inside...JUICES •CITRUS •WAL-MART PRICING REPORT •FLORIDA FALL PRODUCE •DETROIT PROFILE SALAD TRENDS •SWEET POTATOES •DRESSINGS &DIPS •LEAFY GREENS •WHOLESALE/RETAIL RELATIONSHIPS CONSUMER PACKAGING •WEST MEXICO •SAN LUIS VALLEY POTATOES •NORTHERN PLAINS POTATOES •APPLES Traceability Floral Masters of MANGOS ON THE MENU •IMPORTED BERRIES •FLORAL BRANDING •ORGANICS IN FOODSERVICE •PECANS Solutions Merchandising starts on page 131 starts on page 203 OCT. 2009 • VOL. 25 • NO. 10 • $9.90 IndependentsIndependents CarryCarry OnOn TheThe AmericanAmerican DreamDream Reader Service # 162 OCT. 2009 • VOL. 25 • NO. 10 FEATURES 94 WHOLESALERS STEP UP RETAIL MARKETING EFFORTS .....................82 COVER STORY In an effort to remain competitive, the role of wholesalers continues to evolve as they take on more than solely buying and selling. INDEPENDENTS CARRY ON THE AMERICAN DREAM HOW PACKAGING HELPS SELL PRODUCE TO CONSUMERS ................94 With local produce, love for their Packaging offers visual appeal, convenience, value — even environmental community, a loyal customer base and responsibility — all of which can lead to more sales in the produce department. a lack of corporate bureaucracy, independent stores find their niche and prove they have DRESSINGS AND DIPS CONTINUE TO ADD FLAIR TO PRODUCE .........102 serious staying power. ..................36 With something for everyone, including health-conscious or cash-strapped consumers, dressings and dips continue to bring innovation and value-added sales to the produce department. INDEPENDENT STORE PROFILES: FLORIDA’S WESTERN BEEF SUPER-PREMIUM JUICES SQUEEZE FRUIT INTO PROFITS .................110 KNOWS THE NEIGHBORHOOD Increased marketing and heightened consumer awareness drive high-end juice sales. A plethora of produce awaits consumers, now in Florida, too, at the fast expanding NUTRITION AND EDUCATION ARE KEYS TO LEAFY GREENS SALES .....116 NY-based chain. ........................59 Consumers are discovering the health benefits of leafy greens, but the question arises: Are retailers giving these nutritional powerhouses enough merchandising FESTIVAL FOODS LEADS punch to help them generate top dollar? WITH LOCALLY GROWN Offering a vast array of locally grown FLORIDA FALL PRODUCE GETS INTO FULL SWING .........................120 produce, while innovatively maintaining its When harvests finish in northern climates, Florida kicks into production with a small neighborhood atmosphere, Festival variety of fresh fruits and vegetables that sell in state, out of state and around the world. Foods Stores has earned a great following in the Minneapolis-St. Paul region........64 FRESH BERRY IMPORTS HELP BUILD YEAR-ROUND SALES................135 With improved growing practices, new merchandising efforts and more efficient shipping from importers, year-round berries become a reality. WEST MEXICAN PRODUCE REPORT ...........................................140 COMMENTARY West Mexico is set to offer increasing quantity, quality and consistency this fall and winter. WITH DEDICATED EFFORT, SWEET POTATO SALES CAN SIZZLE ........159 THE FRUITS OF THOUGHT Sweet potatoes have long been overshadowed by their paler cousins, Advantage Shifts To Production ........14 but some people in the produce industry believe that may be changing soon. RETAIL PERSPECTIVE Research In Motion ...................226 SPECIAL REPORTS ARE ANY LESSONS LEARNED FROM OCEAN SPRAY TRIAL? .......................30 EUROPEAN MARKET Although The Nolan Network’s court victory doesn’t resolve Robinson-Patman A Voice For Global Issues ..............227 anti-trust issues, nor Jim Nolan’s death, both loom large during the trial. VOICE OF THE INDUSTRY WAL-MART PRICING REPORT.........................................................72 NYETworking Anyone? ................228 Raleigh market reveals Kroger’s loyalty card offers a sophisticated way to compete with Wal-Mart. 59 116 140 Change Service requested: POSTMASTER: Send address changes to PRODUCE BUSINESS, P.O. Box 810425, Boca Raton, FL 33481-0425. PRODUCE BUSINESS (ISSN 0886-5663) is published monthly for $58.40 per year by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425. OCTOBER 2009 • PRODUCE BUSINESS 3 OCT. 2009 • VOL. 25 • NO. 10 IN EVERY ISSUE SPECIAL FEATURES 164 THE QUIZ ............................6 FROM THE PAGES OF THE PERISHABLE PUNDIT Wal-Mart’s Marketside Deli Concept .....................................................22 WASHINGTON GRAPEVINE ........8 APPLE MERCHANDISER OF THE YEAR RESEARCH PERSPECTIVES ........12 King Soopers............................................................................24 COMMENTS AND ANALYSIS ......13 REGIONAL MARKET PROFILE: INDEPENDENT STORES KEEP DETROIT