wg jan/feb 05 - part 1 - western...

RETURN UNDELIVERED TO MERCURY PUBLICATIONS LTD., 1313 BORDER STREET _ UNIT 16, WINNIPEG MB R3H 0X4 CPM SALES AGREEMENT #40062509

MARCH/APRIL 2016

Darryl Hein and Christine Hein,Owner/OperatorThe Market Stores

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19 Origin StoriesConsumer demands for organic products outweigh the supply. How can grocers help?

25 Great CatchPlenty of help is available to achieve and maintain a sustainable seafood department.

31 Grocery & Specialty Food West Official Show Guide

63 Boosting Ice Cream SalesAre your ice cream sales frozen? Try shifting your product focus to match trends.

69 Bold and BeautifulBarbecues are not just grilling… They’re smoking!

73 Steep SalesPeaking interest in tea grows bottom lines.

79 The Future of POS is HereFull integration and mobility change the game for retailers.

81 Functionality is the New ParadigmFunctional beverages help consumers address health issues.

85 New Horizons Opportunity for food processors and retail consolidation moves Saskatchewan food industry forward.

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On Our Cover

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

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

6 Standing on Their Own Independent grocery retailers are taking big box stores head-on by offering tailored customer service, targeted products, and unique shopping experiences.

Cover Photography: Bob Hewitt

Departments

In this Issue

MARCH/APRIL 2016 • VOLUME 102 , NO.1

Serving Western Canadians for 100 Years

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6912 Market Update 88 In the Bag16 Calendar of Events 90 Retail Collaboration29 Category Management

Independent grocers in Western Canada have alarger share of the market than in any other region ofthe country. According to the Canadian Federation ofIndependent Grocers (CFIG), Independents in the Westaccount for 22 per cent of the grocery sales, whichtotals just over $6.7 billion in revenue out of a total of $11.5 billion for all ofCanada. This is a remarkable fact that in part stems from our more dispersedpopulation in rural communities but also from the steely determination ofgenerations of independent grocers to succeed. Indeed, of the 2.1 per centincrease in grocery sales for 2015, independents gained more than chains.This very positive picture however could easily change if independents do

not also make the type of investments now being made by chains intechnology, particularly to capture growth in online sales. The recentannouncement from Amazon that they would be getting into the onlinegrocery game galvanized a large number of grocers into preparing forcompetition on this front. As online sales grow, many retailers will be compelled to spend heavily on

new digital capabilities, including website design and functionality, user-friendly interfaces, enhanced content, data collection and analytics, pricemodeling, and advanced customer communications. But if these investmentsoccur while retailers simultaneously maintain the large fixed outlays tomanage the traditional store network, the shift to what has been called“omnichannel” shopping may result in higher costs and falling net margins.To avoid this outcome, retailers need to be unrelenting in identifying their

strengths, weaknesses, and opportunities in their physical and online targetmarkets to determine the capabilities that are critical to success in both and inthe new retail landscape — and to pare back expenses in less valuable areas.

Frank Yeo,Publisher & Editor

Independents Have Strengthbut Must Invest for the Future

publisher’s perspective

Robin Bradley

Associate Publisher &National Account Manager

[email protected]

Melanie Bayluk

Western Account Manager

[email protected]

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Big doesn’t always mean better. With large gro-cery retail chains adding more square footageand expanding product offerings, some key

elements that drive consumers are left behind. Inde-pendent retailers on the other hand have found theanswer to competing, and in some cases, beating thebig boys at the grocery game. With the ability toreally listen and tailor the shopping experiencefor their customers, independents fill a need thatWestern Canadian foodies want.The year 2015 was good for growth in the

independent sector with new stores being opened byFarm Boy, Longo’s, and Overwaitea to name just afew. Independent grocers in Western Canada accountfor 22 per cent of the grocery sales, which totals justover $6.7 billion in revenue. The nationalcontribution is also quite impressive.“Independent grocers in Canada sell over $11.5

billion in goods each year which represents an 11.1per cent share of the grocery market,” states ThomasBarlow, president and CEO of the Canadian Federationof Independent Grocers (CFIG). “Independent grocersemploy over 100,000 Canadians [both directly andindirectly] and they pay close to $1 billion every yearin taxes. To summarize, independent grocers inCanada are a large part of the Canadian grocerychannel and the total Canadian economy.”They also play a pivotal role in the way grocery

retail is changing. In recent years drugstores,specialty stores, and convenience stores all haveincreased in popularity. According to supermarketguru.comsupermarkets have lost market share, about 15 percent, to other retailers. Trying to recaptureconsumers by being all things food, independentssuch as Whole Foods are moving towards morepremium products, improved fresh foods, and homemeal replacement options. This can be seen with theincreased focus on the “grocerant” experience forcustomers, explains Barlow. In an effort to take abigger bite of the food market and appeal to themassive millennial demographic, grocery stores areadding restaurant-style options and spawning a newhybrid — the “grocerant” — a grocery store thatoffers groceries, as well as prepared foods and a sit-down dining experience. With tangible examples such as “grocerant”, the

positive perceptions of independents has also grown.According to an economic impact study commissionedby the CFIG (Independent Grocers Economic Impact inCanada, prepared by Evans and Company), consumerssee independents as being connected to their

community, more focused on local suppliers, and moreapt to deliver personalized service.Look no further than The Market Stores and The

Grocery People as prime examples of independents thathave made a difference in not only the grocerylandscape, but in their customers’ shopping experience.

Producing PartnershipsWorking with over 200 independentgrocers across Western Canada TheGrocery People put customers first.

In 1960, two determined, independent grocersenvisioned a wholesale company that wouldhelp keep independent grocers competitive and

rooted in their communities in an ever-changingmarket. Founders, Wilson Lee and Bob Cherot con-vinced 39 independent grocers that by workingtogether they stood a better chance against corpo-rate chain wholesales. In January 1960, they formedAlberta Grocers Wholesale Ltd. — a wholesale madeup entirely of independent retailers. In order for the company to succeed, it was crucial

that the retailers remained loyal and honoured theircommitment to each other. And so, the companyvalues were built on “Fairness, Trust and Loyalty.”Fast forward nearly 60 years and, while a lot haschanged, including their name, the philosophy stillremains the same.The Grocery People (TGP) now supplies over 200

independent grocers across Western Canada. TGP iswholly owned by Federated Co-operatives Limited(FCL) and part of the Co-op family, a partnership thathas helped solidify their future. “We have theresources and influence of a large organization but,at the end of the day, the charm and soul of a smallbusiness,” states Jim Bailey, president of TGP. TGP prides itself on being a wholesale that goes

beyond supplying boxes. “We believe in the


ON OUR COVER

By Carly Peters

Darryl Hein and Christine Hein, Owner/Operator, The Market Stores Photo: Bob Hewitt

Thomas Barlow, president and CEO, CFIG


founded in 2006 with his daughterChristine and Darryl Hein. The companystarted with 70 employees (whichincluded Hein and Skinner’s threedaughters) has now grown to 240including Hein’s five daughters.This growth can be attributed to the

store’s initial philosophy — celebrateindividuality and the fact that everyonehas different tastes. This is why TheMarket Stores’ focus is on array ofproducts in every department, fromcottage-industry to brand names andspecialty import items, so customers canfind the products that suit their needs.“We are renowned locally for our fresh,

in-store, made-from-scratch cheesecakes.We have a wide selection of meat pies,haggis, and other Scottish in-store-madeproducts; hot sauces, deli-made, from-scratch meals and salads; Ocean Wiseseafood, bison, and exotic meats; and ofcourse we make our own sausages,” listsHein, adding shoppers who appreciateunique products, quality, and servicelove the store’s style.

He admits being an independentretailer means sometimes it is difficult toget the same pricing from the nationalsuppliers that the big chains receive. But,Hein states, they compete with superiorcustomer service, attention to detail, aswell as relying heavily on fantastic andwell-trained staff. “It’s impossible forcorporate stores to have the engagementfrom their staff that we enjoy because ofour direct hands-on involvement.”He adds a benefit of being an independent

means they can react to changes in themarket landscape almost instantly and bring


independent grocers that we serve andrecognize that they are important tothe fabric of the communities theyserve,” says Bailey.TGP’s independent grocers are locally

invested in their communities and are ona first-name basis with their customers,something the big boys can’t boast. “Ourindependents live, work, and play in thecommunities they serve and invest andrisk everything into making theirbusiness and community thrive,” heexplains, adding independent grocershave the freedom to build and supporttheir community, their way. “Thedirection they take is ultimately theirdecision. They are extraordinary peoplethat have a huge impact on theircommunities and local economies.”A few years ago, TGP embarked on a

journey to clearly define their brandvalues and personality. True to its roots,TGP sought input from its retailers andidentified brand qualities that resonatedwith both TGP and its members. “Bysharing these traits with ourindependents, we are able to extend ourbrand promise past the loading dock intothe communities we serve, whilecomplementing and letting their ownuniquely independent brands shinethrough. At the end of the day we want

our customers to know us and to knowthey can count on TGP and our family ofindependents,” explains Bailey.TGP offers its customers an incredible

product selection. Everything from retailand foodservice products to home andbuilding supplies, and petroleum — aswell as programs that rival thecompetitors. They also benefit frombeing able to create specialty productsin-store; unique to their community.“If you’ve ever tried the sausage from

Community BIGWAY FOODS, the freshlybaked gingersnap cookies from Your GoldBar Grocer, or the fresh deli mealsprepared by the Colander Girls at theBownesian Grocer, you’d know what wemean,” laughs Bailey, adding TGP arevery excited about the new Co-op PrivateLabel program and the new, award-winning “Co-op Gold Pure” products,which offers shoppers local, organic,sustainable, and healthy foods options.“I believe that the future is bright for

both independent grocers and TGP. Now,more than ever customers are aware ofthe value in supporting local. If we cancontinue to meet and exceed ourcustomers’ expectations and if wecontinue to work together, I’m confidentthat independent business will continueto grow and develop.”

TGP plans to continueto grow its family ofindependent retailers andstrengthen its ties to thecommunities it supports.With TGP’s unique com-bination of resources,hands-on support andtrue understanding of the

independent retailer they appear well-positioned to do just that.

Think Outside the BoxUnderstanding everyone’stastes are different andtailoring the grocery experienceto customers’ needs has fuelledThe Market Stores’ growth.

Decked out with purple floors, blackrefrigeration cases, colourful walls,sky blue ceilings, and neon signs,

The Market isn’t your average grocery storein looks. It’s also not your average grocerystore in terms of products or service.“Our philosophy was to always pro-

vide excellent customer service, with thefreshest products, at reasonable pricesfor our customers. We know that ourcustomers are our boss, so we let themdecide what we carry, if it sells we willcarry a product. We have always pridedourselves on the quality and variety ofproducts that we carry,” states DarrylHein, retail operations for The MarketStores, which operates in the heart ofVictoria and the West Shore.The Market on Yates, which was

opened in 1999 by Ernie Skinner, co-founder of Thrifty Foods, had about9,000 customers a week when it started,and now 16 years later, the location getsabout 25,000 with an additional 12,000a week at the Millstream store, he

Jim Bailey, president of TGP

“We believe in the independent grocers that we serve and recognize that they are importantto the fabric of the communities they serve.”

The Market Stores are looking to expand in thenear future.

in those unique, niche products consumershave come to find on-shelf.“We don’t have to wait for approval

from the head office. We list newproducts at store level and they are oftenon the shelf within days. When we go totrade shows and see the new productdisplay items, we already carry 98 percent of those items on our shelves,”explains Hein, adding The Market Storesare looking to expand in the near futureso they can continue to bring the bestcustomers service and freshest productsto all who walk through their doors. ●

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marketupdate


Paradise Mountain OrganicCoffee Receives Certifications

Paradise Mountain Organic Coffee was recently awardedNon-GMO Project Verified certification for their coffee by thenot-for-profit organization Non-GMO Project .The certificationprocess is undertaken voluntarily and is paid for by compa-nies committed to producing non-GMO products to meetgrowing consumer demand. Along with this prestigious and

important accreditation, the company has recently been certified Bird Friendly by The Smith-sonian Migratory Bird Center. The company has also increased distribution throughout WesternCanada and their Medium, Dark, Estate Blend and Angel’s Espresso can now be found in LondonDrugs stores in Alberta and Manitoba, T & T Supermarket stores in B.C. and Alberta, OverwaiteaFoods in Alberta, and Urban Fare stores in British Columbia.

Aurora Importing & DistributingNamed Best Food Importing Company

Aurora Importing & Distributing has been chosen the 2016 Best FoodImporting Company by the 880 000 voters of the Top Choice Awards inToronto. “We are very proud to have received this recognition consider-ing the tremendous amount of food importers in Toronto. We thank themany customers who voted for us as their Top Choice and for supportingour products for over 60 years,” said a company spokesperson.

Aurora has just introduced several new items:

Basso Oils- A family-owned and -operated business since 1904, Basso oilis sold in 70 countries around the world and Aurora Importing is Canada’sexclusive distributor. Basso has not only retained rich traditions in olive oilproduction but they have invested heavily in thefuture by building a fully certified and environmental-ly conscious manufacturing plant that uses renew-able energy sources. Aurora Ground Espresso- espresso roasted in small batch drums in the

tradition of Italian forefathers. Beans from Brazil, Colombia, Africa and India are meticulouslychosen by our master roaster to create these blends. Available in medium and darkroasts, Aurora Espresso is quintessentially Italian and great served hot or cold.Aurora Polenta- Quinoa and Three Pepper (Chipotle, Cayenne, Chilies), these polentas are

certified non-GMO, gluten free and made with 100 per cent Canadian corn. Great on the grill,fried or baked in the oven this polenta is very versatile and naturally healthy.

Amerlux Partnerswith Enlighted, Inc.for BreakthroughLighting Sensors andAnalytics Platform

Amerlux CEO and President ChuckCampagna has announced a partner-ship with Enlighted, Inc., the leadingprovider of Internet of Things (IoT)solutions for commercial buildingsand retail applications. The agreementwill enable integration of the mostintelligent and advanced lighting sen-sors and controls with innovative LEDlighting fixtures from Amerlux.

“We are very excited to be the veryfirst lighting manufacturer to partnerwith Enlighted for its Customer First pro-gram. This relationship positions us tooffer LED lighting fixtures with built-inadvanced smart sensors supported by astate of the art analytics platform,”explains Campagna. “Our customers nowhave the ability to utilize control-embed-ded lighting that’s smart, code-compliant,and ahead of the technology curve.”

Enlighted Sensors, the most advanceddigital sensors ever designed, are avail-able with Amerlux’s Linea and Grüv lines,as well as the new Stellina family of directand indirect LED fixtures, and Stellina andCurvano LED low bay fixtures. The sen-sors are engineered with unique, securedata-rich architecture that providesunparalleled insights around the clockwhile helping to achieve sustainabilitygoals and reducing costs. The controlsoffer motion and photometric sensors,dimming capabilities, and data collection.

“Integrating intelligence into ourLED lighting fixtures will dramaticallyimpact our customers’ bottom line,”continued Campagna. “The big dataanalytics generated through this tech-nology will enable high-growth cus-tomers to achieve significant efficien-cies and substantial cost savings.”

Smart customized controls help man-agement professionals reduce lightingand energy costs with an extremelyimpressive ROI of up to 80 per cent forpublic buildings, without compromisingcomfort. A seamless, dense data cloud-based network collects, aggregates andcommunicates detailed informationwirelessly on building occupancy andperformance, environmental conditions,ambient light levels, temperature, andenergy consumption. The system hasthe potential to extend savings to HVAC,real-time demand response, security,and safety systems.

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Shelly Hutcheson Joins Neal BrothersShelly Hutcheson has joined Neal Brothers Foods team in the newly-

created role of key account manager. Hutcheson brings 19 years ofexperience in the natural health products industry with experiences inretail, account management, category management, and marketing.She has held positions with Harmony Whole Foods Market, Body Plus,Health First Network, Genuine Health and Nature’s Sourc.

BRUCE and CLARK Offer New Storage SolutionsBruce and Clark are offering a new service for frozen, chilled and dry goods storage for

producers, importing and freight companies. Temporary and long-term storage solutions forone to 10 pallets of frozen, chilled and dry goods, centrally located in Annacis Island, Delta,British Columbia.

The company caters to small- and medium-sized enterprises with dry, chilled and frozenstorage needs and offers simplified billing and superior customer service.

www.eddies.com1-877-433-3437

Canada’s most recognized name in merchandising solutions.


marketupdate

Overwaitea Food Group Named One of BC’s TopEmployers For 2016

The Overwaitea Food Group has once again made the list of BC’s Top Employers. The desig-nation comes from the 11th annual BC’s Top Employers competition, which compares BritishColumbian employers on eight criteria including health benefits, vacation time, communica-

tion, community involvement and skillstraining. The Langley-based companyhas been dedicated to excellence and the

success of its world-class team since it was founded in 1915. “I’m so proud that our companyhas earned this top status for another year,” said Overwaitea Food Group President DarrellJones. “It’s because of our people that this company is such an amazing place to work.”

DCI President Brian Parker RetiresDistribution Canada Inc. is announcing the retirement of Brian Parker. Parker reflected

on his experiences over the time of his service: “It is with some sadness but with fond reflec-tion that I am announcing my retirement. I started my journey with DCI as thePresident/CEO in January of 2008 and have enjoyed the last eight and a half years! I believeI leave DCI in good hands and I will work closely with the new president, the board and chairto ensure the smooth transition over the next few months. I have met many people in thelast 40 years and some I now call friends for life.

DCI has been big part of my life and I will continue to watch in amazement what our entre-preneurial members will achieve. I believe independents will not only survive, but thrive inan unpredictable retailer environment.

To my vendor partners I appreciate the support you have given me and our DCI members.Without our collaborative part-ners we could not haveachieved the growth we haveseen over the years. The rela-tionship between our vendorsof record and members hasbeen a cost-effective win/win.

I believe the synergies achieved will serve the industry well into the future.”Current Chair, Francois Bouchard wishes Brian well. “Mr. Parker has been key in the devel-

opment and the growth of DCI, and on behalf of the entire board and membership I would liketo thank him for his efforts and dedication to the continued success of the Independent Gro-cers and Retailers across this country. We wish Mr. Parker and his wife Lisa all the best in thisnew phase of their lives.”

ConfectionerPerfetti Van MelleSelects Sylvia Buxtonfor MarketingVice-President Post

Perfetti Van MelleUSA, the world’sthird largest globalconfectionery andleader in the FastMoving ConsumerGoods industry,has hired SylviaBuxton as its new

vice-president of marketing. Buxton isa strategic global marketing executivebringing more than 25 years of dedi-cated experience in fast-moving con-sumer goods to the maker of Mentosand Airheads. Most recently, Buxtonled a team of marketers in the strategyand marketing of Hershey’s chocolatebrands in Canada, Latin America andWorld Travel Retail. Buxton also hasextensive innovation experience, suc-cessfully launching new brands andline extensions for both Hershey andReckitt Benckiser.

“Buxton’s collaborative leadershipstyle, innovative strategic thinking, andunderstanding of the unique nuances offast-moving, confectioner marketing willbe valuable as our brands continue togrow in North America,” states MehmetYuksek, president and CEO of PerfettiVan Melle, North America.

COCA-COLAREFRESHMENTSCANADA Names BillSchultz President

Coca-Cola RefreshmentsCanada has announcedthat William (Bill) Schultzhas been named presidenteffective January 1, 2016following the retirement ofJohn Guarino.

