the 2015 grand prix new product awards™ — winners …

RETURN UNDELIVERED TO MERCURY PUBLICATIONS LTD., 1313 BORDER STREET, UNIT 16,

WINNIPEG M

B R3H 0X4 CPM SALES AGREEM

ENT #40062509

+ THE 2015 GRAND PRIX NEW PRODUCT AWARDS™ — WINNERS ANNOUNCED

JULY/AUGUST 2016

(L-R) Ken Nilsson, general manager,Cori Bonina, president andCarson Bonina, front end manager

1 15-04-24 4:50 PM

21 Oil OverhaulConsumers taking a deeper look into edible oils and their possibilities.

25 A Year in ReviewRevisiting the Alberta Food Processing Industry.

29 Paying Tribute to Canada’s Best New Grocery ProductsCanadian Grand Prix Winners announced at Retail Council of Canada Gala.

35 New School RulesHelp parents and kids ban boring school lunches with variety.

43 Duo MerchandisingA traditional and educational way of selling cheese.

47 Preserving a FutureSustainability in the supply chain

51 Not-so-guiltyPerennially popular salty snacks may not be as unhealthy as once thought.

55 Bowl the Category Over Some soups are in a slump. Which varieties are customers looking for?

57 After the Apocalypse Grocery companies unite to restore Fort McMurray.

59 Communication is the Key Keeping up with trends in baking ingredients.

63 Grab & Go and Heat & Eat Clean Up Convenient meals continue to be important in today’s time-starved lives, but healthy options are the priority.

WWW.WESTERNGROCER.COM 5

On Our Cover

Publisher & Editor, Frank Yeo; Associate Publisher & National Account Manager, Robin Bradley; Western Account Manager, Melanie Bayluk; Editor/Editorial Production Coordinator: Nicole Sherwood; AdvertisingProduction Manager, Marsha Coombe; Creative Manager, Sarra Burton; Circulation Department e-mail: [email protected]; Advertising Consultants: David Bastable, Sheilah Davila, Loren Fox, ElaineDufault, Edna Saito. Publisher: Western Grocer Magazine is published bi-monthly by Mercury Publications Limited Head Office: 1313 Border Street, Unit 16, Winnipeg, MB R2H 0X4 Tel: (204) 954-2085 Fax: (204) 954-2057 www.mercury.mb.ca • e-mail: [email protected] Associated Publications: C-Store Canada Magazine, Votre Dépanneur, Commerce & Industry Magazine, Western Hotelier, Western Restaurant News, Health& Wellness Retailer, Western Food Processor and Bar & Beverage Business. Circulation: Western Grocer Magazine serves the grocery and allied non-food industries. Readership includes distributors, brokers,manufacturers, wholesalers, independent grocers, food processors, bakeries, supermarkets, convenience stores, principal food service outlets, food researchers and consultants, government, voluntary groupsand co-ops in the four Western Canadian provinces of Manitoba, Saskatchewan, Alberta, British Columbia, Northern Canada and the Northwest Ontario area. Subscription Rates: $45.00 for one year, $63.00 fortwo years, $93.00 for three years; $5.00 for single copy, plus 7% GST. Canadian rates only. Advertising: Deadline is 25th of the first month. Editorial: The contents of this publication may not be reproduced inwhole or in part without written consent of publisher. Photo credits not given unless requested in writing along with photo submission.

Publication Mail Agreement No: 40062509. ISSN# 0705-906X. Return Undeliverable Canadian addresses to Circulation Dept. at 1313 Border Street, Unit 16, Winnipeg MB R3H 0X4 e-mail: [email protected] Printed in Canada

11 Stong’s Steps Up Its Game

Cori Bonina takes Stong’s Market to new heights of prominence.

Cover Photography: Phillip Chin

Departments

In this Issue

JULY/AUGUST 2016 • VOLUME 102 , NO.3

Serving Western Canadians for 100 Years

35

21

516 Market Update

64 In the Bag

66 Category Management

Times are very challenging for Canada’s secondlargest retailer. The recent exit of Marc Poulin fromthe CEO position is but one indication of some of thedeep problems besetting the company and need to reset its course. The problems stem from the blockbuster acquisition of Canada Safeway.

Poulin’s exit came a week after Empire, the parent company, reported a $2.13billion net loss for fiscal 2016. To date close to half the value of theacquisition has been written off.While problems with supply chain management have been cited along with

difficulties in creating synergies on private label and new technologies, thefundamental problem, given these impairment charges, appears to be thatSobeys simply paid too much for Canada Safeway.There was also a bit of bad luck thrown in with the collapse of oil prices,

rising food prices and the resulting dampening of consumer purchasing in theWest. This has favoured discount banners which Sobeys doesn’t yet operatein the West, although the expansion of Freshco, their eastern discountbanner, is now probably very much on the agenda.Competition is also heating up with Overwaitea expanding aggressively in the

West, Walmart continuing to expand its food categories and Loblaw realizing itssynergies with the Shoppers purchase. This will probably mean more pricecutting — Sobeys and Walmart have already implemented price cuts, withLoblaw soon following suit after it recently sent a notice to suppliers demandinga 1.45 per cent cost cut on all shipments beginning in September so it couldextend further price cuts to customers. It will all put even more pressure onSobeys when the name of the game is to get more customers through its doors.In the meantime, Poulin has been replaced on an interim basis by François

Vimard, Empire’s chief financial officer, while the company searches for a new CEO.There will be tough decisions to be made.

Frank Yeo,Publisher & Editor

Shake-Up Continues forCanada’s Second LargestGrocery Retailer

publisher’s perspective

Robin Bradley

Associate Publisher &National Account Manager

[email protected]

Melanie Bayluk

Western Account Manager

[email protected]

55

4 WWW.WESTERNGROCER.COM

11

pre-show spotlight

With more than 3,000 people attend-ing Grocery Innovations Canada(GIC) exhibition and conference, it is

a not-to-be-missed event as Canada’s largestgrocery show.

Covering front end to back end, GIC haseven more in store over the two-day eventrunning October 17 and 18, at the TorontoCongress Centre – North Building. The exhi-bition covers over 65,000 sq. ft., has morethan 300 booths and more than 160exhibitors, with seven pavilions this year.

To discover more local, smaller proces-sors, the larger Choose Ontario Pavilion willbe the place to start. For those looking formore international and top trending fare,there’s the Global, Gourmet and SpecialtyPavilion to explore.

New this year is the Wine Pavilion, whichwill be as well received as the Craft BrewersPavilion introduced last year. Along with

these, attendees can check out the Healthand Wellness Pavilion, HMR and FoodservicePavilion, and the exciting new Key RetailerConnect area.

This area is reserved by appointment onlyto key companies that are looking to get infront of retailers with a new product/service

that has never been listed. For more infor-mation, please contact [email protected].

For new producers that are looking toget on the grocery shelf, there’s moreopportunity than ever to connect with the

leading retailers at the show. On Mondayafternoon, there’s a trade floor mix n’ min-gle event for retailers and exhibitors from4:15pm – 5:00pm.

In addition, the event offers exhibitors theoption to sell on the floor with “trade showspecials” which can take various forms suchas special price, in-ad coupons, unique mer-chandising packs, reduced minimums or freeshipping to name a few.

Along with events on the floor, there aretwo days of conferences featuring work-shops and keynote speakers to help yourbusiness succeed.

Distribution terms are amongst the sticki-est of all marketing policies. While prices, adcampaigns and even products can be adjust-ed in short term, distribution agreementstend be long-standing and reflective ofindustry conditions at the time of signing.The problem? New technologies, consumerbuying behaviour and corporate concentra-tion rates have dramatically altered the eco-nomics behind who should be doing whatfunctions…and at what cost. Ken Wong, Dis-tinguished Professor of Marketing at SmithSchool of Business at Queen’s University

Interesting workshop sessions for your teaminclude Marketing’s Editor-in-Chief ShaneSchick who will talk about a 3-Step ProcessThat Will Transform Business Brainstorming.

There is also Carman Alison of Nielsenwho will talk about retail trends in grocery.Also, Jeff Swearingen of PepsiCo NorthAmerica’s Demand Xcelerator will share howinsights and technology can help re-createthe feeling with our customers, that this is“My Grocery Store.”

On day two, National Grocers Associationin the U.S. will share some of the best prac-tices of leading independent grocers, whileMark Baum of the Food Marketing Institutewill enlighten attendees on impacts andopportunities for food retailers and toolsrequired to win.

More Insights, Networking Promised atCanada’s National Grocery ExhibitionThe two-day event held in Toronto in October will showcasethe latest innovations in grocery as well as opportunitiesfor manufacturers to network with retailers

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market update

To check out the full program and events go to www.GroceryInnovations.com. #GICShow16Grocery Innovations Canada will be held October 17 -18, 2016 at the Toronto Congress Centre – North Building.

Capping off the event is the IndependentGrocer of the Year gala that celebrates thebest grocers across Canada.

The New Product Showcase at the exhibitionis a key part of the show where attendeescan discover new innovations.

New UGI Board Members Serge Boulanger, senior vice-president, nation-

al procurement and corporate brands, Metro Inc.has been appointed chairman.

Boulanger joined the marketing team of Metro in1996. In 2002, he was appointed vice-presidentmarketing for the Quebec division. In 2008, he wasappointed vice-president, marketing, Metro Inc.

Edward S. Kennedy, president and chief executive officer, The North West Company, has beenappointed vice-chairman.

Kennedy joined The North West Company in 1989 and served in senior management positionsincluding chief operating officer of North West and chief executive officer of the Alaska Commer-cial Company.

Darrell Jones, president, Overwaitea Food Group has been appointed secretary. For the past 14years, he has been a key member of the Overwaitea Food Group Senior Management Team, andcompany president since 2012.

McCain Foods Expands NB Facility Creating New JobsMcCain Foods (Canada) has announced a major investment in its Florenceville-Bristol French fry

plant that will expand capability and create 40 to 50 new jobs.The company is adding a new production line to meet growing demands for hash brown patties

and similar potato products. The $65-million investment will include a 32,000 square foot expansionto the existing fry plant as well as state-of-the-art manufacturing equipment and technology.

Jeffery DeLapp, regional president, North America for McCain, said the new line will allowMcCain to better meet the needs of its retail and foodservice customers in Canada, the UnitedStates, and other export markets.

Unique Display Grabs AttentionTake a look at this amazing display built with Aurora &

Allessia Tuna at one of the most highly visible locations indowntown Toronto at the TD Centre. A very talented group ofyoungsters put their artistic merchandising talents to work tobuild the “LOVEBOT”. All product was donated to the homelessand less fortunate.

(Left to right) Serge Boulanger, Edward Kennedyand Darrell Jones

A Successful, Record-Breaking Show for IDDBADairy-Deli-Bake hosted 9,294 registered attendees,

which included top-tier retail buyers, merchandisers,executives, food manufacturers, brokers, distributors, andadditional leading industry professionals. The sold-outexpo consisted of a record-breaking 1,926 booths, repre-senting 739 companies. This year’s seminars offered keyinsights into the economy, the consumer, and currenttrends. The notable speaker lineup included Jerry Sein-feld, Lori Greiner, Lidia Bastianich, Sherry Frey, ShawnStevens, Norman Mayne, Phil Lempert, Max McCalman,Harold Lloyd, Anthony Bourdain, Simon Sinek, LorettaCarey, Joshua Swanson, Randi Zuckerberg, Lindsey Vonn,IDDBA Chairman of the Board, John Cheesman, and

IDDBA President and CEO Mike Eardley. The New Product Showcase was a destination for atten-dees looking for unique and innovative trends all in one place.

The Show & Sell Centre showcased best-in-class merchandising ideas and innovative retailingconcepts, along with new products, workshops, and demonstrations. It was a hub of activity anda highlight of the show.

Michel Ricard Appointed Vice-President, Sales andBusiness Development at Ultima Foods

Ricard returns to Ultima Foods where he held the position of vice-president, sales. Before join-ing Ultima Foods, he held a number of management positions in sales and strategic planning atHeinz and as a consultant for Green Mountain Coffee Roasters.

Ricard has a degree in communications and public relations from the University of Montrealand a Certificate in Financial Analysis Ivey Western University.

BC Food IndustryHonoured by BCFood ProcessorsAssociation

BC’s best of the best in the food pro-cessing industry were honoured on May19th at the FoodProWest 2016 AwardsGala. More than 375 of BC’s top foodprocessors and industry leaders came

together to honour their colleagues atthe prestigious Gala Dinner hosted bythe BC Food Processors Association.

BC Food Processor’s Hall of Fame: Sun Rype Products Ltd was inducted intothe BC Food Processor’s Hall of Fame.

Workplace Safety Award: Cermaq Canada Ltd

Leadership Award: Ian Walker of Left Coast Naturals

Member of the Year Award: Ideon Packaging

Rising Star Award: Cathline James, owner of Wise Bites.

Innovation Award: Daiya Food

Sustainability Award: West Coast Reduction

Product of the Year Award: The Productof the Year Award recognizes a productthat shows innovation; criteria includetaste, product packaging, marketing,innovation, and environmental impact. 35companies participated in a fierce compe-tition before a panel of judges.

Gold Winner: Wize Monkey Coffee Leaf TeaSilver Winner: Tree Island YogurtBronze Winner: Left Coast Hippie Snacks,Coconut Clusters

conference: september 15 & 16

trade show: september 17 & 18

metro toronto convention centre, south building

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market update

To shine light on the mostgroundbreaking food industryproducts and provide unparal-

leled media coverage: This is SIAL’spromise to every winner of the SIALInnovation Awards across the world.

