marketing merchandising anagement …...wyke farms, bruton, somerset, england, has unveiled a new...

DELI BUSINESSMARKETING MERCHANDISING MANAGEMENT PROCUREMENT

ALSO INSIDEHISPANIC FOODS

CHICKENGREEK FOOD

SANDWICH PROGRAMSITALIAN CHEESE

COOKING OIL

SPECIAL SECTIONIDDBA DAIRY-DELI-BAKE 2009 CONVENTION PLANNING GUIDE

APRILMAY 2009 $1495

APRILMAY 2009 DELI BUSINESS 3

MERCHANDISING REVIEWSGreece Is The Word 39Deli operators can draw consumers with this healthful Mediterranean cuisine

Programmed To Sell 44Distinctive sandwich programs offer delis a sure-fire way to increase sales

14

CONTENTSAPRILMAY rsquo09 bull VOL 14NO 2

COVER STORY

FEATURESiexclComida Muy Deliciosa 22The hot Hispanic food segment provides meaningful opportunities for deli profits

A Chicken On Every Plate 25Delis are well positioned as the go-to option for this popular protein source

25DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network Inc PO Box 810425 Boca Raton FL 33481-0425

POSTMASTER Send address changes to DELI BUSINESS PO Box 810217 Boca Raton FL 33481-0217

39



4 DELI BUSINESS APRILMAY 2009

DELI BUSINESS (ISSN 1088-7059) is published by Phoenix Media Network Inc PO Box 810425 Boca Raton FL 33481-0425


SPECIALTY CHEESESFormaggio Delizioso 52Familiar and exotic cheeses from the length and breadth of Italy remain favorites of American consumers

PROCUREMENTCooking Oil Enters A New Age 57With the switch to trans fat-free almost universal and disposal becoming a profit center the world of cooking oil has fundamentally changed

COMMENTARIESEDITORrsquoS NOTETrade Wars And The Deli 10

PUBLISHERrsquoS INSIGHTSWhy Do We Demean Ourselves 12


IN EVERY ISSUEDELI WATCH 8

TECHNEWS 60

INFORMATION SHOWCASE 61

BLAST FROM THE PAST 62

SPECIAL SECTIONIDDBA DAIRY-DELI-BAKE 2009CONVENTION PLANNING GUIDE

52

27



COM

ING

NEXT

PRESIDENT amp EDITOR-IN-CHIEFJAMES E PREVOR

jprevorphoenixmedianetcom

PUBLISHING DIRECTORKENNETH L WHITACRE

kwhitacrephoenixmedianetcom

PUBLISHEREDITORIAL DIRECTORLEE SMITH

lsmithphoenixmedianetcom

MANAGING EDITORJAN FIALKOW

jfialkowphoenixmedianetcom

CIRCULATION MANAGERKELLY ROSKIN

kroskinphoenixmedianetcom

PRODUCTION DIRECTORDIANA LEVINE

dlevinephoenixmedianetcom

ART DIRECTORJACKIE TUCKER

jtuckerphoenixmedianetcom

PRODUCTION DEPARTMENTFREDDY PULIDO JOANNA ARMSTRONG

NATIONAL SALES MANAGERRICK PURCARO

rpurcarophoenixmedianetcom

ADVERTISINGJORDAN BAUM

jbaumphoenixmedianetcom

ERIC NIEMANeniemanphoenixmedianetcom

RESEARCH DIRECTORSHARON OLSON

CONTRIBUTING EDITORSCAROL M BAREUTHER ELIZABETH BLAND

BOB JOHNSON HOWARD RIELLKAREN SILVERSTON LISA WHITE

TRISHA J WOOLDRIDGE

SEND INSERTION ORDERS PAYMENTS PRESS RELEASESPHOTOS LETTERS TO THE EDITOR ETC TO

DELI BUSINESSPO BOX 810217 BOCA RATON FL 33481-0217

PHONE 561-994-1118 FAX 561-994-1610E-MAIL delibusinessphoenixmedianetcom

PHOENIX MEDIA NETWORK INCCHAIRMAN OF THE BOARD

JAMES E PREVOR

EXECUTIVE VICE PRESIDENTKENNETH L WHITACRE

SENIOR VICE PRESIDENTLEE SMITH

GENERAL COUNSELDEBRA PREVOR

EXECUTIVE ASSISTANTFRAN GRUSKIN

TRADE SHOW COORDINATORJACKIE LOMONTE

DELI BUSINESS IS PUBLISHED BYPHOENIX MEDIA NETWORK INC

PO BOX 810425BOCA RATON FL 33481-0425

PHONE 561-994-1118 FAX 561-994-1610ENTIRE CONTENTS copy COPYRIGHT 2009

PHOENIX MEDIA NETWORK INCALL RIGHTS RESERVEDPRINTED IN THE USA

PUBLICATION AGREEMENT NO 40047928

SUBSCRIPTION amp READER SERVICE INFOIf you would like to subscribe to DELI BUSINESS for the print andor electronic ver-sion please go to wwwdelibusinesscom and click on the ldquoSubscriberdquo buttonFrom 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 companyrsquos Web site through our special hot link feature Bestof all you may download and print any article or advertisement yoursquod like

FEATURE STORIESEthnic FoodsFoods From Italy

MERCHANDISING REVIEWSCross-MerchandisingSpreadsFoodservice MealsIndian Foods

PROCUREMENT STRATEGIESBreadsSalads amp Sides

PREPARED FOODSRibs amp WingsBreakfast

DELI MEAT Dry-CuredRoast BeefEthnic Salami

CHEESESGoat CheesesCheese MerchandisingWisconsin Cheese

COMING IN AUGUSTSEPTEMBER 2009Sustainability has been a hot topic for several years How is it standing

up under the economic downturn Learn whether sustainability and econ-omizing are mutually inclusive or exclusive

5TH ANNUAL PEOPLErsquoS CHOICE AWARDSEach year DELI BUSINESS honors members of the deli industry whose

outstanding contributions have been nominated by their peers They comefrom all aspects of the industry ndash retailers cheesemakers manufacturersand distributors Learn which superlative individuals will take home thisyearrsquos awards

ANNUAL DELI MEAT GUIDEThe industryrsquos annual guide to understanding the trends food-safety ini-

tiatives marketing and business opportunities to increase sales and profitsfor the No 1 sales sector of the deli department

COMING NEXT ISSUE IN JUNEJULY 2009

26THANNUAL

CONFERENCENowrsquos the time to sign up for the 26th Annual American Cheese Society

Conference This yearrsquos event will be held in Austin TX Aug 5-8 2009 Attend-ed by farmstead artisanal and specialty cheesemakers academicians and enthusi-asts marketing and distribution specialists food writers and cookbook authors andspecialty food retailers from the United States Canada and Europe this is a pre-mier learning tasting and networking venue The Society also hosts an annualworld-renowned cheese competition which culminates in the Festival of CheeseSaturday evening

wwwcheesesocietyorg

Stefanorsquos traditional New York Style Calzones are filled with creamy ricotta and smoothmozzarella cheeses delicious meats and spices We fold the pizza dough over the fillingshape it and bake until golden brown

With six traditional varieties to choose from your customers will surely be temptedThere is a favorite flavor for everyone

Four Cheese bull Spinach bull Deluxe bull Pepperoni bull Chicken bull SteakFor your convenience Stefano Foods calzones are fully packaged labeled ready to thaw andsell So call us today and then offer your customers the great taste and variety of StefanoFoods calzones

STEFANO FOODS INC 4825 Hovis Road Charlotte NC 28208 bull 18003404019 bull wwwstefanofoodscom

D E L I W A T C H


Transitions

SUSTAINABILITYINITIATIVE LAUNCHEDKingrsquos Hawaiian Torrance CAhas launched its Green Vision ini-tiative an operational campaign toenhance its global sustainabilityFrom maintenance to productionline procedures Kingrsquos Hawaiianhas developed measures to impactthe environment through financial-ly sound alternatives and eco-friendly solutions The campaignwill also include a consumerawareness element to promotesustainable lifestyles with its cus-tomer basewwwkingshawaiiancom

Announcements

SABRA TO OPENNEW FACILITYSabra Dipping Company LLCAstoria NY will open a 110000-square-foot state-of-the-art foodprocessing plant in ChesterfieldCounty VA The plant will pro-duce Sabra branded dips andspreads including hummus andvegetable dips Sabra makes awide range of refrigerated dips andspreads all certified kosher andvegetarian and available across thenation wwwsabracom

NEW PACKAGINGWyke Farms Bruton SomersetEngland has unveiled a new line ofre-designed re-sealable packagingfor its farmhouse Cheddar Thenew packaging features a zip-lockseal designed to preserve freshnessand contemporary colored labelswith a landscape of its Somersetfarm In terms of aesthetic stimula-tion the range of bold colors andhorizon landscape portrait werechosen to help the packaging standout on the shelf and increase theproductsrsquo overall in-store presencewwwwykefarmscom

WALKING THE WALKHilarides Dairy and Three SistersFarmstead Cheese Lindsay CAare using the methane gas generat-ed on their dairy farm to fuel natur-al gas trucks to haul their milkThey have been using methane gasto provide electricity for the dairyoperations since 2005 The projectwhich generates electricity to meetthe needs on the dairy helpsreduce the strain on the Californiapower grid The electricity generat-ed from biogas reduces the need topurchase power from power plantsthat run on fossil fuelswwwthreesisterscheesecom

Sara Lehmann is the latest addi-tion to the guacamole team atYucatan Foods Los Angeles CAShe will hold the new position ofsales and marketing coordinatorShe brings a plethora of experienceto Yucatan Foods her knowledgeand experience are a great fit forboth the company and its cus-tomers and broker network Shewas most recently with Wm Bolt-house Farms Inc where she heldthe position of East Seattle territo-ry merchandising director wwwyucatanfoodscom

Randy Haap has joined CretaFarms EVOO Gourmet DeliMeats Lansdale PA as vice presi-dent of sales He earned his bache-lor of business administration fromMiami University in Oxford Ohioand previously worked as directorof sales for Armour-Eckrich Meats(formally ConAgra Foods) Hisfirst job in sales was for OscarMayer and Company All totalHaap has 17 years of experience indeli meat saleswwwcretafarmscom

Denis Neville had been namedvice president commercial andtechnical development at MCTDairies Inc Millburn NJ He willbe responsible for creating andcommercializing dairy ingredientsolutions as well as helping developMCT Dairies overall businessstrategy on customer-preferredvalue-added products He previ-ously held positions with KerryIngredients amp Flavours as well asIrish Dairy Boardwwwmctdairiescom

Eric Girard has been namedcentral regional sales manager atVan Holtenrsquos Waterloo WI Hehas 13 years of sales and marketingexperience in the food industrymost recently with Road Rangerconvenience stores He will coor-dinate the efforts of outside bro-kers to drive sales of Van Holtenrsquospickle-in-a-pouch and pouchedolive snack lines within the centralUnited Stateswwwvanholtenpicklescom

DELI WATCH is a regular feature of DELI BUSINESS Please send information on new products personnel changes industry corporateand personal milestones and available literature along with a color photo slide or transparency to Editor DELI BUSINESS PO Box810217 bull Boca Raton FL 33481-0217 bull Phone 561-994-1118 bull Fax 561-994-1610 bull E-mail DeliBusinessphoenixmedianetcom


D E L I W A T C H

New Products

MARIO BATALI SELECTIONChef Mario Batali in partnershipwith DCI Cheese Company Rich-field WI has expanded his line toinclude Spanish and Italiancheeses Mario Batali SelectionSpanish cheeses include Iberico (ablend of cow sheep and goat milk)Valdeon (cow and goat milk blend)and Etxegerai (100 percent rawsheep milk) The Italian cheesesinclude Mountain Gorgonzola (100percent cow milk) Organic Parmi-giano-Reggiano and Mandarini-shaped Provolone Picantewwwdcicheesecocom

PRE-SLICEDCARROT SHEET CAKELove and Quiches DessertsFreeport NY now offers citruscarrot sheet cake with rich citruscream cheese frosting lemon curddrizzle and chopped walnuts Thisunique twist on a classic dessert ispre-sliced into 36 perfect portionsfor effortless handling and valuabletime savings in the kitchen Four518-pound trays contain 144 por-tions per case kosher dairy Avail-able through Dot Foods Inc wwwloveandquichescom

CONVECTEDDRAWER WARMERHatco Corp Milwaukee WIintroduces the CDW-3N Con-vected Drawer Warmer Using dryheat only the unit is designed tokeep a variety of food productshot flavor-fresh and crisp untilserved Energy efficient with insu-lated top sides and back Narrowwidth and low profile with 2locking casters Each drawer fits astandard or perforated food pan1275 wide by 2075 high andup to 6 deep The unit uses 120volts with no special wiringwwwhatcocorpcom

NEW CHEESECOLLECTIONSOf Course Foods Hoboken NJnow offers The Cheese Ambas-sador Cheese Collections in dis-tinctive 5-ounce single packagesThe American Artisanal Collec-tion has aged Gouda from centralWisconsin 3-year-old Cheddarfrom Pennsylvania Amish Countryand cave-aged Blue from southernMinnesota The MediterraneanCollection has Tipsy Goat from LaMancha Spain Port Salut fromBrittany France and Piave fromthe Alpine region of Italywwwthecheeseambassadorcom

IMPORTED AGEDGOAT CHEESEFinlandia Cheese Inc ParsippanyNJ now offers Black Label Premi-um Aged Goat Cheese a velvetysemi-f irm cheese Its slightlysweet rich flavor is perfectly punc-tuated by ripe salt crystals thatmelt in the mouth Produced in anancient vil lage in the Dutchprovince of Friesland Black LabelPremium Aged Goat Cheese getsits unique flavor from the fodder ofthe region and its traditionalcheese making processwwwfinlandiacheesecom

PREPARED AIOLIUnilever Foodsolutions Lisle ILintroduces Hellmannrsquos Real Aioli inthree flavors mdash classic sun-driedtomato and wasabi mdash to help deliscreate unique signature sandwich-es composed salads and entreacuteesReal Aiolis are made with extravirgin olive oil and bits of real garlicShelf-stable with no artificial fla-vors ready to deliver fresh tasteout of their easy-to-store 64-ounce jars with no need for mixingor blending so no wastewwwunileverfoodsolutionsus

READY-TO-USECRISPY ONIONSSugar Foods Corporation Sun Val-ley CA introduces Fresh GourmetCrispy Onions Ready-to-usestraight out of their fresh-lockresealable bag Fresh GourmetCrispy Onions are ideal toppers forsandwiches wraps and saladsAvailable in easy-to-store 10-ouncepacks 100 percent yield and noprep time needed wwwfreshgourmetcom

NEW DELI PACKAGINGPlacon Corporation Madison WIintroduces ldquoscroundrdquomdash neither squarenor round mdash bowls and lids in its Freshrsquon Clear line They are Placonrsquos firstfood packages made with food-graderecycled PET Available in clear orblack in seven sizes ranging from eightto 64 ounces A common lid is avail-able for each set of sizes ndash small medi-um and large The tight fitting leak-resistant lids can be embossed withname or brand When packed andclosed they offer nestable stackingwwwplaconcom


CORRECTIONIn the Deli Watch that appeared in the DecJan issue of DELI BUSINESS we incorrectly described Wilkinson Industriesrsquo FreshServe cup as tamper proof it should have been described as tamper resistant We regret any inconvenience this may have caused

The days are long gone when supermarkets had a signreading ldquointernationalrdquo to highlight the few importedspecialty foods they carried todayrsquos supermarketshave become veritable international bazaars carryingfoods from every corner of the world

The specialty cheese case although lately featuring awide assortment of American originals is also a Euro-pean geography class all by itself with cheeses from Ire-land to Italy from Scandinavia to the Iberian Peninsula

It ought to be of no small concern to the industrythat the world may break into another trade war sincethe prospects of high tariffs or unavailable productswould impoverish the shopping experience and makeretailers less able to satisfy customers

It is common for hard times to lead many to focuson beggar-thy-neighbor policies The infamous Smoot-Hawley Tariff Act is considered by most scholars tohave played a significant role in spreading the GreatDepression to Europe and many believe it deepenedthe intensity and extended the length of the downturn

Most recently there were numerous attempts tosneak protectionist rules into the stimulus bill by prohibit-ing the use of foreign steel for example in stimulus billprojects Although many of the clauses were removedbefore final passage the world began to realize the senti-ment in the United States was turning against trade

We now stand on the precipice of a trade war withour next-door neighbor to the south Mexico

President Obama recently signed into law a spend-ing bill that zeroed out all funding for a pilot programallowing certain pre-approved Mexican truck compa-nies to bring freight from Mexico to various US desti-nations without changing trucks or drivers

The pilot program was necessary because the Unit-ed States has been dragging its feet on honoring itstreaty obligations for almost 15 years In 1995 as part ofthe North American Free Trade Agreement (NAFTA)the United States agreed to quickly permit Mexicantrucks to cross the border and deliver anywhere in thefour US states that border Mexico ndash California Ari-zona New Mexico and Texas

The powerful Teamsters Union threw its weightaround and the clause was never put into practice UnderNAFTA Mexican trucks were supposed to be able todeliver anywhere in the United States by 2000 TheUnited States didnrsquot honor its obligations there either

This clause would ensure better-quality productdelivered more quickly and less expensively to US busi-nesses and consumers as opposed to the time-consum-ing product-deteriorating and expensive procedure cur-rently followed Today trucks in Mexico go to specialzones set up near the border The freight is unloaded

and then reloaded on a US truck with a US driverMexico steps gingerly in its relations with the United

States but eventually the injustice of Americarsquos unwill-ingness to honor its agreements led Mexico to requestthe formation of a special arbitration panel as outlined inNAFTA Two Americans two Mexicans and a Britishchairman ruled unanimously that the United States hadfailed to honor its agreement It authorized the Mexicangovernment to impose retaliatory tariffs

