MARKETING MERCHANDISING ANAGEMENT ROCUREMENT Now … · april/may 2014 $14.95 also inside...

APRIL/MAY 2014 $14.95

ALSO INSIDEUNDERSTANDING MILLENIALS

SANDWICHESCHEESE PLATES

PACKAGINGBARBECUE

DELI BUSINESS MARKETING MERCHANDISING MANAGEMENT PROCUREMENT

Now That’sItalian!


Cover_Layout 1 4/24/14 4:35 PM

Couturier_. 4/21/14 10:56 AM Page 1

http://www.couturierna.com

mailto:[email protected]

APRIL/MAY 2014 DELI BUSINESS 3

FEATURESUnderstanding Generation Next . . . . . . . . . . . . . . 19The Millennial generation is growing upand presenting new opportunities for delis

PREPARED FOODSBuilding the Foodservice Core . . . . . . . . . . . . . . . . . . 24Sandwiches build sales and profits

CHEESE CORNERThe Principlesof Cheese Plates. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32Offering consumers the finest early season cheeses

PROCUREMENT STRATEGIESThe Right PackagingBoosts Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39Grab-and-go foods riding high

14

CONTENTSAPRIL/MAY ’14 • VOL. 19/NO. 2

COVER STORY

24

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

TOC_Layout 1 4/25/14 1:32 PM Page 1

EDITOR’S NOTEExperiential Delis Trump Online Every Time. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

PUBLISHER’S INSIGHTSA Loving Farewell . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12



4 DELI BUSINESS APRIL/MAY 2014



CONTENTSAPRIL/MAY ’14 • VOL. 19/NO. 2

IN EVERY ISSUEDELI WATCH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

INFORMATION SHOWCASE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54

BLAST FROM THE PAST . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54

32

MERCHANDISING REVIEWThe Heart of Barbecue –Ribs and Wings. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51Do It Well and Reap the Rewards

51

SPECIAL SECTIONTHE IDDBAPRE-SHOW GUIDE. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

COMMENTARIES

TOC_Layout 1 4/28/14 6:52 PM Page 2

Blount_. 4/21/14 10:53 AM Page 1

http://www.blountfinefoods.com/buildsales


DELI BUSINESS

PR

m pro

m m pro

M

P

MARKETING MERCHANDISING MANAGEMENT PROCUREMENT

CO

MIN

G N

EXT

PRESIDENT & EDITOR-IN-CHIEFJAMES E. PREVOR

[email protected]

PUBLISHING DIRECTORKENNETH L. WHITACRE

[email protected]

PUBLISHER/EDITORIAL DIRECTORLEE SMITH

[email protected]

SALES MANAGERSJANE JOHNSON

[email protected]

MICHAEL [email protected]

PRODUCTION DIRECTORDIANA LEVINE

[email protected]

ART DIRECTORSUNSHINE GORMAN

[email protected]

PRODUCTION DEPARTMENTFREDDY PULIDO

RESEARCH DIRECTORSHARON OLSON

CONTRIBUTING EDITORSSTEVE COOMES BOB JOHNSON MAX MCCALMANSHARON OLSEN SUSAN SHERIDAN LISA WHITE

SEND INSERTION ORDERS, PAYMENTS, PRESS RELEASES, PHOTOS, LETTERS TO THE EDITOR, ETC., TO:

DELI BUSINESSP.O. BOX 810217, BOCA RATON, FL 33481-0217PHONE: 561-994-1118 FAX: 561-994-1610

E-MAIL: [email protected]

PHOENIX MEDIA NETWORK, INC.CHAIRMAN OF THE BOARD

JAMES E. PREVOR

EXECUTIVE VICE PRESIDENTKENNETH L. WHITACRE

SENIOR VICE PRESIDENTLEE SMITH

VICE PRESIDENT EDITORIALELLEN KOTEFF

GENERAL COUNSELDEBRA PREVOR

TRADE SHOW COORDINATORJACKIE LOMONTE

DELI BUSINESS IS PUBLISHED BYPHOENIX MEDIA NETWORK, INC.

P.O. BOX 810425,BOCA RATON, FL 33481-0425

PHONE: 561-994-1118 FAX: 561-994-1610www.delibusiness.com

ENTIRE CONTENTS © COPYRIGHT 2014

PHOENIX MEDIA NETWORK, INC.ALL RIGHTS RESERVED.PRINTED IN THE U.S.A.

PUBLICATION AGREEMENT NO. 40047928

COVER STORY10th Annual People Awards

FEATURE STORIESMediterranean FoodsAppetizers & Small Bites

MERCHANDISING REVIEWSDeli BreadsSalads & Side DishesCross Merchandising

PROCUREMENT STRATEGIES

Olives

PREPARED FOODSRotisserie & Beyond

DELI MEATS Annual Deli Meat Report

CHEESESGoat CheesesManchego & Other Spanish Cheeses

COMING IN AUG./SEPT. A Contemporary Look at Back to School

SUBSCRIPTION & READER SERVICE INFOIf 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 “Subscribe” button.From there, you can subscribe to the print version of DELI BUSINESS or free ofcharge to the electronic version. In addition, you can read the electronic versionand go directly to a company’s Web site through our special hot link feature. Bestof all, you can download and print any article or advertisement you’d like.

COMING NEXT ISSUE IN JUNE/JULY 2014

A grandmother of six from Dublin, CA, Mary Lu Marr (above, left), is the proud recip-ient of a $50,000 Grand Prize check in the Dream Big Giveaway, courtesy of Carl Buddig& Co and Old Wisconsin. Marr, 71, collected the check at a celebration brunch with Bud-dig family member/owner Tom Buddig (above, right), family and friends in San Francisco.Marr purchased her Buddig products with the winning entries from her local Safeway andLucky Supermarket stores. The Dream Big Grand Prize winner was determined through arandom drawing. First Place prize winner Cynthia Petri, 56, from Bishop, TX, takes home$15,000.

“When I received the phone call notifying me I was the winner, I was in total shock anddisbelief,” says Marr. “I kept thinking someone would call me and say it was a big mistake.”

While Marr has made a hobby of entering sweepstakes and contests for fun over theyears, she said she’s never won anything on this scale. She learned about the promotionafter purchasing Buddig Original turkey products for the first time last year, and she’s beena fan of the brand ever since. She plans to use the prize money to splurge on a family Mexican cruise and separate trip with her sister.

CARL BUDDIG AWARDS $50,000 GRAND PRIZEIN DREAM BIG GIVEAWAY

Masthead_Layout 1 4/25/14 1:35 PM Page 1









http://www.delibusiness.com

http://www.delibusiness.com

Atlanta Foods_. 4/28/14 5:03 PM Page 1

http://www.gfifoods.com

D E L I W A T C H

GENEROUSLY SIZEDPlaceTile Designs, Atlanta, GA,offers the PlaceTile Cheese & Mes-sage Board. This generous-sizedceramic cheese board doubles as adry-erase message board, allowing theitems on the plate to be easily labeled.When not in use for entertaining, anincluded easel stand allows it to func-tion as a convenient message boardfor to do lists, menus and grocery lists.The PlaceTile Pig-Themed CheeseKnives are stylish stainless steel kniveswith a labeling space on their ceramichandles for writing on with a marker.Each are 6 inches long. www.placetile.com

AFFORDABLE UPGRADESAnchor Packaging, Inc., St. Louis,MO, has announced the addition ofCulinary Squares separate bases andlids to the hinged Culinary Basics andCulinary Classics lines of high heatpolypropylene packages. The new81/2-inch squares are available in single and three-compartment blackPP bases with separate single andthree-compartment clear, vented,anti-fog PP lids. Bases are made withrenewable mineral additives, reducingthe use of petroleum-based resin up to40 percent. Culinary Squares arepacked 300 per case separately andalso in three combo packs of 150bases and lids.www.anchorpackaging.com

SEAFOOD SOUPSBlount Fine Foods, Fall River, MA,has introduced premium seafoodsoups and chowders now available ina 32-ounce retail cup. Varietiesinclude Lobster Bisque, New EnglandClam Chowder and Shrimp &Roasted Corn Chowder. LobsterBisque is rich and creamy, conjuringup images of rocky New Englandcoasts with a meaty, buttery lobsterflavor. The New England ClamChowder includes tender Cape Codclams, cream and herbs. The Shrimp& Roasted Corn Chowder featurestender shrimp, roasted sweet corn,red peppers, light cream and potatoes,bringing out the flavor of seafood,dairy and vegetables. www.BlountFineFoods.com

Lorie Donnelly is the new vice pres-ident of foodservice sales at KettleCuisine, Chelsea, MA. In her newrole, Donnelly will be responsible forguiding the company’s foodservicebusiness development efforts towardcontinued growth while staying trueto the long standing company princi-ples of honoring food and exceedingcustomer expectations. She joinedKettle Cuisine in 1993 after earningher degree in Business Administrationat Niagara University.www.kettlecuisine.com

RFA ESTABLISHES NATIONALDELI SALADMONTHThe Refrigerated Foods Association(RFA), Atlanta, GA, has proclaimedJuly as Deli Salad Month. Throughoutthe month, food manufacturers willpromote and feature summer staples,including potato salad, macaroni salad,dips, chilled desserts, protein salads,ready-to-eat sandwiches and more.Food manufacturers plan to partnerwith their suppliers to promote DeliSalad Month and provide savings forconsumers in the deli department andchilled food areas. RFA also is encour-aging promoting these products withcontests and marketing materials withthe goal to create more awareness ofrefrigerated food products.www.refrigeratedfoods.org

VERMONTCREAMERY EARNSB CORP. DESIGNATIONVermont Creamery recently earnedcertification as a B Corp. This desig-nation reflects the values on whichthe company was founded 30 yearsago and its current operating philoso-phies. Practices that earned VermontCreamery this certification includeusing only small-scale suppliers for itsmilk supply, providing profit sharing toall of its employees, training futureVermont farmers through AyersBrook Goat Dairy, donating 1 percentof profits to support Vermont non-profit and community work, and cut-ting water consumption by one third. www.vermontcreamery.com

COLUMBUS FOODS ANDFABIO VIVIANI HIT THE ROADColumbus Foods, Hayward, CA,recently teamed up with Top Chef’sFabio Viviani for the company’s MeatUp food truck tour promoting itssalumi and deli meats. The team spenta week each in Scottsdale, Salt LakeCity, Boston, New York and NewOrleans as part of the company’s tra-dition of local market retail promo-tions. With restaurants in Los Angelesand Chicago, Viviani is well-known inthe culinary world following a suc-cessful stint on season five of Bravo'shit television show Top Chef and asauthor of ‘Fabio’s American Kitchen’. www.columbusmeatup.com

DELI WATCH is a regular feature of DELI BUSINESS. Please send information on new products, personnel changes, industry, corporate andpersonal milestones and available literature, along with a color photo, slide or transparency to: Editor, Deli Business, P.O. Box

810217 • Boca Raton, FL 33481-0217 • Phone: 561-994-1118 • Fax: 561-994-1610 • E-mail: [email protected]


IDDBA APPLICATIONDEADLINE IS AUGUST 1The next application deadline for theInternational Dairy-Deli-Bakery Asso-ciation (IDDBA) Food Safety Certifi-cation Reimbursement Program isAugust 1, 2014, for training completedMay 1 – June 30. The IDDBA reim-burses a portion of expenses toIDDBA-member retailer companiesthat certify dairy, deli, and bakerydepartment-level managers and associ-ates in food safety. Since the programbegan in July 2003, retailers havereceived reimbursement totaling about$230,350 for certifying 6,231 man-agers and associates. There are sixFSCRP application deadlines each yearfor the previous testing period.www.iddba.org/certification.aspx.

New Products

Announcements

Transitions

Watch_Layout 1 4/23/14 7:41 PM Page 1

http://www.placetile.com

http://www.anchorpackaging.com

http://www.BlountFineFoods.com

http://www.kettlecuisine.com

http://www.refrigeratedfoods.org

http://www.vermontcreamery.com

http://www.columbusmeatup.com


http://www.iddba.org/certification.aspx

Perdue_. 4/21/14 12:27 PM Page 1

http://www.colemannatural.com


F R O M T H E E D I T O R ’ S D E S K

by Jim Prevor, Editor-in-Chief

Sharon Olson is unfailingly incisive, and her piece in thisissue, page 19, which focuses on opportunities fordelis to sell Millennials, is par for the course. Sharonsubdivides the cohort brilliantly by age and life stage

and then identifies differential eating preferences thatstand as marketing opportunities for supermarket delis.There is not a supermarket chain in the country thatcouldn’t profit by close attention to this data and analy-sis.

Indeed, the focus on Millennials is doubly important asthey are more likely than older buyers to feel comfortableshopping online. Fresh Direct in New York has expandedto Philadelphia, and Amazon Fresh has opened in LosAngeles with a promise of expanding in California andelsewhere. The threat this poses to supermarkets has notbeen well publicized. Supermarkets are high fixed-costbusinesses, and small reductions in sales can translateinto big reductions in profits.

Even when retailers do the online offer themselves, itoften is an independent profit center set up in competi-tion with the retail store itself. One can easily imagineenough sales moving online to push thousands of retailstores into the red.

Fortunately, though one can buy goods online, it isvery difficult to create communal experiences online, andin this the deli not only holds the edge, but indeed can beand should be the flag carrier for the whole supermarket.

Walk into one of the premier deli/foodservice opera-tions such as Wegmans on the East Coast or Mariano’sin Chicago or Whole Foods in London and some thingsstand out:

1.Great FoodHere is a shocker, but the Number One requirement

is that the food is good, as good as one will find in mostrestaurants and better than the food available in manysmall town restaurants. Having food that people —whatever their age — enjoy when they eat it is enor-mously important, really a prerequisite to success.

2.Interesting AssortmentCategory management, done in an unsophisticated

way, can be the death of a supermarket. Remember thatevery car dealership has a red sports car in the window,even though the vast majority of sales may be bluesedans. A focus on what people buy is useful but offeringa wide variety of interesting foods is crucial. Part of the issue is that we now have a fragmented

society, whether looked at through a prism such as age— the Millennial piece — or looked at by income, educa-tion, ethnicity, propensity to travel or a thousand othermetrics. This means that certain foods, though not bestsellers, are the key to attracting a market segment.Beyond this, though, it is the immersion into a fresh and

varied world of delicious foods that creates the experi-ence online shopping simply can’t create. Just as the exotic red sports car draws them in — and

then they buy the practical blue sedan — so the fragrantMoroccan lamb, seasoned with mint, draws the atten-tion — and then they buy the rotisserie chicken theyknow the kids will actually eat. Seeing the specialty dish,though, is what keeps them coming to the store.

3.Social SpaceMost of the successful deli/foodservice operations

now incorporate seating. Sometimes it’s a big space foreveryone to gather after getting their food — this is typi-cal for Wegmans — sometimes it is a variety of specialtyspaces – say a wine and cheese bar or coffee and juicebar. Once again, this creates an experience that onlinejust can’t match.

There has been a bifurcation in the U.S. retail deliscene. Where some retailers have moved deli up to anincredible foodservice offer that stands as the retailer’scalling card, attracting people — young and old — to thevenue, other retailers have allowed their offers to stag-nate, with innovation only coming from the manufactur-ers of meat and cheese for slicing and a few packaged sal-ads, with a rotisserie or pizza program thrown in.

America isn’t like that anymore. Just as we wentfrom everyone watching three TV networks to everyonewatching who knows what on hundreds of TV cablechannels and, now, Internet TV, so the culinary habitsare dividing.

In fact, although research on broad trends is impor-tant, the most important research is on each retail store’scustomer and prospect base. There is no one rightassortment because there is no standard customer base.Are you located in a retirement community in Arizona ora border with first generation Mexicans in Texas? Doyou serve the Orthodox Jews of Brooklyn or the largeMormon families in Utah, or is this a heavily Asian PhDcrowd near a great coastal university? The one thing thatis certain is that just as each clientele is unique, to opti-mize sales and profits, each assortment must be unique.

No matter how valid a retailer’s understanding of national trends, all retailingis local, and offering a uniformassortment against diversedemographics is a recipe for failure. Recognizing theextraordinary diversity of ourshopper base, with each store having a unique profi le of age, income, education, ethnicity and more, is therecipe for success. DB

Experiential Delis Trump Online Every Time

Jim Column_Layout 1 4/28/14 6:51 PM Page 1

Simplot_. 4/21/14 12:33 PM Page 1

http://www.simplotfoods.com

P U B L I S H E R ’ S I N S I G H T S

This March, we lost a great champion for our industry,Carol Christison, the executive director of the Inter-national Dairy-Deli-Bakery Association. I was goingto say the dairy, deli and bakery industries are griev-

ing, but that would not do her justice. Carol’s strengthand character went far beyond business. She crept herway into our hearts years ago.

Thirty-one years ago, Carol took over the Interna-tional Cheese & Deli Association when the executivedirector, Millard T. Reese retired. For some, this may notseem extraordinary, but it was in many ways a monu-mental event. I, too, was justgetting my career going and Iremember going to industrymeetings and events wherethere were one or two womenamong 500 men. The figura-tive pat on the head was morecommon than a handshake. Itwas a difficult time for womenbreaking into leadership roles.

Carol and I often discussedthe early days and shared agood laugh more times than Ican remember. For both of us,there were far more wonderfulmoments than not. Carolnever broke down doors orshattered glass ceilings, barriersjust disappeared when she wasaround. I’m not sure she gavemuch thought to being a pio-neer; she was far too focusedon the job ahead of her andhaving too much fun. In truth,Carol’s mentoring and her leadership, honesty andintegrity inspired many women who are today’s leaders.

By virtually all accounts, Carol was a winner. Let’s not forget where the deli industry was 30-plus

years ago. The East Coast had a well-defined deli indus-try, but in the rest of the country, deli was not easilydefined. It was usually part of the meat department andoften all self-service. Sometimes, it was a small depart-ment tucked away in the corner with a slicer and part-time help. A job in the deli was often the lowest rung ona store’s ladder.