Held every two years in SIAL Paris,the competition (open to exhibitorsonly) reveals the most innovative prod-ucts from 105 participating countries.In 2014 there were over 1,700 appli-cants – a 70 per cent rise from the pre-vious edition. The selection committee(a panel of hand-picked food special-ists) chose 675 products for the SIALInnovation Book, and the Grand Jurydesignated 15 winners, awarding Gold,Silver and Bronze prizes to the bestthree entries.

78 per cent of Exhibitors Present New Products

Every single one of the 160,000 visi-tors expected at SIAL Paris (October16-20, 2016 in Paris Nord Villepinte)knows that this show will give themprecious insight into the products andtrends of the future. If 76 per cent ofprofessionals say they have discoveredinnovations here in the past, it’sbecause 78 per cent of the exhibitorsuse this biennial event as an unveilingplatform for their R&D team’s newestproducts. (Source TNS 2014)

The companies present in SIAL’sInnovation area (which is frequentedby around 75 per cent of the show’svisitors) see a large return on invest-ment when their products win awards.It should therefore come as no sur-prise that 80 per cent of 2014’s suc-cessful candidates are entering thecompetition again this year!

Innovation — A Valuable Driver for Export

The competition is also an effectivebusiness tool: “We mentioned our awardsin our brochure and on our website,” saysfrozen food company Boiron Surgélation,“which helped us put together a solid taxcredit file for our research and innova-tion development.” The Catalan companyNice Fruit also included the SIAL Innova-tion Awards logo on its “brochures,newsletters and promotional materials,”while Les Twists used their 2014 award asan internal tool to “congratulate every-one, including financial partners.”

The award has “indirectly con-tributed to our company’s growth byraising our business profile,” says edi-ble seaweed company Globe Export.And Brooklyn Brew Shop (which offershome beer brewing kits) says, “SIALallowed us to make some fabulous con-tacts and secure distribution to overtwenty-five countries.”

It’s the Gateway to the Big LeagueSo why wait? “Show your products

and enter them into the competition,”urges Xavier Terlet (XTC consultant,SIAL Innovation expert and Chairmanof the Jury). “For those with an innov-ative product, SIAL Paris can make areal difference,” confirms potato spe-cialist Cité Gourmande. “If you have aninnovative product, participate in SIALInnovation,” incites Zandbergen World’sFinest Meat. Peters Produkten BV —Penotti agrees, “Launching innovativeproducts at SIAL Paris is vastly impor-tant; it’s the perfect platform for pre-senting new food products to theworld.” Boiron Surgélation adds, “SIALParis lets you have your products triedand tested by potential customers. Youhave to be there!”

But exhibitors will need to be orga-nized: “SIAL Paris is a great, intensesalon that offers many opportunities —you just have to prepare it well,” saysmicroalgae company Algama, adding,“but it is worth the effort”. FrenchCooker says that SIAL Paris may seemoverwhelming, “but you’ve got to go! Itwas a fantastic experience for us — onethat got us into our target market andmade us ‘big league’ players. You doneed to keep a ‘cool head’ though, andkeep an eye on both supermarketorders (as the amounts can be signifi-cant) and potential labelling issueswith export.”

Calling all exhibitors! Applicationsare free. Present your innovations andtry to win one of 15 SIAL Innovationawards. Just don’t wait too long: SIALInnovation is an unmissable chance toincrease visibility and kick-start net-working with over 156,000 interna-tional food world players!

Innovation - The DNA of SIAL Paris

Discover the network’s winning products at www.sial-network.com

Dairy Farmers of CanadaPublicly Launches ItsSustainability Initiative

Dairy Farmers of Canada (DFC) hosted an event tohighlight Canadian dairy farmers’ long-standing commit-ment to high standards of care on their farms, throughthe public launch of the farmers’ sustainability initiative.Held at the Canadian Museum of Agriculture and Food,the event showcased the initiative’s interconnectednational standards on milk quality, food safety, animalcare, traceability, biosecurity and environment.

“As dairy farmers, we are very proud to collectivelydemonstrate responsible stewardship of our animalsand the environment, sustainably producing high-quality, safe, andnutritious food forconsumers,” saidWally Smith, presi-dent of DFC. “Today’s event is a great opportunity forCanadians to see exactly how we are accomplishingthis, what measurable standards currently exist, andhow dedicated we are to continuing to improve in ourresponsibility to provide sustainable food.”

The initiative, called proAction, is built on thestrengths that have long existed in our industry andnew standards that are based on research and prac-ticed by farmer innovators. It will enable farmers tosee how their farm compares to their peers on anational basis, which helps foster continuousimprovement. Those in the food industry and inter-ested Canadians can also check on overall progressin adhering to the standards, which are reportedonline at dairyfarmers.ca/proAction.

Ocean Brands AnnouncesMajor Steps in ResponsibleSeafood Sourcing

Ocean Brands is announcing a major step forward inits commitment to environmental stewardship and astrengthening of its commitment that all products are

manufactured with high ethi-cal standards. Canned tunaand salmon product lines willbe getting a major overhaulstarting later this year.

Ocean Brands has commit-ted that by the end of 2017,all Ocean’s brand light andvalue added products will besourced from Free Swimming(purse seines fishing fishaggregating device (FAD)-free)or Pole and Line caught tuna.

“As we strive to be a lead-ing supplier of productsthat are responsibly caughtand produced in a sociallyresponsible way, Ocean’s is

proud to take another important step to completeour vision of only offering our customers tuna prod-ucts that are caught in ways that minimize impactson our oceans,” said Aidan Hughes, president ofOcean Brands. “This is a natural progression from thesteps we’ve already taken to offer our customersmore sustainable options.”



on our cover By Robin Brunet

Like any successful independent grocery, Stong’s Market hasalways been regarded as a neighbourhood anchor; andalthough its location in the NorthWoods Village mixed-use

development of North Vancouver is brand new, residents arealready treating the store as if it has been around forever.That’s partly due to the new facility providing a pleasing

shopping experience. Large in scale (22,000 square feet) butintimate in ambience, NorthWoods is essentially a farmer’smarket delivered in 21st century trappings. A sizeable portionof the store contains rustic produce islands and is dominatedby two massive, circular work stations containing deli staffand equipment. Surrounding this portion of the store is abakery and a café with fireplace and flat screen, augmented byglass garage doors that will, when open in the summer, contribute to the farmer’s market ambience.

On the other side of the store are the grocery aisles, 10 in all, packed as were the aisles of Stong’s famous(and now closed) Dunbar location with goods ranging from the utilitarian to the exotic.

Without exception, staff members have mastered the most delicate balancing act of retail:that of communicating with shoppers. They are attentive without being cloying, friendly

but not intrusive. Another difficult element to achieve — unique signage — ispulled off with easy charm: Stong’s produce department is called `Harvest’; its

bakery is `Knead’; seafood and meat is `Land and Sea’; the florist is `Stems’;and so on. Playful, but not pretentious.When Western Grocer visited the new location one morning

in early June, the store was humming with shoppers. The aromafrom the deli (all of the sandwiches, soups, and other items are

homemade, courtesy of a test kitchen developed duringthe heyday of the Dunbar location) was enticing.

Stong’s in North Vancouver is still having hiccupsand the usual growing pains that occur with

(L-R) Cori Bonina, president and Mayor - North Vancouver District, Richard Walton.

photos by Phillip Chin

] B&W, [ ] RGB, [ ] Spot(s)

I ] Final

C ] Final

P

Grimm’s is proud to partner with Stong’s Market for making quality food matter to families in our communities.

We toast our continuing successful partnership!

www.GrimmsFineFoods.comSOY FREE GLUTEN FREE LACTOSE FREE NO MSG ADDED


any new startup store, but is on its way tobeing a well-oiled machine. “We’ve been in development mode for

three years, and now that NorthWoods isup and running we’re focusing on ournew Dunbar store, which will be furtherdown the same street than the oldstore,” says Stong’s owner and fourthgeneration grocer, Cori Bonina.Arguably, the most ironic aspect of

Stong’s move to North Vancouver is theoutcry that accompanied it. There wasthe uncertainty on whether Stong’swould return to Dunbar. While they can’twait for Dunbar to reopen Bonina hasseen Dunbar shoppers visit theNorthwoods location almost daily, whichshows their dediction to Stong’s.In fact, North Vancouver was Stong’s

long-time home, with four stores indifferent locations; the original Dunbarlocation opened in 1955, however theone that Bonina ran opened in 1980,when Bonina was in Grade 12. “I’ve livedon the north shore for decades, so this isa homecoming,” she says. Bonina’s husband and co-owner Ken

Nilsson, adds, “During our meeting atcity hall to discuss the development ofNorthWoods, every councillor had a

Stong’s story to tell, and the mayor saidhe had worked for Cori’s grandfather: soneedless to say, we were welcomed backwith open arms.” North shore shopperswere even more enthusiastic aboutNorthWoods: over the years they hadoccasionally made the trek across thebridge to the old Dunbar location andwould ask Bonina if she would ever bringStong’s home.NorthWoods is Bonina’s crowning

achievement, following a career thatturned the Dunbar property into aretail powerhouse and includes stints aschair of the Canadian Federation ofIndependent Grocers as well as a slew ofawards (including CFIG’s Hall of Famehonour). “This is the first store I can

truly call my own, designed exactly tothe specifications and preferencesdeveloped by Ken and I,” she says.Bonina, whose son Carson is being

groomed to eventually take over thefamily business, acknowledges that shestands on the shoulders of a trulyentrepreneurial family. She is the greatgranddaughter of Carson Stong, who alongwith his brother started Stong’s Markets inToronto in the 1890s; after crossing thecountry, they established a presence inSeattle, and then Carson headed north andopened one of the earliest open-airmarkets in Vancouver, in 1931.

Stong’s recently celebrated their grand openingof their NorthWoods location.

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to focus on service, selection, and qualityat our Dunbar location and beganbringing in specialty foods, and thatstrategy worked extremely well.” Again,timing was fortuitous: Woodward’s and itsfamous specialty foods section had justgone bankrupt, leaving shoppers looking

for an alternative venue.As a youth, Bonina had ex-

pressed an interest in pursuinglaw, and it was always justassumed that her brothers would

take over the family business. But when theydecided to pursue other careers, the batonwas passed over to her in 1997. “When yougrow up in the grocery business the passionis always there whether you know it or not.”As a child, she would accompany her

parents to inspect grocery stores in other

The first Stong’s storefront opened in theDunbar neighbourhood in 1955, and afterBonina’s father, Bill Rossum and his wifeKaren (nee Stong), assumed ownership ofthe company, four North Vancouver outletswere launched. “My parents eventuallysold these properties to H.Y. Louie in1993, and I think the timing was perfectbecause by then we were losing customersto the big box outlets and simply couldn’tcompete on price,” Bonina recalls.She goes on to say, “We decided instead

The NorthWoods location is Bonina’s crowning achievement.

1 2016-06-24 4:23 PM


delivery, and her creation of Cori’sKitchen in 2008 to develop food-to-gowith no artificial ingredients is also animportant innovation,” says Nilsson. The kitchen sources food from trusted

suppliers and works in small batches,creating every dish from scratch. It helpssupply and assist in their fresh foodpreparation and offering at Northwoodsand will do so at Dunbar as well. Thishelps with their focus on supplying thebest to their own stores.Ever humble, Bonina fully credits many

individuals and organizations for Stong’ssuccess — and her meteoric career rise. “Forexample, when we located in Dunbar, my daddeveloped a strong relationship with Buy-Low Foods and relied on their wholesaledivision, Associated Grocers, to supply uswith groceries and produce — and they havebeen phenomenal to us,” she says. “Typicalis what they recently did to help us openNorthWoods on time: they spent two weeksstocking our shelves, at no cost to us.”

Dan Bregg, president of Buy-LowFoods, is not in the least surprised byBonina’s success. “I knew she was awinner from the moment I met her,” hesays. “I quickly learned she was a leaderin identifying, sourcing, and bringing tomarket fine foods, and equally evidentwas her interest in helping otherssucceed in the industry.”Bregg, who knows the Bonina clan

well, is even more impressed by whathe calls “A strong and committedpersonality that is tempered by genuinehumility. She’s down to earth and open

— which is why she’s so widely loved aswell as respected.” One of the closest observers of Bonina’s

career is her son Carson, 23, who recentlygraduated from the University of BritishColumbia with a business managementdegree and is now front end manager.“Even though mom works long hourswe’ve always been close, and the moreinvolved I become in the business, themore I want to emulate her: her legacy ishuge - and she’s not nearly done yet.”Carson is prepared for enduring the

hardships and occasional nasty surprises


towns for layout and product ideas; shewas cleaning Stong’s offices at age 10and counting coupons two years later;then, at 16, her duties became moresubstantial when she got a job in herfather’s meat department.When Bonina was handed the reigns in

1997, and then as president in 2000 shelost no time surrounding herself with herown skilled management team and soonundertook a $2.5 million, three-yearrenovation of the Dunbar store. Her flairfor innovation became evident toshoppers with her introduction of free

valet parking, along with an in-storewellness centre staffed by a nutritionist. Bonina made the Dunbar location an

inextricable part of the community bysponsoring local sport events andfundraisers; stocking new products atcustomers’ request (frequently as quicklyas the next day); and supporting localfood manufacturers long before it becamea North American trend. Soon, it wascommon for shoppers to travel longdistances to patronize Stong’s, the smallstore packed to the gills with upwards of30,000 items.

