Fancy Food Show

fancy food show 3 TUESDAY DAILYOFFICIAL JANUARY 21, 2020 BY THE NUMBERS 8 • SOUND OFF 11 • SAN FRANCISCO FOOD SCENE 12 • TODAY’S LINEUP 14 • FLOORPLAN 18 HAPPENING TODAY Edible Spoon Wins Front Burner 9 – 9:45 a.m. Disruption, Transformation, Foodservice Pitch Competition and You: Talks with Specialty Food Innovators By Arielle Feger Main Stage Now you can have your cake and eat the spoon, too. 10 – 11:30 a.m. Planeteer’s Incredible Spoons You Eat won last night’s Front Maker Session: Show & Sell: Burner Foodservice Pitch Competition. It beat out Savencia Cheese Strategic Packaging Bootcamp Pourable Cream Cheese, pitched by Bob Trently, and Maud Borup Maker Space Fizzy Drink Bombs, pitched by Christine Lantinen. 10:30 – 11:30 a.m. The U.S. disposes of 100 million plastics after a single use each Expansion and Opportunities in day, and 91 percent of biodegradable plastic ends up in landfills Plant-Based Dairy Alternatives Big Idea Stage, Front of Aisle 1800 instead of being reused or recycled. With its spoons, Planeteer aims to reduce the amount of waste sent to landfills. 11 a.m. – 12:30 p.m. Incredible Spoons come in table-size and dessert-size options, Building Your Brand the and in sweet and savory flavor varieties, including Black Pepper, ‘Right’ Way: A Panel with Houlihan Lokey Caraway Seed, Indian Masala, Vanilla, and Chocolate. Main Stage “It took us two years and 80-plus trials to get the shape and the taste right,” said Dinesh Tadepalli, co-founder, Planeteer. 11:30 a.m. – 12:30 p.m. Big Idea Talks See FRONT BURNER p. 3 Big Idea Stage, Front of Aisle 1800

1 – 2:30 p.m. Trend Landscape Tomato Jerky, Oat-Milk Lessons from Incubators Maker Space Ripe with Opportunity Butters, Baobab Juice By Denise Purcell Hint at Trends from Day 2 How the trend-tracking process helps brands and By Denise Purcell CBD Offers High buyers in their businesses was the major topic Fruit- and vegetable-forward plant-based foods, Risk, Reward Datassential’s Mike Kostyo focused on in yesterday’s especially snacks, oat milk dairy-free alternatives, and session, Be Your Own Trendologist, Understanding the By Arielle Feger functional beverages are some leading trends seen by Specialty Food Trend Landscape. the SFA Trendspotter panel on Day 2 of the Winter “CBD is the highest reward, highest “We’re social creatures. We like to share what Fancy Food Show. risk, most rapidly changing product we’re cooking, which ingredients we’re using, The panel is composed of buyers, chefs, industry out there today,” opened Jeni Lamb what we’re eating,” said Kostyo, trendologist for watchers, and educators, who have been combing the Rogers during her Big Idea Talk, Datassential, a market research firm steeped in trend- exhibit halls to report daily on emerging and evolving yesterday. And it shows no signs of tracking software, predictive analytics, and consumer trends. Here are some of the latest they have spotted, stopping. Legal agricultural hemp insights. “A trend is the product of that shared with examples of each. More product examples can be production is moving forward, in part knowledge and communication.” found throughout the show floor. because of the 2018 Farm Bill, which Trends follow a four-stage cycle, he explained: allows for the lawful marketing of inception, adoption, proliferation, and ubiquity. New Directions in Plant-Based hemp that contains less than 0.3 Adoption, Kostyo said, is the innovation-engine stage From products with pumped up protein via legumes, percent THC. However, there are where many specialty foods fall because it churns out to a refocus on fruits and vegetables themselves in several caveats to the bill, including cool and trendy products that are catching on. Ancient whole-food form, innovations continue in plant-based an approved State Hemp Program grains and cold brew coffee are good examples, he said. foods. Snacks, particularly, are trending said the panel. or USDA Domestic Hemp Program “We also see companies that are playing in the “While plant-based meats and savory replacements and a Drug Enforcement Agency inception stage where they are introducing something have been on the scene for some time, plant-based registration requirement for labs. uncommon. Recent examples in the market include snacks seem to be the rage this year,” said Andrew Starbucks’ introduction of the flat white, Canadian Freeman, trendspotter and founder of af&co. See CBD p. 4 See LANDSCAPE p. 3 See TRENDS p. 4 Photo:

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FRONT BURNER continued from p. 1 The spoons are all natural, vegan, non-GMO, and have a one-year shelf life, he said. They last 45 minutes when used with cold desserts and 25 minutes with hot foods. Planeteer manufactures 50,000 spoons per day, with 1 million spoons eaten since February 2019. The spoons have won multiple awards, including a 2019 SKS Future Food award. In addition, to set off its carbon emissions, Planeteer plants 250 trees for every 100,000 spoons that are made. The company hopes to go beyond just spoons, according to Tadepalli. Currently in development are edible forks, smaller spoons, straws, and a coffee stirrer. A variety of other flavors, including cinnamon, are also being developed. Judge Rafi Taherian, associate vice president of Yale Hospitality at Yale University said of Incredible Spoons, “It’s a relevant product and it performs very well.” Incredible Spoons also won the Fan Favorite award for the night, which was voted for live by attendees of the event that was hosted by James Beard Award- winning cookbook author, international cooking teacher, and renowned chef, Joanne Weir. In addition to Taherian, this year’s judges were Rachel Perez, a category specialist for Tony’s Fine Foods in Sacramento, Calif. and Chris Doering, national sales director for European Imports. They gave high scores to the spoons in each of the categories of innovation, quality, and chef-appeal for foodservice.

LANDSCAPE continued from p. 1 retailer Loblaws' launch of cricket flour, and Arby’s venison sandwich, Q: What effect have the 25 percent Kostyo said. While on the show floor, buyers and brands can try to understand trends tariffs that were imposed on your in terms of these stages. “What are the early-stage inception foods and goods in Oct. had on your business? beverages you’re seeing? In the ubiquity stage, it may be a chocolate chip Compiled by Julie Gallagher cookie, but how is it different and exciting,” he said. When identifying a trend versus a fad, Datassential looks at four areas: “There hasn’t been too much of an impact 1. Media-driven hyper growth. Think unicorn foods and beverages or yet since they only took effect at the end of other products that shoot to high growth and attention. “That’s not October and we work with customers who sustainable,” said Kostyo. “And if you’re reading about it in blogs more had bought inventory through to the end than seeing it on shelves and menus, it’s usually a media-driven fad.” of the year. We foresee business slowing and our customers may have to pass on 2. Limited true need. “If you find yourself saying ‘that’s interesting,’ or costs to consumers. It’s really debilitating ‘that’s weird,’ it’s likely a one-off and not a trend." to be under this cloud of uncertainty.” 3. Underlying need. The reasons cauliflower took off are because it is TOM GELLERT, PRESIDENT OF ATALANTA neutral, plant-based, and versatile as far as categories it can be used in, Kostyo said. Ingredients like that are probably going to stay around. “There is a great deal of uncertainty and the 4. Steady, sustainable growth. Tracking something that is growing steadily looming threat of increased tariffs. It makes it but slowly is an indicator of longevity. very difficult for companies like ours when we As for categories or ingredients that will be taking off, based on Datassential’s have no idea about the duration of the tariff. Very few foods can absorb this level of tax.” Haiku prediction engine, Kostyo noted that “pretty much sure things” to grow in the future, include: ancient grains (85 percent predicted growth); Nashville JIM WALKER, JOINT MANAGING DIRECTOR hot chicken, which is breaded, deep fried and heavily spiced (119 percent); AND MARK KLEINMAN, CEO, WALKER SHORTBREAD tajin, chile-lime seasoning (108 percent); kombucha (103 percent); matcha (86 “We produce brie and soft ripened pressed percent); cultured butter (5 percent); hard seltzer (61 percent); turmeric (93 cheese and these cheeses are on the list of percent); and plant-based (81 percent). products that may be subject to future tariffs. Trends matter because they impact what we have access to, said Kostyo, We would take a lower margin in the short- citing that between 2007 and 2012 the number of kale farms in the U.S. term, but if the tariff was more than 35 percent, doubled, increasing access of the vegetable to more consumers. They also help I’m not sure we’d survive in the U.S. market.” companies reach specific demographics (e.g. ramen appeals to Gen Zs more CHRISTEL VIBRAC, KEY ACCOUNT MANAGER, than Boomers); food producers manage their brands, and the industry plan for FROMAGERIE HENRI HUTIN the future. “Even if you’re not introducing something right away, it helps you think a few years in the future, what should I be introducing,” he said.