In the eighties, deli started to emerge as its owndepartment due in no small part to the efforts of Carol

and the IDDBA. Under her leadership, the deli industrybegan to grow and deli departments became common-place. Early on she recognized the potential for a depart-ment that sold prepared foods and could be American’skitchen away from home. Her inspirational — and oftenvery funny — keynote speeches at the IDDBA Showbecame a must-see event. She made us laugh, but alsoinspired as she showed us the potential we had within, aswell as our great accomplishments and outstanding fail-ures.

Carol made the IDDBA distinctive in one very signifi-cant way — the associationwas a leader that steered theway forward. Under her guid-ance, the organization grewfrom Carol and a part-timebookkeeper to a staff of thirty.It has gone from 100 corporatemembers to 1,500 membersand from 1,000 people at theannual show and conference tonearly 9,000 attendees.

Carol was a team builder aswell as team leader. Many oftoday’s leaders were encour-aged and mentored by Carol.She was a strategic thinker.She saw the future andthrough disciplined, creativeplanning she helped guide notjust the industry, but also thepeople within it. She cared andit showed.

The IDDBA would neverhave accomplished all it has

without a great team. Carol made sure the best and thebrightest served on its board of directors. She pulled thebest out of everyone on her team, whether it was aboard member or someone on her staff, or even some-one adjunct to the industry.

Carol was a great woman and a great leader. She isleaving behind a legacy of inspiration, courage and graceunder fire, many thanks from the countless people shehelped, broken hearts and more than a few tears.

Carol Christison will be remembered and deeplymissed. She is a shining example of the power of one per-son to change lives and create something good for thebenefit of countless individuals. DB

by Lee Smith, Publisher A Loving Farewell


Carol Christison

Lee Column_Layout 1 4/28/14 6:28 PM Page 1

BelGioioso_. 4/18/14 4:57 PM Page 1

http://www.belgioioso.com



A sk any baby boomer todescribe Italian food, andit’s likely pasta, red sauceand pizza will leap

instantly to mind. It doesn’t matter howmuch they love bruschetta topped with aGorgonzola spread, savory prosciutto sliverswrapped around sweet melon, or eggplantParmigiana slow-baked and savored. Theiconic, Americanized version of Italian foodserved atop a red-and-white checked table-cloth is burned into their brains. You can’tblame them. Until the early 1980s that wasabout all they saw, tasted at restaurants andcooked at home, unless they lived in largeItalian-immigrant communities.

Today, however, well-traveled, restau-

rant-savvy consumers, especially Gen X,Gen Y and Millennials, know far more aboutauthentic Italian ingredients and dishes,which their parents still view as special-occa-sion food. They know melanzane is egg-plant, that carpaccio is supposed to be rawand that risotto is sublime. They love goingto restaurants to get it, but as they age, earnmore and work longer hours, they wantthose foods at home. Increasingly, supermar-ket delis and prepared-foods departments areable to deliver the goods.

“It’s the younger crowd and a smatteringof people in their 50s who left here and cameback with more awareness of what’s outthere,” says James Pronio, manager at Pro-nio’s Market in Hershey, PA. “Ninety per-

cent of the people who come to our marketlooking for high-end stuff aren’t from here.They’re willing to pay more for quality prod-ucts and buy them more often.”

Pronio credits restaurants for exposingcustomers to a wider variety of Italian foods,and he says the instant-gratification mindsetof younger customers leads them to expectthose foods from supermarkets. As long ashe can source those ingredients, he’s happyto sell them.

“I used to manage a gourmet Italian foodstore in Manhattan and we’d see youngercrowds into really serious cheeses,” he says.“Most people didn’t grow up like that. It’snew to them, but not to younger genera-tions, and I think it’s a great thing.”

C O V E R S T O R Y

Authentic tastes of Italy have trickleddown from restaurants to delis

BY STEVE COOMES


Italian_Coverstory.qxd 4/25/14 1:42 PM Page 1

Stefano Foods_. 4/21/14 12:35 PM Page 1

http://www.stefanofoods.com


Nancy Radke, president of Good FoodCreative, in Syracuse, NY, agrees, sayingAmericans’ understanding of Italian foods isleading them to experiment with preparedfoods.

“Americans have awakened to the dif-ference between industrialized food prod-ucts and artisan food products, and Italianfood is a perfect example of great artisanfood,” says Radke, who manages publicrelations for the U.S. Information Officefor Parmigiano-Reggiano and FontinaValle d’Aosta. “People have seen thoseitems in restaurants, but now they’reshowing up at the deli. They want thosefoods to take home and enjoy.”

That trickle-down effect from restau-rants to deli counters is not only visible, it’saccelerating, according to Wade Hanson,director at Technomic, a supermarket andrestaurant research firm in Chicago, IL.

“It used to take five years for food trendsto go from restaurants to supermarkets, butnow it’s closer to 18 months,” he says.“Supermarkets have seen this, and they

are prioritizing theirfocus on preparedfoods to adapt.”

They’re alsostaffing better, saysHanson, as higher-end marketsemploy morerestaurant-trainedkitchen talent.“That’s clearly asign they’re takingthis more serious-ly.”

Hanson sayshis research hasrevealed fourmegatrends havinga particularly pro-found effect onItalian offerings

from prepared foods departments.The first is customization. In pasta dishes

alone, customers can choose from a range ofpasta cuts and types, including made fromspinach, stuffed with meat or cheese, ormade from semolina or whole-wheat flour.

“And then you’ll see several choices ofsauce: marinara, vodka sauce, Bologneseand more. Now the supermarket is leverag-ing that made-to-order element that’s beenexclusive to foodservice and restaurants,”says Hanson. “And they can do that withmuch more than just pasta.”

Pronio sees the increase of vegetarianand vegan offerings at the deli counter as asign of increasing customer influence on themenu.

“It seems everyone’s vegan or vegetarianthese days, so we want to give them thoseoptions, too,” he says.

Larry Montuori, vice president of salesfor Stratford, CT-based Nuovo Pasta Pro-ductions, says demand for gluten-free pastais surging among consumers.

“Some suffer from celiac disease and oth-

ers want to eat a diet without gluten,” hesays. “We make sure to have those productsin the supermarket.”

The second trend Hanson sees is theincreased use of premium ingredients such as cheeses, pestos, olives and specialtymushrooms. Those ingredients, Montuorisays, aren’t revolutionary for restaurants,but they are relatively new for supermarkets,especially when they’re incorporated intodishes. “I saw at Central Market in Texas adish of braised beef Burgundy ravioli. Really!You have a supermarket utilizing wine-braised beef to make more sophisticatedproducts,” he says.

Artisan cheeses are an especially goodexample of premium ingredients, says Radke,since people are already well acquainted withthe basics like Parmesan and Mozzarella.

“People are looking for cheeses thatdepend on a place of origin to drive flavor,aroma and special characteristics,” she says.When supermarkets use unique cheeses in prepared dishes, “customers realize and want those flavor profiles to get a different experience. You’re thinking,‘This is in the deli?’”

Pronio agrees, pointing back to his NewYork City retail work, where a cheesemon-ger was always available to help customers.

“You could walk up to the cheesemon-ger, say you had an Italian wine and maybesteak and some other Italian food, and thenask him, ‘What cheese would go best withthat?’” Pronio recalls. “Now we’ve got peo-ple coming up to us and asking us the samethings. I’ve doubled the amount of cheese inthe case because of that.”

The selection also has increased at manyKroger delis where Murray’s Cheese Barsare now operating. Customers not only havevastly increased options, the stores havetrained staff to aid in tasting and suggestions.

The third trend Technomic has spotted isa yearning for Italian comfort foods, Hansonsays. Though rotisserie and fried chicken still

C O V E R S T O R Y


C O V E R S T O R Y


top the sales chart in supermarket delis, bud-get-conscious shoppers who aren’t eatingout as much want restaurant-quality Italianfood.

Supermarkets such as Wegman’s havedone a tremendous job preparing Italianfoods that are hot and ready to eat at thestore or for taking home, says Hanson.

“There are multiple alternatives rangingfrom chicken cacciatore, eggplant Parmesan,lasagna or meatballs that every customer isfamiliar with,” he says. “But they’re alsodishes with some unique twist that makesthem special like at a restaurant.”

Pronio says his crew makes meatballsfrom scratch using pork, beef and veal, thenprecooks them so customers can reheatthem easily at home. The store makes itsown Italian sausage from scratch and, duringholidays, adds traditional liver sausage to thelineup.

“Every day we’ll go through a 15-poundtray of lasagna made with our own sausageand a really good Ricotta we get from NewJersey,” he says.

Perhaps not surprisingly, Hanson’s fourthbig trend is “all things pizza. Supermarketsare beyond standard pizzas from the past,especially the old-style take-and-bakes, andthey’ve gone much more gourmet.”

Many markets, such as Earth Fare, haveinvested in purpose-built pizza ovens to crispthe crusts on stone decks. Freshly madedough stretched and spun to order adds avisual element once exclusive to restaurants.And such pizzas often are less expensivethan even a bargain-chain pie.

“We’ve seen lots of different sauces for awhile, but now we’re seeing supermarketsdifferentiating themselves with grilled flat-

bread pizzas, even using fresh naan forcrusts,” says Hanson. “They’re certainlyusing far more gourmet ingredients like Gorgonzola, roasted garlic and caramelizedonions that allow them to compete directlywith pizza restaurants.

They’ll Pay For AuthenticityBe they baby boomers or boomers’

babies, Sherrie Zebrasky suspects more peo-


http://www.castella.com


ple than ever understand authentic Italianfood better than other immigrant foods.That makes them willing to experiment withit anywhere they see it.

“No doubt they understand it better thanthey did in the past. Their tastes are muchmore cosmopolitan than ever,” saysZebrasky, the U.S. retail adviser for PrincipeFoods, a producer of prosciutto di SanDanieli that has a U.S. outpost in LongBeach, CA. “That they know how to askfor Italian foods and are willing to pay for

them says a lot.”Due to Americans’ growing appreciation

of charcuterie, the bar for Italian salumi ingeneral has been raised to unprecedentedheights, says Montuori, leading to a meta-morphosis of the traditional supermarket deli.

“It used to be sliced turkey, ham andchicken, but now you’ve got all this fantasticcapicola and mortadella and so much else,”he says. “It’s made Italian food very accessi-ble to customers.”

Credit restaurant chefs with this change

also, says Adisa Kalkan, manager of market-ing, research and development for St. Louis,MO-based Volpi Foods, a salumi producer.

“Supermarkets and delis have done agreat job of tapping into trends that chefsset,” she says. But their use of salumi is morefinessed than in the past: “They want to addthat salumi to pastas and salads and otherdishes. They see how they’re being used atlocal restaurants, and they want to competethat way.”

Kalkan also has observed prepared foodschefs doing a better job of cross-utilizingwhole cured hams and whole salumi toreduce waste and improve cost controls.

That meat “is very expensive to waste,and when you talk about authentic Italianmarkets, those operators throw nothingaway,” she says.

Although she applauds supermarkets forstepping up to compete with restaurants,she advises her customers to tread carefullyby approaching every menu creation with aclearheaded cost-consciousness.

“They sometimes forget that there’smuch more to it than just throwing ingredi-ents together,” says Kalkan. “They reallyhave to think it through, put the math into itand price those items correctly, just like theydo at restaurants.”

And use skilled labor, says Montuori.“That kitchen staff has to be trained

properly in order to take on that venture ofserving really nice products like you find at arestaurant,” he says.

Good marketing is a must as well. Kalkansays delis should add well-regarded brandnames in menu descriptions just as restau-rants do, and Montuori suggests lettingguests taste products featured in the pre-pared foods display case.

“When we do trade shows, we cook ourravioli, take it right out of the boiling waterand let people taste it as is,” he says. “Noolive oil or cheeses on it, no sauce. That letsthem really understand it by itself.”

According to Pronio, who is Italian byheritage, part of selling Italian food is market-ing the rich culture and tradition tied to thecuisine. Enthusiasm for any product alwaysadds to the pitch, he says.

“For Italians, eating isn’t just consuming,it’s tasting and enjoying the food and theconversation that develops around thefood,” says Pronio, who also sells authenticItalian desserts, such as Sfogliatelle, to takehome. “It’s no longer about eating to live, it’sliving to eat. And when you think of it thatway, it’s easy to put passion into the ingredi-ents and quality of what you sell.” DB

C O V E R S T O R Y


http://www.pillers.com/blackkassel



F E A T U R E

The Millennial generation isgrowing up and presentingnew opportunities for delisBY SHARON OLSON

Understanding Generation Next

It’s time to stop thinking about the Millen-nial generation as “those kids” becauseGeneration Next is rapidly becoming Gen-eration Now. Even though younger Mil-

lennials may still be depending upon familyfor support, many are forging their own lifeaway from home, have become parents ofyoung children and are heading up their ownhouseholds. These consumers bornbetween 1977 and 1992 encompass potentialcustomers in three distinctly different agegroups and a variety of different life stages. A recent study included younger Millen-

nials, ages 19-25, middle Millennials, ages 26-30 and older Millennials, ages 31-36. Anunderstanding of different age groups andtheir life stages is important to understandingthe factors that influence their food decisionsat home and away from home. Young con-sumers who are still finishing college and liv-ing at home behave differently than thosetransitioning to financial independence orthose who are heads of households withyoung children. The Millennial generationincludes consumers 19 to 36 years old today,

and there is real value to understanding thevaried lifestyles within this group.The Culinary Visions Panel and Y-Pulse

(ypulse.org) collaborated to conduct a survey with more than 1,000 consumers tobetter understand how consumers in differ-ent age groups and life stages approach foodchoices and the factors that drive their purchase decisions. The focus of the studywas on snacking behavior because youngerconsumers in particular eat more small mealsor snacks throughout the day rather thantraditional meals favored by their parents andgrandparents. Overall, Millennial consumersdo not care as much about defining an eatingexperience as a meal or snack. The focusis on satisfying their need to eat what theywant and when and where they choose to eat it. Looking at snacks and meals by tradi-

tional definitions might lead a deli to abdicatethe opportunity for snack sales to packagedsnacks in the grocery aisles or to quick service restaurants and convenience stores.Yet, the study pointed to some significant

opportunities for supermarket delis and bakeries in addition to a wide range of foodservice venues.

The Snacking Opportunity For DeliPerceiving snacks as an impulse behavior

alone may neglect opportunities to satisfyconsumers’ needs when they shop in thedeli. Thirty-six percent said they purchasedfrom a store or restaurant nearby when theurge hit. Yet 41 percent said they broughtsnacks from home. Many of the favoriteingredients in those items brought fromhome included foods that could be readilypurchased from a deli such as cheese andmini meals.Consumers who participated in the study

were asked to share their biggest challenge inmeal planning. Understanding these chal-lenges speaks to opportunity for the deli. The cost and availability of healthful

options were a top concern followed closelyby having the time to eat healthfully. Con-sumer perceptions of freshness and health-fulness are closely related and the supermar-

Research_Layout 1 4/25/14 1:48 PM Page 1

ket deli received high marks for both.Eighty-five percent of consumers in thisstudy noted healthfulness as a motivation forpurchasing a snack from a deli.

Convenience is another challenge to con-sumers who want the ease of grab and gosnacks that do not take a lot of time to pre-pare. When considering snacks for the fam-ily, there can be very different preferencesfor different family members. Convenientpackaging that allows for easy transportationis another important factor. Disposable orreusable bento style, compartmented con-tainers are perfect for today’s consumer whowants convenience and customization.

Flavor fatigue is another factor that frus-trates consumers who get tired of the samething day after day. Coming up with newideas is one more thing that is easy for delisto take off of their customers’ to-do lists. Acustomized recipe or a series of variations onfavorite items can make a deli the destinationfor fresh and flavorful snacking.

Value is often noted as a challenge forconsumers who discussed the difficulties ofbalancing the cost of convenience within abudget and the premium prices of healthfuloptions. Consumers in this study expectedto pay a little more for snack foods they pur-chased at a deli versus a convenience store.

Forty-two percent of con-sumers expected to pay $3to $5 for a snack purchasedat a del i and 18 percentexpected to pay more than$5. The majority, 53 per-cent expected to pay $1 to$3 for snacks purchased at aconvenience store.

Dividing the MillennialGeneration

There are many similari-ties among the desires andmotivations for snacksamong Millennials, but whenlooking at age and life stagethere are some importantdifferences to consider thatmight lead to even greatercustomer satisfaction.

Younger Millennials (19-25years old) are those whosnack most often. Accordingto the research, those livingon campus and with room-mates are the most likely tosnack more than five times aday. Early afternoon and lateat night are prime snacking

times for this group. Those with room-mates tend to snack more in the morningand mid-morning than older Millennials(31-36 years old), and they are also the toplate afternoon snackers.

Millennials under age 25 report preparingtheir snacks at home more than other agegroups. This group also has a higher per-centage (61 percent) than other age groupsthat report planning to eat less frequently (38percent) at quick service restaurants. Thedeli is uniquely suited to respond to theneeds of consumers who bring their snacksfrom home by promoting the quality, valueand convenience of customizable snacks andmini-meals than can be easily assembledfrom fresh ingredients purchased in the deli.

Middle Millennials (26-30 years old) arepurchasing snacks more often at supermar-ket delis than other Millennials. After dinneris prime snacking time for this group.

Older Millennials (31-36 years old), thoseliving independently or with a spouse aremore likely to snack once or twice a daythan younger Millennials. They are morelikely to snack in the midmorning and lateafternoon. They are less likely than youngerMillennials to snack in the early afternoonand before dinner through late at night.

Many Millennial consumers are parents,and of those Millennial parents, 78 percentreport they provide their children with the


F E A T U R E


http://www.rubschlagerbaking.com

Rrefrigerated Foods_. 4/22/14 10:20 AM Page 1

http://www.refrigeratedfoods.org

same food as the entire family. Almost half(49 percent) of these parents are concernedabout the healthfulness of food they servetheir children and themselves. Forty-ninepercent say they provide healthful choicesand 27 percent try to limit their children’saccess to processed foods, while 21 percentsay they frequently provide natural and/ororganic foods for their children. Only 14 per-cent provide separate food for their childrenand less than 2 percent say they let their chil-dren choose their own meals.