Schultz, who has workedfor The Coca-Cola Compa-ny since 2007, will lead Coca-Cola’s bottlingoperations in Canada, which employs over6,300 people in 65 facilities across all tenprovinces. This year, Coca-Cola willcelebrate 110 years since its Canadian bot-tling operations first opened on BellwoodsAvenue in Toronto.

Prior to joining Coca-Cola RefreshmentsCanada, Bill led the company-owned bot-tlers in Latin America as well as strategicprojects for Bottling Investments Group(BIG). He also held previous roles aspresident and CEO of Hindustan Coca-ColaBeverages India and president and CEO ofCoca-Cola Bottlers Philippines, Inc.

The relationship between our Vendors ofrecord and Members has been a cost effectivewin/win. I believe the synergies achieved willserve the industry well into the future.”

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conference: may 12 & 13trade show: may 14 & 15vancouver convention centre,west building

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SIAL Canada and SET Canadaare already sold out! These results have sur-passed those from Toronto in 2015, whichwas itself a record year, posting nearly 30 percent growth as compared to the year thathad preceded it. In fact, it seems that theCanadian agri-food industry as a whole hasgrasped the importance of taking part in thisannual gathering, whether it’s held in Mon-treal or Toronto. Never has the presence ofbusinesses from Ontario and the rest ofCanada been as strong as it is now, withgrowth standing at 60 per cent!

What sparked this interest? “I would sum it up in three points,” explains

show director, Xavier Poncin. “A strongincrease in the representation from acrossCanada, international agreements thatencourage the involvement of new countries,and positioning that are unique within NorthAmerica: retail, HRI, and food processing, allunder one roof!” International businesses arealso more present (36 per cent growth),thanks in large part to the numerous free-trade agreements signed by Canada, whichattract a variety of countries that are lookingto give their business prospects a boost.Finally, unique positioning where all agri-foodprofessionals (from the retail, food-process-ing, and foodservice sectors) are presentallow SIAL Canada to stand as the only inter-national show in North America that simulta-neously offers up food products, equipment,and technological solutions (SET Canada).

Exclusive North American ContentFor this 13th edition, SIAL Canada has a

conference schedule that features major top-ics within contemporary agri-food. Morespecifically, a series of conferences will bemade available to visitors, and those talks willtouch on current topics gathered togetherinto themes that tackle the issues and oppor-tunities found within our industry.

Roughly 50 speakers will be at the event,including Guillaume Ducharme (CEFRIO),Francis Parisien (Nielsen), Jenyfer Maison-neuve (SAQ and eCOMMTL), Cédric Fontaine(Terroirs Québec).

On April 13th, the show will present SIAL FoodHub, an out-of-the-ordinary conference designedto meet the needs of the foodservice industry.Issues of costs in foodservice have never been soprevalent. This is why SIAL Canada is using itsplatform to welcome a panel of experts on thepressing topic of foodservice costing as a way ofincreasing profitability. Speakers will be invited tore-evaluate, analyse and establish new methodsof cost calculation that will produce better price-setting and in so doing, allow businesses toincrease their profitability.

The ARQ Contacts Show at SIAL Canada

For the very first time, SIAL Canada isproud to welcome ARQ Contacts, right inPalais des Congrès on April 13th, 2016.Beyond the event itself, the decision to holdit reflects a shared dedication to constantlyimproving our ability to meet the industry’sneeds by bringing the sector’s professionalstogether in a single place. Along this vein, atthe event, you’ll find product and equipmentsuppliers, as well as foodservice retailers andprofessionals — all coming together!

Moisson Montréal, La Tablée des Chefs and SIAL Canada Get Involved with a New Program!

Through its new program, SoSIAL, SIALCanada will continue to commit itself within thecommunity in order to reduce food wastage, aswell as to take part in knowledge and skill shar-ing with future generations to foster a sustain-able society. To this end, it was only natural thatSIAL Canada renew their partnerships withMoisson Montréal, and more recently with LaTablée des Chefs. Please note that beyond itsfood-collection program, as well as preparingfood at the show to help out — for each entranceticket purchased, SIAL Canada will provide $5 tothese two organizations. They will also have thepleasure of announcing that young QuebecChef Guillaume Cantin will be the officialspokesperson of the SoSIAL program.

marketupdate

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SIAL CANADA & SET CANADA 2016:ALREADY SOLD OUT

TRACE Natural WatersExpands Distribution, NowAvailable Across Canada

The Naturo Group has announced a majordistribution partnership with London Drugsfor the company’s entire suite of TRACEnatural water products.

TRACE is now available to customers atLondon Drugs store locations across Canada.

Based in Vancouver, TRACE is a naturalwater products company offering +pH-bal-ancing alkaline water with electrolytes,including a product line infused with miner-als. These minerals come from an organicplant source found within the earth and arecombined with water that is sourced fromthe company’s wholly-owned aquifer locatedin the Canadian Rocky Mountains.

With zero calories, zero sugars, and zerocarbs, TRACE Mineral Water, Black is certi-fied BSCG, a drug free claim that meets theOlympic targets of clean products!

The distribution partnership with LondonDrugs also includes the release of a numberof new TRACE products that round out thecompany’s line of natural mountain springwaters. In addition to TRACE Original, thefirst and original mineral rich Blackwater;TRACE Base, clear alkaline water at pH 7.5;and the TRACE naturally flavoured coconutvanilla and blueberry waters, London Drugswill also be carrying the brand’s new bluebottle sparkling alkaline water and TRACEBase in 1.5Litre bottle.

“This major distribution partnership illus-trates the reach and interest in TRACE dueto its all natural, life-enriching ingredients,”says Marcello Leone, CEO of the NaturoGroup. “Our team has experienced the bene-fits of TRACE products firsthand and we aredelighted to partner with new retailers, suchas London Drugs, to help reach a broadermarket of consumers across the country.”

For more information, visit www.tracenatural.com.

Scotties Celebrates 35th Anniversary ofScotties Tournament of Hearts

The 2016 Scotties Tournament of Hearts marks a mile-stone anniversary, the 35th consecutive year that Scot-ties — Canada’s best-selling brand of facial tissue — hascommitted to Curling Canada as the key sponsor of itsannual Canadian Women’s Curling Championship.

Manufactured by Kruger Products LP, Scotties’unmatched, continuous support of women’s curling establishes Kruger as Canada’s mostenduring corporate sponsor of amateur sport and provincial curling across the country.

“Kruger Products is extremely proud of our long-standing support of women’s curlingand the Scotties Tournament of Hearts which pays tribute to a celebrated

Canadian team sport,” says Nancy Marcus, corporate vice-president ofmarketing at Kruger Products. “We first partnered with Curling

Canada in 1981, and since then, thanks to the efforts of thousandsof volunteers, have created one of Canada’s best-known women’ssporting events. As a proud Canadian company, we are honouredto support the exceptional women of the Scotties Tournament ofHearts, which has produced some of curling’s top athletes, includ-

ing Sandra Schmirler, Colleen Jones and Jennifer Jones.”A leader in innovative marketing strategies, Kruger’s sponsorship

of the Scotties Tournament of Hearts is a fully-integrated marketingprogram featuring Scotties, in addition to the company’s complete brand portfolioincluding SpongeTowels® Paper Towels, Cashmere® and Purex Bathroom Tissue.

Correction Notice On Page 45 of the November/December issue, there is an unfortunate error in the

first line where it states that “According to GlobeScan, over 7,000 free trade prod-ucts are now available to Canadian retailers….” That should have said “fair” trade.

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The trade show, held from April 13th to 15th, 2016 at Montreal’sPalais des Congrès, will open up an additional 12,000 ft2 of space!

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P D ES CO NGR »S - MO N T R EAL

Among the presenters, you’ll find:

Xavier Terlet, CEO and founder of XTC world innovation Trends evolution in Food innovation North America and worldwide

Molly Spence, Director of North America Almond Board of California & David Green, Consultant on international agricultural issues U.S. FoodSucceeding in the sustainability challenge

Farid Mheir, Independent digital technology consultantTOP 5 trick of successful eCommerce companies

Marie-Ève Levert, International and Regulatory Affairs Manager COTAThe organic consumer

Clément Bourbon, Manager of traffic acquisitionThe middle class

Nathalie St Pierre, Vice-president Sustainability and Québec for the Retail Council of CanadaE-Commerce: business model

Stéphane Ricoul, Accelerator of digital transformationDigital technology, a question of corporate culture

Mathieu Halle, President of the RCEQE-business: 5 key steps

Jean-Baptiste Delabre, Director of analytical consultation for retailers, NIELSEN Market’s opportunities in the USA

Sophie-Andrée Blondin, Presenter at ICI Radio-Canada PremièreIn the digital area, what role remains for merchandising?

Murielle Vrins, Institutional Food Procurement, ÉquiterreSustainable food on the menu: Drivers, challenges and best practices for the industry

To have access to the full conference list, visit sialcanada.com/en/conferences

Visit the new sialcanada.com website for more details on everything new, or watch our corporatevideo to discover SIAL Canada:https://www.youtube.com/watch?v=BL2f5M6Th2A


marketupdate

Upcoming EVENTS

April 4-5, 2016Grocery & SpecialtyFood WestVancouver Convention CentreVancouver, BCFor more info: www.cfig.ca

April 13-15, 2016SIAL CanadaPalais des congrèsMontréal, QuebecFor more info: www.sialcanada.com

May 1-3, 2016Bakery Showcase 2016The International CentreToronto, OntarioFor more info: www.baking.ca

May 11, 2016Security Canada AlbertaRiver Cree Resort & CasinoEdmonton, AlbertaFor more info: www.securitycanadaexpo.com

May 14-15, 2016CHFA WestVancouver Convention Centre, West BuildingVancouver, BCFor more info: www.chfa.ca

May 24-26, 2016Sweets & Snacks ExpoMcCormick PlaceChicago, ILFor more info: www.sweetandsnacks.com

June 5-7, 2016Dairy-Deli-Bake Seminarand ExpoHouston, TexasFor more info: www.iddba.org

COCA-COLA ANNOUNCES “ONE BRAND”GLOBAL MARKETING APPROACH

Drinking a Coca-Cola, any Coca-Cola, makes the moment special.For the first time ever, Coca-Cola has united Coca-Cola, Coca-

Cola Light/Diet Coca-Cola, Coca-Cola Zero, and Coca-Cola Lifeunder the iconic Coca-Cola brand positioning in one global creativecampaign, “Taste the Feeling”, that uses universal storytelling andeveryday moments to connect with consumers around the world.

Mike Samoszewski, vice-president of Sparkling, says that histor-ically the company has always gone to market with three brands.The ‘One Brand’ strategy extends the global equity and iconicappeal of original Coca-Cola across the Trademark, uniting theCoca-Cola family under the world’s number one beverage brand.

“Our new ‘One Brand’ global marketing strategy allows us todrive efficiency in marketing while connecting to consumersabout the simple pleasure of drinking a Coca-Cola. We are goingback to the roots of Coke.”

This campaign, he says, is helping to communicate “the greater breadth and depth we nowoffer consumers.” Breadth refers to offering consumers all drinking options — allowing con-

sumers to choose whicheverCoca-Cola suits their taste,lifestyle, and diet — while depthrefers to wide variance of pack-ages now available from mini-cans to glass bottles. “We plan totake a leadership role in packag-

ing diversification.We will also be offer-ing retailers morerefreshed tools topromote in-store.”

Marcos de Quinto,Coca-Cola’s chiefmarketing officer, says“We recognize peo-ple want their Coca-Cola in different ways,but whichever onethey want, they want

a Coca-Cola brand with great taste and uplifting refreshment. Through the ‘One Brand’strategy we will move away from multiple brand campaigns, to one single iconic brand cam-paign that celebrates both the product and the brand.”

“Taste the Feeling,” will roll out at various times across all markets globally in 2016 and will come to life through a number of elements, including:

( 10 Television Commercials( 100+ Campaign Images( New Visual Identity System( New Music Anthem and Audio Signature( Shareable and Customizable Interactive Digital Experience

The creative campaign is anchored in the fundamentals of the Coca-Cola brand— the Spencerian script, the red disc and the iconic glass bottle — but with a modern take,featuring authentic and real moments with the product at centre stage.

Mike Samoszewski


There’s no doubt that now more thanever consumers want to put a storyto their food — where did these

strawberries come from, what was thischicken fed, was anything added toenhance this tomato? These are the ques-tions that have led to the massive growthof the organic category across Canada,now estimated at over $4 billion annually. Unfortunately, this has also led to

more demand than supply. While freshitems, such as produce, meats, and dairy,have their challenges (not enough farmsproducing consistent, local products),other organic centre-aisle products areleft with little space to move on to - evenwith the consumer demand for them. On average, Canada Organic Trade

Association members report steady salesgrowth of 10 per cent or more per yearin organics. In Western Canada, B.C. is along-established leader in the organic

marketplace. For decades the province hasbeen home to a strong community oforganic growers and natural healthretailers, as well as having had a provincialorganic regulation long before the nationalstandards were in place. The communityof organic pioneers in B.C., along with thehealth and wellness focus of the West Coastlifestyle, have provided the foundationfor the B.C. organic market. But otherprovinces are catching up. “Alberta has been on the fastest growth

trajectory. In 2013, they had the highestannual growth rate for organic sales in thecountry,” states Shauna MacKinnon,community relations and development.Canada Organic Trade Association (COTA),adding while economic conditions havechanged in Alberta, there are investmentsin local, organic market development andinvestment in the organic grain sectorwhich will help keep the market strong.

While produce has long been the organichot spot, MacKinnon states there is a largedemand for organic meat, dairy, and eggs.This demand is based on consumerconcerns about humane treatment ofanimals, the overuse of antibiotics, and thequality of livestock feed.But these products aren’t coming fast

enough. One of the biggest challenges toorganic is that consumer demand isgrowing more quickly than the increasein organic production, states MacKinnon.There is a crisis throughout Canada’sagriculture sector where the number offarmers is dropping every year and theaverage age of farmers is climbing higher. “Organic production is reversing those

trends; the number of organic farmers isgrowing and the average age is lower, butmost of the new organic farmers areentering into small- to medium-scalevegetable or fruit production,” she says.

ORGANICS By Carly Peters


“The more capital intensive types of farming— grain, livestock, and dairy production— are difficult for new farmers to breakinto. We need to increase organic productionacross the spectrum by better supportingfarmers transitioning to organic, as well asthose starting new organic operations.”This lack of a consistent supply of

local, organic product is one of thechallenges that grocers, especially largerchains, face with the category. “Consumers really want to support local

growers and have greater trust in localproducts, but many of our organicvegetable and fruit producers operate on asmaller scale, which makes it difficult toprovide the consistent volumes needed bygrocery chains,” explains MacKinnon,adding grocers can help grow the organiccategory by building relationships withlocal growers and finding ways topurchase product from small- to medium-sized producers. In the long term, this canhelp those growers scale up and build astronger, more local supply chain.”In recent years, she says, private

companies such as Nature’s Path, Clif Barand Whole Foods Market have provideddirect support to increase organicproduction, in some cases leveraginggovernment investment. There is a lot ofroom for more of this type of investment inagriculture to fill the organic supply gap. Itis a win-win-win for retailers/manufactures,producers, and consumers,” she states.

Centre aisleFor a while, consumers were also

challenged to find robust organic optionsoutside of the produce section. But,recently organic options in the centre ofstore have grown and continue to grow,thanks in part to brands like Annie’sHomegrown, part of General MillsCanada’s organic portfolio. According toThe Globe and Mail, September 2015,with content written in collaboration

with COTA, approximately 60 per cent oforganic mainstream retail sales areoutside of the produce section. General Mills Inc. has committed to

growing its organic and natural brands toa billion dollar business by 2020, and arewell on their way with products fromLiberté Organic yogurt, Muir Glen(canned tomatoes), and Food ShouldTaste Good snacks.“In general, we are in a period of

remarkable change in the food business.As consumer values continue to evolve,we expect the search for authenticproducts from open and transparent foodcompanies making a social differencewill grow,” states Andrew Davis,marketing director at GMCC.While growth is good there’s little

“room” for it, explains both Demian

Don’t Forget…National Organic Week 2016, the largest annual celebration of organic food, farmingand products across the country, will be taking place the third week of September.Organic Week brings together thousands of organic retailers, restaurants, businesses,and community groups to celebrate the achievements of organic in Canada.

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Potter, vice-president of sales, andChristophe Dieudonné, national Canadiansales manager for Eden Foods, whichrecently launched several new skus suchas organic, BPA Free, canned EDEN Beans;organic Muesli; organic Brown Mustard;organic Yellow Mustard; and organicConcord Grape Juice. “Grocery/retail space for food is limited

and highly competitive. The spaceallocated to organic, local, minimallyprocessed food is a small percentageof linear feet available. The best thingfor organic food, sustainable agriculture,

retailers, and consumers would be to increasethe space available to merchandise thesefoods,” states the pair.Price points can still also be a sticking

point for some consumers, adds BrunoBenedet Jr., president of A. Bosa & Co.Ltd., which have been seeing incrediblegrowth with the introduction of Dal SoleOrganic Olive Oils & Dal Sole OrganicCannellini, red kidney beans and chickpeas, as well as a line of organic espresso.“I believe that there is still much room

for organic growth, however, we need totest where that demand in moving

Product ShowcaseDedicate it to OrganicRetailers should makea real and substantiveallocation of merchan-dising space to authen-tic organic, sustainableoptions like Eden.Secure organic dedicat-ed space on weeklyflyers to highlight whatis on offer. - DemianPotter, vice-president of sales, andnational Canadian sales manager,Christophe Dieudonné, for EdenFoods.