The store even made it to Hollywood,courtesy of being featured in an earlyepisode of the original The X-Files televisionseries, as well as an episode of MacGyver.Not surprisingly, Bonina gained respect

from her peers early on. Former CFIGpresident John Scott was once quoted assaying, “You don’t survive in that toughVancouver market unless you areinnovative. Cori is an amazing sponge. Ifshe sees an idea, she’s not afraid to grab itand talk to somebody to find out more.”Under Bonina’s leadership, Stong’s did

the near impossible: flourish during anera characterized by mergers and big boxexpansion. “Cori was one of the firstgrocers in Canada to initiate home


of the trade, well aware that adversityoccurs even long after a business hasbecome a household name – as was thecase for Bonina one morning in mid-January of 2011, during a meeting withher landlords and lawyer. “We were thereto re-sign our Dunbar lease, and out of theblue our landlords said, `We’ve changedour minds; we’re going to redevelop,’” sherecalls. “It was a completely unexpectedblow. Especially after having been assuredsix months prior that they had nointention of redeveloping.”The news was a life-changer for Bonina

— at least in terms of her outlook. “Inretrospect, I had grown too content withmy little 14,000 square foot store.Fortunately, we were approached by alocal realtor who knew of our NorthVancouver origins and told us about theNorthWoods Village development — and Irealized that change would be the bestthing that could happen for myself andthe brand. At the very least, I had 120employees that I could guaranteecontinued employment.”While the usual amount of market

research was undertaken to ensure thatNorthWoods would be a good fit, Boninasays she decided to make the move afterspending an afternoon at the then-undeveloped site, watching traffic whizz byon nearby Dollarton Highway. “The volumewas great, there would soon be 600 newhomes built behind us, and we had accessto 1,600 employees from the commercial/industrial waterfront businesses, whichwould allow us to expand our corporatecatering capabilities,” she says. “Thepotential was unreal.”However, Bonina was unable to close

the old Dunbar store without heremotions getting the better of her.“It was very tough to say goodbye to theold place,” she says. “We kept a few

The new location is 22,000 square feet.

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mementos, which will be displayed in thenew store. Fortunately, we didn’t have tosay goodbye to our shoppers: they willcome to the new location.”

Having spent many sleepless nightsdeveloping NorthWoods, Bonina andNilsson are now devoting the sameenergy towards Dunbar, which the former says will contain many design elements

of the North Vancouver store and beapproximately 20,000 square feet in size.“Although it won’t have the high ceilingsof NorthWoods, it will be just asbeautiful,” she says. The new outlet isscheduled to open in December.Nilsson adds, “After a long time, we’re

back in development mode. It’s either gobig or go home. We have partners, andwe’re also focused on an acquisition we’vebeen working on for the past five years.”For many industry players, Cori Bonina

is a veteran of a tough trade and atrailblazer for women. But from herperspective, she is just coming into herown. And her message to the Vancouvercommunity was succinctly put in a publicannouncement issued shortly after itbecame known that the old Dunbar storewould be replaced by mixed-use housingand retail: “We want to assure you that,while we’re growing and changing, after80 years we aren’t going anywhere.” ●

Asimple wander through the grocery aisle will immediately illus-trate the profound growth and change in the edible oil industry.However, not just any oil will do, customers are reading labels

looking for certifications and the way the product is processed. “Consumers are becoming aware and concerned about the blending

and modifications made to oils that are not detectable,” saysAnthony Morello, president, Aurora Importing and Distributing.“They are looking for authentic products that are non-GMO, are fromreputable more established sources, and are less processed.” Rick Pender, president and CEO, Virtex Group of Companies

is also seeing this increased demand especially within thecanola oil industry. Today’s consumers are willing to pay for products

that provide the attributes that they are seekingwhether it’s organic, non-GMO or minimallyprocessed. “Consumers are becoming more educatedabout both the origin of the olive oil and itsattributes, specifically the difference between extravirgin olive oil and regular olive oil,” says FrankDeMichino, chief operating officer, Italpasta Limited. Mintel shares that consumers are increasingly seeking

out responsibly sourced ingredients and looking forcompanies that have produced food in an ethical manner.“Customers are looking for the country of origin,” says SonnyGallina, manager, Falesca Importing Ltd. “They want to know wherethe olives are grown and how the olive oil is produced.” This isparticularly true for olive oil where consumers perceive that particularregions, like Italy and Spain, produce a higher quality, authentic product.

High Prices of Olive Oil Could Shift PurchasesTowards Other Premium Products Olive oil has traditionally been the go-to product for finishing oils.

However, a combination of poor weather in Spain and a crop blight in Italyhas resulted in a commodity price increase for olive oil. “With retail pricingso high, it is likely that hard-pressed consumers will start to seek cheaperalternatives,” says David Turner, global food and drink analyst, Mintel. “Therisk for olive oil producers is that consumers are becoming increasingly awareof a wider range of alternative healthy oils.”One oil that has entered this premium market is canola. Manufacturers are

offering consumers a cold-pressed version of canola retaining all of thenutrients, including essential fatty acids and Vitamin E that are found in theoil. “Canola oil is very low in saturated fats,” says Walter Hofer, MountainviewFarming. “When the product is cold-pressed it brings forward the distinctivebuttery, nutty flavour found in the canola seeds.”

oils

By Anne-Marie Hardie

Consumers Taking a Deeper Look intoEdible Oils and their Possibilities.

Courtesy of Shutterstock

A bakery and café with a flat screen are available to customers.


Coconut and avocado oil are alsoserious contenders these days for theconsumer dollar. Like olive oil, avocadooil is one of the few cooking oilsextracted directly from the fruit, ratherthan chemically extracted from seeds.It has a beneficial fatty acid profile,good levels of antioxidants and otherhealthy compounds. It also has a veryhigh smoke point that makes it greatfor frying with.

Product ShowcaseOlive Oil for Every DayProvide your customers with theauthentic, affordable Italian olive oilthat they crave. Colavita’s extra vir-gin olive oil will provide bothflavour and the consistency thatconsumers are seeking.

A Fantastic FinishAward winning, Frantroi PremiereCutrera olive oil is the perfect fin-ishing olive oil. Produced by aSicilian family, this single varietypremium olive oil is ideal for dip-ping or a dressing.

An Oil for Every OccasionOffer your customers a great oliveoil for their money with the blend-ed, Aurora Extra Virgin Olive Oiland Grapeseed Oil.

Family-Owned Share the story of Basso Oils withyour customers. In business since1904, this authentic olive oil willdelight your customers with bothits taste and the company storywhich the customer can viewthrough the QR code on the necktag of the bottle.

The Difference of Cold-PressedMountainview Farming cold-pressedCanola oil will delight your consumerwith the nuttier, buttery flavour ofthe canola seed. Available in 500 ml,1 litre bottles, & amp; 17 litre jugs

Uniquely Saskatchewan Delight your consumers withNorth Prairie Gold. This non-GMOcold- pressed canola oil providingcustomers with a local taste inglobal market place.

Dress Up a MealAdd a flavour of the Mediterraneanto your meal with Italpasta ExtraVirgin Olive Oil. This cold-pressedoil is wonderful as a salad dressingor marinade.

Think GrapesExtracted from the seeds ofgrapes, Italpasta Grapeseed oil highsmoke point makes it ideal for hightemperature cooking.

Pure and SimpleUSDA Organic Certified, ItalpastaOrganic Extra Virgin Olive is per-fect for those customers who arelooking for a first cold-pressedolive oil grown organically.

The edible oil industry is seeing profoundgrowth and change.


Certifications provide the credibilitythat customers are looking for whether itis to confirm the origin or that theproduct is non-GMO. “They are lookingfor where the product is coming from,”says Pender. “Consumers want to knownot only how the product was made butthe entire story of the product includingbeing able to identify the farmer.” Morello agrees, emphasizing that

retailers need to draw the consumer’sattention towards authentically certifiedproducts while also sharing the varioususages of each of the products.

The key to moving the product off theshelf is providing both the education anda taste of how edible oils responds totheir culinary aspirations. ●

Bring Awareness to theBenefits of Premium Oils Education needs to begin with the

retailer, says Gallina. At Falesca ImportingLtd, their sales staff strive to providedetailed information to their retailersincluding sharing the story of theirsuppliers. “We take the time to visit oursuppliers, the majority of which arefamily-owned, see the plants and howthe olive oil is produced,” says Gallina.“Our hope is that by sharing these storieswith our retailers that they will in turntell them to the end customer.”

In 2014, food and beverage processingindustries represented the second-largest manufacturing sector in

Alberta — according to Marilynn Boehm,president, Alberta Food Processors Asso-ciation (AFPA). It accounted for 17.3 percent of total manufacturing sales andemployed 25,000 people. “Food and beverage manu-

facturing sales increased 9.7per cent over 2013 to reach arecord $13.7 billion in 2014,”says Boehm, who adds thatmeat processing representedapproximately $7 billion,beverage $1 billion and theremainder other food proces-sing sales. “This marked thefifth consecutive annual gain.It was led by a 24.1 percent gain in meat products( including poultry) sales, whichac-counted for over one-half of totalprovincial food sales.”According to Boehm, the growth

continues in 2015. Total sales fromJanuary to September increased 8.2 percent over the same period in 2014. Meatproducts industries were up 12.9 percent to reach $5.8 billion. Albertaaccounted for just over one-half of theCanadian red meat sales.

By the NumbersJeewani Fernando, provincial consumer

market analyst, Alberta Agriculture andForestry, also speaks of the currentupwards trend in meat products and foodprocessing facilities.“The increase in meat product prices

has accounted for some of the highernumbers,” he explains. “Butwe have also seen a significantincrease in the number of foodmanufacturing processing fa-cilities. We had 486 facilitiesin 2014 and 1,200 in 2015.”According to Fernando,

meat product manufacturingfacilities increased from 100in 2014 to 138 in 2015.“In terms of sales value,

Alberta’s grocery retail shareaccounted for approximately

14 per cent of the Canadian marketshare,” says Fernando, who adds that theprovince has three or four largegrocery chains that dominantthe market at around73 per cent of sales.

C-stores account for about six per centand specialty stores four per cent. Fernando adds that the Loblaws

Companies Ltd. purchase of Shopper’sDrug Mart Corp. and more recently T&TSupermarket Inc. has changed the retaillandscape. Whole Foods Market Inc. hasalso started building its first store inAlberta in Calgary. And, he adds, Save-OnFoods has announced expansion plans.“We have seen a lot of consolidation in

the retail sector,” he says, adding thatfuture growth in the retail sector will comeprimarily from the non-traditional grocerystore (which has been forecast to growonly two per cent in Canada from 2009to 2014). General merchandisers,like Walmart Canada, wereanticipated to grow by10 per cent over

Alberta Food Report By Melanie Franner

Marilynn Boehm, president, Alberta FoodProcessors Association


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that time, with health andpersonal care, like Shopper’sDrug Mart Corp., expected togrow by six per cent.“Consumer purchasing be-

haviour is changing,” saysFernando. “Not only are weseeing factors like health,sustainability and ethicsbecoming important toconsumers but we’re also seeing changesin the way they purchase, such asincreased on-line purchases. Priceremains the key driver but consumersare continuing to look at other concerns.

We see industry adaptingto these concerns andresponding in such a way asto meet these new consumerdemands.”

Innovation at its CoreOf course, meeting consumer demands

often involves innovation. And thanks tothe Leduc Food Processing Centre,Alberta is no stranger to innovation.

“Processors need to submit anapplication to gain the services of our foodprocessing department so we use thenumber of applications as an indicator ofhow busy the sector is,” explains WandaAubee, director, programs sector, LeducFood Processing Development Centre.“Between 2014 and 2015, we had 83applications. Between 2015 and 2016, wehave had 130 applications to date.”Aubee speaks of a steady interest in

processed meat products in WesternCanada, and particularly in Alberta. Shealso speaks of increased interest in non-meat products, such as pulses (whichinclude lentils, peas, chickpeas, etc.), aswell as condiments and sauces.

“On the meat side, we’re seeing a lot of companies looking atdifferent types of jerky,” she adds. Other significant changes in the province include the closure

of Nestlé’s Purina PetCare pet food manufacturing facility, alongwith some new players.

The Leduc Food Processing Centre ensures that the province is nostranger to innovation.

Jeewani Fernando, provincial consumer market analyst, Alberta Agriculture and Forestry


Metro Brands, G.P. took home a whop-ping five awards and Laiterie Chali-foux Inc. was crème de la crème at

the Canadian Grand Prix New Product Awards,a highlight of Retail Council of Canada’sSTORE 2016 conference in Toronto. Metro Brands G.P. was the most awarded

company in this year’s competition. Itdominated in Private Label Food with itsIrresistibles line, sweeping five categories:Bakery Fresh (Par-Baked) (Artisan deep dishpie, 750g), Beverages (Life-Smart Smoothie),Confectionery & Shelf Stable Desserts(Brownie in the Centre), Deli Meats & Cheeses(Dry Sausage) and Frozen or RefrigeratedPrepared Foods & Entrees (Potato Gratin).Founded in 1920 in Sorel-Tracy, Quebec,

family-owned Laiterie Chalifoux took homethree awards for its Riviera Petit Pot Set-Style Yogurt. It was the category winner inDairy (milk, yogurt, cheese & spreadables)and won a Special Award for InnovativePackaging. It capped off its trophy haul withthe coveted All-Canadian Award, which ispresented to the product with the highestaverage score among all products developed,created and manufactured in Canada. Joining Metro Brands G.P. and Laiterie

Chalifoux in the winners’ circle weretwo other Special Award recipients.Kruger Products LP won the ConsumerAcceptance Award for its SpongeTowelsUltra Strong paper towel also winningthe Paper, Plastic & Foil category. Emmi

Also taking place at the gala was theinaugural presentation of the CanadianGrand Prix Lifetime Achievement Awardto Paul Higgins Jr. and Michael Higgins,the Co-CEOs of Mother Parkers Tea &Coffee. The award, which was previouslyannounced, was given to the brothers inhonour of their outstanding and long-standing service and commitment to theCanadian grocery industry and to thebroader community.