Snack Shopping VenuesToday the deli competes with all types of

food and foodservice venues. This studydelved into choices and purchases criteria forsnacks at supermarket delis and bakeries aswell quick service, fast casual and casual din-ing restaurants, cafeterias at school or atwork, convenience stores and drug stores.

It’s no surprise that younger consumersfrequent quick service restaurants forsnacks. In the study, 88 percent reportedpurchasing a snack at a quick service restau-rant in the last 30 days. Casual dining and

fast casual restaurants are the next mostpopular choices at 62 percent and 53 per-cent, respectively. At 45 percent, delis rankfourth highest among venues where Millen-nial consumers have purchased snacks in thepast 30 days, followed closely by conve-nience stores at 44 percent. The supermar-ket bakery was noted by 37 percent anddrug stores by 29 percent.

Overall, Millennials purchase snacksmore frequently from convenience storesand supermarket delis than Baby Boomers.Consumers that reported purchasing snacksfrom supermarket delis in the past monthalso reported purchasing snacks more oftenthan the general population of Millennials inthe study. Eighteen percent of Millennialconsumers reported plans to purchasesnacks more often at supermarket delis inthe coming year.

Motivations for SnackingFreshness and craving were noted as the

most important characteristics in motivatinga snack choice at 94 percent and 95 percent,respectively. Craving is more often associ-

ated with indulgence and comfort and bothof these characteristics were high on the listof attributes. Ninety percent of respondentssaid comfort motivated their purchase, while87 percent said indulgence was a motivator.Healthfulness also rates high as a motivationfor snacks purchased from delis (85 percent).The high levels of importance on motivatingforces at both ends of the healthfulness andindulgence spectrum points to the opportu-nity to provide a range of snack offerings toanswer the crave.

Providing energy also appeared as a moti-vating factor mentioned by 84 percent.Although brand names were not among thehighest attributes, Millennial deli shoppersranked brand higher than the general popula-tion in the study at 61 percent.

When asked why they purchased snacksat a particular venue, the top five factors forthe deli were quality of the food 46 percent,good value for the money 37 percent, desir-able taste/flavor 32 percent, healthfulness ofthe food 29 percent and convenient locationto home, work or school 25 percent. Fac-tors that are traditionally important in quickservice environments were considered lessimportant when purchasing snacks fromdelis. Inexpensive was noted by 21 percentas an influencing factor and speed of servicewas noted by 18 percent.

Favorite SnacksMillennials who have purchased from

supermarket delis in the past 30 days reporthigher mid-morning snack preferences formini meals and combinations of foods, minisandwiches and wraps, prepared salads,soups and chilis, vegetables, beef jerky,smoothies, bakery items, and candy. Manyof these items can be served in an endlessarray of varieties to eliminate the flavorfatigue that can discourage snackers. Pro-viding an array of condiments and greater


F E A T U R E

SNACK PURCHASES IN THE LAST 30 DAYS100.00%

90.00%80.00%70.00%60.00%50.00%40.00%30.00%20.00%10.00%

12.00%17.09%28.98%

36.52%43.95%

88.11%

Millennials (19-36)100.00% (942)

Cafeteria or o

ther v

enue

Cafeteria at w

orkplace

Drug st

ore

Supermarket b

akeryConvenience

store

Supermarket D

eli

Fast casu

al resta

urant

Casual d

inning resta

urant

Fast food re

staurant

61.89%53.08%

44.80%

0.00%

PREFERRED TIMES OF DAY FOR SNACKING BY MILLENNIAL SUPERMARKET DELI CONSUMERS

BASED ON LAST 30 DAYS PURCHASES70%60%50%40%30%20%10%

12.38%

48.82% 46.45%60.43%

Millennials Who Have PurchasedSnacks from Supermarket Delis inPast 30 Days (422)

Morning

Midmorning

Early afte

rnoon

Late aftern

oonBefore dinner

After d

innerLate at n

ight

44.31%41.00%28.44%

0%


opportunity to customize can furtherencourage snack shoppers.The study found some significant differ-

ences between the snacks chosen at differ-ent times of day. The study looked at snackpreference at seven different dayparts frommorning to late night. The sweet spot forsnacking is the late afternoon period when60 percent of the total Millennial audiencereported snacking, followed by mid-morning(44 percent) and late night (42 percent).Snacks favored in the late afternoon

daypart are the most diverse and includepopular deli items like cheese, mini sand-wiches/wraps, prepared salads, soup andhummus. Snacks favored by Millennials inthe midmorning day part are: fruit, yogurt,granola/energy bars, bakery items andsmoothies. Although cheese is among thetop five snacks for late night, the most pre-ferred snacks at night are sweet, salty andcrunchy snacks. Even though not all ofthese items are typically found in the delidepartment, the research points to opportu-nities for cross merchandising to make thedeli a snack destination.There is also a day and night dichotomy

to be considered with Millennial consumers.During the daytime hours healthfulness

tends to be a strong motivating factor. Asthe sun goes down, indulgence reigns in theevening and late night hours. Merchandisingdifferent options at different times of the dayis a surefire way to capture more opportuni-ties to satisfy these customers.

Capturing Generation Now There is a significant opportunity for delis

to feed the desires of Millennial consumers.Understanding that fresh and healthful canbe just as important as indulgent and com-

forting sets the table for snack satisfaction.Millennial consumers have grown up andthey are savvy and demanding of consumers.They understand value in multiple dimen-sions and are willing to spend more on higherquality snacks that they perceive to be fresh,which is a uniquely positive attribute of a deliexperience. Millennial parents are makingchoices for themselves and their growingfamilies. Delis are in a unique position to givethem the high quality, high value customizedexperience their lifestyles demand. DB


F E A T U R E

Culinary Visions® Panel and Y-Pulse(ypulse.org) are divisions of Olson Com-munications based in Chicago, Illinois.Culinary Visions Panel is a food-focusedinsight and trend-forecasting firm thatprovides original consumer and culinaryprofessional research for companies inthe food industry. Y-Pulse specializes inyoung consumer research to help compa-nies in the food business better under-stand tomorrow’s tastemakers today.


http://www.beemstercheee.us

P R E P A R E D F O O D S

E vidence of the popularity of sand-wiches is everywhere, from quick-service chains like Subway, tofast-casual restaurants, such as

Panera and even full-service specialty restau-rants like California Pizza Kitchen and thelikes of upscale, fine dining establishmentssuch as Morton’s Steakhouses.Mirroring the restaurant industry’s

model, there are tremendous businessopportunities and supermarket delis are get-ting in on the action like never before.Safeway offers five hot sandwiches and

three cold sandwiches in its stores, includingsmoked turkey chipotle, Philly cheesesteakand turkey bacon avocado. Harris Teeter’sSub Shop offers customers a wide range ofbread, cheese, dressing, toppings and fillingsfor customers to create custom sandwiches.Retailers also have the edge when it

comes to economical meal options, espe-cially when deli departments are offeringnew, creative sandwiches that completewith the most progressive sandwich shops.Perishables Group’s FreshFacts Online

Shopper Insights, run by Spire, reported that87 percent of households purchased deli pre-pared foods in the 52 weeks ending June 15,2013. The prepared foods category repre-sented 55.6 percent of the deli’s total salesfor the 52 weeks ending March 30, 2013.Total deli prepared dollar sales experienced a7.7 percent increase over this period.Deli sandwiches comprised almost 11 per-

cent of U.S. deli prepared foods categoryshare of dollars in the 52 weeks endingMarch 30, 2013, according to Nielsen Per-ishables Group FreshFacts. This was a 4.5percent increase from a year prior.

Building the Foodservice Core


Sandwiches buildsales and profitsBY LISA WHITE

Sandwiches_Layout 1 4/25/14 1:56 PM Page 1

Toufayan_. 4/21/14 12:39 PM Page 1



Keys to SuccessThe latest sandwich trends include a

wider selection of bread, spreads, condi-ments, proteins and cheeses, according toChicago research firm Technomic.

For retailers looking to enhance preparedfood programs, sandwiches are a simple wayto continue to grow business. However, inorder to be successful, sandwich programsneed to offer items that will be attractive tocustomers as well as profitable.

“In looking at nationwide sandwichchains, [retailers need] to back into a suc-cessful program from a profit and sellingstandpoint. Retailers have to know theactual costs and that their sandwiches areselling for a profit,” says Jim Pierson, vicepresident of sales at Pocino Foods Co.,based in Industry, CA. “It’s important toknow the bottom line will ensure success.”

Another key factor retailers need to takeinto consideration is the areas’ demographicas well as regional preferences. For largenational chains, one program may not work.Each region may need one or two signatureproducts and a few sandwiches that cater toindividual demographics.

On a macro level, chains need to keepcurrent on regional and national trends. Forexample, ethnic food is currently on trenddue to this country’s population shift.

It’s not just flavor profiles either; differenteconomic profiles will need different pricepoints, which will influence ingredients.

“Retailers need to be aware of the cus-tomers’ needs, stay fresh and new and rou-tinely change up the menu to make surepeople keep coming back,” Pierson says.

“By this summer, there will be anequal amount of Caucasians and Hispan-ics in California and, by 2015, Hispanicswill make up the majority of that state’spopulation,” Pierson says. “There also hasbeen an increase in Asian cuisine, with theVietnamese sandwich called bahemi com-ing into the mainstream.”

“It’s not necessarily about reinventingmenus or offerings but rather supplementingand offering more options, then highlightingwhat’s available,” Pierson says. “It’s impor-tant to meet the needs of regular customerswhile also drawing in new, younger and eth-nic consumers with unique options.”

Pocino’s offers ethnic sandwich ingre-dient options, including the Japanese andChinese versions of char sui pork, whichcan be sliced.

Flatout Inc., the Saline, MI-basedmaker of Flatout Flatbread, offers retailersa “Rack to Wrap” program, which incor-porates products that are currently beingsold in grocery departments into deli sand-wich programs.

“We provide products for traditionalwrap programs as well as our Fold It line,which is an artisan thin crust flatbread thatfolds over and can be heated,” says Bob Pal-lotta, senior vice president of Flatout Inc.

Hot sandwiches, including paninis, havebecome more popular and can work with avariety of ingredients.

Backerhaus Veit, Ltd., based in Wood-bridge, Ontario, Canada, offers a panini linethat can be used with panini grills or to cre-ate grilled cheese and toasted sandwiches.The company also produces ciabatta rolls inround, rectangular and bow tie shapes, inaddition to baguettes, hoagies and a newsausage bun that has a light texture.

“In terms of deli sandwich programs,consider traditional as well as specialty flavors and variety,” says Sandra Zanette,Backerhaus’ director of marketing and

business development. “Even with justthree to five different sandwich carriers inthe case, retailers need to constantlychange things up.”

It’s important to have different breads orsandwich carriers to handle a variety ofwarm and cold fillings. Foods like pulled porkor sausage, for example, will require aheartier, sturdier carrier.

“Rye type breads are really gaining trac-tion right now,” Zanette says. “Yet glutenfree products haven’t impacted the delimuch. People are keeping things in modera-tion rather than sacrificing taste or quality.”

Healthier options are a staple in today’sretail deli programs, as customers seek out more nutritious ingredients and lowcalorie items.

Toufayan Bakeries, based in Ridgefield,NJ, offers a broad range of regular wraps,



Sandridge_. 4/21/14 12:31 PM Page 1

http://www.sandridge.com



gluten-free wraps, and varieties of pitas, flat-breads, lavash and breadsticks.

“Like what we are seeing in our retailbusiness, customers are looking for healthierbread and eating options. Thus, we are find-ing our whole wheat and multi-grain prod-ucts growing in popularity as well as ourgluten-free wraps, which now come in fourvarieties,” says Karen Toufayan, vice presi-dent of sales and marketing at ToufayanBakeries. “In addition, our Smart line, whichoffers our bagels and pitas with substantiallylower calorie counts, is growing.”

Sandwiches are usually more of a mealthan a snack and a total program willinclude other components that round outthe meal. Bundling various combinationsinto a meal-deal offers customers a value-added option and competes with manyfast food restaurants.

“A successful sandwich program includesa sandwich, chips, cookies and a combodrink,” says Roya Rohani, vice president ofmarketing at San Francisco, CA-based Clas-sic Foods. “[These items] make the con-sumer feel like they are getting a great valuefor their meal.”

While bundling meals makes selectioneasy for consumers, it is important to real-ize that customers are looking for value

and there should be a significant price dif-ference between the individual compo-nents and the combo-deal.

Gourmet Boutique, based in Jamaica,NY, offers fully-prepared, ready-to-eat 10-ounce wrap sandwiches in 10 varieties forretail deli programs. The company also hasunveiled a frozen sandwich line to helpsupermarket delis control shrink.

“Sandwiches are a very critical part ofthe supermarket deli business, and this seg-ment is growing,” says Jere Dudley,Gourmet Boutique’s vice president of sales.“This is because there are great bread,wraps and fillings that are unique.”

He sees a growing emphasis on rye,whole wheat, brioche, multi-grain and sour-dough breads in different shapes and sizes.Also, ciabatta rolls and baguettes as well aspretzel rolls have become more prevalent.

“The newest innovation is the use ofwaffles as a carrier,” Dudley says. “Taco Bellrecently launched a breakfast sandwich witha waffle and Burger King added a newbreaded chicken sandwich on a waffle bun.”

Upping Impulse SalesThe proper selection of breads, fillers and

toppings not only creates a sandwich desti-nation, but also boosts impulse sales.

According to a survey by the IDDBA,64 percent of shoppers said their deli sand-wich purchase interest would increase ifthey were offered fresh vegetables andspicy spreads and sauces. Also, 20 percentof shoppers would be more interested indeli sandwiches that offered a variety oflettuce, house-made spreads and sauces,hummus, fried eggs and roasted garlic.With these increased options, 84 percentof those surveyed said they’d choose in-store deli sandwiches over those offeredby a foodservice outlet.

Consumers are seeking premade sand-wiches as grab-and-go options that allowthem to pop in and pop out as well as made-to-order custom creations.

“Time will always be a factor, so delisneed to provide options,” Pierson says.“Whether sandwiches are prewrapped ormade-to-order, they need to be promotedas being fresh. Plus, best-sellers alwaysshould be available for consumers to graband go.”

The importance of freshness shouldnever be forgotten when designing grab andgo options. When a premade sandwich isoffered, it should be just as fresh as themade-to-order version.

In addition to custom and prewrapped



http://www.farmridgefoods.com


sandwiches, cold and hot cases shouldinclude side dishes that compliment sand-wiches, such as salads, fruit, French fries andmashed potatoes.“The deli area is building more momen-

tum now,” Zanette says. “More people aregoing to delis and, rather just getting a delitray, they are bringing back sandwiches formeetings, such as boxed lunch deals.”“Offering both pre-wrapped and made-

to-order sandwiches captures two differentcustomer segments — customers on the runand customers that have time to wait,” saysJim Conroy, president of Pittsburgh, PA-based Conroy Foods. “Having a pre-madesandwich program will give retailers the edgeover the QSR sandwich shops that onlyoffer made-to-order sandwiches, because itoffers customers a choice while providingconvenience and freshness.” “There are two types of customers we

find our clients dealing with. One is in a rush,and the convenience of having a pre-wrapped sandwich they can pick up and payfor is his or her preference. The other cus-tomer tends to be a bit more quality con-scious, and is willing to spend more time tohave a freshly prepared sandwich made totheir specific taste and relish requirements,”Toufayan says.“Retailers can differentiate from restau-

rants by focusing on convenience and havingcombo meals available at reasonable pricepoints,” Rohani says. “The goal is to makethe buying experience as easy as possible forthe purchaser that has limited time.For both types of programs, having good

signage and proper displays enhances the delicurb appeal. In the past, many chains wouldrely on TV and radio to advertise programs,but it is typically more effective to captureconsumers at the point of purchase, sincethis is where they are making their buyingdecisions.Pocino Foods recommends retailers pro-

mote their programs through traditional aswell as targeted methods, such as windowclings and flyers.“This is a very successful approach

because POP signage targets people as theywalk through the door, which is whenthey’re making their purchasing decisions,”Pierson says.

“Another great way is to encourage staffto build a rapport with customers,” Piersonsays. “If stores can capture customers withina five-minute time frame between whenthey go into the store and when they hit thedeli counter, it is the best scenario.”Merchandise is best displayed on the

counter for quick impulse buys and rounder(racks) for brand visibility.

To create a destination, Dudley of

Gourmet Boutiquerecommends storescreate a separatesandwich area thatincludes hot and coldsandwiches, bothmade-to-order andpre-wrapped.“These could

include varieties likechicken Parmesan,meatball sandwichesand Reubens,” he says.“Even hot sandwichesneed pre-wrapped ver-sions for grab-and-goconvenience, alongwith custom madeselections.”It’s easy to get

hyped up about arti-sanal ingredients andmade-to-order pro-grams, but labor con-siderations are still amajor concern for largechains that also wantto offer consistentquality all day long. Farm Ridge Foods,

located in Islandia,NY, developed a pre-made fresh sandwichprogram in gas-flushed packagingwith a 12 to 16 dayshelf life. Ron Loeb, presi-

dent of Farm RidgeFoods says, “Labor isstill a big concern.With a fresh pre-packed sandwich program,retailers can guarantee that their sandwichesoffer the same high quality day in and dayout. We are currently making full-size andquarter-size paninis and wraps in 18 differentvarieties. The Philly Steak Sandwich is soldcold, but equally good hot or cold.” Because products are fresh and not

frozen, Farm Ridge’s sandwiches are onlybeing sold on the Northeast Corridor. In terms of marketing great ingredients,

programs offering more specialty foodsshould identify higher-end brands thatwould differentiate the offerings, especiallyamong customers who already shop forspecialty cheese or artisan meats. By doingthis, consumers can immediately knowfrom the menu that the salami isn’t anindustrial variety but something withoutnitrates or handcrafted. “Along with specialty ingredients, sand-

wiches can take on a more handcrafted arti-

san look — a crustier baguette with a fewslices of thin sliced prosciutto, a complimen-tary cheese, and some sort of greens,wrapped in butcher paper and tied withtwine are appealing to customers, regardlessof their experience with specialty ingredi-ents,” says Vanessa Chang, marketing andeducation manager at Creminelli based inSalt Lake City, UT. A newer approach for sandwich display

cases is using the European style of mer-chandising. Sandwiches are made inadvance but displayed in a full-service casewhere they can still be customized. Notonly is service much faster than made-to-order, but the visual appeal is much betterthan sandwiches wrapped in film or dis-played in clam-shell packaging.

