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Marketing Merchandising Management Procurement DELI BUSINESS MARKETING MERCHANDISING MANAGEMENT PROCUREMENT JUNE/JULY 2008 $14.95 Reader Service No. 174 JUNE/JULY ’08 • VOL. 13/NO. 3 COVER STORY CONTENTS FEATURES Five Ways Delis Can Cash In On Ethnic Foods ............................62 Take a proactive approach to generate income from global cuisines. Selling The Story Of Cheese ......................68 Large retailers adapt small-store practices to tally sales from curious consumers. The Evolution Of Food Bars ......................78 Food bars are changing the deli landscape as busy consumers look for more meal options. Organic Deli Foods Posting Healthy Profits ..............................84 Sales in this segment remain steady despite an ailing economy. 17 MERCHANDISING REVIEWS Affordable Asian Cuisines ..........................34 Hungry for their favorite foods, consumers are getting their fix at retailers’ delis. Cross-Merchandising Helps Even The Score ..........................................37 In the game of sales and margins, cross-promotion is a win-win situation. Mobile Foods For Dashboard Dining ........41 Delis are gradually changing gears to handle life in the fast lane. 95 Gourmet Pasta Serves Up Meal Solutions ......................................88 Restaurant-quality pasta in the deli meets consumers’ fresh expectations. Fresh Produce Fits Right In ........................91 Squeezed for time and money, consumers look to delis to offer fruits and veggies to go. Deli Salads Duke It Out For Rings ..............95 Traditional comfort salads take on 41 flavorful and healthier contenders. DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425 POSTMASTER: Send address changes to DELI BUSINESS, P.O. Box 810217, Boca Raton, FL 33481-0217 JUNE/JULY 2008 DELI BUSINESS 3 JUNE/JULY ’08 • VOL. 13/NO. 3 SPECIAL SECTION CONTENTS DELI MEATS 2008 SPECIALTY CHEESES Curious Goats Wander Into New Cheese Categories ............................46 Cheesemakers take a playful leap into unpredictable territories with their lively goat cheeses. The Winning Ways Of Wisconsin’s Cheesemakers..........................51 Cheese aficionados can enjoy authentic and affordable cheeses made by experts in the field. Bristish Cheeses Shine In The Media ..........58 Great Britain’s quest for quality and tradition is making modern news. 107 PROCUREMENT STRATEGIES Bring On The Breads ................................102 Different Times For Deli Meats ..........................108 No matter the shape or grain, this Dry-Cured Hams Elevate Sales In The Deli ................116 dietary staple is indispensable to deli sales. Ribs And Wings Rustle Up Sales ..........................124 Ramping Up Rotisseries ..................................128 Tactical Maneuvers For Pre-Sliced Deli ....................131 COMMENTARIES EDITOR’S NOTE Economic Woes Are Delis’ Opportunities ....8 We have spent over a decade positioning the industry for the big win that is possible today. PUBLISHER’S INSIGHTS Finding A Point Of Equilibrium In Today’s Economy ....................................10 In order to survive and prosper, we must make adjustments to our expectations and explore new strategies. MARKETING PERSPECTIVE Tips For Filtering Fads And Finding Trends At IDDBA ........................135 Cooking methods that are difficult for consumers to replicate at home are also driving flavors and new product development of prepared foods. IN EVERY ISSUE DELI WATCH ....................................................12 TECHNEWS ....................................................136 INFORMATION SHOWCASE ....................................137 BLAST FROM THE PAST........................................138 DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network, Inc., P.O. Box 810425, Boca Raton, FL 33481-0425 POSTMASTER: Send address changes to DELI BUSINESS, P.O. Box 810217, Boca Raton, FL 33481-0217 102 4 DELI BUSINESS JUNE/JULY 2008 Reader Service No. 162 DELI BUSINESS MARKETING MERCHANDISING MANAGEMENT PROCUREMENT PRESIDENT & EDITOR-IN-CHIEF QUIZ JAMES E. PREVOR [email protected] CHICKE DRAKE PUBLISHING DIRECTOR Deli/Bakery Merchandiser KENNETH L. WHITACRE Winn-Dixie [email protected] Orlando, FL PUBLISHER/EDITORIAL DIRECTOR From her part-time job as a cashier in 1973 to her current position LEE SMITH [email protected] as deli/bakery merchandiser, Chicke Drake has spent her entire career with Winn-Dixie. In her current role, she reports to the vice MANAGING EDITOR president of the Orlando area, but she has “a dotted line to central KAREN B. KING MCCALLUM [email protected] procurement in corporate,” Chicke says. She moved into the deli/bakery department shortly after joining the