National Grocers Association Buyers Guide @byMikeSmith

2008 National Grocers Association Annual Convention Feb. 5-8, 2008 • Las Vegas, NV GREEN GROCER Your part in the push toward sustainability ALSO INSIDE Protecting your Brand Store Format Trends Your Role in Wellness Comprehensive S Guide 3

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INSIDE Carole F. Bitter, Ph.D. N.G.A. Chairwoman of the Board President & CEO 8 your Brand? Friedman’s Freshmarkets Inc. Who’s Protecting Welcome to Store brand loyalty, and the important trust that underlies it, can’t be bought. It must the Main Event be earned by the one person who controls it. Putting on Now is the time and here is 10 the Green the place to meet the perfect The line between dressing up sustainability to appeal to consumers and ‘greenwashing’ storm of challenges ahead is a narrow one. How can you sell the benefi ts? consider it a privilege to again welcome you Oh, Mother! I to the premiere event dedicated to the true 16 Of all Tax Reforms... foundation of our nation’s grocery retailing industry. As it has during the past quarter century, Call it a “reform” or a “hike,” Congressman I believe the National Grocers Association Annual Charlie Rangel’s proposed “mother of all tax Convention and Supermarket Synergy Showcase will greatly exceed your expectations. reforms” stands the chance of making you cry. As you take the opportunity over the next few, Small is short days to meet fellow independent retail and whole- 22 sale grocers, engage with manufacturers and vendors, the New Big? attend retailer-focused workshops, and hear from in- Is it back to the future in store formats, or just a dustry leaders, it is important to remember we stand at renewed attempt to get more intimate with today’s a crossroads of great opportunity and great challenge. customer? Here’s the trend. Opportunity in strength. The N.G.A. remains the only association exclusively focused on independent Your 2008 S 3 supermarkets, family-run regional chains, and re- 26 Floor Guide tailer-owned and voluntary wholesalers. Our seg- Take a tour of the best collection of vendor ment is strong and vital, with more than 50,000 stores nationwide, accounting for about half of all and manufacturer partners serving the independent U.S. supermarket sales — an estimated $200 billion. retail sector available under one roof. In today’s era of mergers and concentration, our membership of strong, independent small businesses New helps diversify and balance the buyer/seller environ- 40 Products ment. That benefi ts not only the grocery industry, The Supermarket Synergy Showcase offers but ultimately the American consumer we serve. retailers the fi rst look at next year’s hot products. Challenges ahead. Meanwhile, we could be ap- proaching another “perfect storm” of challenges. A See what will be the next big thing. presidential election coupled with major changes to The Best of the Best the tax code, daily challenges to the integrity and 44 safety of the food chain raised by media and activ- in Retail Promotion ism, the push into uncharted territory of sustain- Looking for a few good ideas to improve your ability and green-retailing, ongoing issues over em- advertising and merchandising efforts? Start with ployee management and compensation in today’s economy — they all pose some uncertainty about our 10 best from this year’s Creative Choice Awards. viability, both individually and as a sector. You Can Call Me There’s no better launching point from which 48 to plunge into meeting those challenges than Las Ve- ‘Dr. Whipple’ gas this week. The time is now and the place is here Health and wellness are no longer relegated to to continue to push for even greater N.G.A. partic- the niche fringes. Here are some of the trends ipation among all independent community-focused retailers, and to work to achieve strong bi-partisan offering opportunity for the grocer to aid health. support in Congress for private and family-owned © National Grocers Association, 2008. All rights reserved. February 2008. Published by Food-Chain Communications, LLC, 233 SW Greenwich Dr. (PMB #164), Lee’s Summit, MO 64082-4426. To reserve advertising space, contact Kevin Murphy, at (816) 987-2130, businesses. Together, we will meet the challenges [email protected]. For questions regarding the editorial portion, contact Mike Smith, at (913) 441-3970, and achieve the success that has made our industry [email protected]. Buyers Guide will consider materials for publication but shall not be responsible for loss or damage, and reserves the right to alter any submissions at its discretion for use.All statements, including product claims, are strong, our nation better as a result. those of the person or organization making the statement, and may not refl ect the opinion of the publisher. FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 3

OPENING KEYNOTE SPEAKER: Thomas K. Zaucha President and CEO of the National Grocers Association Representing all segments of the retail food industry in Washington, DC, Mr. Zaucha has been an industry leader for more than 30 years and is renowned for his understanding of the dynamics of the grocery industry and the retailer/wholesaler supply system. He has in-depth knowledge on the government’s role and impact on this industry. Mr. Zaucha has been named one of the food industry’s top 50 most influential leaders for the past four years. In this keynote session Mr. Zaucha will share his assessment of the upcoming November elections, one of the most important elections in our time, an election with worldwide Thomas K. Zaucha implications. He will also focus on the future of the independent retailer, President and CEO of the National Grocers Association wholesaler, supply system. Taking a close look at what the future holds for the industry, particularly the independent, community-focused 43rd Annual Food Marketing Conference retailer and wholesaler, as well as the New Insights into More Effectively Reaching Your Consumers changing American consumer. March 12-13, 2008 Radisson Plaza Hotel • Kalamazoo, MI For more Conference Information visit www.hcob.wmich.edu/fmk Conference Hotline (269) 387-2132

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What’s making your center store stand out? Driving traffic to your center store for standout growth is easy with drive brand growth YTD +12.1%.** Meanwhile, a full 86% of parents products from Kellogg’s. Innovations like Eggo ® Blueberry Pancakes are surveyed report that their kids would dig right into our newest cereal, helping drive the pancake segment +15%.* Our light, buttery, melt-in- Froot Loops Smoothie™. † Ready for your center store to stand out? your-mouth Keebler ® Club ® Puffed Original Bite-Size Snack Crackers will Call us at (888) 289-5554, option 0. be anything but light in impact—research indicates they’ll continue to Do you know what people want for breakfast? Download our latest research and find out how you can grow sales through consumer insights at www.centerstoregrowth.com. ®, TM, ©2008 Kellogg NA Co. ® *Source: IRI Dollar Sales FDMxWM latest 52 weeks ending 4/8/07. **IRI YTD 2007. † Concept Screen.

Breakthrough ideas for center store stopping power. At Kellogg, we keep on top of trends so you can capitalize on foods category by almost one million new buyers. What’s more, them. Our Crunchy Nut™ Sweet & Salty Peanut Butter granola Kellogg Category Management supplies retailers with optimal bars not only make the most of the sweet and salty flavor craze, center store solutions, applicable shopper research and but each one also provides five grams of protein. Kid consumption executable tactics. No wonder Kellogg’s brands are in six of of our Frosted Mini-Wheats ® Cinnamon Streusel cereal has the top ten retail store categories. Want to get your hands on increased 6% over the last five years.* And the launch of our these breakthrough resources to build your center store? Morningstar Farms ® Veggie Bites line has grown the frozen veggie Call us at (888) 289-5554, option 0. Do you know what people want for breakfast? Download our latest research and find out how you can grow sales through consumer insights at www.centerstoregrowth.com. ®, TM, ©2008 Kellogg NA Co. All rights reserved. ® * Consumption Study 2001-2006

BRANDING Kevin Murphy Founder Food-Chain Communications Who’s Protecting Lees Summit, MO. your Brand? Store brand loyalty, and the all-important trust that customer. And it is the total system the cus- tomer purchases, not just the product.” underpins it, can’t be purchased from somebody else. This piercing defi nition of branding car- ries immense ramifi cations for grocery retailers It takes active involvement by the man in the mirror. today. Why? Because consumers today are scrutiniz- his is how quickly you can lose control Grocers Association — gatherings representing T of the brand you’ve labored to build. almost all segments of the food system, from ing the system in which a product moves on its path to their plate. They are asking ques- Don’t blink: conception to consumption, groups ranging Sometime in the early hours of Sat- from 50 to 1,600 people: What exactly is a tions about food safety, nutrition — even the urday, Dec. 1, a by-all-appearances well-inten- brand? values of the corporations. Branding is now ev- tioned but inexperienced stock clerk apparently Although they all agree that there is this erywhere in that system — and not just every- hangs a bay at Greenwich Village’s Balducci’s place that they would like their company to in- where in place, but everywhere in time, from gourmet grocers with a shelf talker pronouncing the time the pig is born to the time the ham “Delicious for Chanukah.” hits the scanner, and everywhere in person, A bay of boneless spiral-cut hams. from the CEO who studies shopper habits to Sunday, enter shopper Nancy Kay Shap- the night stocker deciding which shelf talker to iro. Though Jewish (“un-observant,” she adds), slap on the hams. Shapiro nevertheless fi nds herself “amused” The system is yours to control. At fi rst blush, enough to memorialize the faux pas using her © NancyKay Shapiro, www.nancykayshapiro.com. it’s an intimidating system. At the same time, cell-phone camera. She’s also budding novelist this holistic defi nition of your brand provides a Nancy Kay Shapiro, as in self-promotional web- golden opportunity for independent grocery re- logger Nancy Kay Shapiro, who posts the pho- tailers to become the source of accurate, timely tos to her blog Tuesday. By Thursday, the New information. To do so will solidify the trust con- York Post prints the picture and a glib write-up, sumers have in you at that critical point of expe- followed almost immediately with a pickup by One slip, you’re (im)famous. Balducci’s faced poten- rience when the consumer, you and the product Web news outlet The Drudge Report — as in “12 tial brand damage owing to a sin no more egregious than all come face to face. The N.G.A. recognizes this million views per day Drudge Report.” trusting a stock clerk to label hams. opportunity and has outlined it in its Keys to Un- Hundreds of worldwide news and web locking Success — retailers/wholesalers must op- log repeats later, and the gourmet grocer which habit, a kind of brand utopia, the answers to erate more as a virtual chain. has staked its brand on meeting high-end cus- the question are almost universally vague. Some “To operate more as a virtual chain means tomer needs fi nds itself suddenly cemented with say a brand is a product. Others; a recognizable that you are sharing information amongst your a reputation for not understanding the dietary face. Others reply with a single word: “trust.” supply chain members, especially when it comes habits of a signifi cant portion of its audience. While these responses are good, one of to food safety issues like product recalls. If in- Fortunately for Balducci’s, it appears so far the the best comes from the Boston Consulting formation is not shared in a timely and action- brand has been dented but not totaled. But any Group, the 45-year-old pioneering fi rm of many able fashion, not only does your brand suffer grocer anywhere should make no mistake: If of today’s pillars of management and marketing but the whole food system suffers,” says Frank you have a brand, you’re equally at risk from the conventional wisdom: DiPasquale, Senior Vice President of the N.G.A. wild-fi re of the new citizen journalism. “Increasingly, a brand is far more than Communicating deep within the chain. Stud- Branding is now everywhere. For the last three just a name on a product,” according to the ies have shown most people within the food sys- years, I have posed what should be a simple group. “Winning brands are carefully designed tem talk directly to those people they sell to, question to dozens of food-related associations business systems. These systems stretch from the but communication ceases the further you travel and membership gatherings like the National choice of raw materials to fi nal service with the up or down chain. For example, retailers are always (rightly) trying to strengthen communi- cation ties with consumers. But, according to Buyers Links results from the 21st Century Sales Call, an ❏ Meet with Kevin Murphy during the convention to discuss this issue by calling him equally pressing need exists to improve commu- at (816) 863-8880. nication between retailers and manufacturers/ wholesalers. ❏ Learn how to enhance your store brand by attending “The Power of the Private To drive this point even further down Label — Branding Your Company” and “Creating an Emotional Connection with chain, how many retailers are actively commu- Your Customers,” from 8 to 9 a.m. and 9:15 to 10:15 a.m., Feb. 6 and 7. nicating with farmers or food-animal veterinar- ians today? Yet, aren’t many of the issues sur- rounding meat, milk and eggs concerned with 8 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

Challenges down every aisle. Michigan-based The Ecology Center splashed results of its independent First Steps testing of 1,200 popular children’s toys for How do you begin to get your arms toxic chemicals in December. The non- profi t specifi cally named the toys and around this massive task of protecting brands it found carried unacceptable lev- your brand by staying involved in the els of lead, cadmium and other chemi- whole chain? Leslye Fraser, Director of cals, as well as posted them to a web- FDA’s Center for Food Safety and Applied based database consumers can search Nutrition Offi ce of Regulations and Policy, online. outlines these general steps in preventing intentional product contaminations. They the fi nished product would be diffi cult. equally apply to taking control of your But enough concern exists over the system brand system: in which that product was produced to ■ Know your suppliers. provoke greater interaction and dialogue how the product was handled and what among supply-chain members. ■ Encourage them to practice their own went into the animal? This concept of care- To achieve that kind of brand status, chain involvement. fully designing a business system — even if grocery retailers must view themselves dif- ■ Implement a repeatable protocol for the end product you are selling spends the ferently. Where once they acted as indepen- handling product. Maintain a chain of majority of its life cycle outside of your di- dent islands at the end of a linear chain, custody and be able to report about rect control — has caught on. Witness: retailers now must be involved and commu- how you do so. ■ In the last eight years, McDonalds has set nicate much earlier in the process. This calls policies on how animals within its food sys- for you to understand the issues that affect ■ Track everything. tem will be handled, transported — even the products you sell and to form relation- ■ Perform random self-inspections. fed, housed and doctored. ships with trustworthy partners. Without it, ■ Starbucks has marketed itself out of a com- you risk getting caught up in food politics ■ Don’t neglect transport: Request modity category by setting growing, pur- and making decisions that inevitably harm sealed vehicles where possible; super- chasing, environmental, labor and trans- your long-term brand development. Worse vise delivery. portation practices for suppliers. yet, you risk being held accountable for ■ Know your people: Background-check ■ Gerber says it can tell you which orchards somebody else’s mistake, whether a relatively new-hires, use an ID system, limit or fi elds your baby’s fruits and veggies harmless slip labeling holiday hams, or a not- staff access to a need-to basis, limit come from and what’s been grown on so-harmless $4 million consumer deception customer access to critical areas, that land for over a decade! lawsuit fi led in December against Target be- know who belongs and doesn’t belong ■ Nike, which has always succeeded with cause its organic milk supplier was cited by in your backshop. hip product innovations, had to rush and USDA for incorrect production. shore up weaknesses in its system by “Trust is good,” Soviet premiere Vlad- ■ Put consumer groups to work when it critically analyzing and changing over- imir Lenin famously said. “But control is benefi ts you: Use them to disseminate seas hiring practices. better.’’ information about healthy choices, nu- trition facts, use-by dates, warnings Kevin Murphy is the owner/founder of Food-Chain Communica- No brand is an island. In each of these tions, an organization devoted to helping food-chain stakehold- and product recalls. examples, distinguishing a difference in ers communicate more effectively. Got trust? the details. Most incorrectly assumed a higher WHO DO CONSUMERS TRUST MOST? level of regulation and inspection than plans New British research just reported in January’s 60 impose, for instance, and were disappointed Journal of Rural Studies confuses the role of when they discovered otherwise. Shoppers trust food-assurance programs in maintaining con- 40 the assurance program’s brand and image over sumer confi dence. Using a series of focus-group any details, the study suggests. 20 interviews, University of Hull’s Sally Eden and her team attempted to better understand how ■ Although consumers expressed high confi - Activists Grocers Food Government Fast consumers think about — and trust — certifi - dence in the assurance programs at fi rst, the companies food cation programs. They found: more they discussed them with other shoppers, A December GfK Roper survey of 1,009 U.S. adults the less confi dent they became. found they trust the retail grocer more than govern- ■ Contrary to the conventional wisdom that ment or food companies in making food choices. providing more information about how food is ■ Ultimately, the interviewees tended to arrive Shoppers vest their highest trust, though, in con- produced, delivered and safeguarded will en- at the conclusion that they have no choice sumer activist organizations, demonstrating the hance consumer confi dence, the study in fact but to trust what they were told, suggesting success those groups have had in branding them- suggests the opposite. Consumers came to trust food-assurance programs don’t leave consum- selves as keeper of the consumer’s best interest. the schemes less the more they learned about ers feeling empowered, but just the opposite. Source: Morgan & Myers FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 9

