By Bernard Pacyniak // EDITOR-IN-CHIEF

t’s an impressive “Food is my art,” she exclaims. “It resume: Chocolatier; was fun for me to experiment.” entrepreneur; political The experiment evolved into activist; consultant; experience as she began working Inew product developer; foundation in catering while in high school, chairman; industry volunteer; eventually specializing in making At-a-Glance philanthropist. Of course, let’s not desserts and confections. forget wife, mother and foodie. “You have to remember that at the Sara Clair’s accomplishments cover time [mid 1970s], the Bay Area, beginning Brown & Haley a lot of territory. But if there are two with Chez Panisse, was the leading edge Headquarters: Fife, Wash. reoccurring themes that connect Candy for food entrepreneurs,” Clair points out. (165,000 sq. ft.) Industry’s 72nd Kettle Awards recipient It was within that environment Clair Plant: Tacoma, Wash. (110,000 to all the hats she’s worn and wears, it’s enrolled at Stanford University, taking sq. ft., three major lines) chocolate and the kitchen table. her culinary creativity with her. It’s no Sales: $60 million - $70 million As one might expect, Clair’s love of surprise then that Clair’s major was go- (Candy Industry estimate) chocolate started at an early age, and at ing to be “interdisciplinary,” a self-driv- Employees: 300 the kitchen table. en program that involved taking formal “I was 8 when I made my fi rst batch classes alongside research courses. Output: 2.5 million Roca brand of chocolate chip cookies,” she says. “You could take business pieces daily “Brownies followed shortly thereafter.” school classes alongside industrial Roca brand confections are sold in As Clair goes on to explain, her engineering; it was a marvelous time,” 65 countries mother was an excellent cook. And one she recalls with a smile. Brands: Roca, of her grandmothers was a baker and It was during this period (1978) that Roca, Mocha Roca, Peppermint candy maker, albeit not a professional. Clair not only took on a full academ- Roca, Dark Roca, Macadamia “She simply made it for the family,” ic load, but also kicked off her Roca, Sea Salt Caramel Roca, she adds. new business, chocolate truffl es. Roca Thins, Mountain Bars, Mountain Thins Oh yes, cook books happened to be The enterprising young woman her romance novel of choice as a tween. had developed a methodology to ex- Products: Buttercrunch toffee, “I loved reading the Good tend the shelf-life of her premium, fresh chocolate bark, caramel, clusters, chocolate mints, bars. Housekeeping cook books, eventually cream Silver Elegance truffl es. moving up to Julia Child and She hand-dipped at night, attended Management team: Pierson Lenotres.” classes in the morning and delivered Clair, vice chairman & ceo; But Clair did more than simply to the Bay area’s gourmet retailers in John Melin, president and coo; David Armstrong, sr. v.p. supply enjoy reading cook books, she the afternoon. Driven is one way to chain /operations; Sara Clair, embraced the craft. describe her. director of product development; Ken Rosenberg, director of U.S. sales; Rick Nicks, director of international sales; Kathi Rennaker, director of marketing.

With Mt. Rainer as a backrop, Sara Clair, Brown & Haley's director of product development, proudly holds the 72nd Kettle Award in front of the Memorial Globe in Tacoma's Thea's Park. Photo by Pierson Clair IV.

20 CANDY INDUSTRY August 2017 WWW.CANDYINDUSTRY.COM Brown & Haley’s director of product development takes home Candy Industry’s 72nd Kettle Award. Her recipe for success lies in the scientific method, spreadsheets and sheer drive. METHOD M i

WWW.CANDYINDUSTRY.COM August 2017 CANDY INDUSTRY 21 Sara Clair and Kathi Rennaker, Director of Marketing, inspect Sea Salt Caramel Roca pieces that will be launched this fall.