Who’s Behind It AllThe more you can tell the storybehind a product the better. Retailersthat put a face to the growers andproducers behind the products do

the best job in promoting organic,as well as those that are looking tohelp answer their customers’ ques-tions (even before they’ve asked)!- Shauna MacKinnon, communityrelations and development, COTA

Focus on a Wide RangeI believe end-aisle dis-plays and feature sec-tions with a collection oforganic products tofocus the customers’attention to the range ofitems that are availablewill increase awarenessand attention. Retailerscreating an internal identi-fication that points outorganic products on the retail shelf,something as simple as a shelf talk-er or visual elements that identifiesorganic products. - Bruno BenedetJr., president, A. Bosa & Co. Ltd.

towards and adapt to consumers changingdemands. The price spread betweenconventional and organic products iscertainly a factor to whether theconsumer will accept or reject an organicproduct,” he states, adding while manyproducts have become quite competitive,some categories still test the limit of whata consumer will pay for an organic item.Everyone — from farmer to grocer —

has a role to play in the continued successof organic and the success of bringingthese items to a hungry market. ●


As with so many environmental ini-tiatives, sustainability is some-thing everyone wants but is diffi-

cult to maintain, especially with regardsto the seafood supply chain — as anyonewho has been tasked with regulationenforcement can attest. Fortunately, the support system available

to suppliers and grocers seeking sustain-ability has grown, to the point where it isnot inconceivable for even a small businessto satisfy environmental standards. Linda Fox, director of marketing at

Sofina Foods, notes that sustainability“seems to be the cost of entry in thefrozen section of retail stores, andconsumers are willing to pay a smallpremium — five to 10 per cent — forsustainable seafood in general.”Janes, which Sofina acquired in 2012, was

the first frozen fish brand in North Americato fully convert its offerings to be MarineStewardship Council certified, and Fox saysthat Sofina transitioning to a business that

embraces sustainability was “relativelysmooth, with regards to obtaining the MSCdesignation. There is a cost associated basedon sales volume, and we have to ensure oursuppliers are certified, to qualify and tokeep the chain of custody intact.”She adds, “The cost for the fisheries to

become certified is based on an auditprocess, and the fisheries we work withwere willing to get the certification.” Sceptics may wonder if all of this

effort is worth it. But from an ecologicalviewpoint the answer is yes, according toGuy Dean, vice-president of AlbionFisheries Ltd., “There’s clearly been animpact in terms of species recoveringfrom depletion, with Chilean sea bassbeing a prime example,” he says. And while it’s debatable if an absence of

sustainable options would significantly

hurt a retailer’s bottom line, Dean saysprocurement is no longer a headache. “Takemy company as a single example: of our2,500 active skus, 71 per cent is certifiedsustainable. Sourcing has become easy.” Companies such as Ocean Brands have

become widely known for their sustainableinitiatives. Ocean Brands sources itsOcean’s and Gold Seal tuna from FAD-free,pole & line, long line fishing with circlehooks, and many other fisheries thatsignificantly reduce the amount of by-catch.Additionally, the company’s procurementplan is based on rewarding supplierswho commit to using sustainable fishingbest practices, so as to ensure as littledisruption to the ocean’s ecosystem. However, if sustainable seafood is

becoming common, it’s not guaranteedthat grocers with the best intentions can

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please environmental watchdogs. LastAugust, SeaChoice, a national sustainableseafood program, dropped one of its mostprominent partners, the Overwaitea FoodGroup, due to information problemsabout where fish sold in the group’sstores were caught.Derek Dewolf, program manager for

Quality Foods, prefers to rely solely onhis trusted supplier to ensure aresponsible and sustainable seafooddepartment in his Vancouver Islandvenue, which recently expanded toinclude a new Victoria store. “We use

Albion, whose reputation speaks foritself, and we stay away fromprocurement practices like buyingdirectly off the docks,” he says. “Frankly,using Albion to supply us with what’sconsidered acceptable is good enough forus: our customers aren’t yet activelylooking for sustainable seafood, and Ihighly doubt they would pay a premiumfor it; in our experience, the marketsimply hasn’t evolved to that point.”Teddie Geach, seafood specialist for

Vancouver Aquarium’s Ocean Wiseprogram, says the best way for retailers

to develop a meaningful sustainabilityprogram is to find out which non-governmental organization best suitstheir business model and rely on it forguidance and management, and she citesChoices Markets, Thrifty Foods and IGAas a few partners who have benefitedfrom Ocean Wise’s guidance. Geach adds, “The reality is grocers

have enough responsibilities withouttrying to source the right seafood, plusthere are emerging issues in thesustainability realm — a prime examplebeing the problem of mislabelling,

which accounts for as much as 33 percent of products in stores — thatdemand even more attention, and that agood NGO can help sort out.” Sarah King, senior oceans strategist

for Greenpeace Canada, agrees. “There’s aselection of NGOs ready to help, and weat Greenpeace provide informationmaterial and references,” she says.“Relying on others seems to be the mostprudent option for time-strapped grocers,especially considering sustainabilityis also evolving to include socialresponsibility: meaning, standardsrevolving around how people working inthe world’s fisheries are treated.”While sustainability may not yet be big

enough in the public’s psyche to warrantshoppers avoiding or staging boycottsagainst offending retailers, the movementis definitely growing. By partnering nowwith responsible suppliers or NGOs,grocers may well be positioningthemselves to not only satisfy greenstandards, but also attract new customersin the foreseeable future. ●

Vancouver Aquarium’s Ocean Wise recommends that retailers find out whichnon-governmental organization best suitstheir business model to develop a meaningful sustainability program.

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Seasonal merchandising representsone of the biggest opportunities forretailers to increase sales, profits and

customer count in their stores and online.The definition of “seasonal events” hasevolved and expanded with changes in theshopper, weather patterns, to includeannual and multicultural holidays, weath-er-related and special community events.Retailers wanting to stand out in the mar-ketplace run “hot” priced features well inadvance and a stronger concentration ofsales during the few days before seasonalevents. To realize and maximize the fullpotential of seasonality requires focusedattention, which can be done by applyingthe principles of category management toyour seasonal categories.Following are the four steps for

category management, from which I’vecreated a seasonal category perspective.Ultimately, the opportunity is toincorporate overall strategies into yourseasonal categories, including a rigorousanalysis post season to continuouslyimprove your seasonal category plans.

STEP 1. RETAILER STRATEGYFirst, you need to create an overall

retail corporate strategy specifically forseasonality which supports corporateobjectives. Some of the challenges retailersmay experience with seasonal categories areoptimizing merchandising assortment andplanning, clustering like stores to supportmore effective analysis and planning,automating merchandise allocation, stream-lining stock balance and transfers to reduceout of stocks and increase sales, andultimately maximize corporate profit.

Because of the opportunity forincremental sales and profit in seasonalcategories, retailers should also define howto collaborate with their seasonal vendorsfor increased success. Opportunities forcollaboration include:

• Identifying the biggest seasonal event sales opportunities.

• Applying category management planning practices to e?ectively prepare /organize for seasonal success.

• Sourcing unique products that satisfy the retailer’s shoppers’ seasonal needs.

• Merchandising to create a leadership position in the seasonal business.

• Facilitating the markdown and sell-through of products after the season/event is over.

• Assessing the success of each seasonal plan and identify ways to improve performance in the future.

STEP 2. DEVELOP THE CATEGORY PLANNext you develop a seasonal category

plan driven by historical performance andfuture trends. It should include a categoryassessment, tactical analysis and a scorecardto measure success of the season.

Category Assessment:Your category assessment should

analyze weekly sales performance andcompare to previous year benchmarksusing share of market, market share pt

change and growth results. It shouldalso incorporate an analysis of theconsumer/shopper, including trends andhow they may impact the seasonalcategory. For retailers that cluster theirstores, you should compare performanceand results across clusters. For categoriesthat are heavily promoted and ag-gressively priced, you should includebaseline and incremental sales results foradditional insights.

Output:Opportunity gaps versus total market

at a category, segment, brand and itemlevel and key focus areas for theupcoming season.

Assortment:From a top line level, aggregate sales

by category, segment (based on consumerdecision tree), brand and item. Comparethese results to category share bycalculating a fair share index. Next,complete an item level analysis usingitem rank reports by segment (not bytotal category!). Make sure that youanalyze all new items for the past season,including a comparison of assortment toitems in market and other channels fornew sourcing opportunities.

Shelving & Display:You should review the size and location

of seasonal shelving / displays this yearand identify any out of stock issues,comparing space allocation versus sales ata macro level. Assess the effectiveness ofplanograms and identify improvements,incorporating data into POGs for im-portant insights into turns, inventory,out of stocks (remember to includeconsideration for how well the planogramwas executed in stores!). Anotheropportunity is to compare planograms andstore layouts to competition and identifyopportunities (obviously, this must bedone while “in season”).


CATEGORY MANAGEMENT By Sue Nichols

How Strategic Are You in YourSeasonal Categories?

Define seasonal events and corresponding categories as part of corporate strategic plan

Assign category roles to seasonal categories in different events

Include guidelines/processes/principles for seasonal categories

1

2

3

Canadians like their ice cream. Agriculture and Agro FoodsCanada says half the population eats ice cream regular-ly. Children aged six to 12 years have the highest

uptake at 62 per cent, followed by adults over 75 yearsat 58 cent. Otherwise, ice cream consumption is dis-tributed fairly evenly across household incomebrackets, education levels, and gender. Householdswith children have higher rates of consumption(51 per cent) but that is only slightly higher thanthose without children (46 per cent).And as far as consumption frequency goes, the

average ice cream consumer eats ice cream 1.6times per week, with women 65 years and olderenjoying the treat about twice a week. With all this ice cream being eaten, you would

think it is a growing category. But it isn’t. In fact,the two per cent growth in 2014 was attributed toan increased average unit price, which countered aslight decline in volume sales. Mintel research says North American growth has been

dampened by consumer diet concerns, competition fromother categories, such as yogurt, and unseasonableweather. Further, in Canada, it’s viewed as a mature, saturatedcategory predicted to remain relatively stable — barringtrendsetting launches, that is. And therein lies the key to boosting ice cream sales. Mintel has identified three U.S. trends that may also be worth watching in

Canada: an increase in niche companies and products, particularly handcraftedfrom local ingredients; claims for an “absence of negatives” in response to healthconcerns; and innovative flavours and formats. But while flavours have been getting increasingly creative, some manufacturers

have been making other changes as well. Take format size, for example.“Typically, what’s happened over the last 10 years or so, is manufacturers in general have

reduced their cost by reducing the size of their package,” says Mary Breedon of Chapman’s. The size reduction has been gradual, from two litres to 1.89 to 1.65 and now 1.5 litres.“Chapman’s has not done that. All of our traditional products are still in their original format

that they were produced in, whether it be a two litre or a one litre,” says Breedon. “We do havesome one litres, but they’ve always been a one litre, and they have not been reduced to946 ml or 875 ml.” Mike Rogiani from The Ice Cream Depot, a distributor of Chapman’s products,

also comments on size reductions. “The big multi-nationals, they’ve followedthat format decrease, where Chapman’s has stayed the steady-eddy: familyvalues, family value-priced ice cream.”

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Promotion & Pricing:These tactics are the key drivers of

incremental sales and profit for theseasonal category. Promotional analysisshould start with a top line “fair share”analysis across brands and segments toidentify opportunities for your targetshopper. It should include a comparisonof ad dates versus market timing(did you “beat” the market or did youwant to?). When analyzing specificpromotions, review weekly ad items andlifts/ROI associated with ad price points,

including competitive considerations.Your pricing analysis should help you

to understand price elasticity andopportunities to improve gross profit withfull price items. Review promoted andregular price points versus competitionand how they impacted gross profit. Thiswill help you to establish price points thatyou don’t want to exceed. The otherimportant part of pricing is assessing yourmarkdown program, including timing,percentage of markdown and oppor-tunities for improvement.

STEP 3. EXECUTE THE PLANOnce you’ve developed the category

plan and analyzed the tactics, you needto execute effectively in your stores.This is typically owned by your retailcategory management teams. Strongcommunication of your seasonal plan viaa critical path is key — keep everyoneinformed, including your retail ops team,retail stores, and vendors. While “inseason”, track weekly sales in your storesand ensure there’s adequate inventory inthe distribution centre. Where necessary,transfer product from stores with excessseasonal inventory to those where oppor-tunities exist. You should also get out toyour stores and your competitor stores toassess performance, note new oppor-tunities, and identify new seasonal items.

STEP 4. REVIEW SEASONAL PERFORMANCEThe last step is to complete a post

season analysis to review results and makeadjustments to the plan for next year(using the same analysis as in Step Two).This should take place immediately afterthe end of the season — once all of thedata is available for you to review, andwhile it’s still fresh in your mind. Getfeedback from your stores and yourvendors on suggestions for improvementfor next season. Make note of any tactical,competitive and/or executional detailsthat can be done better next season. The steps above capture the most

important elements of your seasonalityanalysis. The level and depth of theapproach will really depend on the rolethat the category plays for the retailerwhen “in season”.It’s time to start the Christmas plan –

make sure that you develop your insightsnow to build better plans for nextseason. Tap into your vendor partners tohelp with some of the analytics based onwhat’s most important to you, and toprovide perspective on shopper andcategory trends to help you make a betterplan for the next season. Create a strategicseasonal category plan that will delightyour shoppers and help you to maximizesales and profit for your stores. ●

Sue Nicholls is the founder of “Category Management Knowledge Group”, an online, accredited category managementtraining company. She can be reached at [email protected].


Have people noticed?“One hundred per cent, the retailers are

noticing it at the store level, and ourconsumers are more savvy than they havebeen in years, and they’re picking up onthe downsizing of the products,” saysRogiani. “Eighty per cent of the ice creampurchases are still done by females. Themom is picking up the products. They seethat the novelties that have gone from 75ml to 60 ml, while Chapman’s has stayedthe course with the 75 ml product. Jim MacKelvie from Retail Resource

Services, which distributes the superpopular Korean-based Melona fruit icebars and ice cream and red bean pastefilled waffles, says price is an importantfactor affecting novelty sales.“The ice cream novelty business is

down two per cent. Why? I feel thatthere is a retail price plateau of $5 orless, especially now with our economytaking such a hit in Western Canada,”says MacKelvie. “It is easier for retailersto sell, for example, a two to four litretub of ice cream at feature pricing of $3to $5, which takes away from an icecream novelty sale.” To keep within that allowable range,

Melona has introduced a four-pack boxalthough the best value, says MacKelvie,is the eight-pack. “In my mind, it is this $5 weekly

consumer budget that is driving thesales,” he says.And novelties are very appealing to

consumers.“With today’s hustle and bustle,

novelties are something that people arepicking up for a couple of reasons:they’re quick and easy and they’reportion controlled,” says Breedon. But there are circumstances when size

and price don’t matter. Mintel’s U.S.research indicates 61 per cent of frozen-

treat consumers are willing to spend moreon better-quality frozen treats, while 60 percent of daily eaters believe local brands arebetter quality than national brands.This the market Lisa Dyck is targeting

with her Cornell Crème. “We have a premium product. Ours is a

pretty high-grade ice cream, andsomething comparative would beHaagen-Dasz, but they only sell in 500ml,” says Dyck. “Our customers like theone litres. They live in cities and urbanareas. Their freezer space is limited.”She adds that one litre is ideal for

entertaining and gift giving. “Our product isn’t cheap and it’s just

impossible for us to sell in four litres forretail, because it would just be too muchmoney to float,” says Dyck, adding thatthey do have four-litre formats for theirrestaurants clients.With Malty Ale Pail, Red Red Wine,

Black Sesame Seed, and Lemon Meringue,they are certainly meeting the innovativeflavour trend.“I think people’s palates are changing.

I want to be even more gourmet andappeal to the adult audience,” says Dyck.“Kids love our ice cream, too, but icecream tends to be geared for the youngerpopulation. I thought, ‘Hey, let’s do somereally adult flavours.” Rogiani has also created his own line:

Mike’s Marvellous Malts. “It’s an original chocolate malt with a

hint of cinnamon and nutmeg in it,” hesays. He has also created Cookies andCream Dream and Blue Bubble Gum Burst.“Mine are all 100 per cent Canadian milk,

and they’re made at a small dairy in Ontario,called Tracey’s Ice Cream,” says Rogiani.

Product Showcase

Let the people tryMassive sampling campaigns,media support, “street teams”with decaled vans and trailersfor events, and charity programsare some of the ways Melonaspreads the word. “The bottomline is, for Melona Bars, a con-sumer sample usually results in aloyal multi-pack purchaser. Singlesales lead to continued productpurchases,” says Jim MacKelvie,Retail Resource Services.

Nutritious Cross-Selling“Consumers love peanuts andpeanut butter mixed with icecream,” says Stephanie Grunen-felder, American Peanut. “Trymerchandising some of the newflavoured peanut butters orpeanut flour products near theice cream. Bananas, chocolate,and peanut butter mixed withvanilla ice cream make a greatsmoothie!

Local Sells“For us here in Manitoba, we sellour product in, for example, RedRiver co-ops in the Buy Manito-ba section of the store,” saysLisa Dyck, Cornell Crème. “Thatspecifies that it’s made locally,which is huge for people. Theyreally want to know where theirfood is coming from, and that it’smade locally.”

Good For You“Give us more shelf space. Put‘Good For You’ products on theshelf at eye level. Chapman’s hasdone such a great job of havingsuch a great Canadian-madeproduct. Peanut- and nut-free,gluten-free, lactose free prod-ucts... The consumers are gettingmore savvy on what’s out therein the industry,” says MikeRogiani, The Ice Cream Depot.

Consistent PricingKeep people in the category andkeep a healthy category by set-ting every day, reasonable prices,says Mary Breedon, Chapman’s.“There’s too much high-low. Youmight sell something for 7.99every day, but you can get it 10times a year at 2.99. Why wouldyou ever buy it at 7.99 or 6.99?


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Canadian made from Canadian milk.Increasingly, this is important toconsumers. “Over the years, some of the other cost

savings on the manufacturer’s side isreformulating from ice cream to frozendesserts,” says Breedon. “They’ve convertedthe fat content to come from edible oilsinstead of dairy, so they can’t even calltheir product ice cream anymore.”That is something many consumers

notice.“Oh, that’s huge. We’re really noticing

that. People are really becoming more

savvy, and they see that the frozendessert isn’t all what it’s cut out to be,”says Rogiani. “It might look good in thepicture, but it leaves an aftertaste inyour mouth. I’m seeing consumersreacting to that.”Products made from 100 per cent

Canadian milk can carry the blue cowlogo from the Canadian Dairy Council. “All of our promotional material, all of

our packaging, all of our catalogues, allof our advertising, all promotes the bluecow because we’re sticking with icecream and our full two-litre container,”

says Breedon. “And we are Canadian.” Chapman’s doesn’t provide marketing

material — Breedon says most retailers dothat themselves — but that blue cow logofrom the Canadian Dairy Council tiesproducts made from Canadian milk together. “I’d like to see the Canadian Dairy

Council let us have static clings or thingslike that, that would say that this is a 100per cent dairy product,“ says Rogiani. Cornell Crème products also carry the

blue cow logo. “We don’t have any kind of artificial

ingredients in our products. It’s what we

call a clean label space,” says Dyck. “Peoplelike that they can read off the ingredientsand know what all the words are and thatthere are only five or six ingredients in ourproduct. They love that.” Those labels are important, especially

for consumers with health concerns. “We know consumers read labels more

than they ever have. That is why Melonahas added gluten-free and a calorie counton the front label,” says MacKelvie.Perhaps the biggest challenge retailers

face is space. “No one knows better than retailers do

the cost to give extra space to a frozenproduct, both freezer door space andincremental display area,” says MacKelvie.“And because freezer space is so limited,most retailers offer a shelf reduction tagat best and seldom is extra display spaceavailable unless suppliers are authorizedto provide their own spot freezers.” But perhaps limited freezer space is all

the more reason to reassess what is fillingyour shelves. You may find that you canincrease your ice cream sales just by shiftingthe focus to line up with trends. ●


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There is no question: Canadians lovetheir barbecues. No longer limitedto burgers, Canadians are experi-

menting with what they are grilling.“Barbecuing has changed from just focus-ing on traditional proteins such as chick-en or beef to now making vegetables thehero,” says Linda Liu, product manager,grilling and seafood, McCormick. “Evenbreakfast and dessert can be served fresh-ly grilled off the barbecue.”Most retailers have done a good job at

growing barbecue-related categories,shares Nina Patel, senior brand manager,condiments business, Kraft Heinz Company,

by bringing together complementaryproducts like condiments, dressings, buns,grilling utensils and more. Increasing sales during the barbecue

season is driven by secondary displaysand helping consumers create flavourfulmeal solutions, such as how to change uptheir favourite chicken recipes. “Utilizingthe wide variety of Club House La Grilleprepack options available near the meatbunker is an easy way to cross-promoteseasonings, marinades, rubs and barbecuesauces with proteins and encourageimpulse purchase,” says Liu.Having featured recipes and the

associated cards or stickers will respond tothe consumer’s need for readily accessiblemeals. Grocery stores can use these recipesas display inspiration, by offering all theingredients on a featured recipe together.“Sell the meat, the sauce, recipe book andeven the smoker, “says Ian Baranesky,Smoker Broker. “When retailers bring it alltogether, it will fuel the excitement tobring together a good barbecue meal.”At the same time, the interest in

purchasing local food continues to bestrong in the Canadian market. Retailerscan respond to this demand by clearlyindicating the local, Canadian-raised

BARBECUE By Anne-Marie Hardie


WWW.WESTERNGROCER.COM 7170 WWW.WESTERNGROCER.COM

meat products and produce. “These labelswill help move the product from the shelfto the cart,” shares Karen Gurba,marketing manager, Alberta Pork,whether it’s grown in Alberta, or tagsthat state great for the barbecue. Withapproximately 40 per cent of consumersdiscovering new flavours through on-shelf displays, states Liu, it’s importantfor grocers to help consumers withfinding their inspiration that will allowthem to create and share meals.