About the Canadian GrandPrix New Products Awards Now in its 23rd year, the Canadian Grand

Prix New Product Awards is an annualprogram that celebrates new products infood, non-food and private label categories.The program provides a unique opportunityfor entrants to showcase new products to ajury of industry experts and to berecognized by their peers.The program is open to manufacturers,

suppliers and distributors. To be eligible,a product must have been introduced tothe market between January 1 andDecember 31, 2015. Products are judgedon presentation and packaging; productattributes; innovation and originality;and overall value to the consumer. This year’s awards sponsors were CHEP

Canada, Dairy Farmers of Canada, Interacand TC Transcontinental Printing. ●

“This is certainly an exciting time,” shesays. “We’re seeing growth in the develop-ment of products across different com-modity groups. We’re seeing new players inthe industry and we’re also starting to seean increase in understanding the science ofproduct development, which is where wereally excel. Our food scientists set us apartand add value to our clients. There isdefinitely a better understanding of thevalue we bring to the table.”

A Fortuitous FutureWith the Alberta food processing

industry well-established and still goingstrong, Albertans and Canadians all acrossthe country can count on a continuedsupply of new products and innovation inthe years to come. According to AFPA’s Boehm, Alberta’s

food processing industry is capable ofcontributing significantly more to theprovincial, Canadian and export markets. “The Alberta food processing industry is

resilient and continues to reinvent itself andadjust to new challenges,” she concludes.“It is constantly innovating, developingefficiencies and introducing new productsthat appeal to buyers and consumers.”And Boehm’s opinion appears to have

merit. In 2008, Agriculture and Agri-Food Canada established a FoodProcessors Competitiveness WorkingGroup (FPCWG). A year later, the FPCWGlaunched the Food Processing IndustryRoundtable to identify actions and helpimprove the competitiveness of thesector in the global marketplace. In a presentation to provincial Agricultural

Ministers, this Roundtable suggested thatwith appropriate investment in automationand R&D, the Canadian food processingindustry could grow to $130 billion (from itscurrent $105 billion) by 2019. ●

Canada was given the Innovation andOriginality Award for its namesake EmmiFondü All-In-One, in addition to winningthe Deli Meats & Cheeses category. “Winning a Canadian Grand Prix award is

a milestone achievement that representsCanada’s very best in product innovation andconsumer ingenuity,” said Diane J. Brisebois,president and CEO of Retail Council ofCanada. “Standing out on crowded storeshelves is no easy task. It requires a productthat ticks off all the boxes, includingsuperior production, design, marketing,sales and distribution. Most importantly,a truly award-winning product must meetthe needs — and pocketbooks — of today’sdemanding shopper.”Chef and jury chair Marcus Von

Albrecht, president of Mava Foods,oversaw a judging panel comprisingconsumers, food journalists, packagingdesigners and marketing executives whoconsidered 93 eligible products. Of these,34 went on to win awards.

Other multiple-category winners this year included:

• Canadian Tire Retail – General Merchandise, Household Products

• Federated Co-operatives Limited – Condiments & Sauces, Snack (Sweet)

• S.C. Johnson & Son, Inc. – General Merchandise, Household Products

PRAIRIE HARVEST CANADA LTD Prairie Harvest Organic Coconut Blend Pasta

MAPLE LODGE FARMSMaple Lodge Farms Naturally From the Farm Hickory Smoked Chicken Bacon

GARDEN PROTEIN INTERNATIONALGardein™

HAIN-CELESTIAL CANADAEurope’s Best® Greens and Grains™

EMMI CANADA Emmi Fondü All-In-One

LAITERIE CHALIFOUX Riviera Petit Pot Set-Style Yogourt

MARS CANADA INC.M&M’S MINIS® Holiday 4-Pack

INNERSEASONINGS INTERNATIONAL INC.Tunnel Bar-B-Q Sauces

A. LASSONDE INC. Oasis NutriSolution

SMUCKER FOODS OF CANADA CORP.Robin Hood Quick Bread Gluten Free Banana

CANADA BREAD COMPANY LTD. Harvest Grain with Apple

The Canadian Grand Prix New Product Awards™recognize food, non-food and private label categories, from dairy to personal care.

Winners Food

NATURALLY HOMEGROWN FOODS LTD.Hardbite Chips

FRUIT D’OR INC. Patience™ Fruit & Co Organic,

dried cranberries


BIRO Manufacturing Company

Marblehead, OH 43440-2099 USA419-798-4451 Fax 419-798-9106

www.birosaw.com 224RB-6-13

Vacuum Marinating Enhances Taste and Adds Value

Md. VTS-42Md. VTS-46 Md. VTS-44

Winners Special Awards


KRUGER PRODUCTS L.P SpongeTowels Ultra Strong paper towel

EMMI CANADA Emmi Fondü All-In-One


UNILEVER CANADADove Dry Spray

NESTLÉ PURINA Tidy Cats LightWeight Litter

Winners Private Label

LONGO’SIndulgent Chocolate Mousse Cups

SOBEYS INC.Sensations Butter & Cheese

Puff Pastry BiscuitsMETRO BRANDS, G.P. Irresistibles - Potato Gratin

METRO BRANDS, G.P. Irresistibles - Life Smart Smoothie

FEDERATED CO-OPERATIVES LIMITED Co-op Gold Whisky Caramel Sauce

METRO BRANDS, G.P. Irresistibles - Brownie in the centre

FEDERATED CO-OPERATIVES LTD.Co-op Gold PURE Dark Chocolate

METRO BRANDS, G.P. Irresistibles - Dry Sausage

METRO BRANDS, G.P. Irresistibles - Artisan- Deep dish pie, 750 g.

CANADIAN TIRE RETAIL Canvas 16 pc Wild Rose Porcelain

Dinnerware Set

KRUGER PRODUCTS L.P SpongeTowels Ultra Strong paper towel

S.C. JOHNSON AND SON, LIMITEDGlade Large Jar Candle

S.C. JOHNSON AND SON, LIMITEDOFF! Familycare Bite and Itch

Relief Pen

Winners Non-Food

Consumer Acceptance Innovation & Originality Innovative Packaging ???


MONDOUVetdiet Treats - Tender delights

CANADIAN TIRE RETAIL Big Boss Insta Mop


Back to school means back to routine, and insome cases, back to boring lunches. Both par-ents and kids hate seeing the same things in

their lunch bag day in and day out, so Back to Schoolpromotions and merchandising should be allabout variety and options for families.

Pumping Up ProteinWhen trying to create a well-

balanced lunch kit protein can some-times be the toughest area to cover.Quick, easy, and portable items are neededto help fill up small bellies and fuel minds.“There is an ever increasing demand for

convenient products as busy parents arechallenged for time when preparing theirkids’ snacks and lunches. Grab-and-goitems are increasing in market share, withprotein snacking being an increasingtrend,” explains Courtenay Lewis of DirectPlus Food Group, a full-service distributioncompany offering premium brands such asGrimm’s Fine Foods and McSweeney’sto the Western Canadian market.“Parents are ever more conscious ofwhat they feed their children,substituting sugary items with morewholesome, nutritious snacks intended tofuel their families throughout the day.”

Help parents and kids ban boring school lunches with variety.

back to school

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That’s why McSweeney’s PremiumJerky & Meat Snacks has introduced Pep nCheddies, the first of its kind, “go-portion”pepperoni and cheddar cheese sticks, witheasy peel packaging — perfect for lunchbags or backpacks. Packaged in six 25 gramindividually-packaged servings, McSweeney’shas made a mild original flavouredpepperoni using natural ingredients, andpaired it with Bothwellpremium cheddar cheese,to create a snack high inprotein, naturally smokedand gluten free.Grimm’s Fine Foods

offers many productssuitable for back to school,including premium delimeats, tortillas and wrapsand protein snack itemssuch as their no refri-geration required MiniPeps, as well as Grimm’sPepperoni Bites, freshtwo-inch pepperoni sticksperfect for a recess snack. Smaller, single-serve sizes which can

easily be added to the child’s lunch boxis exactly what parents are looking forwith their protein options.“Convenience is still key given that

moms are always in a rush. But at thesame time they want to make sure theyare giving their children healthyoptions,” explains Jackie Mendoza ofOcean Brands.

Ocean’s Snackits and Snackit Dips are astaple for Back to School and are theperfect size to pop in a brown bag. TheSnackits come with tuna and crackers, aspoon, and a napkin so it is superconvenient for both kids and parents onthe go. There are a variety of flavourssuch as mayonnaise, onion and celery,barbecue, and the newest option lemon

and pepper, which alsocomes with rice crackersmaking them a gluten-free option.Snackit Dips, available

in mayonnaise and sweetThai chili, have a moredip-like consistency thusthere is no need for aspoon or fork. Simplydip the whole wheatcrackers that comeswith the tuna.To help grab both

parents and kid’s at-tention, Mendoza has

some suggestions for retailers regardingproduct placement.“We find particularly in our case that

our Snackits are not eye level on shelf,especially for kids. We have alwayssuggested that they be towards themiddle of the shelf so that both momsand kids see these options,” sheexplains, adding it would also be niceif retailers had signs for “healthysnack options.”

Snack AttackDoes anyone actually look forward to

eating their sandwich? No. Lunch is allabout the snacks. Of course kids wantgreat taste; parents want nutritionalvalue. Both are becoming more easy toachieve in a single product thanks tosome new Back to School snacks.“Snacks are a key component to a

school lunch, and so having some pre-packaged snacks in the pantry is key forbusy moms. There are a lot of choices outthere, but many of them are loaded withingredients you can’t pronounce,” statesBarb Broder, consumer communicationsmanager for SunRype Products Ltd. “AtSunRype, we believe that if you can’tpronounce it, you probably shouldn’t eatit. Our juices and snacks are made withfruit and other simple ingredients that youcan feel good about, and that taste great.”SunRype has repositioned their entire

bar portfolio to be “gluten free, nut free,and vegan.” This includes their newerproducts, like SunRype Energy and Fruit& Chia bars, both of which will now bemade with gluten-free oats, as well asFruit to Go and FruitSource bars. “We’re seeing that a much larger base

of consumers are looking for simpler,cleaner products from brands they trust.Vegan products are becoming moremainstream, and the reasons to choosevegan extend beyond ethical reasons;consumers see vegan foods as generallyhealthier,” she explains, adding forkid’s lunches, having the assurance that

a product is nut free is becomingincreasingly important as more and moreclassrooms are asking parents not to sendproducts that contain nuts to school.But are the kids gonna like it?

SunRype snacks are sold as single bars, aswell as in multi packs, which gives momsthe opportunity to select the flavours

LUNCH IS ALL ABOUT THE SNACKS. Of course kids want great

taste; parents wantnutritional value. Both arebecoming more easy to

achieve in a single productthanks to some new back-to-school snacks.

Direct Plus Food Group 1-877-577-5220 • www.mcsweeneys.ca

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their kids will actually eat and kids loveto pick their favourite flavours from theSunRype rack, says Broder.Sneaking in some goodness into

something that tastes great is the thrustbehind General Mills Canada’s newMott’s Fruitsations +Veggies - fruit snackswith no artificial flavoursor colours, and the addedgoodness of carrotswhich are undetectablein taste. Available ina 32-pack box, thegummies are just partof Mott ’s s choo l -friendly line-up whichalso includes single-serve applesauces inmultiple flavours.“Mott’s is the fastest

growing fruit brand,” states Rachel Cohen,marketing manager for General MillsCanada, adding it’s just one brand forparents to feel good about giving to theirkids. “We’re hearing from our consumersthat moms hate when lunches and snacksare not eaten. There’s this sense of guiltabout not only wasting food, but that thekids may still be hungry.”One solution she states is variety. That’s

why General Mills is expanding theirNature Valley Lunchbox line to include adouble chocolate flavour. Not only does itcontain eight grams of whole grains, butalso has 20 per cent of the recommendeddaily fibre, all without any artificial

flavours. And, just like the otherLunchbox bars, they are peanut-free.Offering more options that are labelled

peanut-free has become a focus for manycompanies. Not only schools arerequesting peanut-free items be sent,

but even communitycentres and after-schoolactives need to be nut-free. Betty Crocker SoftBaked Treats are anotheroption for parents whowant to pop somethingnutritious and tasty intheir kids lunch kit orsports bag. This seasonone of the biggest

names in film is being portrayed as a softbaked Betty Crocker peanut-free brownietreat — Dory. The main character ofthis summer’s hottest movie, FindingDory, is the focus across multipleGeneral Mills brands, including cerealand Pillsbury Dough.This cross-category promotion gives

retailers a great merchandising oppor-tunity states Cohen, which, like theirMinions promotion last year, can featurecardboard cut-outs of characters and“free Friday” coupons to driveexcitement and sales.“With Back to School items it’s really

great to indicate when something is new,”she states. “Consumers are always lookingfor variety. So have an end-cap displaywith just new items, or on-shelf signagefor better visibility of these new items.”