3 SHOW NEWS

CBD continued from p. 1 Since the Farm Bill did not change the current framework, the FDA States are Racing Full Speed Ahead cannot regulate hemp as a food or supplement, meaning its inclusion in food Many states are taking the law into their own hands and creating legislation and beverages is still illegal. As such, the FDA has begun to send out warning to make hemp legal in food and beverages, despite the fact that it is still letters to companies making overt curative claims and marketing products illegal on a federal level. that contain hemp to children. Of the total number of warning letters that Colorado acknowledges the federal position, but enacted a policy to went out, 73 percent focused on companies selling food products that include legalize hemp in food and beverage as long as it: chocolate, gummies, cookies, and non-dairy creamer. • Meets the definition of hemp and comes from a state with an Companies are also at risk of consumer litigation. Consumer lawyers are established and approved industrial hemp program • Clearly labels hemp as an ingredient on the lookout for companies making overt curative claims or misrepresenting • Clearly discloses the presence of CBD and how much the amount of CBD within a product. In addition, there is a wave of drug • States that the “FDA has not evaluated this product for safety and efficacy” testing lawsuits, where consumers who use products that are marketed as • Prohibits all health or benefit claims THC-free have failed drug tests administered by their employers. This may • Contains less than 0.3 percent THC become an increasingly common issue and brings up the question of whether Indiana requires a QR code on the label of any hemp product, as well as: drug tests should be created to distinguish CBD from THC. • A batch number What Does the Future Hold? • A website for batch information • An expiration date within two years of manufacture Looking ahead, Rogers believes that these • The milligrams of low THC hemp extract types of claims may hit the courts in the • The manufacturer coming years: • A declaration that the product contains no more than 0.3 percent THC • Claims over disease and structure Utah, Florida, and Texas are also following and expanded on the QR code function as false and misleading approach with detailed certificate of authenticity requirements. • Claims over sustainably grown and organic labels Utah COA requirements include: • Claims over natural labels (as companies try to • Cannabinoid profile • Heavy metals • Method of analysis distinguish themselves from synthetic CBD) • Solvents • Batch number for each test • Claims over country of origin • Pesticides • Date received performed • Claims around Prop 65 (hemp soaks up heavy • Microbials • Date completed metals like arsenic and lead very easily) Florida and Texas require all of the above, plus a full list of specific pesticides. See CBD p. 30 TRENDS continued from p. 1 Fruit- and vegetable-focused plant-based innovations include: Down to Eat Veggie mixes, which combine raw vegetables into meat alternatives such as broccoli burgers; Mooney Farms Bella Sun Luci Tomato Jerky; Pitaya Plus frozen organic jackfruit and passionfruit bite-sized pieces; and Sugimoto Co., Ltd., Shiitake Mushrooms, naturally cultivated outdoors on sweet sap oak logs and grown by local farmers on Kyushu, a southern island of Japan. In the plant-based snack realm, The Daily Crave’s Beyond Churros are made with a grain-free blend of Functional Beverages black beans, red lentils, potato, and cassava. Don Bugito protein snacks are Functional beverages are part of the overall rise in popularity of specialty made from edible insects, and inspired by pre-Columbian Mexican cuisine, beverages that is helping to spur specialty sales, said Mintel’s David and Everton Toffee Company Sunflower Chips are made with sunflower Lockwood and David Browne in the education session, 5 Key Drivers in kernels. Specialty Food, held on Sunday. The Trendspotter panel also sees continuing Oat Milk Takes Dairy-Free Center Stage innovations in functional beverages, in particular those with antioxidant, Dairy alternatives continue to grow, with oat milk dominating at the prebiotic, and probiotic benefits. Examples include Teranga Baobab Juices, show as new products are introduced in creamers, butter, confections, and made with baobab, an antioxidant- and prebiotic-rich fruit grown on trees RTD beverages. Some examples include Califia Farms Oatmilk Creamer, throughout Africa; Tarta, a sparkling balsamic seltzer that has similar Endangered Species Chocolate Oat Milk Chocolate Bars, Rise Brewing Co. functional benefits as sipping vinegars; Alo Drink Collagen Aloe Water; and Oat Milk Latte Nitro Cold Brew Coffee, and Miyoko’s Creamery cultured Mayawell Sparkling Prebiotic Beverage. vegan oat milk butter. The official SFA Trendspotter panel Winter Show trends will be released soon in Specialty Food News.

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Food's Plant-Based Future How have you seen the vegan category change over the years you’ve been in business? Schinner is making ‘cheese’ and ‘butter’ without cows. When I started my first vegan business 30 years ago, I was constantly By Arielle Feger explaining why to everyone. When you have to explain the reason, it limits adoption and growth. Miyoko Schinner is the founder and CEO of Miyoko’s Creamery, a food brand combining culinary traditions with food technology to make cheese It was recently announced that Miyoko’s Creamery will work with a dairy farmer to convert farmland to plant and butter without cows. Through an innovative proprietary process that agriculture for human consumption. Do you plan to merges food science with old-world creamery methods, Schinner has scaled expand that program to other farms across the U.S.? the production of fermented cheese and cultured butter made from plants We are going to start with one, and then see where it goes from there. In and replaced animal-dairy products on the shelves of more than 10,000 the beginning, we want to find someone who is geographically close so retailers nationwide. that it is easier to work with them. Schinner will speak on a panel titled Expansion and Opportunities in Plant-Based Dairy Alternatives, taking What’s the biggest challenge you’ve faced in the last few years and how did you overcome it? place on the Big Idea stage today at 10:30 a.m. We've only had good challenges, but the biggest What’s the one thing you want people has been scaling the innovation from benchtop to take away from your session? to commercialization. New technology often doesn't have established routes and processes To be inspired by the exciting things to commercialization, so creating them was a coming out of this space and understand huge challenge. that we are all a part of a new food economy and ecosystem that is going to Where do you see the food industry heading in the next 10 years? have major impact on the planet, human health, and even animals, both wildlife The future of food is going to continue to and domesticated. trend heavily toward innovation in plant- based products, which will be an extremely exciting period in food and cultural history.

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EDITOR PRESIDENT DIRECTOR, MEMBER CO-CHAIRWOMEN DENISE PURCELL PHIL KAFARAKIS DEVELOPMENT & OUTREACH TRISH POHANKA LOUIS HELMS Brandstorm Inc./Natierra MANAGING EDITOR TREASURER AND SENIOR 646.878.0161 VICE PRESIDENT, FINANCE & STRATEGY JULIE GALLAGHER [email protected] BECKY RENFRO BORBOLLA IRENE MATH CONTENT ASSOCIATE Renfro Foods Inc. INTERNATIONAL DEVELOPMENT VICE PRESIDENT, ARIELLE FEGER MANAGER TECHNOLOGY & INNOVATION VICE CHAIRMAN MIMO BOULEFRAKH CONTRIBUTORS RIC CAMACHO CHARLIE APT JANET FLETCHER 646.878.0151 Sarabeth’s Kitchen VICE PRESIDENT, HUMAN RESOURCES TANYA HENRY [email protected] LISA GAUCHEY BOARD FINANCIAL OFFICER GRETCHEN VANESSELSTYN GLOBAL DEVELOPMENT EXECUTIVE LORI KING VICE PRESIDENT, MAX VALLARIELLO ART DIRECTOR ENGAGEMENT & EXPERIENCE Stonewall Kitchen 646.878.0183 MICHAEL GAGE COSTA BILL LYNCH [email protected] SECRETARY PHOTOGRAPHY VICE PRESIDENT, MEMBER SUSAN ERIKSEN LOOP 7 DEVELOPMENT & OUTREACH MEMBER DEVELOPMENT MANAGER, Char Crust, Inc. LEO SQUATRITO EAST COAST GREG GOULSKI BOARD OFFICERS PRODUCTION DIRECTOR VICE PRESIDENT, EDUCATION, 646.878.0116 JULIE BUSHA MARK KROENCKE PHYLLIS JEFFERSON GOVERNMENT & INDUSTRY RELATIONS [email protected] Nicole Foods/Slawsa KeHe Distributors LLC RON TANNER PUBLISHER MEMBER DEVELOPMENT MANAGER, CHRIS CROCKER WEST COAST CASE FISCHER NONA LIM JUSTIN MELENDEZ Fischer & Wieser Nona Lim Specialty Foods, Inc. 646-878-0135 EMILIO MIGNUCCI [email protected] JILL GIACOMINI BASCH Di Bruno Bros. Point Reyes Farmstead Cheese Co. JON PRUDEN TASTE DAVID GREMMELS Rogue Creamery LEE ZALBEN Peanut Butter & Co. BETH HALEY DPI Specialty Foods