Over 80 percent of Mexican exports go to the Unit-ed States so Mexico was not looking for a trade war Itheld off on the tariffs when the United States agreed tolaunch a pilot project in which 103 trucks from 26 Mex-ican carriers could bring freight to US destinationsThese 103 trucks would be carefully monitored to see ifthey were as safe as American trucks and drivers

Several studies both independent and by the USDepartment of Transportation found the Mexicantrucks were safer than their US counterparts This hasnot stopped efforts to attempt to defund the pilot pro-ject in the past and in fact President Obama voted todefund the project when he was a US Senator

The Mexicans showed remarkable forbearance dur-ing all these efforts to get the United States to honor itsword Yet in the end they got slapped in the face whenthe US Congress passed and the US President signedwithout comment or apology the bill that terminatedthe pilot program

Mexico finally retaliated with tariffs carefully avoid-ing items the poor in Mexico depend on such as riceand corn but hitting hard at items perceived as moreluxury-oriented wine dog food bottled water juicesnail polish onions pears strawberries and cherries plusother items mdash about 24 billion dollars worthy of trade

It is a skirmish hurting those industries affected butnot big enough to affect the general economy mdash fornow There are principles at stake mdash economic princi-ples such as not making ourselves prosperous by makingour neighbors poor and political principles such as hon-oring our agreements even when politically inconvenient

If we forgot these prin-ciples this wonrsquot be thelast trade skirmish andultimately our ability tobring the cornucopia of theworld to the people of theUnited States will be com-promised That would bebad for our businesses badfor consumers bad forAmerica and bad for theworld DB


F R O M T H E E D I T O R rsquo S D E S K

by Jim Prevor Editor-in-Chief Trade Wars And The Deli


The supermarket industry lacks a supportive cultureSupermarkets have never had the best image withthe public The public doesnrsquot think of them asgreat places to work and customers view them asa necessity to be tolerated

Anyone who has worked in the business knowsthat is not true I for one have had a wonderful careerin retail working my way up from a part-time produceclerk to where I am today In fact I hope to somedayend my career back in a store working behind a cheesecounter or packing out a produce department When Itell people I really enjoyed working in a store andwouldnrsquot mind doing it again I often get a look of com-plete disbelief

I remember a good job that was never boring hadenough physical activity to keep me in great shape andoffered flexible hours minimal stress and lots of fun Iliked dealing with the customers and I enjoyed mycoworkers Over the years I worked next to someincredible people I loved the customers mdash they werealways interesting sometimes difficult and at othertimes funny and kind The best companies had a terrificculture that gave their employees a sense of belongingshared goals self-respect and pride in a job well done

Somehow wersquove failed to promote this great cultureof ours and many if not most companies have failed todevelop anything but a banal work environment thatoffers nothing special Itrsquos almost as if we are apologeticfor who we are bribing customers with low prices andinsipid messages such as ldquoWersquore your hometown storerdquoor ldquoFamilies are important to usrdquo

A strong work and family culture can carry us for-ward in difficult times A positive culture allows forexpression of ideas and sense of purpose A positiveculture allows us to prosper regardless of hardship Yetretail rarely has a positive culture The issue extendsbeyond employees it extends to customers Do theysee you as a unique entity Do they understand yoursense of purpose Can they buy into your missionstatement Does your mission statement ring true

We should consider the maxim ldquoWe judge ourselvesby our intentions others judge us by our actionsrdquo Veryfew people start off with bad intentions Even BernieMadoff said he thought he was going to pay everyoneback as soon as things straightened out He intended tobe honorable but ended up the creator of nightmares

In this world of instant communication and absolutetransparency companies need to develop a messagethat translates into actions people can applaud Irsquom con-stantly amazed at the new tools at our disposal mdashYouTube Flickr Twitter Facebook and new apps beingdeveloped faster than I can write Social networking is

the most up-to-date way of sharing and getting instantfeedback yet I see very few or us doing much of it

There are some great examples of building a corporateculture and drawing customers in through consistent in-store design promotions the Internet and social network-ing vehicles One of the best is Wawa a convenience-store chain based in Pennsylvania With over 500 storesit has created a culture that has customers as enthused asemployees Go to its website wwwwawacom or justGoogle Wawa and see what comes up A lot of the creditmust go to president and CEO Howard Stoeckel whoposts his own blog on the website and is a long-timehuman-resources guy Itrsquos hard to leave the website with-out a clear feeling for what the chain is about mdash its valuesthe products it sells and the people who work and shopthere This chain boasts a clear message and has champi-ons spreading the word about ldquoMy Wawardquo

Another favorite of mine is the Whole Foodsrsquo web-site wwwwholefoodsmarketcom Whole Foods hasalways been about developing a unique culture aroundfood and staying true to its vision and its website offersa clear message Whole Foods has obviously embracednot only the message and culture of its stores but alsothe contemporary psyche of its customers I love thesocial networking elements seamlessly woven into thewebsite Not only does Whole Foods have its own blogbut itrsquos also on Facebook Twitter and Flickr There areextensive videos and podcasts of cooking demonstra-tions in-store promotions and suppliers Regardless ofwhere you look you see a clear appreciation of storeassociates and a passion for excellence

A positive culture is more than just a website orblog From the minute you walk into a Wawa or WholeFoods store the message you get from the employeesyou meet and the products you buy is clear Whetheryou want to work for these companies or shop in theirstores the message is unambiguous They are morethan stores they each represent a unique culture

With hard times upon us sullied executives beingexposed people getting sick or dying from contaminat-ed products produced by companies that knew of thedangers and a sense thatthe people and institutionswe once trusted are nowripe with greed and avaricepeople are looking for morethan promises Companiesneed to be more than justproducts and services theyneed to have a culture thatrepresents their values to alltheir stakeholders DB

by Lee Smith Publisher Why Do We Demean Ourselves

P U B L I S H E R rsquo S I N S I G H T S

the economy and the deli

A Look At The Sunny Side Of The Street


C O V E R S T O R Y

How to use the economic crisis as anopportunity to reorient your businessBY JIM PREVOR

Doing business in the midst of a major recession is fraught with challenges butretail deli executives can look optimistically at the strategies ahead

The course to operating expediently may involve changing a merchandisingapproach marketing program or product offering for example to focus onvalue for consumers Or it may involve accommodating realities such as

reduced or eliminated lines of credit less profitable or unprofitable operations or cash-flowreduction This may mean layoffs or salary reductions and other unpleasant necessities

The course to operating strategically may involve maintaining a marketing propositionat the moment thus watching sales drop and profits disappear Operating strategicallymay also call for a continuation to invest in new facilities upgrade equipment recruit hireand train intensively

Few organizations have the luxury of walking just one of these paths Most have toconduct business strategically in an age of expediency They have to endure do what isnecessary to survive both their companyrsquos financial situation and the demands of sufferingcustomers Yet they must prevail prepared to lift off when the recession winds down andbetter times return


Know Thy CustomerDoing business in difficult times starts

with understanding consumers To someconsumers economizing means buyingmore at warehouse club stores and stock-ing up at supermarket sales Others dropthe warehouse club membership and stopstocking up so they donrsquot have to shell outas much money at one time Some use uptheir household inventory others lay in asupply of frozen

Recessions tend to reshuffle the cardsThe Nieman-Marcus customer finds her-self at Wal-Mart which means Wal-Marthas a customer with different expecta-tions from its traditional customers Butthese new customers also represent newopportunities

For the deli department economic fluxtranslates into a schizophrenic consumerprofile On the one hand delis will lose cus-tomers People traditionally turn to the delibecause theyrsquore time-starved someone whogets laid off may have more time to preparefoods and less money to buy prepared foods

On the other hand trading down maytake many forms If consumers used to eatout every night and now go out only onweekends they may see deli departmentprepared foods as an economical alternativefor weekday meals

For retailers and suppliers the cultureitself has transformed A purchase at anupscale-retailer which once communicatedfood knowledge and prosperity now has avery different message After six months ofstock-market and housing-price dips thatsame purchase now seems showy As valueshopping becomes a competitive sportupscale shopping can be seen as foolish

In general retailers are now experiencingincessant consumer demand for valueAlthough individual consumers may be will-ing to pay premiums for certain products thetrend is clearly for consumers to seek prod-ucts that meet basic needsthat involve stay-ing at home and that forgo variety and con-venience in the name of achieving value

Follow The Value RoadConsumer desire for value has a specific

and not always beneficial impact on retailerprocurement policies For well over adecade the deli department and its supplychain have ridden a wave of continually high-er standards part of a concerted effort toproduce ldquorestaurant qualityrdquo food Varietyand convenience have proliferated due to arazor-sharp focus on meeting consumerneeds as well as on staking a position as theldquoanti-Wal-Martrdquo mdash offering an assortmentof specialty organic and high-service goodsand services the Bentonville behemoth canrsquot

that Wal-Mart had to withdraw fromGermany because it could not acquire aposition of low-price leadership as it has inthe United States

Bright Spots AheadWhile these market disruptions are

probably not permanent this recession isexpected to be deep Just as the GreatDepression defined the mentality of a gen-eration the effects of this economicdecline are likely to be long-lasting affect-ing how consumers and retailers think forsome time to come

For the immediate future we canexpect a triumph of tactical efforts overstrategic thinking especially among publiccompanies managed for the next quarterly

earnings release Similar focus can be expect-ed from companies owned by private equitygroups focused on their own exit strategy aswell as from highly leveraged players man-aged to meet the next interest or principlepayment on their debt

There are always bright spots even ingenerally gloomy times and there are manyopportunities on the sunny side of the streetTo name a few

bull In an age of deferral of gratificationthere are multiple places for the small indul-gence The tendency of consumers not tobuy big-ticket items can increase the dispos-able income available for deli departmentpurchases

bull This is a big country Few have marketshares so large as to be driven primarily bymacroeconomic trends The success or fail-ure of most companies in the industrydepends far more on what they do thanwhat the government does

bull It is a bigger world The recession hasled to empty boats and cargo planes withconcomitant reduction in freight rates mak-ing it possible to find opportunities beyondour national borders

bull Labor is available Quality labor oftenwith specialized training is available at a rea-sonable price

bull Real estate is available New conceptshave an opportunity to bloom You canexpect a flowering of ethnic and discountconcepts and all businesses have opportuni-ties for expansion as the recession transfersavailable assets to new uses

Yet beyond the specifics perhaps the bestadvice on how to do business in troublingtimes was given by President Obamarsquos chiefof staff Rahm Emanuel speaking before hisappointment ldquoNever let a serious crisis go towaste What I mean by that is it is an oppor-tunity to do things you wouldnrsquot do beforerdquo

The most useful advice is to use the crisisas an opportunity to reorient your business

C O V E R S T O R Y

match A massive focus on supply chainresponsibilities has had retailers demandingallegiance to food safety sustainability andtraceability

Today retailers are increasingly willing toset aside their professed standards to offer aldquovaluerdquo During a conference call with suppli-ers a British retailer long a force in sustain-ability mdash even while claiming it was recon-firming its commitment to sustainability mdashadvised its vendors that due to the currentsituation ldquoAll sustainability efforts must beimmediately accretive to earningsrdquo

In other words if a vendor could reducecarbon output or water waste and offer theretailer a lower price the retailer was thrilledbut it had no interest in paying higher prices toact in accordance with its professed values

The retail universe is turning a careful eyetoward assortment With its focus on cost-reduction through rationalization of SKUcount Aholdrsquos Value Improvement Programhas established a model for retailers thatbelieve an abbreviated SKU count will allowthem to increase velocity ensuring freshnessand rapid inventory turns while maximizingretail leverage to get the best price Manyspecialty vendors and those who offer sec-ondary or tertiary brands find themselves indanger of being rationalized right out ofmany retail outlets

The more urgent concern now is the riseof the ldquohard discounterrdquo such as Aldi USretailers are looking to markets such as theUnited Kingdom and noting chains such asAldi Lidl and Netto posing real competitionto mainstream supermarkets Aldi justopened its 1000th US store but if itacquires the same market share in the Unit-ed States it has in say Australia it could jus-tify over 3000 US stores

Despite all the hullabaloo related toTescorsquos entry into the US market with itstroubled Fresh amp Easy concept remember


Use the crisis to think through issues such asstrategic positioning capital investment andbrand development

An important aspect of a severe reces-sion is to strategize on your competitive posi-tion Well-capitalized organizations canadopt a ldquolast man standingrdquo strategy in whichthey continue to grow and invest confidentthey will be there to pick up the business leftby under-capitalized competitors and to prof-it from the eventual recovery

Time For A Tune-UpUsing the crisis can simply involve clean-

ing up your own mess During years ofgrowth companies tend to acquire inefficien-cies and a recession is an opportunity to act

bull You can often identify departments orfunctions with excessive staffing In othercases staffing levels may be fine but thecompensation structure is not sustainable

bull Most organizations have a few peoplewho may not be desirable staffers or wholebusiness units that may not be contributingBusinesses are often filled with people andunits that have been expected to performbetter ldquonext yearrdquo for 20 consecutive years

bull Look for any activity done simply byldquoforce of habitrdquo It is shocking how often acompany continues exhibiting at a regional

trade show long after the person who cham-pioned it left and long after anybody in theorganization cares

bull Facilities and policies may be overlygrand Do fancy headquarters serve a busi-ness purpose Do they send the right mes-sage to the staff Can your business sustainexecutives who fly business class interna-tionally and single rooms for all conventionattendees

bull Can you reexamine vendor agree-ments Can vendors help your operation

bull Have you built up layers of complexityin middle management or regional distribu-tion and do they pay

Dealing with these issues is difficult but acrisis can provide the impetus for everyoneto do so FedEx for example imposed acompanywide pay cut mdash 20 percent for topexecutives 10 percent for many others and 5percent across the board mdash and dropped its401(k) match Some employees are surelyunhappy but many others accept it as neces-sary to keep the business strong and provideemployment

A crisis is also a PR dream Need to closea division close stores lay off staff cut payYou can blame it on Alan Greenspan and thesub-prime mortgage crisis mdash and the mediawill mostly nod understandingly

C O V E R S T O R Y

On The HorizonThere will be victims in this downturn mdash

those that are undercapitalized or without aviable business model that sacrifice long-term strategic positioning to achieve short-term survival The winners will offer some-thing compelling On the vendor side thismay mean superior taste that results inrepeat purchases or powerful brand equity

Both vendors and retailers should bemindful of the need to continuously provideevidence of their value proposition Theyneed to continuously market that evidenceand be on the lookout for niche opportunitiesto serve customers or pick up margin

The whole industry should try to encour-age a broader perception of value in whichfood safety sustainability and traceability areseen as important components of value

Businesses close because they run out ofcash so watching cash is crucial but onlywatching cash is a guarantee other operatorswill exit the recession in a position to pick offyour customers

Live to fight another day mdash that is pre-requisite to success but success requires usboth to endure and to prevail Let us drawon our deep reserves of talent and resource-fulness to position ourselves for a brighterday we know will dawn DB

F E A T U R E


The Hispanic food segment offers great opportunity mdash andmuch room for improvement

According to a recent study from Unilever United StatesInc Englewood Cliffs NJ only 35 percent of Hispanics aresatisfied with their grocery shopping experience compared

with 58 percent of general market consumers Supermarket delis thatrecognize the potential can benefit from this growing demographic

Hispanics are the largest minority group in the United States with443 million people as of July 1 2006 representing 148 percent of thetotal population according to Packaged Facts a New York NY-based market research firm This demographic is projected to encom-pass 155 percent of the total US population by 2010 and by 2030one of five people will be Hispanic according to US Census Bureau

projections Those of Mexican origin comprise two-thirds of the total In its most recent report Packaged Facts estimates that the US

market for Hispanic foods and beverages was almost $57 billion in2006 an increase of 4 percent from the previous year and an increaseof 21 percent from $47 billion in 2002 This segment is expected togrow to nearly $84 billion in 2011

Packaged Facts categorizes Hispanic foods and beverages intothree segments including Mainstream Mexican mdash foods that havebecome a part of American culture such as tortillas tacos and salsaAuthentic Hispanic mdash products imported from Hispanic countries orproduced domestically using traditional recipes and Nuevo Latino mdashtraditional American foods made with spices and flavors that areassociated with Hispanic countries and islands

iexclComida Muy DeliciosaThe hot Hispanic food segment provides meaningful opportunities for deli profitsBY LISA WHITE


F E A T U R E

Developing TrendsMexican-inspired ingredients popular in

restaurants including cilantro and chipotle arenow commonplace in todayrsquos supermarketsand increasingly prevalent in what were onceconsidered ldquotraditionalrdquoAmerican dishes

Although new flavors and spices are pro-pelling the trends in this segment it is difficultto ignore the solid niche Hispanic foods hascarved in the United States ldquoWersquore seeingHispanic foods influence Americansrsquo eatinghabits because these foods have become asmainstream as Italianrdquo says John Signorinopresident of Anaheim CA-based DonMiguel Mexican Foods ldquoEven in marketsthat are not heavily Hispanic wersquore seeing anincreased interest in our productsrdquoThe com-pany is using increased amounts and varietiesof Mexican cheeses in its foodservice lines inaddition to authentic spices that havebecome more accepted

The Hispanic cheese segment hasevolved in recent years According to CindyJensen who handles sales and marketing forDenver CO-based Queso Campesino sec-ond- and third-generation Mexicans arebeginning to seek these cheeses at supermar-ket delis To broaden its demographic thecompany provides informational cards withits cheeses to help educate Americans onhow the different types can be used ldquoPeopleare still not as educated about their use as

they could be but I think that will change asmore restaurants create authentic recipesutilizing these cheesesrdquoJensen says

Because of the large number of Hispanicrestaurants offering authentic recipes Amer-icans are becoming familiar with thesecuisines ldquoFor instance 20 years ago no oneknew what a churro wasrdquo relates AlbertMartinez vice president of sales for Califor-nia Churros based in Colton CA ldquoNowtheyrsquore advertised all over the placerdquo