GREEN Frank DiPasquale Senior Vice President National Grocers Association Putting on Arlington, VA. the Green The line between dressing up sustainability to appeal to consumers and ‘greenwashing’ is a narrow one. How can you sell the benefi ts? he President said to Congress, “To waste, needs of the present without compromising T to destroy, our natural resources... will re- the ability of further generations to meet their own needs.” sult in undermining in the days of our chil- dren the very prosperity which we ought by right If the devil’s in the details, there’s to hand down to them amplifi ed and developed.” room for a lot of mischief in nearly every Not that President. word of that concise defi nition. Retailers No, this was Teddy Roosevelt, who exactly faced with implementing — let alone profi t- 100 years and two months ago was warning of ably implementing — such a wiggly defi ni- the impending threat to our future prosperity tion are opening the doors to confusion. wrought by failure to keep a check on our appe- And that doesn’t take into account the tites. In his day, the term in vogue was “Conser- downright glowing promises like those of vation,” but Roosevelt, who faced down his own one prominent green author claiming com- crop of green washers in those he labeled “Nature panies can bulk up profi ts by at least 38 Fakers,” would likely have found a philosophi- percent and as high as two-thirds over fi ve cal home in the great-grandchild of his conserva- years just by greening. That strange deja vu tionism — today’s drive to “sustainability.” some of you may be feeling you’ll recognize as the gut reaction you had a decade and a You know it when you see it. Uh, what is half ago when Six Sigma and Total Quality it again? One of the issues still confounding Management dictates from the boardroom of sustainability’s real in- widespread adoption of sustainable retailing is were going to recapture all our lost effi ciencies convenient truth — that there are no simple an- that it tends to be one of those concepts that you and waste-cut our way to riches. swers — they may fi nd toeholds to work incre- can’t describe, but you know it when you see it. mentally toward that grand design. And contrary to what you may have heard, the Practically speaking. Today’s sustainability One of the better working defi nitions of defi nition isn’t even settled in the agricultural faces the same risk of ignorability as that magic- sustainability, for instance, is a system that looks and scientifi c circles where the term originated. wand quality management, as long as the con- for and then reduces “externalities.” That is to Here’s one of the more widely circulated ones, nect between abstract and concrete, between say, it tries to shift costs back onto the system from the 1987 World Commission on Environ- public good and private good, isn’t immediate that generated them, rather than hiding them in ment and Development: “Sustainable develop- and obvious. However, if retailer’s can embrace somebody else’s system. Examples include farm- ment is...development that meets the the need for sustainability without losing sight ing practices that hide true production costs in government subsidies, or sourcing practices that Marketing aside, begin managing for sustainability. Because independent grocers tend to be practical in nature, hesitant to invest and penny-conscious, believes Pat Kiernan, president of strategic- don’t pay a wage that permits workers to issues consulting group Day/Kiernan & Associates, most company efforts go into saving costs. The same sustain their standard of living. Examining your pattern will likely follow for sustainability efforts. And for retailers and distributors, sustainability comes own system for outdated cooling technology, down fi rst to fuel and energy costs, he says. For a look at a variety of energy-saving technologies, including water reclamation opportunities, prodigal pack- low-energy lighting, refrigeration and transportation equipment, how their installation can impact your aging disposal, obvious pollution (real or imag- bottom line, and new tools for accurately evaluating the return on investment of green energy technologies, ined) — even though they may not satisfy the join the Financial Management and Technology Symposium, scheduled for 7 a.m. to 2 p.m., Feb. 5. Grand Designers — certainly can offer a manage- able starting point for grocers looking to become sustainable on the pay-as-you-go plan. Buyers Links A movement in search of a market. Either be- ❏ Attend a general session on why sustainability makes a natural fi t with today’s cause of — or in spite of — the fact that there’s a lot community focused retailer, moderated by Jean Kinsey, professor at the University of people simply talking a good game about sus- of Minnesota, and featuring Stephen Yucknut, vice president of sustainability for tainability, the potential customers you eventually Kraft Foods; Gene Kahn, vice president of sustainable development for General must rely upon to fund sustainability remain for Mills; Jennifer Galichon, director of marketing in the Americas for Unilever; Robert the most part oblivious. Even the giddily optimis- D. Schasel, energy and utilities conservation director for PepsiCo; and Jerry Steiner, tic Paul Ray and Sherry Anderson, authors of The executive vice president commercial acceptance at Monsanto, from 10:30 a.m. to Cultural Creatives: How 50 Million People are Chang- noon, Feb. 6. ing the World, estimate only about 17 percent of 10 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS



GREEN Whose green is greener? Lack of independent follow-up on compliance, unclear underlying values, exclusive rather than Certifi ed and third-party verifi ed labels seem inclusive criteria, and limited supply-chain cov- a natural route to assure food consumers that erage were the overall weaknesses her research your products come from green sources. How- identifi ed. ever, as Swedish economist Helen Nilsson points out in the scholarly journal Cleaner Production, The good news, according to Nilsson: One the multitude of labeling plans now on the method to improve such schemes is to involve market — Europe was boasting more than a actors who have a degree of public trust — a hundred as of Nilsson’s publication date — you group in which she includes retailers. Compli- have to ask, Is there substance behind them ance plans can’t succeed without strong retail- all? Nilsson studied 58 of those European ers standing behind them and promoting them schemes, concluding that, despite pleasing in-store. That aspect should leave retail gro- small groups of consumers, in general the pro- cers in a relatively strong position to have input grams fell short in building overall credibility. into what such labels should include. Americans are green-motivated enough to buy lic good, smug counterculturalist turned regularly. Market research fi rm The Hartman trend watcher Gerald Celente is right for Organic? Natural? Next? Group notes only 5 percent of consumers can the wrong reasons when he accuses sustain- ■ Eliot Coleman, organic farmer, author tell you which companies practice sustainabil- ability of being “a trend driven more by and early advisor to USDA on the stan- ity, only about 12 percent know where to shop economic survival—to make ends meet, to dards that eventually became the agen- sustainably, and nearly every second consumer boost profi ts, and to assuage guilt—than by cy’s National Organic Program and seal, has absolutely no familiarity with the term. intellectual pursuit.” pronounced in 2001 that “‘Organic’ is Hartman, which surveyed 1,600 repre- Hartman Group’s Peringer would now dead.” Coleman suggests the sus- sentative consumers in January 2007, as well agree. Short of widespread regulation de- tainably minded discard the industrially as conducted extensive qualitative research manding sustainable practices or economic corrupted label in favor of the new term and interviewing, believes the present sus- meltdown that intensifi es the pain beyond “authentic.” The authentic brand would tainability market breaks along three lines: toleration, consumers won’t rush to adopt signify food sold only by the farmer who ■ A core group, which believes they can sustainability. Yet, the group has identifi ed grew it; meat, milk and eggs grown within affect social change through their pur- six marketable values that fall under the 50 miles of the retail point; non-refrig- chase decisions, and therefore researches umbrella of sustainability, values that retail- erated storable crops grown within 300 where products come from, how they’re ers can fi nd opportunity to sell into: miles; no fertilizers allowed except farm- produced, and what impact they make • Health derived organic matter and crushed rock; on workers, local economies, the envi- • Local a portion of land devoted to non-food ronment and animals. Like Ray and An- • Simplicity crops; and pastured animals only. derson, Hartman tallies them at only • Control over their surroundings ■ Biodynamic. Proof that everything new about 18 percent of consumers. • Social responsibility is old, biodynamic production takes today’s ■ The outliers, at 17 percent, who refuse to • Environmental responsibility. organic and natural full circle, back to shop sustainably unless the health or wel- Though U.S. consumers typically its birthplace in 1920s Austrian philoso- fare benefi t is obvious to them or it’s man- show little patience for paying for social ex- pher Rudolf Steiner. Steiner believed each dated by regulation or economic realities. periments as purchase options on their con- farm was itself an organism, which could ■ A soft middle, at about two-thirds of the sumable goods — despite what they say to best resist pests and disease through har- market, which has a vague notion that market researchers — Peringer believes nev- monic balance. Today’s biodynamism seeks sustainable products must somehow be ertheless retailers who insert the language to achieve that balance not only through better for their health and that traditional of those values into their marketing com- use of natural ingredients sans pesticides production practices may somehow be munications can begin to capitalize on the and chemical fertilizer, but also by atten- putting them at risk. emotion of sustainability. tion to moon phases, homeopathic use of It’s obvious for now, according to Bearing in mind, of course, that for burned weed seeds to block the cosmic Kate Peringer, the Hartman Group’s market- now the going may be slow. The mass mar- rays from encouraging weeds, and burying ing communications manager, that sustain- ket may be making small changes in their cow horns fi lled with manure amid crop ability buys retailers only limited traction as own sustainability contribution, but they ap- rows to channel the animal’s concentrated a marketing term. pear to be for the most part only changes “astral-ethereal formative powers” into the Which is not to say there’s no op- that cost them little money, time or conve- soil. For more: www.demeter-usa.org. portunity. The most promising two catego- nience — turning off the water while brush- ries in which early adapters may drag main- ing their teeth is her example. Meanwhile, streamers along into sustainability: Food it’s prudent to remember that Europe, the square mile of land in the continental United and packaging. bleeding edge in social design by American States were one giant farm, the organic fi eld standards, currently supports a sustainable would take up an area roughly equal to half Talk the talk and...well, you know the of Rhode Island. market share of only about 10 percent, only rest. So although he’s characteristically dis- The logical view of sustainability from about 5 percent of Sweden’s farms — the missive of the market’s ability to affect pub- the grocery marketer’s view is the same way globe’s pioneer — are organic, and if every 12 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

For the Record Isn’t it about time for some straight dialog about antibiotic use in food production? We understand the economic environment for today’s independent WHY ‘RAISED WITHOUT’ retail grocer is complicated. On one hand, the opportunity to cre- PRODUCTS ARE NO SOLUTION As a community-focused grocer, Carol Wrenn atively meet a growing demand for high-quality, authentic food has President never been greater. At the same time, the complex array of choices you know today’s consumers are ALPHARMA Inc. willing to be loyal, but only if you being off ered as the best solution to meet those demands can be instill confi dence and trust in the place where they shop. daunting. Unfortunately, that situation has invited confusion into It’s ironic that although grocers the market. Activists have successfully grafted political agendas onto are looking into the “raised with- the food-marketing system — agendas that can bear little relation to out antibiotics” labels as a tool to help build that confi dence, what consumers really want in their food. consumer research suggests they One example is the “raised without antibiotics” labeling. Th ere is no could cause just the opposite. science to support those claims in terms of either consumer health A Roper Public Affairs survey of 1,001 U.S. consumers in August, or environmental impact. Yet those claims are being freely spread. discovered they may tell survey- To help you understand all the facts and make informed choices ors they want farm antibiotic use in what you carry, Alpharma Inc., Animal Health sponsors For the limited, but upon further probing, they reveal other, sometimes con- Record: Straight Talk about Antibiotic Use in Food Production to open fl icting, factors that rank much a meaningful dialog among the stakeholders in the food chain. higher. More than 70 percent con- sidered it “very concerning” that We realize that all of us in the long, complex chain that starts at sick, un-treated animals might be the farm and ends at the plate must work together to continue to used for food, for instance. provide today’s shoppers the qualities in food they value at the best ARE ANTIBIOTICS A SIGNIFICANT CONCERN? prices for all involved. Cannibalizing one another in that chain won’t Consumers 'very concerned' about.. ensure long term health for anyone, including our consumers. In Sick, untreated animals used for food that spirit, Alpharma Inc. welcomes the opportunity to stay involved Bacterial contamination in a meaningful dialog that supports that goal. Getting food poisoning Animal farm conditions Availability of safe meat and poultry Antibiotics losing effectiveness because of animal use Ready to join the dialog? Catching bird flu Visit www.AntibioticTruths.com Meat/poultry price High cholesterol Join the discussion by reading for your- 20 30 40 50 60 70 80 self. Get some of the facts you may Percent not be hearing from the media about FACTORS INFLUENCING MEAT PURCHASE issues underlying the farmer’s ability to 'Very important' purchase factors... use antibiotics. Th en, leave us a message Trust in the store Reasonable price or ask a question through the online U.S. raised “Contact Us” link. Read about: Trust in the brand ■ Why “raised without antibiotics” products carry a high risk for sowing Hormone free consumer distrust: www.antibiotictruths.com/fsi/fsi_nov07.pdf All natural Farm raised ■ Why consumers expressing “willingness to pay” for organic products Antibiotic free don’t reliably buy them: www.antibiotictruths.com/fsi/fsi_sep07.pdf Local ■ Why withholding medications to protect “organic” status risks becoming Free range Organic www.AntibioticTruths.com an animal cruelty issue: www.antibiotictruths.com/ftr/ftr_Aug07.pdf 20 30 40 50 60 70 Percent

GREEN Peringer’s boss, Harvey Hartman, views the organic foods movement. Hartman, who has Targeting the middle ■ Foster experience. The authenticity phe- pronounced “natural” offi cially dead as a nomenon is at heart an experience-based marketing term because it’s been so univer- According to the Hartman Group’s consumer one, Hartman advises. That means ac- salized as to be meaningless, says at the research, convincing the two-thirds of the ceptance depends on meaningful interac- heart of all — sustainable, natural, organic or market that’s ambivalent toward sustainabil- tions with companies and their products, local — lies a search for “authenticity.” ity will require retailers to focus their mes- product design that encourages experi- Such authenticity, that is, eating “real” sage on these keys: ence, and a rich market narrative that food from “real” places with “real” stories, is ■ Use expert opinion. Consumers look to connects. an attempt by culturally adrift consumers to authority to weigh their options, to give rediscover social networks sharing the same them direction, and to reinforce their deci- ■ Sell the benefi ts. Never truer than when values. That explains, he says, community- sions once they’re made, says Hartman’s it comes to sustainability. Whether it’s supported agriculture, for instance. In that Peringer. Though they include scientists in the benefi ts to the customer or to others, way, although organic consumption begins that category, she says, they tend to be a retailer’s sustainability values must be as an attempt (for the most part, an unsup- fi ckle toward science, using it or discarding clearly communicate and resonate to the ported one) to “eat healthier,” it ultimately it as it supports their views. customer’s way of living and goals. turns into a way to appease the separation anxiety created when farmers moved away from consumers and vice-versa. more involvement than just selling soap now the 17th largest U.S. food-service com- It’s part of a wider search for authen- or cereal or beef to, authenticity deepens pany, selling $1.9 billion worth of sustain- ticity that has spawned innovative market- the meaning of a brand, says Harvard Busi- able artisanal bread per year: “...Customers ing campaigns like Unilever’s Dove brand’s ness School professor John Deighton, who weren’t looking for commodity food. They “Real Beauty” campaign, an effort that noth- just commented on the phenomenon in the wanted to feel special in a world in which ing short of brilliantly has cemented to- Journal of Interactive Marketing. For tomor- they were not.” gether around Dove a community of every row’s marketers, Deighton argues, the old How you accomplish that remains woman who ever felt resentment toward exaggeration must bow to authenticity. the diffi cult part, but what better defi nition the professional beauty machine. By treat- As green baker Ron Shaich observed of the essence of sustainability could you ing consumers as people again, worthy of of the meteoric growth of his Panera Bread, ask for than that? N.G.A. - TV N.G.A. TV: Independently Speaking N.G.A. TV is back by popular demand. Phil Lempert, the Wednesday, Feb. 6 NBC TODAY Show food editor and correspondent and N.G.A.’s 12:30 Introduction Supermarket Guru, will be back to conduct the live N.G.A. 12:37 Natural/Organic Food TV show “Independently Speaking.” This two-day event will Trends provide you with valuable information focused on education, 12:44 NASFT Pavilion industry relations and innovations. 12:51 Sponsor Segment Thursday, Feb. 7 1:01 Price Optimization 12:30 Introduction Each day, live from the Concept Show Floor, Phil will facili- 1:08 Employee Relations/ tate focused seven-minute discussions on new products and Development, 12:37 Flavor Trends services, consumer attitudes, food safety concerns and Recruitment, 12:44 Product Recall/ the latest trends in merchandising. He will interview a Incentives Traceability number of industry leaders on issues such as natural 1:15 Emerging Store For- 12:51 Sponsor Segment and organic foods, consumer demographics, advanced mats 1:01 Food Safety technology and much more. 1:08 Data Security 1:22 Pet Care Trends 1:15 Health Care The show will be broadcast live on monitors all around 1:29 Community Wellness 1:22 Private Label the Concept Show Floor so you don’t miss out on all Programs Innovation the valuable information we have to share with you. 1:36 Sponsor Segment 1:29 Emerging Also make sure to stop by the TV studio located at the 1:46 Taxes/Tax Reform Technology Kraft Innovation Center in the center of the Supermarket 1:53 Creative Choice 1:36 Sponsor Segment Synergy Showcase Show Floor and watch the show live! Awards 1:46 A Look Back at 2007 As you walk the fl oor be sure to take a short break and 2:00 Closing Thoughts 1:53 Future of check out some of the great interview topics, outlined Schedule is subject Food Retailing on the schedule here. to change. 2:00 Closing Thoughts 14 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