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The Winter Fancy Food Show is a great place to see the latest trends and innovations in the specialty food world. Here are some numbers that reflect new innovations and how SFA members are shaping the future of food. 7,000 The square footage of La Cocina’s Municipal Marketplace, a community marketplace in San Francisco's Tenderloin district that will feature women- and immigrant-owned businesses.

The number of years that it took Marguerite Zabar Mariscal to rise from Momofuku intern 8 to its first-ever CEO.

The71 number of first-time exhibitors at the 2020 Winter Fancy Food Show.

The number of startups participating 48 in Incubator Village. Offerings include The expanded number of innovative, sustainable, and global food SFA's sofi Award categories in 2020. solutions, including regional flavors from The operational aspects of the Africa and the Middle East, a variety of program will be facilitated for the plant-based snacks, and edible insects. first time by the Rutgers Food 32 Innovation Center.

8 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com TASTE THE MEMORIES

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AI Poised to Change Food System I never understood the underlying reason behind food waste until I entered the retail environment. It's because those who are responsible for the waste by Arielle Feger don't have the proper tools or direction to correct it. Stefan Kalb started his career in the food industry in 2009 when he founded What’s the biggest challenge you’ve faced in the Molly’s Salads, a healthy grab-and-go company. However, after growing last few years and how did you overcome it? Molly's to more than 400 locations across the Pacific Northwest, Kalb saw Data integrity. The food supply chain is plagued by poor data. We've had the problems of food waste firsthand. In 2016, he co-founded Shelf Engine to to build our own AI to fix and manage data so that the forecasting AI can help grocery stores reduce waste and increase profits. function well. Kalb shares what show attendees can expect from his Big Idea talk and Where do you see the food industry heading in the next 10 years? how AI is changing the food system. His session, Radically Increase Your Profits with Your Ordering and Merchandising, will take place today at The back-of-house operations will be automated 11:30 a.m. on the Big Idea stage. or enhanced before many of the other aspects of retail are automated. Imagine things like What are some benefits or drawbacks to AI technology? automated receiving, automated inventory, AI can replace a ton of busy work so that you can do more important automated accounting, and so on. things for your business. But, if you apply AI to the wrong part of your What’s the one thing you want people business, you could be losing your core competency. to take away from your session? How did working in a retail environment You're leaving a ton of money on the table— affect your perception of food waste? but you don't see it.

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A Helping Hand You also need to focus on people. It is difficult for startups to recruit talent because they often don’t have a lot of funding. Another issue arises from an Industry when someone is not a fit and you have to let them go since the cost to train Entrepreneur and do it all over again is extremely burdensome for startups that rely on one or two founders to make all the decisions. There is just not enough time in a By Arielle Feger day to run a business, grow, and recruit. “We all play an important part in Access to investment is another common reason startups fail. In an ideal the food and beverage industry, world you would want to start your business and run it profitably but it’s very whether we work in it or simply as hard (and rare as a result). You always have upfront costs and once you have consumers,” says Vincent Biscaye, your product, packaging, and people worked out, you want to grow faster. founder of Step Two Advisors LLC. In recent years, there has been more capital available to startups than ever Biscaye is a former commodity before, even in the early stages. derivatives trader with a strong passion for food and beverage. After How do you use your personal experience of spending 10 years between Paris, London, and New York, he left finance to founding a company to work with startups? pursue an entrepreneurial career and focus on developing brands in the CPG Having had a role in a startup was instrumental in building my advisory space, leveraging his financial expertise and business acumen. firm. I don't believe you can do a good job as a consultant if you don't In 2014, Biscaye joined Love Grace Inc., a cold pressed juice company. understand what your clients are facing everyday. Shortly after, he founded Step Two Advisors LLC, a boutique advisory firm Working with my partners at Love Grace for two years exposed me to the for early stage startups in food and beverage and became partner and CFO of day-to-day challenges of a food entrepreneur and how to overcome them. I BeyondBrands. Recently, he became the director of finance and co-founder of decided to take my learnings (mostly from my mistakes) and share them with an accelerator program called BeyondSKU, which launched in September. my peers. Biscaye’s session, Five Takeaways from Six Years in the Specialty Food Industry, will take place on the Big Idea stage today at 11:30 a.m. Where do you see the food industry heading in the next 10 years? What’s a common pitfall that startups I expect to continue to see movers and shakers winning shelf space from the experience and how can it be avoided? larger companies that have been dominating the industry for decades. Going from idea to product is the first hurdle startups are confronted with. We are seeing it in the cooler sets (plant-based non-dairy foods like yogurts, It is usually a long process and sometimes costly if done right (formulation, cheeses, and butters, as well as alternative meats), in the grocery aisle (plant- testing, and studies). Once you have a product on hand, you need to work based sauces, nut-based flours), in the frozen section (non-processed "fresh on branding and packaging. Most success stories in recent years were not to frozen" meals, vegetables, smoothies) and obviously in the beverage exclusively the result of a great product. It’s one of the rare occurrences in category which is the most dynamic one (kombuchas, mylks, functional which the outside matters as much as the inside. You can disrupt an industry items, and so on). by being creative on how a product looks on the shelf or how practical it is From animal welfare, to regenerative agriculture, I expect to see new for the consumer to use. standards arise, driven by the consumer demand for environmentally friendly and healthy food.

10 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com SOUND OFF industry voices

One of the most important parts of working in specialty food is developing strong partnerships with industry colleagues. Part of that process involves those with experience working as mentors to those who are newer to the business. Here, several respected specialty food leaders offer advice to other buyers. What tips do you have for specialty food buyers?

“Walk the entire trade show. Don’t just focus on your “Taste everything. Don’t believe data. Don’t believe categories or what your buying responsibilities are. people who walk in with IRI and Spins and let that be Learn everything. This [industry] is always changing your decision making. If you don’t know how to cook, so your role as a buyer is always going to change. you’d better learn. You’re doing a disservice to the You want to stay involved and up to date. And be industry if you’re not truly a user of every product you open and engaged with the community. Don’t try to approve. Know it, study it, take it home, test it, read manage your categories and buying in a bubble. Most the instructions. Maybe they don’t work. It’s that kind people in this industry want to help you succeed and of feedback you’re going to give the manufacturers if you as a buyer understand that they want to help that could make or break them in the marketplace.” you put great products on the shelf and build great —Rex Howell-Smith, Central Market programs, that is only going to make you look better.” —Dwight Richmond, The Fresh Market “One should understand basic math, know how to negotiate, be in love with the process, “I’ve been doing this since 2005 and I never stop and love food. It’s something you can get learning, reading, talking to people, or asking immersed in and it’s a way to understand and questions. It always surprises me when I ask appreciate cultures. It’s a great journey.” someone what are you excited about or what —Ken Blanchette, FreshDirect are you seeing that’s new. Talk to your suppliers about what’s coming down the pike. They won’t necessarily tell you unless you ask. Always ask “Be out there in the store stocking products. It gets questions and manage your relationships—keeping you hands-on with the products but also exposes you relationships strong is a huge part of growth.” to customers. They’ll ask questions and you’ll get a —Scott Case, DiBruno Bros. Imports sense of what they’re looking for, what matters to them, what you don’t have that they may want. It gives These answers are excerpts from the Specialty Food you an insight into what they’re cooking at home, Association’s recently released Professional Food Buyer how they’re using a product. Get your hands on the Certificate Program, created in cooperation with eCornell. This self-paced program enables buyers to better product: get dirty, unload trucks, talk to the drivers. understand and develop an appreciation for the key Go to local distributor tabletop shows because they principles and best practices associated with supply chain management, strategic partnerships, strategic are very informative and close to your marketplace.” sourcing, and product success in the food industry. TO —Richard Tarlov, Canyon Market LEARN To learn more, visit learning.specialtyfood.com. MORE:

11 SAN FRANCISCO FOOD SCENE

Incubator Empowers Small Businesses with Community Marketplace

PHOTO: LA COCINA By Arielle Feger La Cocina, a nonprofit incubator focused on providing affordable kitchen space and mentorship to women- and immigrant-led food businesses, is working to bring a marketplace to the Tenderloin district of San Francisco. La Cocina’s Municipal Market will feature seven businesses that sell healthy, affordable meals to area residents who often lack access to fresh produce and/ or cooking equipment. The marketplace will create 30 to 40 jobs in the area of the city that has one of the highest unemployment rates. “La Cocina's Municipal Marketplace was born out of La Cocina's strategic planning work in identifying the needs of working-class entrepreneurs in a rapidly changing city, as well as an opportunity to partner with the city on a Africa, Mexico, and a San Franciscan bodega. Matters and the Tenderloin Community vital corner in the heart of our working-class All are owned by members of the Tenderloin Benefit District. The space will also be used Tenderloin district,” says executive director, Caleb community. The mix includes both established for job training, business classes, and cooking Zigas. “Projects like this will only truly serve their and fledgling restaurants, which was intentional, demonstrations. community if they come from those communities. as La Cocina wanted to create an informal mentor Since opening in 2005, La Cocina has helped As such, they can be platforms for residents, a program where the business owners could rely on cultivate low-income food entrepreneurs as they home away from home for families and a signal of each other for guidance, according to Zigas. formalize and grow their business by providing what our cities can and should accomplish for all Chef Guadalupe Moreno is the owner of Mi affordable kitchen space, industry-specific technical of their communities." Morena, one of two Mexican restaurants within assistance, and access to market opportunities. A Four years ago, Randy Shaw, executive the marketplace. Mi Morena offers Mexico City community marketplace presented a way for it to director of the Tenderloin Housing Clinic, street-style guisados tacos featuring handmade further support entrepreneurs and the Tenderloin approached Zigas about transforming a corn tortillas and grilled meats. Moreno says she’s community at large. 7,000-square-foot former U.S. post office into excited to be a part of the marketplace “because La Cocina recently hired a community a community-led marketplace. Situated on it's giving me an opportunity as an immigrant manager to help the organization become a the corner of Golden Gate Avenue and Hyde entrepreneur to showcase my culture and food in constant player in the Tenderloin district. The Street, the building is central to the Tenderloin my own neighborhood.” manager will attend community meetings, field community. The project is based on a replicable, But the marketplace won’t just be a food questions, and offer tours of the marketplace to sustainable business model that’s designed to feed destination, says its manager Sarah Qadri. It will help gain the trust of the community before it the community and fosters its growth. have a robust calendar of community-serving opens its doors. The seven restaurants that were chosen programs in partnership with other Tenderloin Municipal Marketplace is on track to open in include cuisines from Nepal, El Salvador, Algeria, community organizations, like Because Justice Q1 2020 but La Cocina is trying to close its capital campaign, with a goal of reaching $5.4 million to cover construction, permits and utilities, interior design, kitchen and A/V equipment, facade improvements, and administrative costs. More information can be found here: sites.google.com/ lacocinasf.org/municipalmarketplace. La Cocina will participate in the Winter Fancy Food Show’s Incubator Village located on the Esplanade Level of Moscone Center. It will exhibit alongside three of the companies it incubates, including Teranga, which uses organic and wild ingredients from Africa in its products and will Maria del Carmen, Guadalupe Moreno, Mi Moreno Estrellita's Snacks Dilsa Lugo, Los Cilantros participate in the Municipal Marketplace. PHOTOS: ERIC WOLFINGER

12 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com WELCOME TO FRANCE @WINTER FANCY FOOD SHOW 2020 Booths 569 to 651

MOUTARDERIE

ÉLEVEURS AGERS AFFIN FROM EURS

Discover what France is bringing to the table! France is back at the Fancy Food Show with what make its success throughout the world : cheese, pastries & biscuits, honey, gourmet products, oil & mustard...

Come and discover the richess & diversity of French products. Find out more about our exhibiting companies on our website: events-export.businessfrance.fr/fancyfoodshow/

Processed Food & Vegetables Condiments

Ingredients & Frozen Specialities Bakery

Chocolate, Sweets & Biscuits Cheese & Dairy

Gourmet Food

Get in touch with : @businessfrance_northam @BF_Food [email protected] #FrenchPavilion #FrenchPavilion [email protected]

Show Daily 2020 V1.indd 1 16/12/2019 16:16:02 TODAY'S LINEUP

Tuesday, All sessions take place on Level 2 unless otherwise noted. January 21 Open to all attendee and exhibitor badge holders unless otherwise indicated. Limited capacity. Entry is on a first-come, first-served basis. Subject to change. Please visit the Fancy Food Show app for the most up-to-date speakers and schedules.

9 – 9:45 a.m. 10:30 – 11:30 a.m. 11 a.m. – 12 p.m.

Disruption, Expansion and Opportunities in Building Your Brand Transformation, and You: Plant-Based Dairy Alternatives the “Right” Way: Talks with Specialty A Panel with Houlihan Lokey Big Idea Stage, Front of 1800 Aisle Food Innovators Plant-based dairy alternatives have made waves Main Stage Main Stage in retail over the past few years. Plant-based milks Join a panel of emerging branded superstars who now make up 13 percent of the entire milk category. Join SFA President Phil Kafarakis for in-depth will deconstruct how they have been able to thrive In the past year alone, plant-based cheese and conversations with the most intriguing minds on the regardless of the deal environment. Brandon Ng, ice cream grew 19 and 27 percent respectively, food scene today. Houlihan Lokey, will mine the firm’s deep history of illustrating the incredible opportunity in this sector. assisting food entrepreneurs with the sale of their Speakers: Moderated by companies to help attendees understand the best Phil Kafarakis, Specialty Food Association Sabina Vyas, Plant Based Foods Association ways to build a food company. Marguerite Zabar Mariscal, Momofuku Panelists: Moderated by: Chloe Sorvino, Forbes Miyoko Schinner, Miyoko’s Creamery Brandon Ng, Houlihan Lokey Heba Mahmoud, Elmhurst Panelists: Michele Kessler, REBBL Kai Nortey, Kubé Nice Cream Russell Barnett, My/Mo Mochi Ice Cream Brian Rudolph, Banza Ilana Fischer, Whisps Cheese Crisps

11:30 a.m. – 12:30 p.m.

