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Packaging Takes Center Stage NEW TECHNIQUES DO MORE THAN PROTECT FOODS. THEY ADD VALUE. New food products are always exciting, but in the coming decade the packages that hold them [...]

VALUE-ADDED PRODUCE Precut produce offers fresh opportunities to help customers cut labor costs and boost profitability. Foodservice operators are already sold on the need to incorporate more fresh fruits and [...]

Thoms Proestler Company Sells substance with sizzle by tapping people power and finding new ways to add value. Thoms Proestler Company's managers sat down with an outside agency recently to [...]

Once the domain of specialists-typically, local Poultry and egg houses-chicken today represents a critical component of most broadliners' center-of-the-Plate product mix. With an almost magical combination of features and benefits, [...]

EXOTIC IT'S NOT, BUT THE MIDWEST IS bulging with pockets of cultural and economic excitement that bode well for restaurants. And we're not just talking Chicago. Recent efforts have transformed [...]

THE NORTHEAST AND MID ATLANTIC states offer some bright spots for anyone in the business of feeding people. Topping the charts is the District of Columbia as the nation's capital [...]

THE AMERICAN WEST IS A GOLD mine. Metro areas around top-tier cities like Los Angeles, Seattle, Santa Fe, Salt Lake City, San Francisco, Denver and Phoenix are thriving, especially when [...]

SELECTING FRANCHISEES CAN BE A TOUGH JOB. HOW DO you get the really good ones? It's a bit like finding a needle in a haystack, an exercise that even the [...]

NEW PRODUCTS ARE INTRODUCED ALL THE TIME. TROUBLE IS, THEY'RE OFTEN JUST slickly marketed variations on existing themes rather than anything really new. Same with ideas; a lot more are [...]

BUY-SIDE ECONOMICS HAVE NEVER BEEN NICE TO THE LITTLE GUY. Lacking the leverage that comes with volume, as well as the efficiency and purchasing discipline required to 'drive down costs, [...]

Direct sales support and product-related innovations are two of the most critical issues addressed by leading food distributors in the US, as revealed by the 1999 ID annual industry leaders poll. Majority of the polls' frontrunners have been also found to underscore the significance of Efficient Foodservice Response programs, which are integral in forging improved distributor partnerships. Springdale, AR-based Tyson Foods, asserts its strength once again over competitors, being the year's overall leader., ID's annual Industry Leaders poll gives distributor executives and DSRs alike an opportunity to recognize those manufacturers who, from their perspective, make the best trading partners overall and in major [...]

Attractive and interesting menus can significantly improve the image and sales of an establishment. Several distributor sales representatives are coming up with artistic and creative menus. However, improving and changing menus is not an easy task. It involves consultations among customers and planning for designs. Once a menu is conceptualized and realized, it must then be tested for effectiveness., It may be foreign turf, but this is a service that can set you apart from competitive reps. Tune in to your customers' menus, write down your ideas and remember [...]

Distributor sales representatives should exert additional effort in sourcing new products and products that their companies do not keep in stock. Sourcing strategies for unique products include asking buyers amd other customers, attending food shows, visiting specialty retail outlets and researching on the Internet. Top representatives in the industry in terms of searching for these kinds of products include Michael Hirsch of Ben E. Keith Foods and Chuck McDaniel of US Foodservice., When customers challenge DSRs to source a unique product that their company doesn't carry, it is an ideal opportunity for reps to prove themselves as strong consultative sellers. Here's how [...]

Continuous replenishment (CRP) is one of the 'core enablers' of Efficient Foodservice Response, in addition to bar coding and activity-based costing. CRP is the practice of partnership between distribution channel members, involving the replenishment of products based on actual and forecasted product withdrawal and demand. Identified priorities include the need for training in all areas and decreasing costs within the system., EFR in focus at Update: Part II The spotlight on Efficient Foodservice Response (EFR) at ID Magazine's ID Update '96 Conference, held April 24-26 at the Hyatt Regency O'Hare in [...]

The departure of direct sales representatives (DSRs) can temporarily disturb the operations of food service distributors since they are the most vital direct link to customers. There are no guarantees that losing a DSR will result in lost accounts since customers are not likely to switch companies if they are receiving quality service. However, DSRs insist that they are important in the business since they are the ones that build the relationship between companies., THERE'S NO GUARANTEE THAT REPS WILL TAKE THEIR CUSTOMERS WITH THEM. BUT WHAT IF THEY DO? The loss of good employees to competitors strikes a blow to any company, but [...]