Yo Yo, It’s On the GoDory is swimming into the dairy aisle

as well under Yoplait Kid’s MinigoDrinkable line.“Yoplait Kid yogurt owns back to

school each year, accounting for nearly60 per cent of kid yogurt sales in those keymonths,”explains Ruth-Anne Culliton,associate marketing manager for YoplaitCanada, adding Minigo Drinkable won aBest New Product Award for Kids Yogurt,as voted by 40,000 Canadians in thelargest consumer-voted study for consumerpackaged goods companies. “We see acontinued trend in kids yogurt whereportable formats are driving the segmentgrowth; where no spoon is required.Toddler drinkable products are growing

“CONSUMERS AREALWAYS LOOKING FOR VARIETY.

So have an end-cap display with just new

items, or on-shelf signagefor better visibility of these new items.”

T

C

Find out more at oceanbrands.com

Ocean’s SnacKits™ are high in protein and come in delicious � avours. Gluten free options available. Perfectly convenient for any member of your family.


double-digits. Yoplait launched MinigoDrinkable in August 2015, and has seensales achieve two times expectation.”There is also a growth trend of yogurt

pouches. The Yoplait Minigo pouch is theonly all-yogurt pouch on the market,made with the goodness of whole milkand probiotics, and is a source of calcium& vitamin D. “It’s something moms can feel great

about giving their kids, and kids can eatit all by themselves,” she states, addingthat with the company’s three brands —Minigo, Tubes and Yop — they coverproducts for growing families. “Fromthree year olds with our Minigo Pouchesto 20 year olds with our Yop products.”Back to School is all about getting into a

good routine with an ever increasing focuson healthy habits, states Simon Small,vice-president of marketing for UltimaFoods, and retailers maximize basket sizewhen they help shoppers see the differentsolutions for their busy days. “This is a busy time of year — it is all

about solutions and inspiring healthsolutions for the full day. The yogurtcategory has changed so much and eventhough 92 per cent of Canadianhouseholds shop the category nearlyonce every three weeks, confusion atshelf and not being aware of thedifferent types of yogurt is the biggestbarrier to growth opportunity,” heexplains. “Merchandising and promotingas many different segments of yogurt

together drives incremental basket size -merchandise kids lunch box offers withfamily yogurt drinks for the breakfasttable and snacks through the day.”Ultima is continuing their commit-

ment to help shoppers and consumerswith healthy, convenient options. Forback to school they are updating theirtwo market-leading offers — a revamped

look for Olympic, a brand that’s fastbecoming Canada’s leading organic brandand updating the packaging of iogo Nano— already the No.1 brand for youngchildren, to ease the shopping experiencefor this signpost yogurt. “And, to help parents introduce new

tastes and vegetablesinto their little one’srepertoire we arelaunching a variety ofour iogo Nano cups andNano pouches with fruitand vegetable mixes,for quite possibly theperfect snack. We arealso launching coreflavour offerings of iogo 0% into the largerconvenient, resealable pouches,” saysSmall, adding the trend for children’sproduct formats is all around confidence,as well as convenience. “Pouches and spillproof bottles allow parents to empowertheir children to experience their foodindependently while allowing parentshealthy snacking options that are good togo with the mobile family without theworries of spills or messes.”

Drink UpParents are looking for ways to lower

their kids sugar intake and it’s well knownsome juice boxes can be loaded with it.SunRype’s 50 per cent less sugar beveragesare a blend of fruit juices, purees, and

coconut water, and are sweetened withStevia. Available in a 900 ml format, as wellas 200 ml juice boxes, they are a great wayto keep kids hydrated since coconut wateris a natural electrolyte. Also, the 200 ml juice box remains a

convenient format for lunches (and youcan freeze them beforepacking them so theywork as an ice pack tokeep lunches cool and anice slushy treat bylunch time), says Broder.Plus, a 200 ml servingSunRype Fruit PlusVeggies & Fibre contains1.5 servings of fruits and

vegetables and provides a source of fibre.This year, SunRype is running a Back to

School contest on facebook, so all of POSmaterials will promote and drive to that. “The contest theme is ‘Share a picture

of SunRype in your lunch box’ for achance to win a $10,000 shopping spree,so it’s all about inciting purchase,” shestates. “It’s getting more and moreexpensive to send kids back to school,and so the prize will be very motivatingfor moms and kids alike.”Variety, they say, is the spice of life.

It’s also the spice of lunch. New productswith cross-promotions are the best wayto help customers beat the back-to-school boring lunch.

●

“THIS IS A BUSY TIME OF YEAR

— it is all about solutionsand inspiring health

solutions for the full day.”

According to the Canadian DairyInformation Centre, Canadiansconsume 12.02 kilograms of cheese

per capita every year. A report fromEuromonitor International confirms thatretail cheese sales in Canada reached 3.8billion dollars, with 187,400 tons sold in2015. It estimates that Canadian cheesesales will reach 4.2 billion dollars by 2020. With all the different varieties of cheese

on the market, it isn’t surprising that thecheese customer is equally as varied. Itstarts with exactly where the customershops when they visit the grocery store.Traditionally, grocers have relied on twoareas of the store to merchandise cheese.So, how has this strategy worked?In the dairy aisle, customers find

inexpensive cheeses from processedcheeses to pre-grated cheeses in bags.This aisle has mass appeal, a high volumeand prices that are competitive.“By having cheese in this area it becomes

second nature to pick it up with your milkand eggs,” says Nicole Anderson, categorymanager, perishables, for Sunterra Market,

a chain, with nine locations acrossAlberta. Convenience shopping is a draw.“Traditional cheddars and shreddedmozzarellas are always in the top spots.” This aisle also appeals to customers

who are cautious about price. “It’s notabout which kind of cheese it is.Customers are looking at price,” statesJonathon Arril, part of the dairy salesfloor team at Country Grocer’s Oak Parklocation, on Vancouver Island. He notesthat customers are avid readers of thestore flyer. The challenge is the potentialfor customers to only shop sales.One solution the store has found is the

Manager’s Feature, where a cheese that isin overstock is reduced by a dollar ortwo, selling out quickly.In the deli department, customers know

they will find better quality cheeses. “Wehave more of a customer service aspectand carry a number of specialty items,”says Dan Malvet, deli manager at CountryGrocer’s Oak Park location. A chef by trade,who has 15 years of deli work experience,Malvet notes that with the “cheese

industry constantly changing,” givingcustomers tips on cooking with cheese, aswell as cheese pairings is an invaluableway to increase sales. Malvet says the top-selling items are

goat’s milk cheeses, cheddars and havartis.Over Christmas the company does a boomingbusiness in specialty cheeses both local andimported from the United Kingdom. For Anderson, visual merchandising is

critical. “For the more artisanal cheeses inthe deli you get the benefit of being ableto display whole wheels of cheese, whichlooks fantastic.” But there are drawbacks.“Artisanal cheeses also can have spaceissues, with so many different types. Shelflife is an issue, unless you build a strongfollowing with perishable cheeses.”Is price an issue in the deli? Vincent

Benedet from Bosa Foods, in Vancouversays no. “The consumer is looking for agood quality product. They want authenticand are willing to pay for it. We specializein European cheeses both Italian andMediterranean, or domestic products thatreflect a European product.” Top sellers

cheese

By Karen Barr



include Parmigiano-Reggiano, gorgonzola,buffalo mozzarella and manchego. A new product that Benedet is excited

about is Vacche Rosse or Red CowParmigiano-Reggiano. With milk from aspecialty breed of cow in Northern Italy,this cheese turns a golden colour and hasa more intense flavour. As for tasting thecheese selection Benedet says, “We havemulti-station food demo every Friday andSaturday, with cheese pairing ideas.”Special diets, food allergies and

intolerances have forced changes in thecheese category prompting new products

and a need for education. “Four out ofevery 10 customers ask for lactose freecheese,” says Arril. The Canadian DigestiveHealth Foundation states more than sevenmillion Canadians are lactose intolerant.“Certain varieties of cheese are naturally

lactose free and can be consumed as part ofa lactose free diet. As cheese ages, theamount of lactose dissipates over time. Alot of consumers we speak with aren’taware of this,” says Megan Deaust, productmanager of Bothwell Cheese, in NewBothwell, Manitoba.Then there is the customer looking for

dairy-free, where soy milk cheeses andother plant protein combinations fill theneed for a whole new type of cheese.Organic has also changed cheese. “Organic

as a sector is growing because consumers areincreasingly aware of health issues possiblyrelated to the industrialization of foodproduction and processing.” says DebraAmrein-Boyer head cheesemaker, owner andfarmer at The Farm House Natural Cheeses, inAgassiz, British Columbia.Jeanne Carpenter, a Wisconsin-based

certified cheese professional, from theAmerican Cheese Society talks trends.

“People are looking for cheese with moreflavour. Aged cheeses, cheese made withgoat or sheep’s milk, and flavouredcheeses, especially hot and spicy pepper.Customers are interested in packagingthat tells the whole story of the cheese.”Deaust agrees that flavour is key, “We

have seen an increased demand forvarieties that offer smoked flavourprofiles.” She also mentions, “Seasonallywe see a spike in sales throughoutOctober to December.” She points to thecompany’s cheeses containing fallflavours like red wine or black truffles.Traditional methods of cheese mer-

chandising, using both the dairy depart-ment and deli still works today. What haschanged is the variety and depth ofcheeses. Educating the customer helps tosupport solid growth in sales. ●

Free of What You Don’t WantSpecial diets were once a problem for consumers. Now new product categories are vast.For organic try: Heidi by The Farmhouse Natural CheesesFor lactose-free try: Bothwell Old CheddarFor dairy free try: Swiss-Style Slices by Daiya

Smoking GoodApple-smoked cheeses are smokedusing special aged apple pulp and hardwood.Try: Apple Smoked Gouda by Red Apple Cheese

Feel the HeatThese cheeses have a kick.Try: Jalapeno Monterey Jack or Red Hot Chili Pepper Jack by Bothwell Cheese

Cheese of the SeasonCheese selections follow the seasons,using the flavours from the harvest.Try: Black Truffle by Bothwell Cheese


Sustainability is a pillar of corpo-rate operations in virtually everyindustry. Consumers demand prod-

ucts made using sustainable practices,while producers need processes thatfacilitate profitability. Complicatingmatters is the widely diverse way pro-ducers and consumers define what iscritical and what is realistic. Food retail-ers are caught in the middle needingboth reliable suppliers that match cor-porate and consumer ideologies and aplan to communicate with shoppers.

Billions on the lineCanadian retail grocery food sales in

2015 surpassed the $100 billion level.This represented around 11 percent ofdisposable income according to the FoodInstitute Food Pricing 2016 Report fromthe University of Guelph. The reportalso indicates food prices increased justover four per cent that year, causingconsumers to analyze food choices morecritically. They want products that alignwith their personal philosophies. Once an umbrella category solely for

social and environmental issues, sustaina-

bility is branching out. Additionalconsumer sustainability concerns includelocal availability, demonstrated respons-ible practices, animal welfare, resourceprotection and food safety. Plus consumerswant convenient and simple-to-useproducts. This is a tall order for retailers tofind suppliers or products to fit the bill. Most retailers have corporate philo-

sophies concerning sustainability andcriteria for suppliers built into theirprocesses. These philosophies aretypically developed using detaileddemographics about their customers tobuild relationship. At its heart,sustainable means being able to continueto function in the long run. For retailoperations, this requires developingconsumer loyalty by providing productsthat appeal to shopper ideals. However, it would be difficult to meet

all consumer expectations with everyproduct. Retailers should determine whatsuppliers and products are in line withtheir own corporate philosophy. Thenfocus on developing programs toshowcase how those choices match theirconsumer expectations.

Keep It SimpleThe Canadian Federation of Agriculture

suggests retailers keep things simple. Useplain language. Show consumers whatproducts fall in line with generallyaccepted sustainable practices. PromotingCanadian-made products in store willmake it easy for shoppers conscious ofbuying local to find and buy them.Several retailers have adopted packagingthat ties products to specific producers.This builds perceived association betweenconsumer and producer. Shoppers feelconnected to where their food is from.Further to those initiatives, retailers

should be able to offer consumersbasic explanations of why particularsuppliers were chosen. Clearly connectingsuppliers successfully achieving sus-tainability goals with the products buildsthe retailer’s reputation in the eyes ofconsumers. Retailers should be ableto direct consumers to products thatfit the criteria they seek. Fortunately,many Canadian producers, like dairyproducers, have focused on sustain-ability for several decades.

●

sustainability

By Karen D. Crowdis

Preserving a FutureSustainability in the Supply Chain


Longevity is a sure sign of sustainability. In Canada’s dairyindustry, there are seventh and eighth generation familyfarms, which are old than Canada itself. Running a business

that long requires dedication to all facets of sustainability. “To be able to make a living off the same land for that long is

proof of good practices. Consumers want to know where theirfood came from and that animals were treated well. We havea great story in our industry,” says Therese Beaulieu, assis-tant director, policy communications of Dairy Farmers ofCanada (DFC). “People may not know that well treated dairyanimals produce more milk.” That means animal welfare is asignificant part of sustainable dairy operations; right in linewith consumer demands.

In Canada, the dairy farmers have a long history of govern-ment validation for over 50 years of what they do. Farm inspec-tions and veterinary oversight relationships have ensured ani-mal welfare remains top priority. In the last decade DFC hasdeveloped national standards for quality, food safety, animalcare, traceability, biosecurity, and environmental practices,working with farmers and experts to develop programs and testthem through pilot projects on farms. Farm inspections and vet-erinary oversight relationships have ensured animal welfareremains top priority.

