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For Erin Hatcher, C.F. Sauer’s director of Duke’s Mayonnaise: 100 Yearsnaise Of to Th Quality, e C.F. Sauer Company, Pride a spice marketing, & product Tradition integrity coupled with It’s a big year for Duke’s, the iconic may- and extract fi rm based in Richmond, VA. innovation remain priorities for the Duke’s onnaise produced by Th e C.F. Sauer Co. While the brand has long been associat- brand. One hundred years ago, Eugenia Duke be- ed with southern culture, the truth is that gan selling sandwiches with her homemade “We have a small team here and we’re Duke’s products can be found in 42 states mayonnaise to World War I soldiers at Fort all personally vested in growing the Duke’s and Washington, D.C. Still, for a brand that Sevier in Greenville, SC for 10 cents apiece. line. We are committed to doing the right commands only 5.5 percent of the huge thing to achieve that growth. We have in- Within a year, Duke had sold 11,000 $1.8 billion mayo category, Duke’s consis- creased the number of Duke’s items we sandwiches and bought her fi rst delivery tently strong market share in key South- off er in recent years but that expansion truck. Th e popularity of her recipe was ern markets is distinct and impressive. Its has been careful and measured,” said the spreading and before long she was sell- share in Richmond-Norfolk is about 20 10-year veteran of the company, who like ing sandwiches to local grocery and drug percent; in Atlanta it’s 15 percent; and in Rominger has plenty of previous experi- stores. However, along with the growth of the growing Charlotte, NC market, Duke’s Attention to ‘Freshness,’ Flexibility Spur Taylor Farms’ Local Growth her core business, Duke noticed that many commands a whopping 55 percent of may- ence selling mayonnaise (she joined C.F. customers were asking if they could just onnaise sales. It operates manufacturing fa- Sauer from Kraft and Rominger came buy the mayonnaise separately. With en- cilities in Mauldin, SC and Olathe, KS. aboard from Unilever). As the national leader in processing a few years now, consumer trends have couragement from Duke’s top salesman, In addition to Light Mayonnaise, the salads and fresh cut vegetables in North “Th ere’s no question that our product indicated that health and wellness are their stores. Th is is a very niched product C.B. Boyd, the homemade mayo was in- America with annual revenue of approx- has a distinct taste that many of our cus- company in recent years has added Light increasingly important. And at the same that many produce departments don’t car- deed off ered as a separate product. And as imately $3 billion, Taylor Farms has been tomers fi nd unique and appealing,” said Mayonnaise with Olive Oil and a unique time, people are more time-starved than ry,” George explained. “However, for those fate would dictate, it wasn’t too long before a well-established brand to both retailers Mark Sauer, the company’s executive VP 1-cup squeezable pouch, an item initially ever before. We understand that great op- retailers in that region, it’s vital that they sales of Eugenia Duke’s mayonnaise out- of sales and a fourth generation owner of produced for Sauer’s international custom- and consumers almost from the time the carry it. We partnered with growers who company was founded in 1995 by Bruce portunity remains ahead for us, and as the paced that of her sandwiches; she ultimate- the privately-held company. “Our reputa- ers that has gain popularity with American national leader in value added produce we can meet the needs of those customers and ly sold her sandwich business which still tion has certainly been a key component of consumers, too. Additionally, the company Taylor, who remains have been able to serve them successfully.” exists today. Duke’s success, but so has the quality of our has resisted switching to a 30-ounce “cheat- CEO. We asked Downs if he entire mayo line, which has always off ered er pack” (as many of its competitors have) Taylor, who also had a wish list on how In 1925, Duke opened her fi rst offi cial founded Fresh Ex- products that have no natural or artifi cial – Duke’s Mayonnaise most popular item produce sales in general manufacturing facility in Greenville, but press, created Tay- sweeteners.” remains its 32-ounce jar. can be accelerated and he volume continued to surpass capacity and lor Farms with the three years later she sold Duke’s Mayon- Senior VP sales and marketing Ed Rom- responded: “Part of the In Duke’s banner anniversary year, C.F. company’s goal to issue is simply creating inger also noted that the brand’s reputation Sauer has bolstered its marketing eff orts to become America’s space. Th e physical size of has been aided by many Southern chefs support its iconic brand. A new jar label favorite salad maker. the produce department who grew up using Duke’s in their recipes has been created; two new advertising spots It’s been a remarkable has expanded more rap- and continue to spread the word as they were generated (chef testimonials and her- run for the Salinas, idly than any other area have moved to restaurants in other mar- itage ads were developed); and the compa- CA-based produce of the store, but the ex- kets. ny ramped up its social media presence to organization, whose plosiveness of the depart- “Yes, we are fortunate that many chefs emphasize its special brand and occasion. success in part has ment is outpacing that been achieved by its who grew up and were trained in the South “Over the past 100 years, Duke’s has cul- growth. When it comes continue to use Duke’s in their recipes ability to broaden its tivated a vibrant history of commitment to to merchandising, part of and working with those chefs remains an We constantly ask local and sustainable my job is to provide an family recipes, traditions and authenticity. important component in our marketing. footprint. analysis so the category Th is commitment is the reason thatourselves, our ‘Is it fresh Additionally, we take tremendous pride in At its Annapo- managers can better grasp craft ing Duke’s reputation. It is the ‘crown fans love to keep the Duke’s legacy“ enough?alive,” Are we local lis Junction, MD what’s happening in their ’ of the company – its heritage is im- asserted Mark Sauer. enough? Are we fl exible processing facility, market, what new prod- portant and how we carefully market the It’s a legacy that seemed destined for an general manager ucts are available and to The sales and marketing team at the C.F. Sauer offi ces in Richmond, VA (l-r): Mike George and Mike George (l), general manager, and Chris Downs, Northeast regional manager, at Ed Rominger, SVP of sales and marketing; Mark Sauer, EVP of sales; and Erin brand is also vital to our success,” said even longer shelf life. enough? Are we meeting also suggest ways to en- Rominger. Northeast regional the company’s Northeast headquarters in Annapolis Junction, MD. hance SKU rationaliza- Hatcher, director of marketing. the needs of our sales manager Chris In 1996, under the current manage- tion so that a customer’s Downs acknowledge produce department is company began a rapid period of expan- ment team, the company acquired BAMA customers?’ ” that Taylor Farms’ success in the North- geared towards answering sion, acquiring a refi nery in Charlotte, NC Foods, the mayonnaise market share lead- east is a microcosm of its national objec- need to continue to focus on health and the needs of the retail consumer.” consumer needs in driving overall sales. At C.F. Sauer, 130 Years Of Continued Success to produce vegetable oils and purchasing er in Alabama and Mississippi which is Mike George tives. Packaged salads are now among the top 25 Dean Foods, a manufacturer of margarine sold in 20 countries around the world. In “We constantly ask ourselves, ‘Is it fresh Indeed, nationally, Taylor Farms pro- tracts and spices in the nation. General Manager cesses more than two million pounds of categories in the entire and In 1887, 21-year old Conrad Frederick Following the death of C. F. Sauer that products. New items were added to com- 1999, it bought Th e Spice Hunter, a niche enough? Are we local enough? Are we the fastest growing area in the produce de- Sauer, a pharmacist by profession but a pany’s core group of brands and C.F. Sauer Taylor Farms fl exible enough? Are we meeting the needs produce annually and off ers more than same year, his son Conrad Frederick Sauer marketer of exotic spices, spice blends and 1,000 SKUs to its retail and foodservice partment.” businessman by preference, saw an op- also added many private label products to Annapolis Junction, MD of our customers?’” said George, who has Jr. was elected president and the company all-natural foods (more than 300 prod- customers. While its own brand remains As general manager, George’s challeng- portunity to provide Richmond consum- its portfolio. been with Taylor Farms since 2003. continued to grow in an era when