. Made in America is something to be proven that traditional supermarket shoppers will proud of. Local is to be prized, whether it is peaches spend more for better quality, authenticity and vari- or bread, tomatoes, chicken or cheese. This is all ety. Initially cross merchandised near the cheese about transparency. counters, delis have been displaying high quality The three major areas of the deli that every salami chubs with authentic recipes. While a little operator should be concerned about are specialty more expensive, sales have been soaring – much cheeses as a sub-department, charcuterie centers to the surprise of everyone, including the artisan and prepared-foods. It all needs to be high quality, producers. authentic and transparent. DB

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Lee Column.indd 1 2/16/17 4:06 PM Atlanta Foods.indd 1 2/13/17 9:37 AM COVER STORY

Imported Italian Foods Gain Momentum Relaxed regulations, increased consumer knowledge and innovations trigger interest BY BARRY SPARKS

talians have a long tradition of producing some of the best meats and cheeses in the world. Long-known for their high quality and satisfying taste, Italian meats and cheeses are gaining increased popularity in the United States, thanks to relaxed regulations, increased knowledge and understand- Iing on the part of consumers and a series of innovations. “Italians have been producing meats and cheeses the same way for a thousand years,” says Simone Bocchini, president of Fratelli Beretta USA, headquartered in Mount Olive, NJ. “They have a proud tradition.” It is no surprise that, steeped in tradition, these foods are increasing in popularity. “Consumers more than ever are looking for foods with a story and a tradition. And, what evokes more history than Italy?” asks Daniella Bolla of Ponte PR and Marketing, a company located in Petaluma, CA. Its clients include Parmigiano Reggiano and Proscuitto di San Daniele.

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Cover Story.indd 1 2/7/17 11:29 AM Increased interest in Italian meats and ucts is definitely on the rise,” says Digney. cheeses has been significant, and compa- “Italian meats have a long history in the nies providing these products are benefitting United States. They are a cultural part of from this with growing revenues. our cuisine. The relaxed regulations have Anna Gallo, director of marketing for opened the opportunities for consumers to Savello USA, based in Wilkes-Barre, PA, try some Italian meats they haven’t had the says sales for her company, an importer of opportunity to try before.” Italian foods, is up 10 to 15 percent. Prior to the lifting of the ban in 2013, And it’s a variety of formats that are only half of the country’s wide vari- garnering increased attention. ety of cold cuts had been approved for For example, Alberto Minardi, chief import to the United States, according to mally-processed foods. This method meets executive and general manager of Principe Italy’s Association of Meat and Cold Cut FDA and USDA food safety standards. Foods, located in Long Beach, CA, says his Producers. Italian pork products approved company, which imports and sells authen- for import to the United States included A Different Cut tic Italian meats, experienced tremendous Prosciutto di Parma, Prosciutto di San Another more recent Italian meat devel- growth in both bulk deli and sliced items Daniele and mortadella. opment is retailers ordering Proscuitto di last year. Italy’s Association of Meat and Cold Parma, cut in quarters or halves, accord- The major factors behind the grow- Cut Products predicted the relaxed regu- ing to Gallo. This way, delis do not have to ing popularity of Italian meats and cheeses lations could mean an increase of $9 to $13 open the entire Proscuitto di Parma, allow- are the influence of the Food Network, million a year in Italian cold cuts exported ing the integrity of the product to remain increasing number of cooking programs to the United States. intact. The Consorzio del Proscuitto di and bevy of travel shows. In conjunction with the relaxed reg- Parma has approved this practice. ulations, some Italian meat companies As an example of innovation designed to Outside The Comfort Zone have invested in a high pressure process- meet consumer demand as well as needs, Today, consumers are more interested ing (HPP) plant. High pressure processing Terre Ducali launched a new line of deli in trying unique products and unfamiliar food than in the past. “They are much more willing to go outside of their comfort zone,” says Garrett The major factors behind the Digney, marketing director of Campofrio Food Group America Inc., a company growing popularity of Italian meats located in South Chesterfield, VA. Part of the reason is the increased expo- and cheeses are the influence of Gain Momentum sure of these foods from top chefs. the Food Network, increasing “It has definitely increased their knowledge and understanding about Italian Relaxed regulations, increased consumer foods,” says Bocchini. “Consumers want number of cooking programs knowledge and innovations trigger interest to duplicate the dishes they see created on and bevy of travel shows. television or eat in a restaurant.” BY BARRY SPARKS Although Italian meats such as salami, mortadella, prosciutto, speck, sopressata, cacciatore and pancetta, have been long- (HPP), a non-thermal food processing tech- meat products dedicated to people who time favorites, Italian cured meats are in nology, has been instrumental in increasing suffer from celiac disease and those who high demand overall. the safety and shelf-life of dry-cured prod- are lactose intolerant. A recent study by In 2013, the U.S. Department of ucts. HPP uses pressure, rather than the the Italian Institute of Health reported Agriculture finally relaxed a decades-long traditional method of heat, to kill microor- about 2 percent of the adult population ban on the importation of many cured-pork ganisms, such as listeria and salmonella. and about 8 percent of children suffer from products from some regions in Italy. This Unlike thermal processing, HPP is less food allergies or intolerances. greatly increased the number and variety destructive to the meat’s nutrients and In light of the problem, Terre Ducali cre- of salumi in markets and restaurants in the flavor, which is more reflective of mini- ated special products under the Zero brand. United States. These cold cut products have an absence of The Department’s Animal and Plant lactose, gluten and allergens. Terre Ducali Health Inspection Services announced that offers all typical Italian products, such as four regions and two provinces in Northern Parma Ham, Coppa di Parma, Strolghino Italy were free of swine vesicular disease, of Culatello, pancetta, cooked and roasted a communicable ailment that infects pigs. ham under its Zero brand. The importation of pork or pork products Gallo says more delis are request- from these areas was determined to be free ing pre-sliced Italian meats. Millennials of the virus. seem to prefer pre-slicing more than Baby “The number of authentic Italian prod- Boomers, who are accustomed to the tra-

FEB/MAR 2017 DELI BUSINESS 13

Cover Story.indd 2 2/7/17 11:29 AM ditional full-service slicing in the deli. meat products are among recent innova- these items are so often served, and Pre-slicing increases convenience by tions. He expects the category to continue enjoyed, together. decreasing waiting time. It is great for the to grow, as more companies cater to con- Cheese is Italy’s third most important busy, on-the-go consumer, says Bocchini. sumers’ busy lifestyles. export to the United States after wine and It also appeals to delis, since it requires less Campofino offers grab-and-go two- olive oil. Some of the most popular Italian training and manpower. packs of prosciutto, pepperoni and hard cheeses are Grana Padano, Parmigiano While Gallo believes pre-slicing tends salami panino. Reggiano and Percorino Romano, as well to change the meat’s flavor profile and as fresh varieties like Mozzarella, Ricotta decreases shelf life, Bocchini says there’s A Key Export and Mascarpone. little difference in the freshness. It is difficult to talk about Italian meats In 2012, Italian cheeses dominated Bocchini says more grab-and-go Italian without discussing Italian cheeses, since the global cheese market, accounting for more than 40 percent of the overall share. International cheese sales are expected to grow from $72.5 billion in 2012 to $118.44 billion by 2019, according to a report from Transparency Market Research, an Albany, NY-based company. Total United States per capita consumption of natural cheese increased for the third straight year in 2013. Americans consume more Italian style cheeses than any other type, according to the report. “This past year was a great year for Italian cheeses,” says Giacomo Veraldi, chief executive of Ambrosi Food USA, based in Maspeth, NY. “Our business has been growing the past four years. Specialty cheeses are doing well, but the entire Italian cheese business is up.” Veraldi says little by little, U.S. consumers are learning to appreciate the variety of real Italian cheeses now available. “People are curious about Italian cuisine,” he says. “They know Italians enjoy food, and they want to understand what it’s all about. Italy has an excellent reputa- tion for good food.” “Italian food is widely considered to be the most popular cuisine, the most approachable, the most comforting, and this affects how consumers look at their cheeses, as well,” says Bolla.

