Specialty Food Magazine

Winter 2019

Specialty Food Magazine is the leading publication for retailers, manufacturers and foodservice professionals in the specialty food trade. It provides news, trends and business-building insights that help readers keep their businesses competitive.

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Booth 5645 lsherman@walkersshortbread.com Hauppauge, NY us.walkersshortbread.com 800.521.0141 Salted Caramel Chocolate Chunk Walkers Shortbread Salted Caramel and Milk Chocolate Chunk is the newest item in our short- bread line. This light and crunchy yet crumbly, cookie combines the best of traditional Scottish baking with the sweet delicious taste of salted caramel and Belgian chocolate chunks. what's hot Booth 927 Instagram: @wbcheeses Twitter: @wbcheeses Armonk, NY wbcheese.com 800.922.4337 Woodside Cheese Wrights Monet World's Best Cheeses We always use our best and freshest Chevre for the Monet. A selection of special herbs season the cheese fol- lowed by a selection of edible organic flowers. The cheese is named Monet because the finished product is not unlike photographs of his garden. what's hot Booth 5876 info@zetlianbakery.com Sun Valley, CA zetlianbakery.com 818.503.8900 Falafel & Falafel Bites Zetlian Bakery, Inc. Zetlian's Original Falafel & Falafel bites are all natural, Non-GMO and Gluten Free. A great vegan snack/meal, it is a good source for fiber and protein. Also available with Tahini sauce. Can be sold fresh or frozen. what's hot on specialtyfood.com/products Product Marketplace Explore the online marketplace to discover innovative offerings and connect with the best producers in the specialty food world. Specialty Food Association members: Log on to enter your products—it's FREE. Browne suggests approaching buyers with both your products that they need to sell as well as the competing brands that comple- ment them. "You need to pitch with this mentality to get buyers thinking of what other sets they should have to build upon items that are better for their customers." Taking it even a step further, Browne says there is also no harm in collaboration and using the power of your peers. "If you are going into a big chain, think about approaching channel buyers as a group with like-minded manufacturers, to make your case," he advises. Ponder Private Label Private label can be an avenue to getting on the shelf. "Everyone is constantly looking for ways to differentiate and creating a private label or co-packing solution for a chain like 7-Eleven—which has 7-Select Go!Smart, a private-label brand of better-for-you snacks and beverages—could be a way to bring in elevated products with a better price point. For instance, last year, 7-Eleven began carrying a line of proprietary RTD juices that are cold-pressed and organic under its private-label brand. Value for the Money C-stores have price ceiling ($1, $2, $5) perceptions and specialty items are perceived as higher quality, commanding a higher price. Though some of the ceilings tend to be more related to shoppers' discretionary cash or their change from another purchase than actual unwillingness to spend more dollars, it is still a must that specialty manufacturers provide value in return for price. "Consumer relationships [with products] in the c-store are very short due to immediate consumption," Gains says. "This creates a more immediate perception of value—making a $10 item seem pos- sible. But they must feel that they've received a value for the expense." Sports and energy drinks, functional RTD beverages like kombucha, coffees, and teas are especially big. the quick on convenience Nicole Potenza Denis is a contributing editor to Specialty Food Magazine. Interested in learning more about selling to new channels? Register for the SFA's Specialty Food Business Summit, April 7–9 in Chicago, and learn about opportunities in new markets, and how to spark growth and manage change for your business.  specialtyfood.com/sfbs (continued from p. 101) 120 ❘ SPECIALTY FOOD MAGAZINE specialtyfood.com

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