market ucts) based in San Luis Obispo, CA. Th at its signature label, part of the company’s es are diff erent. “Freshness is always the ers with pure fl avoring extracts, pre-pack- In 1993, a fourth generation of the Sauer Th e 87,000 square foot processing plant conditions were oft en unsettling because same year, it completed the purchase of “fl exibility” lies in its ability to serve as fi rst priority. We’ve developed a tailored, aged, and make them available in grocery of the Great Depression and World War family assumed leadership of the private- Mrs. Filbert’s Mayonnaise which helped is one of 11 such produce centers the com- more effi cient productive logistics with pany operates in the U.S. (Taylor Farms co-packer for many retailers in the North- and drug stores. It was that foundational II. It was under C.F. Sauer Jr.’s tenure that ly-held family-owned business. Conrad expand the company’s mayonnaise pres- multiple facilities throughout the coun- also has a facility in San Miguel, Mexi- east and across the country. idea that served as the beginning of Th e Duke’s Mayonnaise was purchased. In the Frederick Sauer IV was elected president. ence into several new markets. Most re- try. Th is strategy delivers increased days co). Currently it processes bagged salads, “Private label has been a win/win sce- C.F. Sauer Co. early 1940s, his son C.F. Sauer III (Connie) His brothers Mark (EVP-sales), Bradford cently, it built a new 250,000 square foot nario for Taylor Farms and its retail cus- of shelf life, reduces warehouse inventory By the time the company relocated to its chopped salads, bagged greens, conven- and shrink.” joined the company, fi rst as a part-time (VP-Sauer Properties) and Tyler (plant mayonnaise production facility in Olathe, tomers,” George noted. “We are the largest current headquarters at 2000 West Broad tional and organic salads, bagged and cut George affi rmed. “I’m also concerned plant worker before eventually becoming manager of the Richmond spice and ex- KS which allowed C.F. Sauer to expand its private label salad processor in the coun- Street (which remains Sauer’s headquar- vegetables and vegetable trays, fresh salsa, about food safety because of the nature of executive VP. He was named president af- tract factory) now comprise the leader- distribution across the U.S. try. We can pack bagged and clamshell sal- ters), the organization had grown to more ter his father passed away in 1953. diced and cut vegetables and Sunkist fruit our products. As a company, Taylor Farms ship team at the 130-year old fi rm. snacks. It also has an exclusive national li- ads – both conventional and organic – as than 250 employees. By 1927, Th e C.F. Under Connie Sauer’s leadership, the well as veggie trays and diced and cut veg- has been innovative developing its patent- Sauer Co. was the largest producer of ex- censing and distribution agreement with ed ‘Smart Wash’ system and using leading Green Giant for cut vegetables and trays. etables. Th at gives us clout with our cus- tomers, but more importantly it strength- edge technology to improve harvest and 48 | FOOD TRADE NEWS September 2017 www.best-met.com For Chris Downs, who began his career the fi nished quality of our products.” in Giant/Landover as a bag boy in 1982 ens the partnership between us.” George added that the scale of Taylor Locally, Taylor Farms has grown sig- before being was invited to join the chain’s nifi cantly since it opened its Annapolis It’s All About Product Quality, Familyprestigious Values management Attraining Botto’s program Farms nationally coupled with its ability to adapt to local market situations has paid Junction processing facility eight years and spent many years in the chain’s pro- ago. And as it continues to evolve from a For a company that began in 1887, it dividends for the company, illustrating – Robert Jr. and Enrico Sr., who continueduce division, the focus on “value added” foodservice-driven processor to one with sounds a bit strange to say Botto’s is still in products hascenterpiece never been being more aimportant. thick cardboardone specifiover- c example where regional adap- to oversee the restaurant and market op- tion has paid dividends. a more retail focused approach, there’s its infancy. But given the expansion of the “In produce,wrap we which have themakes most its explosive diversifi ed product erations, and Vincent and Domenic, who “We have several customers in upstate great reason to believe that the growth South Jersey-based sausage maker over departmentline in theeasier entire to identify store. For while quite also markedly curve will become even more accelerated the last fi ve years, it’s clear that the fam- supervise the company’s sausage business. New York who need to feature escarole in 24 I FOODWe WORLD recently sat down with Vince and improving upon the aesthetics of the old- in the next few years. ily-owned company is poised for steady March 2016 er packaging. and controlled growth. Dom to discuss the core values of the or- During the last few years, Botto’s has It all began ganization and its expansion opportuni- in 1887, when also expanded its parent fi rm geography and C.W. Brown & serves custom- Co. was found- ers such as Giant/ ed in Mount Landover, Farm Royal, NJ by Fresh, Shoppers English settler and Graul’s in Vir- Cyrus Watson ginia and Mary- Brown who land; ShopRite, raised his own and Best Markets pigs to make in Metro New sausage and York; BJ’s Whole- scrapple. Th e sale Clubs from business con- tinued to oper- New England to ate profi tably Florida; Shop ‘n through several Save and Foodland generations un- stores in the Pitts- til 1965 when burgh market and Robert Botto Western Pennsyl- Sr. acquired the vania, Ohio and company from West Virginia to Cyrus Watson the Botto’s facilities in Mount Royal, NJ are (l-r): Robert Botto Jr., Vince Botto Sr., Catherine Syracuse, NY. Its Dobbs, the last Botto, Domenic Botto Sr. and Enrico Botto Sr. strongest market remaining heir remains the Dela- of C.W. Brown. ware Valley where Botto himself was quite a character. He ties in the near future. Botto’s products can grew up in South Philly, worked in his be found at Acme, ShopRite and Boyer’s “Our success has been achieved by re- parents’ produce business and for a short taining our ‘old school’ values that begins Markets. Recently, they have expanded while moved to Hollywood to seek an Our goal is to continue with the quality of our products and com- into the convenience store realm, selling acting career. When that didn’t work out, the family values our bining it with the use of technology, the their products in Cumberland Farms in he returned home in 1964 and opened addition of new product and our desire New England. father created, using our a small in nearby Swedes- “ to off er healthier ingredients in our prod- Botto’s also plans to unveil an aggressive great product line as the boro, NJ. A year later, he acquired C.W. uct line,” said Vince, the oldest of the four marketing plan for 2017. Vince and Dom difference maker. We Brown and developed a sausage recipe brothers. affi rmed that they will be expanding the that would become the foundation of the now are positioned to company’s presence in meal replacement family’s business. As the core business Healthier ingredients in sausage? expand our marketing (ready-to-eat) off erings and will continue continued to grow (particularly in South “You have to examine the entire pro- area and also offer new cess,” added Dom. “In our products, we Jersey), Robert Botto’s entrepreneurial to add organic and gluten-free items to its are using an all-natural spice blend with products that we believe spirit also thrived. In 1998, the original item roster. Another item that will receive no preservatives. Our sausages use lean will continue to fuel our market in Swedesboro was relocated to renewed focus is its meatball line, which meat. We are developing a line of ABF success.” another area in Swedesboro and became is already part of Botto’s 500 SKU portfo- (anti-bacteria free) sausages and will soon a combination restaurant (Botto’s Italian lio (retail and foodservice). Vince Botto unveil an organic chicken sausage line.” Line) and Italian grocery store. “Our goal is to continue the family val- Additionally, Botto’s modern 40,000 President Robert Botto Sr. passed away in 2007 ues our father created, using our great square foot headquarters and plant facil- Botto’s Sausage leaving a legacy of wonderful memories product line as the diff erence maker,” ity is SQF Level 3 rated and recently re- and notable achievements. He was sur- Vince Botto asserted. “We now are posi- ceived a 96 (out of 100) food safety rating. vived by his beloved wife, Catherine (they tioned to expand our marketing area and were married for 48 years) and four sons Over the last few months, the compa- ny has also revamped its packaging – the also off er new products that we believe will continue to fuel our success.”