An Almost Endless Variety Consumers can choose from an almost endless variety of Italian cheeses. Every area or region of Italy has its signature cheese, and nearly 50 Italian cheeses have the prestigious Protected Designation of Origin (PDO) label. Veraldi says a number of factors are influencing the rising popularity of Italian cheeses. Cooking shows are at the top of the list. Many television chefs are prepar- ing regional Italian recipes that incorporate some of the lesser-known types. A lot of mild and soft cheeses, like Buffalo Mozzarella, are used. As more Americans move from the East and West Coasts to the Midwest and

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Cover Story.indd 3 2/7/17 11:29 AM South, a greater demand for Italian food cheeses, particularly from those who are and products is created. lactose intolerant. “They want to be able to get what they “People are more accepting of goat’s had in more populated areas,” says Veraldi. milk cheese. We have launched some new Consumers also are being introduced to goat milk cheeses to meet the demand,” different Italian cheeses through home ser- says Gallo of Savello USA. vice meal companies, such as Blue Apron. Many consumers say raw-milk cheeses “After tasting a cheese for the first time are better-tasting than pasteurized cheeses. in a recipe, many people go to the deli to Although pasteurization kills potentially purchase that cheese,” says Veraldi. harmful bacteria, it also kills bacteria Among the types expected to increase responsible for flavor. Heating milk to high in the next few years are truffle, goat’s milk, temperatures changes its composition. raw milk, organic and flavored cheeses. “Raw-milk cheeses have lots of taste, “Truffle cheese is very flavorful,” says and we are starting to introduce more of Veraldi. “Truffles, which are grown under- them to the United States,” says Veraldi. ground, give the cheese a nutty, earthy Raw milk cheeses include Fontina and flavor. People love it, and I expect it to go Branzi as well as versions of Maccagno, cheese, especially if they are vulnerable to more mainstream.” Toma Piemontese and Taleggio. infections due to age, pregnancy or other Goat milk cheeses, although they have a Proponents tout the health benefits of health conditions. strong flavor, have fewer calories. This type raw-milk cheese. U.S. News and World As consumers seek out flavored Italian also is lower in fat, cholesterol and lactose. Report reported that consumption of raw cheeses, Ambrosi offers varieties with chili Goat’s milk cheeses have more minerals milk cheese may significantly lower symp- peppers (Belzeblu), peppercorns (Pecorino and vitamins than cow’s cheese, and are toms of allergic reactions, such as asthma, Pepato) and black truffles (Tartu). easier to digest. People who are allergic hay fever and eczema. The enzymes in raw “The future is very exciting for Italian to cow’s milk can usually drink goat’s milk milk help in the digestion of sugars, fats and cheeses,” says Veraldi. “Increased exposure without issue. minerals in the milk, according to a report and multiple innovations have opened up published in Appetite magazine. a whole new world for many consumers. Goat’s Milk Cheese In Demand Still, consumers are encouraged to And that means more business for delis and There is a strong demand for goat’s milk consult a physician before eating raw milk retail stores.” DB

FEB/MAR 2017 DELI BUSINESS 15

Cover Story.indd 4 2/7/17 11:30 AM PREPARED FOOD

Nowhere To Dough But Up Pizza crust opportunities abound in delis BY KEITH LORIA

16 DELI BUSINESS FEB/MAR 2017

Pizza.indd 1 2/13/17 12:04 PM izza remains one of the most popular crusts over the last two years, with cauliflower and dishes for American consumers, but butternut squash being particularly strong sellers. more and more people have discov- “More of the ancient grain movement is becoming ered that you don’t need to go to your popular,” he says. “Combined with the gluten-free local pizza parlor to enjoy the great aspect, the ancient grains provide additional health Ptaste. Those seeking a more custom pie can grab benefits that have continued to push this category.” the ingredients at their local supermarket, including Venice Bakery’s gluten-free crusts are made in its pizza crust at the deli counter. dedicated gluten-free baking facility and are also free Increasingly, more premade pizza crusts are of dairy, eggs and soy. available, with an array of styles, sizes and flavors, in “The trends we are seeing and reading about retail delis. This offers another option to refrigerated today are all about lower carbs and less fat,” says and frozen dough in the grocery aisles. Tedeschi. “It’s important that there’s great packag- Offering variety in pizza crusts at retail is becoming that highlights the healthier benefits that we’re ing the popular trend; thin crusts, along with the working with.” thicker, Sicilian-style type, are becoming more read- According to the 2016 Technomic Pizza ily available and are enabling retailers to differentiate Consumer Trend Report, gluten-free pizza crust themselves in the category. options are exploding on pizza menus, with Tina Battistoni, customer marketing manager, gluten-free being one of the leading and fast- prepared foods, in-store bakery & deli division for est-growing health call-outs. Rich Products, headquartered in Buffalo, NY, notes “There are so may gluten-free options today that a trend the company continues to see is the move- include fresh, frozen and ready-to-bake, along with

Offering variety in pizza crusts at retail is becoming the popular trend; thin crusts, along with the thicker Sicilian-style type, are becoming more readily available and are enabling retailers to differentiate.

ment beyond traditional pizza crust toward more a wide variety of low-carb options,” says Crisan. artisanal varieties with upscale pizza toppings. In addition, sprouted and ancient grains are being “While not yet mainstream in retail, savory herb considered for crusts in place of the more traditional and cheese-flavored crusts have been showing up white flour. on menus, along with flavor treatments to the edge “Thinner crusts and flatbread options continue of the pies,” she says. “Ingredients such as garlic but- to gain popularity and are seen by some consumers ter, Parmesan cheese and sesame seeds, to name a as a ‘lighter’ option to traditional crusts,” says Rich few, are being used to create a unique and impactful Products’ Battistoni. “These crust options, along Pizza crust opportunities abound in delis flavor profile for the crust.” with fresh ingredient toppings like more vegetable Deb Crisan, senior vice president of sales and varieties, allow consumers to experience great-tast- BY KEITH LORIA marketing for Rao’s Specialty Foods, Inc., based in ing pizza with more of a health halo.” New York City, says crust trends include artisan Flatbread pizzas have been coming on strong for flatbreads, spelt, lavosh and tortilla-style. Whole a few years, but both thick and flavored crusts are wheat and gluten-free types have also risen in popu- making a comeback. larity in recent years. “I think incorporating legumes and pulse items “We are definitely seeing more of a demand for such as chick pea and lentil will continue to evolve, artisan flatbreads and gluten-free crusts,” she says. along with further introduction of ancient grains,” “Grilled pizzas have quickly come into play, along says James Viti, vice president of sales and mar- with many consumers now purchasing their own keting for DeIorio Foods, Inc., based in Utica, NY. outdoor pizza ovens, and these are the crusts that “It’s amazing to see how much development has more people are using.” occurred just over the past few years, taking the pizza base portion to the next level. I’m excited for A Healthy Choice the future of gluten free.” For those watching carbs or observing a According to crust manufacturers, in looking at gluten-free lifestyle, there are many new and conve- the dough and crust aspects of pizza, gluten free nient ready-to-use crust options available. still remains one of the single largest movements Joe Tedeschi, president of Venice Bakery, based overthe past decade in this segment. in Torrance, CA, has seen a rise in plant-based pizza For grocers to really make an imprint in crust

FEB/MAR 2017 DELI BUSINESS 17

Pizza.indd 2 2/13/17 12:49 PM sales, experts say items should be merchan- Additional marketing on web- dised right in the pasta/pizza sauce section sites and taking online orders for of the supermarket. This is because cross pizza further enables a retailer to be merchandising with pizza sauce — whether viewed as a destination for pizza. at the deli or elsewhere in the store — will Some take-and-bake pizza create more interest and higher rings at the options sold in the deli feature register. par-bake crusts and dough balls “You can place a great display of pizza merchandised with all the fixings sauce on top of the fresh dough counter or and provide shoppers with the abil- a free-standing pizza dough and sauce dis- ity to make and bake their own play,” says Rao’s Crisan. “The more fresh pizzas at home. Retailers can offer dough crusts that are seen, the better the specials incorporating items outside display will be.” the deli, such as pairing pizza with complementary items like bever- Dedicated Space ages and sides. It is crucial for retailers to dedicate ample space, keep their offerings fresh and Recipe Ideas promote their pizza program to demon- There are numerous recipes strate they are in the pizza business. available to retailers and consumers “Whether in take-and-bake or a ready- on the web today and through the to-eat format, providing an ample number Food Network and other food-re- of facings and a wide assortment is essen- lated outlets. Deli retailers can take a few on the internet or finding inspiration within tial to accomplishing this,” says Battistoni. ideas, be creative and customize fresh and the pizza industry, the sky’s the limit when “In-store signage is important to grab shop- fun options, such as breakfast or dessert it comes to creative options available for pie pers’ attention to the availability of pizza or pizzas. recipes,” says Battistoni. “Retailers with or to promote a special. Featuring by-the-slice Venice Bakery constantly changes up without culinary resources can work in col- and personal pizzas, along with unique or recipe ideas for foodservice and retailers on laboration with supplier partners to deliver customizable made-to-order pizzas on a its website. upon the specific taste preferences of their menu board, creates an allure.” “Whether it is the many recipe sources customers.” DB

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Pizza.indd 3 2/13/17 12:05 PM MERCHANDISING REVIEW MAKING THE GRADE IN GRAB AND GO Targeting time-starved Americans, particularly moms and Millennials BY JEFFREY STEELE

t’s an exciting time for the grab-and-go section in supermarket delis. Several trends are coming together simultaneously to elevate this category of deli offerings, both in consumer consciousness and in contribution to stores’ bottom lines. ISupermarket delis are increasingly upscaling grab-and-go items, featuring higher-end and more natural ingredients. There’s a greater emphasis on nutrition and healthful offerings. These products are being presented in packaging that helps sell the lines, delivering greater function and variety, as well as sustainability. And all this is taking place during a time when Americans are eating on the go like never before, increasing their snacking while eating more but smaller meals. It all adds up to a bonanza of proﬁ ts for supermarket delis, as they not only chalk up increasing sales to time-stressed consumers, but command higher price points, as well.