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FINANCE Tom Wenning Senior Vice President and General Counsel National Grocers Association Oh, Mother! Of all Arlington, VA. Tax Reforms... Whether they call it a ‘reform’ or a ‘hike,’ Congressman taxes for 2007, Rangel failed to pass his pro- posal that would, fi rst, tax carried interest re- Charlie Rangel’s proposed ‘mother of all tax reforms’ ceived by investment fund managers not as capital gains, as current tax code treats it, stands the chance of making every grocer cry a little but as ordinary income, raising $25.66 billion over 10 years. Second, it would require hedge roving that cliches become cliches be- in the 1980s to better account for costs during cause they’re so true, politics once again that period’s rampant infl ation, after the IRS fund investment managers to pay tax immedi- P wedded some strange bedfellows when simplifi ed LIFO accounting to reduce compli- ately on deferred compensation received from one of the leading Democrats in Congress, New ance costs for smaller fi rms. As a result, retail offshore hedge funds. That proposal is ex- York Representative Charles Rangel, launched and wholesale grocers, along with other taxpay- pected to raise another $22.64 billion over 10 his $1.3 trillion tax-reform bill in October by ers, today have more than $300 billion in LIFO years. invoking — of all names — the ghost of Ronald reserves — reserves which would suddenly ap- Finally, to fi nance full repeal of the AMT, Reagan. pear on the books as phantom income sub- Rangel’s bill would limit the benefi ts of repealing “It is my hope that the Bush administra- ject to taxation should LIFO accounting be the individual tion will seize this opportunity, as the Reagan repealed. N.G.A. and others in the LIFO alternative administration did 21 years ago, to...simplify coalition have been opposing efforts to re- minimum the tax code and put money back in the pock- peal the tool, and will continue to do so. ets of working families,” Rangel said in an- Fully repeals the individual alternative nouncing his H.R. 3970 — “the mother of all minimum tax, but raises income taxes. tax reforms.” Ohio Republican John Boehner Last-minute wrangling notwithstanding be- immediately parried the bipartisanship on be- tween Congressional democrats and republi- half of his minority party, labeling Rangel’s bill cans over how to temporarily “patch” the in- creasingly burdensome alternative minimum tax for 2007 without appearing to raise taxes tax for taxpayers earning more than an amount ‘ There are credits in somewhere else, the goal of Rangel’s proposal to be set by the Secretary of the Treasury. That the tax code that the people aims to eventually eliminate it altogether. amount would be determined by selecting ei- who put them in have The AMT, originally intended as a mech- ther an income level above which 90 percent of forgotten.... The question anism to close some tax loopholes, uninten- all married taxpayers would otherwise be sub- is not whether we can tionally captured about 23 million new tax- ject to tax under the AMT, or an income level knock them out; it’s, payers in its claws during tax-year 2007. The of $200,000, whichever is higher. The pro- How much money fi nancial pain on those voters has forced politi- posal would in effect impose a 4.0 percent in- does it raise? ’ cal pressure to change or eliminate the AMT. come surtax on individuals earning more than — Rep. Charles Rangel Although Congress “patched” the AMT prob- $150,000 or married couples earning more lem before leaving session in 2007, the patch than $200,000 per year. The surtax would in- is only temporary. Rangel is expected to raise crease to 4.6 percent for individuals making “the mother of all tax hikes.” Boehner urged the issue once again, at which time, the ques- more than $250,000 and for couples making support instead for the competing H.R. 3818 tion will also recur over where to make up the more than $500,000 annually. The surtax which he said would accomplish Rangel’s goal shortfall in funds eliminating the AMT will cre- would adversely affect business owners op- of eliminating the increasingly onerous alter- ate. The most conservative estimates put that erating as S corporations or unincorporated native minimum tax “without raising taxes on fi gure at more than $80 billion. entities.This cap on relief from the AMT is esti- anyone, anywhere, anytime.” Here are some To make up those so-called escaped mated to raise $831.70 billion over 10 years. highlights of the Democrat’s tax plan: Reduces Corporate Tax Rate but Repeals LIFO. Rangel’s proposal would cut corporate Buyers Links tax rates from 35 percent to 30.5 percent, be- ❏ Discuss implications of proposed tax changes on your accounting and decision- ginning in 2009. But there comes a cost. To support tools with FMS Inc. remain “revenue neutral,” his bill would help make up the $363.84 billion lost in cutting ❏ Learn about the potential impact of estate tax changes in keeping or transferring those rates by raising $106.51 billion over 10 a family business, in “10 Avoidable Mistakes Business Owners Make in Keeping or years by ending the last-in/fi rst-out (LIFO) ac- Selling Their Business,” 8 to 9 a.m. and 9:15 to 10:15 a.m., Feb. 6 and 7. counting method. Many N.G.A. members converted to LIFO 16 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

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FINANCE Repeals lower of cost or market method. provision that al- Current law generally allows a choice be- lows businesses tween valuing inventories at cost or valu- to claim an en- ing them at the lower of cost and market. hanced deduc- H.R. 3970 would require grocers to value tion for all inventories at cost, increasing taxes an contributing food estimated $7.15 billion over 10 years. Nei- inventory, cost- ther existing variations on the cost method, ing $72 million like the retail method, nor the current over 10 years. treatment of subnormal goods would be affected. Increases the standard Permanently extends enhanced small deduction. business expensing. Current law permits Rangel’s bill small-business taxpayers to expense would per- $125,000, indexed for infl ation, with a manently in- phase-out threshold of $500,000, also crease the stan- indexed for infl ation. This enhanced dard deduction. small-business expensing is sched- Married couples fil- uled to expire in 2010, after- ing jointly would be ward allowing only expens- entitled to take an addi- ing of $25,000 — no tional $850 as a standard de- longer indexed duction. Individuals, whether sin- for infl a- gle or married but filing separately, would be entitled to take an additional $425 as ® a standard deduction. Heads of house- holds would be entitled to take an ad- tion — with a phase-out of ditional $625 as a standard deduction. $200,000 — also not indexed for infl a- The proposal would also adjust the de- tion. Rangel’s bill would permanently extend duction amounts for inflation in the fu- the enhanced small-business expensing now ture. This aspect of Rangel’s proposal is enjoyed, costing the treasury an estimated estimated to cost $47.92 billion over 10 $20.55 billion over 10 years. years. N.G.A. opposes H.R. 3970 Recognizes as ordinary income the ex- because of its adverse effects ercise of stock options in an S corpo- on community focused retail- Clarifi es self-employment tax responsi- ration with an ESOP. Under current law, ers and wholesale grocers, as bilities in service S corporations. Ran- option holders in an S corporation only be- well as the industry. N.G.A. gel’s tax reform proposal would standard- come subject to tax on that S Corporation’s solicits your comments on how ize the liability for self-employment taxes income if and when they exercise the option H.R. 3970 will affect your busi- by shareholder-employees of S corpora- and become a corporate shareholder. Dur- ness, especially the reduction tions that are engaged in service businesses ing the period of time in which an individ- in corporate tax rates, the so that it mirrors the tax treatment of other ual holds the option, taxes on the income repeal of the LIFO method service providers. These shareholder-em- earned by the S corporation are intended to of accounting, the 4 percent ployees, along with partner-employees of be paid by the other shareholders. Under individual income surtax and service-related limited partnerships, would current law, a tax-exempt employee stock ESOP provision. be subject to self-employment taxes on the portion of their distributive share that re- ownership plan may own a signifi cant per- lates to the service business of the S cor- centage of an S corporation’s stock, while poration or partnership. This aspect of the individuals may be simply option-holders. Extends 15-year straight-line cost re- proposal is estimated to raise $9.41 billion The option holders are not taxed until the covery for qualifi ed leasehold and res- over ten years. options are exercised. taurant improvements. Rangel’s proposal Rangel’s bill would instead require op- N.G.A. opposes H.R. 3970 in its lat- would extend for one year the special tion holders to recognize income either when est form. Although Rangel’s combination 15-year cost-recovery period for certain an option is exercised or when it is sold. of general tax reductions and full repeal of leasehold and qualifi ed restaurant improve- The recognized income would be consid- the AMT would offer needed tax relief to ments. Absent an extension of this provi- ered equal to the amount of income that approximately 91 million U.S. families, the sion, the cost recovery period for these fa- was shifted to the ESOP through this type of benefi ts of that tax relief would be more cilities would be 39 years. This proposal tax planning during the entire period during than offset by harm caused by changes in is estimated to cost $3.47 billion over 10 which the taxpayer held the option. Interest the other provisions. N.G.A. believes those years. would also be assessed at the underpayment changes hold the potential to adversely im- rate on any amounts included under this pro- Extends enhanced charitable deduction pact community-focused retailers and gro- vision. This portion of the tax reform is esti- for food-inventory contributions. The bill cers. The association would like to hear mated to raise $606 million over 10 years. would extend for one year the current your input on that impact. 18 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

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FORMATS George Anderson Editor-in-Chief, RetailWire.com Upper Montclair, NJ Market shifts driving the decision. Retailers’ decisions to “best-size” are being driven by one of two market forces — necessity and choice. Necessity. “While some of this is born of try- ing to create smaller, more focused stores,” says Nikki Baird, Managing Partner, RSR Research, “I think the downsizing trend is more born out of necessity. The market is saturated, and the only way to grow is by carving out smaller and smaller niches with smaller and smaller stores.” “In areas with strong local economies, lack of developable land, and tough zoning © Donald R. Smith. Used by permission. restrictions,” agrees Mark Lilien, Retail Tech- nology Group consultant, “it’s a lot easier to Small is fi nd seven decent 15,000-square-foot locations than two decent 90,000-square-footers.” Retail- ers who want to add locations in built-up areas simply have an easier job doing it at a reason- the New Big? able price by turning to smaller prototypes. There’s no real news here, believes David Livingston, Principal of DJL Research. Niche op- Is it truly back to the future in store formats, or just erators and traditional chains alike are building a renewed attempt to get more intimate with today’s smaller stores, he says, not necessarily because they want to, but because building restrictions customer? Here’s where the trend is going dictate it. raditional is back. Or so believe industry of the continuing “bifurcation” of the grocery Choice. Still, the fact that grocers are attempting T watchers who point to both anecdotal business — that is, an industry with bigs on one new formats in areas that don’t fi t that descrip- end, smalls on the other, but without a lot of in- and quantitative data showing Ameri- cans, especially those aged 50 and older, are betweens. tion means at least some are at liberty to apply the concept for reasons of their own choosing. tired of trekking around big boxes, abandoning One retailer known for larger stores that Those reasons revolve around new customer ex- them for the smaller, more physically manage- has begun to roll out smaller boxes is Hannaford pectations. able stores. Bros. The chain’s newest format, roughly 36,000 “Smaller stores will become common- “You’re seeing a return to the traditional square-feet, is about one-third smaller than the place,” says Susan Rider, President of Rider and grocer,” Kevin Griffi n, publisher of the Griffi n traditional Hannaford Bros. store. Other stores on Associates, “but it is not back to the ‘old style’ Report of Food Marketing, told The Patriot Led- opposite ends of the spectrum from a targeted stores.” Today, consumer loyalty is all about the ger. “The smart retailers are waking up to realize consumer standpoint have also demonstrated that convenience you offer, and the new, smaller that the mammoth superstore at 90,000 square smaller stores can succeed. Trader Joe’s and Aldi stores will be designed for compactness, effi - feet — its day has just come and gone.” operate units typically around 15,000 square- ciency and experience. Come and gone may be stretching it. It’s feet. Tesco’s new Fresh & Easy concept is also Many believe downsizing equates with not likely the giant stock-ups are on the wane. confi gured in a store that more closely resembles better targeting of the customer which leads to Instead the trend represents another illustration the footprint of a convenience store. the holy grail of better service. “This is evidence that some grocers are truly utilizing their data to determine optimal assortments, and are thus re- Buyers Links alizing aisles contributed to any given category are not necessary for most markets,” believes Jo- ❏ Tour some of the best supers, specialties, ethnic groceries and upscale gourmet anna Kennedy, senior marketing analyst for To- shops Vegas has to offer on N.G.A.’s store tour, 10 a.m. to 4 p.m. Feb. 8. Visit the max Corp. It’s a fragmentation of store formats information desk for details. that mirrors the fragmentation of national demo- ❏ Attend a workshop moderated by RetailWire’s George Anderson, SMALL...it’s the graphics, observes Carlos Arámbula, managing New Big: the New Wave of Smaller Format Stores,” 8 to 9 a.m. and 9:15 to 10:15 partner for Arámbula-Phillips Communications. a.m., Feb. 6 and 7. From boomers to ethnics to dual-incomes to single-parents, each segment has different needs 22 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

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FORMATS calling for customized footprints. Rather than see it as challenge, Arámbula argues, retailers who see the change as opportunity to plan stores around those unique needs spawned by fragmentation should see prof- itability improve because of increased visit frequency. Sasha Pardy, senior editor for Na- tional Retail News, predicts — though not everybody agrees — the trend will lead to downsizing and even total abandonment of sections that years ago made the supermar- ket super: seasonals, greeting cards, house- wares, movie rentals, even fl oral sections. “Stores still need to accommodate close to the same number of different food items available in your typical grocery, as well as continue to innovate and expand prepared meals, ethnic and organic food sections,” she says. “[But] I think the 70,000-square- foot store isn’t what America wants. What consumers want is convenience and choice. © A&P. Used by permission. I think we’re talking about a 25,000- to 45,000-square-foot store that has softer lighting, wider aisles, better organization A&P’s Fresh Market concept demonstrates how a new footprint can use small and a smarter checkout.” space to its maximum. Shoppers are delighted with the format, and A&P plans Putting ‘neighborhood’ back in neigh- to adapt the format when it remodels existing smaller stores such as the older centennial store footprints. borhood grocery. The trend toward smaller footprints is also the grocer’s response to an increasing desire for more neighbor- hood-focused shopping experiences, says but still small enough for ease of shopping to make effi cient assortments have been used Charles P. Walsh, President of OmniQuest and more convenience, particularly for the to make and remake these “new” formats for Resources. 50-plus demographic, Biernbaum believes. years. The new focus will be about making “Maybe we miss ‘community,’” agrees In other segments like hardware, not just the store meet the individual need, Ian Percy, president of the Ian Percy Corp. smaller branded franchises are experiencing but each section within the store fulfi ll an Food, drink and the communing that goes success by beating the big boxes on customer individual need for that particular location. along with it are nurturing elements miss- service and product knowledge specifi c to the Category selection becomes critical, he says. ing from many people’s lives, he says, and sector. “One very important component that “These retailers are what the market it’s something you can’t buy at a big box. has fallen by the wayside...is customer ser- has made them into,” Piona says. “As long as “There’s something about our Trader Joe’s vice,” says Doron Levy, president of Captus these retailers continue to yield to the requests that is irreplaceable,” he points out, for Business Consulting. “How many times have I of their customers and offer great service and a example. “With its hand-drawn signs, the heard that customers dread going to the local somewhat customized selection, they will win great variety of quality products and sales big box for something! I think the same would over the lifestyle customer wishing to fulfi ll an people you can actually talk to, it just feels hold true for the grocery industry. Smaller, emotional need while shopping.” good. You are automatically friends with less imposing stores that can offer exceptional the other shoppers because they came there “Demographics will eventually trump service would give the big boxes a run for the for community too.” all,” argues Mary Baum, chairman of Mary money. Wouldn’t it be nice if the cashier knew Creating that degree of community — Baum Creative Services. “How are we go- your name and what fl avor of Shasta you like of intimacy — works better in a format that’s ing to feel about walking through a Sam’s and always had it in stock?” about 80 percent of the typical supermarket Club at 85, especially after putting in a full size, says David Biernbaum, of David Biern- Demographics trump all. It’s a new varia- day’s work? The smaller-format stores will baum Associates. The more compact footprint tion on the old theme of demographic target- win their place well before then — if they leaves them large enough to carry ample vari- ing, says Bozzuto’s Inc. space management have appealing products in an attractive en- ety and assortment, including a broad enough specialist Mark Piona. Whether you call it vironment. Because big or small, that’s what selection of upscale and higher end products, lifestyle or demographics, he says, the tools we all want. Right? Excerpted from RetailWire online. Each business morning, RetailWire.com plugs retailing execs in to the latest industry news and issues with key insights from a “BrainTrust” of retail experts. Membership in RetailWire.com is free to industry professionals. Go to www.retailwire.com and click the FREE REGISTRATION button. 24 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

enough with the guilt already. ©2007 SUGAR ASSOCIATION, INC. Relax. Real, all-natural sugar has just15 little calories a teaspoon. No other ingredients or chemical additives inside, either. And that’s all there is to it. www .sugar .org