22 I FOOD TRADE NEWS November 2016

www. best-met.com EDITORIAL OPPORTUNITIES Industry Executive Forums

FOCUS on the

As the industryProduce prepares to head to New Orleans forDepartment the Floyd Avillo 2017 PMA Fresh Summit, Food Trade News asked some of product origin, and organic han- President dling. the region’s produce suppliers and businesses to talk about FreshPro Food Distributors some of the issues facing the industry today. Our panelists are: 2. Over the years the parity Floyd Avillo, president of FreshPro Food Distributors; Tom 1. We have had a complete pricing you mention has for the Kovacevich, president of TMK Produce; John Vena, president, food safety program in place for most part been taken care of by and Emily Kohlhas, director of marketing, John Vena Inc.; Rick years, and we can trace every lot the industry forces and the grow- Feighery, vice president of sales, Procacci Bros. Corp., John of product that was shipped to ers themselves. Many growers Gates, president of Lancaster Foods; Louis Rotell, director our customers back to the indi- are moving a larger share of their of produce and floral, C&S Wholesale Grocers; and Jonathan vidual shipper, and then they can products to organic only. The pre- Steffy, director of sales/retail services at Four Seasons. take it down further to the farm, mium for organic is not what it the day, the picker, whatever they once was as supply and demand Our Questions: control. Food Safety is the most have made the markets more “in 1. Food safety is the chief concern in the produce industry. What important part of our operation; balance” than in the past; also, the have you done to provide traceability to your customers? if our requirements for potential quality of the product grown is shippers and growers are not met, the same or superior at times to Floyd Avillo 2. Have you taken measures to bring parity to organic and we will not purchase from them. conventional. non-organic pricing? Explain. surge; it’s still up from where it This has caused us to potentially 3. The hot items this year have was but not at the heightened lev- 3. Which produce items are “hot” in 2017? Which have lessened lose sales at times, but food safe- been the vegetable noodles. Also, els from prior years. The entire in popularity? ty is the most important concern the different variations of cauli- Juice category is slowing. Many we have. Of course, we would like flower - rice and “steaks” - which retailers have added SKUs to the to see a level playing field as the we process in our fresh cut op- category, but I don’t think the to- smaller retailers, distributors and eration. There sales are strong tal dollar sales in the category are farmers markets do not seem to and should increase more as the growing. be held too, nor try to meet the cooler weather begins. The kale same standards for food safety, as craze, I believe, has cooled a well as country of origin labeling, See PRODUCE bit. So has the Brussels sprouts on page 12

spotlight on the Local is Better.