This segment can benefit from the eco-nomic downturn since the Hispanic foodand ingredients now popular in the UnitedStates are typical of ldquopeasantrdquo cuisines Theword peasant is not a value judgment butrather a descriptor used for the foods eatenby common people as opposed to foodseaten by wealthy elites

ldquoIn the last three months there has beenmore of a focus on value items so wersquoreemphasizing our line of 11-ounce enchiladadinnersrdquoSignorino notes

Cibao Meat Products based in BronxNY has focused on its value salami lines inresponse to the current economic climateEdgar Soto vice president of sales and mar-keting says more stores are requesting His-panic meats because a growing number ofconsumers are trying them

Hispanic food is not only modestly pricedbut these dishes are also easy to prepare andoffer many options ldquoThere are more Hispan-ic influences being incorporated into Ameri-can cuisine For example people are usingguacamole and salsa as toppings for sand-wiches omelets and burgersrdquo notes KristynLawson national sales director at Los Ange-les CA-based Yucatan Foods which current-ly offers three types of guacamole types andis looking to add more flavors

Even in this economy La EspantildeolaMeats based in Harbor City CA has expe-rienced rising sales The company suppliesmeat cheese and charcuterie from Spain aswell as Spanish-style products Itrsquos in themidst of a major expansion to double itscapacity in the next two years ldquoWe mainlydeal with smaller chains but predict a surgein sales from larger supermarket operationsrdquorelates Alex Motamedi general manager

American consumers may be buying insmaller quantities but theyrsquore still looking forhigh-end products ldquoPeople may not pur-chase large amounts of our products butthey are willing to spend more for itrdquo LaEspantildeola rsquos Motamedi explains ldquoConse-quently wersquore seeing a lot of non-Hispanicbusinesses carrying a wider variety of thesemeatsrdquo

1 TortillasTaco Shells including kits

2 Salsa

3 Entreacutees Handheld Items

4 Beans refried

5 Cooking Sauce MarinadeMiscellaneous Sauce

6 Bakery Items

7 Seasoning Spice Mixes

8 Cheese

9 Picante

10 Rice Rice MixesSource Packaged Facts

The Top 10 Hispanic Food and Beverage Categories


F E A T U R E

Regional DifferencesThere are definite pockets of

the country where Hispanic foodis more prevalent Packaged Factsreports California has the largestHispanic population with approxi-mately 131 million followed byTexas with about 84 million andFlorida with close to 36 millionIn New Mexico Hispanics com-prise the highest proportion of thetotal population at 44 percentCalifornia and Texas each are 36percent Hispanic

Local preferences distributionreach and marketersrsquo strengthcontribute to a diverse Hispanicfood segment according to theresearch firm The more authen-tic the food or brand the less pop-ular it typically is with Northeast-erners and the more popular it iswith those in the Pacific and Southwestregions and vice versa

ldquoHispanic foods have typically alwaysbeen strong on the West Coast as well as theSouthwestrdquo Don Miguelrsquos Signorino saysnoting they are picking up speed in the Mid-west and Northeast ldquoThis is currently wherewersquore looking at more growth potentialrdquo

The Hispanic-heavy region known as theBurrito Belt originally comprised SouthernCalifornia but grew to include the South-west and Pacific Northwest ldquoThis area wasan lsquoLrsquo shape but Hispanic influence and cul-ture changed the Burrito Belt to a lsquoUrsquo shapeIt now extends to Chicago and the north-eastern statesrdquoYucatanrsquos Lawson explains

Even in Middle America moreconsumers are becoming morefamiliar with Hispanic food whichhas led to differences in productidentification ldquoWhat we call fres-cos in the West are called blancosin the East even though these arethe same cheese typesrdquo saysJensen of Queso Campesino

Regional population differ-ences also impact the popularityof foods ldquoFor example there ismore understanding and familiari-ty with Spanish-style chorizo inFlorida than there is in WisconsinWe also see stronger sales inplaces such as California TexasFlorida and New York wherethere is a greater concentration ofPuerto Ricans and Cubansrdquoaccording to Motamedi

Flavors also are regional Cali-fornia Churros found increased interest inFlorida for dill churros but ldquoUnfortunately itwasnrsquot cost effective for us to offer this vari-ety in one regionrdquoMartinez says

Fresh And HealthfulIn the rsquo70s Hispanic food was typically a

greasy concoction of cheese beans lard andhigh-fat ingredients Now dishes are morelikely to include tomatoes chipotle blackbeans guacamole and fresh vegetablesHealthful Hispanic-influenced ingredientssuch as guacamole and salsa are being incor-porated into more American dishes as well

Taking a cue from the popularity of freshMexican fare at restaurants such as Chipotleand Baja Fresh supermarket delis would bewell served to incorporate more healthfuldishes and ingredients into their Hispanicofferings

In addition more Hispanic consumersalso are taking note of healthful optionsldquoThese consumers have become moreaware of their diets and are now educatedon the benefits of healthful foods As aresult Hispanics are making more healthfulchoicesrdquonotes Cibaorsquos Soto

To satisfy this demand suppliers areoffering a wider variety of more healthfulHispanic food One example is YucatanFoodsrsquoCabo Fresh line

Don Miguel Mexican Foods recentlydeveloped an all-natural line The entreacutee linehas been well received claims SignorinoldquoWe see fresh and healthful as a growingtrend that has slowed down a bit due to theeconomy But even as people go back tobasics over the long term these products willremain popular In the past Hispanic foodswerenrsquot associated with all-natural or healthbut now they arerdquo DB


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

Chicken from the deli is a natural in a dif-ficult economy Itrsquos a familiar and com-forting food for uncertain times mdash andfew proteins fill the center of the platemore economically than chicken

ldquoItrsquos probably one of the least expensivemeals you can buyrdquo according to Ed Suss-man co-owner of Merit Paper Corp inMelville NY ldquoFor around the $599 areayou can make a salad at home and servethree or four peoplerdquo

But even in the current economy manyconsumers are too busy to make that salad athome Thatrsquos where there are opportunitiesto fill out the rest of the meal Delis are notjust selling the chicken theyrsquore selling entiremeal choices that are affordable convenientand delicious adding to the total ring andmaking the entire package more attractive

ldquoBundling is perceived as a better valuerdquonotes Andy Seymour vice president of salesand marketing deli and frozen food sales atPerdue Inc Salisbury MD Chicken can bemerchandised along with or bundled withfresh artisan bread and a choice of sides orsalads ldquoThe core products have to be goodrdquohe stresses ldquoThe potato salad macaronisalad and the cole slaw all have to be goodrdquo

A well-conceived hot bar should includea variety of economical and convenientchoices in addition to the chicken and sidedishes ldquoWhen you look at the hot table ithelps if you have other types of mealsrdquo Suss-man says He believes the hot table shouldinclude items such as stuffed cabbagestuffed shells and macaroni and cheesebecause these broaden the appeal and allowconsumers to think of chicken as the centerof many different kinds of meals

This trend born during the boom econo-my has not lost its steam ldquoShoppers aremost interested in ready-to-eat solutionssuch as rotisserie chicken 53 percent ofshoppers are very interested in adding to orexpanding the ready-to-eat section in theirprimary stores including 18 percent who are

A Chicken On Every PlateDelis are well positioned as the go-to option for this popular protein source

BY BOB JOHNSON

very interestedrdquo according to the US Gro-cery Shopper Trends 2008 from Food MarketInstitute (FMI) Arlington VA

Variety SellsFried chicken offerings which over the

last few years have proliferated to includetenders wings drums breasts and nuggetsnow seem to be fairly static ldquoI donrsquot see anyadditions I donrsquot see anything unusualrdquoSussman notes

However rotisserie chicken has recentlyemerged as a major player in the ready-to-eat meal category primarily because of

growing consumer interest in nutrition andhealth This is a boon for poultry which isalready perceived as more healthful thanmost other meats

Consumer demand for more healthfulfood options can be met with a range ofpreparations in a range of prices ldquoTherersquos atrend toward more healthful ways of prepar-ing chickenrdquo explains John McBride vicepresident for sales and marketing at MagicSeasonings Blends Inc New Orleans LAldquoPeople are looking for flavor in their food andthey donrsquot want to load up on salt or fat to getit Consumers are talking about sodiumrdquo

meat based on price Instead consumers willswitch from organic to natural or will simplyeat less meatrdquo

Perdue is introducing a new line of all-nat-ural chicken products to serve this market

The interest in a lifestyle more harmo-nious with nature is even extending to thepackaging that carries the poultry from thedeli hot bar to the customerrsquos kitchen Suss-man finds for example that sustainability isthe major selling theme for Meritrsquos micro-wavable bag as an alternative to the hardplastic shell container The bags take aboutone-fifth the space to ship in the truck andsave on fuel emissions and pallets

Different StrokesIt is essential to identify consumer demo-

graphics knowing who customers are whattypesforms of chicken they prefer and whatthey will do with chicken once they get ithome is the key to a successful programPerdue has been test marketing its bourbonrotisserie chicken in selected markets todetermine the most receptive audience

A growing consumer base is now usingpoultry sparingly as part of a diet that fea-tures more produce than protein ldquoThe latesttrend in sandwiches treats deli meats as a



Alternatives that take salt fat and calo-ries out of chicken can be easy and inexpen-sive McBride notes people are looking forgrilled chicken because it has less fat andfewer calories than fried This trend hasmade salt-free Poultry Magic the No 2product at Magic Seasonings

In many areas of the country the marketfor organic free-range or all-natural poultry issubstantial and still growing Consumers ofthese products have a mind of their own andmay not adhere to traditional concepts ofprice and value The products cost morewhich would seem to be a problem in hardtimes but many people looking for organic orfree-range poultry tend to overcome thepricing differential by eating less meat andmore vegetables andor grains

ldquoThe natural and organic meat business isunique in that the price points for our chick-en products are not inexpensiverdquo says GinaAsoudegan communications manager atApplegate Farms Bridgewater NJ ldquoHow-ever there is a great deal of price elasticity inour industry because it is a belief-driven seg-ment For example if a person eats meat butfeels strongly about the way animals aretreated when being raised for food he or shewill not switch to conventionally produced

part of the flavor component of a great sand-wich not the main featurerdquo ApplegatersquosAsoudegan explains ldquoThese sandwiches usegrilled seasonal vegetables and fruit to addflavor and texturerdquo

Some consumers are moving towardusing deli poultry as an ingredient in a saladand chicken salad itself is enjoying a renais-sance Leftover rotisserie chicken that hasbeen properly maintained can be turned intochicken salad mdash mayonnaise based Caesaroriental or otherwise The resulting saladappeals to a large audience and cuts shrink

If a delirsquos customer base includes a largenumber of people who will use the poultry inburritos tacos or enchiladas including achipotle-spiced chicken offering makes senseldquoUnderstand who your customers are whatthey purchase and how theyrsquore using theproductsrdquoAsoudegan urges

Whatever the customer base the food-service sector is the competition ldquoThe deli ispositioned very well to take advantage of theproblems in foodservicerdquo Perduersquos Seymoursays ldquoKentucky Fried Chicken gets $9 foreight pieces of chicken but the deli can sell itfor $699 or even $599 We need to pro-mote more the value difference compared torestaurantsrdquo DB


SPONSORED BY

IDDBA DAIRY-DELI-BAKE 2009CONVENTION PLANNING GUIDE

ldquoThe Show of ShowsrdquoAtlanta GA

JUNE 7-9 2009

Principe Foods USA Inc

3605 Long Beach Blvd Suite200 bull Long Beach CA 90807

PH 310 680-5500 bull Fax 559-272-6183

schedule


insights on how this category is growing and how sustained consumer interestwill make it a strong trend for years to come

Food Trends The Peoplersquos Choice820-920 AM

Carol Christison executive director of the IDDBA tracks the trends andinnovations that impact our choices From technology to new products to merchandising to consumer lifestyles to economics she tracks it

Leadership Taking Charge in a New World Order920-1020 AM

One of the most admired men in America General Colin Powell discussesthe many styles and strategies of leadership and their execution Drawing onexamples from his experience as a leader on the world stage and as an eyewitness to leadership in action he will provide strategies for ldquotaking chargerdquoduring times of great change and crisis

The Future of Food Retailing1040-1140 AM

Jeff Noddle Chairman and CEO Supervalu Inc shares his views on newformats new eating behavior changing consumer tastes and dynamic merchandising changes By understanding the challenges facing our industrywe can better understand the opportunities that will open up as we change and grow

Break from the Pack How to Compete in a Copycat Economy

1140 AM-1230 PM

Dr Oren Harari a professor at the graduate school of business at the University of San Francisco and former consultant with the Tom Peters Groupwill show you how to ldquobreak from the packrdquo while your competitors stay stuckin a rut

Tuesday June 9 2009

A Little Knight Magic800-900 AM

His leadership style taught players to be unselfish disciplined and effective Bob Knight former head basketball coach at Texas Tech and at Indiana University shares his strategies for winning his passion for teachingand his love for the game

Good Eats mdash It Doesnrsquot Get Better Than This900-1000 amWhen we asked members what speakers they wanted to hear again Alton

Brown was a clear hands-down favorite He is the ldquoPeoplersquos Choicerdquo and isback for an encore performance with new topics and insight

The International Dairy-Deli-Bakery Association (IDDBA) will hold its 45th Annual Seminar and Expo June 7-92009 in Atlanta GA The theme for this yearrsquos gathering is ldquoThe Show of Showsrdquo

The IDDBA continues its tradition of program excellence with another world-class seminar lineup of top-ratedspeakers from an impressive array of disciplines This yearrsquos featured speakers include Alton Brown Jim Gaffi-gan Bob Knight Martin Lindstrom Jeff Noddle and Gen Colin Powell

Alton Brown Jim Gaffigan Bob Knight Martin Lindstrom Jeff Noddle Gen Colin Powell

seminarsSunday June 7 2009

The New Value Shopper800-830 AM

Brian Darr managing director Datassential will show the current consumereconomic picture a macro view of the economy projected food categorygrowth rates for supermarket spending specific deli dairy and bakery tacticsand applications retailer strategies and innovations and actionable marketinginnovations and solutions

Holey Donuts Batman Two Dozen Ways to Raise Dairy-Deli-Bakery Sales Without Spending Too Much Dough

830-915 AM

In todayrsquos economy you need to be a superhero or a great marketer withlots of money-raising ideas to stay in the game The irrepressible Harold Lloydoffers his take on getting consumers to spend more and to become loyalcard-carrying flag-waving customers

The Economic Behemoth The Final Frontier 915-1010 AM

Dr Lowell B Catlett Regentrsquos Professor at New Mexico State University and Dean of the College of Agriculture and Home Economics is a futurist withkeen insight and knowledge of technological issues the economy and the environment we live in He will show us the drivers of change and how to prepare for if not the final then the next frontier

Buy-ology and The Future of Branding1030-1130 AM

Martin Lindstrom author of Brand Sense Brandchild and Clicks Bricks ampBrands will show you how to use contextual branding (when brands turn intelli-gent) to reach the next generation of interactive marketing and media planning

Beyond the Pale The Ultimate Foodie1130 AM-1230 PM

Jim Gaffigan is the ultimate ldquofoodierdquo As a writer actor and stand-up come-dian he has entertained millions with his edgy approach to all things food Hisclever observations are funny and offer extreme insight into the eating habitsand taste preferences of consumers

Monday June 8 2009

Live to Eat Eat to Live800-820 amRay Burke president In-Store Bakery and Foodservice Divisions Rich

Products Corporation and 2008-2009 president of the IDDBA will share

speakers


IN MARCH DELI BUSINESS PUBLISHEREDITORIAL DIRECTOR LEE SMITH SPOKE WITH CAROL

CHRISTISON executive director of the International Dairy-Deli-Bakery Association (IDDBA) Madison WI

about the upcoming The Show of Shows Seminar and Expo in Atlanta Their conversation focused on cop-

ing with the current economy and on the speakers programs and products yoursquoll find at this yearrsquos event

For many itrsquos not a matter ofgrowing the business but stayingin businessAnd that involves reinvention and change

rdquo

interview

ldquoCarol Christison

DELI BUSINESS Hi Carol our annual pot of coffee isbrewing and Irsquom looking forward to discussing theupcoming IDDBA Dairy-Deli-Bake Yoursquore a fountain ofknowledge about the industry and there has neverbeen a more important time in recent history for retail-ers to pay close attention to the state of the industryand the consumer mindset

This yearrsquos show is more important than ever thereis no doubt times are troubled and consumers are look-ing for retailers to make changes that reflect the eco-nomic hardships being played out in their everydaylives With budget cuts a way of life how do you thinkattending the Dairy-Deli-Bake rsquo09 will help retailers

Christison In a paper titled Innovating through Reces-sion When the Going Gets Tough the Tough InnovateAndrew Razeghi Kellogg School of Management at North-western University said ldquoThe key to flourishing in todayrsquoseconomic downturn is to challenge conventionrdquo He saysrecessions provide fertile ground for launching new busi-nesses developing disruptive new products and strength-ening customer loyalty The key element in all of those tac-tics is ldquoideasrdquo And thatrsquos the value IDDBA brings to theparty Ideas are cheap but seeing them in execution seeingnew products new marketing strategies and new mer-chandising methods is priceless

Retail buyers merchandisers and executives attend theIDDBA show year after year because they know theyrsquoll getlots of ideas and actionable tools that can make small andbig differences in their business not only for today but alsofor the future Hearing speakers with a timely message thatcan impact marketing and consumer buying behavior is anadded benefit

Our goal is to help retailers sell more and to help themsell better Itrsquos that simple and that difficult They keep com-ing back to the IDDBA show because we consistently cre-ate new ways of delivering on that promise Attending theIDDBArsquos Dairy-Deli-Bake show is a good business decisionbecause it makes their business more valuable Wersquoveheard from retailers who have had their travel budgets cutbut theyrsquore still coming to the show and many are driving inorder to bring more staff Thatrsquos a commitment we valueand a loyalty we work hard to deserve