Competing with RestaurantsAccording to Technomic, some retailers

are crossing over to become full-service




restaurants, and delis are developing con-cepts similar to those offered by the food-service industry.

“To compete with foodservice, retailersmust focus on consistency and the assemblyof the sandwiches,” Pallotta says.

Although offering a core menu offavorites is important, providing limited timeoffers and/or seasonal selections that takeadvantage of fresh produce can help attractrepeat business.

Convenience and price give supermar-ket delis a leg up where sandwich pro-grams are concerned.

“If customers can purchase a sandwichquicker at a more competitive price point,

that’s what they’ll do,” Pierson says. “We’vebeen encouraging our retail customers to trymore ethnically-targeted cuisines and show-ing that it can be successful.”

When competing with restaurants forthe sandwich business, the focus shouldn’talways be on price.

“Even with Subway’s $5 sandwichoffering, today’s sandwiches aren’t madeto be cheap,” Dudley says. “Customerswill pay more for a high-quality, premiumproduct. The days of the $3 and $4 sandwiches are long gone.”

Also, like restaurants, retailers shouldoffer sandwich options that are all natural,with no hormones or nitrates, at an afford-

able price point.“If meat is of a high quality and decent

price point, it’s a huge selling point,” Pier-son says.

Creminelli Fine Meats offers an ArtisanDeli line, also called Large Format. These areall large styles of its salumi made with all nat-ural pork and slow cured without addednitrates/nitrites or slow-cooked with nopreservatives, MSG, fillers or gluten.

“We’ve noticed a shift toward usingmore high-end, artisan salami for every-thing from panini/hot sandwiches as wellas simple and elaborate sandwiches,” saysChang. “High quality ingredients in gen-eral — specialty cheese, good extra-virginolive oil, different types of breads — aremore and more popular on menus forchains and higher quantity businesses.”

Its slow-aged products include Calabrese,a spicy pepperoni-like product; Milano, theoriginal Genoa salami; Sopresa Veneta withgarlic and wine; Finocchihona with fennelseeds in the traditional Southern Tuscanstyle; Varzi that is gently seasoned with nut-meg; Prosciutto Creminelli, a Parma-styledomestic prosciutto; Coppa, a rolled andaged pork shoulder/neck with sea salt andclove; and Bresaola, an air-dried eye of roundwith peppery greens and olive oil.

“Since we don’t use fillers or add waterto our salami and cooked products, the fla-vor is more intense,” Chang says. “Opera-tors actually need to use less product thansay, a deli meat that’s industrially producedwith fillers and water. So the cost may bemore on paper, but in cost per serving, thecost is lower and the flavor better.”

Looking ahead, manufacturers predictgrains will continue to be a hot ingredient,seasonal products will be emphasized andfoods from other departments, such as bak-ery and produce, will be further incorporatedinto deli sandwich programs.

Pickles and CondimentsWhile the core ingredients of a great

sandwich include as assortment of breadoptions and a wide variety of meats andcheeses, retailers should not forget aboutcondiments. Often it is the condiment thatchanges a good sandwich into a signatureproduct that can be advertised and used tosatisfy existing customers and bring newcustomers into the store.

A great foodservice and sandwich pro-gram becomes just as much a destinationcenter for consumers as does a great pro-duce department or low prices.

One of the classic add-ons is pickles.Low calorie, low cost and tasty, they wereonce the favorite sandwich side dish and often offered for free in traditional




restaurant delis. “Merchandising [pickles] next to the

sandwiches helps retailers offer full mealsolutions,” says Eric Girard, national salesdirector at Van Holten’s & Sons, a pickleprovider based in Waterloo, WI.

Van Holten’s has expanded its Pickle-In-A-Pouch line, adding a 30-count pickle bar-rel that includes deli paper bags for a quickself-serve option.

“Pickle-In-A-Pouch is available for limited labor situations, and the 30-countjar is available for operations with morededicated manpower,” Girard says. “Super-markets are competing with fast food andneed to use products that help thembecome more efficient.”

Pickles can be used as give-a-ways insandwich programs. “It’s a great way to callattention to your sandwich program andshow customers that you are viable mealoption,” Girard says.

“Condiment trends for sandwichesinclude anything ethnic or hot and spicy, likechipotle and sriracha,” says Rick Schmidt,vice president of national sales at Springfield,OH-based Woeber Mustard Co. “Whilemen are more attracted to spicy and hotcondiments, women typically prefer sweet,fruit-based toppings.”

Sriracha, an Asian hot sauce made fromchili pepper paste, distilled vinegar, garlic,sugar and salt, is popular on its own andcombined with mayonnaise and mustard asa sandwich topping. It has surpassed wasabisauce, another popular Asian hot sauce.

One company has taken the popularityof pickles and condiment trends and com-bined them into a popular new take on tra-ditional pickles.

Farm Ridge Foods of Islandia, NY has aline of “Not Your Typical Pickles” thatincludes contemporary flavors. While half-sours are the number one seller, other flavorsinclude Horseradish, Hickory Smoked, Devilish, Atomic Hot and Wasabi.

Ron Loeb, president of Farm RidgeFoods says, “These new flavors are reallycatching on and bringing life back into a declining category. All flavors are avail-able in chips and these make great addi-tions to sandwiches. All of our pickles arefresh not pasteurized, so the flavors andcolors are better.”

According to Loeb, the pickle market isexpanding due to new customers looking forsomething different. Farm Ridge has justbegun offering a single-serve packaged picklethat is a fresh, dry-pack product. Since thepickle does not have pickle juice inside the

package, it is a much easier to eat with lunchwhether you are driving in your car or eatinglunch at your desk.

For Loeb, making sandwiches moreinteresting and dynamic is as simple as usingthe horseradish chips on a roast beef sand-wich, hickory smoked chips on barbeque orAtomic Hot on a traditional sub or hogie.”

“Important aspects of a successfulretail sandwich program include offering avariety of different options,” says JimConroy, president at Pittsburgh, PA-based Conroy Foods.

The company offers a variety of sand-wich condiments, including Beano’s Origi-nal Submarine Dressing; Balsamic Subma-rine Dressing; Olive Oil Submarinedressing; All American Sandwich Spread;Buffalo Sandwich Sauce; Deli MustardHoney Mustard; Horseradish Sauce;Southwest Sandwich Sauce; Fancy YellowMustard; Wasabi Sauce; Smoky Bacon;Roasted Chipotle; Cilantro & Lime SweetChili Pepper; Garlic Sauce; and a Non-Sep-arating Submarine Dressing.

With all the different available options,there should never be a dull and boringsandwich program and all the options addup to a better value for consumers and ahigher ring at the register. DB



http://www.plainvillefarms.com

C H E E S E C O R N E R

ThePrinciples of CheesePlates


Offering consumers the finest early season cheesesBY MAX MCCALMAN

Cheese Plate_Layout 1 4/24/14 9:45 AM Page 1

ANCO_. 4/24/14 10:26 AM Page 1

http://www.ancofoods.com

T here was a time when thecheese selections availablein spring offered little tochoose from or less thanideal quality. The dearth oftop-quality cheeses at this

time of year could be attributed to simpleseasonality. Northern-hemisphere dairy ani-mals would be well into their lactation cyclesso excellent milk would be available forcheese making. Although a few freshcheeses were made, and made quickly avail-able, the cheeses requiring a little aging sim-ply would not be ready.

A raw-milk cheese crafted in Febru-ary wouldn’t be available until April at theearliest, due to the 60-day minimum agingrequirements for raw-milk cheeses. Historically, February is more closelyassociated with birthing at dairy farmsthan with cheesemaking. That’s not to saycheesemaking grinds to a snail’s pace inFebruary, only that with less diversity inthe pasture, the milk for cheesemakingmight be a bit less flavorful.

Fortunately, today many fine cheeses,both raw and pasteurized, are available inspring. For aged cheeses this is less of aproblem: A cheese requiring six or moremonths aging usually has a long peak-ripeness phase, so a cheese could be pro-duced in September or May, and eitherwould likely be in great form. The vegetationwould be relatively lush both months.

Fresh, young cheeses produced in lateFebruary and early March begin to comeavailable a few days or weeks after they’remade. The use of frozen curd to produceyoung cheeses outside their normal seasonsmay sound wrong, but many fine suchexamples exist, especially goat varieties.After all, the demand for fresh, youngcheeses is still present in late winter andearly spring. Staggered lactation cycles andthe increasing use of blended milk cheeses

have given us more varieties to choose fromin the spring than ever before.

One family of cheeses reliably availablestarting in springtime is the alpage, akaalpine, varieties. Cheeses crafted the previous year will have had enough aging toreach their optimal levels of ripeness; it’salmost a guarantee some nice alpage cheeseswill be available in spring, a better guaranteethan in winter. They arrive in good form andshould only improve in proper cellar condi-tions. Cheeses purchased in winter may bein top form if over a year old but many ofthem may be a bit young. The youngeralpine cheeses can be delicious but for mostof them, their fuller flavors require moreaging to develop.

Among the disappointing categories inspring are many of the sheep milk cheeses.Staggered lactation means milk is available to




TH Foods_. 4/21/14 12:36 PM Page 1


produce a pressed sheep cheese that willbe four months old, but the milk may not be nearly as rich as that produced whenthe ewes have more fresh vegetation to eat. Think late spring and summer for these cheeses.

Part of what influences spring cheesepreferences is the aura associated with theseason, the aura of freshness: fresh flow-ers and grasses, warming weather, andnew beginnings. This makes fresh, youngcheeses desirable. Wait until late spring toselect the fresh, young goat cheeses andyounger sheep cheeses. Skip the aged,pressed sheep-milk cheeses; the thistle-rennet sheep cheeses you see are generallya bit long in the tooth. For the most part,this magnificent family is best left untillater in the year.

What To IncludeSome enterprising cheesemakers are ris-

ing to the demand to produce cheeses out-side their typical seasons. Include any one ofseveral cheeses from Vermont Butter andCheese Creamery on an early spring cheese

plate; they taste as lovely at this time of yearas they do in October. They may even seemto be a little more “appropriate” in springthan in the fall. The lovelies from NettleMeadow are delicious year-round but theyseem to be especially attractive in the spring.

Keep in mind that some of the agedcheeses reach their zeniths in the spring,even though the idea of a well-aged Gruyèreor Comté may not fit your definition of“new beginnings.” It’s hard to imagine anytime of year when one of those splendidspecimens would not find a spot on a plate.Blue cheeses, such as Stilton, are often asso-ciated with winter. Yet Stiltons and mostblues are just as delicious in spring as theyare in winter. The dedicated blue cheeselover likely won’t forgo a blue just becausethe jonquils are blooming outside the diningroom window.

Part of what shapes cheese preferencesany time of the year is what accompani-ments are available. When most any fruit orvegetable can be acquired at any date on thecalendar, this may be less relevant than itonce was, unless you cling to the traditional

seasons and buy only fresh local produce.One fruit available in the early spring is anexcellent accompaniment for many cheesetypes — fresh strawberries. The image ofa Triple Crème cheese — such as Brillat-Savarin or Chaource — accompanied byone plump strawberry and a glass ofChampagne is a romantic classic.

The idea of having the one “perfect”cheese for the day, month, or season hasits merits but many want more. Three isfine; nine is divine. To cover most of thebasic categories of table cheeses, don’tsettle for less.

With three only, you might simplychoose one cheese type from each of themain dairy species: goat, sheep and cow.

Species is only part of what definescheese types. Other variables, such as rinds,textures, rennet and culture choices, tex-




Gruyere_. 4/21/14 11:05 AM Page 1

http://www.gruyere.com


tures, and provenances, have profound impli-cations on the character of a cheese. Sowith all that’s available, why not have a larger selection?

Try including a young goat cheese, amixed-milk cheese or two, a bloomy-rind, apressed sheep-milk cheese, a semi-softwashed-rind, a milled cheese, an alpine style,a Gouda type, and a blue. There may besome crossover among these types but thisselection of nine cheeses will cover quite afew bases. Many additional distinct styles,such as pasta filata, flavored and smoked, areavailable in the spring.

This may sound like gluttony but thesuggestion is to have a little bit of manytypes. This is one of the great things aboutcheese: a little goes a long way.

Some people express fear of eating toomuch cheese. Quite frankly, it’s almostimpossible to overeat cheese. Cheesebrings a feeling of satiety. Variety is moreimportant than quantity, and variety willbring on satiation more quickly than eatingjust one cheese.

One reason to have an extra cheese ortwo in the spring is to start getting in shapefor bathing suit season. A diet that includescheese on a daily basis has been shown tohave “thinning” effects and provides a little

extra CLA (conjugated linoleic acid) to pro-tect skin from increasing exposure to spring-time sun. Different cheeses contain differinglevels of nutrients.

Another driver of spring cheese successis elevated fat content in many milks.Cheeses crafted during winter when manyanimals spend more time indoors eating haycan be especially flavorful and satisfying. Thewide diversity of plant species available dur-ing the warmer parts of the year contributesto bigger flavors, yet the relatively high fatcontent of winter milks gives those cheesesavailable in spring their own special appeal.This makes springtime a bit of a get-it-while-you-can time of year. Fans of “plump”cheeses like Winnimere should know thosecheeses’ days are numbered in the spring. Enjoy them and be willing to waituntil late fall for many of those styles tocome around again.

Rogue River Blue is a phenomenal bluecheese to enjoy at this time; less will be avail-able in the summer so this is another get-it-while-you-can cheese during the spring.

What To DrinkWine choices evolve with the change in

seasons. Hearty red wines may be perfect inwinter, but a light white wine seems more

appropriate for spring. The cheeses that pairbetter with the lighter white wines are, onthe whole, also lighter and younger. Forexample, a young Sauvignon Blanc will findgreater synergy with one of the goat cheesesfrom Capriole, such as Piper’s Pyramide,than it will with a pungent washed-rind cowcheese. Another spring appropriate cheese isNancy’s Hudson Valley Camembert, a bet-ter partner for a white Bordeaux than anaged Gouda. If a buttery Chardonnay is yourpreference, an alpine style such as UplandsPleasant Ridge can pair beautifully.

Sauvignon Blanc, Chardonnay, ormost any well-made white wine youwould have in spring should pair well withall these cheeses. The Chardonnay maycarry you over to the blues but be carefulwith the Sauvignon Blanc. Perhaps worthtrying but be forewarned.

Place less emphasis on the pairingsthough. In more cases than not, cheeses andwines pair well together. But if they don’tmeld well all the way to the finish, then thinkof the match as a great guy and a great galwho were simply not destined to be lifelonglovers. Pairing principles can be applied butthey shouldn’t prevent experimentation. Itisn’t as though mismatching cheeses andwines is some egregious error. DB



http://www.cellocheese.com


In its most basic form, packaging holds the product and protectsit from the elements, but it can achieve much more than thatfrom a sales perspective. Innovative and bold consumer packag-ing makes the first impression that gives deli a leg up in attracting

impulse buyers. The strongest movement today offering a substantial payoff is con-

venient grab-and-go foods, and packaging plays a major role in buildinggateways to impulse spending.

Convenient PackagingThe deli self-service area that promises lunch or dinner as convenientas quick-service restaurant meals, but far more nutritious and interest-ing, can ignite increased sales for the entire supermarket. Qualityfoodservice can drive customer counts as consumers frequently pur-chase additional items to supplement weekly grocery needs, oftenbypassing their favorite low-price outlet.

“Grab-and-go applications are getting more attention in the delidepartment for the lunch and evening,” says Jack Tilley, market

research manager at Inline Plastics, Shelton, CT. “New packaging isbeing developed to meet those needs.”

“Only one in four supermarket customers are deli shoppers, and theaverage deli customer spends twice as much at the supermarket,”says Keri Olson, marketing director at Robbie Fantastic Flexibles,Lenexa, KS. “Grab-and-go in the cold case is an excellent opportunityto get people to shop the deli.”

Great operations often have long lines at the service deli duringpeak hours which is when people are usually rushed. Enlarging andenhancing the grab-and-go section gives busy consumers an alter-native. Stand-out packaging will attract customers unwilling tostand in line as well as build impulse purchases for others waitingfor orders.

Home meal replacement is as big as ever and maybe bigger thanmost retailers realize. People want to eat at home for both conve-nience and savings, but alternatives are often scarce. While rotisseriechicken still is very popular, consumers are looking for more than justchicken. They want variety.