Want localtype of customer representation day where you Hispanic SectorKelvin Rodriguez have vendors come out and give General Managerwith a awaynational items to consumers reach? while WR Management Group teaching them at the same time. With the celebration each September of Hispanic Heritage Month, we asked several retailers to discuss some topics of 1. Th e gluten free and organ-You4. Governmentneed the always professionals have interest on the subject. ic products have aff ected the an impact in the way that a top selling Hispanic products. business is run. atTh Star/Pro-Star.e fact that Now you have large compa- Our Questions: minimum wage just keeps ris- nies like Goya foods off ering a ing is really tough for our in- 1. What impact have you seen the trend toward gluten free/all large variety of gluten free and dustry. Now you see the indus- natural/organic have on the top selling Hispanic products, organic products. Consumers try moving towards automated if any? are now becoming more health checkouts in order to try to conscious and everyone is fol- keep labor costs down. Gov- 2. As Hispanic millennial customers assimilate and become in- lowing that trend. ernment has implemented so creasingly multi-cultural, how do you plan to market to these many new rules and regulations customers? 2. Th e best way to market to that have caused burden on the Kelvin Rodriguez these customers is by market- 3. What sort of in-store marketing events do you suggest as entire industry because usually ing online. Stores must create they all have costs associated er information and try to send ways for retailers to engage the Hispanic shopper, and why? them coupons in order to retain social media pages781 and Far have Hills Drive,with them. Suite 800 • New Freedom, PA 17349 4. How do you feel that decisions made by government - either some type of online presence, them. or both nationally and locally - are impacting your business? this is the way of the future for717-759-3701 5. One of ph the • ways717-759-3702 that we are fax What do you look to government to do to help you to be all stores. trying to retain the customers is See HISPANIC HERITAGE successful in the current economic climate? by off ering loyalty programs. on page 18 3. One sort of in store mar- Th is way we can get custom- 10 | FOOD TRADE5. How NEWS do you continueOctober 2017 to reach new Hispanic customers and, keting event is to make some www.best-met.com more importantly, retail them? Spaghetti & Meatball Bites

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16 | FOOD TRADE NEWS September 2017 www.best-met.com EDITORIAL OPPORTUNITIES Q&A Features, Events & Awards