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Grab-n-Go.indd 1 2/13/17 12:18 PM ment, every on-the-go consumer is an appropriate target for grab-and-go items. “People try to segment this market into age groups, but delis should be targeting all mobile consumers,” says Jason Horbac, associate communications manager with Sayreville, NJ-based Sabert Corp. “You have more and more people eating on their way to work, in the car, or perhaps on their way to an appointment.” Some 60 percent of consumers rank portability as an important or extremely important factor when choosing a snack or a grab-and-go food, he says, adding, “Moms might be a percentage of the population grabbing something on the way elsewhere, but it’s really the whole population. The beauty of grab and go is that it touches everyone.”

More and more Americans are starved meal cups; grain and legume deli salads; Probing Packaging Trends for time these days, and increasingly are mufﬁ n cups; soup and pasta cups; pea- The most important factors in grab- demanding immediate solutions. The inev- nut butter singles; chia squeeze pouches; and-go packaging are functionality, itable result is that the deli grab-and-go avocado cups; hummus or salsa and chip versatility and sustainability. All three are section of supermarket delis is assuming greater importance and gaining larger market share. The most important factors in The Right Consumers Targeting the right consumers is of vital grab-and-go packaging are functionality, concern to companies serving this bur- geoning category. versatility and sustainability. “The biggest targets are the moms, who are concerned about the food they serve their families,” says Steve Davies, the director of marketing and public affairs at NatureWorks LLC, a plastics provider combo cups; yogurt and cereal combo playing a growing role in shaping the grab- located in Minnetonka, MN that sells to cups; and the list goes on.” and-go packaging trends we see today and companies creating grab-and-go pack- For still other key observers of the seg- will witness tomorrow. ages. “These are consumers who deﬁ nitely want to see the food they’re buying. They don’t want to see opaque packages, just the food inside.” In the view of others, the most important target consumers are members of Generation Y, which is also known as the Millennial generation. “Millennials are very hot on nutrition and mini meals,” says Peggy Cross, founder and chief executive of Corte Madera, CA-based EcoTensil, a provider of sustainable, foldable and disposable utensils made of paperboard similar to that in a paper cup. “[These consumers are] very busy, starting to have kids, and there is a lot going on in their lives; they gravitate toward mini- mally-processed, nutritious and satisfying grab-and-go meals and snacks. One sees many examples of brands meeting this growing demand, with single-serve oat-

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Grab-n-Go.indd 2 2/13/17 12:19 PM Placon.indd 1 2/3/17 2:34 PM An example of functionality might be the clear packaging NatureWorks provides. Up until now, many dairy items in grab and go have been packaged in tough, impact-resistant and usually opaque high-impact polystyrene (HIP). “You can make it transparent, but that becomes rather expensive, and that’s why there’s growing interest in our Ingeo,” says Davies, referring to a NatureWorks rigid plastic product that is created from plants rather than oil, and provides transparency on par with PET. “When you compare Ingeo to HIP, we are price competitive.” The growing move toward greater versatility is being witnessed in such offerings as Sabert Corp.’s Snack Collection, avail- PHOTO COURTESY OF SABERT CORP. able in both PET recyclable containers and compostable pulp packaging. “They have utensil; EcoSpoon, a full-sized spoon; says Cross. “It solves that conundrum. that family look, so they’re very similar and EcoSpoon4, which is inserted in or Since ours is a paperboard utensil, we’re styles, in a variety of shapes, sizes and lid attached to single-serve to-go containers. made from renewable material, while plas- heights, for different types of sandwiches, EcoSpoon can be sealed under an exist- tic utensils are made from non-sustainable snacks or menu items that are showing ing label, such that consumers peel off the petroleum. You use plastic for a min- up,” says Horbac. label and ﬁ nd a clean spoon between the ute and it’s in the landﬁ ll for more than a The trend toward sustainability is evi- label and package top. millennium.” dent in many packaging innovations, Consumers want convenience, but also Also key is the move toward natural among them products from EcoTensil, value sustainability and waste reduction. and fresh, says Julie Eller, sales director including EcoTaster, a compostable demo “That’s where EcoTensils comes in,” with Excelsior Technologies, a UK-based,

GRAB AND GO, OR GRAB AND GROW?

hough grab and go is hot today, it’s not exactly new. Some One of the important drivers of the grab-and-go market in the trace grab and go’s evolution back to 1902, when Horn supermarket deli is consumers’ growing preference for round- & Hardart unveiled the rst automat in Philadelphia. the-clock snacking. TAutomats weren’t exactly synonymous with ne dining, but in According to Sayreville, NJ-based Sabert Corp., citing sta- their 1920s-to-‘40s heyday and after, they met a need for afford- tistics from Technomic, in 2014, 71 percent of respondents said able, quickly-served meals and snacks. they snacked in mid-afternoon, while 37 percent snacked in The last automat vanished in 1991, but grab and go car- mid-morning, 31 percent in mid-evening and 40 percent in the ried on, continuing to endure the red-headed stepchild’s lack late night. of respect. Grab and go didn’t have to be good, the reasoning Sabert also reported on the increase in percentage of con- went. Consumers considering grabbing an item and heading out sumers who ranked portability as an important priority. That the door didn’t have much choice but accepting what they could number had risen to 60 percent in 2014 as compared to 55 per- grasp and paying for it quickly. cent a scant two years before in 2012. In the years since, as American consumers found themselves Ironically, today’s grab and go shares one interesting attri- ever more time starved, purchasing grab-and-go items has bute with yesteryear’s automats: transparency. The little glass become far more common. The Chicago-based marketresearch doors customers peered through in automats have their counter- company Technomic determined that, between 2006 and 2014, part in todays’ increasingly transparent grab-and-go packaging. sales of grab-and-go food items surged approximately 10.4 per- Some believe clear views into a container’s food can grow sales cent each year. by 20 percent. Supermarket delis have responded to consumers’ demand for Prospects for the segment are perhaps best summed up by more and better grab-and-go options with ever more upscale Technomic, noting it “expects the foodservice grab-n-go mar- items to meet every noshing need. That is likely why, among ket to continue to grow and thrive, especially as best-in-class non-restaurant outlets, supermarkets command the biggest examples keep increasing the variety and quality of on-the-go grab-and-go market share, claiming a 22 percent slice of the pie, offerings. In fact, it might be more appropriate to call the seg- according to Technomic. Only convenience stores come close at ment grab and grow.” DB 19 percent, dwar ng all other channels.