company on a CIRCULATION MANAGER KELLY ROSKIN full-time basis. When asked what she likes most about her job, Chicke replies enthusi- [email protected] astically, “It’s an exciting, cutting-edge and ever-evolving department. In the deli area, we have the opportunity to move forward with changes in time. We have to keep up PRODUCTION DIRECTOR DIANA LEVINE with the demands of consumers. They want convenience, value and easy meal solu- [email protected] tions—and that’s what we provide.” ART DIRECTOR She reads DELI BUSINESS to track the competition and to learn about innovative JACKIE TUCKER products as well as new packaging and meal solutions. “It’s interesting to see how I can [email protected] expand my horizons,” she says. PRODUCTION DEPARTMENT For submitting the winning entry, Chicke wins a Flip Video. FREDDY PULIDO JOANNA ARMSTRONG ADVERTISING JORDAN BAUM [email protected] COMING NEXT ISSUE IN AUG/SEPT 2008 ERIC NIEMAN COMING NEXT [email protected] RIC PURCARO [email protected] THE TRANSITIONAL DELI DEPARTMENT RESEARCH DIRECTOR Increase market penetration by offering healthy, nutritious and delicious foods SHARON OLSON that are affordable alternatives to restaurants. CONTRIBUTING EDITORS AMY STUMPFL BARBARA ROBISON CAROL M. BAREUTHER KAREN SILVERSTON FEATURE STORIES PREPARED FOODS ELIZABETH BLAND LISA WHITE Vegetarian Soups BOB JOHNSON TRISHA J. WOOLDRIDGE Breakfast SEND INSERTION ORDERS, PAYMENTS, PRESS RELEASES, Italian Foods DELI MEATS PHOTOS, LETTERS TO THE EDITOR, ETC., TO: DELI BUSINESS Poultry P.O. BOX 810217, BOCA RATON, FL 33481-0217 MERCHANDISING REVIEWS PHONE: 561-994-1118 FAX: 561-994-1610 E-MAIL: [email protected] Fried Chicken SPECIALTY CHEESES Grab-and-Go American Specialty PHOENIX MEDIA NETWORK, INC. Hummus French Cheeses CHAIRMAN OF THE BOARD JAMES E. PREVOR Holiday EXECUTIVE VICE PRESIDENT KENNETH L. WHITACRE PROCUREMENT STRATEGIES Potatoes SENIOR VICE PRESIDENT Pâtés LEE SMITH GENERAL COUNSEL DEBRA PREVOR EXECUTIVE ASSISTANT COMING IN OCTOBER/NOVEMBER 2008 FRAN GRUSKIN The Masters of Merchandising Special Supplement TRADE SHOW COORDINATOR This special DELI BUSINESS supplement presents category-specific information from JACKIE LOMONTE our Masters of Merchandising—ones with years of experience dealing with successful DELI BUSINESS IS PUBLISHED BY retailers and an arsenal of knowledge to share. Learn about effective point-of-sale PHOENIX MEDIA NETWORK, INC. materials, advertising programs, innovative cross-merchandising and creative ideas on P.O. BOX 810425, how to build sales. BOCA RATON, FL 33481-0425 PHONE: 561-994-1118 FAX: 561-994-1610 ENTIRE CONTENTS © COPYRIGHT 2008 PHOENIX MEDIA NETWORK, INC. ALL RIGHTS RESERVED. SUBSCRIPTION & READER SERVICE INFO PRINTED IN THE U.S.A. If you would like to subscribe to DELI BUSINESS for the print and/or electronic ver- sion, please go to www.delibusiness.com and click on the "Reader Service" but- PUBLICATION AGREEMENT NO. 40047928 ton. From there, you can subscribe to the print version of DELI BUSINESS or free of charge to the electronic version. You may also enter any company's reader service number and your request for information will be forwarded directly to the com- pany. In addition, you can read the electronic version and go directly to a com- pany's Web site through our special hot link feature. Best of all, you may down- load and print any article or advertisement you’d like. 6 DELI BUSINESS JUNE/JULY 2008 Reader Service No. 102 FROM THE EDITOR’S DESK Economic Woes Are Delis’ Opportunities t was 13 years ago at the International Dairy-Deli- This leads consumers smack into the deli/retail foodser- Bakery (IDDBA) convention in Minneapolis, MN, vice section of their local supermarket. Score one for our Ithat we unveiled the first issue of DELI BUSINESS team. Yet, if all we do is offer a less-expensive alternative, magazine. The cover story of that issue was about we will have left a lot of opportunity sitting on the table. the then au courant topic of “Home Meal Replace- Although the catalyst for this behavior change may be ment” (HMR) and economic, consumers are the challenge, clearly seeing more than a little silver defined, was whether lining in this economic cloud. supermarkets could We have spent over a After years of publicity rise to the challenge regarding the importance of of delivering restau- decade positioning the industry healthy eating and massive By rant-quality food. public awareness about the Fast forward to present for the big win that is obesity crisis, it turns out Jim Prevor day and that capability is no that most consumers have Editor-in Chief longer in doubt. What was possible today. come to this conclusion: It is DELI BUSINESS once a specialized com- really
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