New MarketsOver the last few years, shares Patel,

the hot sauce segment in Canada hasgrown to a $30 million dollar category,expanding by six per cent in 2015 alone. “We expect the ‘authentic griller’ to

continue to influence the premium/superpremium barbecue sauce segment throughcontinued growth of more unique andadventurous flavours in the coming year,”says Patel. In addition, 62 per cent ofmillennials describe themselves asadventurous eaters compared with 52 percent of generation Xers and Boomers.Manufacturers like Kraft Heinz areresponding to this adventurous palate, byadding new tastes like sriracha andjalapeno to traditional ketchup while alsoenhancing yellow mustard with the twonew skus of jalapeno and garlic and herb.Club House La Grille has also launched

several products including SmokehouseMaple and Smoky Cedar & Ale wet rub,Sweet Bourn barbecue sauce, and HoneyHickory barbecue seasoning. “Not only willthese innovations allow consumers to addbold flavour to their weeknight barbecuerituals,” says Liu “but also discover newways to take their meals to new heights.”

Get Ready to Explore Today’s consumers want to be inspired by

their food. Retailers can respond to this bydemonstrating both meats and producewhose flavour is enhanced throughbarbecuing. “First thing consumers do when

it’s barbecue season is cook a steak or aburger, “ says Lisa Bishop-Spencer, managerof communications, Chicken Farmers ofCanada. “ As the season progresses, they arelooking to be more adventurous and usetheir barbecue in new ways.” Retailers can benefit from this interest

by using courses and in-store demons-trations to motivate new purchases. At thesame, they can provide tools andtechniques that will inform shoppers ofbest practices for the more traditionalproducts, such as the use of foodthermometers to ensure against bothundercooked and overcooked meat. Canada’s food curiosity is encouraging

them to experiment with not just newflavour, but new methods of barbecuing.

Smokers respond to both of these trends,offering consumers a new way to explorethe sensation of barbecue. “You arehearing more people talking aboutbarbecue, about smokers, and the sciencebehind it,” says Gurba. A prime exampleis“pairing the wood with the meat, to getthe essence of the flavour. It’s a wholenew language out there.”The barbecue section offers retailers

an opportunity to encourage consumersto explore the flavours and tools toenhance their barbecue experience.Successful retailers are embracing thecraft by using education and displays toentice consumers to try new techniques,food and tools that will bring theircooking to the next level. ●

Chicken Farmers of Canada knows that con-sumers are looking to be more adventurouswhen it comes to the barbecue.

Canadians aren’t limiting themselves to burgers;when it comes to the barbecue they are experimenting with what they are grilling.


Tea is racking up big sales volumes these days.And, within the years to come, changing con-sumer habits will challenge grocers to up the

ante within the tea section even further to drivesales to their full potential.According to Agriculture and AgrifFood Canada’s

Canadian Food Trends to 2020 report, tea drinkersconsume over ten billion cups annually. Over thenext four years, they expect tea consumption togrow by 40 per cent, in part due to increasedcultural influences. In 2015, western Canadiangrocery store tea sales were $168 million, a Neilsonreport for the Tea Association of Canada revealed.Traditional tea drinkers and millennials alike are

buying tea as part of healthy living. Many teas nowpromote health attributes and over the counterailment relief. “Millennials view it as a lifestyle,while baby boomers seek health benefits,” indicatesLouise Roberge, president of the Tea Association ofCanada. “The number one reason people drink tea isfor relaxing, then because it is easy to prepare andgood for your health,” she says. Roch Cyr, director of national sales and marketing

at Transherbe agrees, noting “Some teas areperceived as calming and relaxing, while othersaddress specific needs.” Many of the ingredientsand spices used to create tea blends are wellsuited to relaxing. “Consumers look to tea as a soothing,

comforting beverage for its calmingqualities,” adds Amy Austin, marketingmanager at The Stash Tea Company. Stacey Toews, co-founder of Level Ground

Trading Ltd., notes “People are embracingthe ritual of tea. They are slowing downto enjoy it. It fits people’s lives.”While the advent of specialty shops may

appear detrimental to sales, grocery is stillfar and away the number one destination fortea purchases. Indeed, specialty shops mayactually increase sales for grocers. “They make people try more teas. People

will discover them through the tea shop butgo to the grocery store to purchase it forhome,” says Cyr.Austin agrees. “This helps grow the whole tea

market and indicates there is more interest anddemand for tea.” Ultimately that interest willbenefit grocers who can meet base customer desires.

TEA By Karen D. Crowdis


NAVIGATING THE FUTURE


Most consumers are seeking grab andgo tea beverages from specialty shopsand not necessarily tea to make at homeaccording to Roberge. “Most people stillmake their tea purchase in the grocerystore,” she says, based on the Neilsonresearch conducted for the association. A first place ranking does not mean

grocers can afford to be complacent withtheir tea aisles. Toews notes, “Tea brandsare catching up as the beverage of choicefor consumers.”The key to capturing these sales is to

offer as much variety as possible. Cyr adds, “Consumers are after selection.

To capture as much sales as possible, offermore variety. Grocery store decisions aremade in less than a minute; tea is notexpensive, so if consumers see differentflavours they are willing to try it.” This variety will include flavour profiles

as well as formats. Tea bags remain in thetop format spot, but loose leaf varieties aregaining ground. “For the first time, in 2015loose leaf format teas have shown up ontrend reports,” notes Roberge. Many offeringsare now available in loose leaf and grocerscould capture early adapter sales byincluding shelf space for them.

Product Showcase

Taste of IndiaMeet Tulsi, the new loose leaf herbal tea from LevelGround Trading Company. From Assam, India, thisAyurvedic green tea is blended with ceylon cinnamonfrom Sri Lanka and stevia flower. The pleasantlysweet and soothing flavour will give customers a reason to relax and create sales for grocers.

Perfectly ChillHot or cold; you decide. The Four O’Clock LimitedEdition spring/summer herbal tea collection canbrew on ice or hot. Chill this summer with six flavourslike pink lemonade, strawberry daiquiri or orange sorbet. Unique package artwork for each flavourinfuses extra personality customers will be drawn to.

The Right BrewThe Stash Tea Company is launching a new WellnessTea collection. Tap into the health-conscious consumerlooking for loose tea. Ginger Cold Soother Tea combines chamomile, ginseng and ginger root whileRooibos Throat Relief Tea blends licorice root withpeppermint. This soothing collection will bring in customers and profits.

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Merchandising Tips

Cupping the Profits – Tea Sales 101All In One PlaceKeep tea in the beverage aisle. Offer more variety grouped byflavour or function so customers easily see what’s new tosupport impulse purchases. Tea drinkers, particularly millenni-als, enjoy several different flavours throughout the day. —Louise Roberge, president, Tea Association of Canada

AccessorizeCross-promoting teas with appropriate accessories garnersincreased sales of both. A floor display of teas with cookiesencourages combined sales. Consumers want the easiestpossible options, so putting tea displays with complementaryproducts simplifies their shopping. —Stacey Toews, co-founder, Level Ground Trading Company

Comfort and HealthConsumers buy tea as part of a lifestyle and for some pre-ventative health benefits. Maximize sales by offering varietiescontaining ingredients commonly considered to be healthy.Anything green tea is generally a top performer. — Roch Cyr,director national sales and marketing, Transherb.

Seasonal SippersUsing end cap or floor displays with seasonal tea flavours willcapitalize on season preferences. Seasonal shippers with imagesthat appeal to particular times of year encourage shoppers topick up tea in hot or cold weather, increasing incremental sales.— Amy Austin, marketing manager, The Stash Tea Company.

Demonstrate ExpertiseIn-store experts can emphasize ben-efits and suggest food pairings.Value added in-store serviceslike dietician tours and demon-strations focused on teaencourage consumers to tryand buy. Promote these eventsin store flyers or on websites togenerate traffic.— LouiseRoberge, president, Tea Associa-tion of Canada.

“Loose leaf adds dimension to the tea ritual from brewing toenjoying,” adds Toews, whose company has seen increasinginterest in their loose leaf offerings. Ingredients continue to influence consumer choice.

“Transparency in ingredients is another trend affecting the teamarket. Consumers are seeking more information and they arelooking for clean, all natural ingredients,” indicates Austin. Millennials and overall tea drinkers are looking for specialty

teas meaning grocers will need to stay on top of flavour trendsthat will seep over to the tea markets. Flavours like matchagreen tea and turmeric are two that are currently trending in thetea market. Stay alert to trends with consumers and understandhow cultural influences are increasing sales. Tea is becoming highly sought after giving grocers

opportunity to maximize sales. Cultural influences and flavourtrends require ongoing monitoring. Understanding those trendsenables grocers to stock shelves to meet consumer demand. ●


If you still use the old electronic cash registers, do nothave integrated credit/debit or employ software that doesnot integrate all facets of your business, then you are

operating at a distinct disadvantage. Advances in point-of-sale(POS) technology have made it faster, more secure and farmore convenient for consumers to conduct transactions whileproviding retailers more relevant consumer engagement andadministrative tools to more effectively manage their busi-nesses, especially in this time of increased mobility. From hardware to software, points of sale systems have

changed a lot over the last decade. Most POS systems now usetouch screens which simplify the checkout process andallows employees to focus on customer interaction whileminimizing mistakes. One of the most notable trends is themove to “all in one” units that combine the touch screenwith the CPU. One of the central tasks of new POS systems is to speed up

service, which can be a critical issue in high volume stores andcertainly contributes to a better customer experience. Indeed,over the last several years companies have been verybusy installing the new flash enabled terminals which providethe speed and conveniencecustomers are looking forand higher traffic forthe retailer.

But nowhere is this focus on speed and convenience moreevident than with the recent evolution of POS systems to workin conjunction with mobile ordering and payment on smartphones. One of the companies in the forefront of this newtechnology is NCR, who have fully integrated scalable solutionscovering hardware, terminals, and fuel control software in asingle system. The company is well known for its self check-outsolutions, which have had a wide application in grocery, andeven offers a small footprint version for convenience stores.NCR recently launched the Retail ONE standards-based

commerce hub that unites retail applications, data, andomnichannel software.Jeffrey Dudash, NCR’s financial services and retail

specialist for the United States and Canada,says Retail ONE allows grocers to mixand match applications fromNCR as well as third-party or homegrownapplications.


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“It also accommodates today’s mobileshopping society. For example, RetailONE’s data gathering capabilities allowcustomers to shop online and then havethat data transmitted to a clerk, whocollects all the goods for pick-up.”Another important NCR service is

security. Dudash explains, “Whenevercustomers swipe their cards at checkout,there’s a transaction of data that retailersuse for incentive programs. But hackerscan tap into this information if it’sstored on site — which is why datagathered by the connected paymentsolutions we provide is stored in an NCRcloud environment.”NCR has also developed the “C-Go” app

for convenience stores. One of thebiggest advantages of the app is theability it gives the retailer to havegreater engagement with customers. C-Goprovides customized order functionalityand saves customer preferences and orderhistory. This information can be usedby the retailer to upsell, send targetedads, promotions or messages. This helps“attract, retain and engage customers— and results in more effectivemarketing programs”.

The mobile technology can be eitherembedded inside of a retailer’s existingapp or can be customized to matcha retailer’s brand image. C-Go alsoeliminates the need for shoppers to carrya key-fob loyalty card as the C-Go appupdates and stores each shopper’s loyaltyinformation and passes that informationto the fuel pump automatically. Thisallows shoppers to easily get any loyaltydiscounts or other benefits they areentitled to receive.As can be seen, POS systems now play a

crucial role in managing loyalty programs. Howell Data Systems (HDS) president

Paul Howell says, “Our loyalty componentis built into our POS systems and can bea terrific advantage for independentgrocers competing with the big chains.We work one on one with retailers to linktheir loyalty programs to gift cards andother incentives.”HDS’s loyalty/gift card solution,

coupled with the company’s hostingservice, provides real-time transactionprocessing, integrated balancing, andcard replenishment, plus fully searchabletransaction details in an electronicjournal module. Customers also get real

time balances printed on their receiptsand can top up their cards at the front-end POS terminals.Security at point of sales has many

aspects, and Halo Metrics Inc. has earneda reputation for providing solutions ontwo levels, the most popular being theconstruction of security stands for PINpads and payment terminals.Ravinder Sangha, Halo’s marketing

manager, emphasizes the benefits ofhis company’s custom constructioncapabilities. “Some shoppers may havephysical limitations that may requireextra consideration,” he says. “Our POSsecurity stands have options for quickand secure removal of the PIN pad so thatit can be handed over to a customer orstored in a separate area overnight if theretailer wishes to do so.”A system available from Halo that

addresses another aspect of security isIndyme Solutions’ Smart Responsetechnology, which combines software,sensors, and help buttons tied into astore’s existing communications systemto detect phenomena such as vibrationcaused by thieves removing an entireline of products off a shelf. But it canalso be used for something far morecommon, such as customers requiringassistance. “In this regard, bottlenecksat checkout caused by shoppers askingcashiers for assistance either for pricingor product location can be reduced,”says Sangha. SIR Solutions (whose SMS software

manages all cash register transactionsand provides fast and precise analysistools) is busy lab testing POS technologywhereby grocery purchases are registeredon a customer’s smartphone or tablet,which is then taken by the cashier andscanned, thus eliminating the tediousprocess of scanning the items themselves.“Mobility is the future of POS, andwe hope to introduce our revolutionarynew solution in the first quarter ofnext year,” says SIR’s co-founder, GillesBeauchamp.It is now common for even basic POS

systems to speed up transaction time andgather customer data. But as the work ofcompanies like SIR and Impax clearlydemonstrates, POS will soon have thepotential to fundamentally change shop-ping patterns and habits — with theultimate winner being the retailer. ●


BEVERAGES By Frank Yeo

With carbonated soft drinks (CSDs) declining at an annu-alized rate of four per cent (IBIS World), a fundamentalshift is occurring in Canada’s beverage market that gro-

cery retailers are in a prime position to take advantage of. Today,the cutting edge beverages are less about simply thirst quenchingand more about functionality: food replacement and quality ofnutrients. For the last several years, “functional beverages” haveremained the fastest growing segment of the beverage market andshow little sign of slowing down. To get an overview of just how fast the market is changing here

are the Canadian figures for 2015 from Euromonitor International:Energy drinks registered a solid growth of four per cent in bothvolume and current value terms to reach 62 million litres andC$496 million in 2015. This follows the double-digit growthbetween 2010 and 2012 and upper single-digit growth in 2013.Sports drinks sales edged up slightly by one per cent in volumeand two per cent in current value terms to reach 155 million litresand C$476 million in retail in. Bottled water, includingcarbonated, flavoured, functional and still bottled water, grewmodestly at three per cent in volume and two per cent in currentvalue terms to reach 2.5 billion litres and C$2.4 billion in 2015.Juice, including 100 per cent juice, juice drinks, and nectars,shrunk by two per cent in both volume and current value termsto reach 1.7 billion litres and C$3.3 billion in 2015. This representsanother year of negative growth for juice since 2012. Carbonates, including cola and non-cola carbonates, sales declined

by three per cent and four per cent in off-trade volume and currentvalue terms, respectively, to reach 2.3 billion litres and C$2.5 billion.Overall, soft drinks sales in Canada have been growing slowly in thepast few years as indicated by the persistent decline in carbonates,stagnation in juices and weak growth in sports drinks. A functional beverage is a drink product that is non-alcoholic

and includes in its formulation ingredients such as herbs, vitamins,minerals, amino acids or additional raw fruit or vegetables. They arepromoted with benefits such as heart health, improved immunityand digestion, joint health, satiety, increased energy, weight loss,or health and beauty. Even memory and mental sharpness has beena focus. Protein is also making its way into the beverage categoryas well as nutrient rich foods such as chia seeds. There are drinksthat feature soluble fibre from oats. The raw-juice category is stillon an upswing and “anything green is big,” with kaleleading the way.

“Consumers are way past the hoodwink stage as they becomemore knowledgeable about personal health care,” states JimTonkin, president of Healthy Brand Builders and co- founder ofBeverage Insights. Tonkin, who has over 35 years in the food andbeverage industry, sees consumers turning away from traditionalcarbonated beverages, due in part to the increased mediaattention on weight management and sugar intake. Plant waters have seen tremendous growth since their

inception – particularly in the past three years. In 2013 alone,according to a Mintel report, 264 variants of plant water wereintroduced (including different flavours from same brand), andthere are currently 848 variants of plant waters sold worldwide,with 319 of those in North America. In terms of functionalityand flavour, each type of plant water has a unique nutritionaland taste profile, and its makers tout varied benefits for body orbeauty. For instance, coconut water benefits include itsrehydration; aloe water is seen as a beauty boon for skin; birchwater is viewed as an overall health tonic; and maple water isnaturally very low calorie, containing over 46 essentialnutrients, including minerals, peptides, amino and organic acids,and boasts a subtle flavour profile. As the vanguard plant waterbeverage, coconut water remains the leader in this category withsales of over $27 million from July 2013 to July 2014, accordingto a Tetra Pak-commissioned report. In the past, energy drinks were one of the fastest growing

segments of the functional beverage market,although now showing signs of slowingdown as new competitors come onstream. Energy drinks toutingredients that serve asstimulants such as taurine,glucoronolactone, caffeine,and B vitamins, guarana,ginseng, ginkgo biloba,L-carnitine, sugars, anti-oxidants, yerba maté,creatine, and milkthistle.