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Grab-n-Go.indd 3 2/13/17 12:22 PM fl exible packaging innovator. “Packaging has to support this trend, “ A great many food trends are impacting she says. Excelsior’s FreshTECH packaging grab and go, among them higher-end systems integrate advanced packaging technology with post-harvest science to ingredients, greater nutritional value optimize product freshness and extend life. In addition, packaging has to deliver and miniature meal-sized portions. consumers’ expectations for convenience, so Excelsior Technologies focuses on using material to protect the food, while ensuring the provision of fool-proof, added-value Fresh Cut Grab-N-Go fruit and vegetable food is more upscale,” he says. “That’s benefi ts like resealability, pockets or carry line,” says Christou. where packaging plays a big role, to allow handles, to make the packaging as func- The product now comes in tamper-evi- consumers to see the food is fresh and the tional as possible, she says. dent packaging with large, clear nutritional ingredients are high end, both of which Another trend Eller is noticing is panels. The packaging shows the entire allow delis to grab a higher price point.” lightweighting, the move to create pack- product and fi ts in car cup holders. Cross notes consumers prefer fresh aging that automatically delivers savings in In addition, a great many food trends food, with fewer ingredients and ingredi- energy and transportation and reduces vol- are impacting grab and go, among them ents they can pronounce. “There’s huge umes in the recycling stream. higher-end ingredients, greater nutritional opportunity within the deli for growth in Other trends include non-spill and value and miniature meal-sized portions. grab-and-go, single-serve, nutritious, fresh re-sealable containers and packaging fi t- Horbac is among those emphasizing mini-meals or nutritious snacking items,” ting car cup holders, says Dionysios more upscale grab-and-go items. While $4 she says. “And delis are perfectly posi- Christou, vice president of marketing at might have been an expected price point tioned to fi ll this demand. Coral Gables, FL-based Del Monte Fresh four years ago, today it might be $10. From her cross-the-pond vantage point, Produce N.A. Inc. Sabert offers packages for everything Eller believes moves toward local, craft and “Del Monte Fresh Produce recently from focaccia to fl atbreads, and from Brie artisanal items and ingredients are increas- developed new packaging for its Del Monte to berries. “Consumers are trusting the ingly critical to success. Also noteworthy

FEB/MAR 2017 DELI BUSINESS 23

Grab-n-Go.indd 4 2/13/17 12:22 PM are the use of grains like quinoa and buck- wheat that can be eaten hot or cold, and the inclusion of “superfood” vegetables like Retailers can best position on-the-go items chard, spinach, kale and watercress. for optimal sales by incorporating eye- Merchandising And Marketing catching point of sale on shelves, cross Merchandising and marketing trends today and in the future will focus on mak- merchandising and improving on-pack ing food an experience, says Eller. Social media has altered and will continue to alter labeling information about the product. the way consumers interact with their

favorite brands. Brand owners need to use every Internet of Things (IoT) technology to keep abreast of what consumers want, she says. “Mass personalization isn’t new; it is still resonating with consumers and that’s one reason why we’ve seen the rise of limited-time editions [that] keep brands fresh,” she reports, noting private label is gaining ground at such a rapid rate that with some retailers it can be hard to differentiate between established and own-label brands. “Packaging has such a huge role to play in this arena.” Retailers can best position on-the-go items for optimal sales by incorporating eye-catching point of sale on shelves, cross merchandising and improving on-pack labeling information about the product. ”Special packaging designed for convenience and displays close to the checkout and entrance of the store are other great tactics,” says Christou. “We also encourage retailers to be mindful of seasonal demands, such as summer road trips, tail- gating and holiday-themed displays.”

Forecasting The Future As for the future of supermarket deli grab and go, Davies believes it will cast a brighter spotlight on the food itself rather than the packaging. “There’ll be a trend around material replacement, as packaging that obscures the food is replaced with containers that better allow consumers to see what they’re buying,” he predicts. Horbac says the future will usher in solutions for smaller meals, more innovative tamper-proof containers and greater use of compartmentalized packaging, allowing consumers to custom create their own snacks of items like crackers, cheese and tomatoes. In the ﬁ nal analysis, most agree that consumers‘ lives will not get any less busy. “Consumers want the best possible quality in the shortest time, and that is the future for grab and go,” predicts Eller. DB

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Grab-n-Go.indd 5 2/13/17 12:21 PM CHEESE CORNER

The Real Deal

With grating cheese, authenticity prevails BY HANNAH HOWARD

f buyers had to nail down what custom- true for the cheese that American shop- convenience factor, when you don’t have ers are looking for in grating cheese in pers will use to top pizzas, fill quesadillas time to grate it yourself,” says Meriluoto. one word, it would be ‘authenticity.’ and melt in omelets; and that’s just the “In taste, freshly-grated wins.” When it comes to both wedges that start. When it comes to grating cheese, With a punchy flavor and grate-able tex- they will purchase and grate at home, consumers are seeking out brands they ture, aged, hard cheeses lend themselves to Iand pre-grated and pre-shredded cheese, know will be of high quality and without being finely shredded. The quintessential consumers are seeking quality brands they fillers — the real deal. grating cheese is Parmigiano Reggiano, but can trust. there are dozens of other popular options. “We have seen consumers becoming The Classics And Beyond Grating superstars include Grana Padano, more interested in authentic cheeses and Per capita spending on cheese has domestic Parmesan, other aged cow’s milk wanting to know where the cheese comes increased 37 percent since 2008, accord- cheeses like Gouda and Asiago, sheep’s from,” says Mari Meriluoto, director of ing to the USDA, and sales of grating milk cheeses such as Pecorino Romano, brand development at Atalanta Corp., cheese are on the rise. Convincing con- and even goat cheeses like Coach Farm’s a global specialty food importer located sumers to buy is key. Marfuggi has seen “a grating stick. in Elizabeth, NJ. “This is in line with definite increase in pre-grated cheese sales When it comes to grating cheese, the Millennials looking for transparency and versus wedges or wheels of cheese that “most popular are Pecorino Romano from authenticity in their food.” primarily are used for grating.” Italy and then Parmesan, either domestic The Wisconsin Milk Marketing Board Consumers are looking for the faster, or imported,” says Philip Marfuggi, presi- (WMMB), a nonprofit organization of easier option when it comes to using cheese dent and chief executive of West Caldwell, dairy producers, found that convenience, in their kitchens at home, and skipping the NJ-based The Ambriola Co., which flavor, authenticity and freshness were the additional step of grating a chunk of cheese imports and distributes Italian cheese. top trends in cheese for 2016. This holds is a valuable time-saver. “Pre-grated is a Customers also look for cheeses like low

FEB/MAR 2017 DELI BUSINESS 25

Grating Cheese.indd 1 2/7/17 12:24 PM moisture Mozzarella, Pepper Jack, Colby The company mislabeled its product and Parmesan, unlike Parmigiano Reggiano, and Cheddar to use in recipes at home. misled customers to shell out money for is not a protected name. So, there are Customers can be directed to “cheeses what was thought to be Parmesan, not Parmesan cheeses made around the that come from regions with a long tra- Parmesan laced with cheaper cheese and world, most often in the United States and dition, like Grana Padano or Parmigiano cheap additives. Argentina. Reggiano,” says Meriluoto. The Castle Cheese incident was not If the cheese has some clumps in it, it’s Novelty is a factor, too. New blends of a lone wolf. Kraft was sued in California probably a good thing, say experts, while shredded cheese are being created, and over a claim that its “100 percent Grated the type that looks like white powder may delis can market these for specific appli- Parmesan Cheese” contains wood pulp not be authentic or high quality. cations, like homemade flatbreads, nachos filler, and a similar suit was filed against Cheese is a living, breathing product, so and macaroni and cheese. Other new Wal-Mart by a consumer who alleged the imperfections are to be expected. Grated products include additions like fresh herbs chain’s Great Value brand “100 percent cheese has a higher surface area and a and roasted garlic. Grated Parmesan Cheese” contains up to shorter shelf life than whole wheels and blocks, another reason a whole wedge is a good choice for delis to obtain a longer cheese life, optimal flavor and less risk of any potential issues. Customers care more than ever about where their food comes from. According to the Chicago foodservice research firm Technomic, 62 percent of Americans are more likely to purchase foods that are produced locally. Consumers want to know how their cheese was made, by whom and if it was sustainably produced. Transparency is a key purchasing factor, especially for Millennials, who are willing to pay more for specialty foods that are sustainable and traceable. Good cheese costs more money, but customers are willing to shell out for excellence.

Cheese Makes Everything Better Sprinkling Parmesan or Pecorino over pasta is just the beginning. The culinary possibilities for grated cheeses in deli foodservice programs are endless, and a little bit of cheese adds a welcome burst of flavor, Last year, Bloomberg published an arti- 10 percent cellulose. salt and depth that can round out count- cle called “The Parmesan Cheese You “My feeling is that if cellulose is being less dishes. Parmigiano Reggiano elevates Sprinkle on Your Penne Could Be Wood.” used, the label should have to state the a simple dish to a special one. Pecorino If it sounds inflammatory, it’s because it percentage in bold letters, not only on the is tasty shaved over summer squash or is. The Food and Drug Administration ingredient statement, but also in the prod- tossed in an arugula salad with a lemony discovered that Castle Cheese Inc., a uct description,” says Marfuggi. “I am not vinaigrette. Adding aged Gouda to mac Pennsylvania company, had doctored its in favor of using cellulose in grated cheese.” and cheese lends a butterscotch richness, alleged “100 percent real Parmesan” with This doubt over what’s really in cheese and this cheese also can be melted into a mix of cheaper Cheddar cheese and cel- muddies the water for buyers and consum- buttery mashed potatoes or used atop a lulose, also known as wood pulp. ers looking for quality, honest products. It’s gratin. Gruyère or Comté can be folded up to deli departments to clarify ingredi- into quiche or stuffed in roasted tomatoes. Trust Is Essential ents and labels. Delis with foodservice programs can Wood pulp sounds unsavory, but cel- “Whenever buying pre-grated experiment, and all stores can provide lulose is actually a common, completely Parmigiano Reggiano, it’s ideal to purchase customers with recipes that include melt- legal food ingredient used as an anti-cak- the cheese with the Italian consortium’s ing grated cheese over enchiladas, making ing agent that keeps grated cheese from logo on it where it clearly states Parmigiano cheese-topped flatbreads with in-season clumping. Cellulose may also appear on a Reggiano,” advises Danielle Bolla, co-direc- veggies, whipping up a batch of fondue, label as “added fiber” and is often found in tor of the Consorzio Parmigiano Reggiano making grilled cheese sandwiches and cereal. The FDA allows cheese products USA, based in Italy. “This means it would panini, stuffing peppers and mushroom to contain up to four percent cellulose. have been grated in Italy and is certified to caps, baking cheesy breads and biscuits Which is not to say that what Castle have no additives, which are never allowed and topping soups, stews and salads with Cheese did was legal or ethically sound. in Parmigiano Reggiano.” grated cheese. DB