The Right Packaging Boosts Sales

P R O C U R E M E N T S T R A T E G I E S

Grab-and-go foods riding highBY BOB JOHNSON

Packaging_Turkey.qxd 4/24/14 4:31 PM Page 1


“The home meal replacement section ofthe deli is expanding, and retailers want to beable to charge a premium for the conve-nience,” says Chrissy Rapano, senior marketresearch analyst at Dart Container Corp.,Mason, MS.“Manufacturers need to supply packaging

that makes the food look good,” saysRapano. “It helps to have a microwaveablepackage with a clear lid and a black bottom.It’s not as simple as just designing disposablepackaging. Since it needs to be microwave-able, we put vents in the lid. And consumersneed leak-resistant seals so food doesn’t spillin the car. You need features that make thefood look good and protect it.”Because consumers sometimes need only

a small meal, retailers are competing withone another to offer attractive small-portionoptions ranging from a simple snack to a lightmeal, as well as larger-size family offerings.The trend is packaging options offering mul-tiple compartments, each holding and dis-playing one part of a snack or meal.“From small, power-snack packaging con-

tainers to large catering trays and bowls forgatherings and special events, the commonfactor linking the two is convenience,” saysJeff Lucash, director of sales–stock productsat Placon, Fitchburg, WI.“Rigid packaging, portion-controlled poly-

ethylene terephthalate, (PET) packages withmultiple compartments for a balanced power‘meal’ are gaining popularity,” he says. “Theclear snack-size packaging can fit fresh-cutfruit and veggies, cheeses and nuts for atasty, nutritional light meal.”Self-service packaging also is a tool to help

customers with portion control. Nutritionalinformation is easy, and reguired, to helpinform customers on everything from whatto avoid, to what to eat for healthy nutri-tion and food sensitivities. “Snap-apart, portion-control packag-

ing allows deli items, such as meat andcheese snacks or deli salads to bedelivered to consumers in specificcalorie ranges,” says Jim Foster,marketing manager at Clear LamPackaging, Elk Grove, IL.“In our new line of stock PET

packaging being launched atthe National RestaurantAssociation show,” saysLucash, “we’re offeringvarious sizes of these por-tion-controlled packages inour EcoStar brand of recy-cled post-consumer PETfrom bottles and thermo-forms that are 100 percentrecyclable.”One of the biggest complaints

customers have lodged against grab-and-gopackaging is the inability to reseal packagesto maintain freshness. In all fairness, virtuallyall packaged products offering multiple serv-ings get the same complaints. However,manufacturers are working on developingsolutions for multiple sizes and differentproducts. “Peel and reseal packaging is growing sig-

nificantly,” says Foster. “A key goal is mak-ing the packaging intuitive for consumers.One way to design a program is to inventorythe deli products, especially in the self-servicearea, and choose packaging that works forthose products.”“Many retailers are starting to take a close

look at their packaging in the deli area tomake sure their packaging is the best fit for aspecific product,” says Tilley of Inline Plas-tics. “Inline has developed a line of grab-and-go containers that include tamper-evidentsnack cups, hoagie and sandwich-wedgecontainers and six-ounce, tamper-evidentrectangular containers.”

The Package is the DisplayThe most obvious way to display food is

to use clear packaging that provides anunobstructed view and lets the food sellitself. Consumers can easily see the variety,Lucash says, and they want a portion-con-trolled product that’s safe, looks fresh, andcomes in an environmentally friendly pack-age.Packaging with graphics must not inter-

fere with a good look at the food, highlight-ing the product but allowing the food to be“the star,” says Olson of Robbie FantasticFlexibles.“All of our deli packages have large win-

dows so you can see the product,” she says.

“With our rotisserie chicken package we useanti-fog film, so you can still see the chickenwhen it is hot.”“Retailers are increasingly selecting clear

packaging to best denote the freshness of thefood contents,” says Tilley. “A big trend inthe deli is promoting their offering as freshlymade instead of processed. Consumers areincreasingly preferring fresh foods.”Clear packaging may be the obvious way

to display food, but bold alternatives also lurecustomers to try new flavors of deli itemsthat provide healthful alternatives comparedto meals from quick-service restaurants, saysClar Lam’s Foster.“Unique packaging can play a big role in

differentiating these new items from tradi-tional products,” he says. “New technologyis used to manufacture packaging with cus-tom colors in a cost-effective manner.”“We’ve also been seeing this trend of

putting deli products in unexpected packag-ing that creates some shelf disruption andmakes the consumer stop and take notice,”says Placon’s Lucash. “Our new line ofpackaging will refresh the way product is dis-played on store shelves and give deli man-agers multiple options for showcasing theirproduct, from situating the package right sideup, upside down, standing up or on its side.”The look of the most mundane packaging

can promote sales. Indiana Carton, Bremen,IN, makes cardboard sleeves that fit aroundrotisserie-chicken domes, but it pays to makea graphic statement even with this utilitarianpackaging strip.“Any graphic that attracts people’s atten-

tion from far away helps,” says Alicia PettyMacDonald, marketing director at India Car-ton. “It’s a grab-and-go item. Mom comesinto the store, sees the rotisserie chicken,


PHOTO COURTESY OF PLACON


Placon_. 4/21/14 12:37 PM Page 1

htrtp://www.placon.com



and takes it home for dinner. People putchicken pictures or logos on the sleeve.”

Security goes hand in hand with freshnessin the minds of many consumers, with tam-per-resistant and tamper-evident packagingbecoming more important to them, saysRapano of Dart Container Corp.

Keenly aware of this consumer prefer-ence, producers are trying to offer the totalpackage: tamper-evident products madefrom post-consumer materials that also fea-ture portion-size compartments.

“When you couple thetrend of convenient por-tion-sized PET packages,tamper-evidence and envi-ronmentally friendly post-consumer packaging, youhave a winning combina-tion,” says Lucash. “We’llcontinue to see the desirefor tamper-evident thermo-formed containers moving into the future.”

Cheap Green SolutionsMany consumers want sustainable pack-

aging, especially younger consumers, butmost also are sensitive to rising costs andthey desire green choices that don’t increasethe price. Satisfying their needs remains aproblem, at least for now.

“Environmental-friendly packaging is onthe minds of the deli executives,” saysRapano. “The problem is green alternativescost more, and they’re looking for greenpackaging that is not more expensive.”

Recycling is an option that is gaining inpopularity, but deli products offer uniquechallenges. Many deli products have a liquidbase or are greasy and this often means tra-ditional cardboard containers neeed to besealed in special films that are not recyclable.

“With the deli items it is hard to recyclecardboard packaging because of the grease,”says MacDonald of India Carton. “A lot ofthe containers are plastic-coated. We seemore recycling in the bakery.”

Concern for the environmental impact ofpackaging, however, will continue to growmore important as the younger generationcomes of age. Consumers in their 20s and30s care more about the environment thanolder consumers, says MacDonald.

Although the riddle of how to go greenwithout paying for it could be unansweredfor a while, some partial solutions are avail-able. Even when it is impractical to use recy-clable packaging, some younger consumersin particular are more comfortable if thecardboard is made from post-consumermaterials.

Indiana Carton also is able to score on thesustainability front with its line of “Nature’sInk,” which is a soy-based product. Soy-based inks are now popular and are muchmore environmently friendly.

If the plastic eventually ends up at thedump, flexible packaging will at least let con-sumers dump a lighter load, according toRobbie Fantastic Flexibles’ Olson.

“We make pouches for rotisserie chick-ens,” she says. “Retailers tell us their con-sumers care about sustainability, and that’swhy they’re switching to pouches. Flexiblefilm takes up less space in the truck and inthe landfill. You have to look at the overallimpact of the packaging.” DB



CAMP FOODIEColorado Convention Center

Denver, ColoradoJune 1-3, 2014

PRE-SHOW GUIDEInternational Dairy • Deli • Bake 2014

IDDBA_Coverstory.qxd 4/28/14 8:38 PM Page 1

LAURIE DEMERITTKEY SHIFTS IN FOOD CULTURE: HOW CONSUMER PREFERENCES ANDBEHAVIORS ARE EVOLVING AND HOWTO RESPOND

This dynamic session explores threepowerful forces and how they affect the dairy, deli andbakery industry. We’ll share brand new information onthe evolving shopper including who they are, how theirconsumption habits are changing and how they accessinformation.

While the research presented in this session enlightenand inspire, Laurie Demeritt, CEO of The Hartman Group,will also share specific strategies for remaining relevantto these shoppers, optimizing your social media initia-tives, and developing in-store offerings that build loyaltyand sales.

CAPTAIN RICHARD PHILLIPSSTEERING YOUR SHIP THROUGHROUGH WATERS: LESSONS ON LEAD-ERSHIP FROM CAPTAIN PHILLIPSAn amazing leader...a highly intriguingstory...a presentation of remarkable

impact. Captain Richard Phillips shares his compellingstory as a “floating CEO” in charge of the day-to-dayoperations of a multi-million dollar ship and its crew. Though Captain Phillips describes himself as a “reg-

ular guy,” the world knows his actions during a pirateattack on his ship were those of an unassuming herowho conquered an extraordinary challenge. His har-rowing ordeal riveted the world, marked by his deci-sive actions to save his crew and ship. PresidentObama said, “I share the country’s admiration for thebravery of Captain Phillips and his selfless concern forhis crew. His courage is a model for all Americans.”Captain Phillips is the author of A Captain’s Duty:Somali Pirates, Navy SEALs, and Dangerous Days atSea

BOBBY FLAY FROM HIGH SCHOOL DROP-OUT TOCULINARY STAR: A CAREER OF COOKING, TV AND INSPIRATIONShow us a foodie who doesn’t knowBobby Flay. The boy from Manhattan

knew at a tender young age that he had a knack forfantastic food and wasted no time delving into a culi-nary career.

At 17, he took a job at Joe Allen’s restaurant wherehis father was a partner. Mr. Allen was so impressedwith Flay’s natural ability that he paid his tuition to TheFrench Culinary Institute. After graduating, Flay wasintroduced to the Southwestern style that influencedhim; he opened the critically-lauded Mesa Grill in 1991.The recognition that Flay has gained for his innovativecreations utilizing indigenous American Southwesternand Mediterranean ingredients has made him a majorculinary figure.

Flay will discuss the mistakes and decisions thathave shaped his career, how he combines cooking andmedia, and how to tantalize customers with exciting fla-vor combinations, presentations and cooking techniques.

PETER DIAMANDISACHIEVING INNOVATION AND BREAKTHROUGHS

Join Peter Diamandis as he looks tothe future in explaining how exponen-tially advancing technologies will trans-

form our companies, our industries, our governmentsand our lives over the next 5 to 10 years. Rapid growthof technology is empowering individuals and small com-panies to do what only governments could do a fewdecades ago. This presentation will show attendees howto drive and incentivize breakthrough thinking withintheir companies to achieve clear, measurable and objec-tive results.

Peter Diamandis is the Chairman and CEO of the XPRIZE Foundation, which leads the world in designingand launching large incentive prizes to drive radicalbreakthroughs for the benefit of humanity. He is theauthor of Abundance: The Future is Better Than YouThink.

HARRY BALZEREATING PATTERNS IN AMERICAWhat are Americans actually eating?This may sound like a simple question,but it is really a challenge to answeraccurately. Consumers often say one

thing but do another. Harry Balzer, Chief Industry Ana-lyst and Vice President of The NPD Group, has beenfollowing the eating and drinking patterns of Ameri-cans for years. He is the author of The NPD Group’sAnnual Report on Eating Patterns in America, whichexplores U.S. attitudes, behaviors, and trends relatedto the food and beverage industries.

But sales data only takes you so far. It can’t tell youwho’s actually eating your products and why. It doesn’tgive you a real perspective on the brands and categoriesyou compete against at each meal occasion. Balzerunderstands the big consumption patterns, niche trends,new product opportunities, and the dietary concerns thathelp deliver key food strategies. This informative session– with data straight from consumers transformed intotangible strategies and tactics for you – goes deeper toanswer your business questions and helps you make crit-ical decisions with confidence.

HAROLD LLOYDFISHIN’ FOR SALES? BETTER CHANGE LURES!Today we are al l fishin’ for sales.Remember the good ol’ days when allwe had to do was bait the hook? Now

we’re force to change lures all the time and/or cast awider net.

Sometimes thinking outside the parameters of themundane and our four walls can yield unexpectedselling opportunities. This session will most assuredlytickle any retailer’s creative synapses and hopefullytheir desire to do things they’ve never done to getmore of what we’ve always wanted...GREATER SALES.Manufacturers and suppliers might enjoy seeing howthey might be able to contribute to the implementa-tion of these practical and unique ideas.

IDDBA DAIRY-DELI-BAKE 2014 SEMINAR SCHEDULE

8:00 AM –8:30 AM

8:30 AM –9:15 AM

9:15 AM –10:00AM

10:20 AM –11:10 AM

SUNDAY JUNE 1, 2014

11:10 AM –12:00 PM


8:00 AM –9:00 PM

MONDAY JUNE 2, 2014


IDDBA A1_. 4/21/14 12:20 PM Page 1

http://www.iddba.org

BILL KLUMPMAN UP: MEN’S RECENT IMPACT ON GROCERY MARKETING

Products have always been market-ed and merchandised to reach your pri-mary shoppers, but the question is, who

is the core shopper in your aisles today, and who will itbe tomorrow? You have probably noticed more men inyour aisles, and according to recent research, this trendisn’t going away any time soon. A clear understandingof how times and shoppers have changed is essential tosuccess.

What will you do to address this shift? How can youuse the latest in research, packaging, merchandising andeven branding to welcome and attract repeat businessfrom the new “man in your house?”

Join Bill Klump, Senior Vice President of Marketing,Butterball, LLC and Chairman of the Board of IDDBA, ashe shares new research and insights on the growing roleof the male shopper.

HILLARY RODHAM CLINTONREMARKS BY FORMER SECRETARY OFSTATE HILLARY RODHAM CLINTON

Hillary Rodham Clinton served as the67th U.S. Secretary of State from 2009until 2013, after nearly four decades in

public service. Her “smart power” approach to foreignpolicy repositioned American diplomacy and develop-ment for the 21st century. Clinton played a central rolein restoring America’s standing in the world, reassertingthe United States as a Pacific power, imposing cripplingsanctions on Iran and North Korea, responding to theArab Awakening and negotiating a ceasefire in the Mid-dle East. Earlier, as First Lady and Senator from NewYork, she traveled to more than 80 countries as a cham-pion of human rights, democracy, and opportunities forwomen and girls. Clinton also worked to provide healthcare to millions of children, create jobs and opportunity,and support first responders who risked their lives atGround Zero. In her historic campaign for President, Clin-ton won 18 million votes.

GARY VAYNERCHUKRIDING THE HASHTAG IN SOCIALMEDIA MARKETINGNew York Times bestselling author andsocial media expert Gary Vaynerchukshares hard-won advice on how to con-

nect with customers and beat the competition in his lat-est book, Jab, Jab, Jab, Right Hook: How to Tell Your Storyin a Noisy, Social World. When businesses outline their social media strategies,they plan for the "right hook" – a big, profit-producingbang. Even companies committed to "jabbing" – creatingcontent for consumers and engaging with customers tobuild relationships – still desperately want to land thepowerful, bruising swing that will knock out their oppo-nents or their customers' resistance in one killer blow.

Thanks to the recent change in and proliferation ofsocial media platforms, the winning combination of jabsand right hooks is different now. It’s not just about devel-oping high-quality content; it’s about developing high-quality content that’s adapted to specific social mediaplatforms and mobile devices in order to best engagewith consumers when and where they want to befound. Vaynerchuck is on a mission to strengthen mar-keters’ right hooks by changing the way they fight tomake consumers happy, and, ultimately, to compete.

STEVE FORBESLEADERSHIP LESSONS: THE STUNNING PARALLELS BETWEENGREAT LEADERS OF THE ANCIENTWORLD AND TODAY’S TOP BUSINESS LEADERS

The economic crisis underscores the importance ofstrong and effective leadership. Time keeps tickingand circumstances change but principles of humannature do not. Based on his book, Power AmbitionGlory, Steve Forbes provides six intriguing lessonsfrom comparisons between great leaders of theancient world and contemporary business leaders.What do Cyrus the Great and Jack Welch have in com-mon? What do great leaders know that allowed SergeBrin and Larry Page of Google to challenge and besttwo formidable competitors, Microsoft and Yahoo? Inthis illuminating and entertaining talk, Forbes sharesinsights into what will make or break businesses rightnow by exploring the remarkable similaritiesbetween those who directed the empires of theancient world and today’s leaders.

Steve Forbes, an internationally respected authorityin the worlds of economics, finance and corporate lead-ership, is Chairman and Editor in Chief at Forbes Media.The company’s flagship publication, Forbes, is thenation’s leading business magazine.

MARY KAY O’CONNORFOOD TRENDSCAPE 2014In today’s world, no business category– especially the food industry – isimmune from the paradox and possi-bilities of local versus global. The pro-

liferation of Internet-enabled “e”verything, globaliza-tion, immediate consumption across multiple chan-nels, multicultural marketing and big data rapidlychanges our retail shopper landscape. The “one-stoplife shop” marketplace, both real world and virtual,offers 24/7 food availability and beckons with a bar-rage of products, services and lifestyle solutions.

While no one can precisely predict the future, under-standing the evolving trends driving retail in an expand-ing customer-centric world is key to developing moretailored and effective marketing strategies. Join MaryKay O’Connor, Vice President Education of IDDBA and theassociation’s What’s in Store trends editor for the last 28years, as she reveals the micro- and mega-trends thatare rapidly reshaping markets and competitive arenas.

PEYTON MANNINGWHAT IT TAKES TO BE A CHAMPIONDenver Broncos quarterback PeytonManning, the league’s only five-timeMVP and a 13-time Pro Bowl selection,has earned his place among the NFL’s

greatest quarterbacks. Though Manning’s career in theNFL has many highlights, he also has achieved successoff the field with humanitarian efforts. The recipient ofthe Byron “Whizzer” White Humanitarian Award as wellas the NFL’s Walter Payton Man of the Year Award in2005, Manning serves as a member of the AmericanRed Cross National Celebrity Cabinet, and the NationalFootball Foundation Scholar-Athlete Advisory Board. He formed the PeyBack Foundation in 1999 to promotefuture success of disadvantaged youth.

Join Manning as he shares his thoughts on what ittakes to be a champion.