Attending this show is a positive way to get innovativeideas to help reach customers You donrsquot always have tospend money to solve problems but you do have to spendtime and be willing to seek out solutions Itrsquos well docu-mented that brands mdash and less face it supermarkets are abrand mdash that increase advertising and promotions during arecession when competitors are cutting back can improvemarket share and return on investment and lower costsOne study during the 1981-82 recession showed firms thatmaintained or increased advertising and promotions duringthe economic downturn grew 275 percent in the mid-rsquo80swhile those that cut back grew only 19 percent Those thatwill not only survive but also come out ahead understandthe necessity for learning about the issues and how to dealwith them and for developing strategies to reach cus-tomers at every stage

The retailers who will be in Atlanta are making the nec-essary strategic changes for today at the same time theyrsquoreplanning for the recovery Theyrsquore not waiting Theyrsquore look-ing for the ideas and products that will meet current cus-tomer needs and attract new ones

These retailers are redefining value and responding to the


recession but theyrsquore not so focused on cutting price thattheyrsquore ignoring what made them so good in the first place

DELI BUSINESS Focusing on positive strategic changesin the face of adversity is what makes me admire peoplelike General Colin Powell My staff is already kidding mebecause Irsquoll be one of the first 10 people to enter theauditorium so I can get a front row seat but on the otherhand theyrsquore the first ones to ask who the speakers aregoing to be I always feel inspired when I hear the greatleaders of our country speak even if I disagree withtheir policies Over the years Irsquove listened to some of theworldrsquos most impressive people at the IDDBA How doesthe IDDBA plan the speakers

Christison Lee we love that you get there early thatyoursquore in the front row and that our speakers inspire youThatrsquos exactly the message we want to send We have aProgram Committee that works with the Board of Directorsto identify key people who have a message that is timelymotivational or interesting When you can find a speakerwith a strong message that explains or interprets whatrsquosgoing on in our society can give us new insight into con-sumer buying or can motivate us to grow and develop per-sonally and professionally then you have a winner Many ofour speakers come right out of the news or make thenews They are researchers business leaders politicalleaders or celebrities who have their finger on the pulse ofthe world

Before we can take steps to change our business or our-selves we must first understand the issues the opportuni-ties and the pitfalls that we face Listening to experts whounderstand the economy research buying behaviors anddevelop marketing tactics makes it that much easier for usto grasp the issues mdash in short if they can interpret it for uswe donrsquot need to spend time on translation We donrsquot haveto agree with someone in order to learn from him or herBut we do have to be present and we do have to listenThatrsquos the key

DELI BUSINESS I agree In thisworld of almost instantaneouscommunication whatrsquos yourtake on the value of face-to-facecontact and social interaction

Christison The key word inldquoInternetrdquo is ldquonetrdquo short for net-work and by extension network-ing Add the speed of almostinstantaneous communication andyou can see why sites such asFacebook MySpace YouTubeLinkedIn Twitter Flickr Wiffiti andothers appeal to the massesMySpace has over 70 million visi-tors and is the equivalent of hang-ing out at the mall for todayrsquosteens They reach their ldquofriendsrdquowith photos e-mails instant mes-sages blogging texting musicand videos MySpace ranks sec-ond behind Yahoo in pages viewedand time spent on the site This

instant connectivity is attracting older crowds and maydrive younger consumers to a different site By the timemom has her own page on Facebook many have alreadymoved on to the next phase

As popular as these sites are and will continue to bethey wonrsquot replace face-to-face relationships The goodnews is they can enhance it by providing instant answersfeedback and data In todayrsquos society time and speed arethe currency of business You still need that ldquoface timerdquo todevelop a relationship that leads to trust and repeat busi-ness Social networking has its place but itrsquos a step in therelationship path and not the entrance The innovativechanges yet to come will make todayrsquos technology seemlike childrsquos play

DELI BUSINESS Change Wow Wersquore living in a worldwith changes all around us and new technologies justkeep speeding up the learning curve Of course themessage of being leaders and dealing with change isnrsquotnew but for many companies the ability to take chargewith strength courage and optimism is vital for theirsurvival What are some of the industry initiatives yousee companies engaging in and how is the IDDBAother than the show helping retailers

Christison The key words in that question are strengthcourage and optimism Those words are an action plan forrecovery Theyrsquoll show us how to take small successes andturn them into long-term victories In this current economyour members are challenged with cutbacks energy costsprice reductions food safety and huge financial losses Asstocks plunge they look for ways to cut labor and trainingcosts get information to multiple constituent groups andunderstand the consumer For many itrsquos not a matter ofgrowing the business but staying in business And thatinvolves reinvention and change Consumers are adjustingto the new economic reality by cutting spending andincreasing savings mdash the savings rate hit 5 percent in Janu-

ary the highest rate since 1995Theyrsquore looking to the retailers forvalue through special deals alter-native meals alternative shoppingand discounts

Just as consumers seek socialnetworking so do retailers seeksocial shopping opportunitiesSocial shopping can be Internetordering group buying platformssuch as WujWuj PayParadeKazowie and Boomj for BabyBoomers In-store messaging to aconsumerrsquos phone interactivecarts floor ads and shelf-talkersare also ways of getting the cus-tomerrsquos attention It doesnrsquot mat-ter what your message is mdash if youcanrsquot get their attention you wonrsquotbe heard and you wonrsquot sell prod-uct Some companies are usingwebinars or the Internet for meet-ings or testing virtual trade showsas a passive approach to selling

To help retailers and manufac-

interview


turers understand the change in consumer mindset and todevelop marketing strategies to reach them IDDBA hasjust completed a study on the New Value Shopper We hadDatassential look at buying behavior and shopping patternsfor consumers at all income levels ages ethnic groupsregions and lifestyles Over 3500 consumers were sur-veyed in January 2009 and the results show the lifestyleand purchase-behavior changes theyrsquore making to deal withthe economy The study is being printed right now and willbe ready for distribution in a few weeks

IDDBA is just rolling out a series of online learning pro-grams with Learn Something IncThis allows 247 learning from anylocation and has been adopted by sev-eral national supermarkets Wersquovealso developed a series of audio andvideo podcasts that are available freeon the IDDBA Website The topicsinclude cheese meat bakery cus-tomer service etc Our newest pro-ject is still in development Itrsquos a seriesof downloadable job aids that teachassociates about specific products mdashbakery cheese meat etc The jobaids will also be free and can be e-mailed printed viewed online andshared with associates And ofcourse we offer free registration toqualified retailers who want to attendour show When you look at the fullpackage of speakers thatrsquos an incredi-ble deal We know retailers make aninvestment with their time in attend-ing the show and this is our way ofhelping support them We donrsquot knowof any other show anywhere withthis caliber of program mdash or evenclose to it mdash that does this We thinkitrsquos win-win

DELI BUSINESS Moving forwardone of the big questions for anycompany is the question of rele-vance To be blunt what relevancedoes the deli industry have today

What areas do you think retailers should be looking atfor growth opportunities Are the key initiatives going tobe a lunchmeat and salad revival or growing preparedfoods for customers cutting back on restaurant visits

Christison To measure relevance you need to create atool or yardstick If you donrsquot know what yoursquore measuringor why then any tool will do For a deli or bakery to be rele-vant it has to relate back to daily lives or daily eating behav-iors It has to reflect the consumersrsquo lifestyle and buyingpower When retailers show they understand our issuesfeel our pain and care enough to help us create meal solu-


tions then theyrsquore relevant or in some cases essential Andthis applies to upscale or every-day-low-price operations

When it comes to food consumers want it all mdash theywant taste freshness variety value and price I called outvalue and price separately because they mean differentthings to different people One thing not often mentionedin that list is trust Trust Trust the price is fair the product isfresh and the food is safe Recent events have given con-sumers a reason not to trust the food industry All of thesethings are relevant

In todayrsquos supermarket environment the deli and thebakery are the showpieces of the store Therersquos a reasonwe call this the Power Alley For consumers being able toorder only the amount of product they want is a huge sell-ing point It always amazes us that in Europe consumerswill order just two or three slices of meat or cheese weorder by the pound Their reference point is not the sameas ours when it comes to quantity but itrsquos extremely highwhen it comes to taste

A real growth opportunity can be found by looking atwhat consumers are buying or not buying from fast-food orquick-casual restaurants They havenrsquot lost their taste forthese foods but want to cut back on cost or calories Thedaypart area that continues to grow is breakfast Lunch has

a huge opportunity matrix as consumers look for brown-bag alternatives If we do it right wersquoll keep these cus-tomers once the economy rebounds and not lose them tofoodservice While consumers may be cutting back onrestaurant visits it doesnrsquot mean they want to do all thatmuch cooking Being able to offer a value-meal or suggestan entreacutee or side dishes with a lower-cost protein sellsproduct and helps the consumer

I believe consumers are looking for a way to be a ldquoherordquoto their family and if a retailer can do an up-front cooking

ldquoItrsquos when times get hard andyou have to do battle for everydollar and every customer thatthe word lsquovaluersquo takes on newmeaningrdquo

interview

Dairy-Deli-Bake 2009 will feature the theme The PeoplersquosChoice throughout the show including the Show amp SellCenter an idea center that focuses on meals deli cheese

and bakery Committed to creativity the Show amp Sell Centerhighlights new products themes and merchandising ideas tohelp retailers increase sales and customer retention

Consumers choose the store they shop the products they buythe meals they cook (or donrsquot cook) and the money they spendRecognizing that for consumers it is about choice helps retailersbuild alternative menus and marketing strategies Looking atlifestyle and economic categories can help create new strategiesthat leverage what is offered and reach consumers up and downthe economic scale

The following strategies and marketing tactics will be demon-strated on the expo floor and in the Show amp Sell Center

1) The New Value Shopper Todayrsquos value shopper is some-times incorrectly confused with a budget shopper Todayrsquos shop-pers are looking for value alternatives to food purchases madeoutside the home with price as a consideration Highlightingfoods and techniques to add value through taste convenienceportion control or protein alternatives can teach the consumerhow to use the supermarket to enhance total meal planning andadd value at many levels

2) The Aspirational Food Shopper Beyond function andtaste brands must now be aspirational mdash that is they must rep-resent a goal the consumer hopes to achieve mdash and offer intangi-ble values that help consumers develop their identities Cus-tomers are attracted through image advertising co-brandingsponsorship fanzines websites virtual communities ethicalgrowth and intercommunity events Lifestyle marketing on pack-aging and in advertising identifies different cohort groups (likeattracts like)

3) Experiential Enchantment This is where eating (includingshopping preparing etc) creates a rewarding experience onmultiple levels (as cook as consumer as meal provider) Experi-ential elements include advertising in-store animations built-inexperiential products or concepts store ldquotainmentrdquo street mar-keting collectibles or event marketing (celebrities charactersetc) one-to-one co-creation and recognition or service It alsoincludes fund-raising events cooking classes sampling biggest-of-its-kind etc

4) Functional Satisfaction The functional shopper is lookingfor product quality product advantage trial promotions samplespost-purchase promotions loyalty programs etc Pricevalue is anelement but may not be the sole driver although this can includethe budget shopper The February Consumer Reports magazine list-ed tips for dieting on a budget Articles like this can be used to cre-ate special promotions or displays to attract this consumer High-lighting foods that show price vs nutrition can help consumersmake smart choices and let them know the store ldquofeels theirpainrdquo Donrsquot focus solely on price Show that quality taste andservice are very important Value quality and consistency are keysto satisfying customers

5) Teaching the customer your business If you can lowerthe price or add value by cutting costs or reformulating a recipeor suggesting alternative foods then do so And do it big Askcustomers what they want and then involve them in your ownPeoplersquos Choice Let the customer know yoursquore in this with themand you both benefit from savings or cost-reductions Donrsquot getso focused on price or value trade-offs that you forget our job isto create products that attract attention and invite customers tobuy Donrsquot ignore the economy but donrsquot let it be the driver in alldecisions Focusing on the Peoplersquos Choice will help you delivernew products and great merchandising DB

THE PEOPLErsquoS CHOICE


demo mdash not a sampling demo mdash that teaches them howto take a basic product and enhance it with little effort andminimal cost consumers will buy it Over and over wehear consumers donrsquot know how to cook or donrsquot want tolearn Therersquos a reason the Food Network is so popular Wehave the tools the products and the skills to teach 5-minute meals We should do it

DELI BUSINESS How about quality Is it taking a backseat to price

Christison Itrsquos not just about quality mdash itrsquos about valueSo itrsquos really a pricevalue issue Consumers expect to paymore for gourmet foods than for fast food They expect topay more for service items than self-service They expectto pay more for homegrown or fresh than frozen orprocessed But that doesnrsquot mean they donrsquot want valueand they wonrsquot hunt for a bargain Consumers are tradingdown for commodity items Theyrsquore choosing private labelstore brands and discount stores to save money Formany itrsquos a necessity

Over time we have taught consumers that if they waitlong enough items will go on sale As a result they believethe true cost or value of an item is the sale price While anarticle of clothing may go out of style if you wait for a pricedrop you canrsquot wait that long for a food item Thatrsquos whywe have the sell-by and use-by dates mdash to protect con-sumers who may wait a little too long

Consumers are smart They know that it takes time and

money mdash yours if not theirs mdash to cook and prepare ameal They know itrsquos a trade-off and the trade-offrsquos name isconvenience In the end itrsquos all about choice When con-sumers are faced with financial choices many of them cutback on food When things get better theyrsquoll start upscalingtheir diet and food choices By recognizing the issues andproviding alternatives retailers and manufacturers can helpall their customers

DELI BUSINESS You bring up an interesting pointabout the definition of value and it is the value equationthat is changing but how does someone define valueHow has its meaning changed over the last year

Christison In boom times itrsquos easy to have an ldquoattituderdquoabout your product and the value that the customer placeson it Itrsquos when times get hard and you have to do battle forevery dollar and every customer that the word ldquovaluerdquotakes on new meaning How each of us defines valuedetermines our personal spending plan and our commit-ment to the future During the good times prices are influ-enced most by the high-cost or upscale producer In arecession the low-cost producer takes over as consumerstry to control costs and add value Removing costs anddeadwood from the supply chain is important But so isproduct development and marketing that excites and moti-vates customers For some value is a cheaper product asmaller portion an alternative meal or home cookinginstead of eating out For others value is a trusted brand a

new product a lesson or an opportuni-ty to please someone I care about

DELI BUSINESS As we all beginour preparations to attend TheShow of Shows what are your lastwords until June 7th

Christison Knowledge is powerUnderstanding what is going on intodayrsquos economy understanding howitrsquos impacting your customers under-standing the pressures placed on youyour business and your family is thekey to change Without knowledgeyou have no power Donrsquot let ldquonopowerrdquo be in charge Use ldquoknowpowerrdquo to gain control and to build abetter future See you in June

DELI BUSINESS Thanks for takingthe time to speak to me about theupcoming Dairy-Deli-Bakery Semi-nar and Expo as well as insight intothe issues facing todayrsquos retailersWersquore all facing a time of challengesand difficult choices Itrsquos importanteveryone takes every opportunity tolearn grow and prosper regardlessof the economic environment Itrsquosevents such as this that give us thetools to inspire not only ourselvesbut also others to succeed Thanksfor your insight and Irsquom looking for-ward to seeing you in June DB

interview


floor plan

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16361650

16621670

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1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

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2046 B3

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2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

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2250 B3

2157 B2

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2465

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2565

2668 B2

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2733 A30

2931 A35

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3265

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3946

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2921 A20

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3737A6

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1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

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4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

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1437 B2

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Arising tide lifts all boats and the risingtide of Americansrsquo love of ethnic cui-sine mdash particularly healthful ethnic cui-sine mdash continues to spark sales ofGreek foods

American-made and imported Greekspecialties in the deli from cheeses and olivesto grilled vegetables flatbreads hummus andthe four primary dips of Greek cusine mdashtzatziki (yogurt and cucumber dip) taramos-alata (fish roe dip) melitzanosalata (eggplantdip) and skordalia (pureacuteed potato and garlicdip) continue to ignite shoppersrsquo imagina-tions and translate into brisk sales

Greek salad is highly popular at retailsalad bars Consumers are also showinggreat interest in different types of mezeserved alone or with other mezethes InGreece mezethes are often served asaccompaniments to drinks as an eating expe-rience distinct from a meal but in the UnitedStates they are often served as appetizersAkin to Spanish tapas mezethes can be hotor cold spicy or savory and often salty Con-sumers are also scooping up dolmades mdashgrape leaves stuffed with rice mdash Feta cheeseand Greek yogurt which is thicker thanstandard American yogurt

The best part for deli operators is thatwith some savvy product selection sourcingmerchandising promotions and employeetraining and education an impressive amountof room for continued growth remains

Respect The HeritageWhether a particular product actually

comes from Greece or not may well proveimportant to some consumers ldquodepending onwhat theyrsquore actually makingrdquo says AnthonyDiPietro vice president of George E DeLal-lo Co Inc in Jeannette PA ldquoYou haveitems that are designated to be grown only inGreece like a Kalamata olive or a Koroneikiolive or the Megareitiki olive which comesfrom a particular region in northern GreeceThose types of things are specific to Greece

Greece Is The WordDeli operators can draw consumers with this healthful Mediterranean cuisine

BY HOWARD RIELL

PH

OT

OC

OU

RT

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OF

DE

LA

LL

OC

O

INC




and have to be in [an olive mix] because ofthe authenticityrdquo

Greek food has not yet become so ubiq-uitous that Americans consider it part of thenational cuisine so it is imperative to honorits roots ldquoThe important thing here is torespect the part of that productrsquos profile thatidentifies it originally as Greekrdquo points outMary Caldwell marketing and merchandis-ing manager for New York NY-based Food-Match Inc a supporting member ofMediterranean Foods Alliance (MFA) partof Oldways Preservation Trust BostonMA ldquoIf you take something like tzatziki youwouldnrsquot necessarily expect to have Greekcucumbers and Greek dill but you wouldexpect it to be Greek strained yogurtrdquo

