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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go wrong. But, Denis notes, if your core distribution is in sync with the co-packer's location, it can be a win-win. Finding out what packaging options are available should be part of initial conversations; different packaging options require different equipment, e.g., glass jars versus plastic squeeze bottles or aseptic packs. Also address equipment and machinery requirements. Though it's fairly common to use the co-packer's equipment, you may need to provide a specific piece of equipment that you own, and the co- packer doesn't have. You may need to train their employees as well, if it's something specialized. Think, too, about your process. For example, do you hot fill, kettle cook, or retort? If you have a product with retort needs, the facility has to have retort certification, and employees must be trained on how to use it. It's also important to double check that the co-packer can pro- vide the certifications you need. For example, do they offer Halal or kosher certification or gluten-free? Ingredients, Sourcing, and Sampling Ingredient sourcing is one of the most important things to consider when questioning a co-packer. If your raw ingredients are top qual- ity and the co-packer will do the sourcing, you must ensure they will match the integrity profile of your brand. It may take a while to find balance between the quality and cost of your product. Coming up with, or refining, your recipe to meet scale may include a lot of back and forth, including some compromise on your part. However, if you choose a co-packer that already makes the type of product you pro- duce, they should have a list of sources and vendors readily available for you to select the ingredients you prefer. "The co-packer usually has better buying power, which can be beneficial to the developer of the product, both in price and consistency of ingredients," Denis notes. The exception: If you have a niche product and need a specific ingredient that the co-packer doesn't want to source or carry, "then it is worth sourcing it out yourself," he adds. Before you start, run a test batch with the new ingredients so you can get feedback from customers and family, and then tweak the recipe if needed. Test for taste, shelf stability, and nutritional profile. Be on the Same Page and Communicate Managing your expectations can be one of the most challenging aspects of working with a co-packer. You will need to scale your recipe, which can involve changing processes or ingredients, and calculate projections. Scheduling (when they can fit you into to their production schedule) needs to be carefully communicated at the beginning so you can accurately coordinate with retailers, distributors, or third- party consolidators who want your product. Timely communication is a must so you are not stuck in a holding pattern waiting for a run, something that can jeopardize—or even paralyze—your business if someone is waiting for an order. Keep in mind, many co-packers will ask their clients for production confirmation up to a month or more in advance. "Co-packers are not in the business of just keeping you happy. They have their own products to run and a production schedule to keep to," Denis says. Jonathan Milo Leal, founder, Milo's Vino de Milo and JB'S Best, agrees that communication is imperative. "The relationship KNOW BEFORE YOU GO Just as you want to get as much information from your prospective co-packer, they're going to want to know your needs. Be prepared to provide the following: • Volume • Lead time • Packaging requirements • Special product requirements (e.g., refrigeration, retort, etc.) • Your current stage of business • Future plans Co-packers want to know you have an understanding of your business and how you want to grow it, which helps them meet your expectations. special section 84 ❘ SPECIALTY FOOD MAGAZINE specialtyfood.com