3 S SHOWCASE Supermarket Synergy Showcase Welcome to the premiere gathering of vendors devoted to independent retailers he National Grocers Association S3 Concept Show Growing every year, this year’s Concept Show Floor ■ Center Store T Floor provides manufacturers and suppliers with an highlights the largest number of products and services ever and Dollar Store Sales interactive, value-added program available only at showcased. This means hundreds of buyers will pack into an the 2008 N.G.A. Annual Convention. The launching of the exhibit hall ready to discover the best products and latest in- ■ Financial and Operational ■ Store Design S3 Concept Show Floor six years ago continues to be a huge novations in the industry. There will be plenty of food sam- and Tomorrow’s Technolog success! pling and tasting stations, as well as a variety of live product ■ Fresh and Prepared Foods The Concept Show Floor allows everyone to watch demonstrations. ■ Specialty and Ethnic Food and participate in live product demonstrations, sample a ■ Natural and Organic Produ large selection of new products and talk directly to the ■ The Wine Cellar manufacturers. ■ Industry Resources 26 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

3 S SHOWCASE Show Floor Food Tastings Don’t miss this opportunity to sample the best CENTER STORE & DOLLAR STORE SPECIALTY AND ETHNIC FOODS ❏ American Beverage Corp. ❏ Austnuts Services Assorted soft drinks and fruit juices Assortment of gourmet nuts and seeds, dried ❏ Axium Foods fruits and snacks gy Buyers Links Chips and Salsa ❏ Bubbies Homemade Ice Cream ❏ Choice Food of America & Deserts Inc. S Concept Floor 3 ds O’Charley’s salad dressings, Vietti’s chili and Premium Ice Cream hours run from ucts Mayberry’s fi nest chicken and dumplings ❏ Coca-Cola noon to 4 p.m. ❏ DeWaffel-Bakkers Glaceau Vitamin Water Feb. 6 and 7. Pancakes and waffl es ❏ Forest Floor Foods ❏ Kemps Ice Cream & Dairy Pickled vegetables, stuffed olives and non-al- ® Ice Cream Novelties coholic drink mixes ❏ McCormick & Co., Inc. ❏ Guittard Chocolate Company Peppered Roast Beef Appetizers featuring Artisan Chocolates and Mints Worcestershire Ground Black Pepper Blend, ❏ John Wm. Macy’s CheeseSticks Cinnamon Sugar Topped Coffee; Zatarain’s re- CheeseSticks, CheeseCrisps and Sweet-Sticks duced Sodium Black Beans & Rice; and Simply Snacks Asia/Thai Kitchen 10 minute Simmer Sauces. ❏ Magic Seasoning Blends ❏ Wells Dairy Inc./Blue Bunny Dips and Pasta Ice Cream and Frozen Dairy Deserts ❏ Minnie Beasley’s Lace Cookies Almond Lace Cookies FRESH & PREPARED FOODS ❏ Mrs. Mays Naturals ❏ Aqua Star Bite sized snacks, bars and fruit chips Top Crusted™ Corn Tortilla Salmon, Top ❏ RAO’S Specialty Foods Crusted™ Sundried Tomato Tilapia, Tempura RAO’S Homemade artisan pastas, pasta Shrimp and Gourmet Crusted Crab Stuffed sauces, roasted and sun dried peppers Shrimp. ❏ St. Dalfour International Foods ❏ Boyd Coffee Company All-Natural fruit preserves and Gourmet-On- Brewed drip expresso, etc The-Go Ready to Eat Meals. ❏ Creekstone Farms Premium Beef ❏ Sweetfi elds, Inc. Premium Black Angus Ribeyes, Strip Steaks Edible fl ower samples and Hamburger Patties ❏ Wicked Good Company ❏ Old World Spices & Seasonings, Inc. Artisan Gourmet Condiments Rotissori Chicken, Gourmet Deli Dip Mixes, Pasta Salad and Soups. THE WINE CELLAR ❏ Sushi with Gusto ❏ American Beverage Marketers Sushi Beverages, liquid cocktail mixes NATURAL & ORGANIC PRODUCTS ❏ Anheuser-Busch, Inc. Samples of the world’s largest selling brews, ❏ Gold’n Plump Poultry Budweiser, Bud Light, And Select. Rotisserie Chicken, Marinated Wingettes and Drummettes ❏ Classic Wines of California Premium and “Super-Value” Wines from around the World ❏ Crystal Farms Cheese samples ❏ Henny Penney Chicken and other items made with chicken ❏ Merchant du Vin Premium and Organic Beers ❏ Nolan Ryan’s Guaranteed Tender Meats Ribeye Steaks, etc. FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 27

Stop by the Fresh and Stop by the Fresh and RBS Lynk Provides Integrated Prepared Foods Concept Area! Prepared Foods Concept Area! Electronic Payment Services for the Grocery Industry Electronic Payments • Credit and Debit • EBT • Closed Loop Gift Cards • Prepaid Cards • Payroll Cards • POS Level Signature Capture Check Services • Private Label ACH • Check Verification • RFID (contactless) Cards and Readers • Check Warranty • Electronic Check Conversion (ECC) Blackhawk: Blackhawk Network distributes gift cards to supermarkets and other retail outlets. It offers prepaid credit cards such as VISA ® and MasterCard alongside specialty cards from other merchants. ® The largest provider of third-party prepaid cards, Blackhawk reaches more than 135 million consumers each week. Flexible Spending Account (FSA) Flexible Spending Account (FSA) payment cards represent a growing market segment for merchants who depend on consumer out-of-pocket healthcare spending for prescriptions and over the counter items. RBS Lynk—your leading provider of payment processing options—provides easy conversions, multiple communications options and security. • Seamless transition using existing technology, ranging from dial-up POS terminals to fully Integrated Payment Systems • Scalable telecommunications options: dial up, high-speed, frame relay, VPN, and VSAT • Readily accessible customer service. Toll-free, 24/7 support • Proven technology with redundant data centers to balance transaction volume to ensure continual uptime even during seasonal spikes 600 Morgan Falls Road - Atlanta, Georgia - 800.200.5965

3 S SHOWCASE CENTER STORE AND DOLLAR STORE SALES A+ Career Apparel Duro Bag Manufacturing Co., Inc. Indaco Manufacturing LTD. 401 Knoss Ave. 7600 Empire Drive 3391 McNicoll Avenue; Unit 6 Star City, AR 71667 Florence, KY 41042 Scarborough, CAN M1V 2V4 Phone: (800) 227-3215 Fax: (913) 232-9404 Phone: (800) 879-3876 Fax: (859) 371-4736 Phone: (416) 332-0422 Fax: (416) 332-8193 Duro is the largest paper bag manufacturer in the Manufacturer and distributor of biodegradable and American Beverage Corp. world. Duro has over 50 years of producing paper certifi ed compostable plastic bags. Bio-Solo and Bag- 1 Daily Way bags, maintaining the highest standard for safety, To-Nature are manufactured in a variety of sizes Verona, PA 15147 service and quality. from the mini-kitchen catcher to large cart liners. Phone: (800) 245-2929 Fax: (412) 828-8876 DW Green Company Kehe Food Distributors, Inc. Axium Foods 8100 S. Priest 900 N. Schmidt Road 239 Oak Grove Avenue; P.O. Box 187 Tempe, AZ 85284 Romeoville, IL 60446 South Beloit, IL 61080 Phone: (480) 491-8483 Fax: (480) 491-8561 Phone: (815) 342-1361 Fax: (815) 886-7530 Phone: (815) 389-3053 Fax: (815) 389-9842 Specialty food distributor of specialty, natural/ Federated Group organic and ethnic products. Pajeda’s Brand Snack Foods are a revolution in value. Drive traffi c, drive trips, stay competitive, and 3025 W. Salt Creek Lane Kemp’s Ice Cream & Dairy balance the category! Arlington Heights, IL 60005 1270 Energy Lane Phone: (800) 234-0011 Fax: (847) 632-8204 Bar Charts, Inc. St. Paul, MN 55108 Federated Group is a premiere sales and marketing Phone: (800) 322-9566 Fax: (214) 726-9915 6000 Park of Commerce Blvd.; Suite D company in the grocery, food service, drug and c- Boca Raton, FL 33487 store business. Federated provides brands, program Ice cream, novelties, dairy and cultured products. Phone: (800) 226-7799 Fax: (561) 989-3722 and services in the private brand industry. Kraft Foods QuickStudy Laminated reference guides for students, 3 Lakes Drive parents or anyone needing information fast. Aca- Fruit of the Loom Northfi eld, IL 60030 demic, health & wellness, home tips, software and 1 Fruit of the Loom Drive Phone: (314) 729-6131 Fax: (314) 729-8252 sports guides. Bowling Green, KY 42102 Kraft Foods is one of the world’s largest food and bever- Phone: (270) 781-6400 Fax: (270) 438-1595 Baumgarten’s age companies with over $34 billion in annual rev- enues. For over 100 years, Kraft has offered consumers 144 Ottley Drive, NE Golden Age Enterprises LLC wholesome and delicious foods that fi t the way they Atlanta, GA 30324 94-1141Lumianan Street live. Be sure to stop by the Kraft Innovation Center. Phone: (800) 475-75547 Fax: (404) 811-11442 Waipahu, HI 96797 Phone: (808) 387-8295 Fax: (808) 671-7761 LOC software, Inc. Becker Communications, Inc. Golden Age Enterprises is a start up company to fi ght 1650 Place De Liere 5303 Jelinek Avenue global warming. The current project is a new product Leval, QC, CAN Schofi eld, WI 54476 for the environment called the ReXycle Rack. It is Phone: (450) 663-6327 Fax: (450) 663-6225 Phone: (800) 678-4295 Fax: (715) 359-9159 simply a rack to recycle and put into good use the Graphics, Digital Media, Displays, Kiosk Design, Ex- shopping/grocery bags. Marian Heath Greeting Cards hibit Booths, Photography, Sales Promotions. 9 Kendrick Road Harder & Associates Wareham, MA 2571 Bollin Label Systems PMB 116; 5115 Excelsior Blvd. Phone: (800) 688-9998 Fax: (207) 490-5918 6001 Brent Drive St. Louis Park, MN 55416 Marian Heath offers a unique balance of traditional Toledo, OH 43611 Phone: (952) 922-5736 Fax: (800) 831-5811 and contemporary products so the consumer can fi nd Phone: (800) 882-5104 Fax: (419) 697-1682 Assisting Independent Supermarkets with promotions a design style and voice that fi ts their needs. that increase sales and gross profi ts. Specializing in Choice Food of America, Inc. Market Basket Rewards, Inc. a “Way To Be Different” from Super Centers. Our 189 Spence Lane Road promotions cannot be Ad Matched by the competition. 1109 Rochester Road Nashville , TN 37210 Troy, MI 48083 Phone: (615) 231-5920 Fax: (615) 234-5963 HP Industries, Inc. Phone: (248) 589-6500 Fax: (248) 589-7729 415 W. Hickory Street Con-Tech Lighting Kirksville, MO 63501 McCormick & Co., Inc. 2783 Shermer Road Phone: (800) 370-0317 Fax: (660) 627-2050 211 Schilling Circle Northbrook, IL 60062 Hunt Valley, MD 21161 Manufacturer/Importer of novelties and gifts includ- Phone: (410) 527-6000 Fax: (410) 527-6834 Phone: (847) 559-5500 Fax: (847) 559-5505 ing licensed NASCAR, NFL, and various colleges. Manufacturer of accent lighting systems used to McCormick & Company is the global leader in the manufacture, marketing, and distribution of spices, showcase produce, meat, fl oral, wine and other spe- IGA, Inc. seasonings, and fl avors to the entire food industry. cialty departments. 8725 W. Higgins Road Chicago, IL 60631 Morton Salt DE WAFELBAKKERS Phone: (773) 693-4520 Fax: (773) 693-1271 123 N. Wacker Drive PO Box 13570 The world’s largest voluntary supermarket network Chicago, IL 60606 N. Little Rock, AR 72113 with worldwide retail sales of more than $21 billion Phone: (312) 807-2084 Fax: (312) 807-2769 Phone: (501) 791-3320 Fax: (501) 791-0309 per year. The Alliance includes more than 4,000 Manufacturer of quality waffl es, pancakes, and Hometown Proud Supermarkets, supported by 36 dis- National Cattlemen’s Beef Ass’n. French toast. These products include shelf stable and tribution companies and more than 55 major manu- 9110 East Nichols Avenue; Suite 300 frozen waffl es, frozen pancakes, frozen French toast facturers, vendors and suppliers encompassing every- Centennial, CO 80112 and a new line of all natural products. thing from grocery to equipment items. Phone: (303) 694-0305 Fax: (303) 694-2851 FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 29

3 S SHOWCASE A non-profi t organization working with cattle and Save-A-Lot Unitex Sales Ltd. beef producers to enhance the business climate and 100 Corporate Offi ce Drive Unit 102-30720; Simpson Road build consumer demand for beef. Earth City, MO 63045 Abbotsford, BC CAN V2T-6C7 Oral Health Products, Inc. Phone: (314) 592-9100 Fax: (314) 592-9666 Phone: (800) 758-1449 Fax: (877) 855-1850 6583 E. 40th Street Shoes For Crews Company uniforms, promotional merchandise. Spe- Tulsa , OK 74145 cializing in the grocery industry. Custom products 1400 Centre Park Blvd. available include golf and dress shirts, and pants in Phone: (800) 331-4645 Fax: (918) 622-9005 West Palm Beach, FL 33401 both male and female sizes. Custom printed neck ties. Pet Supplies Plus Phone: (800) 218-4770 Fax: (800) 568-7064 Valassis 22710 Haggerty Road Shoes For Crews offers today’s #1-rated slip-resistant One Targeting Centre Farmington Hills, MI 48335 footwear for employees in the workplace, backed Windsor, CT 6095 Phone: (866) 477-7747 by our $5,000 Slip-&-Fall Warranty as well as a Phone: (860) 285-6100 Fax: (860) 285-6330 Be part of the growing $41 Billion specialty Pet Sup- 60-day Wear-&-Compare Guarantee. Over 50 com- Valassis delivers highly targeted grocery and CPG ply Industry. Pet Supplies “Plus” is the largest fran- fortable styles to choose from. advertising solutions by optimizing print media plans chised pet supply retailer in the nation, with over 225 through direct mail and newspapers, delivering un- stores in 21 states. We are actively seeking qualifi ed SIAL Montreal paralleled market penetration and superior response. franchisees to open stores in new areas. 4525 Park Rd.; Suite B-103 Charlotte, NC 28209 ViMax Publishing & Marketing, Inc. PR Dionne Inc. Phone: (704) 365-0041 Fax: (704) 365-8426 29820 Telegraph Road 17008 Village Lane SIAL Montreal 2008 is an annual international food Southfi eld, MI 48034 Dallas, TX 75248 and beverage exhibition that takes place April 23-25, Phone: (800) 940-4944 Fax: (248) 352-8626 Phone: (214) 662-0358 Fax: (866) 313-0594 2008 in Montreal, Canada, attracting over 600 ex- Custom publishing, including magazines, calendars, Our Roll’N Pour is a pouring device for the gallon jug hibitors from 34 countries and 13,000 visits. and direct mail. and the two liter bottle.The Roll’N Pour also makes for great marketing opportunities for your products or The Brenmar Company Well’s Dairy Inc./Blue Bunny stores. We are able to place your LOGOS and other 8523 South 117th Street One Blue Bunny Drive advertisements on the Roll’N Pour. La Vista, NE 68128 Lemars, IA 51031 Promotions Unlimited Phone: (800) 783-7759 Fax: (402) 592-8275 Phone: (800) 942-3800 Fax: (712) 548-3114 Blue Bunny, founded in 1913, is a brand of Wells’ P.O. Box 087601; 7601 Durand Ave. Carry-out Bags, Food Packaging, and Merchandising Dairy, Inc. - the largest family-owned and managed Racine, WI 53408-7601 Materials. dairy processor in the United States. Today, more Phone: (800) 992-9307 Fax: (262) 681-7001 than 500 Blue Bunny-branded products, including ice Treager Pellet Grills cream, frozen dairy desserts and novelties can be found Quality Food Brands 9445 S.W. Ridder Road throughout all 50 states, Mexico and Puerto Rico. 317 W. Front Street Wilsonville, OR 97070 Monroe, MI 48161 Phone: (800) 872-3437 Fax: (503) 845-6366 Zep Inc. Phone: (866) 243-2499 Fax: (734) 240-2594 Traeger is the originator of the Wood Pellet Grill/ 4401 Northside Pkwy.; Suite 700 Baking mixes, cakes, cookies, brownies, breads, bat- Smoker. Fresh food format grocers experience signifi - Atlanta, GA 30327 ters and pancakes, spices, sprinkles, extracts, grind- cant sales of Traeger grills, pellets and accessories. Phone: (800) 428-9937 Fax: (404) 603-7742 ers, and dollar spices. Taste the Difference! Zep is a leader in providing top-quality maintenance and sanitation products with superior personal ser- Retail Technologies, Inc. Unifi ed Grocers vice and professional support. More than 3,500 3938-B Government Blvd.; Suite 102 5200 Sheila Street quality products bear the Zep name, including de- Mobile AL 36693 Commerce, CA 90040 tergents, sanitizers, hand cleaners, degreasers, lubri- Phone: (281) 666-5151 Fax: (281) 666-5184 Phone: (800) 242-9907 Fax: (323) 262-0658 cants, drain care products and pesticides. STORE DESIGN AND TOMORROW’S TECHNOLOGY Amerlux Lighting Bell Signs, Inc. Cummins-Allison Corp. 23 Daniel Road East 1200 Bell Avenue 852 Feehanville Dr. Fairfi eld, NJ 7004 Panama City, FL Mount Prospect, IL 60056 Phone: (973) 887-5010 Fax: (973) 882-2605 Phone: (800) 868-0284 Fax: (850) 392-0657 Phone: (847) 299-9550 Fax: (847) 299-4940 Amerlux designs and manufactures energy-effi cient, National manufacturer of exterior illuminated signs. A leading supplier of advanced money systems to architecture-grade lighting solutions that utilize the the retail industry, Cummins will feature The Money latest in light source and electronic ballast technology, BrData Machine at the Supermarket Synergy Showcase. The for the supermarket, retail and commercial markets. 175 Pine Lawn Road; Suite 305 Money Machine self-service coin kiosk drives cus- Melville, NY 11747 Balance Innovations Phone: (631) 391-8840 Fax: (631) 391-8879 tomer traffi c and repeat visits to your store. 11011 Eicher Drive Buy4Now Design Services Group Lenexa, KS 66219 215 East Main Street; Suite 200 6533 Flying Cloud Dr.; Suite 100 Phone: (913) 599-1177 Fax: (913) 559-1179 Huntington, NY 11743 Eden Prairie, MN 55344 Patented VeriBalance software integrates with the POS and automating cash offi ce practices, ensuring Phone: (631) 271-7801 Fax: (631) 271-7804 Phone: (952) 914-5670 Fax: (952) 914-5644 tasks are accomplished more quickly and effi ciently. Buy4Now has helped grocers in the US and Europe DSG designs and equips food stores of every The system uses the information from till balances to sell their groceries online. Their unique blend of format — everywhere. Services include architecture & and other cash offi ce functions to provide detailed cutting edge software and their operational experi- engineering, interior & brand design, store planning, store-level and corporate reports. VeriBalance also ence can help you make a success out of online project management and equipment procurement. positions retailers for Back Offi ce Conversion. grocery shopping. DSG is a leading supplier of equipment to the industry. 30 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