Cedarrsquos Mediterranean Foods in WardHill MA has introduced Greek-style tzatzi-ki which Dom Frocione vice president ofsales believes will be ldquothe next big thing inMediterraneanrdquo Originally used as a sand-wich dip tzatziki has done well on the EastCoast and is scheduled to debut nationallywith Safeway soon ldquoWe see people using itlike hummus Itrsquos a thicker consistency than

some domestic companies making it herewith sour creamrdquo Tzatziki was recentlyhailed as one of the top convenience foods inthe nation by Good Housekeeping magazine

Preparation is key ldquoWhen it comes tohow prepared dishes are maderdquo DiPietroexplains ldquoyou can use the same ingredientsused in Greece to cook Greek-style foodshere You might combine farmed-raised lambfrom the United States with Greek ingredi-ents You might have some specific differ-ences in flavor between a Greek-style lambfrom the United States and an actual Greeklamb dish but yoursquore still using a qualityproduct as far as the meat goesrdquo

Even though Greek cuisine has not beenabsorbed into ldquoAmericanrdquo cuisine ndash howmany young consumers today regard pizzaor tacos as ethnic mdash most consumers havebeen exposed to Greek food and know it tobe a ldquovery traditional food I think the Ameri-can consumer who is embracing more of thecultures of ethnic food has found it to bevery inviting and pleasingrdquo notes Food-Matchrsquos Caldwell Theyrsquore also ldquoexpectingmore above and beyond just what theyrsquovealready been introduced tordquo and deli opera-

tions can capitalize on this by offering a vari-ety of hot and cold options

Offer Prepared DishesWith the economy in the doldrums con-

sumers are becoming more value consciousand need a compelling case to be made for anew or impulse purchase Theyrsquore turning todelis for prepared foods that offer flavor andnutrition at a reasonable price and this iswhere Greek food should be positionedMany of the most popular Greek dishes areldquocomfortrdquo foods ndash those cooked by mothersand grandmothers of an earlier time foodsthat stretched the budget and fed the familyThey are also dishes that hold well and donot need to be eaten immediately uponpreparation

A popular Greek item in delis acrossAmerica is moussaka a traditional eggplant-based dish comprised of layers of groundlamb sliced eggplant and tomato toppedwith a white sauce and baked Another ispastitsio Commonly called Greek Lasagnait consists of a base layer of pasta and groundbeef with tomato sauce topped with acreamy cheese beacutechamel sauce and cookedto a golden brown Yet another item that isquickly becoming more mainstream isspanakopita a Greek spinach pie made withlayers of phyllo dough and a filling of sea-soned spinach onions and scallions feta andsometimes eggs

Falafel ndash spicy fried chickpea fritters mdash isthe fast food of the Mediterranean andthroughout the area people eat pita breadfilled with falafel salads and tahini sauce Forthe past six or seven months Kontos FoodsInc Paterson NJ best known for itsauthentic hand-stretched flatbread and phyl-lo dough has been marketing two varietiesof pre-made falafel according to DemetriosHaralambatos corporate executive chefOne is a frozen scoop-and-fry item theother is pre-formed and fried

ldquoFor the first time you are seeing a lot ofthese new retort mealsrdquo relates NassemZiyad general manager of Ziyad BrosImporting in Cicero IL ldquoItrsquos a bag-format fin-ished product that takes two minutes in amicrowave or five minutes in boiling waterrdquoFor the record a ldquoretort pouchrdquo is a heat-resistant bag made of laminated plastic filmsor foil heat-sealed and sterilized by pressure-cooking in a retort (autoclave) to yield com-mercially sterilized foods The pouchrsquos heat-treated food is safe from microorganisms

ldquoWhat yoursquore starting to see are newtechnologies coming out of Europe that havebeen around for a while there starting to pen-etrate here in the United Statesrdquo Ziyadexplains Like its Indian and Asian counter-parts Mediterranean foods in bag formats ndash

mostly rices thus far mdash are beginning tobecome more common ldquoYou literally takethe pouch out of the box tear the corner putit in the microwave and yoursquove got a ready-made meal in two minutes with no additionsto itrdquo Ziyad markets Souk a complete line ofready-to-serve products created solely forfoodservice operations including delis TheMediterranean line includes falafel taboullehhummus and baba ganoush products

Some deli operators are melding theirGreek offerings into a more encompassing

lsquoMediterraneanrsquo category that includes manydifferent pasta bases with feta cheese Takentogether Mediterranean foods are amongthe hottest of todayrsquos hot cuisines

Promote A Mediterranean DietDeli operators cannot go wrong promot-

ing the healthfulness of Greek cuisine TheMFA has long recognized the health benefitsof Mediterranean food and is trying to edu-cate consumers about healthful eatingthrough a Mediterranean diet Research con-

tinues to support the Mediterranean foodpyramid as a healthful model to follow

ldquoI believe Greek yogurt has been showingthe most growth and continues to do sobecause Greek yogurt is a part of a healthfulMediterranean dietrdquo says Rostom Baghdas-sarian of Karoun Dairies in Los Angeles CAldquoIt boosts the immune system alleviatessleep disorders and may increase the bodyrsquosfat-burning abilityrdquo

The relative merits of imported anddomestic Greek yogurt Baghdassarian sug-gests ldquoreally depend on the manufacturerand the productrdquo There are manufacturerswho use the authentic way of straining theyogurt to produce Greek yogurt he saysldquoand it tastes as good as the yogurt made inGreece But there are others who do notand when they make Greek-style yogurtyou can taste the difference right away Themain difference I would say is tasterdquo

Prepare The Department Any marketing activities centered on the

deli require the department itself be preparedto impress ldquoFirst of all the display case anddisplay window have to be absolutely spot-less and cleanrdquo suggests Tony Falletta vicepresident of marketing and sales for The FilloFactory in Dumont NJ

Signage and other informational literatureis crucial says Falletta but make sure to uselanguage consumers will respond to ldquoInmost cases you want to be persuasive tomass-market consumersrdquo he adds ldquoso ratherthan use the word lsquofusionrsquo when combiningcuisines for example stick to lsquomixrsquo ldquoIn aStop and Shop or Shop Rite mass-marketsetting lsquofusionrsquodoesnrsquot really workrdquo

Also make sure signs invite customers tosample and have plenty of small spoons and atrash container available ldquoso theyrsquore notputting trash all over the place and the areastays neat Sampling promotions work onlywhen theyrsquore contained and not draggedthrough the storerdquo Falletta says adding con-sumers tend to try a product if given a chance

Many deli managers are using themes todrive sales because they catch the con-sumersrsquo attention and spark their imagina-tion Manufacturers are usually eager andwell equipped to offer advice on setting up athemed promotion

Retailers can provide a wealth of attrac-tive and informational point-of-sale materialsthat should certainly include preparation tipsand even suggested recipes One way totransmit valuable information is to put photosand descriptions on tags identifying Greekand other ethnic items in the merchandisingcase and at the antipasti bar Letting cus-tomers know which items are imported andwhich are domestic is also important DB




Convenience Customization CombosThese are among the most profitablesandwich selling points Delis that offerboth pre-made and made-to-ordersandwich programs stand to reap the

benefits of repeat purchases because theyhave the opportunity to appeal to any con-sumer looking for a sandwich

ldquoSales are split fairly evenly for us about50 percent of the business is made-to-orderand the rest is pre-made grab-and-gordquoexplains Scott Zoeller director of deli mer-chandising Kings Super Markets Inc a 25-store chain based in Parsippany NJ ldquoPre-made sandwiches include cold prepared tunasalad chicken salad and cold cuts while ourmade-to-order sandwiches feature itemssuch as hot paninirdquo

Whether a deli offers pre-made made-to-order or both Rich Wright vice president ofsales and marketing at Dietz amp Watsonstresses offering a limited selection and doingthese sandwiches really well before expand-ing the offering ldquoThen you can build the pro-gram by adding variety Therersquos often a ten-dency to offer too muchrdquo

Finding the right sandwich mix for astorersquos demographics and concentrating onmaking those sandwiches the best possiblequality is crucial to a successful programErik Waterkotte director of marketing forJohn Morrell amp Co Cincinnati OH advis-es deli operators to ldquofind a good niche andexecute it well If you make it something youcan hang your hat on consumers will cometo your store to find itrdquo

A sandwich of the day or week is a goodmerchandising option according to Jim Con-roy president Conroy Foods Inc Pitts-burgh PA ldquoMake sure that all customers geta listing of the next sandwich special in orderto draw them back Keep account of whatspecialty sandwiches do best in repeat salesand offer them on a more frequent cycleThese practices will build a steady and

Programmed To SellDistinctive sandwich programs offer delis a sure-fire way to increase sales

BY CAROL M BAREUTHER RD


PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS


repeat customer baserdquoHarris Teeter a Matthews NC-based

chain that operates 178 stores exemplifiesthis program with its special Sub ClubMenu The weeklong menu offers dailymade-to-order 6-inch hot and cold subs spe-cials priced at $299 Hot subs consist ofpork barbecue meatballs and marinaraPhilly cheese steak sausage and peppers andbreaded chicken breast while cold subchoices include roast beef turkey ham club

pre-portioned inner-leafed meats in 23 vari-eties that we call our sandwich kit Each sliceis 3frasl4 ounce and there are two slices per leafThis cuts labor and helps in cost controlrdquo

A polyethylene bag with tear strip orwrap keeps pre-made sandwiches at theirbest quality notes Ken Burke vice presidentof sales and marketing for Costanzorsquos Bak-ery Inc Cheektowaga NY ldquoClamshells aremore expensive and allow in air that will dryout the bread Display sandwiches filling sideup not flat in the case so customers caneasily make their selectionrdquo

ldquoOne of our retail partners has installedcondiment stations in its stores so that thecustomer can apply the condiment they pre-fer in the amount they preferrdquo explains Con-roy Foodsrsquo Conroy ldquoIf you sauce sandwicheswhen making them the sauces will soak intothe bread By offering the condiment bar thecustomer gets a better productrdquo

John Morrell offers a merchandising pro-gram that includes labels and stickers ldquothatcan help improve the visibility of pre-madesandwiches on the shelfrdquoadds Waterkotte

Upscale To Up-SellUpscale ingredients are the key to

increasing the average price of a sandwichaccording to Conroy ldquoI would not pay morefor a sandwich that has a description of sayham American cheese turkey lettucetomato and mayonnaise mdash but I would for asandwich with hickory-smoked ham naturalturkey breast imported Asiago lettucetomato and a roasted chipotle sauce on cia-batta bread The food cost may be slightly


PHOTO COURTESY OF NORSELAND INC

and tuna Customers who purchase subswith the chainrsquos loyalty or VIC card earnpoints redeemable for a free sub In additionthe chain runs a weekly Foot Long Fridaypromotion in which all 12-inch hot and coldsubs are only $399 when purchased withthe chainrsquos VIC card

Suppliers offer a number of tips and tech-niques to assure sandwich programs are asuccess For example says Wright of Dietzamp Watson ldquoWe offer a 11frasl2-pound pack of


higher but the margin of profit would bemuch greaterrdquo

In the last few years sales of premiumsandwiches at quick-serve and fast-casualrestaurants have risen faster than the overallsandwich category According to Whatrsquos InStore 2009 from the Madison WI-basedInternational Deli-Dairy-Bakery Association(IDDBA) premium sandwich sales rose 108percent to $41 billion in 2007 compared tooverall sandwich sales which grew 71 per-cent to $182 billion

ldquoSupermarkets found that if they want tocompete in the prepared-foods arena theyhave to match the quality and variety ofrestaurant menu offeringsrdquo explains Conroyof Conroy Foods ldquoQuality means everythingRecent studies showed consumers are willingto pay more if they know theyrsquore getting thequality they pay for Some supermarkets aredoing a great job in creating more upscalesandwiches Theyrsquore using gourmet cheesesbreads and condiments to make restaurant-quality offeringsrdquo

John Morrellrsquos Waterkotte offers thiscaveat however ldquoDifferentiate your pro-gram from quick-serve restaurants and yourretail competition Create a signature lookfor your sandwiches whether they be pre-made or made-to-orderrdquo

Kings Super Markets has created a line ofsignature sandwiches ldquoWe use brand-namemeats and domestic and imported cheesesalong with breads and condiments to createseven to eight varieties of made-to-ordersandwiches unique to Kings and matchingwhat our demographic of customers arelooking forrdquo says Zoeller ldquoEven in our pre-made mdash what we call our Bistro Sandwich-

es mdash we offer something unique for exam-ple roast beef and Colby on pumpernickelrye with wasabi mayonnaise It offers cus-tomers something familiar but with a twistrdquo

Safeway a 1738-store chain headquar-

tered in Pleasanton CA offers 14 choices inits Signature Cafeacute Sandwich program Theyinclude new additions such as the Big Easymade with Black Forest ham salami Pro-volone olives and mayonnaise on crusty arti-san bread long-time favorites such as HailCaesar filled with pan-roasted turkey breastHavarti garlic spread tomato and green leaflettuce on Italian bread and three hot choic-es such as Philly Cheese Steak withchopped beef steak and white Americancheese served on a white roll

Bundling A Combo Meal A growing number of consumers are

looking for convenience coupled with a priceadvantage Quick-casual restaurants havealways catered to this segment at lunch timeand fast-food restaurants raised the anytimecombo meal to a marketing juggernaut Delidepartments have been slow to jump on thebandwagon Combo meals make up only 17percent of all deli prepared-food dollar salesaccording to Whatrsquos In Store 2009 So this isan area ripe for exploitation

ldquoCombining a sandwich with soup orsalad is still limited but itrsquos a big opportunityrdquoopines Wright of Dietz amp Watson

Jerry Shafir president of Kettle Cuisine


PHOTO COURTESY OF BEL BRANDS

P roducers have expanded their pre-sliced cheese lines to include name-controlled European cheeses and

unforeseen varieties Advances in packag-ing and production have resulted in anew category of cheeses mdash high-qualityproducts with immense merchandisingpotential for retail or foodservice

Retailers should emphasize the benefitsand applications of pre-sliced specialtycheeses as they introduce them to curiousconsumers suggests Kirsten M Jaecklemarketing manager of Madison WI-basedRoth Kaumlse USA Ltd One way is to quan-tify the value proposition She suggests

Pre-Sliced Cheese Goes Upscale BY ELIZABETH BLAND


Chelsea MA believes the successful pairingof sandwiches and soup relies on offeringldquothe right portion and price for example ahalf sandwich and 8-ounce cup of soup for$499 Thatrsquos a value in this economy

ldquoOffer at least three to four choices ofsoup and something on the lighter side suchas a broth-based chicken noodle vegetableor cream souprdquo he adds ldquoSomething like ahearty beef stew is too filling to pair with asandwich Also serve soups hot such asfrom a soup bar If customers have to buycold soup and re-thermalize it the comboquickly loses its convenience factorrdquo

Publix a 1000-plus store chain head-

quartered in Lakeland FL offers customersthe option of purchasing a sandwich or hotand cold specialty subs and wraps along witha 32-ounce fountain drink and bag of Dirtybrand potato chips for one value price

The challenge of combo-ing adds Wrightof Dietz amp Watson ldquois to tie it all togetherand make it convenient meaning makingsure customers can pick up all items andmove quicklyrdquo

One way to do this says Rod Steeledirector of category planning for deli at SaraLee Food amp Beverage Downers Grove ILldquois to create a sandwich center or pod thatcustomers see immediately upon entering

the deli This could be a refrigerated case infront of the deli counter for example wherepre-sliced meats and cheeses can be dis-played along with condiments Bread can beplaced at the end of the pod Wersquove evenseen retailers add produce mdash lettuce andtomato mdash to offer the entire solutionrdquo

The goals he continues are ldquoto let cus-tomers know this solution is available bringcustomers into the deli and expand usages byoffering customers opportunities to trade upand purchase add-ons Offering recipes is agreat way to make this suggestionrdquo

Another concept is to bundle sandwichesand go-alongs around a theme Aurora Gon-


emphasizing the time savings as a coun-terbalance to price points that are higherthan those for sliced commodity cheeses

One broad portfolio of pre-sliced spe-cialty cheeses comes through Anco FineCheese of Fairfield NJ Among the offer-ings are Brie slices from France Fol Eacutepislices from Holland and the Italian duo ofIl Villaggio brand Parmigiano-Reggianoand Valpadana Provolone PiccanteAncorsquos Frico line from Holland boasts notonly Gouda and Edam but also an agedFrisian cow Gouda a smoked Gouda andChevrette goatrsquos milk Gouda EmmanuelleHofer Louis director of marketingdescribes these cheeses as aged from spe-

cial areas and made with special careJamie Wichlacz marketing manager at

BelGioioso Cheese Inc in Denmark WInotes an increase in varieties in its line ofpre-slices ldquoBelGioioso has recently intro-duced pre-sliced Fontina to complementour line of other pre-sliced cheese Asia-go sharp Provolone mild Provolone andfresh Mozzarellardquo

This ldquoslicedrdquo Mozzarella is not a slicebut rather an entire sheet of flattenedpasta filata called Unwrap amp Roll ldquoItrsquos agreat idea for kids for cookie cut-outsrdquonotes Francis W Wall BelGioioso vicepresident of marketing ldquoItrsquos also verypopular with chefsrdquo The sheets let con-sumers and chefs custom-design Moz-zarella rolls with prosciutto basil andother fillings

One California producer stands out forits slices ldquoRumiano Cheese is the onlycompany in California that pre-slices Cal-ifornia cheeserdquo says Carissa Tourtelotcommunications coordinator of the Cali-fornia Milk Advisory Board (CMAB) inSan Francisco CA Owned by brothersBaird and John Rumiano itrsquos Californiarsquosoldest family cheese company

ldquoAbout one third of all our slicedcheese is Provolonerdquo says John RumianoldquoThe balance is made up of CheddarSwiss Monterey Jack and importedcheeses such as Havarti smoked Goudaimported Swiss and Jarlsbergrdquo

Rumiano Cheese has modified theshape of the cheese into longer loaves formore efficient production runs Each sliceis interleaved and the packages are filledwith a modified atmosphere of carbon

PHOTO COURTESY OF ANCO


over 100 stores in the Northeast displayedour meats in the bottom of its service caseand items such as olives Feta marinatedartichokes and roasted red peppers on thetop The result was a 10 percent increase insales of the Mediterranean products whichadded profit to its overall deli salesrdquo