A variety of fresh and prepared salads are available either as entrees, starters or as side dishes. Salad sales are on the rise with the introduction of ethnic foods, healthful menu options and the renewed emphasis on fresh and wholesome foods. Direct sales representatives can also benefit from salad sales since freshly prepared salads need multiple ingredients such as onions, potatoes, eggs and salad dressings. Food service operators can combine fresh ingredients and prepared salads for additional menu options and cost-effective labor., Peak season for salad sales has arrived. Whether for entrees, starters, sides or for takeout, salads are important spring and summer menu makers. Review customers' offerings with an eye toward [...]

Foodservice distributors should be aware on several factors in selling steaks and chops to operators. The US Department of Agriculture (USDA) provide grades to the eating quality of various meat products and the most widely used in the foodservice industry is the USDA Choice grade. The most in demand in steak cuts are from the hindquarter that include the rib, short loin and sirloin primals. Pork, on the other hand, has fewer variety of cuts available such as shoulder, belly, fresh ham and the loin., Vegetarianism may be en vogue, but don't think for a minute that these center-of-the-plate divas are passe: Operations featuring high-quality steaks and chops, be they red meat, white meat or [...]

There is a vast array of commercial foodwarming equipment available on the market today. Equipment for any size of operation and any type of application can be acquired. Distributors can help their customers by ensuring that they are acquiring the type of foodwarming equipment which is appropriate for their needs., Food warmers play a critical role in foodservice, one that allows operators to wow individual customers with hot, delicious, safe foods that may have been prepared in large quantities hours [...]

Vegetable consumption is increasing as a result of a combination of factors. Aside from their nutritional benefits, vegetables are selling well because of the ethnic food boom, global sourcing, growth in vegetarianism, fresh-cut revolution, branding, and advances in frozen and canned advances. In addition, people are eating more vegetables simply because they want to. Sales of fresh, frozen and canned vegetables have increased significantly between 1987 and 1995., Fresh, frozen, and canned, vegetables are big business in foodservice. They always have been, but historically they have served in secondary, less exciting roles - like best supporting actors on [...]

Finding growth. It's no easy task for the legions of small to mid-sized independent companies that are the backbone of the foodservice distribution industry. Despite the most heroic efforts and [...]

Seafood is increasingly becoming popular among food distributors and foodservice operators owing to its attraction to consumers, versatility and profit potential. A steady supply of the commodity and the introduction of non-traditional species such as tilapia, mussels and striped bass are also pushing the trend toward seafood. Menu trends in seafood are also changing as the market feels the impact of a growing interest in stronger flavors, an increasing demand for quality, greater concern for health and nutrition and the diminishing labor supply., Rebounding supplies, convenient new flavor-packed products, and a nutrition profile matched by no other entree star combine to make seafood a sleeping giant in foodservice. While NPD/CREST data show that [...]

District sales representatives (DSRs) should incorporate tabletop in their food and nonfood offerings. Tabletops enhance food presentation, thus, improving the marketability of food products and the image of restaurant operators. Marketing tabletop also enables DSRs to build relationships with potential food buyers and drift from standard sales-call focus. DSRs, however, should carefully plan sales approaches when selling tabletop to ensure that the items being marketed coincide with customers' products, image and type of operation., On the food side of foodservice sales, there's a saying that goes, 'If you control the center of the plate, you control the account.' On the nonfoods side, the same [...]

Restaurant operators and foodservice district sales representatives (DSRs) should be responsive to the changes in consumer preferences and demands. Operators and DSRs should evaluate nutrition trends and develop healthful menu options to address the growth in the tasty nutritional foods market. Furthermore, DSRs should feature nutrition information in their products, participate in foodservice marketing activities and provide operators with recommendations on how to improve their offerings., Sure, there's dietary schizophrenia and decadence out there muddying the waters, but overall, trends toward more healthful eating are making a big splash in American foodservice. Knowing nutritional hot-buttons and [...]

Skillful resource management is just as crucial as basic sales skills and product knowledge to achieving success in foodservice sales. Managing all available resources effectively means making smart use of brokers, manufacturers' agents and specialists. Distributor sales representatives need to function as part of this team so that they can obtain the support they need from other team members., Basic sales skills and product knowledge are only part of the formula for achieving success in foodservice sales. A third critical element, and one that sets truly outstanding reps apart [...]