The latest trends in energy drinks are allnatural and organic ingredients. Accordingto Carl Goyette, vice-president sales &marketing, for GURU Beverage Inc. theirproduct rangehas had tremendous growthover the years, with the No. 1 OrganicEnergy Drink brand in the U.S. and Canadain the health channel. The company hasrecently launched Organic Energy Water. “Over 50 per cent of consumers are

looking for healthy alternatives toconventional energy drinks that containmany artificial ingredients. Millennialsare the generation most concernedwith ingredients in conventional energydrinks. They enjoy bubbles, flavour andcaffeine. Most recommended alternativescome down to a simple list of ingredientsjust like in our Energy Water.” Other companies are competing in this

space as well. Trace Natural Waters ofVancouver markets its products as a vessel forlife-enriching fulvic and humic minerals fromrare plant matter found within the earthwhich gives it a distinct colour. The infusionprocess organically forms a bond withnutrients. The result is Trace +pH-balancingwater with electrolytes and crucial minerals.With the decline in soft drink sales,

many category managers, says Goyette,are choosing to reduce the spaceallocated to soda. “They look for optionsto replace lost sales. This creates spaceand opportunity to obtain many newlistings. The best way to grow the better-for-you beverage category is to create acold section for all these innovations. Many of the new functional beverage

products position themselves as fun andhealthy alternatives to traditional beverages.It is catching on with consumers puttingsavvy retailers in the best position tocapitalize on the trend while helping yourcustomers stay healthy. ●


Saskatchewan rich primary agricultural productionfocused on wheat, pulses and meats has laid thefoundation of a vibrant food processing sector now

estimated at over $4.3 billion. With more than 300 proces-sors and over 6,000 employees, the industry is dominatedby grain and oilseed milling, primarily for North Americanconsumption. Saskatchewan also produces over $1 billionworth of beef annually, making it the second-largest pro-ducing province in Canada (after Alberta). There are 10provincially-inspected and seven federally-inspected beefprocessing plants in the province. The pork industry isone of the most significant agricultural sectors inSaskatchewan, behind only the grains and oilseed andcattle sectors in terms of cash receipts. Food retailing and wholesaling is an important sector

in the Saskatchewan economy as well. Saskatchewanconsumers spend about 11 per cent of their disposableincome on grocery (food, non-food, and alcoholicbeverages) items, generating well over $2.5 billion insales annually. There are over 1,100 retail stores inSaskatchewan, employing approximately 14,000 people.Market shares are shifting however in line with

industry consolidation: the acquisition of Canada Safewayby Sobeys, which has reduced thenumber of stores between thetwo banners and opened thedoor for Overwaitea to enter

the market with the recent announcement of up to adozen new stores in the province. Loblaw’s acquisition ofShoppers Drug Mart is yet another example of industryconsolidation with Saskatchewan being a trial ground forthe pharmacy chain to introduce more food productsunder the President’s Choice label. Both face the veryformidable Federated Co-operatives, which has alwaysheld a strong position in its home market. The companypurchased 14 stores from Sobeys as part of the divestiturerequired by the Competition Bureau giving it a greatercompetitive presence than ever before.Many may be concerned that industry consolidation will

result in a rationalization of suppliers, making it moredifficult for local processors to get listings. PeterNicholson, general manager/partner at Drake Meats says,however, “There has been an increased demand for locallyproduced product by all the major chains. Consumers havea greater trust in products made at home and they aremuch more willing to support local companies.” This was given palatable form when Federated Co-op

launched its “At Home” campaign to help consumersidentify and buy local products through shelf labels.Products are scored out of 10 based on the location ofproduct, location of ownership, and source of ingredients.One of the major concerns for processors in the past

was the limited capacity of the much needed FoodProduct Development Centre. Currently, 50 different

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Technical Marketing Manager, Ilona Becksays some of the major challenges theirsector of the industry faces is stiff pricecompetition. “We must continuously workwith new technology to produce very highquality flax and improve our efficiency ofproduction to maintain or increase marketshare. Fortunately the world demand forhuman grade flax is increasing. This makesour job a lot easier.”Beck sees the greatest opportunities

for Saskatchewan food processors inproviding healthy foods that combinegood taste with high nutrition andconvenience. “Our products in retail bagsare designed so consumers experiencetaste and nutritional value in oneproduct. CanMar is providing flaxseed forthat special market that appreciates theadded value in taste, texture and purity.”However, it is critical that the market is

“assured and be backed up by enoughfinancial and human resources to gainaccess to the market with a value addedproduct. There will be new opportunitiesassociated with new technology and

being able to add real value in terms offunctionality and efficiency of production.” The retail market in Saskatchewan,

like elsewhere, is increasingly diverseand many processors are trying to caterto this demand. Long-established StarEgg, which specializes in the sale ofgraded shell egg and processed liquid eggproducts, now offers conventional, freerun, Omega, vitamin enhanced, enrichedand organic eggs. “Retailers are doing a

great job of merchandising our productto an increasingly diverse base ofconsumers as we see high growth rates inspecialty egg sales. The retailers that areproviding the most options for theircustomers are able to take advantage ofthis diversity. Eggs used to bemerchandized by size and brand, now itis not uncommon to see up to 20different options on the egg shelf,” saysShawn Harman of Star Egg.Both processors and retailers are

struggling with a lower Canadian dollarbecause so much is purchased in Americancurrency. “The devalued Canadian dollar ishaving a significant effect on the costs ofmanufacturing in the food industry. Weare experiencing increased costs ineverything from spices to cardboard boxesand unfortunately we will eventually seeincreased costs to the consumer as an endresult,” says Nicholson of Drake Meats. Tosome extent this has been offset bygreater efficiencies achieved throughindustry consolidation of which thecurrent Safeway/Sobeys advertisingcampaign is highlighting with reducedcosts for fruits and vegetables.

●


clients use every available inch of theFood Centre’s 10,000 square feet, to refineexisting products, develop new ones orprocess existing ones. Last year however anew $13 million 38,000 square ft. Agri-Food Innovation Centre was announced.New analytical and innovation labs,commercial kitchen for incidental SMEs,multi-tenant incubation suites are justsome of the additions to this expansion.The new headquarters is expected to beready for occupancy in 2017.Food Centre President Dan Prefontaine

says, “The new agri-food centre willsupport innovation and technologythrough enhanced expertise, trainingand commercialization resources, toassist our industry in accessing marketswith new products and services.” Since the Food Centre was established in

October 1997, over 600 products have beendeveloped, with 50 per cent of them havingmade it successfully to market, includingfruit infused honey, flavoured camelina oils,spicy jams, and bison Saskatoon berry jerky.Some of the companies that have benefitedfrom the Food Centre include Kickers FoodsInc., which received assistance in thedevelopment, processing, and packaging ofits boneless dry ribs (because the FoodCentre is CFIA registered and certified toprocess meat, dairy and processed items, italso helped Kickers sell its ribs acrossCanada). Mama’s Best Foods’ line of Filipinospecialty pre-marinated meat productssimilarly benefited from the Food Centre’sresources (and is selling in local ethnic storesas well as the T&T Supermarket chain).Kelli’s Original Flax Bar Company ofSaskatoon, developed a 50g gluten free Flax

to Go bar (launched just two months ago)with the assistance of the centre.Because Saskatchewan has ideal growing

conditions for a wide range of pulses andgrains, many value-added enterprises havenow been established in the province.CanMar Grain Products Ltd., located inRegina, specializes in the roasting and heattreatment of golden flaxseed for the retailand ingredient market worldwide. Thecompany is SQF certified and carries EcoCert certification. Their products arekosher, allergen free and gluten free andmarketed under the Flax for Nutritionbrand, including whole seed golden roastedflaxseed, milled golden roasted flaxseed,milled golden roasted flaxseed withblueberry, milled golden roasted flaxseedwith apple cinnamon, milled goldenroasted flaxseed with pomegranate.

CanMar Grain Products Ltd. specializesin the roasting and heat treatment of golden flaxseed for the retail and ingredientmarket worldwide.

(Below) (L- R) Dan Prefontaine, president of the Food Centre and Shannon Hood-Niefer, vice-president of Innovation & Technology.

Every available inch of the Food Product Development Centre’s 10,000square feet is used by 50 different clients.


American Peanut Council .....................................................65BC Food Processors Assoc. ..................................................28BC Salmon Marketing Council .............................................26Biro Manufacturing Company ...............................................71Bosa Foods ................................................................................22Bruce & Clark..............................................................................14Can Mar Grain Products Ltd ................................................86Canadian Corrugated and Containerboard Assoc .........30Carlton Cards Ltd .......................................................................3CFIG .............................................................................................72CHFA .............................................................................................13Chicken Farmers of Canada ..............................................OBCCoca-Cola.................................................................................... 17Colnuck Ltd .........................................................................28, 71Discovery Organics .................................................................23Drake Meat Processors .........................................................86Eddies’s Hang-Up Display Ltd ...............................................12Eden Foods .................................................................................21Elias Honey ................................................................................74

Ellis Packaging ......................................................................... 28Falesca Importing ....................................................................83Farm Credit Canada................................................................ 78Guru Lucky Snacks .................................................................77Hallmark Canada ...................................................................IBCHalo Metrics Inc ...................................................................... 80Harvest Meats ...........................................................................87Howell Data Systems ..............................................................78Iceberg Cold Storage Ltd .......................................................14IDDBA............................................................................................ 11Indianlife Food Corporation ....................................................9Johnsonville .............................................................................68Level Ground Trading Ltd ......................................................74Melitta Canada........................................................................ IFCOcean Brands ...........................................................................27Olaf Packaging Group Inc.......................................................77Paradise Mountain Organic Coffee ....................................20Polar Industries Ltd ................................................................77Prairie Harvest Cda Ltd ..........................................................18Precision Water Systems ......................................................82Raincoast Trading Ltd ............................................................ 24Retail Council of Canada ................................................66, 67Retail Resources ......................................................................70

Single Cup Coffee.................................................................... 75Star Egg Company Ltd. .........................................................84 Trace ...........................................................................................80Trans-Herbe Inc. .......................................................................76

Grocery & Specialty Food West Show GuideADN Refrigeration Ltd .............................................................6Aurora Importing & Distributing ...........................................8BeeMaid Honey Ltd ................................................................25Coca-Cola ...................................................................................23DirectCash ATM Mgmt Partnership ......................................2Etalex ..........................................................................................22General Mills Cda .......................................................................4Heatcraft Kyso/Warren ...........................................................31Howell Data Systems ..............................................................26Italpasta Ltd ...............................................................................21Lakeview Farms .......................................................................24Ocean Brands ...........................................................................32Tree of Life ................................................................................27

Advertisers Index


in the baginthebag What’s new & improved in the grocery aisle

Naturally Alkaline Lithia Water in a Game-Changing, Environmentally-Friendly Package

Leading Brands, Inc. has announced that its Neurogenesis Happy Water brand is now available in a new, inno-vative, environmentally-friendly package: the five litre and 10 litre WaterBox. With 85 per cent less plastic thanconventional bottled water, the Happy Water WaterBox not only dramatically reduces the environmental foot-print of water packaging, but also improves the very way consumers can integrate our premium, naturallyfunctional water into their everyday lives.

Natural, Fair & DeliciousClipper is dedicated to providing delicious teas that are beautiful inside and out.

Everything from the sourcing of no artificial ingredients, where the tea comes from, tothe way it is blended and packed is considered. Clipper has led the way in organic, greenand white teas, and non-chemical decaffeination, becoming the UK’s 1st Fairtrade tea brandand of course championing the very recognizable unbleached tea bag. Now available

exclusively from Tree of Life Canada! Contact your local Tree of Life Canada sales representative for more information.

All Natural and Functional Chia & Fruit Spreadsfrom World of Chia

These Chia & Fruit Spreads are authentic, natural and delicious products. Made with 4ingredients only (Fruit, Sugar, Chia Seeds and Fumaric Acid), they do not contain pectins.With a bold, fruity and tasteful flavour profile, they bring a more delightful, colourful andaffordable chia fruit spread option. World of Chia products are now available exclusivelyfrom Tree of Life Canada. Contact your local Tree of Life Canada sales representative for more information.

Ocean’s Pole & Line Tuna: Supporting Coastal Communities & Protecting Oceans

Many coastal communities around the world rely heavily on fishing for their livelihood. Most of thesefisheries, for example in the small island states in the Asian-Pacific region, are small scale and struggling for survival. “Pole and line” is a tradi-tional fishing method, which is both socially and environmentally responsible. Requiring just one hook, one line and one fisherman, fish are caughtone at a time. The result is a wide variety of environmental and socio-economic benefits, including high employment, zero bycatch and a moresustainable haul of tuna. (Source: International Pole&Line Foundation). There are now four variantsavailable for Ocean’s Pole&Line tuna: Solid White (Albacore), Flaked White (Albacore), Chunk Light andFlaked Light. Now you can offer your consumers more healthy and sustainable seafood choices.

For further information, email: [email protected] or visit www.oceanbrands.com.

Brandseed Launches Two New BrandsBrandSeed marketing has just launched two new brands in the Canadian market with UNFI Canada:

Lifeway Kefir and Sheese from Bute Island Foods out of Scotland. Lifeway Kefir is a tart and tangy cul-tured milk smoothie that contains 12 live & active cultures. Thanks to itsdelicious taste & long list of health benefits associated with drinking it, themarket for Kefir is growing rapidly. The product can now be ordered fromUNFI Canada! BrandSeed Marketing and Bute Island Foods are happy to belaunching “Sheese” across the Canadian market. Sheese is a 100 per centDairy-Free Cheese. The full range of product is certified vegan, lactose free,

gluten free, cholesterol free, GMO-free. They are made with coconut oil and are free from palm oil & hydrogenatedfats. Product can be ordered now from UNFI Canada.

Give Tuna a Break!Star Marketing is introducing Deli-CAN-Tessen, a brand new product to Canada. Deli-CAN-Tessen

only uses 100 per cent chicken breast meat using cage free, hormone free chickens. It is high inprotein and low in fat. Just like canned tuna it makes quick and easy meals or snacks. It is fullycooked and ready to eat! There are seven great flavours to choose from in either the convenient“grab and go” size of 85g or the larger “meal” size in 160g. Deli-Can-Tessen is exclusively distrib-uted by Star Marketing Canada.

New Digital Entertainment Gate from Impax MediaImpax Media’s new Digital Entertainment Gate digitally displays headline news, sports, and

entertainment content as well as in-store promotional messages and national advertising that canbe refreshed regularly, if need be. Moreover, the content is broadcast on 32-inch screens locatedon the end caps of cashier lanes. These screens are mounted to retractable arms that automati-cally drop to secure any closed aisles (they are also equipped with sensors that issue an alert ifsomeone tries to slip under without paying). A new refinement to this system is genuinely ground-breaking. “Our smart screens have the ability to anonymously profile target groups by age andgender, to ensure that the advertising content is relevant,” says Lesley Conway, executive vice-president and general manager for Impax, noting that even though this feature won’t be rolled outuntil the summer, advertised products on screens already installed in various eastern Canadian supermarkets have enjoyed a sales lift.

Level Ground Trading – Pioneers in Fair Trade Expand Product LineLevel Ground Trading, has introduced a new addition to their Direct Fair Trade food lineup:

Heirloom Rice from the Philippines. Rice is a crop that has been greatly affected by the move-ment towards monoculture and the heavy emphasis on planting hybrid varieties. In the Philip-pines there still remains an incredible variety of heirloom rice through seeds that have beensaved for hundreds of years. This non—GMO rice maintains seed diversity and increases localfood security. This rice is unique; grown on the famous rice terraces of the northern Philippinesby indigenous people farming on a small—scale. The Philippines exported only one containerof rice last year. You can purchase this beautiful rice from Level Ground Trading.

Healthy, Convenient, Delicious & Sustainable Snacks from Ocean’sOcean’s: has introduced a new Gluten Free Snackit variant, Lemon&Pepper Snackit. With this well loved

flavour paired with rice crackers, it is a perfect healthy snack for people on the go! Also new is FAD FreeLemon&Pepper Tuna. With just the right balance between lemon and pepper, this makes for a delicious,healthy meal or snack. Caught responsibly, it is good for you and the environment.

For further information, email: [email protected] or visit www.oceanbrands.com.

Johnsonville Launches New FlavoursJohnsonville has launched new sausage flavours that offer something for everyone, every occa-

sion and anytime of the day or night. The flavours are: Poutine Pork Sausage; French Toast Break-fast Sausage; Smoked Beef Sausage; Beef and Cheddar Cheese; Beef and Cracked Black Pepper andHot Beef Sausage.

Versatile Dry Barbecue Rubs For Flavourful Grilling New versatile Weber Dry Rubs perfectly pare the right seasonings and herbs that are sure to help create the

most juicy and flavourful grilled foods. Each Weber Barbecue Rub is specially crafted based on years of experi-ence working with grillers, chefs and pitmasters. Weber Dry Barbecue rubs can be used to enhance the flavourof any dish. The product is available in KC BBQ, Honey Garlic, Sriracha, and Coffee flavours.

Visit www.makegood.ca or contact your local ACH Foods representative for more information.


In mid-December, the Ontario govern-ment approved the sale of beer atapproximately 60 supermarkets across

the province and some of these storeswere open within a few days with greatfanfare including the purchase of a six-pack by Ontario Premier Kathleen Wynne. Now the dust is settling and most of

the initial 60 stores have their beersections installed and running. In Ontario, the new beer offering is

available in the main grocery store withits dedicated section either nestled in acorner of the store or displayed on twoprominent end-caps. This contrastsagainst beer/liquor stores operated bygrocery retailers in Alberta that arecontained in a completely separatebuilding/storefront from the mainsupermarket. Shoppers arguably havebetter access in Ontario stores wherethey can pick up their beer along withthe rest of the items on their list.For the most part the selection is

limited by the space available with onlya few stores with large dedicated in-aislesections that include both ambient andchilled beer selections. Ontario’s legislation has also placed an

importance on putting crafts brewers frontand centre in this expansion with thesesmaller, local brands occupying about 50per cent of the space in most stores. Thisis a page torn from the playbook that theLiquor Control Board of Ontario (LCBO)uses to promote Ontario wines in its storeswith large, prominent sections for localwines compared to those from the heavyhitting wine regions like Italy and France.This focus on craft brewers is a big

opportunity for grocers to provide a levelof service to shoppers in helping them

choose the right beer for the occasionor pair it with the food that they are alsopurchasing at the same time. We haveseen some interesting signage to thiseffect in some retailers and this willbe a great marketing angle in helpinggrocers change the engrained purchasebehaviours of beer buyers.The exposure is also a boon for the craft

brewers themselves, who have complainedabout the lack of exposure that they getin The Beer Store, themain retail channel forbeer in Ontario, which isowned by the major beerproducers who don’treally have an interest inpromoting craft products.As you can imagine,

there are lots of rules inplace for grocers to followas the government dipsits toe in the liberalizationof the beer market inOntario. Beer must be confined to acertain part of the store, must only beavailable for sale during certain hours andbeer can only be purchased at certaincheckouts (staffed by cashiers of legaldrinking age).I was recently in Arkansas and had the

opportunity to visit a Walmart Supercenterlocation that had a large in-line section ofbeer (mainly refrigerated) and twoprominent end-cap displays in thegrocery section of the store. It made me think about the hype

that is being generated in Ontarioabout beer finally coming to grocerystores in 2016. What struck me aboutthe beer at Walmart U.S. was just how“normal” of a category it was. In many

ways it was no different than the soupor chips that were in the adjacentaisles. Shoppers could walk up, grab asix pack and put it in their cart rightnext to the yogurt, toilet paper andjam and continue on their way.My hope is that what is happening in

Ontario is the start of Canada playingcatch-up with beer legislation in theU.S. but also legislation in Quebec wherebeer has been available in grocery stores

for years. Other majore c onom i e s l i k e t heU.K., France, Italy andGermany also treat beerlike any other grocerycategory without anymajor detriment to theirsocial fabric.As the beer market

starts to liberalize it willbe important for grocersto develop the retailingexpertise that this cate-

gory requires. Exposing ourselves todifferent markets like the ones listedabove is the best way to understand bestpractice in retailing this category. It is also a category where retailers and

suppliers will have to work closely, evenwhen their interests may not alwaysalign. Liberalization means more pointsof purchase for shoppers but it alsomeans more distribution costs andlogistics issues for not much of a gain (ifany) in overall sales for the brewers. However, if both are willing to

collaborate we can see a resurgence in thiscategory, not by having Canadians drinkmore but them choosing more premiumproducts that deliver more profits foreveryone in the value chain. Cheers! ●

RETAIL COLLABORATION By Jeff Doucette

Beer & Wine At Supermarkets– What’s The Big Deal?What we can learn from Ontario’s roll-out of beer at grocery stores.