Produce ompetitive Rates Creative Approaches to Business Growth Highly Responsive and Personalized Service Revolving Lines of Credit Re onstruction Loans Term Loans ESOP Financing Acquisition and Expansion Financing Competitive Rates Creative Approaches to Bu esponsive and Personalized Service Revolving Lines of Credit Real Estate and Construction Loans Term Loans ESOP Financing Acq nancing Competitive Rates Creative Approaches to Business Growth Highly Responsive and Personalized Service Revolving Lines o results d Construction Loans Term Loans ESOP Financing Acquisition and Expansion Financing Competitive Rates Creative Approaches t ghly Responsive and Personalized Service Revolving Lines of Credit Real Estate and Construction Loans Term Loans ESOP Financin pansion Financing Competitive Rates Creative Approaches to Business Growth Highly Responsive and Personalized Service Revolv eal Estate and Construction Loans Term Loans ESOP Financing Acquisition and Expansion Financing Competitive Rates Creative A rowth Highly Responsive and Personalized Service Revolving Lines of Credit Real Estate and Construction Loans Term Loans ESO cquisition and Expansion Financing Competitive Rates Creative Approaches to Business Growth Highly Responsive and Personalized nes of Credit Real Estate and Construction Loans Term Loans ESOP Financing Acquisition and Expansion Financing Competitive R pproaches to Business Growth Highly Responsive and Personalized Service Revolving Lines of Credit Real Estate and Construction Lo For over 20 years NCB has provided the support we provide and expertise to help grocery retailers grow. We are dedicated Creative Approaches to Business Growth to delivering the solutions you need to keep your Highly Responsive and Personalized Service Full Service Cash Management business healthy and strong. Competitive Rates Term Loans and Revolving Lines of Credit For more information call Barry Silver at (703) 302-1955, Real Estate and Construction Loans ESOP Financing email [email protected] or visit www.ncb.coop. Acquisition and Expansion Financing NCB means National Consumer Cooperative Bank, its wholly-owned subsidiary NCB, FSB, and its affiliated non-profit corporation NCB Capital Impact. Each may provide loans or technical assistance as a separate entity within the NCB Financial Group, all of which are Equal Housing Lenders. Deposit products and services are provided by NCB, FSB, which is a member of the FDIC. ©2008 NCB 01/08 009

3 S SHOWCASE Digital Site Management LLC Excel Dryer, Inc. Gleeson Constructors L.L.C. 141 Jefferson Road 357 Chestnut Street 2015 E. Seventh Street Waynesburg, PA 15370 East Long Meadow, MA 1028 Sioux City, IA 51101 Phone: (724) 852-2211 Fax: (724) 852-1605 Phone: (413) 525-4531 Fax: (413) 525-2853 Phone: (712) 258-9300 Fax: (712) 277-5300 LaneVision-Point of Sale video capture system. Re- Gleeson Constructors, L.L.C. provides engineering cords entire employee/consumer transaction. Perfect First Data Corporation and design/build services for the food industry in- solution for Point-of-sale loss prevention/employee Greenwood Village, CO 80111 cluding slaughter plants, further processing, cook evaluation. See what you’ve been missing. Phone: (502) 326-0301 Fax: (502) 417-8841 plants, freezer facilities and warehouse distribution Serving 4.6 million merchants, 1,700 card issuers plants on a national basis. Ranked the fi fth largest ECRS and millions of consumers, First Data provides elec- design/build contractor in the U.S. by Engineering 277 Howard Street tronic commerce and payments solutions. Credit, News Record. Boone, IL 28607 debit, private label gift and other prepaid card issuing Phone: (800) 211-1172 Fax: (800) 849-8910 and merchant transaction processing services, fraud Hometown Grocers protection and authentication solutions, telecheck ser- Electraled, Inc. vices, and internet and mobile commerce solutions. 106 East Fourth Street 12722 62nd Street, North; Suite 220 Northfi eld, MN 55057 Largo, FL 33773 General Information Services, Inc. (GIS) Phone: (507) 663-1570 Fax: (507) 663-1493 Phone: (866) 561-7610 Fax: (727) 561-7605 917 Chapin Road Since 1993, HometownGrocers.com has had a single CATAPULT Point-of-Sale and Quickcheck self- Chapin, SC 29036 focus of providing alternative grocery shopping ser- checkout automation solutions. The ECRS retail Phone: (866) 573-6248 Fax: (803) 948-2353 vices to brick and mortar retailers. Your customers framework links point-of-sale, back offi ce, warehous- With over 41 years of industry experience, GIS pro- may order groceries using the internet, using a cata- ing, inventory control, supplier integration and pro- vides premier workforce management solutions for log and a touch-tone phone, they may call, toll-free, motional management into a single solution. small business to fortune 500 fi rms, including some and speak with a live operator or use our newest feature-they may call using their Smart Phone to of the largest groceryretailers in the world, from Eliason Corporation order groceries. We provide superior value for a background screening services to people management 9229 Shaver Road and less prevention. We offer clients fully-integrated highly competitive cost. Why be just a web grocer Kalamazoo, MI 49003-2128 web-based solutions from a partner they can trust. when you can remain a Hometown Grocer? Phone: (800) 828-3655 Fax: (800) 828-3577 Gleason Inc. Howell Data Systems Easy Swing Traffi c Doors stock rooms, walk-in cool- ers, deli’s and secondary doors for walk-in freezers. 551 Main Street 266 Elmwood Avenue Built to take the abuse from pallet jack traffi c or just Johnstown, PA 15907 Buffalo, NY 14222 pedestrian traffi c. Custom made to your specs. Phone: (814) 532-0270 Fax: (814) 536-5554 Phone: (800) 410-6871 Fax: (519) 758-1611 ® SYSTEM Make the Cut TM Make the Cut From Warehouse to the Shelf.From Warehouse to the Shelf. ™ S5 Safety Cutter New 3-in-1 Tool Reduces Accidents, Damaged Merchandise & Boosts Production!ool Reduces Accidents, Damaged Merchandise & Boosts Production! New 3-in-1 T (3 Tools-in-1): Box Cutter / Tape Splitter / Film Cutter • Guarded carton cutter reduces lacerations Blade-less Box Cutting Tray Cutting • New integrated fi lm cutter for pallet Tape Splitting wrap cutting • Safely cuts boxes, tape & fi lm: One tool w/ 3 functions • Blunt safety tip blade prevents puncture wounds and merchandise“shrink” ™ S5 Safety Cutter • Safety lock-out • Full safety training program Call Today And Get “Our Safety Cutters Reduce Accidents Due To o “Our Safety Cutters Reduce Accidents Due T A Bonus Sample Kit! Cutter-related Injuries By Up To 85%”-related Injuries By Up To 85%” Cutter For Information Call: (800) 229-2233 Or To Order A Free Sample. Email: safety@pacifi chandycutter.com Website: www.razortools.com / safety.htm Working Safe Everyday.™ 32 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

3 S SHOWCASE KSS Inc. Mansfi eld Oil Co. Pakor Inc. 258 Hanover Road 3422 Fawn Hill 6450 Wedgewood Road; Suite 110 Florman Park, NJ 7932 Matthews, NC 28105 Maple Grove, MN 55311 Phone: (973) 549-1850 Fax: (973) 549-1860 Phone: (800) 695-6626 Fax: (678) 450-2332 Phone: (800) 221-7256 Fax: (763) 559-8886 KSS provide pricing software and services to help or- Mansfi eld - Supermarket “Fuel Carter” development, Pakor’s award-winning service and their value-added ganizations make more effective pricing and promo- marketing, petroleum supply. Cross merchandising approach allowed the company to emerge as the tion decisions that consistently meet their customer feasibility analyses. leading supplier of high-quality photographic equip- needs and hit performance objectives. ment and supplies. The PictureStation™ touch- screen terminal is capable of reading a wide variety Masonways Indestructible Plastics of media, and can output a large variety of sizes with 580 Village Blvd.; No. 330 available color connection and borders. Lind Design Inc. West Palm Beach, FL 33409 130-17 23rd Avenue Phone: (800) 837-2881 Fax: (800) 693-7745 College Point, NY 11356 Leading manufacturers of heavy-duty plastic pallets, PRS Pharmacy Services Phone: (718) 463-1100 Fax: (718) 463-0075 displays, bases, merchandisers, end caps, side shacks, 201 Depot Street; Suite 200 Award winning supermarket/gourmet store planners dunnage racks, bulk displays, etc. Widely used in the Latrobe, PA 15650 and designers offering creative fi xture plans, lighting retail industry for food and non-food items. Phone: (800) 338-3688 Fax: (724) 539-1388 design, fl oor plans, logo design, corporate identity Since 1982, PRS has been providing comprehensive programs, brand development, custom signage, prod- pharmacy services for new and existing pharmacies uct graphics, exterior concept design, and more. My Web Grocer including Pharmacist Recruitment, Marketing, Pre- 354 Mountain View Drive; Suite 350 scription Pricing, Pharmacy Operations Consulting, Colchester, VT 05446 HIPAA Compliance and Security Programs. Phone: (888) 662-2284 Fax: (802) 764-1844 Lucidiom Provide high quality, superior service and leading 8100 Boone Boulevard; Suite 310 edge eCommerce and eMarketing solutions to the QS/1 Vienna, VA 22182 grocery and consumer packaged goods. PO Box 6052 Phone: (703) 564-3400 Fax: (703) 848-3015 Spartanburg, SC 29304 With OEM and independent retail clients around Phone: (800) 845-7558 Fax: (864) 253-8690 the globe, Lucidiom enables retailers to develop their NCR Corporation QS/1 provides consulting services to help from initial digital image-based revenue streams in stores and 2651 Satellite Blvd design to the grand opening. Already have a pharmacy? online. We are the leading provider of fl exible and Duluth, GA 30096 QS/1’s pharmacy software can increase your productiv- brand-independent photo kiosks. Phone: (770) 623-7426 Fax: (770) 623-7710 ity. We’ve been helping pharmacies for 30 years. FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 33

3 S SHOWCASE Revionics Inc. ScanAps Tidel Engineering L.P. 4208 Douglas Blvd.; Suite 300 3550 West 6th Street;Suite 400 2025 W. Belt Line Road; No. 114 Granite Bay, CA 95746 Los Angeles, CA 90020 Carrollton, TX 75006 Phone: (916) 797-6051 Fax: (916) 797-6081 Phone: (866) 472-2627 Fax: (213) 382-9868 Phone: (972) 484-3358 Fax: (972) 484-1014 Revionics is the retailers choice for price optimiza- Tidel has manufactured cash management/security tion. Our full-service offering provides price opti- Sotware 4 Retail Solutions equipment since 1978. Tidel is the global leader with mization and analytics to retail grocers and whole- 616 13th Street; Suite 104 250,000 installations in over 50 countries. sale distributors. Revionics Advanced Pricing System Aurora, NE 68818 generates increased sales and profi les through price Phone: (402) 694-4400 Fax: (402) 694-4010 Tippmann Group/ optimatization technology as a subscription based S4 offers a complete suite of products for retail. S4 Interstate Warehousing software as a service. Enterprise products: zone level price maintenance, 9009 Coldwater Road web portal, and local SQL data-warehouse. S4 In- Fort Wayne, IN 46825 Sage Green LLC store products: fl agship S4V6 the recognized leader Phone: (260) 490-3000 Fax: (260) 490-1362 9295 Chesapeake Drive; Suite C in back-offi ce, S4Shelf Image, S4Accounts Receivable Tippmann Group offers temperature-controlled San Diego, CA92123 and S4Mobile wireless products. S4EzScan POS sys- design/build construction, distribution and warehous- Phone: (858) 467-1700 Fax: (858) 408-3255 tem offers ease of use and unmatched fl exibility. ing services throughout the United States. Interstate Reusable shopping bags — non-woven polypropylene, Store Next Retail Technologies LLC Warehousing owns and operates 11 public refriger- canvas, jute. ated warehouse facilities, offering customized distri- 6100 Tennyson Pkwy. bution. Plano, TX 75024 Salient Corporation Phone: (972) 265-4800 Fax: (972) 265-4801 203 Colonial Drive; Suite 201 StoreNext provides leading-edge POS software and Horseheads, NY 14845 hardware integrated with payments, self-checkout, Phone: (607) 739-4511 Fax: (607) 739-4045 back-offi ce, fuel, mobile, ESL, Web and other ap- Salient Corporation can help grocery managers ef- plications for independent grocers. fectively manage store, category and vendor per- formance; optimize assortments and mix; measure Store Scan discount and promotion effectiveness; evaluate price 2202 West Lone Cactus Drive; Suite 5 point performance. Providing advanced performance Phoenix, AZ 85027 management for businesses. Phone: (800) 305-9241 Fax: (623) 581-1299 FINANCIAL AND OPERATIONAL SERVICES Banker Money Counter True back-offi ce conversion for today’s independent Innovative Promotions 5130 Kostoryz Road grocer. With Tranfusion you will not only enjoy the One Liberty Place benefi ts associated with BOC-you will also reap the Corpus Christi, TX 78415 1650 Market Street, 36th Floor Phone: (361) 854-7600 Fax: (361) 854-2314 benefi ts of an integrated back-end collection service Philadelphia, PA 19103 that is the best in the industry. Stop by booth #730 Currency counting equipment designed to increase Phone: (215) 636-0260 Fax: (215) 240-4993 accuracy and reduce labor costs. to view our demo! Check Again NationaLease 100 Carpenter Drive; Suite 120 Expert JMS 457 Haddonfi eld Road; Suite 220 Sterling, VA 20164 1004 Sevier Avenue Cherry Hill, NJ 08002 Phone: (800) 666-5222 Fax: (703) 332-0062 Knoxville, TN 37920 Phone: (856) 773-0600 Fax: (856) 773-0609 CheckAGAIN’s complete check management services Phone: (866) 556-0200 Fax: (206) 600-1704 streamline NSF check processing, simplify accounting Expert JMS is a premier coast to coast provider NCB and dramatically reduce bank fees. of high quality clenaing services. We have quality 2011 Crystal Drive; Suite 800 control programs that promote responsiveness and Coinstar, Inc. Arlington, VA 22202 customer satisfaction. 1800-114th Avenue, SE Phone: (703) 302-8865 Fax: (703) 647-3478 Bellevue, WA 98004 We are one of the nations leading fi nancing partners Phone: (425) 943-8252 Fax: (425) 943-8030 to grocery wholesalers and their members and cus- FMS, Inc. tomers. Coinstar is a multi-national company offering a range of 4th wall™ solutions for the retailers store- 8028 Ritchie Highway; Suite 212 front. Their products and services can be found in Pasadena, MD 21122 Pacifi c Handy Cutter, Inc. over 60,000 retail locations Phone: (877) 435-9400 Fax: (410) 761-9237 2968 Randolph Avenue FMS is the NGA’s preferred provider of industry CybrCollect, Inc. - Tran Fusion benchmarking, best practices and mission-critical de- Costa Mesa, CA 92626 2350 South Avenue; Suite 105 cision support. FMS transforms historic accounting Phone: (714) 662-1033 Fax: (714) 662-7595 La Crosse, WI 54601 activities into accurate and timely decision support Razor cutting safety products for cutting boxes, bags, Phone: (888) 340-9205 Fax: (866) 787-6216 tools. stretch wrap, fi lm, tape and coin rolls. 34 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