10:20 AM –11:10 AM

9:00 AM –9:15 AM

9:15 AM –10:00 AM

11:10AM –12:00 PM

TUESDAY JUNE 3, 2014

8:00 AM –9:00 AM

9:00 AM –10:00 AM


IDDBA A2_. 4/21/14 12:22 PM Page 1

http://www.iddba.org


COMPANY BOOTH # COMPANY BOOTH # COMPANY BOOTH # ABRAHAM OF NORTH AMERICA, INC................................1649ABSOLUTE PLASTICS LLC........................................................5354ACE BAKERY..................................................................................2856ACHATZ HANDMADE PIE CO., L.L.C. ....................................2309ADC....................................................................................................5917ADM COCOA..................................................................................1664ADUSA, INC....................................................................................5559ADVANCED FRESH CONCEPTS FRANCHISE CORP.......3754AGRI-FOOD EXPORT GROUP QUEBEC-CANADA ...........5643AK PIZZA CRUST..........................................................................4859ALADDIN LABEL, INC.................................................................2361ALEXIAN PATE...............................................................................2160ALL ROUND FOODS BAKERY PRODUCTS..........................4815ALMARK FOODS...........................................................................1818ALMONDINA.................................................................................5912ALOS CUISINE, LLC......................................................................5663ALOUETTE CHEESE USA, LLC..................................................3666ALPHA BAKING COMPANY, INC............................................4258ALPHA FOODS CO. INC..............................................................2356ALPINE VALLEY BREAD COMPANY......................................1561ALVARADO STREET BAKERY..................................................5452THE AMBRIOLA COMPANY INC............................................5858AMBROSI FOOD USA CORPORATION.................................1814AMERICAN ROLAND FOOD CORP.........................................5220AMERICAN SPRINKLE CO........................................................5448AMOROSO’S BAKING CO.........................................................3951ANCHOR PACKAGING, INC......................................................2421ANCO FINE CHEESE....................................................................3328ANDERSON INTERNATIONAL FOODS INC........................3349ANGELIC BAKEHOUSE..............................................................2313ANGELS BAKERY.........................................................................5563ANTONINA’S ARTISAN BAKERY...........................................5256APHRODITE DIVINE CONFECTIONS.....................................1646ARLA FOODS, INC........................................................................2449ARMELLINI EXPRESS LINES, INC..........................................4811ARMOUR-ECKRICH MEATS LLC.............................................1832ARTHUR SCHUMAN INC..........................................................2457ASK FOODS INC............................................................................5565AMPI.................................................................................................2255ASTURI FINE FOODS, LLC .........................................................1817ATALANTA CORPORATION ......................................................1221ATEMPO FOODPACK, SA..........................................................2317ATLANTA CONVENTION & VISITORS BUREAU...............2311AURORA ORGANIC DAIRY.......................................................1957AWREY’S BAKERY.......................................................................5250B & G FOODS, INC........................................................................5762BACKERHAUS VEIT LTD............................................................4962BAGCRAFTPAPERCON, LLC.....................................................4622BAKE’N JOY FOODS, INC..........................................................1659BAKERY CRAFTS..........................................................................3728BAKERY DE FRANCE, INC.........................................................5030BARRINGTON PACKAGING SYSTEMS GROUP...............1551BARRY CALLEBAUT....................................................................5327BARRY’S BAKERY........................................................................1811BARRY’S GOURMET BROWNIES..........................................4714BAUDUCCO FOODS INC............................................................2162BAY VALLEY FOODS, LLC...........................................................6065BEAR POND FARM......................................................................3565BEL BRANDS USA.......................................................................2364BELGIOIOSO CHEESE INC. .......................................................2445BELLWETHER FARMS................................................................4944BELPASTRY INC............................................................................5311BEMIS NORTH AMERICA.........................................................1215BENSON’S BAKERY, INC...........................................................6023BEST MAID COOKIE CO.............................................................2365BEST PROVISION CO., INC.......................................................5362THE BETTER CHIP........................................................................5431BETTER RETAIL .............................................................................5266BEVERAGE EMPORIUM, LLC...................................................5248BFREE................................................................................................1749BIG EASY FOODS..........................................................................5714BISCOTTI BROTHERS BAKERY...............................................3052BKI-WORLDWIDE........................................................................1418BLANC INDUSTRIES SIGNAGE & DISPLAY GROUP......3952BLOSSOM FINE FOODS, LLC ...................................................2151BLOUNT FINE FOODS.................................................................3842BLUE COAST BAKERS................................................................5812BLUE GRASS QUALITY MEATS ..............................................2312BLUE MARBLE BRANDS...........................................................2209BLUE PLANET FOODS, INC.......................................................5548BOBOLI INTERNATIONAL, LLC...............................................2052BODACIOUS FOOD COMPANY...............................................5952BON CHEF, INC..............................................................................5759BONERT’S SLICE OF PIE............................................................5359BONGARDS’ CREAMERIES......................................................1563BOULART.........................................................................................5741BOULDER SOUP WORKS..........................................................3650BOXIT CORPORATION................................................................4718BRAVO FARMS CHEESE............................................................4847BRAZZALE SPA.............................................................................4165THE BRENMAR COMPANY......................................................5158BRIDGFORD FOODS CORPORATION....................................3249BRIDOR INC....................................................................................5617BROWNIE BRITTLE, LLC............................................................1841BRUCE PAC.....................................................................................2415BUDDY’S KITCHEN, INC. ...........................................................1562

BUNKER HILL CHEESE CO., INC. ............................................2409BURNETT DAIRY COOPERATIVE............................................2454BURRY FOODS...............................................................................6027BUSSETO FOODS, INC. ..............................................................1251BUTTERBALL, LLC........................................................................2842BYRNE DAIRY, INC.......................................................................4809BYRNES & KIEFER COMPANY................................................5464CABOT CREAMERY COOPERATIVE ......................................5914CACIQUE INC.................................................................................5042CAFE VALLEY BAKERY ...............................................................4253CAKEHEADS INC..........................................................................5215CALAVO GROWERS, INC...........................................................5953CALICO COTTAGE, INC...............................................................5954CALIFORNIA DAIRIES, INC.......................................................4850CALIFORNIA MILK ADVISORY BOARD................................4641CALIFORNIA TABLE GRAPE COMMISSION......................3155CALUMET CARTON COMPANY .............................................4049CAMPOFRIO FOOD GROUP AMERICA................................4053CARANDO GOURMET FROZEN FOODS, CORP. ................5861CARGILL MEAT SOLUTIONS....................................................4665CARLSON AIRFLO MERCHANDISING SYSTEMS...........5951CARMI FLAVOR & FRAGRANCE CO., INC...........................3554CARRS FOODS INTERNATIONAL...........................................1753CASTELLA IMPORTS, INC. .......................................................5441CASTLE IMPORTING, INC.........................................................2066CEDAR’S MEDITERRANEAN FOODS, INC..........................6038CENTENNIAL BRANDS.............................................................2114CENTRAL MILLING COMPANY...............................................1248TONY CHACHERE’S CREOLE FOODS....................................5314CHALLENGE DAIRY PRODUCTS, INC...................................4948CHAMPION FOODS, LLC ...........................................................4212CHARLEY & SONS, INC..............................................................1962CHEESE CONNOISSEUR ...........................................................4050THE CHEESECAKE FACTORY BAKERY INC. .......................3361CHEF CREATIONS, INC...............................................................4147CHICAGO METALLIC BAKEWARE.........................................3660CHOICE FOODS.............................................................................5356CHOICE-PAC...................................................................................3352CHOPTANK TRANSPORT..........................................................3664CHRISTIE COOKIE COMPANY.................................................5819CHUCK & DAVE’S.........................................................................3366CHUCKANUT BAY FOODS........................................................5418CHUDLEIGH’S LTD........................................................................1653CINNAROLL BAKERIES LIMITED...........................................3763CITTERIO USA CORPORATION...............................................5422“CK PRODUCTS, LLC”.................................................................1862CLEAR LAM PACKAGING, INC.”.............................................6052CLEARBAGS...................................................................................4150CLEVER COOKIE............................................................................1255CLYDE’S DELICIOUS DONUTS.................................................1453COCO INTERNATIONAL INC....................................................3966COFRESH.........................................................................................1751COLOMBO IMPORTING US INC.............................................3252COLORMASTERS LLC.................................................................5817COLUMBUS FOODS....................................................................3442COMSTOCK CREAMERY LLC...................................................2355CONAGRA FOODS, INC..............................................................1633CONROY FOODS, INC. ................................................................5927CONTE’S PASTA CO., INC..........................................................5251COOKIETREE BAKERIES............................................................5461CORBION CARAVAN...................................................................3435CORSO’S COOKIES......................................................................1255COSTANZO’S BAKERY, INC......................................................5241COUNTRY HOME BAKERS, LLC..............................................6017COUNTRY MAID, INC. ................................................................2366COW CANDY..................................................................................2264CREATE-A-TREAT.........................................................................5227CREATIVE OCCASIONS, INC....................................................5245CRYSTAL CREAMERY.................................................................4945CRYSTAL FARMS..........................................................................2352CSM BAKERY PRODUCTS........................................................1227CTP IMAGING................................................................................2017CUBE PLASTICS ...........................................................................3466CULINAIRE......................................................................................5562CUSTOM BAKING PRODUCTS, LLC......................................5961D & W FINE PACK ........................................................................2613DAELIA’S FOOD COMPANY, LTD.............................................5115DAFFY FARMS...............................................................................4515DAIRY FARMERS OF AMERICA..............................................4648DAIRYFOOD USA, INC................................................................2259DAIYA FOODS................................................................................2116DAMASCUS BAKERIES.............................................................3658DANCING DEER BAKING CO...................................................5316DANDELI SPECIALTY FOODS, INC.........................................2262DANIELE, INC.................................................................................4042DART CONTAINER CORPORATION.......................................5966DAVE’S KILLER BREAD ..............................................................2166DAVID’S COOKIES........................................................................5119DAWN FOOD PRODUCTS, INC. ..............................................2828DAYMARK SAFETY SYSTEMS................................................1964DAYMON WORLDWIDE............................................................5262DAYSTAR DESSERTS LLC..........................................................4609DBL FOODS.....................................................................................5518DECOPAC, INC...............................................................................2227DEG MERCHANDISING, LLC....................................................5161DEL MONTE FRESH PRODUCE N.A., INC............................3652

GEORGE DELALLO CO., INC......................................................3042DELI BUSINESS............................................................................4050DELI EXPRESS...............................................................................3458THE DELI SOURCE, INC..............................................................2466DELICE GLOBAL, INC. .................................................................2223DEWAFELBAKKERS, LLC...........................................................3461DFI - DETROIT FORMING INC..................................................5361DI STEFANO CHEESE CO...........................................................4747DIETZ & WATSON, INC..............................................................1241DIMPFLMEIER BAKERY LTD....................................................5665DIRECT PACK INC. .......................................................................5614DNI GROUP, LLC............................................................................4162DOBAKE BAKERIES, INC...........................................................1917DOBLA..............................................................................................6059DOMO INDUSTRY INC...............................................................1916DON’S FOOD PRODUCTS..........................................................3555DONSUEMOR, INC. .....................................................................5655DR. LUCY’S......................................................................................5264DURABLE PACKAGING INTERNATIONAL..........................3564DUTCH COUNTRY........................................................................2016DUTCH FARMS..............................................................................1443DUTCHESS BAKERS MACHINERY CO.................................1515E.M.E. ENTERPRISES INC. ........................................................3661EATEM FOODS CO. ......................................................................5462ECOTENSIL INC.............................................................................3162THE ELI’S CHEESECAKE COMPANY.....................................1449ELITE GLOBAL SOLUTIONS......................................................3060ELKAY PLASTICS..........................................................................3462ELOMA USA...................................................................................2512EMBASSY FLAVOURS LTD.......................................................3560E.G. EMIL & SON INC..................................................................5350EMMI ROTH USA, INC................................................................2041ENJAY CONVERTERS LTD.........................................................2412EPICUREAN BUTTER..................................................................3163ERLENBACHER BACKWAREN GMBH.................................1948EURO CLASSIC IMPORTS, INC...............................................2211EXPRESCO FOODS.......................................................................5411EXTRUTECH PLASTICS, INC. ...................................................2261F & S GOURMET FOODS............................................................5013FANCYPANTS BAKING CO.......................................................2212FANTAPAK......................................................................................5958FARM RIDGE FOODS...................................................................5621FARMINGTON FOODS, INC......................................................1543THE FATHER’S TABLE LLC.........................................................3747FGF BRANDS..................................................................................5721THE FIELD ROAST GRAIN MEAT COMPANY.....................4717FINLANDIA CHEESE, INC..........................................................6049FISCALINI FARMSTEAD CHEESE CO....................................4947FLATOUT INC..................................................................................4056FLAVOR RIGHT FOODS GROUP ..............................................5915FLYING FOOD GROUP LLC.........................................................4866FOLLOW YOUR HEART...............................................................3464FONDARIFIC...................................................................................4611FORM PLASTICS COMPANY...................................................4166FOUNTAIN OF HEALTH...............................................................5650FRANCIS PACKAGING INC.......................................................1611FRANKLY FRESH...........................................................................4911FRATELLI BERETTA USA, INC..................................................1251THE FRENCH PATISSERIE, INC. ..............................................5162FRESCA MEXICAN FOODS LLC...............................................5854FRESH CREATIVE FOODS..........................................................1627FRESH FOOD CONCEPTS, INC. ...............................................6035FRESHERIZED FOODS.................................................................5317FRESHWAY FOODS......................................................................2154THE FROSTING QUEENS...........................................................5555FROZEN AND REFRIGERATED BUYER.................................1952FRUIT FILLINGS, INC. ..................................................................3253G & I PRODUCTS ..........................................................................3263GAGNE FOODS..............................................................................2115GALAXY DESSERTS ....................................................................5816JOSEPH GALLO FARMS............................................................4849GARDEN-FRESH FOODS, INC..................................................2248GARDEN FRESH GOURMET.....................................................2852GARDNER PIE COMPANY.........................................................1512GAUDET SWEET GOODS..........................................................5645GEHL FOODS, INC.........................................................................2254GENERAL MILLS CONVENIENCE & FOODSERVICE...........................................................................1622GENPAK, LLC..................................................................................5909GEORGIA-PACIFIC PROFESSIONAL......................................1848GFF, INC............................................................................................5863VINCENT GIORDANO CORPORATION.................................5556GIORGIO FOODS, INC. ................................................................5653GIVE AND GO PREPARED FOODS CORP. ............................3654GLOBAL AGRI-TRADE CORPORATION................................5709GLOBAL DAIRY PRODUCTS GROUP.....................................3066GLOBAL FOODS INTERNATIONAL INC. ..............................1560GLOBAL SALES & MARKETING LLC.....................................5830GLOCO ACCENTS.........................................................................2161GODSHALL’S QUALITY MEATS, INC.....................................2509GOINS PLASTIC SOURCE, INC................................................5860GOLD STANDARD BAKING, INC............................................3442GOLDEN CANNOLI SHELLS CO., INC....................................1460GONNELLA FROZEN PRODUCTS, LLC .................................4422GOOD FOODS GROUP, LLC........................................................2566GOODHEART BRAND SPECIALTY FOODS..........................5949

EXHIBITORS LIST


GOODIE GIRL TRIBECA..............................................................3362GOURMET BAKER INC...............................................................3858GOURMET FOODS INTERNATIONAL...................................4035GOURMET RETAILER..................................................................2316GR.A.M.M SRL...............................................................................5062GRECIAN DELIGHT FOODS.......................................................2865GREGORY’S FOODS.....................................................................1965GRIFFITH LABORATORIES U.S.A., INC. ................................1261GROCERY HEADQUARTERS ....................................................5116GUTTENPLAN’S FROZEN DOUGH, INC...............................6046GWARE POS...................................................................................5664H&M BAY, INC...............................................................................3758HAIN PURE PROTEIN CORPORATION.................................3262HAIN REFRIGERATED FOODS, INC........................................1764HAMPTON CREEK FOODS........................................................3866HANDI FOODS LTD. .....................................................................1914HANS KISSLE.................................................................................5435THE HAPPY EGG CO....................................................................5252HARLAN BAKERIES, LLC...........................................................1264HARRY’S FRESH FOODS............................................................3954HARVEST FOOD GROUP............................................................1451HEARTLAND GOURMET, LLC...................................................5313HELUVA GOOD..............................................................................5309HENNING CHEESE, INC.............................................................2363HENRI HUTIN.................................................................................1649HIDDEN VILLA RANCH...............................................................1461HILL & VALLEY, INC......................................................................4261HILL COUNTRY BAKERY, LLC...................................................4220HILLPHOENIX.................................................................................2911HISSHO SUSHI..............................................................................1558HOCHLAND SE..............................................................................1649HOFF’S BAKERY............................................................................2862E. HOFMANN PLASTICS INC...................................................3762HOME CHEF KITCHEN................................................................1718HOMETOWN BAGEL INC..........................................................1441HOOGWEGT U.S., INC. ...............................................................3360HOPE FOODS LLC.........................................................................5113HORMEL FOODS CORPORATION...........................................4827HOT MAMA’S FOODS.................................................................1566HOUSE FOODS AMERICA.........................................................1851HUBERT COMPANY....................................................................2911HUMMUSPHERE FOODS..........................................................4065HUSSMANN CORPORATION..................................................4853I BAKE UM, INC.............................................................................3354IBAKEFOODS LLC.........................................................................2009IDDBA’S SHOW & SELL CENTER...........................................2911IFIGOURMET..................................................................................1541ILPRA AMERICA...........................................................................3164ILTACO FOODS...............................................................................1448IML CONTAINERS........................................................................5711INDALCO FOODS CORP..............................................................3465INDIANA CARTON COMPANY...............................................5656INLINE PLASTICS CORP.............................................................5445INNO-PAK, LLC..............................................................................6041INNOVASIAN CUISINE ENTERPRISES, INC......................5022INNOVATIVE BEVERAGE CONCEPTS ..................................3750INNOVATIVE ENERGY INC........................................................5315INSTANT-OFF INC. .......................................................................5417INSTORE MAGAZINE.................................................................4760INTEPLAST GROUP.....................................................................5958INTER-AMERICAN PRODUCTS..............................................4821INTERBAKE FOODS LLC ............................................................4242INTERNATIONAL DAIRY-DELI-BAKERY ASSOCIATION ...............................................................................2619INTERNATIONAL GOURMET PRODUCTS, INC.................5060INTERRA FOOD MARKETING..................................................5216IOI LODERS CROKLAAN............................................................4865IPL INC..............................................................................................1866IRISH DAIRY BOARD, INC.........................................................4817ITALIAN ROSE GOURMET PRODUCTS................................5027IZZIO ARTISAN BAKERY...........................................................2216J & J SNACK FOODS CORP. .....................................................6017JACQUELINE’S GOURMET COOKIES...................................2027JANA FOODS, LLC........................................................................3057JENNIE’S GLUTEN FREE BAKERY .........................................3065JESSICA PASTRIES INC. ...........................................................5744JESSICA’S BRICK OVEN INC. ..................................................5849JESSIE LORD BAKERY, LLC.......................................................1954JFE FRANCHISING, INC.............................................................3254JIMMY’S COOKIES......................................................................4047JOSEPH’S BAKERY......................................................................4711JTM FOODS, LLC ..........................................................................5753KAROUN DAIRIES INC. ..............................................................4742KATHY KAYE FOODS LLC...........................................................4915KEEN MARKETING & MANUFACTURING .........................1841KEHE DISTRIBUTORS.................................................................4215KETCHUM MANUFACTURING, INC......................................3653KETTLE CUISINE...........................................................................3165KING’S COMMAND FOODS, INC...........................................2220KING’S HAWAIIAN BAKERY....................................................5834KITCHEN TABLE BAKERS.........................................................1852KLONDIKE CHEESE CO...............................................................2461KLOSTERMAN’S BAKING CO..................................................5261KOCH FOODS.................................................................................6056KONTOS FOODS INC. .................................................................4657KRADJIAN IMPORTING CO., INC. .........................................3266KRONOS FOODS, INC.................................................................3049L & M BAKERY...............................................................................5212LA CANASTA MEXICAN FOOD PRODUCTS INC..............5117LA DOLCE VITA..............................................................................2014LA PANZANELLA ARTISANAL FOODS CO.........................2158