Jeff Doucette is the founder of “Field Agent Canada” a smartphone driven audit service that is revolutionizing how retail audits and mystery shops are completed in Canada. He can be reached at [email protected]

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ContentsWelcome Message

General Information

Board of Directors

Associate Members’ Council

CFIG Staff

Sponsor Acknowledgement

Detailed Program

Workshops

Speakers’ Spotlight

Trade Show Floor Plan

Exhibitors by Booth Number

Exhibitors by Company

Exhibitors by Product Category

Advertisers’ Index

This year’s show theme is “Connect. Innovate. Differentiate.”

There’s no other grocery show in Western Canada that

will offer attendees more opportunities to get insights and

innovations to help your business succeed than Grocery &

Specialty Food West.

From the Sunday night Steamworks’ kickoff party to the

morning workshops and trade floor demos, the two-day

conference and trade show offers opportunities to network

and connect with grocery retailers and manufacturers, from

across Canada.

Be sure to check out the new pavilions this year focused

on high growth categories such as artisanal, gourmet, and

local.

Also new this year is our VIP Retailer program that invites even more retailers

from the bourgeoning areas of specialty and health.

We’re excited to announce that exhibitors will also have the option to offer trade

show specials to further drive partnerships and collaboration.

There are plenty of opportunities for both retailers and manufacturers to have

more discussion.

I look forward to seeing you at the GSF show!

Sincerely,Dave Powell, 2015-2016 ChairCanadian Federation of Independent GrocersPowell’s Supermarket Ltd.

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Welcome to…Grocery & Specialty Food West 2016!

2016 SHOW GUIDE

GFS Annual Conference & TradeShow organized by:The Canadian Federation of Independent Grocers

105 Gordon Baker Rd., Suite 401, North York, ON M2H 3P8

Tel: 1-800-661-2344

Email: [email protected]

Website: www.cfig.ca

Twitter: Follow us @CFIGFCEI

OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 3#GSFShow16

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2016 SHOW GUIDE

Conference & Trade Show Attire

Business Casual

Badge Colours

Red Retailers/WholesalersGreen Manufacturers/Suppliers/VisitorsBlue ExhibitorsGrey Media

Attendee Registration

Registration Desk Vancouver Convention Centre East

Sunday, April 12 8:00am-6:30pmMonday, April 13 7:00am-6:30pmTuesday, April 14 7:00am-3:30pm

Self Check-in

Self Check-In Kiosk onsiteVancouver Convention Centre East

Saturday, April 2nd, 2016 1:00pm - 5:00pmSunday, April 3rd, 2016 8:00am - 6:30pmMonday, April 4th, 2016 7:00am - 6:30pmTuesday, April 5th, 2016 7:00am - 3:30pm

Future Event

Grocery Innovations Canada 2016 Monday, October 17 & Tuesday, October 18, 2016Toronto Congress Centre North Building – Toronto, ON

www.GroceryInnovations.com

General InformationMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

Connect.Innovate.Differentiate.

OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 5

#GSFShow16 #GSFShow16

2016 SHOW GUIDE

Joe Longo*HONORARY PAST CHAIRLongo Bros. Fruit Markets Inc.Vaughan, ON

Dan BreggBuy-Low FoodsCalgary, AB

Shannon FornerValu-Plus FoodsKeremeos, BC

Laurie Jennings Masstown MarketMasstown, NS

Jeffrey MinKorea Food Trading/GalleriaSupermarketVaughan, ON

CFIG is governed by a Board of Directors elected from the membership and reflecting a regional distribution. A national office consisting of the Presidentand staff implement the federation’s operations in a manner consistent with the policies established by the Board. The Board and the President alsoreceive ongoing input from advisory committees consisting of members across Canada.

CFIG Board of Directors

Co-operation and communication between supplier and retailer have become increasingly important in grocery retail. CFIG’s Associate Members’ Council has, in turn, become more integral to the direction of the federation as a whole. The Associate Members’ Council is a group of senior executives representing a variety of Canadian grocery product companies. The AMC meets quarterly, and provides professional guidance to theBoard of Directors on industry news and trends.

Dave Powell*CHAIRPowell’s Supermarket Ltd.Bay Roberts, NL

Peter Cavin*VICE CHAIRCountry GrocerVictoria, BC

Jim Bexis*TREASURERSun Valley Supermarket Inc.Scarborough, ON

Christy McMullen*SECRETARYSummerhill MarketToronto, ON

Doug Lovsin*MEMBER AT LARGEFreson Bros.Stony Plain, AB

Thomas A. Barlow*PRESIDENT & CEOCFIGNorth York, ON

*EXECUTIVE COMMITTEE

Denis MoncionPembroke, ON

Gary SorensonH.Y. Louie Co. Ltd.Burnaby, BC

Isabelle TasséMarché Tassé (Provigo)Gatineau, QC

Giancarlo TrimarchiVince’s MarketSharon, ON

Tom VeselyWestlock SobeysWestlock, AB

Ron WelkeFederated Co-operatives Ltd.Saskatoon, SK

OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 76 GROCERY & SPECIALTY FOOD WEST — OFFICIAL SHOW GUIDE 2016

Associate Members’ Council

Jim LeishVice President, SalesProcter & Gamble Inc.

Chris PowellVice President, Business DevelopmentTree of Life Canada

Blair RuelensVice President, Customer DevelopmentPepsico Foods Canada

Tom Shurrie Executive Vice PresidentCustomer & General Manager OntarioAcosta Canada

Patrick Simmons Vice President, SalesGeneral Mills

Michel ManseauCHAIRCorporate Vice President, Consumer Sales CanadaKruger Products LP

Scott LindsayPAST CHAIRSr. Vice President, National Sales & Consumer MarketingCoca-Cola Refreshments

Curtis FrankSr. Vice President, Retail SalesMaple Leaf Foods Inc.

Steve FoxSenior Vice President, Customer DevelopmentNestlé Canada Inc.

Stephen KouriVice President, Sales & Trade MarketingSmucker Foods of Canada Corp.

Cheryl SmithExecutive Vice PresidentRetail Sales & Trade MarketingParmalat Canada

Tom SzostokVice President, SalesCampbell Company of Canada

Gary WadeVice President Customer DevelopmentUnilever Canada

Joe WeberSenior Vice President,Retail Dairy SalesSaputo Dairy Products Canada GP

Dean YuzdepskiChief Customer OfficerWeston Bakeries Ltd.

2016 SHOW GUIDE

Thanks to Our SponsorsGrocery & Specialty Food West Would Like to Thank its Sponsors For Their Support

2016 SHOW GUIDE

CFIG Staff

Thomas A. BarlowPresident & CEO

Andrea AlmarzaExecutive /Admin Assistant

Ward HanlonVice President,Industry Relations & Business

Fran NielsenVice President, Finance & Administration

Gary SandsVice President, Public Policy & Advocacy

Laura KnetschDirector, Member Services & Event Operations

Irmeli KoskinenCoordinator, Member Services

Nancy KwonDirector, Communications & Marketing

Alex NielsenManager, Technology & Production

Joe SawagedNational Account Manager

Diana StevensonManager, Conference - Events

Rolster TaylorManager, Sales

David OhAccount Representative

The ABC’s of CFIG Membership: Advocacy. Business support and development. Communication, cost savings and education.

As a member of the Canadian Federation of Independent Grocers (CFIG), a non-profit trade association founded in 1962,

independent, franchised and specialty grocers are equipped for sustainable success. CFIG provides relevant services to support

the needs of its membership.

These services fall within the categories of member services, government industry relations and grocery industry events. Our

Retail services support the education and operations of the independent and franchised grocery operations, while Associate

services provide manufacturers and suppliers greater interaction with the independent marketplace.

Through effective government and industry relations, CFIG improves the business environment for its members. A council of

senior executives from Canadian grocery product companies provides CFIG’s Board of Directors with guidance and insight into

industry issues and trends, which enables CFIG to maximize co-operation and communication between trading partners.

CFIG supports progressive education and business interaction within the grocery industry through its management of two

annual expositions: Grocery & Specialty Food West, held each spring in Western Canada, and Grocery Innovations Canada,

held each autumn in Toronto.

To learn more about the benefits of CFIG membership, contact: 1-800-661-2344 X227Visit www.cfig.ca or visit us at the CFIG booth at Grocery & Specialty Food West (BOOTH # 909)

#GSFShow16 #GSFShow16 OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 98 GROCERY & SPECIALTY FOOD WEST — OFFICIAL SHOW GUIDE 2016

#GSFShow1610 GROCERY & SPECIALTY FOOD WEST — OFFICIAL SHOW GUIDE 2016 #GSFShow16 OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 11

ATTENTION: FULL DELEGATE RETAILERS!!!A TRIP TO GROCERY INNOVATIONSCANADA 2016 IN TORONTO WILL BE DRAWN!Includes: return airfare for one; accommodations during the show and a chance to win the Grand Prize at the event!

Prizes Sponsored by:

2016 SHOW GUIDE

Detailed Program

Sunday, April 3

Networking Events:

9:00am – 1:00pm SUNDAY MARKET TOUR: Store Tours with Harold Lloyd CFIG Retailer full delegate members only – pre-registration required Harold Lloyd leads retailers on a tour with expert insights of a few of Vancouver’s top grocery stores.

Sponsored by:

6:30pm – 8:30pm OPENING RECEPTION: Grocery & Specialty Food West Kick Off Reception THE STEAMWORKS BREW PUB BREWERY - 375 WATER STREET, VANCOUVER, BC

All exhibitors and attendees of Grocery & Specialty Food West are invited to one of Vancouver’s iconic venues, minutes away from the Vancouver Convention Centre.

Sponsored by:

MONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

2016 SHOW GUIDE

Detailed ProgramMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

Trade ShowVANCOUVER CONVENTION CENTRE EAST

11:00am – 4:00pm Trade Show– see trade floor map pages 16-17

KEY PAVILIONS

LOCAL Where all of Western Canada comes together to show thestrength of our homegrown products and services.

GLOBAL & SPECIALTYFind artisanal, specialty, gourmet, global, organic and moreunder one roof.

FIRST TIMERSDiscover innovative products that are new to the grocerychannel and offer fresh ideas.

12:00pm - 1:00pm Top 10 Most Innovative Products Judging

INSIGHTS & INNOVATIONS STAGE Stop by the main stage to find out about new trends, see demos by category specialists and more!

Sponsored by:

1:00pm – 1:30pm Produce session: Get your produce team to upsell with @Freshguru’s Chris Yli-Luoma

2:30pm – 3:00pm Financial session: See the areas of growth and how your business measures up against other retailers with Robert Graybill of FMS.

1:00pm – 2:00pm Best Booth judging (CFIG MEMBERS’ BOOTH #909)

3:15pm – 3:45pm Best Booth Awards

Evening Events(registration required)

6:30pm – 7:15pm Reception PAN PACIFIC VANCOUVER HOTEL – OCEANVIEW SUITES 5-8 Take in the sweeping views that range from Stanley Park, Coal Harbour and the North Shore Mountains to the inner harbour and city.

7:15pm – 9:00pm Dinner & Entertainment PAN PACIFIC VANCOUVER HOTEL – OCEANVIEW SUITES 5-8 Enjoy the Oceanview’s Mystic Experience with Wes Barker, Stunt Magician as seen on America’s Got Talent

Dinner Sponsored by:

Wine & Beer Sponsored by:

Connect. Innovate. Differentiate.

Monday, April 4

Conference Sessions:PAN PACIFIC VANCOUVER HOTEL – CRYSTAL PAVILION

7:15am – 8:00am Breakfast Open to full delegates and Monday conference registrants. Sponsored by:

8:15am – 8:30am President & CEO Message

8:30am – 9:30am Keynote: “Here comes the future! Am I prepared?” Retail expert Harold Lloyd offers a quantitative, self-assessment designed to forecast the future viability of any business. Lloyd’s research and consultative experience has identified 10 key qualifiers which must be

carefully managed by every business to insure its survival.

Sponsored by:

9:30am – 9:45am Kraft Heinz Mix & Mingle Coffee break

Sponsored by:

9:45am – 10:30am Retail Panel Independent retailers from across Canada share their thoughts on the competitive grocery sector, from trends to challenges.

Sponsored by:

DON’T MISS!Grocery Innovations Canada 2016in Toronto, October 17 & 18, 2016Toronto CongressCentre — North Building

www.GroceryInnovations.com


2016 SHOW GUIDE

Detailed Program

2016 SHOW GUIDE

Detailed ProgramMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016


your company’s culture. Must attend for owner/operators, company presidents, and all leaders who want to give their organization the direction it needs to survive and grow in the years ahead. - PACIFIC RIM 1

Sponsored by:

MERCHANDISING & MARKETING WORKSHOP with Meghan Dear & Ashley Good of Localize: How to show and sell local effectively - PACIFIC RIM 2

Sponsored by:

10:00am – 10:45am Concurrent Workshops REPEATED

Trade ShowVANCOUVER CONVENTION CENTRE EAST

11:00am – 4:00pm Trade Show – see trade floor map pages 16-17

KEY PAVILIONS

LOCAL Where all of Western Canada comes together to show thestrength of our homegrown products and services.

GLOBAL & SPECIALTYFind artisanal, specialty, gourmet, global, organic and moreunder one roof.

FIRST TIMERSDiscover innovative products that are new to the grocerychannel and offer fresh ideas.

11:00am – 4:00pm Top 10 Most Innovative Product Winners Displayed

INSIGHTS & INNOVATIONS STAGE Stop by the main stage to find out about new trends, see demos by category specialists and more!

Sponsored by:

Tuesday, April 5

Conference Sessions:PAN PACIFIC VANCOUVER HOTEL – CRYSTAL PAVILION

7:15am – 8:00am Breakfast Open to full delegates and Tuesday conference registrants Breakfast Sponsored by:

8:00am – 9:00am THE INNOVATION CONVERSATION, with Tom Furphy & Kevin Coupe

Twenty-first century change often has the effect of giving business leaders – even the most forward- looking ones – a kind of intellectual whiplash. Just when you think you’ve figured out where things are going – what works and what doesn’t –

something happens to challenge your thinking and turn preconceptions into misconceptions.

Sponsored by:

9:00am – 9:15am Kraft Heinz Mix & Mingle Coffee break

Sponsored by:

9:15am – 10:00am Concurrent Workshops PACIFIC RIM ROOMS 1 & 2

- CRYSTAL PAVILION

POLICY WORKSHOP with Gary Sands, VP Public Policy & Advocacy at CFIG: Update on government policies, credit card fees, retail consolidation labelling, environmental issues all affecting your bottom line.

- CRYSTAL PAVILION

Sponsored by:

LEADERSHIP WORKSHOP with Harold Lloyd: “The Next 3 years: Strategize or Agonize?” This session has a easy- to-understand approach to Strategic Planning and how to make it a part of

1:00pm – 1:30pm Merchandising session: Retail expert Harold Lloyd offers top tips for operating your supermarket successfully. Save money, improve customer service, and learn merchandising ideas so products fly off the shelves!

2:30pm – 3:00pm Trends session: Editor-in-Chief of Western Grocer, Frank Yeo highlights key consumer trends

3:00pm Trade Show Prize Draw – CFIG Booth #909

Sponsored by:

Connect. Innovate. Differentiate.Don’t miss these workshop sessions at theshow to boost your business!

Monday, April 4, 2016 INSIGHTS & INNOVATIONS STAGE – VANCOUVER CONVENTION CENTRE EAST

1:00pm – 1:30pm

Produce session: Get your produce team to upsell with @Freshguru's Chris Yli-Luoma.

2:30pm – 3:00pm

Financial session: See the areas of growth and how your business measures upagainst other retailers with Robert Graybill of FMS.

Tuesday, April 5, 2016

CONCURRENT WORKSHOPS PAN PACIFIC VANCOUVER HOTEL – PACIFIC RIM ROOMS 1 & 2,CRYSTAL PAVILION

9:15am – 10:00am

POLICY WORKSHOP with Gary Sands, VP PublicPolicy & Advocacy at CFIG: Update on government policies,credit card fees, retail consolidation labelling, environmentalissues all affecting your bottom line. - CRYSTAL PAVILION

LEADERSHIP WORKSHOP with Harold Lloyd:“The Next 3 YEARS: Strategize or Agonize?” This session has a easy-to-understand approach to Strategic Planning and how to make it a part of your company’s culture. Mustattend for owner/operators, company presidents, and all leaders who want to give their organization the direction itneeds to survive and grow in the years ahead. - PACIFIC RIM 1

MERCHANDISING & MARKETING WORKSHOP with MeghanDear & Ashley Good of Localize:How to show and sell local effectively - PACIFIC RIM 2

10:00am – 10:45am

Concurrent Workshops Repeated

INSIGHTS & INNOVATIONS STAGE– VANCOUVER CONVENTION CENTRE EAST

1:00pm – 1:30pm

Merchandising session: Retail expert Harold Lloyd offers toptips for operating your supermarket successfully. Save money,improve customer service, and learn merchandising ideas soproducts fly off the shelves!

2:30pm – 3:00pm

Trends session: Editor-in-Chief of Western Grocer Frank Yeohighlights key consumer trends


2016 SHOW GUIDE

Speakers’ SpotlightMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

Appearing at Grocery & Specialty Food West 2016Kevin Coupe“Content Guy,” MorningNewsBeat.com, Author, “Retail Rules! 52 Ways To Achieve Retail Success,” & Co-Author, “The Big Picture: Essential Business Lessons From The Movies”

Kevin Coupe has been a workingwriter all his professional life, and forthe past two decades has been bringingto audiences all over the world a wealthof experience, provocative and contex-tual insights, unique worldview and seri-ous levity about the world of businessand consumers. He is the author of“Retail Rules! 52 Ways To Achieve RetailSuccess,” a guidebook for competingeffectively and efficiently on Main

Street. And he is the co-author, with Michael Sansolo, of “TheBig Picture: Essential Business Lessons from the Movies,”which uses film narratives to teach about leadership, marketingand surviving the workplace.

For more than 13 years, he’s had his own website/blog– www.MorningNewsBeat.com – providing what he calls “busi-ness news in context, and analysis with attitude” to some 30,000subscribers all over the world. An independent survey recentlyranked MNB as the “top industry news and information site.”

Kevin also is an adjunct faculty member of Portland State Uni-versity’s Center for Retail Leadership in Oregon, and has been anoccasional contributor to Forbes.com. In addition to speaking athundreds of conferences in the U.S. and abroad and reportingfrom 45 states and six continents, Kevin has worked as a dailynewspaper reporter, magazine writer and editor, video produc-er, bodyguard, and clothing salesman. He has supervised a win-ery tasting room (happily), run two marathons (slowly), driven arace car (badly), learned to box (painfully) and acted in a major(but obscure) motion picture.

At present, Kevin is working on a sequel to “The Big Picture,”a novel, and a screenplay (that he describes as being a “blackcomedy about forward buying, just-in-time deliveries and slot-ting allowances”).

He is married with three children, and lives in Connecticut.