potential customer — he was initially rebuffed several times — Pierson realized he was attracted to the accomplished chocolatier, regardless whether she was going to buy his chocolate or not. “I remember our fi rst date; I took her to Ghirardelli Square,” he says. “I asked if she wanted a hot fudge sundae. She declined, explaining that she sampled chocolate all day long. Well, I ordered one. It was then I noticed she began sampling my sundae. I knew then she was my kind of woman.” Marriage followed suit, then children, Elizabeth and Pierson IV. During this time, Sara continued to work as a consultant, Photo by Pierson Clair IV focused on product development. As the children grew, so did their role in being their mother’s taste panel. “Everything starts in the kitchen,” she explains. Thus, it Sara and Pierson Clair display their Kettle Awards (2017 and 2011) next wasn’t unusual to see product samples laid out along with score to a historic copper kettle used in the production of Roca confections. sheets during the week. Math drills were conducted using Oreo cookies and Jelly Belly jelly beans. Upon completing her masters, Clair committed to starting Even trips to the supermarket refl ected Sara’s work in the her own business. kitchen as she pointed out successful new product launches on “I signed a lease to sublet factory space in Redwood City,” the shelves, which had their origins at home. she says. “The company was called the Ultimate Food Co., “How many people do you know that have a Hilliard’s since chocolate is the ultimate food. I also joined RCI [Retail chocolate melter and a Robot Coupe food processor in their Confectioners International]." kitchen?” she asks. In 1983, Clair looked to show her products to the world by Sara’s creativity in the kitchen took on a more personal exhibiting at the Winter Fancy Food Show in San Francisco’s connection when Pierson accepted an offer from Brown & Haley Moscone Center. in 1997 to become president of the company. “At that time, there was only one Moscone Center, not like “It was the perfect next step,” she explains. “Here was the the two they have today that are connected by an underground opportunity to take a beloved iconic brand and strengthen it by walkway,” she says. “All the new exhibitors were relegated adding fl avors and focus.” to a room under the escalator, while established companies Thus, when Sara joined Brown & Haley’s research and were located in the main room. However, 15 minutes before development team in 1998, she was both thrilled and cautious. the show opened, I received word that a space had opened up “ was what we called an ‘orphan brand,’” she says. in the main room because one company failed to arrive. The “There was just one fl avor and perhaps two package sizes. Almond show organizers asked me, since I was fi rst on the list [she had Roca was the brand. We wanted Roca to be the brand while signed up a year in advance] if I wanted to move to the large introducing new fl avors, such as or macadamias.” hall. So I packed up my products and went from a 10 x 10 to a Nonetheless, the fi rst rule of thumb was to see what 10 x 20 booth. It was like getting an upgrade; it was marvelous. consumers were saying about the brand, fi nding out what they There were buyers from across the country.” would like to see. Fortunately, for Sara and Pierson, a local drug Of course, it would be like Clair to register for the show a store chain, Bartell’s, happened to be the perfect proving ground year in advance. It’s part of that interdisciplinary mix that has for customer feedback. served her so well. It’s also a personality trait that caught the The chain, which was 22 years older than Brown & Haley — it eye of Pierson Clair. was founded in 1890 while Brown & Haley emerged in 1912 — had At the time, Pierson was working for Blommer Chocolate a tremendously loyal clientele who were Almond Roca fans. Co. as its West Coast Vice President. After calling on her as a Nonetheless, when it comes to introducing a new fl avor or product, “The consumer has to give you permission,” Sara