LA PASTA INC................................................................................2214LA PETITE BRETONNE...............................................................5745LA TERRA FINA.............................................................................5254LABREE’S BAKERY......................................................................1218LABRIOLA BAKING COMPANY..............................................5545LACERTA GROUP, INC.................................................................5017LACTALIS AMERICAN GROUP, INC.......................................5232LAKEVIEW FARMS, LLC.............................................................3152LAMB WESTON, INC..................................................................1633LAND O’LAKES INC. ....................................................................4248LANDSHIRE INC. ..........................................................................5845LANG MANUFACTURING.........................................................2314LANTMANNEN UNIBAKE USA, INC....................................1921LAROMME BAKERY....................................................................1959LAROSA’S FAMOUS CANNOLI ...............................................1853LATTERIA SORESINA USA.......................................................3453LAUTERBACH GROUP................................................................2263LAWLER FOODS, LTD..................................................................4660LAWRENCE FOODS INC. ...........................................................4418LEGENDARY BAKING.................................................................6031LES TROIS PETITS COCHONS.................................................2061LESLEY STOWE FINE FOODS...................................................4965LEVANT MEDITERRANEAN SNACK FOODS LLC.............2062LINDAR CORPORATION.............................................................1809LINDA’S GOURMET LATKES....................................................5516LITEHOUSE .....................................................................................1662LLOYD INDUSTRIES, INC...........................................................5853LOCKHART FINE FOODS............................................................4709LOFTON LABEL INC.....................................................................2053LONE PEAK LABELING SYSTEMS.........................................4159LOUMIDIS FOODS INC...............................................................2112LOWE REFRIGERATION, INC....................................................2911LUCKY SPOON BAKERY ............................................................3260LWC BRANDS, INC......................................................................3751M & M LABEL COMPANY, INC................................................5919M & Q PLASTIC PRODUCTS....................................................3958JOHN WM. MACY’S CHEESESTICKS ..................................2511MAMA MANCINI’S, INC...........................................................3862MAPLE LEAF FARMS..................................................................5918MAPLEHURST BAKERIES, LLC...............................................4242MARIN FRENCH CHEESE COMPANY ..................................4646MARINFOOD COMPANY...........................................................5118MARY ANN’S BAKING CO., INC.............................................4662T. MARZETTI COMPANY............................................................1656MCCAIN FOODS USA, INC. ......................................................2616MCINTYRE METALS, INC..........................................................3961MCNAIRN PACKAGING ............................................................4409MCT DAIRIES, INC.......................................................................1609MEDINA FOODS INC. .................................................................1865MEL-O-CREAM DONUTS INTERNATIONAL, INC. ...............................................................1444METSOVO BAKING COMPANY..............................................1542METTLER PACKAGING LLC......................................................4414MIA FOODS INC............................................................................5644MIAMI ONION ROLL COMPANY............................................5409MIC FOOD........................................................................................1417MICHAEL FOODS, INC................................................................2354MICHIGAN TURKEY PRODUCERS.........................................5109MIDWEST REFRIGERATED SERVICES, INC.......................2362MILANO’S CHEESE CORP..........................................................3561MILLER BAKING COMPANY....................................................2256MITSUI FOODS INC.....................................................................4156MIWE AMERICA LLC..................................................................1966MJAY’S SPECIALTY BAKED FOODS.....................................5166MMI DISPLAY GROUP, INC.......................................................5214MOBILE MERCHANDISERS.....................................................3055MOFFAT............................................................................................2962MONOGRAM FOOD SOLUTIONS..........................................4614MONTCHEVRE-BETIN, INC......................................................2359MONTE NEVADO USA LLC.......................................................5466MORINAGA NUTRITIONAL FOODS, INC. ...........................5862JOHN MORRELL FOOD GROUP..............................................1832MRS. GERRY’S KITCHEN, INC. ................................................5945MRS. GRISSOM’S SALADS......................................................4716MUFFIN TOWN.............................................................................4619NAFTA FOODS INC. .....................................................................3854NANA’S KITCHEN & HOT SAUCES, LTD..............................2015NASONVILLE DAIRY, INC. .........................................................2257NATION PIZZA AND FOODS....................................................1552NE-MO’S BAKERY, INC. .............................................................3963NESTLE PROFESSIONAL...........................................................3635NEW FRENCH BAKERY..............................................................3442NEW METHOD PACKAGING...................................................3753NEXTEP SYSTEMS......................................................................5851NICHOLL FOOD PACKAGING...................................................5552NIPPON SHOKKEN U.S.A. INC................................................3962THE NO-BAKE COOKIE COMPANY.......................................2215NOBLE ROMAN’S, INC...............................................................5756NORDIC WARE..............................................................................3063NORSELAND INC.........................................................................3642NOVACART USA...........................................................................1823NOVELIS FOIL PRODUCTS........................................................4762NOW PLASTICS, INC..................................................................2054NUOVO PASTA PRODUCTIONS, LTD....................................4719NUTRADRIED LLP........................................................................5564NUTRI-HEALTH CORPORATION.............................................5761O’SOLE MIO INC. ..........................................................................5647OAKRUN FARM BAKERY LTD..................................................3858OLD DOMINION PEANUT COMPANY..................................5716OLD WISCONSIN FOOD PRODUCTS....................................4653OLD WORLD PROVISIONS.......................................................1462

OLE MEXICAN FOODS, INC......................................................5609OLIVER PACKAGING & EQUIPMENT COMPANY............1665OLLI SALUMERIA.........................................................................3851OLSON’S BAKING COMPANY.................................................5427OLYMEL............................................................................................5642OLYMPIA FOOD INDUSTRIES, INC........................................1452ORANGE BAKERY INC................................................................5514OREGON CHERRY GROWERS, INC........................................1516ORIGINAL BAGEL COMPANY..................................................5456THE ORIGINAL CAKERIE............................................................2022ORIGINAL PHILLY CHEESESTEAK CO. .................................3949OTIS MCALLISTER, INC.............................................................5015OZERY BAKERY, INC....................................................................1709PAC PAPER, INC............................................................................2213PACIFIC CHEESE COMPANY, INC. .........................................4649PACIUGO GELATO........................................................................1756PACK & PROPER CO., LTD.........................................................1759PACTIV LLC.....................................................................................3258PAGNIFIQUE...................................................................................4966PALMER CANDY COMPANY ...................................................1463PANIFICIO SPAR SRL..................................................................1614PANORAMIC, INC........................................................................2117PANOVO ALIMENTARIA S. DE R.L. DE C.V..........................3662PAPER PAK INDUSTRIES..........................................................3766PAR-WAY TRYSON COMPANY...............................................5561PARIS GOURMET.........................................................................5827PARKER PRODUCTS, INC..........................................................4909PARMISSIMO USA LLC .............................................................1758PARTNERS, A TASTEFUL CHOICE CO...................................5519PASTRYSTAR.................................................................................3853PAULAUR CORP.............................................................................4164PBF PITA BREAD FACTORY LTD. ............................................3442PEARL RIVER PASTRY COMPANY.........................................5058PENNY PLATE LLC........................................................................5354PENOBSCOT MCCRUM LLC....................................................2962PERDUE FOODS LLC....................................................................5633PERLA...............................................................................................1752PETER LUGER ENTERPRISES, INC. .......................................5160PHILLIPS FOODS, INC.................................................................5509PHILLIPS FRESH FOODS............................................................5509S. A. PIAZZA & ASSOCIATES, LLC .........................................2859PIDY, INC..........................................................................................5511PINE RIVER PRE-PACK, INC.....................................................2247PITA PAL INDUSTRIES INC.......................................................5348PL BUYER.........................................................................................5450PLACON...........................................................................................2349PLASTIC INGENUITY, INC. ........................................................2464PLASTIC PACKAGE INC.............................................................5312PLENUS GROUP INC...................................................................1414PLOCKY’S FINE SNACKS...........................................................3563POCINO FOODS CO. ....................................................................5766POINT FIVE PACKAGING...........................................................4812POINT REYES FARMSTEAD CHEESE COMPANY.....................................................................4745POLYMERALL LLC.........................................................................5465POLYNOVA NISSEN INC............................................................1911PREGEL AMERICA.......................................................................5611PREMIERE MOISSON BAKERY INC......................................5641PRIME FOODS LLC.......................................................................2109PRIME PASTRIES.........................................................................5227PRIMERA TECHNOLOGY, INC..................................................5364PRIMIZIE CRISPBREADS..........................................................1416PROGRESSIVE GROCER ............................................................2316QUESO CAMPESINO..................................................................3553R. W. BAKERS CO.........................................................................1909RAGOZZINO FOODS, INC..........................................................5453RANA MEAL SOLUTIONS, LLC................................................5627RATIONAL USA.............................................................................5009RAYMUNDO FOOD PRODUCTS, INC....................................1442RAY’S NEW YORK BAGELS AND BIALYS ...........................3764READY BAKE FOODS, INC. .......................................................4242RED APPLE CHEESE LLC............................................................2418RENY PICOT....................................................................................1845REPARO SRL...................................................................................5253RESER’S FINE FOODS, INC. ......................................................1627RESFAB............................................................................................1409RESTAURANTWRAPS.COM....................................................3760REVERE PACKAGING..................................................................1717RICH PRODUCTS CORPORATION..........................................4028RICHARDSON OILSEED LIMITED ..........................................2012RIPPLE BRAND COLLECTIVE...................................................3752RISING SUN FARMS...................................................................3860RITE STUFF FOODS, INC. ...........................................................5960RIZO LOPEZ FOODS, INC. ..........................................................4844RLS LOGISTICS..............................................................................3062ROBBIE.............................................................................................1422ROCKY MOUNTAIN PIES...........................................................1212ROGUE CREAMERY.....................................................................5455ROSE HILL ENTERPRISES.........................................................5550ROSWELL FOOD GROUP...........................................................6037ROTELLA’S ITALIAN BAKERY, INC. ........................................5463ROYAL INTERPACK N.A. ............................................................2060RP’S PASTA COMPANY.............................................................2347RUBSCHLAGER BAKING CORP...............................................3064RUMIANO CHEESE COMPANY..............................................4848THE RUN-A-TON GROUP INC. ................................................5366RUPRECHT COMPANY...............................................................1859RUTHERFORD & MEYER LTD...................................................5451SABERT CORPORATION............................................................5666SABRA DIPPING COMPANY...................................................2032SAIKOU SUSHI..............................................................................2153

COMPANY BOOTH # COMPANY BOOTH # COMPANY BOOTH #




SANDERS CANDY........................................................................5809SANDRIDGE FOOD CORPORATION......................................5034SANTINI FOODS, INC. ................................................................4746SAPUTO CHEESE USA INC.......................................................2045SAPUTO SPECIALTY CHEESE..................................................1233SASA-DEMARLE, INC.................................................................3663SATIN FINE FOODS, INC............................................................5717SCANDIC FOOD INC....................................................................2411SCHREIBER FOODS.....................................................................2252SCOTTS OF WISCONSIN ..........................................................2266SEALED AIR CORPORATION....................................................5217SELMA’S COOKIES INC..............................................................3566SELTZERS LEBANON BOLOGNA CO....................................1617SHIRLEY’S COOKIE CO, INC......................................................4512SIAL CANADA...............................................................................5414SIBLINI BAKERY INC. .................................................................5553SIERRA NEVADA CHEESE COMPANY.................................4950SILVA INTERNATIONAL, INC...................................................5018SILVER LAKE COOKIE COMPANY, INC.................................4066SIMPLOT..........................................................................................2049SIMPLY SOUTHERN SIDES......................................................1658SINCO INC.......................................................................................5459JAMES SKINNER BAKING COMPANY...............................2846SKJODT-BARRETT FOODS INC. .............................................5209SMART STEP THERAPEUTIC FLOORING............................5517SMITHWAY FOODS INC............................................................4647SNACK FACTORY, LLC.................................................................3558SOLUT! .............................................................................................1854SOMERDALE INTERNATIONAL LTD.....................................4062SOMETHING SWEET, INC.........................................................1518SONOCO THERMOSAFE............................................................4064SORELLA USA LLC.......................................................................5830SOUTHERN CASEARTS.............................................................2911SOUTHERN PRIDE DISTRIBUTING, LLC..............................1466SPAANS COOKIE COMPANY ..................................................1618SPARBOE FOODS.........................................................................5351SPARROW ENTERPRISES LTD................................................3849SPECIALTY BAKERS LLC ...........................................................4412SPRINGER MOUNTAIN FARMS.............................................4618SPRINGFIELD CREAMERY........................................................2051STACY’S SNACKS........................................................................1827STEFANO FOODS INC.................................................................1918DOUGLAS STEPHEN PLASTICS, INC. ..................................5661STONEWALL KITCHEN..............................................................5416STORE OPTICS..............................................................................5265STRATAS FOODS LLC..................................................................2058STRATEGIC BRANDS..................................................................3551SUGAR BOWL BAKERY.............................................................4862SUGAR BROOK FARMS.............................................................2348SUGAR CREEK PACKING COMPANY...................................5153

SUMMER FRESH SALADS.......................................................4415SUN AMERICA CONVERTING, LLC.......................................5061SUNSWEET GROWERS, INC...................................................5823SUPERIOR CAKE PRODUCTS, INC. .......................................1509SUPERMARKET NEWS .............................................................3157SUSHI KABAR, LLC......................................................................5866SUZY’S CREAM CHEESECAKES& DISTINCTIVE DESSERTS.....................................................2245SWEET CHILLS BRANDS..........................................................4645SWEET LADY JANE.....................................................................1716SWEET SAMS BAKING COMPANY......................................1514SWISS-AMERICAN, INC...........................................................5841SWISS COLONY RETAIL BRANDS.........................................2564SWISS VALLEY FARMS .............................................................2345TABLE TALK PIES, INC................................................................3261TASTE IT PRESENTS, INC. ........................................................3351TAYLOR FARMS.............................................................................3242TEAZZERS.......................................................................................3761TEINNOVATIONS INC.................................................................1554TETON WATERS RANCH...........................................................5616TH FOODS, INC..............................................................................4514THAT’S HOW WE ROLL, LLC.....................................................3647THERMO PAC LLC........................................................................5419THINKINGFOODS.INC................................................................336334 DEGREES....................................................................................2149THREE RIVERS CONFECTIONS, LLC......................................5852THUNDERBIRD FOOD MACHINERY, INC............................3353TICKLEBELLY DESSERTS...........................................................4264TIFFANY GATE FOODS................................................................1641TILLAMOOK COUNTY CREAMERY ASSOCIATION.........4856TIPPMANN GROUP ....................................................................3454TMI TRADING CORP...................................................................1864TNI PACKAGING, INC.................................................................1548TO YOUR HEALTH SPROUTED FLOUR CO...........................3861“TOO GOOD GOURMET, INC....................................................2315TORTUGA RUM CAKE COMPANY.........................................5363TOTAL QUALITY LOGISTICS.....................................................5551TOUFAYAN BAKERIES................................................................3160TRADITIONAL BAKING, INC....................................................1415TRAY-PAK CORPORATION........................................................2127TRIBE MEDITERRANEAN FOODS, INC................................3358TRIBECA OVEN, INC....................................................................1258TRICKLING SPRINGS CREAMERY.........................................5063TRIDENT SEAFOODS CORPORATION..................................5755TRINIDAD BENHAM CORPORATION...................................3765TRYST GOURMET LLC................................................................3451TURANO BAKING COMPANY.................................................1945TWIN OAKS FARMS, INC..........................................................5916TZALI’S .............................................................................................1765ULTRA GREEN PACKAGING INC............................................6014

UNCLE WALLY’S ...........................................................................3463UNIFIED BRANDS........................................................................4509UNIFILLER SYSTEMS INC.........................................................5053UNILEVER FOOD SOLUTIONS.................................................1714UNITED FOODS INTERNATIONAL USA, INC.....................5815UNITED JUICE COMPANY........................................................1951US HIGHBUSH BLUEBERRY COUNCIL................................5352UTZ QUALITY FOODS, INC........................................................1821V & V SUPREMO FOODS INC. .................................................1619VALLEY FINE FOODS CO. INC. .................................................6020VALRHONA INC. ...........................................................................4917VAN DRUNEN FARMS...............................................................1711VAN HOLTEN’S..............................................................................5962VAN ORIENTAL FOOD, INC.......................................................4616VARIMIXER.....................................................................................4059VENICE BAKING CO....................................................................6011VENTURA FOODS, LLC...............................................................4156VENUS WAFERS, INC.................................................................5016VIE DE FRANCE YAMAZAKI, INC............................................1762VIRGINIA DINER, INC. ................................................................1950VOLLMER’S BAKERY ..................................................................5659WEBER PACKAGING SOLUTIONS, INC...............................2152WELCOME HOME BRANDS, LLC...........................................1412WENNER BREAD PRODUCTS.................................................5223WESTERN BAGEL BAKING CORP..........................................3665“WESTERN PACIFIC OILS, LLC................................................4617WESTON BAKERIES...................................................................4242WEYAUWEGA CHEESE..............................................................2267WHALEN PACKAGING...............................................................5163WHITE TOQUE INC. .....................................................................5963WHOLE HARVEST FOODS, LLC...............................................3251WICK’S PIES INC..........................................................................3651WILD BLUEBERRY ASSOCIATION.........................................5255WISCON CORPORATION..........................................................1549WISCONSIN MILK MARKETING BOARD, INC.................2241WNA..................................................................................................1458WOODLAND FOODS...................................................................1652WORLD GROCER..........................................................................4748THE WORLD’S BEST CHEESES...............................................5259WP BAKERY GROUP USA.........................................................1953XCELL INTERNATIONAL CORP................................................5662YANCEY’S FANCY INC. ...............................................................6062YOCRUNCH YOGURT COMPANY...........................................5765YUCATAN FOODS.........................................................................1857ZENITH SPECIALTY BAG COMPANY....................................1517ZILKS FOODS..................................................................................3960ZIMMERMAN CHEESE INC. ....................................................5211ZOE’S MEATS.................................................................................5066

COMPANY BOOTH # COMPANY BOOTH # COMPANY BOOTH #

1. Develop a plan of attack before you go. There are alwaystoo many people to meet, too many booths to see and toomany seminars to attend.