26 DELI BUSINESS FEB/MAR 2017

Grating Cheese.indd 2 2/7/17 12:25 PM BelGioioso.indd 1 2/3/17 2:27 PM CHEESE CORNER

arieke’s Gouda, based in Thorp, WI, entered the chee- semaking business only producing pasteurized product. Seeing an opportunity, the company shifted gears a year later and now solely offers raw milk Gouda. “We had our Minneapolis distributor conduct demos Mwith raw versus pasteurized product, and people could taste the difference,” says Marieke Penterman, owner of Marieke’s Gouda. “It may be wishful thinking, but I believe in raw-milk cheese.” This is a product steeped in tradition. For thousands of years, all cheese was made from raw milk, but within just the past century, raw-milk cheeses have been largely displaced by factory-made, pasteurized cheeses. Recently, however, raw-milk cheese, including Gruyère, Parmigiano Reggiano, Comté, Roquefort and Manchego, has experienced a resurgence in popularity. This has been fueled by a growing number of artisan cheesemakers around the world, along with deli departments, cheese retailers and enthusiasts who are above all drawn to the intense flavor experience that raw-milk cheese provides. A Raw Cheese Resurgence?

With cleaner labels more prevalent, raw-milk cheeses are making headway BY NIKKI SIZEMORE AND LISA WHITE

But flavor alone isn’t the whole story. These advocates also share a philosophy that supports traditional production methods, and with them the health benefits and a concern for the environment. “It has to do with a philosophy of life; a philosophy of eating well and having the best taste experience,” states Ken Skovron, owner of Darien Cheese & Fine Foods in Darien, CT, which carries roughly 90 percent raw- milk cheese. “If you have mixed vegetation, healthy animals and high-quality milk, you can taste the terroir in the raw-milk and, therefore, in the cheese. When it’s pasteurized, the cheese’s DNA is essentially burned out, as are the flavor esters, the health value and vitality in the cheese.” Still, supermarkets are unfortunately and unknowingly part of the move toward more pasteurized cheeses. “Increased requirements for higher levels of food safety audits will see more moves toward larger producers and commodity cheeses that are pre- dominately pasteurized,” says Steven Millard, vice president, merchandising and foodservice, at Murray’s Cheese, an artisanal cheese and specialty foods retailer and wholesaler based in New York City.

The Process In the production of factory-made cheese, milk usually comes from numerous sources, typically grain-, corn- or silage-fed animals. It is then

28 DELI BUSINESS FEB/MAR 2017

Raw Milk Cheese.indd 1 2/7/17 1:54 PM pooled, pasteurized and standardized to stringent standards for supporting the In 2000, the FDA threatened to ban create a uniform flavor. diversity and sustainability of their terroir. the production and sale of all raw-milk In contrast, milk for artisan cheese For example, the Switzerland-based cheese, but was blocked by a growing comes from a limited number of sources producers of Gruyère AOP, a PDO prod- number of artisan cheesemakers, enthusi- or a single farm, and its flavors reflect the uct, follow strict production guidelines. As asts and organizations such as the Cheese unique characteristics of a region, climate a result, there is one recipe used for this of Choice Coalition, which fought for the and herd. raw-milk cheese, which is refined for a right to continue to produce and consume “Milk reflects a certain profile related minimum of five months. aged raw-milk cheeses. to location, breed and environment, and “The only way of differentiating it is Most recently, the FDA dropped allow- this comes through most clearly with by where it is refined and how long,” says able limits of non-toxigenic E. coli from raw milk,” explains Judy Schad, owner Laure Rousseau, who handles marketing 100 parts per million to 10 parts per million, of Greenville, IN-based Capriole, which and promotion for Switzerland’s Gruyère which makes it exceedingly difficult to pro- makes three aged raw-goat milk cheeses. AOP. “Plus, as it is still hand-made by men, duce raw-milk cheese. Consequently, pro- “All things being equal, raw milk will pro- each [cheese] is different.” ducers have to add in layers of testing to vide more flavor than pasteurized milk. It’s Also, raw-milk cheeses are most likely ensure cheese will meet these significantly not so much about the first flavor profile in to be of the semi-hard or hard variety. more stringent limits. the mouth, but what comes in the middle “Mixed milk varieties also are becoming Indeed, from a safety standpoint, aged A Raw Cheese Resurgence?

PHOTO COURTESY OF LE GRUYÈRE AOP

of the mouth and the finish.” big,” says Cardlos Yescas, program direc- raw-milk cheeses have had a great track Regional variations in soil composi- tor at Oldways Cheese Coalition, located record in the United States, with virtually tion and vegetation lend complexity and in Boston. no record of illness. On the contrary, most a distinct taste of place, or terroir, to raw cases of food poisoning have come from milk, and later to the cheese it produces. The Challenges pasteurized cheeses that were contami- It’s important to note good milk starts with Concerns over the safety of raw-milk nated post-process. healthy animals and soils. cheeses have been a controversial issue in Studies by Catherine Donnelly, a micro- According to Schad, the best milk the United States for decades. While all biologist and international expert in food comes from animals that are allowed to cheeses were made from raw milk prior to safety at the University of Vermont, have behave naturally, given plenty of space the industrial revolution, once production shown that, unlike raw-milk cheeses, pas- and kept comfortable. This can range from moved from small farms to large factories teurized cheeses lack the beneficial bacte- letting cows and sheep graze on plenty where milk is pooled from thousands of ria to fight off pathogens if contaminated of natural pasture or goats to browse on animals, pasteurization became a necessity after pasteurization. woodland, to avoiding silage and other for eliminating pathogens. “People’s immune systems are so sterile, grain feeds, to providing comfortable straw Since the 1940’s, the USDA has banned yet raw milk is full of good bacteria that is bedding. Compared with heavily-plowed the sale, and later the importation, of raw- beneficial,” says Penterman. or chemically-fertilized pastures, natural- milk cheese, unless it has been aged for at Marieke’s Gouda tests all its cheeses for ly-grown fields result in cheese with more least 60 days at a temperature at or above bacteria, such as E. coli, salmonella, listeria complexity and flavor. Plus, many of the 35˚F, at which point any contaminants, and staph aureus. great historical raw-milk cheeses, includ- such as listeria and salmonella, are thought “The issues are generally the same ing Gruyère, Comté and Beaufort, have to be eliminated. as any other cheese, including customer

FEB/MAR 2017 DELI BUSINESS 29

Raw Milk Cheese.indd 2 2/7/17 12:39 PM cheese and, if made from grass-fed animals, is higher in omega-3 fatty acids and conjugated linoleic acid (CLA), a can- cer-fighting agent. “In terms of trends, we’re starting to see a couple cheeses closer to the 60-day mark in terms of aging,” says Yescas. “Cheesemakers are trying to create soft-ripened cheeses instead of the long-term types that are aged six, 12 or 24 months, due to customer demand for fresher, younger cheeses with less promi- nent flavor than aged cheese.” Also, precut cheese in cases are more likely to be labeled as containing raw milk, rather than designated unpasteurized, since the latter has more negative conno- tations to consumers.