22 CANDY INDUSTRY August 2017 WWW.CANDYINDUSTRY.COM Numbers game

While reminiscing with Candy Industry, awards; Ellen (1985) and Melvin (2009) Pierson Clair, vice chairman of Brown Gordon being the fi rst. & Haley and a 2011 Kettle Award Sara acknowledges that there were recipient, compared his day-after the- many congratulatory phone calls and award experience, with his wife, Sara, emails from women in the industry the 2017 recipient. recognizing her accomplishment as “The day after I received the Kettle a female. Admitting that she had Award, I was in the booth and there butterfl ies that evening, Sara really were all these people coming up to didn’t think that the award would go me and congratulating me, from past to her. Pierson Clair helps Sara with the copper kettle winners and nominees to friends in the “The odds were against me,” she says, during Candy Industry's Kettle Awards reception. industry,” he says. “Meanwhile, when pointing out that the other nominees, Sara received the Award this year, she “I’m sure there will be many more which included Shawn Askinosie of didn’t get a chance to be in the booth women who, in the years to come, will be Askinosie Chocolate, Steven Genzoli of on Wednesday. In fact, she had arrived nominated. There’s so much talent and Ghirardelli Chocolate and Kirk Vashaw early at McCormick Place to lead the dedication.” of Spangler Candy Co., represented an Confectionery Foundation student “outstanding” group of industry leaders. Oh yes, Pierson also pointed out another industry day.” difference between his experience and But Sara beat the odds, as she often But people did come to the booth. Sara’s. Flowers. does. She’s also optimistic that more Many shouted out “No. 3,” in reference women will follow. “She received so many flowers, both to to Sara being only the third woman the office and to the house,” he says. “I to receive the Kettle Award. Others “There are great women in the never received flowers.” reminded Pierson that he and Sara industry who are doing remarkable were only the second couple in Kettle work building their companies and Of course, there was that meaningful Awards history to receive individual strengthening the industry,” Sara says. boutonniere.

emphasizes. After experimenting and testing with a multitude or one that was too mild. It took us six months and 50 samples of fl avor options, Sara and her team launched Mocha Roca, before we decided on the right chocolate. which featured dark chocolate and espresso beans. “It’s all about the scientifi c method,” she says. “You change Again, thanks to extensive sampling — Brown & Haley has one thing at a time and then sample it. There are no surprises.” an outlet kiosk outside its manufacturing plant that draws That process provides the R&D team the confi dence it loyal customers continuously, an ideal format for testing new needs to choose the right recipe before launch. It also allows a product launches — Mocha Roca debuted. free-wheeling approach to ideas and innovations. It was a success, but then the groundwork had been laid for As Pierson explains, the research and development its acceptance. team, which incorporates Pierson, Sara and John Melin, As Pierson explains, it took 80 years (Mocha Roca debuted in the company’s president, and Kathi Rennaker, director of 2003) before Almond Roca had a companion fl avor. marketing, as well as heads of manufacturing and others as Since then, the company has launched 14 new products needed, is in constant percolation. and fi ve additional Roca fl avors — Cashew, Dark, Macadamia, “I’ll be walking through the plant when someone will draw Peppermint and most recently, Sea Salt Caramel. me aside and tell me we should consider doing a coconut All have been successful. Sea Salt Caramel, which will come Roca,” Pierson says. “And I’ll tell them to explain this to me, the out this fall, promises to be a rookie sensation, with expecta- reasons why, etcetera. And I’ll take it back to the team and we’ll tions that it will soar to No. 2 in sales within a couple of years. discuss it.” “We’re a small company, and when we launch a new As it turns out, there are some production challenges with product, it has to be right,” he says. coconut, but that doesn’t mean the idea is dead. It’s Of all the new Roca fl a v o r simply on hold for further review. In the launches, Dark Chocolate proved interim, there are plenty of projects in the to be the most challenging. pipeline, such as packaging. “It was critical to fi nd the “We’re always updating right chocolate, one that packaging, developing would blend nicely with the different package sizes, warm fl avors,” Sara sometimes for specialized explains. “We wanted a dark gift baskets and other times chocolate component but customized for a retailer,” without the strong tannins Sara says.

WWW.CANDYINDUSTRY.COM August 2017 CANDY INDUSTRY 23 Next Generation graphic arts students are mentored by Jelly Belly's Jana Perry and Brad Smith of Utah PaperBox. Bill Kelley (holding award) from Jelly Belly is honored for his five years of service as Confectionery Foundation vice chairman. (L. to R.) Confectionery Foundation Secretary/Treasurer Katherine Clark, board members Matt Pye and Linda Sahagian, Vice Chairman Rob Nelson; Bill Kelley, outgoing vice chairman; Chairman Sara Clair and Jennifer Burke, Next Gen coordinator.