The menu is the foodservice industry's most important marketing tool. Aside from effectively conveying the style, concept and value of a foodservice operation, the menu serves as powerful sales tool for distributor sales representatives (DSRs). Food distributors, therefore, must conduct ongoing, regular menu analysis within existing accounts to improve their account penetration and to be able to provide consultative services to their customers through DSRs., The menu--indisputedly the most powerful tool an operator has for communicating the style, concept, and value of a foodservice operation--is also the DSR's most valuable sales tool. While often overlooked [...]

Center-of-the-plate (c-o-p) is probably the most demanding product category that distributor sales representatives have to deal with. It is imperative for these sales representatives to be prepared, knowledgeable and aggressive about c-o-p sales because this product category defines the quality, character and value on customers' menus, and it is on this that operators spend the biggest portion of their food-purchase dollars. The c-o-p segment includes red meat, poultry, seafood, pork and prepared entrees., Perhaps more than any other product category, center-of-the-plate demands that DSRs work hard to earn and keep the business. It's this category, after all, that is the most defining in [...]

The dramatic changes occuring in the food service industry are compelling distributor sales professionals to plan and train for the transformation. They have to keep up with new technologies, greater focus on managing food and labor costs, and increasing purchasing sophistication. Also, with the industry going to broadline status, it has become imperative for sales representatives to be knowledgeable about a wide variety of products and act as consultants. Measures for achieving success in the new sales environment are suggested., A decade ago, DSRs in basic training focused on a set of drills and exercises targeted largely to achieving one key objective-making the sale. Waiting in line with the meat, [...]

Spices present a new and profitable sales opportunity for many foodservice distribution companies. The American Spice Trade Assn. predicts that the US per-capita consumption of spices could reach more than 1 billion pounds by the year 2000. To help distributor sales representatives familiarize themselves with the new market, several key government regulations on spices are discussed., A stroll through a Middle Eastern spice market gives a glimpse of how alluring and exotic the spice trade must once have been. Piles upon piles of richly colored, pungent [...]

Salad greens can lead the list of sales toppers of full-line distributor sales representatives. Salad greens' versatility and popular appeal make them a valuable asset to foodservice operations, as they can be served in different ways, shapes and forms. Many operators, in fact, are riding on the current trend toward salads by coming up with creative approaches and strong menu merchandising. The more predominant techniques include wider use of varietals, increased dependence on fresh lettuces and blends, perked-up side salads, revival of classic entree salads and salad-bar trends., When full-line distributor sales reps gear up to sell fresh produce, the salad greens category should be among the first they go after. After all, salads are served in some [...]

Abbott Foods Inc. developed a fact-based business review program for evaluating its relationship with key customers. The program involves senior management support and the use of Harvard Graphics to produce informative and visually-stimulating presentation materials. Abbott prepares its visuals with inputs from the customer, as well as from top-level management and district sales representatives. Abbott uses these graphics to quantify its business relations with its top customers and to highlight its edge over competitors., Jonathan Turner, manager of national accounts for Abbott Foods, Columbus, Ohio, likes to refer to DePree's quote when explaining why his company recently instituted a program of formal, professional business [...]

Breakfast products are very diverse and represent a good business opportunity for food distributor sales representatives. Inspite of their diversity, breakfast foods may be grouped into a few traditional categories. Sales representatives should know these categories if they want to satisfy the demands of consumers with varying breakfast preferences. These categories are griddle foods such as waffles and pancakes; eggs and egg-based items; potato products; fruit; cereals; breads and pastries; breakfast meats; condiments; dairy products; and coffee, juices and other beverages., As the most important meal of the day--at least from the standpoint of many nutritionists--breakfast represents broad-based sales opportunities for DSRs. While changing lifestyles have reshaped the morning nosh in [...]

The foodservice industry is transforming coffee and tea into their rightful places as potential merchandising tools. With almost all types of foodservice distributors such as hotel-lobby lounges, restaurants, diners and even school cafeterias serving these low-cost yet extremely profitable products, several varieties of coffee and tea are entering the market. Also, the traditional serving of these products accompanied by bread and sandwiches enhance distributor demands., Everything old is new again when it comes to coffee and tea in foodservice. As popular as these timeless beverages have been, in recent years they've been transformed from simple [...]