Douglas H. Fisher Continues To Accelerate

New Jersey’s Agricultural bePrograms destructive to farmers, who he believes fruits, vegetables and herbs, as well as poul- provide other forms of support (housing and Here are two important facts to know try, livestock, dairy and aquaculture. Th e transportation) to off set a mandated increase about Douglas H. Fisher, New Jersey’s Secre- state also is among the national leaders in the of that magnitude. tary of Agriculture: he is the steward of the production of nursery, greenhouse and sod, Fisher is extremely proud of the creative- “Jersey Fresh” program, arguably the most as well as fl oriculture. ness and ingenuity of the state’s farmers who durable and successful produce marketing have helped create a cult-like image of two of promotion over the past 25 years; and he is their stalwart crops – tomatoes and blueber- a former supermarket retailer, having owned ries. the Fisher Food Center in his native Bridge- Much of the credit also belongs to the “Jer- ton, NJ for many years before turning to a sey Fresh”/“Jersey Grown” program, which career in public service that began in 2001. has embraced social media as a way to foster While he was selected to his current job more interest in the state agricultural output. Q by New Jersey’s board of agriculture in 2009 A zucchini recipe recently posted on the and approved by former Democratic Gover- department’s ‘Jersey Fresh’ website (jersey- nor Jon Corzine, it’s a testament to Fisher’s fresh.nj.gov) received 2 million hits, and the skill and dedication to his job that current website overall features a unique perspective & Governor Chris Christie reaffi rmed Fisher’s including recipes, roadside stands and organ- Area retailers are at the fore- as frozen meat and bakery items the tools/ingredients/know-how Th e next evening, the Acade-appointment in 2010 by stating, “Secretary ic farms. A Douglas Fisher has proven to have a deep Th e 69-year old Fisher also has no short- with Douglas H. Fisher, Secretary appreciation for New Jersey’s agricultural front of the fi ght against food are also donated. But food banks at their disposal. And it won’t be myNJ Departmentof Food of MarketingAgriculture inducted age of new ideas to keep New Jersey on the insecurity. During the month of all need more produce to give to surprising if it happens again and Richard Saker of Saker ShopRitescommunity. I support his position as secre- leading edge. “We have opportunities in ur- tary for the New Jersey Department of Ag- ban agriculture, in ethnic specialty crop ex- September, Giant/Martin’s cus- the food insecure. again and again.” Is the food in- into its Hall of Honor. Th e ricultureSaker and look forward to working with And while some non-residents may be pansion, in wine production and in seafood tomers and associates generously Th ere is more news from Gi- dustry ready to deal with Millen- family’s roots are deep at himSJU. to promote and protect our state’s nat- confused as to why the state’s nickname is to name a few areas of potential growth,” he ural assets.” “the Garden State,” a closer analysis pro- declared. “I also believe we can expand our donated $738,080 at the Ahold ant/Martin’s as they recently an- nials, who prefer experiences to Richard is a SJU graduate, classWhile seven years in the agriculture busi- vides overwhelming evidence. Currently in ‘Jersey Fresh’ program to also include frozen USA division’s annual in-store nounced new service commit- materials goods as the target mar- of 1974. His father Joseph Sakerness may seems like a short period of time, New Jersey, there are about 9,100 farms en- foods.” Fisher has interfaced with farmers for most compassing 720,000 acres of which 220,000 Fisher is also excited about two other dedi- Bag Hunger campaign, which ments to give shoppers the best ket? All of this was addressed by was the one of the founders ofof the his life. As a youth, he worked summers acres are permanently preserved. Th at makes cated initiatives that fall under his aegis. New supports local and regional food grocery shopping experience speakers from diff erent sectors of Academy of Food Marketing inand a Hunt-Wesson cannery, where millions of the Garden State the national leader in state Jersey’s Farmland Preservation Program, pounds of Jersey tomatoes were used to make investment in farmland preservation pro- whose mission is to permanently preserve banks in four states. “As a gro- each time they visit. Th ese service the CPG industry including Steve Wakefern Food Corporation. ketchup.His A few years later, as owner of his grams. It also ranks second among all states farmland, represents one of the state’s largest cer, we are reminded of the dai- promises are part of the compa- Henig of Wakefern, Scott Aakre son Rick holds two degrees fromgrocery store, he promoted local agriculture in net farm income per acre; third in cranber- investments (over $1 billion). Th e program is products as a selling point to his Cumberland ry farming and fi ft h in blueberry and cucum- administered by the state agricultural develp- ly challenges many face to feed ny’s continuing focus on helping of Hormel and Steve McMahon SJU. His brother Tom is a graduateCounty customers. ber cultivation. ment committee and its staff , which coordi- Soup themselves and their families,” customers save money and time, of Saladworks. Th e program was and his nephew Joe Saker III is“I a have always thought farming was a no- Fisher oversees a staff of about 215 people nates with county agriculture development to Nutz ble profession and have felt it is gratifying to and one of his passions is promoting produce boards, municipal governments, nonprofi t said Tom Lenkevich, president of and eat well, and include im- a good mix of data and consumer current student. In the retail foodwork in the farming and food production as a key component in the health and well- organizations and landowners in the devel- By Maria Maggio Giant/Martin’s. “We are extremely proved customer service at both behavior (read: it wasn’t boring). industry because it satisfi es the public’s basic ness of New Jersey’s citizens. opment of plans that best meet the needs of needs,” he stated. “Education is a very important part of my individual landowners. grateful for everyone who donat- the deli counter and checkout Kudos to George Latella, visiting We have opportunities in urban As the chief of a large state agency, Fisher See SOUP TO NUTZ job” Fisher affi rmed. “I enjoy going to schools Another initiative that excites Fisher is ed to our Bag Hunger campaign lines. “We know our customers professor at SJU for putting this agriculture, in ethnic specialty crop supervises fi ve divisions: animal health, plant and promoting better eating habits. But I also his department’s collaboration with Rutgers We all know it’s fall, but the on page industry,41 agricultural and natural resources, like to visit with our farmers and gain input University’s Food Innovation Center (FIC), a to help support our local food are busy so every minute counts well-rounded program together! “expansion, in wine production and in food and nutrition, and marketing and devel- about what their needs are.” food business incubation and economic de- weather hasn’t quite gotten the banks and join the fi ght to end when shopping at our stores,” seafood to name a few areas of po- opment. He also sits as chairman of the state As an “old-school” leader, relationships are velopment accelerator program in Bridgeton. message. Th at’s okay, I hear we agriculture development committee, which important to Fisher. In addition to interact- FIC is a distinctive food industry resource hunger in our communities.” said Lenkevich. “We consistently tential growth. I also believe we can has as its main responsibility the adminis- ing directly with farmers and visiting schools, focused on developing, commercializing, have a cold winter ahead, so enjoy tration of the state’s Farmland Preservation Major recipients included the strive to raise the bar on our ser- expand our ‘Jersey Fresh’ program you might fi nd the former grocer talking to marketing and selling food and beverage the warmth while it while it lasts! Program. current retailers about the industry or vis- products. In its 16 years of operation, which Central Food Bank, vice. Our new service promises Th e division of marketing and develope- Th e October issue of Food Trade to also include frozen foods.” iting many of the 146 community farmers’ focuses on business and technical monitor- Philabundance, Second Har- reaffi rm our pledge to give our ment oversees the state’s “Jersey Fresh” pro- markets that exist in New Jersey. Moreover, ing; training and specialized services, prod- News focuses on the produce in- gram (as well as “Jersey Grown” and “Jersey as secretary, he always faces legislative chal- uct manufacturing; and international trade vest Food Bank of Lehigh Valley, customers an easy and enjoyable Douglas H. Fisher, Secretary Seafood”), a marketing initiative rolled out lenges, especially in a state where budget cuts services, has served over 1,500 companies. dustry with a timely spotlight on ssssssssssssssssssssssssssssssin 1984 to help farmers inform consumers have taken their toll on many agencies. Greater Berks County Food Bank shopping experience.” NJ Department of Agriculture New Jersey’s agricultural department the Greater area’s about the availability and variety of fruits and Concerns? Fisher has a few. He worries continues to be one of the nation’s leaders and Water Street Rescue Mission Th e week of October 9 was vegetables grown in New Jersey. Th rough food bank, Philabundance. Food about succession planning in an industry in helping farmers while also creating pro- in Lancaster. “We are grateful Food Marketing Week at Saint Jo- the many years of the program, consumers’ that has seen generational decreases in the prietary programs designed to promote the insecurity