PHOTO COURTESY OF ASHLEY OWEN (OLDWAYS) “Raw milk highlights that the cheese is different, but it’s also in line with today’s food trends like vegan, fermentation and awareness and education,” says Millard. “It but also for ensuring the ultimate safety of live foods,” says Yescas. is generally advised that pregnant women, raw-milk cheese. To garner added attention at the store the elderly, the very young and those with Today, it’s easier than ever to find level, these cheeses are more likely to be compromised immune systems avoid raw American-made raw-milk cheese. More showcased closer to where prepared foods milk cheese.” cheesemakers have adopted artisan meth- are being sold or near the front of the deli ods of production, modeling these cheeses department as opposed to the back. The Current Climate Those in the industry say the move in Europe has been increasingly heading Careful attention at every level of toward pasteurized cheese, but this is not necessarily the direction America is taking. “Here in the United States, we are production is important not only seeing small to medium cheese producers still focusing on raw-milk varieties, and for flavor but also for ensuring the America is leading in terms of innovation and steadfast determination to protect ultimate safety of raw-milk cheese. these products,” says Millard. Many American cheesemakers have adopted their own environmental standards, such as Andy Hatch of Uplands after historical European varieties as well Stores also are creating more space and Cheese Co. in Wisconsin, which makes as creating unique, new cheeses that branding for these raw milk products. One Pleasant Ridge Reserve. He only produces reflect their regions. example is Kroger stores, which incorpo- cheese when cows can graze on healthy The Raw Milk Cheesemakers’ rates Murray’s Cheese Stores within many pastures. “If pastures become stressed or Association is currently comprised of 50 of its locations. dry in the summer, we put hay in the fields cheesemakers located across the United “This gives consumers a sense of a sep- for the cows to eat, and we don’t use that States, and Slow Food’s American Raw arate marketplace,” says Yescas. “It’s sim- milk to make cheese,” he says. “Once the Milk Cheese Presidium includes 30 ilar to what Whole Foods first initiated in pasture is recovered, we’ll start making American-made, sustainably produced its locations.” cheese again.” raw-milk cheeses. It’s important to note that deli retailers When milk is pasteurized, the enzymes Consumers are also helping to fuel the can benefit from educating staff and cus- and bacteria that produce flavor and aroma trend, increasing the demand for artisan tomers about raw-milk cheese, including are destroyed, neutralizing complexity. cheeses and spending more for these vari- the origin, production process, health ben- Just because a cheese is made from raw eties, which can be pricier than industri- efits, pairings and flavors. milk, however, doesn’t guarantee it’s going alized cheeses due to significantly higher There are options for retailers. “Raw- to taste better than a pasteurized cheese. production costs. milk cheeses provide a wide variety of fla- Experts agree flavor is ultimately depen- Not only are they drawn to the taste vor notes and nuances within the product dent on the skill of the cheesemaker. of raw-milk cheese, but also to the health that is often lost when the milk is pasteur- Careful attention at every level of pro- benefits. This variety has slightly more ized,” says Millard. “These cheeses and the duction is important not only for flavor, vitamins and nutrients than pasteurized producers are worth saving.” DB

30 DELI BUSINESS FEB/MAR 2017

Raw Milk Cheese.indd 3 2/7/17 12:39 PM DELI MEAT

New Twists On An Old Favorite

Rotisserie chicken remains a profitable deli staple BY CAROL M. BAREUTHER

pit roasting or rotisserie grilling meats spun over an open What’s more, rotisserie chicken represents 7 percent of deli fire is an age-old cooking method. In fact, the world’s dollars and 11.6 percent of deli prepared food dollars, per data pro- oldest gastronomic society, the la Chaîne des Rôtis- vided by the Chicago-headquartered Nielsen Perishables Group, seurs, got its start in 1248 in Paris when King Louis for the 52 weeks ending October 29, 2016. This same data shows IX created a guild to improve the culinary art of roast- that rotisserie chicken represents the majority (42.8 percent) of Sing geese. Fast forward, rotisserie-cooked poultry is back in style deli chicken sales, followed by fried (21.3 percent), wings (16 per- thanks to a revival begun in the 1980’s by the restaurant chain cent) and appetizers (11.7 percent). now called Boston Market. “Tender and juicy, rotisserie-roasted chicken is an excellent The numbers certainly prove this point. Last year, an esti- focus for any meal and during any occasion. Since opening our mated 900 million rotisserie chickens were sold of which 700 flagship store in the U.S., Eataly NYC Flatiron, we have found million were rung-up through retail grocery and club chain regis- that the dish is a favorite among customers at La Rosticceria, ters, according to the Washington, DC-headquartered National our rotisserie counter,” says Fitz Tallon, executive chef at Eataly Chicken Council (NCC). NYC, an Italian-themed retailer in Flatiron that has 30 locations

FEB/MAR 2017 DELI BUSINESS 31

Rotisserie Chicken.indd 1 2/7/17 12:53 PM includes a growing preference for no-an- tibiotics-ever products.” It’s the theater aspect of rotisserie cooking that helps market these products in the deli.

Birds On Stage The look of the equipment used to make rotisserie chicken is becoming an essential part of the selling experience, says Sharon Olson, executive director of Culinary Visions Panel. “There is nothing like cooking on display to gain attention. In a recent Culinary Visions Panel survey, 62 percent of consumers said they liked open kitchens where they can see their food being made.” The importance of appearance, in PHOTO BY VIRGINIAROLLISON addition to the smells, is what attracts consumers to rotisserie displays. worldwide, five of which are here in the raised on Zimmerman Farm in Lancaster, “Theater display features of the rotis- United States. PA, where they are fed a strict diet free of serie will also be essential in producing growth hormones and preservatives. The impulse buys,” says Sarah Millard, senior What’s Trending? chickens also are free to roam. After arriv- communications specialist for Alto-Shaam, Size, flavor, even where and how ing at La Rosticceria, the birds are brined in Menomonee Falls, WI. If a customer chickens are raised are on-trend points for six hours, seasoned, tied by hand, can see the chicken rotating and cooking supermarket delis are using to differentiate and slow-roasted over an open flame. through the glass, they perceive the prod- stores from the competition. Eataly retails its rotisserie chicken for uct as fresh. Also, the look of the chicken “Cooked weight of birds is typically $5.80 per pound. will impact sales. Customers are look- between 36 to 48 ounces or enough to Beyond local, many chains are now ing for chicken browned to perfection, so serve four,” says Brad Dunn, director of focusing on healthy chicken products that equipment that cooks evenly with a crispy retail deli for Koch Foods, Inc., in Park are organic- and antibiotic-free to keep up finish is essential.” Ridge, IL. “Programs are trending to larger weight on the rotisserie birds, mostly due to supply and demand.” “Many stores are adding an in-store rub Size, flavor, even where and how such as lemon pepper or barbecue. Rotis- serie chicken with differing flavors and rubs chickens are raised are on-trend are very popular, and we continue to see this growing in sales,” adds Dunn. points supermarket delis are using Expanding flavors is an obvious way to increase sales. to differentiate stores from “A `Flavor of the Week’ can encourage shoppers to take an extra look,” the competition. says Thomas Super, senior vice president of communications for the NCC. “Also, rotisserie chicken breasts are becoming with consumer demand, according to Bar- Alto-Sham debuts its self-cleaning more widely available. While the breast bra Campbell, director of marketing for the rotisserie ovens this spring. In addition to offering of flavors tend to reflect those of Eaton, OH-based food equipment manu- self-cleaning, new features also include whole birds, it may be time to introduce facturer, Henny Penny Corp. automatic grease collection, touchscreen butter-basted chicken breasts.” “Rotisserie chickens are going to remain controls and seven browning levels. Some retailers are tapping into the local a go-to for today’s time-starved consum- Updated equipment and technology craze when it comes to rotisserie chicken ers, but that doesn’t mean they’re not going help take the labor out of preparation, while programs. A recent trend report from the to have the same expectations of grab- enhancing the merchandising potential. Culinary Visions Panel, a food-focused and-go food as they do with other items Some deli operators are moving away insight and trend forecasting practice based in the grocery cart,” says Joe Forsthof- from the traditional rotisserie equip- in Chicago, IL, shows 62 percent of con- fer, director of corporate communications ment and moving toward combi smokers, sumers are willing to pay a little more for for Perdue Farms, based in Salisbury, MD. according to Alan Sterling, director of food that comes from local producers. “They want to know where the food came marketing for Wayne Farms, LLC, in Eataly’s rotisserie-roasted chickens are from and how it was produced, and that Oakwood, GA. “These are time savers,