3 S SHOWCASE Saving America.Biz SHAZAM- An electronic funds transfer company Your Retail Solutions LLC 3227 East Bell Road, No. 215 founded in 1976 offering payment processing solu- 9 Highland Place tions for debit cards, credit cards, EBT cards, gift Phoenix, AZ 85032 Maplewood , NJ 7040 Phone: (602) 299-6458 Fax: (602) 471-8256 cards and more. Phone: (973) 378-8456 Fax: (973) 378-2524 Ukrop’s Dress Express Shazam 5160 Commerce Road 6700 Pioneer Parkway Richmond, VA 23254 Johnston, IA 50131 Phone: (804) 323-3300 Fax: (804) 323-6772 Phone: (866) 674-2926 Fax: (515) 558-7618 Corporate Uniform Apparel NATURAL AND ORGANIC PRODUCTS Capco Laboratories Food For All Health Plus Inc. 10225 Greenleaf Avenue 201 Park Washington Court 13837 Magnolia Avenue Santa Fe Springs, CA 90670 Falls Church, VA 22046 Chino, CA 91710 Phone: (562) 903-2300 Fax: (562) 941-5996 Phone: (203) 237-3677 Fax: (703) 237-4163 Phone: (800) 822-6225 Fax: (909) 591-7659 Specialists in formulating, manufacturing, fi lling and A turnkey, no-cost charitable fundraising foundation Health Plus Inc. is a privately held, 20-year old packaging OTC, dental care, nutritional, personal for retailers who wish to raise money at the Point of company headquartered in Chino, CA. Health Plus care, and veterinary products. Certifi ed organic, ko- Sale for local charities of their choice. Inc. is the leading manufacturer of colon cleanse sher, fda registered, alcohol permits,and more. Low products. The medical profession recognizes Health prices, quality, and dependable lead times since 1989. Plus Inc. We have a drug manufacturing license and follow the Good Manufacturing Practices of the FDA. Eco Flowers Gold’n Plump Poultry 750 Lindaro Street; Suite 330 4150 Second St. South; Suite 200 San Rafael, CA 94901 St. Cloud, MN 56301 Phone: (877) 899-0015 Fax: (415) 456-4046 Phone: (320) 251-3570 Fax: (320) 240-6250 FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 35

3 S SHOWCASE SPECIALITY AND ETHNIC FOODS Austinuts Phone: (800) 643-0573 Fax: (201) 797-5068 Through customer demand, Rao’s recreated the 12911 Belter Drive John Wm. Macy’s CheeseSticks, producers of all-nat- unique taste and excellence found at Rao’s Restaurant Manor, TX 78653 ural, hand-rolled sourdough CheeseSticks, Cheese- where recipes have been handed down three genera- tions. Our collection of Pasta Sauces start with im- Phone: (512) 272-8007 Fax: (512) 272-8089 Crisps and SweetSticks. ported San Marzano Italian tomatoes, Italian Olive Specialists in freshly dry roasted premium quality Lehi Roller Mills Oil and others. gourmet nuts and seeds, dried fruits and other healthy snacks. Pre-pack, bulk and gift packs available. P.O. Box 217 Rosa Mexicano Kitchen Lehi, UT 84043 Bubbies Homemade Ice Cream Phone: (877) 311-3566 Fax: (801) 768-4557 846 7th Ave., 5th Floor New York, NY 10019 & Deserts Inc. Phone: (212) 397-0666 Fax: (212) 397-0999 99-1267 Waiua Place Magic Seasoning Blends 720 Distributors Row; P.O. Box 23342 Aiea, HI 96701 St. Dalfour International Foods Phone: (808) 487-7218 Fax: (808) 484-5800 New Orleans, LA 70183 2101 Oakdale Drive Mochi ice cream - sweetened rice fl our - steamed - Phone: (504) 731-3590 Fax: (504) 731-3576 Philadelphia, PA 19125 sugar incorporated using specialized equipment. It is All Natural seasoning blends (19 Varieties) created Phone: (215) 425-9300 Fax: (215) 425-9438 wrapped around our own super premium ice cream. by Chef Paul Prudhomme. Magic Sauces and Mari- St. Dalfour all-natural fruit conserves, organic tea, nades, Magic Pepper Sauce and Magic Chiles also Feast Kitchens, Inc. available. Co-Packing & Custom blending a spe- Gourmet-on-the-Go Ready to Eat Meals, Whole pre- served Fruits, natural Honey. P.O. Box 64367 cialty. Los Angeles, CA 90064 Minnie Beasley’s Lace Cookies Sweetfi elds, Inc. Phone: (323) 731-9222 Fax: (323) 731-9224 3264 Peg Leg Mine Road 3004 S. Colorado Boulevard Jamul, CA 91935 Forest Floor Foods Denver, CO 80222 Phone: (760) 522-3422 Fax: (760) 683-3977 N5014 Northview Road Phone: (303) 722-0513 Fax: (303) 558-4138 Real fl owers coated in Sweetfi elds patent-pending fi n- Eden, WI 53019 Handmade Almond Lace cookies. Great for gourmet ishes-edible and non-perishable, decorative and deli- Phone: (866) 834-4437 Fax: (920) 477-2035 shops, basket companies, corporate, etc…Truly cious. Grown with organic principles. Offering 30 exciting varieties of premium pickled veg- unique product to the marketplace. etables, stuffed olives and drink mixes. Enjoyed in cock- Wicked Good Company tails, relish trays and salads. Award winning packaging. Mrs. Mays Naturals 142 High Street 860 East 238th Street Bristol, RI 2809 Guittard Chocolate Company Carson, CA 90745 Phone: (401) 636-1517 Fax: (401) 633-6126 10 Guittard Road Phone: (310) 830-3130 Fax: (310) 830-3045 Wicked Natural is a brand of artisan gourmet condi- Burlingame, CA 94010 All natural, healthy snacks made with nuts seeds and ments that are all-natural and gluten-free. Phone: (800) 553-2462 Fax: (650) 652-4680 fruits. Vegan, cholesterol free, gluten free, wheat free, High quality chocolate, baking chips, and our new S. dairy free, Kosher and Halal. Women Grocers Guittard Line of artisan chocolates. of America (WGA) NASFT Hodgson Mill Inc. 120 Wall Street; 27th Floor 1005 N. Glebe Road; Suite 250 Arlington, VA 22201 1100 Stevens Avenue New York, NY 10005 Phone: (703) 516-0700 Fax: (703) 516-0115 Effi ngham, IL 62401 Phone: (212) 482-6440 Fax: (212) 425-3053 WGA serves as an information and advisory arm to Phone: (800) 525-0177 Fax: (217) 347-0198 The NASFT owns and manages the Fancy Food the National Grocers Association. Providing a unique “High Fiber · Whole Grain · Good Food · All Natural Shows and publishes Specialty Food magazine. Up- opportunity for women involved in the grocery indus- · No Preservatives. Hodgson Mill offers a delicious coming NASFT shows include the Global Food and try, either through career, a family business or a and healthy alternative with a complete line of Whole Style Expo, in Chicago April 27-29 2008 and the spouse who is employed in any segment of the food Wheat Pastas, Whole Grain, Stone Ground Flours Summer Fancy Food Show in New York City, June distribution system. and Corn Meals, Organic Flours & Pastas, Hot Cere- 29-July 1, 2008. als and more.” RAO’S Specialty Foods John Wm. Macy’s CheeseSticks 17 Battery Place; Suite 610 80 Kipp Avenue New York, NY 10004 Elmwood Park, NJ 07407 Phone: (212) 269-0151 Fax: (212) 344-1680 FRESH AND PREPARED FOODS Aqua Star Your one stop for information ,resources and market Biro designs, manufactures and markets safe, du- 2025 1st Avenue; Suite 200 oppurtunities centered on Canadian beef. Retailers rable, and reliable power operated stainless steel food across the US understand Canadian beef represents and meat processing machinery. Seattle, WA 98124 Phone: (800) 232-6280 Fax: (206) 448-2818 product that meets or exceeds USDA standards. Beef Information Centre Biro Manufacturing Boyd Coffee Company 310-6715, 8th Street, NE 1114 W. Main Street 19730 NE Sandy Blvd. Calgary, Alberta, CAN TZE 7H7 Marblehead, OH 43440 Portland, OR 97230 Phone: (403) 275-5890 Fax: (403) 275-9288 Phone: (419) 798-4451 Fax: (419) 798-9106 Phone: (800) 545-4077 Fax: (503) 669-2223 36 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

3 S SHOWCASE Celebrity Lighting, LLC Established in 1991, Crown Poly is a global plastic Hobart Corporation 6335-36 S. Pecos manufacturing company offering customers a com- 701 S. Ridge Avenue plete innovative bagging system for produce, meat, Las Vegas, NV 89120 Troy, OH 45374 Phone: (702) 405-0448 Fax: (702) 405-7938 bakery, bulk, font-end, and direct consumer use. Phone: (937) 332-2313 Fax: (937) 332-3092 Complete line of lighting equipment for supermarkets Commercial Food Equipment Slicers - Saws- Scales including grid systems for specialty aisles and check Desiccare, Inc. - Refrigeration - Bakery ovens/Proofers, tenderizers, out. Design and consultation by experienced nation- 3400 Pomona Blvd. rotary ovens, fryers, grinders, food processors, auto ally certifi ed engineers. Pomona, CA 91768 and manual wrapping equipment, rotisserie ovens, Phone: (909) 444-8272 Fax: (909) 444-9045 convection ovens. Concept Communications Co. Food Life Extender - Disiccare food life extender Naturally Fresh, Inc. 380-A Internationale Drive absorbs oxygen and greatly decreases the deteriora- 1000 Naturally Fresh Blvd. Bolingbrook, IL 60440 tion of your foods. It extends product shelf life. Re- Atlanta, GA 30349 Phone: (630) 829-8450 Fax: (630) 783-8415 fresherator = Desiccares Refresherator absorbs odor from food to keep them tasting fresh. It preserves Phone: (800) 765-1950 Fax: (404) 765-9016 freshness and taste. Naturally Fresh is the manufacturer of NATURALLY Creekstone Farms Premium Beef FRESH dressing, sauces and dips, and JACKAROO 604 Goff Industrial Park Rd. Meat Sauce. The company is headquartered in At- Flair Packaging International Arkansas City, KS 67005 lanta, Georgia; and has 28 distribution centers na- Phone: (866) 273-3578 Fax: (620) 741-3195 1476 Kenwood Center tionwide. Visit our website www.naturallyfresh.com Menasha, WI 54952 Comprehensive line of fresh, frozen, and value added Black Angus beef. Single source of both premium Phone: (920) 720-3033 Fax: (920) 720-3032 Old World Spices Black Angus Beef and Natural Black Angus Beef. & Seasonings, Inc. Creekstone Farms Natural Black Angus is a never- Healthnotes, inc. 4601 Emanuel Cleaver II Blvd. ever program with no added hormones, no antibiot- 125 NW Park Avenue Kansas City, MO ics, and 100% vegetarian diet. Portland, OR 97209 Phone: (800) 241-0700 Fax: (816) 861-7073 Phone: (800) 659-7630 Fax: (503) 234-4052 Crown Poly, Inc. Healthnotes provides interactive shopper marketing PBI Market Equipment, Inc./ 5700 Bickett Street programs proven to grow sales by engaging shoppers Everson Spice Co. Huntington Park, CA 90255 and cross-promoting products storewide-from perish- 2667 Gundry Avenue Phone: (323) 585-5522 Fax: (323) 585-7795 ables to wine and cheese, to nutrition and pharmacy. Signal Hill, CA 90755 • Chlorine • Chlorine Dioxide •Iodine • Peracetic Acid • Peroxide •pH •QAC Test strips available for several water quality factors. Field kits & meters for everything from Alkalinity to Zinc as well as combination outfits for all types of water analysis. Contact us for a free general products catalog or sanitation catalog! 800-344-3100 or mkt @lamotte.com www.lamotte.com PO Box 329 • Chestertown • MD • 21620 410-778-3100 • fax 410-778-6394 FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 37