Vendor OfferingsWhatrsquos In Store 2009 reports turkey ham

roast beef salami and bologna are the mostpopular deli meats Individual vendors sayoffering bold and ethnic flavors in both pro-teins and sandwich condiments as well asoffering a variety of bread options is key to

growing a successful sandwich programldquoOur best sellers are oven-roasted turkey

and hardwood-smoked hamrdquo notes BulmanldquoWe offer the twist of having removed muchof the saturated fat in the meats and replacedit with extra virgin olive oil for a flavorfulproduct certified by the American HeartAssociation In April wersquoll launch honeyturkey honey ham oven-roasted chickenbreast and bolognardquo

Test marketing in a northeast retail chainlast year ldquoshowed the introduction of ourinnovative products brought 20 percent newusers into the deli as measured through loyal-ty card data of people who hadnrsquot shopped


zalez spokesperson for Frito-Lay Plano TXa unit of PepsiCo which markets StacyrsquosPita Chips suggests ldquoBuild off interest in dif-ferent culinary experiences plus health andwellness by pairing pita chips with themedMediterranean sandwichesrdquo

Paul Bulman vice president of marketingfor Creta Farms USA LLC Lansdale PAadds ldquoOur olive oil-infused meat productsare best to merchandise as an entire Mediter-ranean concept This could take the form ofthemed sandwiches or sandwiches wherecustomers can order add-on ingredients suchas Feta cheese or roasted red peppersrdquo

Last year he explains ldquoOne retailer with

dioxide to prevent mold or spoilage A zip-per and tear strip add further consumerconvenience ldquoThe improvement of theequipment and the packaging keep thequality of the cheese at a high levelrdquoRumiano adds

ldquoYou have to keep [the pre-slicedcheese] as fresh as possiblerdquo explainsSebastien Lehembre product manager ofAncorsquos French line ldquoTo get the productfresh you cut and wrap The product tendsto lose its freshness but with the process-ing our vendors are using it keeps thefreshness through the shelf life of theproduct You want to find the same kindof taste that you get in a freshly cutwheelrdquo

Teri Lauretti senior account managerof Zullo Associates an advertising anddesign firm in Princeton NJ representingFinlandia Cheese Inc Parsippany NJattributes some of the recent pre-slicegrowth to a shift in demand toward thin-sliced deli meats She reports ldquophenome-nal growthrdquo in Finlandiarsquos deli slices not-ing the company has added new productsto the line such as thin-sliced SwissHavarti Gouda and Double Gloucester

Pre-sliced cheeses can be displayed inthe deli usually with pre-packaged delimeats advises Frank Belfiore marketingmanager at Finlandia ldquoPre-sliced cheese iseven growing in markets where consumersprimarily make behind-the-glass deli pur-chasesrdquo he says Furthermore the slicesplay into pre-packaged fresh grab-and-gosandwich programs in the deli providingthe benefits of portion control less wasteand less overhead in preparation

Some cheeses are naturally sliceablewhile others present challenges because ofcomposition shape and texture ldquoWedonrsquot do Parm in our market because it isso difficult to slicerdquo says Tourtelot

Other producers have opted to workwith hard cheeses and create successfulslices One such product is Bertozzi ParmaSlices genuine all-natural preservative-free PDO (protected designation of origin)Parmigiano-Reggiano from Italy in a traypack ldquoMaking the slices is very difficultbecause it flakes very easilyrdquo explainsCarlo Bertozzi president of ManagementResources of America (MRA) parent com-pany of Bertozzi Corporation of AmericaInc in Norwalk CT ldquoWe use a perfectParmigiano-Reggiano We take the slicesfrom the heart of the wheel It is like theculatello of prosciuttordquo Culatello is avariety of prosciutto made from the majormuscle group of the full ham

He says the Parmigiano-Reggianoshould be under the age of 18 months forbetter sliceability Youthful cheese has asmoother texture than extra aged cheesebut it still has the classic Parmigiano-Reg-giano flavor ldquoAny panino that includescheese I would also include Parmigiano-Reggianordquo he states ldquoCome on Itrsquos theking of cheesesrdquo

Soft cheeses have their own issuesHow might one turn a flat wheel of extracreamy Brie into perfectly sized sandwichslices The cheesemakers behind theCoeur de Lion brand have found a wayAccording to Lehembre the producers ofLes Tranches Creacutemeuses Brie slicesldquochange the shape of the cheese You can-

not produce it as a wheel Otherwise youwouldnrsquot be able to slice it They produceit as a loafrdquo What is missing visually isthe thick white rind ldquoThey donrsquot sprayany penicillium Therersquos no reason to havea rindrdquo

The slices which come separated byinterleaves for easy peeling have the req-uisite buttery and mushroomy flavor buttheir texture allows them to be folded ormelted The slices are sized for sandwichesbut they could just as easily be wrappedaround asparagus spears and served asappetizers ldquoPeople are looking tolsquogourmetifyrsquo their sandwichesrdquo saysLehembre ldquoTheyrsquore looking for somethinga little bit different

With restaurant traffic down con-sumers are turning to deli departments forboth restaurant-quality prepared foodsand ingredients to prepare some of theirfavorites at home Using high-end pre-sliced cheeses in the prepared meals andsandwiches can save time and expandoptions while promoting the retail pack-ages can draw in additional customers

Hofer Louis partially credits creativechefs for the increased interest in special-ty sliced cheese when consumers enjoy agourmet sandwich in a restaurant theywant to reproduce the same thing athome and the slices make this a conve-nient option

Bertozzi believes the slices fit well intothe American way of eating ldquoBecause ofthe number of foodies we believe the mar-ket is right for a more upscale naturalpanino a more sophisticated panino Thisis the consumer wersquore catering tordquo DB



the deli the previous 90 daysrdquohe continuesBold flavored meats are in demand states

Sara Leersquos Steele ldquoWersquove seen nice growthof flavored items such as our Cajun roastbeef In addition our Steakhouse Ultra Rareroast beef which we introduced last year istaking off in the Northeast where people liketheir beef on the rare siderdquo

Chicken sandwiches are surging in popu-larity growing at a faster rate than any othermenu item offered at American restaurantsaccording to Whatrsquos In Store 2009 and thetrend appears to be mirrored in the deli

ldquoChicken as a deli meat has enjoyed gooddouble-digit growth in recent years althoughitrsquos not yet reached the popularity of turkeyand hamrdquo relates John Morrellrsquos Waterkotte

Whatrsquos In Store 2009 also noted a trendtoward recreating familiar entreacutees in sand-wich form To capitalize on this Morrellintroduced an off-the-bone rotisserie-stylechicken breast for sandwich making andDietz amp Watson Co now offers southernfried chicken deli sliced meat

Cheese remains an integral part of theAmerican sandwich ldquoStandbys continue tobe Provolone Munster Colby Swiss andAmerican in addition to more flavorfulHavarti sharp Cheddar and Jalapentildeo Mon-terey Jackrdquoadds Steele

Soft rather than hard and crusty bread isleading the demand according to Ken Burkevice president of sales and marketing forCostanzorsquos Bakery Inc Cheektowaga NYldquoLast year we worked with a retailer in theNortheast that makes its deli sandwiches onciabatta bread Customers said they wantedsomething softer so they added our productAt first we were 20 percent of the salescompared to 80 percent for ciabatta A yearlater wersquore 90 to 95 percent of the salesrdquo

As for white versus wheat Burke notesldquoPeople say they want to eat healthfully butthey donrsquot necessarily do so in practice Salesof our whole-grain wheat have not taken offand in some markets itrsquos been discontinuedrdquo

Burke also sees retailers downsizing sand-wiches ldquoThe 9-inch sandwich rather thanthe 12-inch is the new benchmark in order tolower costs and maintain an attractive pricepointrdquohe contends

Mayonnaise remains the favorite sand-wich spread according to Whatrsquos In Store2009 followed by dressings mustard andbarbecue sauce

Megan Warmouth product manager atChicago IL-based Gordon Hanrahan andspokesperson for Lisle IL-based UnileverFoodsolutions the parent company of Hell-manrsquos mayonnaise reports ldquoHellmanrsquos has

recently introduced a line of sandwichsauces Flavors include ancho chipotlewhich is great for ham and shredded porksandwiches red pepper basil which is agreat accompaniment to oven-roasted chick-en or turkey breast creamy pesto whichpartners well with Italian cold cuts andhorseradish Dijon which is ideal for roastbeef and corned beef sandwichesrdquo

Conroy Foods offers some uniquely fla-vored bread spreads In the Beanorsquos line saysConroy ldquoWe offer Southwest saucewasabi deli mustard honey mustard all-American sandwich spread horseradishsauce and of course our signature itemBeanorsquos Original Submarine Dressing In ournew Deli Bistro line we offer mesquitesmoked roasted chipotle sweet chili pepperoriental mustard cilantro amp lime and orien-tal mustard These are the flavors that areshowing up on restaurant menus They canbe used to enhance the sandwich made-to-order program beyond the typical offerings ofmayonnaise and yellow mustardrdquo

A good example of this is the SignatureCafeacute Sandwich program at Safeway ItsGreat Western sandwich is made withsmoked turkey and pepper jack cheeseserved with Conroy Foodrsquos roasted chipotledressing DB

The Publishers Of DELI BUSINESS

Are Proud To Announce TheLaunch Of A New Magazine

For information regarding advertisingand distribution opportunities call 5619941118

or e-mail Lee Smith at lsmithphoenixmedianetcom

CheeseCONNOISSEUR magazine is a lifestylepublication providing sophisticated well-educated

foodies and industry professionals with informationabout specialty cheeses celebrity cheesemakers

and chefs wines travel opportunities and com-plementary foods and beverages

By distributing to consumers through foodretailers the unique strategic distribution

and circulation model offers access toupscale and affluent homeowners con-

sumers and professional decisionmakers

Go to wwwcheeseconnoisseurcomfor more information

S P E C I A L T Y C H E E S E

Every corner of Italy from Trentino AltoAdige to Sicily boasts cheeses of char-acter ldquoYou can go from one town tothe next and find completely differentproducts Not just the shape but a dif-

ferent taste too from fresh types such asCrescenza Burrata or Mozzarella that areproduced and eaten within 24 hours to veryold cheeses such as Bitto PDO [protecteddesignation of origin] from Valtellina agedseven yearsrdquo says Cesare Gallo president of

Formaggio DeliziosoFamiliar and exotic cheeses from the length and breadth of Italy remain favorites of American consumers

BY KAREN SILVERSTON


PH

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Savello USA Wilkes Barre PA While Parmigiano Reggiano PDO Grana

Padano PDO Pecorino Romano PDO andMozzarella account for the vast majority ofimported Italian cheese purchases many less-er known cheeses mdash at a variety of pricepoints mdash are growing in popularity Withmany supermarkets focusing on big sellersand competitively priced alternatives lessspace is available for high-end specialties butthe unique and the rare can still have success

ldquoWhen bringing in large quantities of thecore cheeses itrsquos easy to put a few cases ofother specialties in the containerrdquo explainsTom Gellert vice president of ElizabethNJ-based Atalanta Corporation importersof a broad selection of Italian cheese ldquoWehave great people looking for great productswe know where to go and we have cus-tomers who want them We never want tolook at cheese of lesser quality It is not com-ing down on quality It is a different selec-



tion Italy offers such a wide variety mdash morethan 500 cheeses mdash that it allows us toselect things that hit the right price point Atthe same time we recognize consumertastes have been evolving and consumersdesire high-quality specialty productrdquo

Piedmont cheeses newly available in thiscountry include three pasteurized-milk vari-eties mdash three-milk Robiola della Roccagoat-milk Robiola pura Capra mdash eachweighing approximately 300 grams mdash andCappricio a delicate little cheese made inboth a pure goat- and a three-milk versionweighing about 150 grams ldquoFor centuriesfarmers in lower Piedmont have been turn-ing their milk into delicacies These are fineexamples of the fresh cheeses from the

Langhe perfect on cheese plates a sophisti-cated buffet addition or high-end specialtycheese retail counterrdquo according to Mar-garet Cicogna specialist in Italian cheese andconsultant to Atalanta Robiola di Roccaver-ano PDO a young soft raw-goat-milkcheese mdash esteemed but not imported mdashinspires these cheeses

Fresh cheeses from Caseificio AltaLanga a Piedmont dairy are popular instores and restaurants Two of the best areLa Tur and Rocchetta ldquoNot long ago theywere new to the US market and now wesell more of them than other cheeses thathave been imported for many yearsrdquo saysDoug Jay president of Atlanta Foods Inter-national Atlanta GA ldquoWe fly them in every

week Theyrsquore approachable and subtle andthe sizes work well on cheese platesrdquo

Italyrsquos PDO cheeses are quite special andnot to be missed ldquoThese marks help buyersto select products and buyers believe thesemarks guarantee good quality high standardsand traditionrdquo relates Andrea Berti productmanager for Atalanta

Grana Padano And Parmigiano Reggiano

More than one-fifth of the cowrsquos milkproduced in Italy becomes Grana PadanoldquoGrana Padano is the top selling PDOcheese in Italy selling over 4 million [75- to80-pound] wheels a year and exports to theUnited States have nearly tripled over thepast 10 yearsrdquo notes Elisabetta Serraiottodirector of marketing and communication forthe Consorzio Tutela Grana Padano basedin Densenzano Del Garda Brescia Italy TheUnited States is Grana Padanorsquos secondlargest export market

Parmigiano Reggiano is the top sellingPDO cheese in the United States ldquoParmi-giano Reggiano is one of the cheeses that hasa lot of tonnage and makes up the majorityof sales but the specially selected andmatured Reggiano niche is growing withtypes such as Red Cow and White Cowgaining in popularity The Red Cow [calledVacche Rosse or Razza Reggiana] is sweetnutty and the story is very compelling Afine balsamic or a balsamic glaze is oftenserved to complement the mature Parmi-giano Reggianordquo says Jay

Nearly all Parmigiano Reggiano in Mode-na was made from milk of Bianca Modenesecows from 800 CE to the 20th centurywhen the breed declined in favor of higher-producing imported breeds By the end ofthe 20th century only a few hundred whitecows remained ldquoIn April 2005 one dairy inthe Modena hills revived this reciperdquo saysEmmanuelle Hofer Louis director of mar-keting for Anco Fine Cheese Fairfield NJldquoBeginning with the milk of 35 cows thedairy could make only one wheel per dayBianca Modenese milk is exceptionally richand calls for the cheese to be aged longerWe recommend a minimum of 30 monthsThe cheese has a finer texture smoothergrain and more complex flavor It is a season-al item so when it arrives it is very celebra-tory Americans do understand the differentvalue of small-scale artisanal productionrdquoOnly Anco is bringing in ldquowhite cowrdquo Parmi-giano Reggiano

Lucini Italia Organics Miami FL hasintroduced Organic Parmigiano Reggianoaged for 36 months ldquoParmigiano Reggianoaged 36 months is hard to find in Italy muchless in the United States To add the organic

PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

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TU

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LA

GR

AN

APA

DA

NO



status mdash certified to National Organic Pro-gram USDA [US Department of Agricul-ture] standards by both an Italian certifier andQAI [Quality Assurance International] -makes this a rare and unique treat much likean estate bottle of winerdquo says David Neu-man president Lucini Italia Organics ldquoIt ismade by one family near Emilia RomagnaTheyrsquove made four or five wheels a day for27 years Their cheese is revered The wheelis hand-cut and hand-wrapped in Italy tomaintain its organic integrity and is kept underrefrigeration so it is not compromised in anywayrdquo Hand-cut to a perfect 8 ounces sostores can sell it as an individual SKU it mustbe kept under refrigeration The trademarkedbox carries the endorsement of Dr AndrewWeil the renowned health advocate

Remind consumers to save any Parmi-giano Reggiano rinds to flavor soups mdashevery bit is edible advises Nancy Radkedirector of the US Information Office forParmigiano Reggiano and Fontina ValledrsquoAosta and president of Ciao Ltd Syra-cuse NY She calls it the ldquovegetarian soup-bonerdquo Rub the rind with a 5050 solution ofwater and white wine vinegar and then rinseit under running water before tossing it intothe soup pot Let the rind soften cut it into

small cubes and return the cubes to the soupfor surprising cheesy bites

Gorgonzola And Taleggio Gorgonzola PDO and Taleggio PDO are

produced in Lombardy and Piedmont withTaleggio production extending to VenetoSome cheesemakers make both varieties

Gorgonzola is offered in two varieties mdashthe more intense variety is Gorgonzola Pic-cante aged 90 days and the more delicatesofter Dolce aged 60 days ldquoGorgonzolaDolce was created in the 20th century toappeal to the American palate Now sales ofDolce are very close to sales of Piccante inItaly as well as in the United Statesrdquo accord-ing to Jay of Atlanta Foods

ldquoGood Gorgonzola has to be fresh Pinkon the borders is over the hillrdquo says Atalan-tarsquos Cicogna ldquoGelmini is recognized as oneof the finest producersrdquo Atalanta offersGelmini Gorgonzola in whole half and one-eighth wheels

Lactalis Deli a division of Lactalis USANew York NY offers Galbani GorgonzolaErborinato a gold medal winner at the 2008World Cheese Awards held in Dublin Ire-land It is available in one-eighth wheelsweighing 35 pounds ldquoAt retail it can be eas-

ily cut into wedges and rewrapped Chefsslice it and crumble it and it is ideal for food-service usage as wellrdquo says Antoine Troegel-er product manager for Lactalis Deli