32 DELI BUSINESS FEB/MAR 2017

Rotisserie Chicken.indd 2 2/7/17 12:53 PM reducing cook time from 1 ½ to 2 hours to 50 minutes, and space savers in the back of house. It also allows the deli to not only prepare rotisserie chickens, but other food items, as well.” There are other equipment options for stores seeking the perfect fit. Delis without rotisseries or combi smokers can still offer rotisserie-like chicken to customers. The Broaster Co., based in Beloit, WI, offers its Broasterie chicken, which is marinated chicken seasoned with a rotisserie flavoring and pressure fried. The company sells the blended marinade, sea- soning and fryer. Delis also can diversify offerings in different ways. PHOTO BY VIRGINIAROLLISON By far, hot rotisserie-cooked chicken out sells the cold variety, says Koch Food’s several times throughout the day, accord- and dessert,” says Dunn at Koch Foods. Dunn. “Most customers are looking for a ing to Koch Foods’ Dunn. The animation “If you compare the supermarket bundles hot product that can be consumed imme- of the birds in the oven and the smells that to restaurant take-outs, you find that the diately. However, some supermarket it creates will help draw customers and sell value is generally greater at the supermar- retailers offer cold rotisserie chickens for it to them. However, today’s busy custom- ket. Where the supermarket struggles is those customers that are looking for meals ers want to get in and out of the store as marketing and communicating the bun- at a later date.” fast as possible, so if they have to wait until dle message to customers. Also, keep in How rotisserie chicken is displayed after more chickens are done, the chance of los- mind what the customers think the value cooking is also a key component to driving ing that sale is great.” is. Is the value the cost of the product or sales at the store level. is the value how fast and easy it is to pick “LED lights and custom graphics on Bundled Meals up dinner?” merchandisers are essential to attract cus- Bundling is a classic foodservice tech- Beyond the traditional bundle, one of tomers to the product,” says Alto-Shaam’s nique where rotisserie chicken is paired the biggest challenges in increasing sales of Millard. “Where the merchandiser is placed with seasonal sides and beverages and sold rotisserie chicken is that it has become a is also important. The best locations to as a meal deal at a promotional price. commodity. drive sales include the deli, as well as near Today, many customers are using curb- “The main presentation is price point,” Size, flavor, even where and how checkout lines to encourage an impulse side or take out at local restaurants for their says Eric Le Blanc, director of marketing buy for a meal to grab and go.” dinner needs. Supermarkets are beginning for Tyson Foods, Inc., in Springdale, AR. chickens are raised are on-trend In addition, timing and inventory are key to bundle meals to offer the same type of “To inspire customers to buy more often when it comes to rotisserie chicken sales. service with hot chicken. requires education and inspiration. That is, points supermarket delis are using The most successful thing a retailer can “This includes fresh deli sides like suggesting ways rotisserie chicken can be do is to make sure to be aware of peak mashed potatoes, macaroni and cheese, part of a fresh, flavorful, customized meal. to differentiate stores from traffic times and cook rotisserie chickens vegetables, fresh bread from the bakery The ability to customize is important to attracting Millennial customers.” the competition. This is where supermarket delis can expand offerings, creating a destination and increasing sales. Meal ideas Le Blanc suggests include a Chicken Pesto Croissant; Grilled Chicken, Avocado and Mozzarella Salad; and Rotisserie Chicken Tacos. “Retailers should consider offering packages of fixings to make chicken salad from rotisserie chicken,” suggests NCC’s Super. “Consider the very successful growth of the chain Chicken Salad Chick. The fixing packages would be refrigerated, have all the necessary ingredients for the salad except the chicken, and be located near the rotisserie chicken. Buy two chickens and get $1 off the bundle.” DB

FEB/MAR 2017 DELI BUSINESS 33

Rotisserie Chicken.indd 3 2/7/17 12:53 PM FEATURE Destination Deli

Cutting-edge offerings satisfy consumers the trifecta of value: freshness, customization and variety. Food bars can modern consumers be a double-edged sword, as half of the BY SHARON OLSON consumers surveyed love them because there are so many fresh ingredients available; yet, 62 percent will not return to a deli e have heard and read much The deli can be important to the if the salad bar is often messy. about restaurants within gro- perceptions consumers have about cery stores in recent years, yet the entire store. Forty-ﬁ ve percent of Customer Connection the deli has long been a destina- consumers surveyed said they decide The deli has a unique opportunity to Wtion for consumers interested in which supermarket they shop at based create personal connections with employ- fresh ingredients and prepared foods. This on the quality of the deli; furthermore, 67 ees and customers; in fact, 51 percent of department has a unique ability to satisfy percent believed if the food in the deli is the consumers surveyed said they trust the modern consumer’s seemingly insatia- fresh, then everything in the store is better. their local deli because they are familiar ble desire for food experiences. Whether Seasonal offerings are an important cue to with the employees behind the counter. it is offering new contemporary meals or freshness, as 50 percent of the consumers Trust is one of the most important and elu- time-honored traditional ones, today’s deli surveyed would order more from the deli if sive aspects of marketing today, and it is an can have the power to make your store a additional seasonal choices were available. attribute well worth cultivating. destination. Even though technology is facilitat- This year’s study explored unique The Power Of Fresh ing more and more transactions, personal aspects of the consumer’s food experi- Wide arrays of food and salad bars interactions can make a big difference in ences that provide business opportunities have become a regular feature of many customer satisfaction. Sixty-one percent for delis. Culinary Visions Panel surveyed delis today. Restaurant concepts like 3 of consumers said they love their local more than 1,000 consumers throughout Greens Market or Bea’s Market in Chicago deli because the employees are friendly. the United States to identify aspects of are capitalizing on this popular trend by Notably, 43 percent said they will usually shopping at the deli that make it unique, creating foodservice concepts that fea- skip making a purchase in the deli if employ- craveable and worth the trip. ture self-service food bars. These offer ees look bored. The Stats • 1,039 consumers were surveyed around the United • Consumers were surveyed in the United States States in regards to their food experiences when regarding their expectations, attitudes and visiting their local deli. behaviors at their local deli and various food markets. • Of these consumers surveyed, 32% lived in a 1 or 2 person household, 52% lived in a 3 or 4 COLOR KEY person household and the rest lived in a 5+ person household. Furthermore, 37% had no children, STRONGLY AGREE 19% had 1 child and the remaining had 2 or more children. AGREE

• 82% of the consumers surveyed were between NEITHER AGREE OR DISAGREE 18 and 54 years old. The remaining number of consumers were 55+ years old. DISAGREE

• The ratio of female to male consumers surveyed was STRONGLY DISAGREE 55:45 respectively. Source: Culinary Visions Panel Deli-Destinations 2017

34 DELI BUSINESS FEB/MAR 2017

Olsen.indd 1 2/13/17 12:28 PM The deli is a place where employee makes the deli a desirable destination for artisanal food products sold in their local knowledge and competence really matter. consumers who are on-the-go. supermarket deli. Competence goes beyond taking an order More than half of customers prefer International foods can make a deli a and fi lling it correctly, as 42 percent of the quick and convenient options, while oth- destination for many consumers, which is consumers surveyed said they love their ers prefer to savor the experience by taking why understanding the local community’s local deli because the employees anticipate advantage of in-store dining. Some stores tastes is important. Fifty-four percent of what they are going to order. make a serious commitment to in-store consumers like to shop for authentic inter- Seventy-four percent of consumers said dining by offering multiple dining concepts national foods at the deli. it is important that the employee behind and locations throughout a given venue Savvy sampling encourages custom- the deli counter can answer their ques- (each offering a different type of experi- ers to try new items. Fifty-six percent of tions about the food they are interested ence). In-store seating areas may be more consumers say sampling is important to in purchasing. Among other consumer family-friendly, while others are more them at the deli, and 71 percent say they interests, 63 percent said nutritional infor- focused on lunch customers dropping in are more likely to purchase something that mation about prepared foods is important. Learning about new foods and preparation Technology can add ef ciency for methods has become a great American pastime, as 67 percent of consumers sur- customers in a hurry who order online or veyed said they love learning about new foods by shopping around markets. via a phone app so they are able to grab and go when they get to the store. Slow Food Or The Fast Lane There is no question that consumers lead fast-paced, over-scheduled lifestyles during the workday. Designated adult-only they may not have considered if a sample that demand convenience. More than half areas appeal to those who want to enjoy a is offered. (57 percent) said that convenience is more wine or craft beer pairing with a snack to important than anything when getting a make any evening feel special. Take A Cue From Restaurants meal or snack from the deli. However, When it comes to food quality, ‘restau- there are some things that are worth the Surprise and Delight rant quality’ is considered the standard. wait, especially in the deli where 63 per- In general, consumers have expectations Seventy-two percent of consumers said cent of consumers were willing to wait for that supermarket delis only offer traditional they like a deli where the prepared foods service to get exactly what they want. foods. In fact, 52 percent said they would are comparable in quality to their favorite Technology can add effi ciency for cus- be surprised if the deli in a supermarket had restaurant. Forty-four percent said their tomers in a hurry who order online or via a more than traditional American foods. Yet, local deli could become their go-to eatery if phone app so they are able to grab and go almost half (49 percent) said they would the deli had a chef creating the menu. when they get to the store. This is the kind order more from the deli if more exotic Restaurants have been the traditional of competitive edge that levels the playing choices were available; additionally, 58 choice when dining away from home, yet, fi eld with quick-service restaurants and percent said they wish there were more even that may be changing, as consumers

EXOTIC OPTIONS DELI DRIVE SUPERMARKET SATISFACTION 49% of the consumers surveyed would order more from the deli if more 45% of the consumers surveyed decide which supermarket they shop at exotic choices were available. based on the quality of the deli. I would order more from the deli if more exotic I decide which supermarket I shop at based on the quality choices were available of the deli 30% 27% 23% 23% 20% 19% 18% 17% 12% 11%

Q: When you chose to dine at home or in a restaurant, how much do you Q: When you chose to dine at home or in a restaurant, how much do you agree or disagree with the following statements? agree or disagree with the following statements?