Chris Yli-Luoma Fresh Consultant

The power of produce in the shop-per’s basket is key to success. Freshconsultant Yli-Luoma first pushed fuzzykiwis in the 80s and discovered the pro-duce biz. She focuses on promotionsand marketing for retailers and con-sumers. What works? Solid in-storemerchandising and promotions, socialmedia and marketing campaigns integrated with sales acrossmultiple levels. Working with distributors, wholesalers, grocers,and marketing agencies she knows the best ideas come fromthe ground up. Find her @freshguru

Tom FurphyCEO, Consumer Equity Partners

Tom is CEO and Managing Directorof Consumer Equity Partners, a ven-ture capital, incubator and venturedevelopment firm in Seattle, WA thatis building companies and capabili-ties to drive the next generation ofconsumer marketing and com-merce. Tom’s last corporate role wasat Amazon.com as Vice President,Consumables and AmazonFresh,where he was responsible for build-

ing and running the company’s Grocery, Health & Beauty andAmazonFresh businesses.

Prior to Amazon, Tom was the founder and CEO of Notiva,a Software-as-a-Service collaboration platform for retailersand their suppliers to manage business-to-business transac-tions. Before being sold to Oracle, Notiva was conductingover $100 million per day in manufacturer-to-retailer busi-ness for a wide range of manufacturers and retailers.

Tom broke into retail through various senior managementroles at Wegmans Food Markets, one of the most highlyregarded grocery retailers in the world.

Meghan DearCEO, Localize

Meghan Dear has a passion for thestories behind our food. As a profession-al agriculturalist, Meghan has taken herinterest in food information into the gro-cery store aisles. Meghan Dear is thefounder of Localize (www.localizeyour-food.com), a business which is develop-ing a unique set of consumer information tools that improvethe transparency of where food products have come from,and how they have been produced.

Meghan has traveled the world exploring the best prac-tices behind local food production, marketing, and sales oflocal food in grocery stores. In 2015 Meghan was named aStar Woman of Grocery by Canadian Grocer Magazine. Sheis the winner of the Alberta TEC Venture Prize, the BestSocial Business Case at the Social Enterprise World Forum,and was a 2014 and 2015 RBC Impact Entrepreneur.

She has a degree in Biology and Agriculture, and is anaccredited Professional Biologist. Meghan has worked in avariety of food and agriculture sectors, including farming acommercial vegetable farm in Alberta, working for the Alber-ta Research Council in Crop research, developing municipalfood policies with the Edmonton Food

Council, and working internationally to deliver food secu-rity programs and to develop better agriculture marketingsolutions in the developing world.

2016 SHOW GUIDE

Speakers’ SpotlightMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

Ashley GoodOperations & Innovations Manager, Localize

Before joining Localize to lead theToronto office, Ashley worked in Cairowith the United Nations Environment Pro-gramme, as a management consultant inVancouver, and with Engineers withoutBorders Canada in Sub-Saharan Africa ontheir food and agriculture team.

In 2010, Ashley founded the consult-ing firm Fail Forward, and since hasworked with over 100 organizations topromote organizational cultures where

learning and innovation thrive. For this, she was recognized byHarvard Business Review and McKinsey as the prestigious recip-ient of the Innovating Innovation Award.

Ashley is a contributor to the Globe and Mail Leadership Lab,Public Sector Digest, and World Economic Forum Agenda. Herinnovation work has received coverage in a wide range of mediaand news outlets, including National Post, The Globe and Mail, CBCRadio and Television, The New York Times, and Fast Company.

She is delighted to be able to combine her passion for foodand agricultural systems with her experience building systemsand cultures of innovation in her role with Localize.

Harold LloydHarold Lloyd Presents

Not many businesses survive for 25years. Harold Lloyd Presents has. Andaccording to Harold, it seems just likeyesterday when he flew to Memphis,Tennessee for his first presentation.

Harold’s passion for teaching perme-ates his presentations. Over the years,he has created 30 top rated seminarsand written two Amazon.com ‘5 Star’ rated books; Am I theLeader I Need to Be? and It’s About Time. He has been a fea-tured presenter at the food industry’s most prestigious con-vention for two decades.

Harold is a graduate of the Wharton School at the Universityof Pennsylvania and holds an MBA with honors from the Univer-sity of Chicago. He has been the president of a company with1000 employees and 14 stores and was a franchisee of a 3-unit,award-winning family restaurant group. Harold is a proud fatherof 3 and lives in Virginia Beach, VA with his wife, Deanna.

Harold has said, “I’d rather see the audience taking notesthan to hear their applause.” This remark speaks to his intensedesire to make a meaningful connection with his audience,which is his ultimate objective.

Wes BarkerStunt Magician

Wes Barker’s show features magic,comedy, and amazing stunts. His creditsinclude 27 million views on YouTube andnumerous TV appearances includingAmerica’s Got Talent.

Gary Sands Vice President of Public Policy &Advocacy, Canadian Federation ofIndependent Grocers

Gary Sands is Vice President with CFIGand has been with the association for 15years. Gary has worked at the politicallevel of all three levels of government asa Chief of Staff. He is also currently Chairof the Small Business Matters Coalition, composed of 21 nationaltrade associations.

Robert Graybill President & CEO, FMS

Robert Graybill, CPA, joined FMS in2000, and has over 20 years of experi-ence in the retail grocery industry. Cur-rently, Robert leads the FMS team inmeeting their goal of helping retailers tosucceed through benchmarking, bestpractices, and decision support.

Robert spent 9 years working withA&P serving in various positions includ-ing, Director of Pricing, Group Account-ing Manager, Inventory Control Manager

and store operations. Prior to joining A&P, he worked for a localindependent grocer in the Baltimore market. He has authoredthe FMS/N.G.A. Independent Grocers Survey and FMI’s AnnualFinancial Review. He has also served as a speaker at the N.G.A.Financial Symposium, N.G.A.’s annual conferences, FMI’s Interna-tional Food Show, The MIDA show as part of the Puerto RicanGrocers Association and various state association and wholesalefood shows. In addition, he has taught at the IGA Coca-ColaInstitutes Supermarket Management Program, which servesboth domestic and international retailers. Robert holds an MBAfrom the Executive Program at Loyola University Maryland andhas completed the N.G.A. Executive Management Program atCornell University.

Frank YeoEditor-in-chief, Western GrocerMagazine

Frank Yeo is the publisher and editorof Western Grocer magazine, now cele-brating its 100th anniversary. He alsoserves as president of Mercury Publica-tions, a Winnipeg based publishing com-pany specializing in the food, beverageand hospitality industries with additional titles such as WesternRestaurant News, C-Store Canada, Votre dépanneur, Health andWellness Retailer, Western Hotelier, Eastern Hotelier, WesternFood Processor and Bar and Beverage Business.

#GSFShow1616 GROCERY & SPECIALTY FOOD WEST — OFFICIAL SHOW GUIDE 2016

2016 SHOW GUIDE

2016 Floor PlanMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

#GSFShow16 OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 17

Exhibitors by Booth Number

PAVILIONS: Local

Global & Specialty

First Time

HALL B & C

Location Name Booth Number

A. Lassonde . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .701Acosta Sales & Marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1300Action Retail Outfitters, Western Canada’s Best Store Fixtures Inc. . . .705Advantage Solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1101Agropur Dairy Cooperative . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .920Amerlux . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .805Arneg Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1100Associated Grocers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1109Atlantic Stainless Fabricators LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . .1203Aurora Importing & Distributing Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . .505Bee Maid Honey Limited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1004Bizerba Canada Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1105Bosa Foods . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1009Boxmaster . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .907Brencar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .905Burnac Produce Limited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .900Burnbrae Farms Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1204Campbell Company of Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1108Canadian Federation of Independent Grocers . . . . . . . . . . . . . . . . . .909Canadian Food & Grocery Industry Guide . . . . . . . . . . . . . . . . . . . . . . .518Canadian Lamb Company . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .706Cavendish Farms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .605CHEP Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .804Chosen Foods LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1421Clark Freightways . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1401CMR Home Entertainment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .618Coca-Cola Refreshments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .901Cool King Refrigeration Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .619Culligan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1413Dairy Farmers of Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1315Dana Industries Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .414Dart Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1120DC Payments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .722Digi Canada Incorporated . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .620Dion’s Herbs & Spices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1209Distribution Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .406Double D Beverage Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11Etalex Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .410Fazio Foods International Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1410Federated Insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .404FMS Solutions Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1106Food Distribution Guy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1206General Mills . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1215Grainworks Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .415Greenfield Natural Meat Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1720Grocery Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .603GS1 Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .315Hanes Hummus . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1712Heatcraft Kysor/Warren . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .500Howell Data Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .801Hussmann Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .700I.D Foods Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .914Ideon Packaging . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .501Iridia Medical . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .417Ishida Canada Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1220Italpasta Limited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1742JD Farms Specialty Turkey . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .709K.B. Honey/Western Sage Honey . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1021Ketchum Manufacturing Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .918Keurig Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1119Kraft Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .915Kruger Products L.P. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .815Lakeview Farms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .601Loblaw Companies Limited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1001Localize Services Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .309Macdonalds Consolidated . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .809Maple Leaf Foods . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1115Miwe Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .823Mojo Jojo Pickles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9Mondelez Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1015Nestle Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .615New Zealand Trade & Enterprise . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .507Nimbus Water Systems Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .523North American Produce Buyers Limited . . . . . . . . . . . . . . . . . . . . . .1403Novolex . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .904OK Frozen Dough . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1006Old Country Seeds - Franchi Seeds Canada . . . . . . . . . . . . . . . . . . . . .310Old Dutch Foods LTD . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1005Paradise Island Foods Inc./ Bothwell Cheese Inc. . . . . . . . . . . . . . . .1419Park’s Bread ‘N’ Buns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .311Parmalat Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .514Praxair Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .419Procter & Gamble Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .800Quicklabel Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1201Rational Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .508RiverFresh Wild BC Seafood: Haida Wild Seafood . . . . . . . . . . . . . . . .411Sabra Canada Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .400Salish Sea Foods LP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .312Saputo Dairy Products Canada GP . . . . . . . . . . . . . . . . . . . . . . . . . . . .908Sellers Publishing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .819Source of Life Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1415Sun-Rype Products Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1008Sunshine Pickles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1708The Grocery People Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .711Tree of Life Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .806Troika Foods (2000) Limited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1417Trumps Food Interest Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .506Unilever Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .609Unitex Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .718Van-Whole Produce . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1730VARAVOOT INDUSTRY LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .821Vitala Foods . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .423Western Grocer Magazine . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1219Weston Foods LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .715Zorba’s Greek & Mediterranean Foods . . . . . . . . . . . . . . . . . . . . . . . . .308


2016 SHOW GUIDE

A. Lassonde 701170-5th AvenueRougemont, PQ J0L 1M0P: [email protected] Lassonde, our vast array of brands offers amultitude of quality products. We are proudthat they are part of your everyday life.

Acosta Sales & Marketing 1300#100-9440 202 Street, Langley, BC V1M 4A6P: 604.881.1414F: 604.881.1092www.acosta.comMajor Grocery Brands from: Baking, FrozenPizza,Dry Goods, Household Products, Personal Care, Jams, Condiments, Beverages,Natural and Specialty Products.

Advantage Solutions 1101#115, 7455-132nd Street, Surrey, BC V3W 1J8P: 604.572.8686F: 604.572.6006www.asmnet.comAdvantage Solutions represents brands fromdry goods, frozen, condiments, beverages,personal care, household, baking , confec-tionary, seafood and breakfast foods.

Agropur Dairy Cooperative 9204600, rue Armand-Frappier St-HubertLongueuil, QC J3Z 1G5P: [email protected] Cooperative is an important playerin the North American dairy industry with animpressive roster of well-known brands andproducts, including Natrel, Québon, OKA.

Amerlux 805178 Bauer Dr. Oakland, NJ 07436P: 973-464-2363F: [email protected] designs and manufactures energy-efficient, architectural-grade lighting solu-tions that utilize the latest in light source andelectronic ballast technology, for the retailand commercial markets.

Associated Grocers 11097100 44th Street SE, Calgary, AB T2C 2V7P: 403.236.6300F: 403.236.3969ian_dickson@associatedgrocers.cawww.associated-grocers.comAssociated Grocers “Home to the Independent” a Division of Buy-Low Foodsis a FULL SERVICE wholesale to leadingIndependent Retailers in BC, AB & SK.

Aurora Importing & Distributing Ltd. 505815 Gana CourtMississauga, ON L5S 1P2P: 905.670.1855F: [email protected] www.auroraimporting.comAurora imports and distributes an expansive range of Mediterranean foodsthat include oil, salt, pasta, tomatoes andrisotto, as well as Heritage brands Basso,Perugina and Loacker.

Bee Maid Honey Limited 1004625 Roseberry Street, Winnipeg, MB R3H 0T4P: 204.786.8977F: [email protected] supplier of 100% pure Canadian honeyfor over 60 years.True source,SQF andHAACP certified we are the preferred honeyof Canadian Retailers!

Bosa Foods 10091465 Kootenay Street, Vancouver, BC V5K 4Y3P: 604.253.5578F: [email protected] Foods offers the finest products found in the Mediterranean diet and Italian culture. We import the finest quality Italian Specialty Foods

Burnac Produce Limited 90080 Zenway BlvdVaughan, ON L4H 3H1P: [email protected] of Canada’s largest importers of freshfruits & vegetables. A leader in innovationwith a large global reach. Facilities are BRC & Organic certified.

Burnbrae Farms Ltd. 1204RR #1, 3356 County Road No. 27, Lyn, ON K0E 1M0P: 613.345.5651 F: [email protected] a family owned company that sells eggs andegg products to major grocery store chains,food service operations and bakery/industrial customers throughout Canada.

Campbell Company of Canada 110860 Birmingham Street Toronto, ON M8V 2B8www.campbellsoup.comThe company makes a range of productsfrom soups and simple meals to snacks andhealthy beverages, including PepperridgeFarm, V8, Prego, Pace and Plum.

Canadian Food & Grocery Guide 5184917 Prospect Ave., Victoria BC, V9E 1J5P: 250.708.0427 F: 250.708.0429david@contactcanada.comwww.contactcanada.comPublishers of print and online B2B industryguides on the food, grocery, natural health,seafood and food processing industries.

Canadian Lamb Company 706Orchard Park, 5420 Hwy 6 NorthGuelph, ON N1H 6J2P: 519.823.2200 F: [email protected] America’s only assortment of federal-ly approved value-added lamb products.Lamb burgers, meatballs, kabobs, breakfastand dinner sausages. CFIA, USDA and Halalapproved. 100%

Cavendish Farms 605 1551 Weston Road, Toronto, ON M6M 4Y4P: 403.585.3816Frey.fred@cavendishfarms.comwww.cavendishfarms.comCavendish Farms are potato experts andCanada’s #1 retail producer of consumer preferred potato products - differentiatedand targeting all potato segments and meal occasions.

CHEP Canada 8047400 East Danbro CrescentMississauga, ON L5N 8C6P: 905.790.2437 F: 905.789.4279www.chep.comCHEP is a global leader in pallet & container pooling services, serving customers primarily in consumer goods,fresh produce, general manufacturing, aerospace and chemical industries.

Exhibitors by CompanyMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

= CFIG Member

= Show Special


2016 SHOW GUIDE


Chosen Foods LLC 14211747 Hancock St Suite ASan Diego, CA 92101P: [email protected] Foods produces healthy nutrientdense and low sugar products. We are passionate about introducing people to lifechanging benefits of healthy cooking andclean eating.

Clark Freightways 140135 Burbidge StreetCoquitlam, BC V3K 5Z2P: 604.472.2130F: 604.472.2135info@clarkfreightways.comwww.clarkfreightways.comClark Freightways has been delivering dry,temperature controlled and frozen merchandise to over 600 communitiesthroughout British Columbia, since 1957.

Coca-Cola Refreshments Inc. 901335 King Street East Toronto, ON M5A 1L1P: 416.424.6115F: 416.424.6182

Culligan Water 14132153 192nd Street Surrey BC, V3Z 3X2P: [email protected] Water distributes 15 ltr and 18 ltrwater to the retail market.

Dana Industries Inc. 414109 Woodbine Downs Blvd., Unit 1Toronto ON, M9W 6Y1P: 416.798.0880F: 416.798.4114rderose@danaindustries.comwww.danaindustries.comShelf Talkers, Dana Dimensionals™, Pre-printedSign Holders, iQDanalytics™, Dana iQBeacons™,Data Strips, Clips, Wobblers, Blinkers, iQtalkers®, iQVirtual Stores™, and more!

Dart Canada Inc. 11202121 Markham Road, Toronto, ON M1B 2W3P: 416.293.2877F: [email protected] www.solocanada.comDart Canada Inc. is the leading supplierof single-use plates, bowls, cups and cutlery under the well-known Solo® andDart® brands.

Digi Canada Inc. 62087 Moyal Court, Concord, ON L4K 4R8P: 905.879.0833 F: [email protected]

Distribution Canada Inc. (dci) 4063425 Harvester Road, Suite 102Burlington, ON L7N 3N1P: 905.681.3933 F: 905.681.0314sharon@distributioncanada.cawww.distributioncanada.caDCI is a national organization of independentgrocers that fosters collaborative selling relationships between its shareholders, manufacturers and key stakeholders in theCanadian grocery industry.

DD Beverage Co. 11#2 – 15621 Marine Drive White Rock, BC V4B 1E1P: 604.999.3050 F: [email protected] Beverage Co. owns and distributes BeaverBuzz Energy (11 years of proven longevity),and Sin City Soda (premium craft soda).

Federated Insurance 404P.O. Box 5800255 Commerce Dr.Winnipeg, MB R3C 3C9P: 800.665.1934 F: [email protected] Insurance offers customized insurance solutions designed for the grocerystore industry, featuring industry leading coverage such as Product Recall, Transit,Computerized Equipment and Infestation.

FMS Financial Management Systems Ltd. 11068028 Ritchie Highway, Suite 212Pasadena, MD 21122P: 877.435.9400F: 410.761.9237fmssolutions.comFMS provides accounting, payroll, best practices, benchmarking, time and attendancesolutions, and more to independent grocers.

Food Distribution Guy 12062785 Lindholm Cres.Mississauga, ON L5M 4P7P: 416.768.7648richard@fooddistributionguy.comwww.fooddistributionguy.comWe work with our clients to assist them inachieving retail distribution in Canada’s grocery sector and the US market.

General Mills 12153100, 6060-90 Ave SE, Calgary, AB T2C 5B7P: 403-203-5958F: 403.279.2903caroline.harrison@genmills.comwww.generalmills.caServing the World by Making Food People Love. Join us to see new productsfrom the makers of Cheerios™ Nature Valley™ and Liberte®

Grainworks, Inc. 415Box 30, Vulcan, AB T0L2B0P: 800.563.3756F: [email protected] carry certified organic grains, beans,flours, flakes, mixes and baking ingredients.Some products are grown on our farm.

Grocery Business 6031829 Queen Street East Toronto, ON M4L 3X6P: [email protected] www.grocerybusiness.ca Canada’s best read grocery publicationreaching over 19,000 subscribers.A better reach – a better read – a better value!

GS1 Canada 3151500 Don Mills Road, Suite 800Toronto, ON M3B 3L1P: 416.510.8039F: 416.510.1916www.gs1ca.orgGS1 Canada™ is a member of GS1, the world’sleading supply chain standards organization.As a neutral not-for-profit organization, GS1Canada helps Canadian business.