Big Idea Talks

Big Idea Stage, Front of 1800 Aisle Join innovative thinkers for informative and provocative talks on our Big Idea Stage. Speakers: Vincent Biscaye, Step Two Advisors

RUSSELL BARNETT VINCENT BISCAYE ILANA FISCHER PHIL KAFARAKIS Stefan Kalb, Shelf Engine MY/MO MOCHI ICE STEP TWO ADVISORS WHISPS CHEESE SPECIALTY FOOD CREAM CRISPS ASSOCIATION Continued on p. 16

STEFAN KALB MICHELE KESSLER HEBA MAHMOUD BRANDON NG SHELF ENGINE REBBL ELMHURST HOULIHAN LOKEY

KAI NORTEY BRIAN RUDOLPH MIYOKO SCHINNER CHLOE SORVINO SABINA VYAS MARGUERITE KUBÉ NICE CREAM BANZA MIYOKO'S FORBES PLANT BASED FOODS ZABAR MARISCAL CREAMERY ASSOCIATION MOMOFUKU

14 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com

TODAY'S LINEUP

Maker Space Sessions

10 – 11:30 a.m. 1 – 2:30 p.m. Maker Pass: $99 member / $199 non-member Show & Sell: Strategic Lessons from Incubators Our educational pass provides access Packaging Bootcamp to the Maker Space sessions for In this informal discussion hosted by SFA all three days of the Winter Fancy Whether you’re debating bottles or pop-tops, Vice President of Education, Government, Food Show. The Maker Space will wondering what you can (or should) claim on your and Industry Relations Ron Tanner, you’ll feature classes designed for current box, translating your pouches for a new channel hear from the creative business minds and prospective producers and or just itching for a high-impact brand refresh, this behind successful incubators. suppliers of specialty food on topics course will empower you with innovative tips and Speakers: like scaling up your business, setting tools to assess your existing packaging and apply Sarah Masoni, Oregon State University immediately to your development process. your pricing, selling to new channels, Natalie Shmulik, The Hatchery navigating ecommerce, and more. Speaker: Sign up at any registration counter. Victoria Ho, SherpaCPG

VICTORIA HO SARAH MASONI NATALIE SHMULIK RON TANNER SHERPACPG OREGON STATE THE HATCHERY SPECIALTY FOOD UNIVERSITY ASSOCIATION

thank you to our Sponsors

GOLD LEVEL SPONSOR Incubator Village Powered by SAP GOLD LEVEL SPONSOR The Basics

GOLD LEVEL SPONSOR Front Burner GOLD LEVEL SPONSOR Incubator Village SILVER LEVEL SPONSOR SILVER LEVEL SPONSOR MOBILE APP The Basics The Basics SPONSOR

16 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com What’s NEXT in Food Located on Level 2 at the Moscone Center, What’s NEXT in Food is a “show within a show” designed to inform, inspire, and promote the items you’ll want to have on your shelves and menus. The new attraction features:

THE FINE CHOCOLATE INDUSTRY ASSOCIATION FINE CHOCOLATE PAVILION includes a speaking stage for educational presentations about the fine chocolate industry and exhibit space for fine chocolate samplings and pairings. The Specialty Food Association has partnered with FCIA, a nonprofit organization that supports development, innovation, and best practices in the fine chocolate industry, on this area.

FINE CHOCOLATE PAVILION EDUCATION FORUM AGENDA TUESDAY, Jan. 21 FINE CHOCOLATE PAVILION EXHIBITORS 10 – 10:40 a.m. • Biocacao Ecuador • KahKow Welcome Remarks and Moderator “Biocacao” S.A. • Lake Champlain Chocolates Speaker: Jean Thompson, Seattle Chocolate • Blommer Chocolate Co. Inc. • Lok Foods • Chef Rubber • Madécasse Chocolate & New Trends in Fine Chocolate • Chocolate for the Spirit Vanilla Speakers: Clark Guittard, Guittard; • CocoaTown • Malagos Chocolate Brad Kintzer, TCHO; • Conexion • Mānoa Chocolate Matt Caputo, A Priori Distribution • Dam Good Chocolate • Raaka Chocolate Company • Seattle Chocolate Company 11 – 11:40 a.m. • Dandelion Chocolate • Sonoma Chocolatiers The Art of Chocolate Tasting • Dick Taylor Craft Chocolate • Sweet55 – Swiss Chocolates Speaker: Maricel Presilla, IICC and Gran Cacao • D’origenn S.A.S. & Confections • Glarus Gourmet, Inc./ • TCF Sales 1 – 1:40 p.m. Chocotransfersheets.com • TCHO Cacao and Tea: Finding the Right Balance • Guittard Chocolate • To’ak Chocolate Speaker: Erin Andrews, Indi Chocolate Company • Tomric Systems, Inc. • Indi Chocolate LLC • Valrhona 2 – 2:40 p.m. • JBM Packaging Chocolatiers & Chocolate Makers Perspectives: Business Practices, Support & Sourcing From Farmers NEW BRANDS ON THE SHELF Speakers: Bill Guyton, FCIA; features up-and-coming SFA member candidates Julie Bolejack, Chocolate for the Spirit; who are exhibiting at the Fancy Food Show. James Le Compte, To’ak Chocolate; Ursula Schnyder, Sweet55 They include: • A Boring Life • Mrs. Chips Cookie • Amlu Foods • Ounce Cookies LLC • Avocado Leaf Tea, LLC • Pro Rich Nutrition THE PLANT-BASED PAVILION • Crave Up Foods, LLC • T Ventures Inc. features plant-based food makers who are • Grow Real Food, LLC • Vixed Baking Company bringing innovation and excitement to the • Hungry Squirrel • Vood burgeoning category. • Kreative Gourmet LLC • Waves Caribbean • Before the Butcher • Nuttin Ordinary, LLC • Marghana LLC • Blum • Outstanding Foods • Coconut Cloud • Plant Based Pantry • Eclipse Foods • P-nuff • The Gardener Cheese • Sorbatto Company, Inc. • Upton’s Naturals • Good Planet Foods • Vegan Heavenly • Hope & Sesame Delights • Longeve Brands FLOORPLAN OVERVIEW

a c

g f e VISIT LEVEL 2 FOR j Presentations and Sessions h Hear from influential thinkers on forward-looking research, the retail landscape, industry d disruption, and the future of food.

Maker Space Classes Sessions and conversations on topics important to i specialty food makers. Front Burner: A Foodservice Pitch Competition Exhibitor participants show off their products to a panel of expert foodservice buyers. Hosted by James Beard Award- What’s New, What’s Hot! Showcases 2019 sofi Awards Showcase Display winning cookbook author a f and chef Joanne Weir. Targeted showcases featuring hundreds of new foods Highlighting the winners of the prestigious and beverages, gift ideas, and natural and organics. 2019 sofi Awards for excellence in SFA Member Update Meeting specialty foods and beverages. and Leadership Awards b What’s NEXT in Food g World Champions Tour SIAL Celebrate the outstanding This area includes New Brands on the Shelf, the FCIA Learn about trends that will shape the future of contributions of the Leadership Fine Chocolate Pavilion, the Plant-Based Pavilion, and Award winners while learning food worldwide, in collaboration with SIAL Paris. about how the SFA is shaping The Science Behind the Mediterranean Diet workshop. the future of food. Incubator Village Taste It Live c h SFA’s What’s NEXT in Food MeetWINTER up-and-coming specialty food stars FANCYat the earliest stage. LearnFOOD about and sample products SHOW in specific highlighted categories. What’s NEXT in Food is a “show within a show” designed d SFA News Live i Big Idea Stage to inform, inspire, and promote Interviews with industryJANUARY trailblazers, creative gurus, critics, and 19More - thought-provoking 21, 2020 presentations and the items you’ll want to have icons. Also availableWINTER via social media and on specialtyfood.com. FANCY panels focused FOOD on the future of food. SHOWon your shelves and menus. e SFA Benefits Hub j SFA Social Pop-Up Learn about the Specialty Food Association’s programs and Take a selfie inside the SFA Social Pop- member benefits, sign up to becomeJANUARY a member, reserve booth Up,19 share it, and- win 21, a prize. 2020 space for upcoming shows, and relax in the exhibitor lounge.