Taleggio has a soft texture fragrantaroma and buttery flavor It dates back tothe 10th century in Valtaleggio in the Taleg-gio Valley in Bergamo Patches of mold onthe surface occur naturally during agingThey can be cleaned with salt water or gen-tly scraped Consortium regulations allowdry salting or brining followed by washingduring maturation they prohibit any otherrind treatment

ldquoTaleggio sales are growing Washed-rindcheeses are accepted more and more partlybecause some consumers are more educatedand partly because of the changing palaterdquoexplains Jay ldquoFive years ago we wouldnrsquotexpect this response to washed-rind cheesesCheeses with high quality and unique orcomplex flavors are still a growing marketrdquoAtlanta offers Gorgonzola and Taleggio fromCiresa a family-owned company in theLombardy region

ldquoTaleggio arrives ready to cut and eatRotation has to be fast It should be cut toorder and used quickly Itrsquos an outstandingcheese but delicate mdash itrsquos not a Parmigiano



Sheep have always outnumberedpeople in Sardinia a region boast-ing three PDO sheep-milk cheeses

Flocks freely graze wild herbs and grass-es throughout unspoiled inland Sardinia

Fiore Sardo the ldquocregraveme de la cregravemerdquoof Sardinia pre-dates 2000-year-oldPecorino Romano and is the only ItalianPDO cheese made from raw sheeprsquos milkThe shepherdsrsquo tools were a pot andwood fire They carved chestnut woodmolds with initials and a flower mdash fioremdash to imprint the cheese which agedthree to six months in their mountainhuts and acquired floral peppery flavorsand lightly smoky aromas

In 2008 38 farm dairies producedFiore Sardo with production totaling lessthan one million pounds according toDr Antonio Pirisi representative ofAssessorati Agricoltura e Riforma Pas-torale Sardinia Italy at the 2009 WinterFancy Food Show San Francisco CA

Pecorino Sardo Dolce PDO is madefrom pasteurized sheep milk and agedless than two months Pecorino SardoMaturo PDO also made from pasteurizedsheeprsquos milk but aged more than twomonths is pleasant and pungent

ldquoThere are several producers ofcheeses in Sardinia The large majorityprocess sheeprsquos milk Ferruccio PoddaSpA is the company we selected toimport based on its consistency in quali-

ty and assortmentrdquo says Cesare Gallopresident of Savello USA based inWilkes Barre PA

Podda Classico Misto is slightly pun-gent made from pasteurized sheeprsquos andcowrsquos milk The rind is rubbed with saltand water The consistency resembles agrana Color varies depending on ageand percentages of milks ldquoItrsquos a fantastictable cheese with a fruity taste aged atleast five months and we have a prod-uct aged over a yearrdquo explains Gallo

Podda Bello di Sardegna is a mildsemisoft whole sheeprsquos milk basket-stylecheese aged 90 days The paste has afew holes and the rind is rubbed with ablend of olive oil wine vinegar and salt

Podda Smeraldino a soft sweet deli-cate sheeprsquos milk cheese with an intensearoma and aged for at least 40 days isideal as a table cheese or sliced forroasting or grilling

Sardinia makes 98 percent of allPecorino Romano and also producesgoatrsquos and cowrsquos milk cheese such asCapradoro aged 120 days fromSardaformaggi

Complement Sardiniarsquos cheese withits olive oil bottarga (grey mullet roe)shepherdrsquos bread (pane carasau) orhoney Pair Fiore Sardo with a structuredred wine such as Cannonau di Sardegnaor a dessert wine such as amber coloredMoscato di Sorso Sennori DB

Sardinian Cheese

cheese taste is then very powerful Ourcheese is much milder allowing an elegantaftertaste of black truffle It really lends itselfas a table cheese and is a very good meltingcheese in any application where one is look-ing for a taste of mushroomsrdquo he adds

Brenta a sweet full-bodied mountain-style cheese named for the Brenta River innortheastern Italy is made in 13-poundwheels from pasteurized whole cowrsquos milkNormally aged two months it is also avail-able matured between four to six months

Crowning the Mozzarella category is fresh Mozzarella di Bufala CampanaPDO Campania Felix Tartufella is buffalomilk mozzarella with Umbrian truffleTartufella garnered its second World CheeseAward in 2008 in Dublin ldquoItrsquos not onlyAmericans who like it We found great suc-cess in Germany Belgium and Englandtoordquo says Enrico Parente owner of Agro-zootecnica Marchesa Grazzanise Italymaker of Campania Felix Mozzarella diBufala Campana DB

PH

OT

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ITR

EN

TIN

IUSA

Reggianordquo says Gallo of Savello USAwhich imports Carozzi ldquoLa BaitardquoTaleggio

Other CheesesAsiago cheese dates back 1000 years

Asiago Pressato aged 20 days is made frompasteurized whole milk while Asiago drsquoAlle-vo aged 4 months to a year or more ismade from raw skimmed milk Both areexcellent table cheeses

Enego is a fresh mountain cheese madeyear-round from the whole milk of cowsgrazing near Enego on the Altopiano di Asi-ago The soft sweet full-flavored paste ofthe 30-pound wheels is light in color withirregular holes throughout ldquoWe cook Enegoat a slightly higher temperature than AsiagoPressato and then age it over 40 days a bitlonger than Asiago Pressato The holesbecome more pronounced in this cheese asdoes the tasterdquo explains Dennis Panozzopresident of Chicago IL-based Monti Tren-tini USA LLC the importing subsidiary ofCasearia Monti Trentini SpA Grigno Italyproducers of Grana Padano PDO Pro-volone Valpadana PDO and Asiago PDOMonti Trentinirsquos Asiago drsquoAllevo Mezzanowon a gold medal at the fourth Olympics ofMountain Cheeses in 2005 in Verona Italy

Pannarello is a cheese that has cream mdashpanna mdash added ldquoWe start with pasteurizedwhole milk and add about 15 percent veryhigh-quality cream from Grana Padano pro-ductionrdquo notes Panozzo ldquoPannarello is lightand fresh on the palate and lsquocleans uprsquo at thefinish meaning there is no residual taste ofbutterfat as in Brie for instance The tex-ture is what makes this unique On the sec-ond taste the flavor becomes recognizablemdash just like a glass of cold fresh milk on ahot summer day This is a great cheese on abaguette or with a sparkling wine such asProsecco or Champagnerdquo

Caciotta Tartufo is made from pasteur-ized milk and black truffles from UmbrialdquoMany cheeses with truffles use goat orsheep milk andor goat or sheep rennet The


The partial hydrogenation process thatgave oils a longer shelf life and a highersmoke point also created trans fatwhich has been linked to heart diseaseobesity and other health concerns At

the same time this link was being explored anenvironmental spotlight was directed at recy-cling and proper disposal of waste materialsWhile waxing and waning support of healthand environmental concerns has affected thecost and ability to cater to both causes over-all demand for healthful environmentallyfriendly products over the past five years hasexpanded the options for both trans fat-freeoil and cooking oil disposal And it appearsthat recent economic turmoil is not going tohave a negative effect on the equation

Healthful ChoicesTrans fat-free oil options have become

numerous enough and affordable enough somost delis have already become almost ifnot entirely trans-fat free Most of the lead-ers in supermarket delis began this transitionabout three years ago if not earlier

Grocery has reflected the phasing out oftrans fats for a number of years now Mostitems proudly display ldquoTrans fat freerdquo or simi-lar verbiage on packaging

ldquoAs consumers wersquove been hard pressedto find stuff with trans fats for a while Delishad to follow suit with the rest of the storerdquoexplains Mike Castagna senior categorymarketing manager for Ventura Foods BreaCA ldquoVentura Foods sells a lot of oils to thedeli segment and easily 90 percent of ourdeli customers are trans-fat freerdquo

Research and development into theplants from which oil is derived have expand-ed the variety of available trans fat-free oilsAny commodity oil starts out trans fat-freehowever its acids can cause the oil todegrade quicker and smoke at a lower tem-

Cooking Oil Enters A New AgeWith the switch to trans fat-free almost universal and disposal becoming a profit center the world of cooking oil has fundamentally changed

BY TRISHA J WOOLDRIDGE

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


perature than is commercially desirable Par-tial hydrogenation strengthened these oilsmaking them break down over a longer peri-od of time and at higher temperaturesAdjusting the acids in the plant ndash often atseed level ndash can produce an oil that does notrequire partial hydrogenation for stabilitySometimes the altered seeds produce aneven more stable product than partial hydro-genation could produce

Additionally some companies are usingdifferent methods of purification to achievehigher stability Stratas Foods in MemphisTN uses ldquoultra-purificationrdquo to add stabilityto the Mazola ZT Soy Select notes TomBandler general manager for branded prod-ucts Soy is grown all over the United Statesmaking it an affordable option for oil but itneeds added stability for storage and uselongevity in foodservice applications

He contends delis have gone beyondconverting to trans fat-free oils and are tryingmany options to see which is the best fitThe variety means delis can shop around tofind an oil that suits their needs and flavorprofile while offering the best value

The two top cooking oil choices are stillcanola and soybean oil engineered or adjust-ed to be trans fat free according to VenturarsquosCastagna Canola edges out soybean in delisbecause it has a lower saturated-fat content

Bill McCullough director of marketingfor Bunge Oils Inc St Louis MO says thecompanyrsquos Nutra-Clear NT is canola oilwith omega-9 fatty acids making it a superi-or nutritional value Canola oil he adds isthe only oil that can use a qualified Food andDrug Administration (FDA) health claimsuggesting it may be beneficial for reducingheart disease risk In addition Nutra-ClearNT has a fry life that is equal to or betterthan hydrogenated oils

There is still demand for high-oleic (astabilizing fatty acid) sunflower oil Ban-dler notes Corn oil or blends of veg-etable oils are also options Just aboutany oil delis frequently use can now beobtained in a trans fat-free form often ata price comparable to the higher value

Most trans fat-free oils cost more percase than commodity trans-fat oilsHowever their value may be significant-ly better For example if a commodity oilcosting $20 per case lasts 2 days it costs$10 per day However if a specialty oilaltered to be stable without trans fatscosting $30 per case lasts four days itcosts $750 per day Since it also meetsconsumer demands for a trans fat-freefood the value increases even more

Beyond The Deep FryerAlthough deep-frying is the first

cooking method that springs to mind in anydiscussion of cooking oil it is certainly notthe only preparation method to utilize cook-ing oil Pan-frying sauteacuteing and grilling areincreasing deli options and for those prepsaerosol or liquid sprays are often more appro-priate choices than jugs of oil Besides allow-ing cooks to use less oil sprays are oftenavailable in flavored and seasoned varietiesFurthermore spray cans may extend the oilrsquosshelf life

ldquoOils in aerosol containers are hermeti-cally sealed during the manufacturingprocessrdquo explains Ginny Bales marketingmanager for Par-Way Tryson Company StClair MO ldquoThat means oils are not exposedto light or air as with liquid oils which cancause degradation and reduced shelf liferdquo

Bungersquos Nutra-Clear NT can be used inany application where salad oil would tradi-tionally be used from aiumloli to vinaigretteexplains McCullough This enables operatorsto reduce the number of oils they carry

The grade of olive oil that would be inex-pensive enough to use for deep-frying hastoo low a smoke point for this use But con-sumers are seeking olive oil because itrsquos highin omega-9 acids the body needs to maintaingood cholesterol levels Savvy deli operatorscan promote its use in a number of non-fryapplications such as steaming grillingpreparing salads or adding to a sandwich

Steve Kaufman executive vice presidentof De Medici Imports Elizabeth NJ recom-mends AlrsquoOlivier spreadable olive oils whichcan be used in foodservice for pan frying andto prepare a variety of dishes such assteamed fish and vegetable sides They canbe used to ldquoeliminate the butter or mayo ona sandwich and offer a healthful tasteful

alternativerdquohe explains

Disposal IssuesOil disposal has emerged as a significant

environmental issue and recently disposaloptions have expanded

Traditionally grease dumpsters mdashenclosed bins for cooking oil emptied by acompany hired for that purpose mdash havebeen the most common disposal route saysCastagna The removal companies mademoney through repurposing Oil reclamationcompanies are now reselling or reprocessingfor biofuels so used cooking oil pickup caneither be free or a source of income ndash somecompanies are paying for used cooking oil

Bungersquos Website offers operators a list ofdiscard services in their area Of courseMcCullough adds whether these pickup ser-vices will continue to be free or profit-gener-ating depends on the price of crude oil

Three-and-half to four billion pounds ofcooking oil are disposed of each year accord-ing to Castagna A major chain probably dis-cards 10 to 15 million pounds a year Optionsfor its repurposing include fueling the chainrsquosown trucks a chain with this much usedcooking oil could replace 5 percent of its totalfuel usage with repurposed cooking oil

ldquoRight now biofuel makes up less than 1percent of the entire fuel consumption butitrsquos in its infancy stagesrdquo he adds ldquoIt doesnrsquothave to take forever to change and it doesnrsquothave to be a big change such as 50 percentconsumption [being biofuel] Five percent is abig change Ten percent is a huge changerdquo

When fuel was at some of its highestprices last year the demand for used cookingoil to make biofuel spiked However nowthat the price of crude oil has gone down

the biofuel demand has also gone downslowing the industryrsquos growth and profits

Regardless of the current lull in biofueldemand ldquoThe green initiative is No 1 ona lot of peoplersquos platesrdquo Castagna contin-ues ldquoThere are no bad consequences togoing green It saves money in the longrun and you feel good about thechanges And this is not just for oil anddelis mdash everyone is looking to reducetheir carbon footprint and their impact onthe earthrdquo

Finally Bunge now offers operatorsits Fry Station Training video a dual lan-guage (Spanish and English) trainingDVD that instructs deli associates ineverything from proper cooking tempera-tures to cooking techniques to cleaningand discard procedures ldquoIt helps opera-tors get the most out of the oilrdquo McCul-lough says ldquoIn the past many operatorstreated oil as part of the equipment notpart of the cooking processrdquo DB



TechNewsMartin

Mitchelltechnical

director of theRefrigeratedFoods Association(RFA) and manag-ing director of Certified Laboratoriescompiles TechNews

The information has been compliedfrom press releases news articles andgovernment announcements and policyclarifications Additional information maybe obtained by contacting RFA byphone at 770-452-0660 or online at wwwrefrigeratedfoodsorg

NCFST Receives Regulatory Acceptance Of Novel Food Sterilization ProcessSummit-Argo ILFeb 27 2009

The National Center for Food Safety andTechnology (NCFST) Illinois Institute of Technology (IIT) and Avure Technologies Incannounced that the US Food and DrugAdministration (FDA) has accepted theresearch institutersquos filing of a new food-sterilization process The NCFST filing is the first-ever petition to FDA for the commercial use of pressure-assisted thermalsterilization (PATS) processes for applicationin the production of low-acid foods

PATS is a promising new technology thatsignificantly improves the quality of thermally processed foods whilesimultaneously eliminating the food-safetyrisks associated with dangerous bacteria suchas Clostridium botulinum and its toxins Thenovel process which combines mild heatwith high pressure to produce commerciallysterile low-acid food products underwent arigorous validation process and safetyassessment by NCFST researchers and itsDual Use Science and Technology (DUST)consortium members The 7-year multimilliondollar collaborative effort included scientistsand engineers from Avure Technologies USArmy Natick Soldier Research Developmentand Engineering Center (RDEC) BaxterHealth Care ConAgra Foods Hormel FoodsGeneral Mills Basic American Foods Unileverand Mars Co

FDA requirements for registration manufacturing and process filing of low-acidcanned foods (LACF) are codified in Title 21Code of Federal Regulations Parts 108 and 113 Filers must provide extensive information regarding critical factors andprocessing steps showing with a high degreeof confidence that the process used to manufacture a food will not permit thegrowth of microorganisms of public healthsignificance NCFST demonstrated the PATSprocess is capable of verifiable and reproducible inactivation of C botulinumspores from ambient stable low-acid foodsThe NCFST team established process efficacythrough an inoculated pack study using amulti-strain cocktail of C botulinum sporesand mashed potatoes

NCFST worked closely with its processauthority Seattle WA-based InternationalProduct Safety Consultants (IPSC) and FDAto establish validation procedures protocolsand testing for PATS and in developing therequisite reports for the LACF filing Processvalidation testing began in 2006 and the

application was submitted to FDA in September 2008

ldquoThe threat of botulism makes low-acidfood production especially challenging forfood manufacturersrdquo says Larry Keener DUSTvalidation team leader and president of IPSCldquoWith this FDA LACF filing NCFST and itsindustry collaborators have demonstratedproof-of-process efficacy for this excitingnew technology Essentially PATS combines a non-thermal technology high-pressureprocessing (HPP) which has been used successfully for many years to pasteurize avariety of refrigerated foods including meatas well as high-acid and acidified foods withmild heat to achieve sterilization tempera-ture It is truly a breakthrough process interms of reducing the risk of C botulinumcontamination in these types of foodsrdquo

The PATS process added Keener is a bigstep forward for the food industry inproviding an alternative to retort processingwhich involves extensive exposure of thefood to high temperatures ldquoPATS offers foodmanufacturers an opportunity to provideconsumers value-added foods with highernutritional content as well HPP has traditionally provided quality improvementsin foods such as avocado juice and some delimeats The PATS process extends the qualityimprovement benefits of classical HPP withthe benefit of mitigating the food-safetychallenge posed by C botulinumrdquo

Pat Adams CEO of Avure Technologiesthe Kent WA-based global experts in HPPtechnology says regulatory acceptance ofthis innovative process is an important stepfor the food industry ldquoThis technology mayprovide food producers with an alternativeprocessing means that utilizes less energyand creates better-tasting products thansome current offerings Avure is developingthe systems to commercialize the processwith the expectation we will further reducethe thermal requirements and enable production of products that equal or exceedfrozen foods but that can be distributedwithout the need of refrigerationrdquo

Chair of the DUST Microbiology Committee Phillip Minerich PhD vice president of research and development withHormel Foods Corp notes the new processwill have a big impact on food safety andquality assurance for the low-acid foods processing sector ldquoAny time you can combinean innovative processing technology andfood safety is a win for the consumer andindustry The PATS process produces very highquality commercially sterile foods using atechnology that has been studied for decades

and is currently used as a food-safety inter-vention for select sliced deli meats shellfishavocado fruits jams jellies and juicesrdquo