FEB/MAR 2017 DELI BUSINESS 35

Olsen.indd 2 2/13/17 12:28 PM scrutinize the wide array of choices they of consumers surveyed said they prefer to types of the same foods available, 49 per- have for dining on-the-go. Sixty percent of order catering from the deli when organiz- cent of consumers said they just order consumers surveyed considered the deli a ing family gatherings or celebrations. whatever is on sale. The majority of con- good option for prepared meals that they Although restaurants remain a primary sumers (54 percent) agree most of the could bring to work. With the sandwich as destination for celebrations, 54 percent of delis in their area offer similar foods, so it a lunch time staple, it is no surprise that 66 consumers would like their deli to offer does not matter where they shop. A deli percent of consumers surveyed considered catered meals as good as their favorite becomes a destination when the product the deli a good option for ingredients to restaurant. The presence of a chef in the mix is successfully curated. make lunch for work. deli was another plus, as 46 percent said Markets and food halls are the latest Fast casual restaurants have been their deli would be their go-to catering food scenes to draw consumer attention, aggressive at creating desirable and con- source if a chef was creating the meals. and there are many aspects of these expe- venient catering options for consumers. Consumers are constantly on the look- riences that can be successfully created in Fifty-one percent of consumers said the out for new affordable event venues, and the deli to make it a food destination. The deli was a great choice for simple catered some are even turning to teaching kitchens energy of a marketplace draws in custom- trays, but nothing more. The opportunity or organized events at their local super- ers, as 67 percent love the collaborative is certainly available for delis to add imag- market deli to change things up. These energy they fi nd at a food market. Sixty ination and appeal to simple catered trays experiences can make private parties feel percent like to roam around with a bev- with the wide range of available bread and more festive and hassle free, citing these as erage and absorb the whole environment condiment options alone. more imaginative and interactive than the of the market. Shopping and socializing More and more table service restau- typical restaurant experience. entice consumers to market experiences, rants are offering a quick-service window with 63 percent of consumers saying they or adjacent space for customers who Variety & Freshness Prevail love talking to vendors who are passionate crave a restaurant-quality meal on-the-go. Consumers who go out of their way about the food they sell. Separate checkout lanes are a must for to patronize a particular supermarket deli The deli is in a unique position to supermarket delis offering foodservice, but mention variety and freshness characteris- become the destination consumers crave there may be other imaginative options tics more than any other attributes. Food is for food and experiences. The secret to to get customers thinking about the deli unlike many other retail categories, where success is creating the right combination of instead of a local restaurant. merchants provide a limited assortment comfort and culinary adventure. DB Some supermarkets are taking their of goods in brick and mortar stores and a offerings on the road with food trucks or signifi cantly wider variety online. Food is a Sharon Olson is the executive director special pop-up venues to help build their personal business and customers like to see of Culinary Visions Panel, a division of brand and expand awareness of their offer- lots of choices when they are at the deli. Olson Communications based in Chicago. ings to a larger community of customers. Seventy-seven percent of consumers said Culinary Visions Panel is a food focused they loved delis that have an abundance of insight and trend forecasting fi rm that Celebration Destination options available. provides original consumer and culinary The deli is earning its place as a destina- Differentiated offerings are also import- professional research for companies in the tion for family parties. Forty-four percent ant to success. When there are too many food industry.

FRESH IMPRESSIONS EMPLOYEE KNOWLEDGE IS MEANINGFUL 67% of the consumers surveyed believe that everything in the store is 74% of the consumers surveyed believe it is important that the better if the food in the deli is fresh employee behind the deli counter can answer their questions about the food they are purchasing. If the food in the deli is fresh, it makes me feel that everything in the store is better It is important that the employee behind the deli counter can answer my questions about the food I am interested in purchasing COLOR KEY STRONGLY AGREE 39% 45% AGREE

NEITHER AGREE OR DISAGREE

DISAGREE 28% 29% STRONGLY DISAGREE 22% 18%

6% 5% 4% 4% Q: When you chose to dine at home or in a restaurant, how much do you Q: When you chose to dine at home or in a restaurant, how much do you agree or disagree with the following statements? agree or disagree with the following statements?

36 DELI BUSINESS FEB/MAR 2017

Olsen.indd 3 2/13/17 12:28 PM Refrigerated Foods.indd 1 2/6/17 3:13 PM BLAST FROM THE PAST MIXING TRADITION AND MODERNITY In 1920, Felice and Mario Beretta opened a butcher shop and delicatessen and transformed the meat processing business into an industry in step with the times. Between 1960 and 1965, following the success of the fi rst supermarkets, Giuseppe and Vittore Beretta decided to expand the company’s production activity by investing in and diversifying the production of pre-packaged cold cuts. The fi rst plant in Italy was established in 1976 and specialized in the production of frankfurters under the brand name Wuber. In the decade between 1990 and 2000, Beretta started con- quering foreign markets; in 1997, a production unit was acquired in New Jersey. Then, in 2015, a new production site was established in Mount Olive, NJ. or more than 200 years, manufacturer Beretta has been The secret of the company’s success throughout the many years committed to bringing into Italian homes all the specialties of it has been in business is continuous innovation in response to the authentic-cured meats and Italian cuisine on a daily basis. Its diverse needs of an evolving market and its consumers. Fproducts combine tradition, modernity and quality. Beretta is present in almost all European and non-European The long history is quite colorful. The Beretta family founded the countries and is one of the most active and well-known Italian food business on May 5, 1812 during the reign of Napoleon Bonaparte. exporters. “Made in Italy” is not only a brand; it is a harmonious This is when the fi rst factory was established with a notarial deed blend of culture and nature, renewed tradition and the genuine taste in Barzanò. It was this fi rst offi cial document that embodies all the of quality products. This is why Beretta is the ambassador of Italian passion of two centuries that has remained unchanged together products throughout the world. with the group’s values, enthusiasm and dedication to the Italian- Today Beretta products are sold in more than 40 countries and cured meat industry. the group has four factories abroad.

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INFORMATION SHOWCASE Receive supplier information fast using the Deli Business Information Showcase. Here’s How: Contact the advertiser directly via the website, email, phone or fax listed in the ad. COMPANY PAGE# CATEGORY PHONE Atlanta Foods International ...... 11 ...... Cheese ...... 404-688-1315 BelGioioso Cheese, Inc...... 27 ...... Cheese ...... 877-863-2123 Blount Fine Foods ...... 39 ...... Soups ...... 800-274-2526 Campofrio Food Group America ...... 15 ...... Deli Meats ...... 804-520-7775 Campofrio Food Group America ...... 23 ...... Deli Meats ...... 804-520-7775 Castella Imports ...... 14 ...... Mediterranean Specialties ...... 866-CASTELLA Couturier North-America, Inc...... 2 ...... French Cheese ...... 518-851-2570 DeIorio’s Frozen Dough ...... 18 ...... Pizza Dough ...... 800-649-7612 George E. DeLallo Co...... 40 ...... Cookies ...... 800-433-9100 IDDBA ...... 5 ...... Trade Association...... 608-310-5000 National Confectioners Association ..... 9 ...... Sweet Snacks ...... 202-534-1440 Piller Sausages & Delicatessens Ltd. ... 24 ...... Deli Meats ...... 800-265-2628 Placon ...... 21 ...... Packaging ...... 800-541-1535 Refrigerated Foods Association ...... 37 ...... Trade Association...... 770-303-9905

38 DELI BUSINESS FEB/MAR 2017

Blast-Index.indd 1 2/13/17 12:31 PM Blount.indd 1 2/3/17 2:28 PM DeLallo.indd 1 2/8/17 5:50 PM