3 S SHOWCASE Phone: (800) 421-3753 Fax: (562) 426-2262 New Polar Merchandiser from Bonar Plastics, a divi- debit, EBT, checks, gift cards, e-commerce, customer PBI is a distributor of supermarket equipment for the sion of Promens North America. Self contained por- loyalty cards, prepaid cards and ATM processing. deli, bakery, meat, seafood and produce departments. table insulated merchandizing unit for displaying all Everson Spice Co. is a custom seasoning blender your perishable products: meat and seafood, produce Sushi with Gusto specializing in marinades, dry rub’s, stuffi ng’s, bread- as well as bottled water, soft drinks ideal for outdoor 208 Pennsylvania Avenue ing, brines and snack seasonings. We are also capable special events. Custom colors available to fi t all your Greer, SC 29650 of private label bottling. needs. Phone: (864) 989-0178 Fax: (864) 879-9524 RBS Lynk Volk Enterprises 600 Morgan Falls Road 1335 Ridgeland Pkwy.; Suite 120 Promens USA, Inc. Atlanta, GA 30350 Alpharetta, GA 30004 6111 S. 6th Way Phone: (800) 200-5965 Fax: (770) 399-2520 Phone: (770) 663-5400 Fax: (770) 663-5411 Ridgefi eld, WA 98642 RBS Lynk is a leading, single-source provider of elec- Pop-up disposable coating timers. Cook’d Right Sen- Phone: (800) 295-3725 Fax: (360) 887-3553 tronic payment processing services - including credit, sor. THE WINE CELLAR American Beverage Marketers Specializing in life-like static, talking and animated International Food Processors 810 Progress Blvd. characters, people, wall mount heads, monsters, di- 7100 E. Belleview Avenue nosaurs, birds animals and Fortune Teller machines. New Albany, IN 47150 Greenwood Village, CO 80111 Phone: (812) 944-3585 Fax: (812) 949-7344 Classic Wines of California Phone: (303) 409-8400 Fax: (303) 409-8401 American Beverage Marketers produces top quality, 6342 Bystrum Road easy to use cocktail mixes under the brand names Ceres, CA 95307 Merchant du Vin Master of Mixes, Finest Call, Big Bucket and Coco 18200 Olympic Avenue South Real. Phone: (800) 692-5780 Fax: (415) 661-3949 Tukwila, WA 98188 Classic Wines of California is a producer and mar- Phone: (253) 656-0321 Fax: (253) 872-5530 Anheuser-Busch, Inc. keter of both premium and “super-value” wines from Beer importer since 1978: Samuel Smith, Ayinger, around the world. One Busch Place Lindemans, Pinkus Organic Beers, Traquair House, St. Louis, MO 63118 Crystal Farms Orval, Westmalle, Rochefort, Green’s Gluten-Free Phone: (314) 577-4182 Fax: (314) 765-6427 6465 Wayzata Blvd.; Suite 200 And Zatec. Minneapolis, MN 55426 Merit Paper Corporation Cash Flow Solutions, Inc. Phone: (877) CRY-STAL Fax: (952) 544-8101 555 Broadhollow Road; No. 412 5166 College Corner Pike Crystal farms provides more than 400 branded qual- Melville, NY 11747 Oxford, OH 45056 ity refrigerated cheese, butter, eggs, margarine and Phone: (800) 736-5123 Fax: (513) 524-5889 bread products to 10,000 customers in 42 states. Phone: (631) 454-1560 Fax: (631) 454-9170 Cash Flow Solutions’ merchant services increase the prof- A unique and innovative packaging product for rotis- itability of accepting a check by electronically depositing Henny Penny serie chicken, fried chicken, ribs and chicken wings. paper checks, reducing all bank fees and streamlining 1219 U.S. Rt. 35 West Our bags are leak resistant, re-sealable, microwave- able, and have a handle for easy carry-out. cash fl ow. Eaton, OH 45320 Phone: (800) 417-8400 Fax: (937) 456-8402 Characters Unlimited Inc. Henny Penny offers pressure and open fryers, com- 709 Foothill Court bis, rotisseries, holding cabinets, display merchandis- Boluder City, CO 89005 ers, and blast chiller/freezers designed for easier op- Phone: (702) 294-0563 Fax: (702) 294-2387 eration, greater fl exibility and lower operating costs. INDUSTRY RESOURCES Arizona State University Portland State University Supermarket News Morrison School of Agro-Bus. School of Business Admin.; P.O. Box 751 249 W. 17th Street 7001 E Williams Field Rd Bld 2 Portland , OR 97207 New York, NY 10011 Mesa, AZ 85212 Phone: (503) 725-5699 Phone: (866) 621-9150 Fax: (913) 514-9272 Phone: (480) 727-1586 Fax: (480) 727-1961 SUPERMARKET NEWS is the only nationally circu- Progressive Grocer lated, weekly trade magazine for the food industry. 770 Broadway; 6th Floor SN Whole Health is an award-winning, quarterly New York, NY 10003 supplement devoted to health. Grocery Headquarters Magazine Phone: (646) 654-7562 Fax: (646) 654-7463 333 Seventh Avenue; 11th Floor University of Alabama Progressive Grocer is owned by The Nielsen Company, New York, NY 10001 an integrated media company. Published 13 times a 870225 Management & Marketing Phone: (212) 979-4888 Fax: (646) 674-0102 year with 8 supplements, Progressive Grocer has been Tuscaloosa, AL 35487 the leading voice of the industry for over 80 years. Phone: (205) 348-8922 Fax: (205) 348-6695 Masters Education in Marketing (9 Months) Natural Food Network Saint Joseph’s University 63 Bovet Road Dept. of Food Marketing;5600 City Ave. San Mateo, CA 94403 Philadelphia , PA 19131 Phone: (650) 286-7398 Fax: (650) 286-4107 Phone: (610) 660-1607 Fax: (610) 660-1604 38 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS



PRODUCTS New to the design. Also, the nation’s last provider of minishing landfi lls through curbside organic collection and backyard composting. wash boards for laundry provided their tightly lined “washboard tin” for wall fi nishes. The Kemp’s Ice Cream Product washboard provides a fi tting background for de- Kemp’s IttiBitz: IttiBiz 5 oz Cups are a real ice partmental signage that enhances the sign and emphasizes the country market’s emphasis on cream delivered in a fun and family pleasing Spotlight value pricing. The strategic placement of cor- frozen pellet form. Prepackaged single 5 oz cups with the opportunity for impulse snack pur- rugated trough-style produce tables caps off the look and feel of the new market. The result is chases at a 10 for $10.00 Retail! a bright, attractive store featuring volumes of Lucidiom produce, natural and organic merchandise and a comfortable, profi table, shopping experience. APM Photo Kiosk: The APM is a self-service American Beverage Marketers photo kiosk where your customers can order ECR Software Corporation Big Bucket Mojito: The Mojito has “captured and print high-quality photo products. We offer the American imagination and sparked a boom ECRS Freedom Panel: The ECR Freedom a variety of models suitable for any retail en- in restaurants and lounges around the country.”- Panel is a retail-hardened panel P.C. especially vironment. Whether you have a fully-staffed Nightclub & Bar Magazine. Now you can make designed and integrated with ECRS applica- photo department or self-service kiosks, the Mojitos frozen or on-the-rocks with Big Bucket tions. From Point-of-Sale to manager worksta- photo category should differentiate your chain Mojito- just add Rum and Club Soda. tion, to back offi ce, to kiosk and self-check-out to your customers. Proven to reduce costs and applications, the ECRS Freedom Panel repre- increase revenue, all APMs offer tangible and Martini Gold Espresso Martini Mixer: Martini Gold Espresso Martini Mixer is the simplest way sents a robust, space-saving and integrated ter- compelling benefi ts to retailers that want to im- to make dark and dreamy espresso martinis and minal. prove their customers’ experiences and keep them coming back. cocktails featuring real coffee. Martini Gold is Forest Floor Foods perfect for tight sections and cross merchandis- Masonways Indestructible Plastics, LLC Four Bean Salad: Slightly sweet, fl avorful and ing with vodka! crisp four bean salad. A classic family favorite, Bulk Bin Table: Heavy-duty plastic double Martini Gold Rimming Sugars: Add a colorful packed in an attractive glass jar. sided bin table for display of food and non-food exclamation point to your martini with Martini items. Mediterranean Olives: Large Spanish olives Gold Rimming Sugars. Sleek, stylish and so- bathed in a mouth-watering brine of basil, gar- McCormick & Company, USA phisticated, the Martini Gold Rimming Sugar lic, oregano and habanero…full of fl avor. package combines full color graphics with McCormick Crusting Blends: McCormick mouth-watering imagery. Try all four fl avors. Guittard Chocolate Company Crusting Blends are a perfect combination of unique herbs, spices and panko bread crumbs Coco Real Cream of Coconut: Coco Real revo- E. Guittard Grand Cocoa Drinking Choco- lutionizes the use of gourmet Cream of Coco- late: Fine dutched Cocoa with ground choco- that provide maximum fl avor and texture on nut. No More messy cans; simply squeeze the late for hot chocolate and baking. steak, chicken, pork or seafood. Create an in- upside down bottle for easy to access, great tast- Akoma Extra Semi-Sweet Chocolate Chips: credible meal experience with any of these four ing gourmet cream of coconut from beginning Fair trade certifi ed 55% Cocoa-All natural ingre- varieties: French Onion Pepper and Herb, Gar- lic Lemon Rosemary, Italian Herb and Cheese to end. dients and Season All. Crystal Farms Cocoa Rouge Cocoa Powder: Unsweetened McCormick Flavored Peppers: McCormick Crystal Farms Variety Pack Tray: Crystal rare red dutch process cocoa powder for baking brings a new and distinct fl avor experience to Farms Variety Pack Tray offers 36 slices of and hot chocolate traditional black pepper with two new varieties: four delicious cheese varieties - Cheddar, Swiss, Hodgson Mill, Inc. Smokehouse Black Pepper, which offers wood- Marble Jack and Pepper Jack - in convenient, smoked taste infused with apple wood smoke cracker size cuts neatly packaged in a re-seal- All Natural Travel Flax Premium Milled Flax fl avor, and Worcestershire Black Pepper artfully able and ready-to-serve tray. Great for parties Seed: Introducing...Single serve, All Natural combines the fl avors of Worcestershire sauce or just snacking. Travel Flax Premium Brown Milled Flax Seed. and black pepper. Like our yeast, this new product is packed in- Design Services Group McCormick Cinnamon and Cinnamon/Sugar dividually. We are excited to introduce these Grinders: McCormick Cinnamon and Hudson County Market: This 2007 major re- items to our extensive line of milled fl ax seed model is modeled after a traditional farmer’s products. Conveniently packaged for today’s Cinnamon/Sugar Grinders allow you to experi- market, incorporating elements found in road- active lifestyle, these ready-to-go packets just ence the superior fl avor and aroma of freshly side farm stands and open air farm markets. made life easier. ground cinnamon. They add a special touch to DSG’s use of barn-infl uenced roofl ine de- your favorite treats or can be used as an ingredi- Indaco Manufacturing Ltd. ent in baking/cooking or as a topping enhancer partmental treatments, simulated wrought-iron arches and railroad-inspired roof trusses lend Bag-To-Nature: Bag-To-Nature certifi ed com- at the table. emphasis to the farm style approach. “Peach postable bags and cart liners have all the McCormick Salmon Seasoning: A delicious crate art” signage featuring high-resolution pho- strength of conventional plastic bags. They are blend of spices combined with a natural cedar tographs printed directly on wood, then aged a quality made product designed to help reduce smoke fl avor, McCormick Salmon Seasoning is (digitally and mechanically), adds authenticity the amount of organic waste entering our di- the perfect complement to your salmon. No 40 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

Look good. Feel good. All day, every day. by SAI Everyday apparel for business, casual and custom outfi tting. See us in the Center Store Concept Area 800-227-3215 Ext. 256 [email protected] www.apluscareerapparel.com

PRODUCTS recipe is needed, simply shake on seasoning on the store receipt, is registered onto the from the southwest of France. Packaged in at- before grilling or baking. savingamerica.biz card. The cashier accepts the tractive 11.5 oz. jars, Chantaine preserves are money, which is deposited with the store’s cooked slowly, according to old French recipes McCormick Gourmet Collection: McCormick nightly deposits. The company subsequently and contain full pieces of fruit. keeps its fi nger on the pulse of fl avor and is transfers the pooled savings to the Edelman launching 6 new Gourmet Collection Products St. Dalfour “Gourmet on the Go” Ready to that are on-trend and in line with what will be Group, which professionally manages the ac- Eat: Gourmet on the Go is an exciting new line on America’s plates: Lavender, Diced Jalapeno count. The Edelman Group brings the solid of all-natural ready-to-eat meals in 6.2 oz. cans and profi table fi nancial principles of “Wall Peppers, Cocoa Chile Blend, Toasted Sesame with a two-year shelf life. No MSG, low in fat, Street to Main Street,” thus achieving the po- Seed, Organic Fennel Seed and Organic Paprika. low in calories. Choose from two seafood or four tential for the greatest rate of return for the Morton Salt savingsamerica.biz member. The member can vegetarian varieties. Gourmet on the Go offers withdraw the principal and profi t derived from all-natural cuisine, free from preservatives and Salt Balance: Salt Balance is the perfect choice hydrogenated oils. These heart-healthy meals are for anyone looking to reduce their sodium in- the pooled accounts at any time after only 36 perfect for those who are monitoring their diet take without giving up the great taste of salt. It months. and lifestyle. Two of the meals are gluten-free for is a blend of salt and potassium chloride that Salient Corporation those with celiac disease and/or gluten allergies. delivers the full fl avor of salt with 25% less All of the meals are prepared with the fi nest in- Salient Retail: Salient Retail brings all of the sodium. gredients. Best of all, these health alternatives are facts of your retail activity together: from scan- PR Dionne Inc. ner, vendor invoices and other trade docu- completely shelf stable, so consumers can dine ments, HR and operational records, capital asset wisely anywhere and at any time with absolutely Roll’N Pour: Our Roll’N Pour is a patented no preparation or heating required. device that will help ease the effort required history, frequent shopper cards and more. It then organizes these facts among the many when pouring gallon containers and two liter Tidel Engineering, LP dimensions of your operation-people, assets, bottles. The Roll’N Pour is very simple to use, BCND: The BCND is perfect for cashiers to products, vendors, space allocations, contracts, just place the container or two liter bottle on automatically fi ll POS tills with coins, notes as top and start rolling it toward your glass. The etc…The result is a statement of actual net value well as checking out their till at the end of rolling motion helps to alleviate the strength and contribution at every level, from every perspec- a shift. Other applications include Debt Card tive, and after all costs are factored in. pressure required to steady and pour containers Cash-Back, Vendor Payouts, Checking Cashing, which are large and heavy by keeping the major- StoreNext Retail Technologies, LLC Lottery Payments, Till Replenishment and Script ity of the weight on the counter. Place your Transactions. LOGOS and advertisements on the Roll’N Pour. Connected Payments: Subscription-based elec- tronic payments to save money for independent BCND”Tidel Sentinel Bulk Coin plus Note Rao’s Specialty Foods grocers. Dispenser and Cash Management Systems: The Rao’s Whole Wheat Penne Pasta: 100% whole U-Scan Genesis: New generation self-check- BCND adds Note Dispensing to the popular wheat artisan penne pasta using the Italian tra- out systems. Sentinel BCD. The BCND is perfect for Debt dition of bronze die-cast to create the shape and Card Cash-Back, Vendor Payouts, Checking St. Dalfour air dried up to 30 hours before packaging. A Cashing, Lottery Payments, Till Replenishment delicate, sweet, and nutty taste. St. Dalfour Red Raspberry & Pomegranate and Script Transactions. The Sentinel Cash Conserve: The latest addition to the renowned Management application is included. The Rosa Mexicano Kitchen line of all-natural conserves from Dafoe is Red BCND supports all global currency including Aztec Tortilla Soup, Mexican Chicken Broth, Raspberry & Pomegranate, a tantalizing combi- on-line updates for new notes when issued. Cream of Tomato Chipotle Soup: To create the nation of our famous fl avorful raspberries and Wells’ Dairy, Inc. soups, the RM Kitchen Team of chefs took tra- delicious pomegranates. St. Dafoe conserves are ditional chili peppers — passilla, jalapeno, and sweetened only with grape juice concentrate. Weight Watchers 2-pack Low Fat Ice Cream chipotle — as the base for their creative soups They are 100% Fruit. No white sugar is added, Cups: Individual, 6oz, portion controlled cups which vary in texture and heat using ingredi- and nothing artifi cial is used in our conserves. containing low-fat ice cream with a POINTS® ents like tomatoes, cilantro and Mexican spices. value of 2 or 3. Available in 4 indulgent and de- St. Dalfour Acacia Honey and Orange Blos- Just pour, heat and serve. All natural, authentic licious fl avors: Mint Chocolate Chip, Chocolate som Honey: St. Dalfour Acacia Honey is pack- Mexican soups. Fudge Brownie, Turtle Sundae and Chocolate aged in France and comes from the region of Chip Cookie Dough. SavingAmerica.biz Central Hungary where the Acacia fl ower yields a honey of very subtle perfume and silky tex- Zatarain’s Saving America Card: SavingAmerica.biz works in alliance with grocery store retailers ture. It is practically transparent, does not crys- Zatarain’s Cheddar Broccoli Rice: This deli- nationwide to dramatically improve the savings tallize, and is coveted throughout the world. cious, creamy combination of Zatarain’s high- St. Dalfour Orange Blossom Honey is packaged habits of American consumers. Once customers quality, extra fancy long parboiled rice, real ched- in France and comes from the citrus growing hold the store’s loyalty card, they register online dar cheese and broccoli is the perfect complement or through a toll-free number to become mem- regions of Spain. It has a very appealing amber to your favorite chicken, beef or seafood. bers of savingamerica.biz. The consumers pres- glow and a fi ne scent of orange blossom. Both Zatarain’s Beef Flavor Rice: Zatarain’s Beef Fla- ent their encoded savingamerica.biz card to honeys are all-natural and contain no preserva- tives or additives. vor Rice is made with high quality, extra-fancy be swiped at the store’s checkout counter, long grain parboiled rice and seasoned to perfec- paying the full retail price on the store’s dis- Chantaine All-Natural Preserves: Chantaine tion with beef stock, garlic, onions and carrots to counted goods. The “saved” money, as refl ected Preserves is a new all-natural line of 15 fl avors create the ideal side to your favorite recipe. 42 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS



CREATIVE CHOICE Public Service Campaign Public Service Campaign Best “Stop Underage Drinking Community Efforts” Independent Members of Associated Food Stores Submitted by Associated Food Stores of the Associated Food Stores partnered with parentsempowered.org and other groups to spread the word on the dangers of underage drinking. As- Best sociated Food Stores continued last year’s incredibly effective Eat Family Dinner campaign with informa- tion detailing the link between families eating din- Need good ideas to improve ner together and teenagers not drinking. Teenagers between 12 and 13 who eat family dinners fi ve your promotion? Here are times a week are 2.5 times less likely to have tried their fi rst alcoholic drink. Eighty-four percent of 12 best from 2008’s teenagers between 12 and 17 would prefer to eat Creative Choice Awards dinner with their family as opposed to alone. As- sociated continues to hear positive feedback from consumers and member retailers alike. Associated T he N.G.A.’s annual Creative Choice Food Stores continues to look for efforts which will Awards Contest honors the best adver- continue to pay dividends over years and genera- tising and merchandising in the grocery industry. This year’s 460 total entries marked the tions as opposed to one fi scal quarter to the next. most ever — up 25 percent over last year’s con- test. ‘Laura’ Campaign All entries were judged by a panel of in- Price Chopper Supermarkets dustry experts, and winners were selected based This cohesive campaign for Making Strides on the creativity, clarity and effectiveness of the Against Breast Cancer featured a beloved asso- entry. All winning entries will be on display in ciate of the company who, sadly, passed away the Hall of Fame area during the convention. last year. The campaign was made up of two The following entries were selected by different promotions. The pin-up promotion the judges as the “Best of the Best” in advertis- was for customers to purchase $1 pin-ups ing and merchandising. The Best of Show Award at the register with the proceeds going to for Advertising and the Best of Show Award for the American Cancer Society. The walk pro- Merchandising will be selected from these fi nal- motion was to encourage people to walk the ists and announced at the Grocers Awards Re- “Making Strides” walk to raise money for ACS. ception This campaign touched people’s hearts and Advertising and merchandising are valu- expressed the harsh reality that people do die able tools for building your business and cre- from this disease. The pin-up promotion was ating a point of differentiation in the market- executed from May 1-31, 2007, and the walk place. Used correctly, these tools will increase promotion was executed on various dates from sales, enhance consumer loyalty, and strengthen September 2 - October 28, 2007. The cam- customer enthusiasm. Take this opportunity to paign was hugely successful raising $24,164 learn from the best of the best. more than the prior year. The pin-up promo- tion alone had a 47% increase in pin-up sales. Grand Opening Event Northampton World Class Market Grand Re-Opening Big Y World Class Markets “The entire ad, as well as Grand Opening Brochure and Pharmacy mailer were developed and created in our Marketing Department. We ran the Grand Opening Teaser Ads in the Springfi eld Republican the Monday prior to opening using the countdown effect. They ran on consecutive pages with the same positioning and were black and white. On the day of opening we ran two ½ page color ads stating ‘We’re Open’ and a full page ad with our hottest prices. A Grand Opening mailer was sent to surrounding homes in which every department was touched on and our signature items were discussed in more depth. Our Grand Opening Ad featured our distinct differences from our competition.” Big Y World Class Markets indicated that the Grand Opening Ad Campaign had an impressive impact as the store achieved over $1 million in sales the fi rst week. 44 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

Best Private Label Ad Cow Pies Independent Members of Associated Food Stores - Submitted by Associated Food Stores In early August, Associated Food Stores began working on plans to introduce a line of high-qual- ity, natural juice pies. AFS set out to brand the pies in a fun and memorable fashion. After careful deliberation the company selected the brand Cow Pies, a humorous play on words. Once the brand name was selected, a variety of advertising ma- terials and marketing practices were developed. Based on initial projections, buyers placed initial orders for 2,400 pies. However, the Cow Pie brand has been so well received that buyers had to place new orders with the supplier totaling 20,160 pies. Cow Pies has achieved a clear top-of- mind presence among consumers. BEST ADVERTISING CAMPAIGN CONNECTIONS THROUGH TECHNOLOGY Lima Bean Ad, Online Shopping Be Pickier Ad and TV Coborn’s and Poster Campaign “This was an 8-week No Frills Supermarkets Submitted by SKAR campaign which in- Advertising cluded print, online No Frills’ fi rst and second banners on newspaper quarter 2007 advertising websites and radio highlighted the fresh spots. Our goal was foods categories while to drive new customer noting their traditionally volume which would low prices in a clean result in increased sales and integrated campaign. so we designed a Print ads for the meat de- creative, eye-catching partment focused on No newspaper and online Frills’ USDA Choice beef, campaign promoting and was supported by a Home Shopping. The humorous :30 TV spots campaign included and in-store posters. No special offers to entice Frills’ selection of pre- customers to try our pared foods in the deli de- online services.” partment and the fresh- Coborn’s indicated that ness of their produce were customer counts grew also featured in TV spots by 20% during promo- and on in-store posters. tional period and that The chain also reinforced new customer counts their commitment to low totaled 278 with an prices with the “Price Pa- average order size of trol” :30 TV spot and in- $122 equating to over store poster. No Frills’ in- $30,000 in new busi- dicated that during the ness! 34% of those January - May 2007 pro- new customers re-or- motional period sales in- dered within a 2-week creases ranged from 3 to period and 7% re- 4 percent against the prior ordered twice in a year. 3-week period. FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 45

CREATIVE CHOICE FRESH FOOD MERCHANDISING BEST OUTSIDE THE STORE MERCHANDISING EVENT Kaleida-Scoop Ice Cream Shop Durham Marketplace “I believe that it takes much more than simply offering a standard shopping experience to today’s shopper. Independent operators have to be different than the chains that surround them. New ideas and expanded areas that the chains are still studying need to be embraced. The Ka- leida-Scoop Ice Cream Shop opened June 21 and closed No- vember 1, 2007 for the season. Our plan is to utilize the front of the shop as a community information kiosk throughout the winter.” Durham Mar- ketplace indicated that sales were phenomenal throughout our fi rst season with some weeks exceeding $30.00/sq. ft. in total sales. FRESH FOOD MERCHANDISING Diamond Earring/ Northwest Cherry Giveaway Harps Food Stores, Inc. “We strive to have the best qual- Sizzlin’ Salmon Showdown Promotion ity foods available in our mar- D&W Fresh Market submitted ketplace. Northwest Cherries/Sage by Spartan Stores, Inc. had one of the fi nest crops ever “At D&W Fresh Market we wanted to en- and it a natural fi t for our quality hance awareness and promote the ease of image. Diamond earrings are still preparation and grilling of fresh salmon, a girl’s best friend and the promo- with the ultimate goal of making our tion proved to be very popular. D&W Fresh Market store THE destination We partnered with Sage and de- location for their seafood needs.” veloped a very unique sign that D&W Fresh Market held a promotional showed high quality cherries and sweepstakes featuring consumer salmon we chose a local jeweler from recipes that were prepared on-site and the Overland Jewelry to put on the winners from each store then competed show.” Harps Food Stores indi- in a mega showdown at the end of the cated that this promotion was exe- summer. D&W Fresh Market indicated cuted June 20 - July 18, 2007 and that the fi rst showdown event was held had a 42% sales increase over the on June 2, and deployed at the other 9 previous year. stores throughout the summer, with the fi nal Sizzlin’ Salmon Showdown on Au- gust 18, 2007. D&W Fresh Market expe- rienced a 10.48% sales lift in the seafood department during the promotional time- frame. 46 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

GENERATIONAL MARKETING SPECIALTY/ETHNIC EVENT Foods from Around the World Harmon City, Inc. “The Foods from Around the World Promotion showcases foods from a variety of countries and is held in conjunction with Multiple Sclerosis Foundation fundrais- ers. Each department is assigned a different country as a theme for the decorations and the foods in which they are to highlight during the promotion. Various items were featured in both our weekly and month long ads. Each store has a coordina- tor responsible for organizing the promotion and for submitting a scrapbook sum- marizing the overall execution of the event at their store.” Harmons indicated that the total company sales difference from 2006 vs. 2007 was 7.13%. SPECIALTY/ETHNIC EVENT Taste of the Mediterranean West Seattle Thriftway - submitted by Northwest Grocers “This special storewide event highlights Mediterranean foods. During the two-week Kids Week event the store is fi lled with Mackenthun’s Fine Foods submitted sounds of Italian music, dec- by SUPERVALU - Northern Region orated with stone statuary, Mackenthun’s Kid’s Week, held June 24th to vines of ivy and creative dis- 30th, was an exciting week featuring daily plays fi lled with specialty and themes and events for kids throughout the imported products. Annually store. Activities during the day included face this event is the largest and painting, a horse showing, a petting zoo and most involved at West Seattle visits from mascots including the Pillsbury Thriftway.” West Seattle Thrift- Dough Boy and Keebler Elf. Store employees way indicated the event was also got into the act, dressing up each day in executed between September themes including “Forever Plaids & Stripes” 19, 2007 - October 3, 2007. It and “Fun Hat & Shoes.” Mackenthun’s also saw sales increases of 6.84% held a very successful food drive in conjunc- the fi rst week of the event and tion with Kid’s Week, fi lling the local food 8.27% the second week com- pantry with donations. Mackenthun’s indi- pared to the previous year. cated that overall during the week sales were up 4.18% compared to the prior year. FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 47

WELLNESS Mike Smith Buyers Guide Editor Food-Chain Communications Lee’s Summit, MO. derstanding of your customers’ wellness needs and where your mix fi ts in. What’s selling in health and wellness. The of- fi cial repository of all that is health and wellness, the Natural Marketing Institute’s Health & Well- ness Trends Report, tracks nearly a decade’s worth of health and wellness data on more than 20,000 U.S. consumer households. Here’s how the latest numbers break down: ■ Functional and fortifi ed foods and beverages — those promising health benefi ts beyond tradi- tional nutrients — continue to drive the cate- gory, accounting for $36 billion of the $91 bil- lion total. ■ Natural or organic personal care continues to show the fastest growth in the category, at You Can Call Me 24 percent annually. At $6 billion in 2006 sales, they’re expected to reach $15 billion by 2011. ■ The 19 percent annual growth in the ‘Dr. Whipple’ $15 billion organic food and beverages is coming from increased product offerings, both branded and private label. Health and wellness are no longer relegated to ■ Vitamins, minerals, herbs and dietary sup- the niche fringes. Here are some of the trends plements now take in $20.33 billion; natural food and drinks, $13.54 billion. offering opportunity for the grocer to aid health What’s coming over the horizon? Looking orget sex — today it’s health that sells. nual clip. Surveys say three out of every four ahead, these trends are beginning to emerge: F No longer confi ned to the niche mar- consumers now claim to take some kind of Information demands will increase. Driven to seek out information by food scare reporting action to lower health risks and prevent dis- ket, health and wellness related foods and products have burst into the mainstream ease. It’s creating great opportunity for con- in the media, consumers are turning to retailers category, now reaching nearly $100 billion in ventional supermarkets, seasoned with the and food labels for answers. Research by market sales and climbing at about a 15 percent an- challenge of playing catch-up to gain an un- consultant The Hartman Group fi nds consumers Under-served health and wellness demographics? Driven by job pressure to ignore their health, says Data reported in June on more than 800 University Seven in 10 of America’s 69 million pet-owning Chicago market research fi rm Mintel International, of New Hampshire undergraduates showed more households say the health of their pet is at least as American males between the age of 45 and 54 than two-thirds of the women weren’t getting important as their own, surveys show. Meanwhile years old are the least likely group to exercise, to enough iron, calcium or folate, 60 percent of the 16 percent of dog owners don’t get vet checkups get regular physicals or to be nutrition-wise. men had high blood pressure and 8 percent of the for their pet at least once yearly, and 40 percent of men had metabolic syndrome. all U.S. dogs are now obese. 48 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS

Convenient care. Super foods Houston-based RediClinic is Looking to get the most from their diet, demonstrating — counter health-conscious consumers’ demand for to conventional wisdom that “super foods” is fueling the $36 billion the market for in-store clin- per year market for functional foods, ac- ics lies predominantly in cording to the health and nutrition con- the low-income brackets — sulting company HealthFocus. Chicago’s that middle-class consum- not-for-profi t Institute of Food Technolo- ers will pay for health gists lists these as the top functional care that emphasizes con- food trends: venience. RediClinic nearly doubled revenues last year ■ Kids. Parents are seeking low-fat, by closing some under- low-salt and low-sugar food for their performing clinics in poor increasingly overweight, hypertensive neighborhoods, choosing in- and diabetic children. stead to focus on customers ■ 100-calorie cut-off. Weight-conscious willing to pay for quick, shoppers are choosing lower-calorie convenient health service. and reduced portion sizes. paying closer attention to labels, specifi cally food they eat, and both grocers and food- ■ Phytochemicals. Sales of antioxidant- the nutrition facts panel, the ingredient lists service providers have begun to respond. containing products jumped nearly 20 and freshness dates. Hartman says 60 per- Re-examine all products for opportunities percent in 2006. cent “always” look for expiration dates, and to resize, he suggests. But beware: Because ■ Multi-benefi cial food. Two-thirds of 49 percent “always” look at the freshness or portion control means more units and less consumers use food to prevent obesity; “made on” date. product, it likely means increased cost. almost that many, to lower cholesterol Retailers are thus prudent to tread or prevent heart disease. lightly in overstating food-related health Cross-merchandise. One study shows that claims — a lesson that should be obvious, more than half of all consumers who fi ll a ■ Healthy fats. Popularity of omega-3 for instance, to retailers caught in a crack- prescription also purchase related food prod- fatty acids are leading consumers to down by Pennsylvania (and other pending ucts while shopping, for instance, buying opt for healthier oils and fats. Half of states) ordering them to stop selling milk as low-fat milk while picking up heart medi- shoppers try to avoid trans fats. healthier because it’s raised without the use cine. The increase in the affl uent elderly de- ■ Mature foods. More than 100 million of synthetic hormones or antibiotics. mographic, coupled with increased prescrib- Americans will be at least 50 years Adelaide University professor Peter ing and awareness about preventable chronic old by 2010, fueling demand for foods Clifton goes so far as to warn food market- disease present opportunities to cross-sell catering to their health concerns. ers off making unsubstantiated claims about wellness-related items. “the myth” of functional foods, saying sci- ■ Glycemic, gluten and grains. Despite Don’t neglect your differentiable ba- ence is patchy to support health claims of lack of scientifi c consensus on their sics. Sexy functional foods notwithstand- items like fi sh oil, lycopene and beta-caro- value, low-glycemic-index foods con- ing, when asked by the International Food tene. “One needs to be cautious,” Clifton tinue to move. Gluten-free and whole- Information Council to name the foods they advises. grain foods are also growing rapidly. thought offered health benefi ts beyond nu- Smaller portion sizing. Shawn Roderick, trition, 1,000 consumers named the basics ■ Natural and organic. Though house- of the Independence, Mo., wellness-pro- fi rst: Fruits and vegetables; fi sh, fi sh oil, hold penetration is expected to stag- gram marketer KCFit.net, urges retailers seafood; milk and dairy; whole grains, oats, nate, expansion of product offerings is to get on the portion-control bandwagon oat bran and oatmeal; fi ber; green tea; meat, expected to fuel continued growth in ASAP. Studies show 61 percent of consum- red meat and chicken; water; herbs and the $15 billion per year category. ers say they want to reduce the amount of spices; and nuts. ■ Performance. Two of every three Ameri- can adults say they’re very concerned about their energy, rating it the No. 1 Buyers Links reason for going functional. ❏ Learn about new opportunities for retailers in the convenient-care ■ Fun food. Alcoholic beverages made market as health-care costs continue to rise and accessibility contin- with all fruit juice, soft drinks to ues to shrink, from 8 to 9 a.m. and 9:15 to 10:15 a.m., Feb. 6 and 7. burn calories and healthier vending- ❏ Have breakfast with St. Joseph’s University food marketing professor machine selections put some fun into Rich George and fi nd out why independent retailers are positioned to be- healthy choices. come the community-wellness champions, from 7 to 7:55 a.m., Feb. 7. FEB. 5-8 • LAS VEGAS 2008 • BUYERS GUIDE • 49

WELLNESS Buyers Link ANNUAL INCREASE IN HEALTH CARE COSTS (%) WHO PAYS FOR EMPLOYEE HEALTH PLANS Do not have a plan 1.0% All Single-store Multi-store Employer 12 paid 15.0% 10 8 6 Shared 84.0% 4 Employee wellness 2 Two surveys available from N.G.A. add in- sights to the challenge of implementing well- 0 ness plans within the context of employee 2005 2006 Employee paid 0.0% management. The FMS/N.G.A. 2007 Indepen- dent Grocers Survey showed retailers’ health ❏ To see more data from the FMS/N.G.A. Independent Grocers Survey, including a breakdown of average care costs increased at a double-digit rate, health care cost per employee, meet with Robert Graybill, Vice President of FMS, on the show fl oor. with expected increases this year near 10 percent again. The 2008 Supermarket Store ❏ To explore the wealth of comparative annual data on salary information for all store level manage- Management Compensation and Benefi t Sur- ment positions, information on pension 401-K programs, health care and much more contained in vey shows the vast majority of stores now the Supermarket Store Management Compensation and Benefi t Survey contact Jennifer Brant at require workers to share in health plan costs. [email protected] or 703-516-0700. 50 • BUYERS GUIDE • 2008 FEB. 5-8 • LAS VEGAS