Mentor Guides Laura Bergan of Barry Callebaut and Katherine Clark of Capol LLC (far left) provide students with a taste of chocolate and its Promotion in Motion's Dave Fleischer (back row, right) dons a history at the Barry Callebaut booth at Sweets & Snacks Expo. confectionery mask with students at the Melville Candy booth.

But as one would expect from an in- “It was an opportunity to educate become chairman of the newly formed dividual who has bachelor’s and master’s and then hope common sense would Confectionery Foundation. degrees, Sara’s world extends beyond just prevail,” Sara explains. It worked; the “The paperwork for the foundation product development. It also encompass- initiative to repeal the candy tax passed had just been finalized as a non-profit es grass-roots politics, industry involve- with a 60 percent approval rate. 501(c)(3) non-profit organization,” she ment and foundation work. Typically, one kind of success gives recalls. “Bill Kelley of Jelly Belly was One would be remiss in not pointing birth to another. In this instance, Sara’s asked to serve as vice-chairman. The out Sara and Pierson’s efforts in advocat- involvement in Initiative 1107 as well role of the foundation was still unclear, ing Initiative 1107, which repealed the as her work with the Greater Metro but we had three main goals: education; state tax on candy in Washington. Parks Foundation in Tacoma, led to philanthropy and research.” “There were a lot of phone calls and what many view as one of her crowning Surprisingly, all it took was one meetings,” she recalls. Six months of achievements. In 2011, then NCA day to determine exactly what the those, to be exact. President Larry Graham asked Sara to foundation’s focus should be. After

Alanna Stillo with Amy Ciaglo, Nicholas Tolzien and Mary Butka from Ferrara Candy (left) and Rick Brindle of Mondelez (right) chat with engineering students during the Career Fair organized by the Confectionery Foundation at Sweets & Snacks Expo.

24 CANDY INDUSTRY August 2017 WWW.CANDYINDUSTRY.COM an eight-hour strategic meeting, it was clear that the industry had jobs that needed to be filled, but that there weren’t enough skilled workers to fill those jobs. “So here it was November, and we have the largest gathering of confectionery companies in the United States coming up in May,” she explains. “The challenge was how to get young people to come in and learn about the industry.” The cold-calling of schools began in earnest. The kitchen table became command central, Pierson recalls. Foundation’s Next Generation to be guided through the Expo. “Then “Sara loves spreadsheets,” he adds. program for students visiting Sweets there’s lunch in the briefing room,” She does and they work for her. & Snacks Expo — which they do at she continues. “So, for example, we At the Sweets & Snacks Expo in their own cost — included a Career had a panel of young professionals 2012 — for the first time — there were Fair. Seven companies — ADM, Barry discussing the transition in business 50 students and faculty representing Callebaut, Elmer Candy Co, Ferrara communication skills from college to four schools. Despite having no Candy Co., Edward Marc Brands, the professional world. Engineering funding, it was an auspicious start for Lindt North America, and Mondelez students engaged in discussion with the Foundation. International participated. Herm Rowland, Karen Brown and Jim Now in its sixth year, The 100 volunteers from the industry Greenberg while others were given a Confectionery Foundation selected act as mentor guides, booth hosts, virtual reality tour by Mark Lozano of 100 students and faculty from 23 speakers, and company representatives tna North America.” schools across 10 states to learn about at the career fair during the Sweets The Career Fair follows lunch and the industry during the Sweets & & Snacks Expo, Sara explains. The then there’s a return to the show floor. Snacks Expo in May. Twenty of those students are segregated into groups A Thank You reception concludes students were in robotic engineering of seven or fewer matched with an the day’s activities, whereby college programs, 20 in food science, 15 appropriate guide. For example, students mingle and share their of which were advanced degree Katherine Clark from Capol led a group resumes with the mentor guides and programs, 30 from culinary schools of food science students while Rob other industry professionals. and the remaining from business, Nelson from Elmer’s Candy, guided Organizing such an effort with marketing, graphics, advertising, and business students and Mary Beth so many moving parts can be communications programs. Geraci, Carlin Group, hosted marketing. overwhelming. Thank goodness “These are the kinds of students The student groups typically have for Sara’s love of spreadsheets. The we need to fill jobs in the industry,” two booth appointments scheduled in “spreadsheet lady” proudly displays she says. This year, the Confectionery the morning, which allows them time a color-coded poster board that