is defi ned as “the state TAKING STOCKawareness has increased, and it has become number of farmers and farmland in his native high-quality output of its growers. to Giant customers and associ- seph’s University (SJU). the benchmark for other states to initiate of being without reliable access to state, which is also one of the most industrial- And the continuing fi ne work of Doug ates for helping us ‘Bag’ hunger, Beginning with the 11th annual From page 18 their own state-grown agricultural market- ized areas in the country. He’s troubled that a Fisher is one of the reasons why. a suffi cient quantity of aff ordable, Cincinnati-based Kroger acknowledged that it is consideringing sellingprograms. its entire New Jersey’s farmers grow potential $15 an hour minimum wage would an issue impacting one in fi ve Food Industry Summit (FIS) and c-store unit which includes other banners such as Quick Stop,and raise Tom more Thumb, than 100 diff erent varieties of nutritious food.” In Philadelphia, www. best-met.com of our Philadelphia-area neigh- ending with a tasting extravagan- Kwik Stop and the tantalizing Loaf ‘N Jug. As it continues to evaluate its one in fi ve people fi ts that descrip- bors,” said Glenn Bergman, exec- za for the students. this year’s FIS overall portfolio, which has been adversely impacted by falling share prices, tion. Food insecurity in children the merchant believes10 I thatFOOD it could TRADE receive NEWS greater October value 2016 for its 784 c-store utive director of Philabundance. topic was “Disruptive Innovation has grown 10 percent in the past from an outside buyer or investor. “Our convenience stores are strong, “Th rough donations collected in- in Food Marketing.” Th is event successful and growing with the potential to grow even more,” said Mike 10 years, and that is in families store, Philabundance will be able is always a good learning expe- Schlotman, Kroger’s executive VP and CFO. “We want to look at all options to who hold down part time jobs. ensure this part of the business is meeting its full potential. Considering the to provide more than 100,000 rience and everyone leaves feel- Th is is totally unacceptable. To current premium multiples for convenience stores, we feel it is our obligation meals to those facing hunger in ing that the time was well spent. THE BURNS FAMILY’S FRESHas a management GROCER team AND to SHOPRITEundertake this HOSTEDreview.” Turkey AN Hill Minit Markets our Philly-based retailers, manu- the Delaware Valley.” Th is year Th is year was no exception. In- AT-THE-REGISTER FUNDRAISERalone operates FOR about THE 250 AMERICAN c-stores whose RED estimated CROSS annual sales are facturers, wholesalers and distrib- approximately $350 million. “Our convenience store management and alone, Giant/Martin’s customer deed, the topic is timely. A year TO SUPPORT THEIR ONGOING HURRICANE RELIEF EFFORTS. utors, before you dump close-cod- Customers were given theassociates opportunity are an importantto donate part atof ourcheckout success,” Schlotmanat nine continued. “They contributions for hunger relief ago, who would have guessed put our customer fi rst every day. We value what they do and thank them for ed product, or a case of canned local and, in combination with corporate support from eff orts total more than $1.3 mil- that would buy Whole what they will continue to do as we conduct this evaluation.” More Kroger goods with one dented can, or a the Burns family, raised a total of $20,000. All of the proceeds will help lion. In 2016 the retailer donated Foods? Th is disruption has forced news: perhaps to counter a decision made by Whole Foods to centralize many case of fruit with a few “bad ap- the Red Cross provide shelter,of its merchandising relief, comfort functions, and Kroger emergency has unveiled support a new portal to its website nearly $12 million to approxi- innovation that the retail sector ples,” please consider donating the to those affected by recent– kroger.com/wearelocal hurricanes. At – tothe emphasize check the presentation, importance of carrying local and mately 100 hunger relief agencies isn’t quite ready for. Speaker Kev- which took place at Theregional Fresh brands.Grocer The of company’s Walnut announcement,Street in Philadelphia in part, noted the retailer’s remaining good product to your through customer, vendor and in Coupe of Morning News Beat October 9, were (l-r): Patlongstanding, Burns, 365-day-a-year Burns’ Family commitment Fresh to Grocersupport local and farmers, ranchers, local food bank. So many will food producers, wineries, breweries and product makers…as reported by us a corporate support. Of the total noted, “It took outside companies ShopRite; Jannie Blackwell, Philadelphia City Council; Judge Renee thank you and fewer children will Hughes, retired from Americanfew months ago,Red Sprouts Cross; has confiGrant rmed McLough, it will be opening Burns its fi rst Mid-Atlantic hunger-related donations, safe to create the meal kit business, store in Ellicott City, MD. The Ellicott City unit (the site of a former Super go to bed hungry at night. Family Fresh Grocer and ShopRite. consumable food donations such even though food retailers had all Market) will be one of nine new stores that will open in Q1 of 2018 by the HELD A RIBBON CUTTING CEREMONY OCTOBER 3 TO OFFICIALLY OPEN THE 210,000 Phoenix, AZ-based fresh, natural and organic merchant. All told, the fast SQUARE FOOT EXPANSION OF ITS DISTRIBUTION CENTER IN MILTON, PA. The expansion, which brings growing retailer plans on 30 new stores nationally next year. Maryland will be the distribution center size to 1.3 million square feet, provides additional dairy, deli, and cold storage 16th state where the company will operate stores. Although it’s not yet been (frozen foods) capacity and further streamlines the growing company’s supply chain. At the ribbon cutting confi rmed by the company, it appears that Sprouts is moving forward with two were (l-r): Eric Hudson, Tom Frederick, COO Kurt Schertle, Rusty Graber, Joe Kleman, Wayne Bailey, all other previously reported new projects - in Philadelphia (Broad Street & with Weis Markets; Pennsylvania State Sen. John Gordner; president and CEO Jonathan Weis and Aaron Garrison, Weis Markets. Washington Avenue) and Moorestown, NJ (Moorestown Mall on the site of the former Macy’s)…MOM’s Organic Markets opened its fi rst Center City store last Jeffrey W. Metzger month (and 18thFood overall) Trade when Newsit cut the (USPS ribbon on562290) its very healthy is location PUBLISHED THE THIRD President/Publisher Karen Fernandezon 34 South 11thpub Street. lished This ismonthly MOM’s third for Del-Val$69 a store year (Bryn by Mawr, PA and Marketing Director/Digital CherryStrategist Hill, NJ)…another huge opening for , which debuted its MONDAY OF EACH MONTH 108,000 square footBest-Met Montvale, Publishing NJ unit on September Co. Inc., 24. 5537 Next up for the Terri Maloney Rochester, NY-based uber retailer is its new Medford, MA store on November VP/Editorial Director Beth Pripstein5 followed by new Twinmega-units Knolls in Rd.,Natick, Suite MA, Chantilly, 438, Colum VA and bia, Lancaster, PA Food Trade next year…multiple sources have told us that Ahold Delhaize’s bfresh By Best-Met Publishing Co., Circulation Manager Md. 21045. Periodicals Post age paid small-sized perishables format concept is still alive. After three years of near Inc. Maria Maggio inertia with only threeat storesColumbia, to show Maryland for its efforts, and we’re additional told that signifi cantly Produce is Publishers of VP/GM-Food Trade News Richard J. Bestanymore units are plannedmailing (two other offices. Philly POSTstores were MASTER: previously Send announced) Chairman Emeritusand that even more addressunits could changesalso appear toin theBest-Met Carolinas…Weis Pub- Markets Food World Kevin Gallagher completed its 210,000 square foot expansion of its primary distribution our passion. center in Milton, PA. lishing“With this Co. expansion, Inc., 5537 we’re Twinenhancing Knolls the Rd.,distribution and Food Trade News Vice President center’s productivity and viability, and we’re improving our company’s Whether it’s sourcing from local competitiveness,” saidSuite chairman 438, and Colum CEO Jonathan bia, Md. Weis. 21045. “We plan to News continue expanding this distribution center as our company grows, providing farmers, being your eyes on the pier, new job opportunities for people in the Central Susquehanna Valley.” The or handling the details of your products’ expansion of the distribution center, which supplies 204 Weis Markets forward distribution or transportation, locations in its seven-state market area, provides all stores with an increased variety of products on its shelves. In 2018, Weis will begin the expansion of all of us at T.M. Kovacevich Philadelphia the distribution center’s produce storage area. The upgrade and moderniza- are committed to delivering you the tion of the facility comes at a time of record growth for the company, as it highest quality products and services. 4 | FOOD TRADE NEWS October 2017 expanded its footprint by roughly 25 percentwww.best-met.com in 2016 with the acquisition of 44 new stores. As a result of this growth, Weis has added 150 full-time jobs at the distribution center, bringing the total number of full-time associates at the location to 900. The expansion also helps Weis to realize its mission of reducing its environmental impact. The new expansion includes sustainability T.M. Kovacevich measures such as use of an ammonia refrigeration system, which allows Weis Philadelphia Inc. to reduce the usage of refrigerants moving forward. The project also further streamlines the company’s supply chain, allowing the company to reduce TMK International, TMK Logistics, diesel fuel usage by more than 23,000 gallons a year…Nine-store indepen- TMK Local & TMK Direct dent Gerrity’s Supermarkets has begun its fi rst “click & collect” and home