“We want to make sure we get it right. We don’t want to do apolicy before we know it will work on farms of all sizes. So wetest it on farms and get feedback. Sometimes we go back to thedrawing board because different regions require differentthings, and we want to have one overall national standard,” addsBeaulieu.

Benchmarking to Build OnDairy Farmers of Canada wants food industry, retailers and the

public to know that benchmarking on farms is already doneincluding lineage of dairy animals that dates back 100 years, cre-ating a baseline and a direction for future farm management deci-sions and growth. All farms and cows are individually identified tobe easily located if there are any potential disease outbreaks.

The industry takes milk quality and safety very seriously anduse of antibiotics is carefully controlled so no residue in milkreaches customers. Beaulieu notes that artificial growth hor-mones are not used in Canada because Health Canada refusedto approve them over concerns for animal health in 1999. Milk issampled on the farm at every pick-up and tested at the plant aswell as independently in labs.

Beaulieu explains: “Verification tests used are very sensitiveto even very trace amounts of antibiotics, ensuring it nevermakes it to the retail market. Farmers face the significant finan-cial impact of having to pay for the whole tanker of milk plus apenalty on top of that if it is detected.”

Spreading the WordThe technical verifications and on-farm improvement initia-

tives align with many sustainability concerns. Dairy Farmers ofCanada wants to foster dialogue. “We are opening the door tobetter understanding with buyers and consumers,” saysBeaulieu. “For consumers who want no hormones, no antibioticresidues, we already have that. For retailers, we have a commongoal to have consumers trust us so they continue to buy ourproducts. Farmers are passionate about what they do and wecan prove it.”

Dialogue will get the sustainability story of Canada’s dairyfarms out to retailers and subsequently to the public. Continu-ing the conversation will allow the various links in the foodchains to build relationships with each other and the publicbased on verifiable facts showing how they meet consumerdesires. That is good business.

Retailers need to have the right products and the rightinformation. Knowing suppliers/producers and their efforts tobe sustainable — in all its incarnations, is important to be ableto respond to various expressed consumer desires. Withinitiatives like proAction retailers are informed, and carryproducts they can stand behind. Building consumer loyalty isbased on building trust along the supply chain and will ulti-mately drive bottom lines. ●

Dairy Farm Sustainability -AWayof Life


It wasn’t long ago that the mere men-tion of salt struck terror in the heartsof snack lovers, with claims it was

responsible for everything from hyperten-sion to strokes.But now that sugar is the main target

of scrutiny for health experts, thesodium scare has abated somewhat,further mitigated by studies (a recentone being from the Institute of Medicine)showing no strong evidence that cuttingsalt intake reduces the risk for heartattacks or strokes — and can in fact haveunintended health risks (includinginsulin resistance).This is particularly good news for the

salty snacks category overall andespecially for Canadian consumers, whoaccording to the NPD Group are more fondof salty foods compared to sweet-toothedAmericans. “Frankly, I don’t think theaverage consumer is much concernedabout salt intake,” says Taco Yasumaru,general manager for Kameda USA Inc.Yasumaru’s company recently expanded

into Canada with a new line of savouryrice crisps (appropriately named KamedaCrisps), a product that combines the best ofboth worlds: a clean label, and a taste thathas compelled consumers to embrace it asan indulgence. Still, Yasumaru says of saltysnacks in general, “Taste comes first, well

above and beyond any other considerationin the salty snacks category.”But whether the consumer is health-

minded or just indulgent, salty snacksare a powerhouse category for retailers.Nielsen Market Research has estimatedtraditional snack food sales in Canadafrom September 2013 to September 2014through main retail channels at roughly$4.9 billion, with potato chips and cornsnacks accounting for a massive $1.8billion of that figure and prepack cheesecoming in second at $1.7 billion. What’ssignificant about these figures is thatthey outstrip the popularity of chocolate($1.5 billion); yogurt ($1.4 billion); andbaked desserts ($822-million).Nielsen also found that chips and corn

snacks along with nuts are amongst thetop sales growth snack categories, whilethe categories with declining growth areall sweet (frozen water confectioneriesand puffed cakes leading the pack). Betterstill from a grocery perspective, Nielsenfound that despite the perception ofconvenience stores being the mecca forsalty snack purchases, grocery storesremain the top destination.

Jeetu Patel, sales and marketing man-ager for Gurulucky Snacks & Sweet Ltd.,says, “Salt isn’t as worrisome as it usedto be,” he says. “However, that’s not tosay consumers aren’t health-conscious,and with salty snacks overall they’reseeking clean labels, no preservatives,and natural ingredients.”Troy Dewinetz, general manager, mar-

keting & merchandising, for Buy-Low Foods,agrees. “The focus on sodium may not be asprominent as in the past, but there is still alarge segment of our customers who arelooking for healthy alternatives in the saltysnack category, including those looking forless salt,” he says. “That said, there is still a large per-

centage of shoppers who are perfectlyhappy with the more traditional saltysnack products. In fact, though productswith health-related attributes aregrowing, the majority of the categorysales are still made up of productswithout any health claims.”

salty snacks By Robin Brunet

© 2015 Blue Diamond Growers. All rights reserved.

GOOD IS IN EVERY BLUE DIAMOND® ALMONDAlmonds are packed with nutritional goodness and make snacking fun with popular flavors.

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If all of this sounds like a clarion call for retailers to expandtheir snack aisles, clean labels are still a primary factor thatconsumers seek in the grocery aisles. “I think that’s why you seea growth in nut consumption,” says Chuck Corrigan, businessmanager for C.B. Powell Ltd. “Plain almonds for example are awell known source of vitamin E, fibre, and protein. You can’t askfor a more appealing label.”C.B. Powell is the distributor of the Blue Diamond brand of

almonds, the only almond snack manufacturer to use the top gradesof almonds — Non Pareil and Carmel — in its products; equally

important, its almonds are guaranteed peanut-free due to beingpacked in a processing facility whose only business is almonds.Of course, almonds are hardly the only nut shoppers are

snacking on: Stephanie Grunenfelder, senior vice-president ofthe American Peanut Council, points out that despite allergenconcerns, peanuts remain a perennial favourite and areconsidered low in sodium by the Canadian Food InspectionAgency: “Salted, oil-roasted peanuts contain 117 milligrams ofsodium per Food Guide serving – less than in a slice of bread ora bagel.” She adds, “This year, we asked consumers a question we have

asked for the past 10 years: ‘Do you believe peanuts and peanutbutter are healthy?’ In 2006, 90 per cent of Canadians surveyedanswered yes; in 2016, the answer was 96 per cent, so this is justabout as good as it gets.”However, Grunenfelder notes that sometimes the health

attributes of peanuts are overlooked by retailers, due to theirfamiliarity. “It’s important to remind consumers that peanuts areas healthy as any other nuts in spite of the lower pricetag. Remember to market in-shell peanuts during baseballseason, and they are fun to serve at outdoor parties too, as longas there are no allergic participants.”Meanwhile, companies such as Patel’s are benefiting from the

fact that Canadians are increasingly adopting snacks fromforeign lands as their own, as is the case with the chick pea-coated peanuts (originally an Indian confection) he has beenselling for some time now.Sales of this product recently compelled Patel to invest in his

own manufacturing equipment instead of making the product byhand. “Not too long ago we would make about 400 pounds perday by hand, but now we can produce up to 700 pounds per hour— and as a result, as well as thanks to popular demand, we’retalking with Loblaw’s to get listed in the bulk section of theirstores,” he says.Dewinetz notes that within the all-mighty chip category,

“there is definitely a move towards snacks with perceivedhealthier attributes: chips made with kale and beans and otherspecialty organic ingredients.”Kettle-cooked chips is part of this trend, and I-D Foods Corp.

recently expanded distribution of its popular Cape Cod Chipbrand to include Western Canada, via Buy-Low, HY Louie, andFederated Co-op. “The kettle cooked segment represents15 per cent of overall chip sales and is growing by nine per cent,which is huge,” says Julie Latour, brand manager of I-D FoodsCorp. “The Cape Cod brand is popular not only due to great taste,but because it’s gluten free, all natural, and no cholesterol.”Dewinetz describes Buy-Low’s salty snack merchandizing

strategy. “We try to appeal to all consumers by ensuring we arewell represented in each segment,” he says. “We carry the standardnational brand products, but we also focus on the funkier specialtyitems and healthy options within each segment.”He adds, “There’s no need to deep-discount in this category,

so we ensure we’re priced competitively but focus on being adestination through a selection and variety that appeals to allour varied customers’ wants and needs.”It doesn’t take much for the salty snack category to be a

strong sales driver in any grocer operation, and thanks tomanufacturers upping their game with respect to tasteinnovation and quality ingredients, expect the category to be astrong performer for years to come. ●

Salty snacks are a strong sales driver for any grocer.


soups

As a traditional food item through the coldmonths, soup has been a staple inCanadians’ bowls for years. But

what’s filling the brim is not what’s it’sbeen in the past. There’s been adecline in the more mature soup cat-egories such as instant soup, dehy-drated soup and canned/preservedsoup, while frozen and fresh arebecoming hot stuff.According to Euromontior, despite

efforts from manufacturers to try toactivate the category through thedevelopment of new flavours and moreconvenient packaging, in 2015 retail valuesales of soup in Canada declined by one per centto C$698 million and the category declined by one percent in terms of volume. The report states, as the agingpopulation grows in the country, an increasing number of

Canadian consumers are switching to healthier alternatives orthey choose to cook at home. Some consumers view cannedsoups to be poor in taste and/or too “processed,” thereforesoups perceived as fresher, such as chilled soups, despite beingsmall in the category, have performed well.According to Mintel’s Food Packaging Trends — US, July 2014

— around one-third of consumers are looking for products withnatural or reduced claims on packaging, and 38 per cent of souppurchasers believe refrigerated soup is healthier than cannedsoup. In conjunction, Mintel says refrigerated and frozen soupexperienced a 52 per cent bump-up in sales between 2010-14 tohit $295 million. Sales are expected to continue growing another26 per cent between 2015-20, says the group. Growth likely willcontinue based on millennials’ increasing spending power andtheir demand for more natural foods, as refrigerated and frozen

BowlThe Category Over

Some soups are in a slump. Which varieties are customers looking for?

soup rely on colder temperature for preservationinstead of added sodium and preservatives.One of the category’s biggest players, Campbell Canada, is

trying to combat the negative stereotypes of canned soupthrough a reinvented line of Healthy Request soups, a brandthat contains no preservatives. Last year the company launchedtwo new flavours: Curried Cauliflower Lentil and Spicy VegetableTurkey with Rutabaga, as well as revamped varieties, such asplain old chicken noodle to Lemon Chicken Orzo with Chickpeasand Zucchini.“Consumers are looking for real ingredients and their

expectations are raising,” says Moya Brown, vice-president ofmarketing at Campbell Canada in an interview with MarketingMagazine. “We saw that as an opportunity to totally reinventHealthy Request and challenge ourselves to look at some of the

By Carly Peters


By Robin Brunet

Like other Fort McMurray residents,Tim Styba, general manager of a35,000 square foot Save-On-Foods

in the Stoneycreek neighbourhood, willnever forget returning home after wild-fires forced a weeks-long evacuation of90,000 people from the city.He says, “It was apocalyptic: aband-

oned vehicles and rotting garbageeverywhere, furniture in front yards, ahorrible smell of decay — and silence. Itwas like The Walking Dead for real.”Styba quickly surveyed his Stoney-

creek store for the first time sincelocking it up on Tuesday, May 3, the daythe evacuation was ordered. “Everythingperishable was rotting, and everythingelse was saturated with smoke,” he says.“Our entire inventory was ruined, fromproduce to deli and throughout our

12 aisles — and yet residents wererelying on us to restock their kitchens.”At least Styba’s Save-On-Foods and

another in neighbouring Thickwoodhadn’t suffered any prolonged poweroutages — the same could not be said ofthe Save-On in the downtown core,which in addition to requiring a

complete clean-up would have to beinspected for mould and other issues.Such was the case of businesses in

general in Fort McMurray, and the ironyof the emotional devastation thatnatural disasters like wildfires cause isthat a calm and experienced response isvital in bringing about relief and order.Julie Dickson, director, communications,for the Overwaitea Food Group, knowsthis only too well; as soon as news brokeof the wildfires, her emergency responseteam swung into action. “The first thing

we did was activate a Red Cross relieffund, because we knew the fires would beserious,” she says.The fire was first spotted about 15

kilometres southwest of Fort McMurray byan airborne forestry crew on May 1, andtwo days later, pushed by high winds andfuelled by tinder-dry conditions, it ragedinto the city. “Our downtown store closedfirst, followed by the other two Save-Onsan hour later, but we stayed open untilthe very last minute because emergencyservices and the RCMP were grabbing asmuch ice and water as they could loadinto their vehicles,” Styba recalls. “Thenthe evacuation began, and it was surrealto see an endless line of cars and trucksheaded out of town: no panic, justcourteous behaviour, without exception.”By the time Styba made it out, he and

others were literally driving through fireon Highway 63, the main artery out oftown. “It was raining sparks and ash,”he says. Ultimately, the fire destroyed2,400 buildings in Fort McMurray andconsumed 590,000 hectares of land.Throughout the ordeal, the grocery

industry presented a remarkable unitedfront. In addition to OWFG’s efforts,Loblaw provided $100,000 in emergency

After the Apocalypse

Grocery companies unite to restore Fort McMurray.

stereotypes around canned soups andbreak those stereotypes down.”Campbell’s also wants to get the message

out that its soups have no artificialflavours or colours, and that 70 per cent ofits ingredients are sourced within a three-hour drive of its facility in Toronto. The

Campbell Soup Company has also

announced a plan to phase out cans thatare lined with BPA (Bisphenol A). Thecompany has already begun using canswith linings made from acrylic orpolyester materials and will continue tointroduce the new linings across the U.S.and Canada until the transition iscomplete in mid-2017.If customers reach for a can,

they are looking for a better-for-you option, and companieslike Pacific Foods are seeingincreased consumer interest in

getting more protein from vegetables andmeat alternatives. That trend was part ofthe motivation for the companylaunching their new Organic Spicy BlackBean and Kale Soup this year.“Loaded with nutritionally dense

ingredients, and with a mildly spicyflavour profile, this vegan, fat free soup isdelicious when paired with a salad orenjoyed alone. It’s no surprise that in 2015it ranked No.3 in U.S. sales of heartyvegetable soups,” states Helen Midwood ofPacific Foods. “We believe in using realingredients, and not too many of them.You can be sure that every food that bearsthe Pacific name will be free of GMOs,sourced locally whenever possible, andthat every ingredient has a real purpose.