Sara Clair presents program speakers Anthony Takitani, chairman, Sara Clair (far left) and Pierson Clair (top center) join the National Hawaiian Host; Keith Sakamoto, ceo and president, Hawaiian Host; and Confectioner Association's Libby Taylor (front, center) during the Charles Morrison, president, East-West Center; with gifts during the Washington Forum last September. (Photo courtesy of Candy & Snack 2015 Western Candy Conference held in Maui, Hawaii. Today)

August 2017 CANDY INDUSTRY 25 WWW.CANDYINDUSTRY.COM “It’s all about the scientific method. You change one thing at a time and High school robotic students tour the Brown & Haley manufacturing plant with Sara Clair. then sample it. There are no surprises.

SARA CLAIR, Eagle Packaging Machinery's Pick & Place Automation precisely loads each Roca container DIRECTOR OF PRODUCT into the case while simultaneously orienting all WeighPack's 24 head PrimoCombi multi-head DEVELOPMENT, BROWN & HALEY logos to ensure that shipments are retail-ready. ” weigher with three product mixing weighs product before it is bagged. out. Not only is it educational and detailed all student and mentor guide a networking gold mine, she adds, but activities during that Wednesday “It’s really an important event where it’s done in a manner that’s more at the Sweets & Snacks Expo. Event members of our industry can make their relaxed and “in the spirit of the West.” planners, take note. voices heard in our nation’s capital,” Sara Next year the Western Candy Obviously, the Confectionery says. She cites the creation and growth of Conference will mark its 85th anniver- Foundation has come a long way. the Candy Caucus (members of Congress sary. And, thanks to Sara’s formidable Sara credits the volunteers, many of who support legislative issues involving organizational skills, the group has them executives and leaders in the the industry) as well as the last vote on made several improvements, ranging industry, who willingly give their reforming the Sugar Program in the Farm from earlier announcements about the time. And there’s more to come: the Bill (most sup-port ever from annual meeting and website registra- organization is in the process of Congressional leaders on revamping the tions to an improved site selection working with companies to establish Sugar Program). process and the introduction of spon- internships and an engineering “It’s the best way to educate officials sorship opportunities. scholarship fund and expanding about what is important to our base, to Despite all these accomplishments, the map of American candy factory understand how families in our Sara remains focused on doing the tours and outlets at ConfectionLink. communities are affected,” Sara says. work. Regardless whether it’s help-ing org/plan-trip. Naturally, this year’s “They do pay attention to what we’re grow Brown & Haley through new Kettle Awards recipient invites anyone saying. It’s our chance to be engaged product launches and new packaging; who’s interested in volunteering to citizens.” building the Confectionery Founda- send her an email at Foundation@ And she also encourages candy tion’s success stories; expanding par- ConfectionLink.org makers to attend the Western Candy ticipation in the Washington Forum As intense as is her involvement in Conference, an organization that’s and Western Candy Conference; or the Confectionery Foundation, she’s close to her heart as well as her hosting guests for a Taste of the North- also vested in the NCA’s CandyPAC and organizational prowess. west, she’s on it. Washington Forum, urging all candy “It’s just called Western because the makers and suppliers to participate. conference is held out West, but Her kitchen never closes. it’s open to everyone,” Sara points

26 CANDY INDUSTRY August 2017 WWW.CANDYINDUSTRY.COM