TAKING STOCK continues on page 43 www.tmkproduce.com Philadelphia, PA | 215-336-3160 www.best-met.com

October 2017 FOOD TRADE NEWS | 39 CIRCULATION

Category of Trade % of Circulation

Food World total circulation: 22,944 Corporate Chains: Executives/Buyers/Store Managers 35 Small Chains/Independent Operators 13 Convenience Stores/Mass Retailers 8 Wholesalers/Distributors 9 Manufacturers/Brokers 32 All Others 3

Food Trade News total circulation: 28,231 Corporate Chains: Executives/Buyers/Store Managers 34 Small Chains/Independent Operators 14 Convenience Stores/Mass Retailers 8 Wholesalers/Distributors 9 Manufacturers/Brokers 31 All Others 3

The area of coverage for Food World is Maryland, Virginia, Delaware, Central Pennsylvania and the District of Columbia. The area of coverage for Food Trade News is Pennsylvania, New Jersey, Metro New York and Delaware. Both publications enjoy national circulation to the corporate headquarters and buying offices of all the major retail chains that operate stores in the areas we cover. EDITORIAL CALENDAR Food World

Publication Date Special Issues & Features

January 14, 2019 Futurecast 2019 Materials due: January 4 Food World takes a look ahead at the year 2019.

February 11, 2019 Frozen Foods Materials due: February 1 Symphony IRI listings of the fastest moving frozen food items in the Baltimore-Washington and Richmond- Norfolk markets. Plus, bonus circulation at the 2019 NGA Show in San Diego, CA.

March 11, 2019 Seafood Materials due: March 1 Spotlight interviews with seafood companies in . Plus, bonus circulation at the Boston International Seafood Show in Boston, MA

April 8, 2019 Specialty Foods Materials due: March 29 Food World will take a look at the specialty food industry highlighting interviews with area retailers, distributors and wholesalers handling specialty categories.

May 13, 2019 Dairy-Deli-Bakery Materials due: May 3 Symphony IRI listings of fastest moving dairy-deli bakery items in the Baltimore-Washington and Richmond-Norfolk markets. Plus, bonus circulation at the IDDBA Show in Orlando, FL.

June 17, 2019 Retail Market Study Materials due: June 7 Food World’s biggest and most important issue of the year! The annual market study breaks down sales and share for retailers from all segments doing business in the Baltimore-Washington, Richmond-Norfolk and Central Pennsylvania markets.