18 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com JETRO WFFS 2020_AD_10.50×13.50.pdf 1 2019/12/18 11:47

M Winter Fancy Food Show 2020

Y CM Moscone Center South Hall MY

CMY K 850-869, 950-965

FOLSOM STREET ⬇ ▲

S ⬇ ⬇ Hwy SOUTH ⬇ 80 JAPAN PAVILION HALL

FOLSOM STREET FOURTH STREET South Hall Entrance Moscone Moscone South West

THIRD STREET BART/Muni THIRD STREET Powell St Moscone Station North

MISSION STREET

BART/Muni Montgomery St Station Powell-Hyde Line Powell-Mason Line FOURTH STREET

NORTH HALL

MISSION STREET — ADVERTISING SECTION —

BelGioioso’s New New Organic Salad American Grana® Dressings Snacking Cheese Created with the same This 70-calorie snack dedication to quality and is the newest addition delicious taste, BRIANNAS to BelGioioso’s popular introduces its new line of snacking cheese line. organic salad dressings American Grana® is an that will please consumers extra aged Parmesan, looking for healthy, on- a bold snack with a trend, flavorful choices full, nutty flavor. Each in the salad dressing individually-wrapped aisle. Six flavors—Organic portion has 6 grams of Apple Cider Vinaigrette, protein, and is a convenient, Rich Poppy Seed, Real portion-controlled size French Vinaigrette, Red for shredding with a BOOTH 1143 Wine Vinaigrette, Honey BOOTH 6245 rotary grater. Available pack size: 10/5.28-oz. bags with 8/0.66-oz. Ginger Vinaigrette, and Mango Vinaigrette—contain no gluten, high individually-wrapped packages. BelGioioso Cheese Inc.; 920.863.2123; fructose corn syrup, or MSG. Real French Vinaigrette is sugar-free. [email protected]; belgioioso.com; Facebook: @BelGioiosoCheese; Five are kosher and all are certified organic by the USDA and the Instagram: @belgioiosocheese California Certified Organic Farmers (CCOF).BRIANNAS Fine Salad Dressing; 979.347.6100; [email protected]; briannas.com; Facebook: @BriannasSaladDressing; Instagram: briannas_salad; Twitter: @BRIANNAS_Salad

Welcome to the Gelato Fiasco’s French Pavilion Eco-Friendly Paper Business France, the Pints national agency supporting Check out Gelato Fiasco’s the international new look! The company development of the French has replaced its plastic economy, is delighted to jars with eco-friendly be back in San Francisco paper pints, saving more for the Winter Fancy Food than 2 million plastic Show. Over the course containers annually. Its of the next three days, distinctive flavors of gelato meet some of France’s and sorbetto are smooth, finest producers, all of creamy, and packed with whom are contributing to chunks and swirls. Be sure the industry’s dynamic to try Maine Wild Blueberry growth with their innovative BOOTH 569 Crisp, Mascarpone BOOTH 5300 products and valuable know-how. Discover ready-to-eat meals, Pistachio Caramel (sofi Silver 2017), Big Ole Peanut Butter Pint (sofi frozen desserts, macarons, fine biscuits, cheeses, dairy products, and Silver 2018), Ripe Mango (sofi Gold 2016), and the new Deep Maine condiments from all the regions of France. Woods Brownie, inspired by a black forest cake. Gelato Fiasco/Maine Don’t forget to stop at Business France’s Welcome Booth International Trade Center; 207.607.4002; [email protected]; 569, where the Business France team will help you make gelatofiasco.com; Facebook: @gelatofiasco; Instagram: gelatofiasco; the most of your visit. Business France; +00.33.1.40.73.34.01; Twitter: @gelatofiasco [email protected]; businessfrance.fr; Twitter: @BF_Food; #FrenchPavilion Gerber Finance: Greatest Tomatoes Driven by Potential, from Europe Purpose and Profit Culinary masterpieces for As a leading expert at you to enjoy. Come see financing long-term and taste why a can of profitable growth, Gerber European tomatoes is a Finance Inc. establishes a culinary treasure in your connection between your kitchen. Enjoy cooking growing business and its sessions every day from people—centered vision 11:30 a.m. - 2:30 p.m. in to build the right financial Booth 1151 in the South Hall. solution for the long run. “Greatest Tomatoes from Through an assessment Europe” is not a specific of individual credit needs, brand, but the slogan of a Gerber Finance creates campaign co-financed by a tailored financial BUSINESS SERVICES ROW the European Commission BOOTH 1151 partnership for companies experiencing accelerated growth or promoting preserved tomatoes made 100% in Europe. Discover more seasonality in their activity. Driven by Potential, Purpose and Profit. at greatesttomatoesfromeurope.com. Proud Gold Level Sponsor Gerber Finance; 212.888.3833; [email protected]; gerberfinance. of the Front Burner Foodservice Pitch Competition. Enjoy—it’s com; Facebook: @gerberfinanceinc; Instagram: gerberfinanceinc; from Europe! Greatest Tomatoes from Europe/ANICAV; 310.850.9154; LinkedIn: Gerber Finance Inc. [email protected]; +39.081.7342020; [email protected]; greatesttomatoesfromeurope.com; Facebook: @greatesttomatoesfromeurope; Instagram: greatesttomatoesfromeurope — ADVERTISING SECTION —

The Only True Ready-to-Cook Gruyère AOP in the Maine Lobster Tail World Kits Only Le Gruyère AOP Luke’s Lobster was born Switzerland is handmade out of the dream of Maine in 170 small batches from a native and third-generation recipe that has been passed lobsterman Luke Holden to down for centuries. Its bring quality, affordable unique, savory flavor starts lobster rolls to New York with the raw milk of cows City—and its lobster is now that are sustained in local retail ready. fields, and the maturation Luke’s Lobsters’ ready- is completed in local cellars to-cook Maine lobster tail and caves under strict kits are perfect for grilling, supervision. broiling or steaming. Each Gruyère AOP is 100% BOOTH 2361 kit comes with two nitrogen- BOOTH 5305 natural, 100% additive-free, and naturally free of lactose and frozen lobster tails, a packet of organic lemon garlic marinade, and gluten—as it has been since it was first produced in 1115 A.D. For tips for thawing and cooking. Its ready-to-eat wild Maine lobster more information, visit gruyere.com. Le Gruyère AOP Switzerland; meat features claw and knuckle meat with a packet of Luke’s secret [email protected]; +41 (0) 26 921 84 10; Facebook: seasoning, perfect to make a lobster roll at home or enjoy atop pasta, @GruyereAOP; Instagram: @Gruyere_AOP salads, and more. Luke’s Lobster/Maine International Trade Center; 207.283.1303; [email protected]; lukeslobster.com; Facebook: @Luke’sLobster; Instagram: lukeslobster; Twitter: @LukesLobster Enjoy Chef Demos Discover Mr. at Mama Yolanda’s Crumb’s Award- Traditional Sauces Winning Frozen Come see American Stuffing Culinary Federation Voted "Best Irish Product" Certified Executive Chef at the U.K. Great Taste Darek Haupt at Mama Awards, Mr. Crumb’s multi Yolanda's Traditional Sauces award-winning frozen Booth 5484 in the North Hall premade stuffing is cooked of the Moscone Center. by hand in small batches. Haupt, a graduate of Fresh onions are sautéed New York's famous Culinary with herbs and spices in Institute of America, will be butter from grass-fed Irish showcasing his signature cows before mixing in fresh authentic Italian tomato breadcrumbs and other BOOTH 5484 BOOTH 3306 gravy. Then explore Mama ingredients. Yolanda's products, inspired by old world recipes like those handed The product cooks in its own tray taking five minutes in the down within a family from generation to generation. Mama Yolanda’s microwave or 15 minutes in an oven. Mr. Crumb; +011.353.43.6681148; Traditional Sauces; 479.616.2202; [email protected]; [email protected]; mrcrumb.ie; Facebook: @mrcrumb; mamayolandas.com; Facebook: @mamayolandassauces Twitter: @MrCrumbStuffing: LinkedIn: Jason Coyle

Ethically Sourced, Ocean’s Balance Deliciously All-Natural Certified Nibmor Seaweed Products Chocolate from Maine NibMor, short for “nibble Nutrient-dense, full of more,” was founded in antioxidants and flavor- 2012 by a chocolatier and boosting umami, seaweed health aficionado with is the perfect food. Ocean’s full dedication to create a Balance uses sustainably better-for-you chocolate grown and harvested that supports mindful seaweed from the pristine indulgence as a way of waters of the Gulf of Maine healthy living. NibMor is to produce its innovative founded with core principles line of products. Organic of transparency and Whole Leaf & Flakes; BOOTH 5303 BOOTH 5302 thoughtfulness delivered Spicy, Shiitake & Bonito through purposeful taste and quality. Organic, non-GMO, gluten- Seasonings; and shelf-stable Kelp Puree are available in eco-friendly free, ethically traded, kosher, and vegan, NibMor delivers all of this packaging. Elevating grocery shelves at Whole Foods, Central with great flavor at a fair price. Consumers want “Mor.” “Ethically Market, and natural and specialty food stores nationwide. Sourced, Deliciously Certified.”Nibmor/Maine International Trade Ocean’s Balance; 207.200.6891; [email protected]; Center; 207.502.7541; [email protected]; nibmor.com; Facebook: oceansbalance.com; Facebook: @oceansbalance; Instagram: @nibmor; Instagram: NibMor; Twitter: @NibMor oceansbalanceinc — ADVERTISING SECTION —