There are features and benefits common to all fish species that both operators and distributor sales representatives (DSR) can take advantage of. Fish is nutritious and comes in various flavors, textures, colors, shapes, forms and sizes. Fish can easily be prepared and has an specialty appeal to many consumers. It is important that DSR know the basic classifications of fish before they set out to develop fish products. Characteristics can vary greatly between different species. However, one species of fish can be substituted for another., Among center-of-the-plate protein categories, fish may well be the most challenging for broadline distributor sales reps. The level of product knowledge required to sell fish to maximum effectiveness can be [...]

Beef has regained its popularity among foodservice operators. It is available in various kinds of presentation and is now leaner, due largely to criticisms regarding its nutritional value. Moreover, beef has become a very profitable product category for distributors, who attribute the renewed interest in beef to increased versatility and convenience and better packaging. Distributor sales representatives stand to benefit significantly from promoting this product, provided they can adequately answer clients' questions regarding beef quality, nutrition profile, portion and plate costs and seasonal price variations., The Cadillac of the center-of-the-plate category, beef has successfully rebounded from attacks on its nutritional profile to re-enter the foodservice spotlight as a lean, aggressive menu player. Fat content and [...]

The method and description of provisions or processed meats is presented. Ham may be either fully cooked or cured but requiring cooking before concumption. It may be cured through dry or brine curing. Bacon is cured like ham then dried and smoked. Corned beef is beef cured in water, salt and potassium nitrate. Frankfurters and other ethnic sausages such as kielbasa and knockwurst are described., Some of the best-loved American food traditions center around processed meats, historically known as provisions. So dubbed in the days of sailing ships, which were 'provisioned' with preserved meats that [...]

Shrimp consumption in the US has nearly doubled in the past 12 years, resulting in ever-increasing popularity among foodservice operators and distributors. Although the demand for this product is strong, distributors have still to realize the full potential of the growing market. To meet this goal, distributors have to familiarize themselves with the market as well as the wide range of menu applications. Moreover, knowledge in every species of shrimp and how to cater to ethnic or traditional tastes are essential., Endlessly versatile and appealing, shrimp offer opportunities with all types of operators. Increasingly popular among foodservice operators and consumers alike, shrimp, in all its varieties, is a potential big-ticket item [...]

Changes in operatonal demands has afforded extensive lines of frozen doughs an opportunity in the foodservice market. Versatility is an important selling point of frozen doughs. A great variety of products can be derived from a single dough given the proper creativity. However, the simplicity provided by the dough must be complemented by careful attention to preparation procedures., Fresh-baked bread: It's one of the most powerful merchandising tools available to foodservice operators. Its aroma whets the appetite like no other, and it evokes warm, nostalgic images of home [...]

A carefully structured annual marketing calendar is used by the Labatt Food Service in order to afford itself with maximum support and visibility in the marketplace to its first and second-level vendors. The major parts of this calendar are the Spring Promotion, Lenten Flyer, 'Hone Of' Promotions and the Fall Spectacular. Labatt's annual food show is also a major component of this marketing and promotion strategy. Internal promotion activities are also included in the itinerary of Labatt., The strength of Labatt Food Service's relationships with core vendors comes into full play in its marketing and promotions programs. The company has developed a carefully structured annual marketing calendar [...]

Labatt Food Service is distinguished among its peers in the primary foodservice product category by its complete loyalty to the promotion of national-brand or leading regional-brand products. Labatt's inventories are maintained to a minimum with fast turn-over by its advocacy to single-source purchasing which involves concentrating only on brand-name products and high- quality vendors., As in so many things, Labatt stands apart from other distributors in its product lines. Like many of its competitors, the company is a broadline house representing all primary foodservice [...]

The relationship being fostered by Labatt Food Service to its customers is the same as the one it is promoting to its suppliers. This purchasing system involves the creation of a mutually beneficial relationship wherein each one is a vehicle to the marketplace of the other. Labatt maintains 35 to 40 core relationships out of the total 450 vendors it deals with. The basis of this core vendor relationship is built upon quality, pricing and support afforded by the suppliers sales representatives and its top officials., If sales is the heart of Labatt Food Service, then purchasing is its soul. A pioneer in implementing partnering, or 'marrying' suppliers, Labatt has established a purchasing system that promotes [...]