Salmonella Outbreak Could Last Years25feb09Atlanta Journal-ConstitutionCraig Schneiderwwwajccommetrocontentmetrosto-ries20090225georgia_peanut_salmonellahtml

The national salmonella outbreak linkedto more than 2600 peanut products couldlast as long as two years as contaminatedfoods sit like ticking time bombs on storeshelves and kitchen cabinets federal healthofficials said Wednesday

Identifying those products and ensuringtheir removal has been complicated and confusing said Dr Stephen Sundlof directorof food safety at the US Food and DrugAdministration (FDA)

ldquoWersquore really concerned This is not overyetrdquo Sundlof said He said the outbreak couldlast as long as products are available possiblyas long as two years

Thatrsquos because peanut products seeming-ly harmless as they linger in homes and themarketplace can have a relatively long shelflife officials said Vegetables and meat thatspoil relatively quickly must be thrown away

The recalled products that officials saidwere produced by Peanut Corp of America mdashpeanut butter peanut paste granulatedpeanuts and others mdash became ingredients in thousands of other foods distributed across the United States and about 20 othercountries

Despite one of the largest food recalls inUS history including 2670 foods as of Feb 24 up to two dozen salmonella cases continue to be reported each week Thatrepresents a decline from the peak in December when as many as 60 new caseswere reported in a week

I N F O R M AT I O N S H O W C A S EReceive supplier information fast using the Deli Business Information Showcase

By Phone bull By FaxHerersquos How Contact the advertiser directly via the Website e-mail phone or fax listed in the ad

COMPANY PAGE CATEGORY PHONE FAX


Alexian Pacircteacute 33 Pacircteacutes 800-927-9473732-775-3223

American Cheese Society 6 Trade Association 502-583-3783502-589-3602

Atlanta Foods International 19 Cheese 404-688-1315404-223-6637

BE Green Packaging LLC 50Green Packaging 805-456-6088

Beemster 5 Dutch Cheese 914-374-6891

BelGioioso Cheese Inc 11 Cheese 877-863-2123920-863-8791

Bunge Oils 15 Oil 800-828-0800314-292-4797

Campania Felix 53 Buffalo Cheese 39-0823991820 39-0823563984

Cheeses of France 13 French Cheese 207-775-4100

Cibao Meat Products 23Hispanic Deli Meats 718-993-5072718-993-5638

George E DeLallo Co64 Olives amp Antipasto 800-433-9100724-523-0981

Don Miguel63 Mexican Food 877-364-4835

Fiscalini Cheese Co 47 Cheese800-610-FARM209-545-5008

FoodMatch Inc 42 Olives 800-350-3411212-334-5042

Vincent Giordano Corporation 45Roast Beef 215-467-6629215-467-6339

IDDBA 20-21 Trade Association 608-310-5000608-238-6330

Innovasian 35Asian Food 425-251-3706425-251-1565

Jana Foods LLC 18 Cheese 201-866-5001201-866-3004

Kingrsquos Hawaiian 17 Bread 800-800-5464310-533-8352

Kontos Culinary 43Greek Foods 410-798-5090410-798-5092

Magic Seasoning Blends 26 Seasoning Blends 504-731-3519504-731-3576

Miatech Inc18Deli Service Cases 800-339-5234503-659-2204

Monti Trentini 55 Italian Cheese 312-485-7171312-943-3838

Nuovo Pasta Productions Ltd 38 Pasta 800-803-0033203-380-4091

Piller Sausages amp Delicatessens Ltd 46 Deli Meats 800-265-2628519-743-7111

Placon 31 Packaging 800-541-1535608-271-3162

Principe Food USA Inc 28 Prosciutto 310-680-5500559-272-6183

Queso Campesino 24 Hispanic Cheese 303-316-4251303-316-4249

Redondo Iglesias USA2 Serrano Ham 718-729-2763718-937-3250

Rubschlager Baking Corporation26 Bakery 773-826-1245773-826-6619

Sabra Dipping Company LLC 41 Hummus 718-932-9000866-675-3772

Stefano Foods Inc 7 Stromboli 800-340-4019704-399-3930

Ventura Foods LLC 59Shortening Oils Spreads 877-VENTURA303-679-0095

Wilkinson Industries Inc 36 Packaging 800-456-4519402-468-5124

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 responsibility forall 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 agencies agreeto 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 the pub-lisher associated with such legal action or claims The publisher reserves the right to accept or reject advertising that he believes does not meet the publicationrsquos standards Advertising appear-ing in editorial format may or may not be accepted by the publisher and if published will be properly labeled ldquoadvertisementrdquo Publisher is not liable for non-delivery or delays caused by anyfederal 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 slowdown orany condition or act of God affecting delivery and beyond the control of the publisher

tefano Grizaffi (pictured right) was born in1896 in Vallelunga Sicily Together with hiswife Lucia DiMaggio Grizaffi he workedhard preparing good-tasting Italian meals fortheir family

After immigrating to the United States in the 1960s as chil-dren Enrico Piraino president of Stefanorsquos Foods CharlotteNC and his brothers longed for their grandparents ldquoOld WorldItalianrdquo cooking so Piraino learned their secret family recipes

In summer 1976 he opened his first store StefanorsquosDelicatessen and Pizzeria in New York Customers came fromNew Jersey and all areas of New York to eat pizza calzonestromboli and a variety o stuffed breads

In 1979 Piraino started manufacturing Stefanorsquos productsfor the northeastern and southeastern US market from asmall manufacturing facility on Long Island Wanting to honorhis grandparents cooking as the company grew he dedicatedhimself to maintaining family traditions of authenticity qualityand delicious taste The company used hand-stretched doughstuffed with real cheeses and fresh meats and vegetables

Today the company serves most US cities from its manu-facturing facilities and headquarters in Charlotte StefanorsquosFoods is now an independent operating company of SmithfieldFood Inc Smithfield VA

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 description of the photo Please send material to Editor DELI BUSINESS PO Box 810217 Boca Raton FL 33481-0217

or e-mail DeliBusinessphoenixmedianetcom For more information contact us at (561) 994-1118

S

Blast From The Past


Stefanorsquos Foods


MERCHANDISING REVIEWSGreece Is The Word 39Deli operators can draw consumers with this healthful Mediterranean cuisine

Programmed To Sell 44Distinctive sandwich programs offer delis a sure-fire way to increase sales

14


COVER STORY

FEATURESiexclComida Muy Deliciosa 22The hot Hispanic food segment provides meaningful opportunities for deli profits

A Chicken On Every Plate 25Delis are well positioned as the go-to option for this popular protein source



39












TECHNEWS 60




52

27



COM

ING

NEXT
























TRISHA J WOOLDRIDGE





JAMES E PREVOR

























26THANNUAL



wwwcheesesocietyorg





D E L I W A T C H


Transitions


Announcements










D E L I W A T C H

New Products


















































C O V E R S T O R Y






























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

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2660 B32666

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2733 A30

2931 A35

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3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

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3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

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3825 B4

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3837 A43843 B2

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3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

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4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

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4263

4362

4265 B2

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2539 A6

2637 A8

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3119A83129 A43137 A8

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3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

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1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

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1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

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1437 B2

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BY HOWARD RIELL

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INC











































PH

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BY KAREN SILVERSTON


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FIN

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PH

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Sardinian Cheese




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ITR

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TIN

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods












TECHNEWS 60




52

27



COM

ING

NEXT
























TRISHA J WOOLDRIDGE





JAMES E PREVOR

























26THANNUAL



wwwcheesesocietyorg





D E L I W A T C H


Transitions


Announcements










D E L I W A T C H

New Products


















































C O V E R S T O R Y






























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

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tn

eC

ss

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gn

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dl

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Wa

ig

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eG

AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

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3337A8 3325A43331A4

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BY HOWARD RIELL

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DE

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PH

OT

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WH

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BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods



COM

ING

NEXT
























TRISHA J WOOLDRIDGE





JAMES E PREVOR

























26THANNUAL



wwwcheesesocietyorg





D E L I W A T C H


Transitions


Announcements










D E L I W A T C H

New Products


















































C O V E R S T O R Y






























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

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DIret

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wo

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3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

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BllaH

4Blla

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BY HOWARD RIELL

PH

OT

OC

OU

RT

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OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

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OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods





D E L I W A T C H


Transitions


Announcements










D E L I W A T C H

New Products


















































C O V E R S T O R Y






























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

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DIret

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Samp

wo

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3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

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BllaH

4Blla

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BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods


D E L I W A T C H

New Products


















































C O V E R S T O R Y






























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

BD

DIret

neClle

Samp

wo

hS

3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

H3

BllaH

4Blla

H5

B llaH









BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods








































C O V E R S T O R Y






























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

BD

DIret

neClle

Samp

wo

hS

3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

H3

BllaH

4Blla

H5

B llaH









BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods
























C O V E R S T O R Y





















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

BD

DIret

neClle

Samp

wo

hS

3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

H3

BllaH

4Blla

H5

B llaH









BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods















C O V E R S T O R Y







F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

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tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

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AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

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BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods

F E A T U R E











F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

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sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

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gnisidnahcreM

stcudorPweN

srsquoA

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3337A8 3325A43331A4

3425 A43431 A4

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1417 A41423 A41429 A4

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BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods


F E A T U R E














2 Salsa


4 Beans refried


6 Bakery Items


8 Cheese

9 Picante




F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

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uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

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sekaC

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BY HOWARD RIELL

PH

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OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

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OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods


F E A T U R E
























BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

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DIret

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Samp

wo

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3337A8 3325A43331A4

3425 A43431 A4

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1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

H3

BllaH

4Blla

H5

B llaH









BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods










BY BOB JOHNSON























SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

BD

DIret

neClle

Samp

wo

hS

3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

H3

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4Blla

H5

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BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods

















SPONSORED BY



JUNE 7-9 2009



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

-7

en

uJ

re

tn

eC

ss

er

gn

oC

dl

ro

Wa

ig

ro

eG

AG

a

tn

al

tA

2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

sdner Tt oH

sekaC

sl aeM

gni gakcaP

saedIhserF

il eD

gnisidnahcreM

stcudorPweN

srsquoA

BD

DIret

neClle

Samp

wo

hS

3337A8 3325A43331A4

3425 A43431 A4

90raMre v

1317 A41323 A41329 A4

1417 A41423 A41429 A4

2Blla

H3

BllaH

4Blla

H5

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BY HOWARD RIELL

PH

OT

OC

OU

RT

ESY

OF

DE

LA

LL

OC

O

INC











































PH

OT

OC

OU

RT

ESY

OF

WH

OL

EF

OO

DS












































































































BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

ZIO

TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods



PH 310 680-5500 bull Fax 559-272-6183

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

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2e

ka

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D-yri

aD

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tn

eC

ss

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dl

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Wa

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AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

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BY HOWARD RIELL

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BY KAREN SILVERSTON


PH

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RT

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OF

AN

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FIN

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HE

ESE

















PH

OT

OS

CO

UR

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Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods

schedule










1140 AM-1230 PM


Tuesday June 9 2009












830-915 AM








Monday June 8 2009



speakers







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

DI9

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tn

eC

ss

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gn

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dl

ro

Wa

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AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

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3337A8 3325A43331A4

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1417 A41423 A41429 A4

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BY KAREN SILVERSTON


PH

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RT

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OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

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TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods







rdquo

interview
























interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

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uJ

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tn

eC

ss

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gn

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dl

ro

Wa

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AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

eseehC

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sekaC

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srsquoA

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3337A8 3325A43331A4

3425 A43431 A4

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BY HOWARD RIELL

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BY KAREN SILVERSTON


PH

OT

OC

OU

RT

ESY

OF

AN

CO

FIN

EC

HE

ESE

















PH

OT

OS

CO

UR

TE

SYO

FC

ON

SOR

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TU

TE

LA

GR

AN

APA

DA

NO





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods















interview















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

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eC

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dl

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Wa

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AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

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Sardinian Cheese




PH

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods















interview
























interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

00

2e

ka

B-ile

D-yri

aD

SrsquoA

BD

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dl

ro

Wa

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AG

a

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al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

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Sardinian Cheese




PH

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OC

OU

RT

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ITR

EN

TIN

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods














interview


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

3672 B2367636783680368236843686B2

3647 B4

3746 B4

3657 A63665 A43671 A43677 A43683 B23687 B2

3782 B23786 B4

3721 B237273729 B2

3820 B23826

3725

38243828B2

3745 A63753 A43759 37613765 A43771 A43777 A43783 B3

3882 B3

3825 B4

3924 B23928 B2

3837 A43843 B2

3942 B2

3847

3946

3849 B23855 B2

3948 B23954 B2

3861 B33867 B23873 B23877387938813883 B2

3960 B239643966 B23972 B23976397839803982 B2

4025 B24029 B2

4124 B24128 B2

4037 B240414055405740594061 B24067 B24071407340754077407940814083 B2

4154

4053

4152415641584160 B24166 B24170417241744176417841804182 B2

4137 B241414143 B2

4236 B242404242B2

4149 B24153415541574159416141634165 B24171B2417541774179418141834185 B2 4129 B2

4228 B2

4121B3

4220 B24224

4127

42264248 B24252

4043 B2

4136 B241404142 B2

4049 B2

4148 B2

425442564258426042624264 B24270 B2427442764278428042824284 B2

4237 B24243 B24249 B2425342554257425942614271 B2427542774279428142834285 B2

4348 B243524354435643584360

4263

4362

4265 B2

4364 B24370 B2437443764378438043824384 B2

4315 B343214323432543274329 B24337 B3434343454347434943514353B24359 B24363436543674369 B24375 B243794381438343854387 B2

noitceS

BA

MC

1915 A81925 B21929 B2

2024 B22028 B2

2017 B22021202320252029 B2

2128 B22116211821222124

2115B2

2214B2

21212123 B22129 A4

222022222224

2215A42225A8

noitceS

ni snocsiW

3927 B3

4026 B3

3937 B2

4038 B2

3943 B23953 B239573959396139633965 B23971 B23975397739793981 B2

4042 B2

3947 B2

4046 B24052 B240564058406040624064 B24070B24074407640784080B2

3515A43521 A43527 B3

3626 B3

3615 A83625 B2

3724 B2

3629 B2

3728 B2

9

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2e

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B-ile

D-yri

aD

SrsquoA

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Wa

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AG

a

tn

al

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2848

ECNARTNE

2319 A4

2415 A8

2325 A8

2425 A8

2515 A10

2619 A62627 A6

2539 A6

2637 A8

3215 A83225 A43231 A6

3119A83129 A43137 A8

3239 A6

3315A8

3419 A4

2725 A15

2921 A20

1137 A121169 A4 1151 A81161 A6

3637 A8

3737A6

2527 A42533 A4

1253 B212591261126312651267 B2

1352 B21358

1257

13561360136213641366 B2

1351 B213611363136513671369 B2

1450 B214601462146414661468 B2

1455 B2145914611463146514671469 B2

1554 B21558

1357 B2

1456 B2

15601562156415661568 B2

4217 B24221422342254227

4316 B24320432243244326

4229 B2

4328 B24336 B243404342 B2

4241

1437 B2

yr ekaB

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3337A8 3325A43331A4

3425 A43431 A4

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Sardinian Cheese




PH

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RT

ESY

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MO

NT

ITR

EN

TIN

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods


floor plan

1537153915511555156315671571

16361650

16621670

1637164316451647

1744

164916551657165916611667

1742174817501754175617581760

1737174117451751175517611763176517671769

1840185018601864

223722392241224322472249225122532255

2336233823402342234623482352

1237 A81247 A4

1337 A61345 A4

1536 B2

1441

1540

1443

1542

1445

1544

1447

1546

1449 B2

1548 B2

1519 A81529 A4

1617 A81627 A6

1723 A10

1822 A15

1837 A141853 A81863 B3

1962 B3

1937 A81947 B3

2046 B3

1955 B319611963196519671969B2

2054 B320602062206420662068 B2

2037 A62045 A62055 B320592061206320652067 B2

2154 B32160216221642166 B2

2137 A62145 A42151B32163 B221672169 B2

2250 B3

2157 B2

2256B22262 B222662268B2

2259B3226522672269B2

2358 B22362236423662368 B2

2349 A42355 B323612363236523672369 B2

2434A202454B324602462246424662468 B2

2449 A102461 B224672469 B2

2560 B22566 2564

2465

2568 B2

2549 A102561256325672569 B2

2660 B32666

2565

2668 B2

2661 B326672669 B2

2733 A30

2931 A35

3260 B23264 B23270 B2327432763278 B2

3249 A103261 B23267 B23273 B232773279328132833285 B2

3360B2

3265

33643366 B23372B233763378338033823384B2

3349A43355 A43361B233653367B33375B233793381338333853387 B2

3460 B334663466 B23474B234783480348234843486 B2

3449 A43455 A43461 B33467 B23473 B234773479348134833485 B2

3560 B33566 B23572 B235763578358035823584 B2

3537 A143553 B3

3652 B3

3561 A43567 A43573 B2357735793581358335853587 B2

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Sardinian Cheese




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Blast From The Past


Stefanorsquos Foods









BY HOWARD RIELL

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Sardinian Cheese




PH

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































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Blast From The Past


Stefanorsquos Foods










































PH

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BY KAREN SILVERSTON


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Sardinian Cheese




PH

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MO

NT

ITR

EN

TIN

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods












































































































BY KAREN SILVERSTON


PH

OT

OC

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RT

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Sardinian Cheese




PH

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OC

OU

RT

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OF

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NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods














PH

OT

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CO

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PH

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OC

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RT

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MO

NT

ITR

EN

TIN

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TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods





























Sardinian Cheese




PH

OT

OC

OU

RT

ESY

OF

MO

NT

ITR

EN

TIN

IUSA













































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods







































TechNewsMartin

Mitchelltechnical































Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods











Bunge Oils 15 Oil 800-828-0800314-292-4797





































S

Blast From The Past


Stefanorsquos Foods










S

Blast From The Past


Stefanorsquos Foods

marketing merchandising anagement …...wyke farms, bruton, somerset, england, has unveiled a new...

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