We think food tastes better withoutadditives or flavourings so we don’t putthem in our products.”But, as mentioned, fresh is becoming a

word that’s found its way to soups aswell. Retailers are increasingly offeringfresh, natural soups sold in the deli section

or refrigerated case. Herecustomers are usually treatedto healthy, premium ingre-dients and exotic flavours notfound in centre aisle.Frozen soups, which fea-

ture similar qualities, are also

on the rise. Global Gourmet Foodsrecently launched Smart Soups, a line offrozen, all-natural soups, into Canadiangrocery retail after already scoringaccounts with U.S.-based retailers such asWhole Foods, Kroger and Costco. Thebrand’s seven varieties are vegan andvegetarian, gluten free, all natural, andfeature a wide range of ethnic flavours,such as French lentil, Indian bean masala,and Vietnamese carrot lemongrass.Smart Soup single-serve, 10-ounce

portions are also low in sodium and areAmerican Heart Association® Certified.While cans may be on the outs, fresh

and frozen are an option that retailerscan provide customers to keep thecategory hot. ●

Healthy Request soups from Campbell Company of Canada contain no preservatives.

Pacific Foods’ Organic Spicy BlackBean and Kale soup is loaded withnutritionally dense ingredients,and is vegan as well as fat free.

While cans may be on the outs, fresh andfrozen are an option that retailers canprovide customers to keep the category hot.

The Recovery Team was made of 60 people from Alberta and British Columbia.

The fire ruined the store’s entire inventory, but was restocked 48 hoursafter the cleanup.

All this activity prompted Tom Barlow,president and CEO of the CanadianFederation of Independent Grocers, topraise his members in an email:“Community grocers are the heart andsoul of the markets they service,” hewrote. “Grocery retailers and theirsuppliers have continuously steppedforward to provide support and comfort.”As monumental a task as cleaning out

an entire store of inventory was for Styba

and his colleagues, hedownplays the work,stressing instead that ittook a mere 48 hours tocompletely empty his storeand clean up, then another48 hours to restock. “Whencustomers came throughthe doors some of themstarted crying because itwas like nothing had everhappened,” he says. “Ittook a team of 60 peopleto do this: they camefrom all over Alberta and even BC, and every night they stayedin a work relief camp a 45 minute drive away.” Styba also singlesout Alpine Building Maintenance Inc. crews for “going waybeyond what was required of them.”As of mid-June it was still unclear when the downtown Save-On-

Foods store will reopen, but the other two stores are operating full-tilt and fulfilling special orders from local food banks. Dickson says of OWFG’s remarkable display of agility under fire,

“Sadly, we have lots of experience doing this, due to past fires,floods, and windstorms. But the Fort McMurray fire was the mostsignificant event I’ve ever been involved in.”For his part, Styba, 38, says, “I joined Save-On as a 16 year-

old and have always loved the organization, but I have neverbeen so proud of it and my colleagues as I am now.” ●


Baking & Ingredients By Deb Smith

With baked goods, including bread, cakes, dessertmixes, frozen baked goods and pastries, expected togrow by 1% in volume terms and 3% in current

value terms to reach C$7.3 billion in 2015, you would thinkthat retail sales of ingredients would be steaming along quitenicely. And it certainly would be for industrial and commer-cial users. But over the last decade or longer, home bakinghas declined and the retail ingredient market has taken ahit. This trend may now be reversing itself, however, partlydue to efforts towards consumer education and productdevelopment by the industry.The gluten-free trend continues to grow, providing

excellent opportunities to increase in-store products.Hodgson Mill, in the grains business for almost two hundredyears, lists more than 60 gluten-free products on its website,including alternative and gluten-free flours made from awide range of grains and seeds. “Currently, in the U.S. market, our No.1 ranking flour is

the gluten-free almond flour,” says StevenShephard, Hodgson Mill’s sales manager,

grocery merchants accounts, Canada. “We are seeing requestsfor specialty products coming from distributors directlythrough customer demands.”Those demands are reflecting the next rising trend as

consumers express mounting concerns over geneticallymodified foods. Packaged Facts, a leader in market research,expects that the non-GMO trend will see increased sales of atleast 65 per cent in the next couple of years. With themajority of its products non-GMO-verified by an independentthird-party organization, Hodgson Mill is already ahead ofthe game, even providing literature for retailers as value-added for their customers.Informed consumers want the ability to make choices and

create food their way, fuelling the home baking trend. AtGeneral Mills, Inc. Alexander Benedet, marketing director,meals and baking sees today’s millennials spendingmore money than ever in the baking ingredientscategory. “They’ve grown up with a Pinterestmindset, getting ideas from the digital world as towhat’s possible in baking. They are willing to pay


food, clothing, and drugs (through its ShoppersDrug Mart stores) to displaced residents. OWFGmoved a semitrailer of goods into NorthernAlberta and coordinated with the provincialgovernment and aid groups for distribution.Sobeys provided similar services, and itmatched cash donations to the Red Cross fromcustomers up to a total of $100,000. As forWalmart Canada, it donated $500,000 to firerelief (for the record, OWFG ultimately raised$380,000, a figure that was matched by theAlberta and federal governments).

“Community grocers are the heart and soul of the markets they

service. Grocery retailersand their suppliers havecontinuously steppedforward to provide

support and comfort.”

Tom Barlow, president and CEO of the Canadian Federation

of Independent Grocers

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simple, natural ingredients suchas sugar, butter and milk. Thatsaid, everyone is busy, not willingor able to spend an hour-and-a-half in the grocery store.Retailers might get that addi-tional sale if they display bakingingredients in unexpected areaswhere customers see other thingsthey need.” Consumers are also looking at

where their food is coming from, the quality and environmentalimpact of shipping over long distances. “This interest is drivinga certain segment of the population back to homemadeproducts,” says Shannon Bowden, brand and communicationsmanager at BeeMaid Honey. “In that regard, BeeMaid is 100 percent Canadian with some of the highest food safety standards inthe world and it’s minimally processed.”Working in consultation with suppliers, BeeMaid offers

extensive resources such as recipes, videos and an online honey-sugar conversion tool to inform and inspire customers to bakewith honey. Bowden explains, “Merchandizing a number of

products together on an end makes it easy for customers to getideas, suggesting ‘Why don’t you bake something’ andencouraging interaction between the store and its customers.”Communication between the retailers and customers is

essential in today’s world as people seek to be informed, to makethe best choices for themselves, their families and theenvironment. By encouraging creative and positive experiencesin baking at home, retailers can foster long-lasting customerrelationships of trust and loyalty. ●

for something they can create and thenshare that success online; at GeneralMills, we try to deliver solutions so theycan make products that are both ontrend and successful.”“Today most people are going online for

recipes, watching videos for inspiration,”continues Benedet. “There is an op-portunity in the retail environment toelevate the baking presence instore, tomimic that online experience withinspiring baking ideas that connectbaking throughout the store.” Jinny Lok, marketing & sales assistant

with Lantic Sugar has also seen agrowing interest in home-baking as afamily activity among millennials. “Theywant to get back to the basics with


Product Showcase

A Sweet ReminderLantic Sugar’s Plantation Raw® Sugar arranged in thiseye-catching bright green display stand emphasizesclean and simple commitment to the environment.Coupled with favourite recipes and coupons to provideinspiration, this display suggests old-fashioned homebaking and natural goodness.

Bake Like a Pro with Betty CrockerTraditional baking takes time and precision, butwith General Mills Betty Crocker mixes, there areno disappointments. Old favourites like Red Velvetcupcakes and Buttercream Icing stand up to thetest of time, quick and easy solutions to thatspecial dessert night treat.

Confidence in Trusted BrandsThe standout blue and green Hodgson Mill displayunits deliver what customers are looking for in alter-native flours and grains. More than 120 non-GMO,over 25 gluten-free and 85 per cent Kosher verifiedcertifications are displayed on every package fortotal consumer confidence.

All Canadian and Natural Too!BeeMaid delivers 100 per cent natural sweetnessfor use in baking and cooking. Whether it’s thetraditional hive-shaped containers, sweet honeybears or the special edition red-capped Canadianbeavers, the vibrant yellow prepak topped withan attractive pastoral scene is easily recognizedanywhere in the store.


convenient meals By Ronda Payne

In North America, convenient meals have become more than atrend, it’s a way of life and a nearly $5 billion dollar industry inCanada. Clearly, this need for grab and go food isn’t new. After

all, TV dinners were invented in the ‘50s. What is new to the cate-gory however, is the growth in healthy options. Market intelligence agency Mintel, reports that Canadian

consumers want to try ready-to-eat meals with fewer preservativesand artificial ingredients (44 per cent of those surveyed), ethnicinspirations (36 per cent) and fewer calories (35 per cent). Ofcourse, the purpose for convenient meals must not be overlooked inthe push for healthy and tasty. It’s about saving time. Mintel’sreport also noted that 53 per cent of respondents felt that the timefor preparing is a key purchasing factor. The category is forecasted by Mintel’s experts to stay

relatively flat in terms of growth through 2019 due to the agingpopulation’s concerns with eating healthier and avoidingprocessed foods. That being said, at a 2015 value of $4.8 billionestimated by Euromonitor International, the market is significant.Overcoming customer beliefs that ready-to-eat meals areunhealthy or less healthy will be paramount in keeping thecategory active in-store and capitalizing on strong sales.Nermine Eid, director of marketing for Pinnacle Foods Canada’s

frozen meals and sides is seeing the same move to healthier options. “Frozen convenience meals have levelled off recently. This

levelling off is driven by declines in the diet segment,” she says.“Consumers are looking for better-for-you offerings and are nowshifting away from diet foods to clean ingredients.”Some options, like Mexican food, remain dominant and

continue to grow despite being in the freezer case — due in partto their flexibility. Rachel P. Cullen, president and CEO of Ruiz Food Products explains.

“Growth this year versus a year ago has increased,” she says of theRuiz Food lines. “Consumers continue to enjoy the convenience andquality our El Monterey brand brings to their family.”No longer are convenient meals confined to the dinner

timeslot as Cullen explains of the El Monterey Tornados.“Tornados quickly revolutionized the roller grill in

convenience stores and gas bars,” she says. “An innovative blendof bold ingredients, all rolled in a crispy, seasoned tortilla,Tornados are available in a wide variety of flavours to satisfy anyhunger during breakfast, lunch, dinner — or just a quick snack.”Having a variety of locations where heat and eat, prepared ready-

to-cook and other convenient meal options are available is importantto satisfy the varying mealtime demands of customers. Meals are no

longer confined to the expected, so what may have once been adinner-only option can also be viewed as lunch or a snack.“Consumers now enjoy convenience meals throughout the day

with dinner still representing the largest occasion,” notes Eid. Convenient meal options come in a variety of forms from sushi

which can be eaten immediately, to a fresh prepared meal to pop inthe oven or microwave, or marinated meats ready for the grill andfrozen items to keep on hand when no one wants to cook. Thismeans numerous sections with multiple options for busy consumers.Retailers looking for success in the convenient meal category

will stay focused on providing options suitable for all day-parts,fresh, frozen and ready-to-cook options and most importantly afocus on healthy complete meals with wholesome ingredientsand excellent flavour. ●

South of the Border Taste Stays Popular“The frozen Mexican food segment is not only impor-tant now, but in the future,” says Rachel P. Cullen, presi-dent and CEO of Ruiz Food Products. “Mexican foodoffers today’s consumer so much variety in texture,taste, spice and even heat levels and consumers todaylove to experiment with each.”

Signage Makes a DifferenceHelping consumers find a grab-and-go or other conve-nient meal comes down to signage according to LauraLum, owner of Western Foods. “We like the big sig-nage,” Lum says. The big signs help those in a hurryfind their way to what they want while the small shelf-talk signs assist with selection.

Pairing Things UpHelping consumers create a complete meal not onlyincreases the sale at the till but also helps retailersbecome the location of choice when families are in arush and need something to throw together for a meal.Nermine Eid recommends merchandizing garlic breadand bagged salads near the Swanson Skillet Meals.

Grab & Go and Heat & Eat Clean UpConvenient meals continue to beimportant in today’s time-starved lives,but healthy options are the priority.