2.Go to the seminars and divide sessions between teammembers. Sure, everyone may want to hear one or twospeakers but the rest of the speaker sessions should beassigned based on individuals’ areas of responsibility andmanagement experience.

3.Remember, there are usually vendors that are specific toyour business and your areas of responsibility, and vendorswho are not relevant. Carefully go through the exhibitor listand prioritize the exhibitors into three categories:a. Existing Vendorsb. Potential New Vendorsc. General List of Vendors

4.Between existing vendors and companies you want to getto know, make appointments ahead of time. Keep pre-arranged meetings to a minimum. You will want to have timeto explore and find new products and companies, and youdon’t want to find yourself running from meeting to meeting.

5.If you have more than one team member going to the

show, divide up responsibilities. There is no reason to form acaravan. Remember, when you are talking to each other,you are not talking to exhibitors, finding new products or dis-cussing marketing strategies.

6.Leave enough time to walk the show looking for newideas, products and companies. Or, assign someone to do it.Don’t think every good product has already been presentedto you.

7.Do not become a forager. Instead eat a hearty breakfastand arrange for a light lunch if you’re hungry after the semi-nars. Otherwise, you will spend the day eating everything insight and hanging out at the doughnut booth even if you arethe deli meat buyer.

8.Just to be clear, do not eat everything you see. You will besick. Very sick.

9.Party but not too hearty.

10. Make it a priority to hold a post-show meeting back atheadquarters so information can be shared, potential newproducts discussed and those brilliant, inspirational ideasare not forgotten.

Getting the Most Out of a Trade Show


now more than ever,” hesays. “We are seeing thetrend of year-round bar-becuing instead of wait-ing for the snow andfrost to clear.”

And, many agree,while barbecue presents a challenging cate-gory, it can be a rewarding magnet for thedepartment when prepared correctly.

Good Ribs Are Worth the EffortAn effective deli barbecue often begins

with finding an answer to the riddle of ribs —while they certainly present a prime attrac-tion for a deli, they are hard to do well.

“Very few people have the acumen tocook ribs,” says Matthew Whiteford, presi-dent and pit master at Whiteford GourmetFoods in Chicago. “People want them, butthey don’t know how to cook them. Whenyou find a deli that has a good ribs product,


M E R C H A N D I S I N G R E V I E W

W hile many people associ-ate barbecue with thewarm-weather months,retail deli operators are

finding ways to make the popular cookingtechnique a yearlong opportunity.

Barbecued ribs and wings are increas-ingly becoming everyday items, saysPatrick Ford, vice president and interna-tional marketing director at Ford’sGourmet Foods, Raleigh, NC.

Ford’s produces the Bone Suckin line ofsauces exported to 60 countries and exhib-ited at international food and drink shows.

“So, yes, it is very important in the deli

The Heart of Barbecue – Ribs and Wings

Do It Well and Reap the RewardsBY BOB JOHNSON

it’s definitely quicker than going to Out-back. Ribs are a growing trend. My delibusiness has definitely grown.”

Whiteford is a competition barbecuecook who placed Reserve Grand Championat the Royal World Barbecue Champi-onship in Kansas City. He produces andmarkets a line of sauces.

Ribs are not only hard for most con-sumers to cook well, but they are difficultfor many delis to prepare as well.

“It’s a trick for the retailers to offer ribs,”says Eric LeBlanc, vice president of market-ing for deli and convenience stores at TysonFoods in Springdale, AR. “Getting themuncooked brings the price down but theyhave to be slow cooked, and that’s hard forretailers to do. Ribs have high appeal, butthey are hard to cook in the store.”

Consider how much of the preparationyou want done by the pros before the meatarrives at the deli, or how much you want

Ribs and Wings_Layout 1 4/23/14 7:46 PM Page 1



to invest in equipment. “One of the biggest trends is using combi

ovens as smokers. Combi ovens allow youto use humidity at any temperature, whilesteamers only allow you to use humidity at212 degrees Fahrenheit. Most of your bigplayers have combis in all their kitchens, orare trying to roll that out,” claims AndyMayeshiba, corporate executive chef atAlto-Shaam in Menomomee Falls, WS.

A combi oven with a smoker is expen-sive, but it may simplify the process of cook-ing good ribs in the store.

“A big part of barbecue is cooking yourmeat until it gives up. You cook it until it istender, and dry cooking equipment tendsto dry your product out. A combi ovendoes it quicker, and cutting down on thetime makes it more accessible,” saysMayeshiba. “Your average deli employeeshould be able to cook ribs with the touchof a button and get great results. A lot oftimes it can be twice as fast as a conven-tional oven. We can smoke and cook babyback ribs as fast as an hour.”

Whiteford also advises that a deli opera-tor market a “brand” barbecue, whether it isthe brand of the sauce or the cooked ribs.

But, unquestionably, the ribs must lookand be both fresh and tasty.

“It’s all about communicating freshness,”says LeBlanc. “I would absolutely put timeson ribs saying when they were put out. Iwould even restrict the times they are putout, so you can know they are fresh. Theone reason people eat ribs is they taste good.Don’t do anything to compromise the taste.Make it be what you need to taste good, andcharge what you have to.”

If the cost of offering fresh and tasty issteep, take the edge off by offering smallerportions.

“One way to bring down the cost is tooffer half racks. Instead of $12 to $14, youcan offer a half rack for $6 or $7. Theconsumer still gets that rib experience,”says Tyson’s LeBlanc.

Half racks or other smaller portionsmay be a necessity to keeping the ribs pro-gram alive during the times when the costof meat is high.

“The price of meat has kind of limitedthe rib thing,” says Phillip Burger, vicepresident of Burger’s Smokehouse in Cali-fornia, MO. “Smaller portion sizes rightnow are about the only thing retailers cando with prices being high.”

The barbecue also must be convenient,because fewer young consumers have thetime or know how to work in the kitchen.

“Easy is key to the deli this year,” saysFord of Ford’s Gourmet Foods, notingyounger people don’t have the time to learnhow to cook, or have been taught to pour asauce on top of something or add seasoning,and then heat it up, “and to the table or TVtray it goes. We are also seeing the season-ings being a big item this year. More andmore people are feeling comfortable with justsprinkle and serve.”

Growth in the barbecue category usuallydepends on growth of the ribs program.

“I think the overall health of the categoryis about flat,” says LeBlanc. “I don’t thinkconsumption overall is increasing, but pene-tration is going up because more retailerswant to carry barbecue. The wings are flatto down because retailers are thinking their

barbecue program is too heavily chicken,and they are looking for another protein.Ribs fit that description, and they are acomfort food.”

Although ribs will probably driveincreased sales, they need not come at theexpense of wings.

“Wings are much more of an appetizer.You might get a platter of them to take toa party. I don’t see wings and ribs canni-balizing each other,” says Whiteford ofWhiteford Gourmet Foods.

Keep an eye, however, on whether wingsmove toward the center of the plate.

“Wings are becoming more a meal thanan appetizer, thanks to all the national chainsand local pubs and restaurants opening upand marketing them,” says Ford.

The success of boneless wings in spe-cialty restaurants also is impacting the delibarbecue menu.

“Most of what they’re looking for isboneless wings,” says Michael Lazarus, vicepresident for marketing at Koch Foods inPark Ridge, IL. Koch provides sauce andserves wings that are cooked in the deli.

You can invest in equipment that simpli-fies the process of cooking ribs and wingsand vegetables in the same oven.

“A lot of retailers are moving away fromrotisseries and are moving toward combiovens instead because they are easier toclean and much faster,” claims Mayeshiba.“The good thing about a combi oven with asmoker is you can clean the smoke out. Acombi oven can cook everything in thekitchen. Combi ovens have been around fordecades, and we have had them with asmoker for at least a decade.”



The versatility of these ovens enablesretailers to eliminate redundant equipmentand add new cooked items.

The Regional TouchThere are more styles of barbecue than

any deli can offer, but each style has itsregional origin and appeal.

“The thing with barbecue that’s a trick isthere are so many regional flavors,” saysLeBlanc. “Carolina has a vinegar flavor;Memphis has a sweet flavor; and in Texas,they like dry rubs.”

According to Whiteford, a deli retailerneeds to know not only about the favoredbarbecue sauce of the area, but of regionalflavor profiles as well.

“It’s very regional,” says Whiteford. “Forinstance, I live in Chicago and around hereit’s a thicker ketchup-based barbecue saucewith various sweeteners and some heat inthe background. If you go South it’s more ofa vinegar base. It’s a much thinner sauce.”

Buffalo is one sauce gaining favor prettymuch everywhere in the country and in awide range of dishes.

“Buffalo-style chicken has becomeremarkably popular and is even crossingover,” says Ken Meyers, vice president forsales and marketing at Panorama Foods in

Lynn, MA, which recently acquired Wing-Time. “You see it in chicken salads, pastasalads and chicken pieces. Some people areextending it to fish, and Buffalo shrimp isbecoming popular.”

Everyone is hoping to be first in line tooffer the next flavor that takes off like Buf-falo sauce.

“People are looking for a variety ofsauces; they are looking for the new flavor.It’s basically the same flavors with a newline,” says Koch Foods’ Lazarus.

There are also a number of more minortrends that bear watching, experts say.

“We are seeing a huge push towards all-natural, gluten-free healthy barbecuing,”says Ford.

In addition, he adds, “Hot and sweet isintriguing. It has been increasing for a while,like a chipotle barbecue.”

Many consumers are curious about thepossibilities of foods — including barbecue— that bring the heat.

“There is a movement toward the spicierflavors, with the U.S. consumer becomingmore comfortable with flavors like Moroc-can or wasabi that kick it up a bit. Thatstarted three or four years ago, and hascome to a head the last two years,” saysRory Bidinger, brand advocacy and market-

ing manager at Gold’n Plump in St. Cloud,MN. “There are a number of studies outthere and the majority of them show it’s thespicier flavors.”

And Whiteford sees yet another flavorworth watching. “The fastest growing flavorprofile in barbecue is maple,” he says.

There are places to look today to seewhat will be hot in deli barbecue tomorrow.

“People are seeing the spicier flavors inrestaurants as chefs become more adventur-ous about combining flavors, and they wantto bring that home,” says Bidinger.

Says LeBlanc, “I’d look at the four or fiverestaurant chains that do a good job on bar-becue and smoked meats. I’d look at theirmenus because there is an adoption curve.”

Whiteford suggests watching televisionprograms. “Especially watch the barbecuepit master shows,” he says.

Observers also recommend taking thetime to anticipate trends because the cate-gory appears to be growing.

“Anecdotally, I think I would happily saybarbecue is going North, driven largely bythe growing exposure by the thousand fran-chise restaurants dedicated to the theme ofwings,” says Panorama Foods’ Meyers. “Acouple of these franchise restaurants aresome of the fastest-growing out there.” DB



http://www.cheesesociety.org

COMPANY PAGE# CATEGORY PHONEAmerican Cheese Society ....................................................53..........................................................................Trade Association....................................................................502-583-3783Anco Foods ........................................................................32..........................................................................Spanish Cheeae ......................................................................800-592-4337Atlanta Foods International ..................................................7..........................................................................Cheese ..................................................................................404-688-1315Beemster ............................................................................23..........................................................................Dutch Cheese..........................................................................908-372-6024BelGioioso Cheese, Inc.........................................................13..........................................................................Cheese ..................................................................................877-863-2123Blount Fine Foods ................................................................5..........................................................................Soups ....................................................................................800-274-2526Castella Imports ..................................................................17..........................................................................Sandwich Toppers ..................................................................866-CASTELLACouturier North-America, Inc. ................................................2..........................................................................French Cheese ........................................................................518-851-2570Farm Ridge Foods, LLC ......................................................28..........................................................................Pickles....................................................................................631-343-7070George E. DeLallo Co. ........................................................56..........................................................................Olives & Antipasto ..................................................................800-433-9100Hain Pure Protein Corporation ............................................31..........................................................................Deli Meat ..............................................................................800-724-0206IDDBA ..........................................................................45, 47..........................................................................Trade Association....................................................................608-310-5000Interprofession du Gruyere ................................................37..........................................................................Cheese ...............................................................................41-26-921-8410Nuovo Pasta Productions, Ltd. ............................................55..........................................................................Pasta......................................................................................800-803-0033Perdue Farms, Incorporated ..................................................9..........................................................................Deli Meats ..............................................................................800-992-7042Piller Sausages & Delicatessens Ltd. ....................................17..........................................................................Deli Meats ..............................................................................800-265-2628Placon ................................................................................41..........................................................................Packaging ..............................................................................800-541-1535Refrigerated Foods Association ............................................21..........................................................................Trade Association....................................................................770-303-9905Rubschlager Baking Corporation..........................................20..........................................................................Deli Breads ............................................................................773-826-1245Sandridge Food Corporation ................................................27..........................................................................Soups ....................................................................................330-764-6178Arthur Schuman, Inc. ..........................................................38..........................................................................Specialty Cheese ....................................................................973-227-0030Simplot Food Group ............................................................11..........................................................................Tri-blend Fingerlings ..............................................................208-336-2110Stefano Foods, Inc...............................................................15..........................................................................Pizza......................................................................................800-340-4019TH Foods, Inc. ....................................................................35..........................................................................Crackers ................................................................................800-896-2396Toufayan Bakeries, Inc. ......................................................25..........................................................................Bakery ..................................................................................800-328-7482

INFORMAT ION SHOWCASEReceive supplier information fast using the Deli Business Information Showcase

Here’s How: Contact the advertiser directly via the website, e-mail, phone or fax listed in the ad.

t was 1920 when Ben Moskowitz arrived in the United States fromPoland. Little did he think he would create a cheese dynasty eventuallyruled by his son, Joseph, and passed down to his grandson, Adam.

Ben joined Walker Butter & Egg in 1934 as a part-time delivery boy. Distributing but-ter, eggs and cheese in downtown Manhattan, he soon became a star. It was 1940 whenhe became a partner and by 1958, he was spearheading the importation of cheese fromDenmark and Switzerland.

Joseph Moskowitz joined his father in 1958. Son Joseph needed a job and joining the family business justseemed like the right thing to do. Joe’s first big project was to begin a French cheese importing initiative andultimately became the company cheese importing expert.

It was 1978, when Joe decided to launch his own business and started Larkin, a vendor-based warehouseand LLC consolidation point for European imports. It was 1990, when Joe and Ben bought ColumbiaCheese and used it to facilitate imports from Switzerland and Italy.

The newest member is just as free-thinking and possessed of entrepreneurial spirit as his father and grand-father. Adam Moskowitz joined the company in 1970 and immediately began to bring his own brand of rock-star crazy to the business, launching EuroLarkin in France with his father.

Adam’s legacy is still to be determined but his newest creation, the Cheesemonger’s Invitational, a competition to foster a community among cheesemongers striving to create a new level of expertise and craftsmanship is a huge success. It must run in the family.

I

Blast From The Past is a regular feature of DELI BUSINESS. We welcome submissions of your old photos, labels or advertisements along with a brief descriptionof the photo. Please send material to: Editor, DELI BUSINESS, P.O. Box 810217, Boca Raton, FL 33481-0217or e-mail [email protected]. For more information, contact us at (561) 994-1118

GENERAL POLICIESAdvertisers and advertising agencies agree and accept responsibility for all statements and product claims made in their advertisements for themselves or their organizations. The publisher

is not responsible, nor does he necessarily agree with any of the opinions or statements expressed in such advertisements. Advertisers and advertising agencies agree to accept responsibilityfor all content of such advertisements, and agree to assume liability involving any claims arising from such advertising that are made against the publisher. Advertiser and advertising agenciesagree to indemnify the publisher and to hold him harmless and to defend him from any such claim or claims, and to be responsible for the payment of any expenses or legal fees incurred by thepublisher associated with such legal action or claims. The publisher reserves the right to accept or reject advertising that he believes does not meet the publication’s standards. Advertisingappearing in editorial format may or may not be accepted by the publisher, and if published will be properly labeled “advertisement.” Publisher is not liable for non-delivery or delays, causedby any federal or state agency or association, or by fire, flood, riot, explosion, strike, embargo, either legal or illegal, material or labor shortage, transportation or work interruption or slow-down, or any condition or act of God affecting delivery and beyond the control of the publisher.

80 Years of Family


Blast From The Past

Blast and Info_Layout 1 4/28/14 8:49 PM Page 1


Nuovo_Positively Gourmet.qxd 4/21/14 12:25 PM Page 1


DeLallo_. 4/25/14 10:12 AM Page 1

http://www.delallo.com

MARKETING MERCHANDISING ANAGEMENT ROCUREMENT Now … · april/may 2014 $14.95 also inside...

Documents

Transcript of MARKETING MERCHANDISING ANAGEMENT ROCUREMENT Now … · april/may 2014 $14.95 also inside...