July 15, 2019 International Foods Materials due: July 5 In this edition, Food World will take a look at the international food industry, including the ethnic and kosher segments, highlighting interviews with area retailers, distributors and wholesalers handling specialty categories.

August 5, 2019 Direct Store Delivery / Manufacturers Materials due: July 26 Food World puts the focus on suppliers in the arena. Also includes company listings of the area DSD/ Manufacturers.

September 3, 2019 Naturals and Organics / Hispanic Heritage Month Materials due: August 23 Food World explores the natural/organics business in the retail sector, highlighting future trends and showing you who’s on the cutting edge. Focus on Hispanic Heritage Month will also be featured.

October 7, 2019 Produce Materials due: September 27 Food World explores the produce business and highlights future trends. Plus, bonus circulation at PMA Fresh Summit in Anaheim, CA.

November 4, 2019 Grocery / Brokers Materials due: October 25 Symphony IRI listings of the fastest moving edible and non-edible grocery items in the Baltimore- Washington and Richmond-Norfolk markets. Plus, broker listings.

December 9, 2019 Wholesalers Materials due: November 29 A study of the wholesalers in the Food World market along with company listings. EDITORIAL CALENDAR Food Trade News

Publication Date Special Issues & Features January 21, 2019 Futurecast 2019 Materials due: January 11 Food Trade News takes a look ahead at the year 2019.

February 18, 2019 Frozen Foods Materials due: February 8 Symphony IRI listings of the fastest moving frozen food items in the Delaware Valley, Central Pennsylvania, and Metro New York markets. Plus, bonus circulation at the 2019 NGA Show in San Diego, CA.

March 14, 2019 Seafood Materials due: March 1 Spotlight interviews with seafood companies in the market. Plus, bonus circulation at the Boston International Seafood Show in Boston, MA.

April 22, 2019 Specialty Foods Materials due: April 12 Food Trade News will take a look at the specialty food industry highlighting interviews with area retailers, distributors and wholesalers handling specialty categories.

May 20, 2019 Dairy-Deli-Bakery Materials due: May 10 Symphony IRI listings of fastest moving dairy-deli-bakery items in the Delaware Valley, Central Pennsylvania and Metro New York markets. Also, broker listings. Plus, bonus circulation at the IDDBA Show in Orlando, FL.

June 24, 2019 Retail Market Study Materials due: June 14 Food Trade News’ biggest and most important of the year! The annual market study breaks down sales and share for retailers from all segments doing business in the Metro New York, Northern New Jersey, Delaware Valley, Central Pennsylvania, ABE and Northeast PA markets.

July 22, 2019 International Foods Materials due: July 12 In this edition, Food Trade News will take a look at the international food industry, including the ethnic and kosher segments, highlighting interviews with area retailers, distributors and wholesalers handling specialty categories.

August 19, 2019 Direct Store Delivery / Manufacturers Materials due: August 9 Food Trade News puts the focus on suppliers in the arena. Also includes company listings of the area DSD/ Manufacturers.

September 9, 2019 Natural and Organics / Hispanic Heritage Month Materials due: August 30 Food Trade News explores the natural/organics business in the retail sector, highlighting future trends and showing you who’s on the cutting edge. Focus on Hispanic Heritage Month will also be featured.

October 14, 2019 Produce Materials due: October 4 Food Trade News News explores the produce business and highlights future trends. Plus, bonus circulation at PMA Fresh Summit in Anaheim, CA.

November 18, 2019 Grocery IRI / Broker’s Issue Materials due: November 8 Symphony IRI listings of the fastest moving edible and non-edible grocery items in the Delaware Valley, Central Pennsylvania and Metro New York markets. Plus, broker listings.

December 16, 2019 Wholesalers Materials due: December 6 A study of the wholesalers in the Food Trade News market along with company listings. DISPLAY ADVERTISING RATES Food World Food Trade News

Food World is published the first Monday of the month. Food Trade News is published the third Monday of the month. Food World / Food Trade News Typical Space Costs Size of ad 1 time 3 times 6 times 9 times 12 times Full page $3,665.97 $3,550.91 $3,320.91 $2,975.91 $2,960.22

3-column strip $2,199.58 $2,167.70 $2,115.06 $2,067.24 $2,010.73

Horizontal ½-pg $1,832.99 $1,806.42 $1,762.55 $1,722.70 $1,675.61

Insert Costs Single leaf: $3,415.50 Double leaf: $4,680.50 (commissionable)

Must have a minimum of 20,000 inserts PER paper. Inserts must be pre-printed and sent directly to our printer. The cost of having the insert inserted into the paper depends on size, single means no larger than one page of the paper, (10x10.5) double leaf is two pages (both sides).

Agency Discounts Agencies receive a 15% discount on gross cost.

Color $350 extra per page (net).

Closing Dates Materials must be received at least 10 days prior to publication date.

For more information, contact:

Food World: Karen T. Fernandez, 410.730.5013 or [email protected]

Food Trade News: Maria Maggio, 443.631.0172 or [email protected]

Kevin Gallagher, 201.250.2217 or [email protected] AD MATERIAL INFORMATION Food World Food Trade News

Full Page 3-Column Strip 10" x 10.5" 6" x 10.5"

Horizontal Half Page Quarter Page 10" x 5.25" 6" x 5.25"

Page Size 52.5 column inches per page (5 columns x 10.5”)

Column Size 1 column inch = 2” x 1”

Specs Digital submissions should be high resolution PDF files with all fonts and graphics collected/ embedded. No bleeds. Color is process (CMYK). Ad sizes are described above.

Submissions Submissions can be sent via email to Karen Fernandez at [email protected]. Submission can also be sent via mail to Karen Fernandez, 5537 Twin Knolls Road, Suite 438, Columbia, MD 21045

FTP FTP protocol is available. For further information, contact Karen Fernandez at 410.730.5013. ASK HOW YOU CAN ADVERTISE WITH US ONLINE!