Introducing Meet Eddie™—The Patagonia Edible Ink Printer Provisions Mackerel Print directly onto cookies, New wild Atlantic Mackerel white chocolate, lollipops from Patagonia Provisions and more with Primera’s is harvested from abundant new edible ink printer. schools off the north coast Eddie is fast, printing a of Spain by hook and line, dozen cookies in under with little to no bycatch. three minutes. It’s a perfect A small fish, mackerel addition to your bakery, doesn’t have the high levels foodservice or retail of toxins that build up in establishment. You’ll make apex predators like tuna new profits while delighting and swordfish. An excellent customers with personalized source of protein and food products. Eddie’s print vitamin B12, it has more BOOTH 3034 head and inks meet the BOOTH 841 than 500 mg of omega-3s per serving. And it has the meaty texture requirements of both GMP and FDA. Eddie will also be the first and and mild flavor we crave in those big fish. Available in 4.2-oz. cans: only printer ever approved by NSF®. You need to meet Eddie! Spanish Sofrito, Lemon Caper, and Roasted Garlic. Visit Patagonia Primera Technology, Inc.; 763.475.6676; [email protected]; Provisions at Booth 3034. Patagonia Provisions; 415.729.9956; primera.com; Facebook: @PrimeraTech [email protected]; patagoniaprovisions.com; Facebook: @PatagoniaProvisions; Instagram: PatagoniaProvisions: Twitter: @PatagoniaProv Print and Cut Plant-Based Labels of Any Nutrition Delivered Shape and Size in Convenient Bars Introducing Primera’s new R.E.D.D. (Radiant Energy LX610 Color Label Printer/ Deliciously Delivered) is Cutter, a revolutionary plant-based nutrition for device that combines high- a new generation. The speed, high-resolution color company creates delicious inkjet printing with an X/Y protein bars that nourish cutter to cut out nearly you with all natural and any label shape—all in one purposeful ingredients. With affordable machine. No a 2:1 plant-based protein to more custom die charges, sugar ratio and minimally no more inventory of processed ingredients, different label sizes, no R.E.D.D. bars offer an more waiting for online BOOTH 841 elevated snack option for BOOTH 5301 label orders. Make beautiful, attention-getting labels all in one an on-the-go lifestyle. Flavors include peanut butter; chocolate; simple, unattended process. Primera Technology, Inc.; 763.475.6676; oatmeal; mint chocolate; salted caramel; matcha almond; and [email protected]; primera.com; Facebook: @PrimeraTech cinnamon roll. R.E.D.D./Maine International Trade Center; 207.370.4433; [email protected]; reddbar.com; Facebook: @EnjoyRedd

Florida Beach Bar, Food One Powered the Ideal On-the- by SAP - SFA Go Snack Member Benefit Show your body some love The food and beverage with the new all-natural industry is constantly gluten-free Florida Beach evolving with growing Bar from Seitenbacher complexity, tight America. A perfect snack competition, and the made with the beach and continuous need to travel in mind. No chocolate comply with regulatory coating means no melty requirements. With chocolate mess. So grab a Softengine’s Food One book and enjoy the sunshine Powered by SAP, you with this ideal on-the-go can easily understand natural food. product margins, optimize Seitenbacher America LLC; BOOTH 3124 production resources, BUSINESS SERVICES ROW 727.376.3000; [email protected]; seitenbacher.com simplify inventory management, reduce the time required to meet industry standards, and get real-time visibility of your business performance all in one ERP system built for small and mid-sized businesses. Softengine, Inc.; 623.205.9130; [email protected]; [email protected]; softengine.com; Facebook: @softengineinc; LinkedIn: Softengine Inc.; Twitter: @softengineusa — ADVERTISING SECTION — Q&A

SoulBee’s Honey Powder—All the Innovating a Global Benefits, No Stickiness Restaurant Brand SoulBee is a New York- By Arielle Feger based company committed to providing an innovative, Marguerite Zabar Mariscal started at Momofuku as an intern, but healthy sugar substitute to climbed the ranks to become the company’s first CEO after just simplify people’s lifestyles. eight years. During that time, she worked as brand director and Currently many people don't use honey because chief of staff, handling everything from establishing the company’s of its impractical and social media accounts to updating restaurant menus. As the CEO, viscose texture. It’s also Mariscal works across Momofuku restaurants to grow the company true that liquid honey in innovative ways. doesn't dissolve well in BOOTH 5572 water and leaves everything She will take part in the panel discussion, Disruption, sticky. SoulBee solves all these problems because it dissolves Transformation, and You: Talks with Specialty Food Innovators, instantly in water at room temperature and, being a powder, is moderated by SFA President Phil Kafarakis, on the Main Stage clean and prevents everything from becoming sticky. SoulBee; today at 9 a.m. 917.370.9006; [email protected]; soulbeehoney.com; Facebook: @SoulBeeHoney; Instagram: soulbeehoney How does it feel to be the first CEO of Momofuku? What kind of responsibilities come with the new role? In my new role, I'm not just a custodian of our brand. I was put in SFA Shipping this position to help create a more diversified and sustainable future Partner—Grocery for our industry. and Retail Logistics What kind of skills or talents are necessary Zipline Logistics is the to innovate the food industry? official shipping partner of the Specialty Food I think anyone can innovate if you pay attention to what your Association. The company consumers or guests want. You cannot be held up by what you is a logistics solutions perceive is the right answer. provider that specializes in serving the consumer What’s the biggest challenge you’ve faced in the goods sector. Zipline last few years and how did you overcome it? provides its partners with Operating a global restaurant group while continuing to expand strategic guidance, end- to-end shipment visibility, our footprint can feel like fixing a car while driving. We're learning data analytics, and expert when to slow down and when to speed up. And as we begin to INCUBATOR VILLAGE management of grocery, venture in businesses outside of restaurants, it's important that distributor, and big-box retailer demands and scorecard performance. we all continue to march towards the same goals. We are trying to All Zipline partners receive best-in-class communication, access to shipper intelligence tools, and real-time order tracking. Zipline create a symbiotic relationship across all our ventures. Logistics; 614.458.1144; [email protected]; Where do you see the food industry sfa.ziplinelogistics.com; Instagram: @ZiplineLogistics; LinkedIn: heading in the next 10 years? Zipline Logistics; Twitter: @ZiplineLogistic How and where we eat will continue to evolve. No one will have the exact answer, so you'll see a lot of trial and error as brands experiment. Product Marketplace Explore the online marketplace to discover innovative offerings and connect with the best producers in the specialty food world. specialtyfood.com/products

Specialty Food Association members: Log on to enter your products—it’s FREE. PHOTO: ANDREW BEZEK

23 SFA EVENTS

2020 Specialty Food Business Summit to Focus on Sales, Marketing By Gretchen VanEsselstyn The annual Specialty Food Business Summit will take place in San Francisco, April 14, with a new focus: strategic sales and marketing. Selling into the channels and marketing to the consumer are the two key drivers of specialty food success for both beginning and established companies. This year’s Summit will provide the chance to discover the latest selling strategies, delve into consumer insights, work with data to determine a forward-looking marketing strategy, and more. In addition, Summit programming will focus on the key relationships that are necessary for success, with sessions focused on working with distributors and understanding retailer and channel strategy to earn highly coveted space on the shelf. Speakers will include industry experts from Mattson and SPINS, as well as transformative leaders from multiple segments of the specialty food landscape. The Summit will also feature opportunities to spend time in the Bay Area checking out local markets and meeting with peers and mentors. Visit specialtyfood.com/summit to learn more and to register. Specialty Food Association members are encouraged to attend and to bring their teams with a special member benefit price of $299 for the first member and $99 for each additional attendee. A second one-day Sales and Marketing Summit is planned for September 2020 in Chicago, and details will be available in early 2020. Email [email protected] with any questions.