WHAT’S NEW & IMPROVED IN THE GROCERY AISLE

Happy Planet launches HappyPlanet Creamery Organic

Happy Planet, one ofthe top selling freshsmoothies and organicjuice brands in Canada,is launching HappyPlanet Creamery; a newline of BC organic farmto table milks and butterthat answer consumers’needs for more nutri-tious, tastier productsand for transparencyabout where their milkcomes from and how it’smade. “At Happy Planetwe have always said that‘we are standing on the shoulders ofgiants…’. Those ‘giants’ are the farmers who raise and grow theincredibly tasty and sustainable ingredients that make up all ourjuices, smoothies and soups…. and now our dairy,” declares Ran-dal Ius, Happy Planet co-founder. “Consumers want tasty prod-ucts and to know where they come from.”

Vitaminwater GivesCanadians a Drop ofSunshine with NewShine and Shine Zero

Glacèau vitaminwater has launched anew flavour in Canada combining naturalwatermelon and pink grapefruit flavourscalled Shine. “Vitaminwater has alwaysbeen a delicious choice for hydration with a little somethingextra, and our newest flavour, Shine, includes a little drop ofsunshine in every bottle from vitamin D and the naturally deli-cious flavour of the summer, watermelon pink grapefruit,” saysAngie Balian, vice-president of still beverages, Coca-Cola ltd.

New Flavours for SingleServe Packs of Blue DiamondBrand Almonds

The World’s leading Almond Grower/Packer has put premiumquality seasonings on their premium quality almonds in four dif-ferent flavour options: Smokehouse, Wasabi, Blueberry andSriracha. Each 43g flavour item is available in handy 12 ctcaddy/display packs. The 43g size foil portion pouch pack is theperfect size for “On the Go” people to get their “Handful ofAlmonds a Day”; and the pouches are peggable. Already provenwinners in the U.S. these items promise to do very well as Cana-dian per capita consumption of almonds is slightly higher.

Cape Cod Chips Cape Cod Potato Chips use simple ingredients — hand-selected

potatoes, canola oil and salt — to create delicious, satisfying allnatural kettle cooked potato chips. Cape Cod Potato Chips arealways made one batch at a time in custom kettles to givethem their distinctive crunch and unique flavour.

advertisers index

A. Lassonde Inc ........................................................................33

AFPA ..........................................................................................28

Aliments Ultima .......................................................................34

American Peanut Council ........................................................3

Associated Grocers ..................................................................10

Aurora Importing & Distributing .........................................24

Bee Maid Honey Ltd. ..............................................................60

Biro Manufacturing Company ..............................................33

Bosa Foods ................................................................................44

Bothwell Cheese ......................................................................45

Bruce & Clark ............................................................................26

C.B Powell .................................................................................50

Carlton Cards Ltd .................................................................OBC

CFIG ...........................................................................................IBC

CHFA ..............................................................................................9

Coca-Cola Refreshment...........................................................18

Dairy Farmers of Canada ......................................................49

Digi Canada ................................................................................19

Direct Plus Food Group ..........................................................39

Discovery Organics ..................................................................61

Dovre Import & Export Ltd ....................................................15

Eden Foods ...............................................................................46

Elias Honey ..........................................................................16, 61

Falesca Importing ....................................................................23

Food Processing Development Centre ..............................27

Fresh Direct Produce Ltd. ......................................................19

Fresh Point ................................................................................20

General Mills Cda ......................................................................13

Guru Lucky Snacks .................................................................53

Howell Data Systems ...............................................................14

ID Foods .....................................................................................53

Italpasta Ltd. .............................................................................24

Johnston Wholesale ................................................................15

Jones Food Store Equipment Ltd ........................................19

KAMEDA USA Inc ....................................................................52

Kraft Heinz Canada ULC ........................................................37

Lions Gate Fisheries Ltd ........................................................19

Maple Lodge Farms Ltd .........................................................30

Medicine Hat Meat Traders ..................................................28

Ocean Brands ............................................................................41

Pacific Foods ............................................................................54

Paradise Island Foods Inc .....................................................20

Polar Industries Ltd ................................................................33

Ruiz Foods .................................................................................62

SIAL Paris .................................................................................IFC

Sliced FC Ltd. ............................................................................26

Sparks Eggs ..............................................................................26

Sun-Rype Products Ltd .........................................................42

Tree of Life .................................................................................17

Trimpac Sysco Inc ....................................................................16

Urban Impact .............................................................................18

Virtex Group of Companies ..................................................22

West Coast Reduction Ltd .....................................................27

Weston Bakeries Ltd ................................................................19


in the bag


iögo Introduces Innovative KidFriendly Line

For fall 2016, iögo Nano introduces for the first-time ever, aninnovative kid-friendly line that takes yogurt to a whole newlevel by adding vegetables. As of August 2016, parents will beable to find various delicious fruit/veggies, such as: banana/squash, blueberry/beet and peach/carrot in a cup format as wellas apple-cherry/beet in a pouch. Kids will surely fall for thesenutritious yet fun yogurt products made from real fruit andvegetable purée and will realize that veggies can be tasty too!

New from AuroraBaci “All Natural” are made with only eight ingredients,

certified Kosher and gluten free. Baci “All Natural” are nowmade with 93 per cent clean energy but still retain the iconictaste of Baci. Also new is Aurora Ground Espresso packagedin a compact cardboard carton and roasted locally every week.Available in medium and dark roast for stove top and pumpespresso machines. Allessia Black Cherry Cantuccini areTuscan style cookies incorporating black cherry, recognizedfor its health benefits and delicious taste. These are greatserved with tea, coffee and dessert wine.

Ocean’s Tuna SaladsReady to Eat Meals Are Perfectfor Busy Lifestyles

Ocean’s tuna salads come in five variants to suit every taste:Spanish, Italian, Greek, Mediterranean, and Thai. These saladsare convenient, portable and ready to eat as it comes in aneasy pull tab can with a spoon and napkin. For further information, email: [email protected]

or visit www.oceanbrands.com.

ConvenientSnacks for PeopleOn the Go fromOcean’s

Ocean’s Snackit Dips take convenience to a new level. Withtwo flavours to choose from, whole wheat crackers and a tunaspread perfect for dipping, Snackit Dips are the perfecthealthy snack for anyone on the go! This product was a 2015Canadian Grand Prix New Product Awards Finalist.For further information, email: [email protected]

or visit www.oceanbrands.com.

Mia’s Kitchen LaunchesNew Products

Mia’s Kitchen’s palate-pleasing pasta sauces use only thebest produce and herbs for today’s lifestyle – natural, cleanand flavourful, based on recipes that have been handed downfrom generation to generation in the Sebastiani Family. Alongwith launching two new sauces Kale & Roasted Red Pepper,Mia’s Kitchen pasta sauces are now non-GMO Project Verified! For more info, please contact BrandSeed Marketing Inc.

www.brandseedmarketing.ca or UNFI Canada.

Better-For-You Savoury RiceSnack from Kameda Crisps

Now available in Canada, Kameda Crisps are an irresistiblerice snack perfect for all occasions! These light, crispy ricecrackers are savoury with a wonderful unique crunch. Plus,Kameda Crisps are certified gluten free, baked, not fried, con-tain no trans fats, no preservatives and no artificial flavors.Kameda Crisps are a smart, tasty way to snack healthythroughout the day. To learn more about these fun new snacks, visit

www.kamedausa.com

With wide spread industry changesunderway, what’s the future for catego-ry management? In this article I’m

going to focus on three areas that should bepriorities, including internal preparation, cat-egory assessment, shopper influence andthe omni channel.

1.Preparation (includes organizational design, internalalignment and internal processes).

The whole approach of how retailers andsuppliers work together needs to change.The traditional sales approach that manycompanies continue to use isn’t working any-more. Research & development and market-ing can’t work in isolation to develop newproducts for their brands, and need to startunderstanding categories (vs brand only) andretailers’ shoppers (vs brand consumers). Ina perfect collaborative world, retailers andsuppliers would work together to find shop-per solutions that align with their internalorganizational goals & objectives.

Moving to a more collaborative approachrequires many different elements — includingtrust, resources, data, aligned strategies andother elements. Before retailers and supplierscan collaborate, they need to ensure they havetheir internal team aligned. There needs to bean aligned approach across the organization,including gold standards and best practices, tocreate a highly strategic and effective approachto the business (and quite frankly, they don’texist for many organizations). Suppliers need tostart thinking category and brand, realizing thatconsumer does not equal shopper (and theshopper is owned by each unique retailer). Bydeveloping category solutions that help theretailer better meet their shopper needs, collab-oration will come more naturally.

Your next step? Consider how strategicyour organization is at providing overarch-ing strategies to your organization as itrelates to category, shopper, data andinsights and collaboration. What are yourbiggest areas of opportunity?

2.Category Assessment (includes data access, analytics, insights, capability)

In the future, analytics will be more for-ward looking and predictive. With our quick-ly changing mobile society, closer workingrelationships between retailers and supplierswill be a requirement to be effective.Because of the complexity of new datasources and looking for patterns and rela-tionships across data sources, predictiveanalytics are becoming more prevalent forretailers and suppliers.

Another change that affects categoryassessment is Big Data. The advances oftechnology, shopper purchase behaviour and

mobile will create a huge leap of data richnessand content. The ability to data mine andeffectively use this data will be critical. As thepresident of Nielsen once said… “Data with-out actionable insights is just overhead.”

Your next step? Review your current standards & best practices for:

1. Data (what data sources do you purchase? What arethe expectations behind each data source? How dothe data sources fit into specific processes?), and

2. Data analysis (i.e. category reviews, innovation,business reviews, efficient assortment, space man-agement, trade spend).

What are your biggest areas of improve-ment? Do you have standards & best prac-tices developed for the most importantanalysis areas?

3.Changing Shopper (includes understanding the shopper, theirpurchase behaviour, their path to purchase) and Evolving Omni-Channel

This is probably the area that many orga-nizations are currently investing in anattempt to create more shopper-focusedsolutions. Here are some of the biggestchanges that seem to be happening withShoppers:

• The “Haves” vs “Have Not’s”. In Canada, con-sumers are splitting into those with more of thewealth and those without, creating an interesting andconflicting retail dynamic of upscale/gourmet and lowend/cheap retailers.

• New Ethnic Groups. A shift in shopper ties in withethnicity growing in many parts of Canada, ultimatelychanging retail shopper needs. These ethnic groupsneed to be better understood by retailers and suppli-ers – including their holidays and favourite foods andcultural differences.

• More Educated Shoppers. With mobile devicesand digital media, shoppers have much more accessto information than in the past. The shopper’s pathto purchase has changed from one that was more lin-ear to one that is very complex. Retailers and suppli-ers need to have consistent messaging to shoppersalong this new path to purchase.

So how have all of these changes intoday’s shopper affected the retail shopping environment?

Today’s shopper has become more dis-cerning and discriminatory due to many fac-tors I’ve already talked about, includingchanges in lifestyle, demographics, income,and increased constraints on their shoppingtime. They also have an incredible numberof choices related to how, when and where toshop both in retail stores and online. Theresult? The advent of the omni-channelshopping environment, where consumers

want to use all channels simultaneously, andretailers using an omni-channel approachneed to track them across all channels.

Why is this omni-channel so importantfor retailers and suppliers to consider?

As online shopping continues to grow, akeen understanding of the tactics and their rel-evance across channels is critical. For exam-ple, direct mail and newspaper circulars areplaying a diminished role in retail marketing.There are increased assortment offerings inthe online space, and shelf space becomes theonline store. Pricing also becomes transpar-ent, meaning that retailers can’t play with pric-ing in different parts of their channels.

The result? These trends will strain thetraditional retailer’s economic model withchallenges to both the top and bottom lines.Gross margins will come under pressurefrom price transparency — in other words,retailers will need to have the same pricingin-store as online to remain competitive.There will be a reduced share of tradespending from suppliers.

So what can you do today to prepare forsome of these inevitable changes in category management for the future?

1. Embrace the ‘shopper’ and category company-wide.Create gold standards and approaches using categorymanagement foundations for important things like newproduct launches, business reviews and category/ brandhealth assessments. This will also help you to becomemore efficient in your approaches and streamline someof the more tactical work in your organization.

2. Teach your organization to think more strategicallyusing catman foundations - including the process, keydata sources and analytics. This will build understand-ing on how your brands fit in within categories forretailers, and how your brand consumers match upwith retailer’s shoppers. It will also help to create analigned multi-functional team that is working towardsthe same corporate goals and objectives.

3. Work on ways to improve retailer/supplier relation-ships and plan longer term. If you work on the twosteps above, this one may come more naturally,because you’ll be creating solutions that work betterfor your key retailers.

Underpinning all of this is the requirementfor organizations to have sharper use of dataand analytics to drive insights that drive theirday-to-day business decisions. The opportunityis to develop common skills across your multi-functional teams that will create a solid founda-tion that will prepare your team for the future.As retail / CPG continues to become more com-plex and more competitive, suppliers need tobecome more strategic in the approach to theirbusiness. Start making some of these changestoday for a better tomorrow. ●

The Future of Category ManagementHow Prepared Are You?


category management By Sue Nichols, president, Category Management Knowledge Group

NAVIGATING THE FUTURE

16-01-20 12:16 AM

A driver’s license, celebrating a big accomplishment with co-workers or getting a new furry friend – yes there is a card for that! P.S. Hello makes it easy for shoppers to

fi nd amazing cards to celebrate life’s big, small and in-between moments, at a great $2.99 price. It’s one more way Carlton Cards is working to make the world

a more thoughtful and caring place.

For an up close view, contact Carlton Cards at 1-800-663-CARD

There’s a card for that!

the 2015 grand prix new product awards™ — winners …

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