MARKET HUMMING.............69 PRODUCE WATCH .................16 Abandoned by national chain groceries, Metro Detroit citizens rely on independently owned operations to procure their produce. FLORAL WATCH ..................215 INFORMATION SHOWCASE .....229 DEPARTMENTS BLAST FROM THE PAST .........230 MERCHANDISING REVIEWS: 10 Ways To Put More Crunch In Your Apple Sales ................................164 Rising new varieties, organic and locally grown options, as well as creative, seasonal merchandising make apples shine in any produce department. IN THIS ISSUE Nine Ways To Merchandise Citrus Year-Round ...................................178 SPECIAL NOTE .....................10 Keep your citrus display shining with these smart merchandising techniques. By Jim Prevor ORGANIC PRODUCE MARKETING: LETTER TO THE EDITOR...........28 More Chefs Are Adding Organics To Their Menu ........................................186 Consistency in availability, along with shelf-life and cost concerns are PRODUCE BUSINESS PARODIES ..28 just a few of the challenges organics present to the foodservice industry. GREEN SHOOTS ..................224 FRESH-CUT MARKETING: By Jim Prevor Packaged Salad Companies Look To Rejuvenate Category ..............................192 Focus on showcasing organics category and building excitement around new products. FOODSERVICE MARKETING: Mangos On The Menu .................................................................198 FIELD NOTES Mangos are the No. 1 consumed fruit in the world, but they are RED RIVER VALLEY POTATOES: just starting to emerge in a big way on U.S. restaurant menus. ADEQUATE SUPPLY, GREAT FLAVOR ..................148 FLORAL AND FOLIAGE MARKETING: Growers survive rain, dodge recession Do Branded Floral Products Increase Profitability? ......................................216 and continue to raise high quality Despite the uncertain future of branded floral products, potatoes praised for their beauty, companies continue to pursue branding initiatives. texture and lengthy store-life. DRIED FRUIT AND NUTS: SAN LUIS VALLEY POTATOES Good Pecan Crop Predicted For “On” Year .............................................220 OFFER SUSTAINABILITY, Retailers can take advantage of holiday baking and PROMOTIONS AND FREIGHT health benefits to promote pecans in produce. ADVANTAGE .....................154 Due to its central location, fertile land and ideal growing conditions, the San Luis Valley potato could very well be crowned “King of Sustainability.” TRACEABILITY SOLUTIONS SUPPLEMENT ......................................131 FLORAL MASTERS OF 148 MERCHANDISING ......................................................................203 Change Service requested: POSTMASTER: Send address changes to PRODUCE BUSINESS, P.O. Box 810425, Boca Raton, FL 33481-0425. PRODUCE BUSINESS (ISSN 0886-5663) is published monthly for $58.40 per year by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425. 4 PRODUCE BUSINESS • OCTOBER 2009 Reader Service # 150 PRODUCE QUIZ OCT. 2009 • VOL. 25 • NO.10 THIS MONTH’S WINNER: President & Editor-in-Chief • JAMES E. PREVOR Having been with Aramark for 40 years, [email protected] Dave Rader has witnessed first-hand the Publisher/Editorial Director • KEN WHITACRE Dave Rader tremendous growth of the produce industry, [email protected] Purchasing Director specifically, the role of foodservice. “I tell Special Projects Editor • MIRA SLOTT Aramark Corp. people I was in foodservice before it was [email protected] Philadelphia, PA foodservice,” he quips. Aramark is a service Assistant Editor • AMY SHANNON management contracting company that [email protected] oversees the foodservice operations of national clients, ranging from school and Assistant Editor • JENNIFER LESLIE KRAMER hospitals to stadiums and theme parks. In [email protected] How To Win addition to the typical food products, “We Circulation Manager • KELLY ROSKIN To win the PRODUCE BUSINESS Quiz, the first provide everything from uniforms and [email protected] thing you have to do is enter. The rules are apparel to mailroom management and Executive Assistant • FRAN GRUSKIN simple: Read through the articles and cleaning services for our clients,” Rader [email protected] advertisements in this issue to find the explains. answers. Fill in the blanks corresponding Rader has been reading PRODUCE BUSINESS European Bureau Chief • ROBERT ZWARTKRUIS to the questions below, and either cut along for some time. “It’s very useful as the [email protected] the dotted line or photocopy the page, and send your answers along with a business changes in the industry are always very well Production Director • DIANA LEVINE [email protected] card or company letterhead to the address