2020 sofi Entries Open Soon By Arielle Feger Applications for the 2020 Specialty Food Association sofi Awards will be accepted beginning February 3, with the operational aspects of the program being facilitated, for the first time, by the Rutgers Food Innovation Center. The process for entering and applying for sofi Awards will remain the same; only the shipping address for product entries will change to Rutgers’ address in Bridgeton, N.J. The blind judging process will function the same way as it has in the past, but will take place at Rutgers’ 35,000-square-foot facility. “There are exciting changes to the sofi competition in 2020,” says Ron Tanner, vice president of education, government, and industry relations for the Specialty Food Association. “We have expanded the number of categories to 48 and will be doing the judging at the Rutgers Food Innovation Center. SFA will continue to manage the judging process while Rutgers will bring its food knowledge and professionalism to the handling and presentation of the products.” Approximately 60 seasoned food professionals will serve as judges, including chefs, culinary instructors, recipe developers, food journalists, and specialty food buyers who are experts in categories such as cheese, oil, chocolate, coffee, etc. The judges will work independently in blind-tasting sessions to evaluate each product based on taste, ingredient quality and, in the case of new products, innovation. Every judge will give the product a score of 1 to 5 for each criterion, and the scores will be averaged for a final score between 1.00 and 5.00 points. “As a judge, I'm looking for great flavors, pleasing textures, and quality ingredients,” says previous judge Meredith Ochs, Sirius XM Radio, NPR. “As a journalist, I think the best stories grow organically (pardon the pun) out of the pursuit of those attributes. Poignant personal tales can make for good editorial hooks, and I'm not immune to their charms. But in the end, it comes back to these fundamental questions: Is this delicious? Does it replace something I already like, or does it innovate? And why do I need it on my table?” All winners will be announced in May 2020, with the exception of the Product of the Year, which will be announced at a special ceremony at the Summer Fancy Show, taking place June 28-30. For more information, go to specialtyfood.com/awards/sofi

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SHOW NEWS

Exhibitors: Donate Product for Hunger Relief

By Arielle Feger Volunteers are prepped for the Fancy Food Show food recovery effort. At the close of the show today at 4 p.m., the Specialty Food Association, with help from the Food Recovery Network, will collect remaining product to donate to Bay Area residents in need. Exhibitors who are interested in donating should be on the lookout for a pre-populated form that will be dropped off at their booth today. When you pack your leftover unopened product for donation and add the donation stickers (provided by your floor manager), please note the following: • Total number of units being donated • Average weight per unit • Average wholesale price per unit In addition to helping those in need, this donation is tax deductible and can help lower costs for shipping material home. The food donated by Fancy Food Show exhibitors plays a critical role in the Specialty Food Foundation's mission to develop and support tangible and lasting solutions to hunger and food recovery, amplifying the innovation and passion of the specialty food industry. Last year, the Specialty Food Foundation received over 33,273 pounds of specialty food from generous Fancy Food Show exhibitors. It endeavors to collect even more in 2020. Contact your floor manager or Ron Tanner at [email protected], with any questions.

Experience this new interactive area, an informative and experiential way to see, taste, and learn about specialty food products from all over the world directly from food manufacturers. Taste It Live gives you the opportunity to see hands- on cooking demonstrations, processes, and techniques that will increase your business’ bottom line. See live chef-led demonstrations Learn how to do effective food pairings with specialty food Discuss serving suggestions with chefs and manufacturers Sample specialty food products from all over the world thank you to our Taste It Live Sponsors

26 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com Oﬀicial GOLD SPONSOR

Visit us in Incubator Village and learn how to optimize your Winter Fancy Food Show experience!

www.rangeme.com Q&A

From Niche Product We made sure My/Mo provided a positive experience to remember. to Household Name While starting this journey was incredibly challenging, it was fulfilling to see that our consumers really drove our success. My/ By Arielle Feger Mo Mochi Ice Cream fulfilled an unmet need, and people loved Russell Barnett is a creative marketing executive it; however, they couldn’t get it everywhere they shopped. To at My/Mo Mochi Ice Cream with deep experience remedy this challenge, we gave our consumers the ability to buy in category-creating food and beverage items. what they loved in both the freezer aisle and the grab-and-go He was recently named to Forbes’ CMO Next list section of the store with our signature My/Mo Mochi Bars. of Game-Changing Marketing Leaders and one of What advice would you give to businesses Adweek’s 2019 LA Brand Stars. struggling to give their product more visibility? Barnett will speak on the panel titled Building Your To reflect on how your product fits in a retail environment. From there, Brand the Right Way, moderated by Brandon Ng of Houlihan curate relationships with your retailers and work with those who understand Lokey, on the Main Stage today at 11 a.m. your vision early on because they will be critical in getting you the most What’s the one thing you want people to take away from your session? attention in their stores. Once your retail presence is established, the machine operates itself. Food is joy! And delicious food should be accessible and enjoyed by everyone. Food is a great unifier. At My/Mo, we have taken a niche product and made it What’s the biggest challenge you’ve faced in the last few years and how did you overcome it? available for all to enjoy. Has it been a difficult journey trying to make We had to think strategically about how to achieve our business’ growth My/Mo into a household name? goals and forecast accurately for our future needs. To accomplish this, we Taking a niche product and making it a household name has its challenges invested in our infrastructure. We knew we had a great product and we had but we’re tackling them all one by one. Mochi ice cream had 25 years of proof to make sure we could produce the product at scale. It was a potential risk of concept, and to be successful, we adjusted the positioning of an item that required investing time, effort, and money, but overall it was worth it, that was very niche into an accessible snack for all to enjoy. We gave people and it is the reason we were able to scale so quickly and successfully over the flavors they understood, like vanilla, strawberry, and chocolate. past few years.

PHOTO: MY/MO MOCHI

BUSINESS SERVICES ROW Need help growing your company? Want to know the best ways to get new funding, understand ERP solutions, and expose your products to more buyers? Then visit Business Services Row located in the Esplanade Hall lobby! These businesses will help you grow yours.

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28 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com show daily.pdf 1 2019/11/20 星期三 11:08:55

Winter Fancy Food Show 2020 January 19-21, 2020 Moscone Center, San Francisco

China Pavilion

Welcome to visit us at booths: C #551-664, South Hall M

CMY K Flavor

Health Quality

Nutrition

We care most about your concern.

Presented by: Beijing Tianhe International Exhibition Co., Ltd. HIGHLIGHTS

2 3

1. During a Big Idea Talk, Brianne Miller of Nada, Sana Javeri Kadri of Diaspora Co., and Molly Renaldo of Fair Trade USA discuss topics ranging from rethinking the foods system, to decolonizing the spice trade, to Fair Trade food certification. 2. The Spice Hunter hosted a happy hour featuring Bloody Marys made with its spice blend. 5 3. Liana Werner-Gray from Ethical Brands Inc. prepares samples for visitors at her booth. 4. A crowd gathered at the Big Idea Stage for the education session, CBD in Foods and Beverages—Full Speed Ahead in a TBD Legal Climate. 5. Tired attendees took a break to rest under the SFA’s rebranded logo.

CBD continued from p. 4

Oregon requires a pre-approval process for hemp products, as well as: 1. Get involved. Participate in industry events, ask others what • Child resistant packaging they are doing, and show you are a legitimate company. • A designated hemp symbol on the PDP 2. Evaluate your risk tolerance. Figure out how you want to • A warning that “this product is derived from hemp label your product: as containing CBD or hemp extract? and could contain THC. Keep out of reach of children.” Oklahoma put a state law into effect November 1, 2019 that CBD may be 3. Keep your social media clean. Make sure your social media bought and sold without a license at retail, as well as added to food, as long managers understand what they should and shouldn’t post. as it clearly labels the country of origin and whether the product is natural or 4. Make smart market choices by state. Since every state has synthetic. Rogers noted that “made in the USA” and “natural” labels are two varying laws, make sure you keep up to date with all of of the most high risk labels that companies can put on products. them to make the best choice for your company. 5. Vet your suppliers. It’s important that your Jeni Lamb Rogers’ Top Tips for Companies Exploring Hemp/CBD supplier is both safe and sustainable. Rogers left attendees with a list of her top tips for any companies navigating 6. Cover yourself. Use the appropriate warnings to the murky waters of CBD and hemp. ensure the least amount of litigation.

30 | Winter Fancy Food Show Daily—Day 3 specialtyfood.com