The demand for pork among foodservice operators has grown steadily due to pork's nutrition and versatility. Once classified as a high-fat protein, high technology breeding practices has made pork more lean than fat. Pork servings in foodservice has grown annually at 14% and 51% of restaurants and 90% of healthcare institutions and universities and colleges are now serving pork dishes. This gain in popularity is due in part to the National Pork Producers Council's campaign to make pork the white meat altrnative to chicken., The time is right for fresh pork. Of the many benefits that fresh pork offers to operators, menu variety is probably the most important. While chicken and beef continue to [...]

Foreign-owned, Chicago-based Tesco Inc Distribution Plus Inc (DPI) aims to double its food distribution business over the next five years. The holding company, which is jointly owned by dairy companies Irish Dairy Board and Besnier SA, has increased foodservice sales to $100 million since 1990. Moreover, 40% of its sales is derived from the commissaries, exchanges and institutions of military bases. DPI also aims to create a niche in the ethnic foodservice segment., Under cover of relative obscurity, Chicago-based Distribution Plus, Inc. (DPI), has quietly positioned itself to become a significant player in U.S. foodservice distribution. Though its roots can be found in [...]

Demand for Italian foods has growth significantly despite the prevailing economic recession. Food industry analysts attribute the growth of Italian foods to its low pricing and its health benefits. The immense growth in demand of Italian foods has presented a new market opportunity for food distributors. To meet the growing demand for Italian foods, many food distributors are offering a wide range of food items needed to prepare Italian dishes., Evidently, someone forgot to tell the Italian segment that there's been a recession going on and that restaurant sales are down. Italian restaurants and Italian foods in general are hotter [...]

Foodservice distributors recognize the increasing market potential of fruit and vegetable juices. Besides being popular for providing health and nutritional benefits, juices are being used more as additives for bar beverages. Moreover, the portability of packed juices makes them ideal for high-volume foodservice and institutional scenarios. A survey of full-menu and limited-menu restaurants further showed that 74% of the restaurants were serving fruit juices., Refreshing, good-for-you juices are just right for today's foodservice menus. In addition to continued strong sales in the breakfast daypart, juices are increasingly popular for lunch, takeout, dinner, and happy [...]

Foodservice distribution representatives should realize the importance of product positioning. A majority of operators are now acquiring food products on the basis of its versatility. To position products effectively, reps should provide customers with more ideas for using center-of-plate items. They should also learn how to reposition items currently in stock. For menu styles, an upscale, midscale and downscale product postioning strategy will work well., When are flour tortillas not merely Mexican menu staples? When they're wrapped around deli sandwich fillings...topped with grilled vegetables and shaved parmesan cheese as a gourmet pizza...sliced into strips and [...]

Chicken is viewed as the perfect food because of its nutritional qualities and versatility. Its light and healthful, low-fat nutritional attributes ease the dietary concerns of consumers. Its suitability for numerous menu applications has made it an international culinary staple. It is, in fact, the most universally eaten of all meats, according to Food, a history and dictionary of the world's foods., Chicken comes as close to being the perfect food for today's menu as any on the market. Its light-and-healthful, low-fat nutritional profile assuages patrons' dietary concerns, and its versatility is [...]

The Idaho Potato Commission has reported that french fries are the second most popular menu item and hence, among the most profitable. Sales representatives can substantially increase their sales of potato products by urging restaurant operators to add specialty fries to their menu. If properly merchandised, curly fries, criss-cut fries, extra-long fries, seasoned fries and coated fries will boost the bottomline of operators as well., Be they ever so humble in their plain brown wrappers, potatoes continue to star as the nation's favorite vegetable. According to the U.S. Department of Agriculture, the average American consumes [...]

Food service distributors' sales representatives should consistently do well planned product sampling and demonstrations to boost sales. The selling styles may be unique to each sales representative, such as doing creative demonstrations or deferring the presentations to brokers or manufacturers' representatives. One may also work with a chef or a customer in creating dishes for certain items. New products for the food distributor and for the operator must be sampled and the customer should always be encouraged to taste the products., Product Demos Get Results Among the many hats distributor sales representatives must wear is that of showman. Sampling and demonstrating products is an integral part of the sales effort, and [...]

PLENTY OF FOODSERVICE DISTRIBUTORS now have corporate chefs to help with menu development, but how many can boast of an on-staff sommelier who provides wine-service training? Nicholas & Company is [...]