Halo Metrics Inc. 1021183-21300 Gordon WayRichmond, BC V6W 1M2P: 604.273.4456F: [email protected]

Hanes Hummus 6Box 402Saskatoon, SK S7K 3L3P: [email protected] Hummus is paving a new way forhummus, with unique recipes and outstand-ing quality. Come experience the holy grail ofhummus for yourself.

2016 SHOW GUIDE



Heatcraft Kysor/Warren 5005201 Transport Blvd., Columbus, BCP: 800.866.5596www.kysorwarren.comKysor/Warren is a leading brand of refriger-ated display cases and refrigeration systemsfor supermarkets throughout North Americafrom Heatcraft Worldwide Refrigeration.

Howell Data Systems 8011 – 2616 16 Street NE Calgary, AB T2E 7J8P: 800.410.6871sales@howelldatasystems.comwww.howelldatasystems.comHDS has been developing and implementingPoint of Sale Solutions, enterprise manage-ment solutions, POS integrated deli scales,DVR and Digital Menu boards for 25 years.

Hussmann Canada Inc. 7005 Cherry Blossom Road, Bldg 1, Unit 3, Cambridge, ON N3H 4R7P: 519.653.9980 F: [email protected] enables excellence in food retail-ing with merchandising and display equip-ment, refrigeration

Ideon Packaging 50111251 Dyke Road Richmond BC, V7A0A1P: 604.524.0524 F: [email protected] Full Colour Digital Printed POP Displays, Corrugated Shipping Containers,Folding Cartons, Retail Packaging alongwith Packaging Automation and ProductInspection Equipment Sales.

I-D Foods 914108-137 Glacier St., Coquitlam BC, V3K 5Z1P: 604.942.6022 F: [email protected] Canadian full-service distributor & importer of specialty food products, servicing retailers in all channels. Brandsinclude Maille, Blue Dragon, Delverde,Bahlsen, Wasa, Cattleboyz & more.

Iridia Medical 4171644 West 3rd Avenue Vancouver, BC, V6J 1K2P: 604.685.4747 F: [email protected] www.iridiamedical.comIridia Medical provides tools to save lives.Since our start in 1998, we have become aleading distributor of Automated ExternalDefibrillators (AEDs).


Ishida Canada Inc. 122012692 82nd Avenue Surrey, BC V3W 3G1P: 778.578.2928 F: [email protected]

Italpasta Limited 1743116 Nuggett CourtBrampton, ON L6T 5A9P: 905.792.9928 F: [email protected] in 1989, Italpasta creates premium pasta using only 100% #1 Canadiandurum semolina and offers imported products that help create authentic Italianinspired meals.

JD Farms Specialty Turkey Ltd. 70924726 52 Avenue, Langley, BC V2Z 1E2P: 604.856.2431 F: [email protected] Farms Specialty Turkeys are fed a naturaldiet of grain, vitamins & minerals without anyantibiotics or animal by-products.

Jones Food Store Equipment Ltd. 7002896 Norland Av.Burnaby, BC V5B 3A7 P: [email protected] Food Store Equipment provides equip-ment, refrigeration system design, installa-tion, service and energy solutions for small tolarge footprint supermarkets, warehouses,liquor stores and more.

Ketchum Manufacturing Inc. 9181245 California Avenue Brockville, ON, K6V 7N5P: 613.342.8455 F: [email protected] manufacturer of custom Retail &Grocery Merchandising Products includingshelf dividers, danglers, channel strips, pricetags, sheet protectors, clings, merchandisingstrips and more.

KraftHeinz Canada Inc. 91595 Moatfield Drive, Toronto, ON M3B 3L6P: 416.441.5000F: 416.441.5633kim.allison@kraftheinzcompany.comwww.kraftheinzcompany.com

2016 SHOW GUIDE


Kruger Products LP 815200 - 19001900 Minnesota Court Mississauga, ON L5N 5R5P: 905.812.6900 F: 905.812.6910reception@krugerproducts.cawww.krugerproducts.caKruger Products is a leading Canadian Manufacturer and Distributer of tissue andpaper products for consumer in-home andcommercial away-from-home use.

Lakeview Farms 601229 E 2nd StreetDelphos, OH 45833P: 1.800.755.9925 F: 419.695.9900erniewilliams@sympatico.cawww.lakeviewfarms.comLakeview Farms offer refrigerated dessertsunder Lakeview and Seno Rico brands, LayeredDips under Luisa’s - Seafood Dips “Salads ofthe Sea” Canadian bilingual packaging.

Maple Leaf Foods 11155440 1st Street SWCalgary, AB T2H 0C8www.mapleleaffoods.comMaple Leaf Natural Selections and SchneiderCountry Naturals are great tasty productsthat consumers feel confident servingbecause they are crafted with quality natural ingredients.

Mojo Jojo Pickles 92 11011 – 124 St., Edmonton, AB TM5 0J6P: [email protected] of Canada’s largest importers of freshfruits & vegetables. A leader in innovationwith a large global reach. Facilities are BRC & Organic certified

Mondelez Canada Inc. 10152660 Matheson Blvd. East, Mississauga, ON L4W 5M2P: [email protected] our booth to learn more about Mon-delez International and our exciting 2016product innovations, powerful and engagingmerchandising materials and our dynamicmedia advertising.

Nestlé Canada Inc. 61525 Sheppard Ave. W.North York, ON M2N 6S8 P: 416.218.3030 F: [email protected]é Canada provides food and beveragesfor every occasion and stages of life, helpingCanadians live healthier and happier lives.

Nimbus Water Systems Inc. 523112 Oakdale Road Toronto, ON M3N 1V9P: 800.508.7125steve@nimbuswatersystems.comwww.nimbuswatersystems.comFull Service to all makes and models of waterequipment. Best range of equipment andoptions for Vended and Store Use. Purchase and Revenue Share.

North American Produce Buyers Limited 1403165 The Queensway Suite 336Toronto, ON M8Y 1H8P: 416.255.4436F: [email protected] are importers of high quality fresh produce. We specialize in grapes and stonefruit from Chile.

OK Frozen Dough 10064145 Spallumcheen Place, Armstrong, BC V0E 1B6P: [email protected] Frozen Dough has been supplying theWestern Canadian grocery industry a widevariety of consistent, quality, frozen breadsand rolls for over 21 years.

Old Country Seeds – Franchi Heirloom Seeds Canada 310BOX # 8106-4480 West Saanich Rd.Victoria, BC V8Z 3E9P: [email protected] sell heirloom, organic and hybrid Italianseeds from the world’s oldest seed house still run by the founding family, FranchiSeeds, which was established in 1783.

Old Dutch Foods Ltd. 1004100 Bentall St Winnipeg, MB R2X 2Y5 P: 204.632.0249F: 204.632.7016www.olddutchfoods.comAll Natural Old Dutch Potato, Double DutchRidgies, Dutch Crunch Kettle Cooked, Arriba and Restaurante Tortillas.



-

TASTE THE FEELING™

fi

335 King St. East | | M5A 1L1 [email protected] | 416.424.6010

®/™ Coca-Cola Ltd., used under license.

#GSFShow16 OFFICIAL SHOW GUIDE 2016 – GROCERY & SPECIALTY FOOD WEST 25#GSFShow1624 GROCERY & SPECIALTY FOOD WEST — OFFICIAL SHOW GUIDE 2016

Paradise Island Foods / Bothwell Cheese 14196451 Portsmouth RdNanaimo, BC V9V 1A3P: 800.889.3370 F: [email protected]/bothwellcheese.comNatural Cheese produced with 100% Canadian Milk.

Parks’s Bread ‘N’ Buns 3114 – 1455 Brigantine Drive Coquitlam, BC V3K 7C2P: 604.777.2824 F: [email protected] www.innospecialtyfoods.com Inno Specialty Foods specializes in creating delicious organic and non-GMOsnacks that you can feel good aboutputting into your body.

Parmalat Canada Inc 5141939 Centre Avenue SE Calgary, AB T2E 0A8P: 403.221.8453 F: [email protected] Canada is a leading producer ofmilk and dairy products. Our brands includeBeatrice, Lactantia, Astro, Black Diamond,Balderson ,Galbani and President .

Praxair 4191470 Derwent Way Delta, BC V3M 6H9P: 604.527.0710 F: [email protected] is a world leader in Modified Atmosphere Packaging Gases to extendproduct shelf life and Quick Freezing using Cryogenic Gases.

Procter & Gamble 8004711 Yonge Street, Toronto, ON M2N 6K8P: [email protected] enabling more hair washed/condi-tioned/styled. Gillette ProShields perfectingthe shaving experience. Always making 100%leak-free weeks possible. Tide giving theshelf of the future.

Quicklabel Systems 12013505 Isabelle Ste O, Brossard, QC J4Y 2R2P: [email protected] Systems is a leading manufactur-er of full-color digital label barcode printersthat allow businesses to “print your ownlabels” on-demand, just in time.

2016 SHOW GUIDE


2016 SHOW GUIDE


RATIONAL Canada 5082410 Meadowpine Blvd. Suite 107Mississauga ON, L5N [email protected] SelfCookingCenter® 5 Senses -the only intelligent cooking system that senses,recognizes, thinks ahead, learns from you,and even communicates with you.

Sabra Dipping Co. 40055 St.Clair Avenue, West, Toronto, ON M4V 2Y7P: [email protected] by flavours from around the globe,Sabra’s dips are authentic and made with thefreshest ingredients and most deliciousspices. With Sabra’s amazing range.

Salish Sea Foods LP 312820 Shamrock Pl, Comox, BC V9M 4G4P: 250.339.6412 F: [email protected] Sea Foods offers a variety gourmetsmoked salmon products, marinated salmonskewers/portions and live BC shellfish.

Saputo Dairy Products 908Canada GP 6800 Lougheed Hwy, Burnaby, BC V5A 1W2P: 604.420.6611 F: 604.444.7303www.saputo.comManufacturer & distributor of a vast range offluid & cultured dairy products, and cheeses.Some of our brands include Dairyland,Milk2Go, Armstrong & Alexis de Portneuf.

SELLERS PUBLISHING 81910620 Young Street Richmond Hill, ON L4C 4H0P: [email protected] band cards provides small space solution GREETING CARD programs. Vendormanaged. High productivity-generating over$800 gross profit per/ft in grocery storesacross Canada!

Sun-Rype Products Ltd. 10081165 Ethel Street, Kelowna, BC V1Y 2W4P: 250.470.6442 F: [email protected] is a Canadian juice & fruit snack company located in BC’s Okanagan Valley.We’ve been providing families with a widerange of quality fruit based products since 1946.



Product

of CanadaProduct of China & Canada

Proudly Owned by Canadian Beekeepers

The front label may say “Canada No. 1”, but it’s the back label that tells the whole story. Read carefully, and know what’s really in your bottle. BeeMaid Honey is produced to the highest standards, and always 100% Canadian. Choose Canadian. Choose BeeMaid.beemaid.com/choosecanadian

How much Canadian honey is

in your bottle?

Read the back label.


2016 SHOW GUIDE


The Grocery People Ltd. 71114505 Yellowhead Trail NWEdmonton, AB T5L 3C4P: 780.447.5700 F: [email protected] service wholesaler, backed by FederatedCo-operatives Limited, that’s solely committedto family owned and operated retailers andtheir communities across Western Canada.

Troika Foods (2000) Ltd 141714, 41 Broadway Blvd Sherwood Park, AB T8H 2C1 P: 780.467.1121 F: [email protected] based, CFIA approved companyoffering wide array of products includingfilled pasta like tortellini, ravioli, cannelloniand sauces and traditional cabbage rolls.

Trumps Food Interests Ltd. 506646 Powell Street Vancouver, BC V68 1H4P: 604.732.8473F: [email protected]

Trumps offers a range of dessert solutionsincluding bars, cookies, loaves,high end individual desserts, cakes, tarts & our shelf-stable snack – Slims Dessert Crackers.

Unilever Canada 609160 Bloor Street East, Suite 1400 Toronto, ON M4W 3R2P: 1.800.387.0691www.unilever.caUnilever meets everyday needs for nutrition,hygiene and personal care with brands thathelp people feel good, look good, and getmore out of life.

Unitex 718102-30720 Simpson RdAbbotsford, BC V2T 6C7P: 604.855.1850F: [email protected], we offer quality merchandise &exceptional service, specializing in the GroceryIndustry. Company Uniforms,CorporateApparel, Promotional speciality items. When image counts…count on us.

Van-Whole Produce 1730830 Malkin AveVancouver. BC V6A 2K2P: 604.251.3330F: 604.251.3691info@vanwhole-produce.comwww.vanwhole-produce.comVan-Whole Produce sources, purchases and delivers over 400 varieties of freshfruits and vegetables to more than 1,300ethnic and traditional produce marketsthroughout Canada.

Varavoot Industry 821294 Moo 7 Salchaorongthong Wiseschaichan, Angthong, Thailand 14110 P: 663.563.1305F: [email protected] www.varavoot.comVaravoot Industry are manufacturer of rice flour, glutinous rice flour and battermixed flour from Thailand. We also supplytapioca starch and tapioca pearl.

Vitala Foods 4231336 Sumas WayAbbotsford BC, V2S 8H2P: 604.557.1486F: [email protected] local, natural and traceable dairy and egg products including free-run,100% vitamin D Omega 3 eggs, traceablemilk and all natural yogurt .

Western Grocer Magazine 12191313 Border Street Unit#16 . Winnipeg, MB R3H 0X4P: 800.337.6372F: 204.954.2057rbradley@mercurypublications .cawww.westerngrocer.comWestern Grocer Magazine is proud to be celebrating 100 years of serving the groceryindustry in the west!

Weston Foods Canada Inc. 715400 – 5920 Macleod Trail S.W.Calgary, AB T2H O2KP: 403.259.1500www.westonfoods.ca Your fresh start with innovative ideas andtop brands: Country Harvest, D’Italiano,Wonder, Oroweat and Ready Bake in–storeexperts for frozen dough, pies, cakes.



Accounting/Financial Services Federated Insurance

Advertising / Media/ Marketing ProgramsCanadian Food & Grocery Guide Dana Industries IncFood Distribution GuyGrocery BusinessWestern Grocer Magazine

Automation SystemsIshida Canada

Bar Coding Equipment/SystemsGS1 CanadaHowell Data Systems

Baked Goods: Fresh/ Frozen/ RefrigeratedOK Frozen DoughTrumps Food Interests Ltd.

Beauty & Personal CareAcosta Sales & Marketing Procter & GambleUnilever Canada

BeveragesAdvantage SolutionsAgropur Dairy Cooperative A Lassonde Coca-Cola RefreshmentsDD Beverage Co.Nimbus Water Systems Inc.Saputo Dairy Products Canada GP

Checkout Equipment Jones Food Store Equipment Ltd.

Condiments & Relishes Chosen Foods LLC

ConfectioneryAdvantage Solutions Aurora Importing & DistributingFMS Financial Management Systems Ltd.Mondeléz Canada IncNestlé Canada Inc.

Consulting Federated Insurance Iridia Medical Jones Food Store Equipment Ltd.Praxair Canada Inc

Dairy & EggsAgropur Dairy Cooperative Burnbrae Farms Ltd.Saputo Dairy Products CanadaParadise Island Foods / Bothwell CheeseParmalat Canada IncSaputo Dairy Products Canada GPVitala Foods

Display CasesHeatcraft Kysor/Warren Hussmann Canada Inc.Jones Food Store Equipment Ltd

Equipment, Food Preparation & Food Service Jones Food Store Equipment Ltd.

Equipment, Signage & Graphics Ketchum Manufacturing Inc.

Financial Services Federated Insurance FMS Financial Management Systems Ltd.

Fixtures: StoreDana Industries IncJones Food Store Equipment Ltd.

Food Service EquipmentNimbus Water systems Inc

Food Safety & SanitationPraxair

Foods: Canned Campbell Company of Canada

Foods: DeliBurnbrae Farms LtdBosa FoodsSabra Dipping Company Saputo Dairy Products CanadaLakeview Farms

Foods: DryAdvantage Solutions Campbell Company of CanadaGeneral Mills I-D FoodsItalpasta LimitedUnilever CanadaVaravoot Industry

Foods: EthnicAurora Importing & Distributing I-D FoodsTroika Foods (2000) Ltd

Foods: FrozenAcosta Sales and MarketingAgropur Dairy Cooperative Cavendish FarmsNestlé Canada Inc.OK Frozen DoughSalish Sea Foods LPTroika Foods (2000) Ltd

Foods: HealthPark’s Bread ‘N’ Buns Vitala Foods

Foods: KosherSabra Dipping Company Trumps Food Interests Ltd.Varavoot Industry

Foods: Natural/ OrganicAgropur Dairy Cooperative A LassondeBee Maid Honey Limited Bosa FoodsBurnac Produce Limited Burnbrae Farms Ltd.Chosen Foods LLCDD Beverage Co.General Mills Hanes HummusJD Farms Specialty TurkeyMaple Leaf FoodsMojo Jojo PicklesPark’s Bread ‘N’ Buns Vitala Foods

Foods: PreparedMaple Leaf Foods

Foods: SnackCampbell Company of Canada General Mills Hanes HummusLakeview FarmsOld Dutch Foods Ltd.MoJo Jojo PicklesMondelez Canada Inc.Park’s Bread ‘N’ Buns Trumps Food Interests Ltd.

Foods: SpecialtyAcosta Sales & Marketing Aurora Importing & DistributingBosa Foods Hanes HummusI-D FoodsItalpasta LimitedJD Farms Specialty TurkeyMojo Jojo PicklesPraxairSalish Sea Foods LPTroika Foods (2000) Ltd

Foods: SpreadsBee Maid Honey LimitedHanes HummusLB Maple Treat Corp.

Food Service EquipmentHeatcraft Kysor/WarrenIshida CanadaRATIONAL Canada

2016 SHOW GUIDE

Exhibitors by Product CategoryMONDAY, APRIL 4, 2016 VANCOUVER CONVENTION CENTRE EAST #GSFShow16TUESDAY, APRIL 5, 2016

When you invest in a refrigeration system, you should expect sound guidance, custom solutions, superior equipment and unparalleled customer service. With Kysor/Warren, your expectations are reality. By working closely with you, Kysor/Warren gets to know your business, engineering refrigeration systems that help you achieve your goals for lowering

Warren HFC-free and standard refrigeration systems give you options to reduce maintenance costs, improve energy

Expect more with Kysor/Warren.

expect more.

www.kysorwarren.com

VISIT US AT GROCERY SPECIALTY AND FOOD WEST, BOOTH #500.

Fruits Burnac Produce Limited North American Produce Buyers Limited Van-Whole Produce

Household ProductsDart Canada Inc.Procter & Gamble Unilever Canada

JuicesA Lassonde

Labeling & Pricing EquipmentKetchum Manufacturing Inc.QuickLabel Systems

LightingAmerluxHussmann Canada Inc.Jones Food Store Equipment

LogisticsCHEP Canada

Meat: PoultryChicken Farmers Of CanadaJD Farms Specialty TurkeyMaple Leaf Foods

Meats: Other Canadian Lamb Company

Meat Solutions Canadian Lamb Company

Natural ProductsChosen Foods LLCMojo Jojo Pickles

Nutritional Aids Nestlé Canada Inc.

2016 SHOW GUIDE

Exhibitors by Product Category

PackagingCHEP Canada Ideon Packaging Ishida Canada IncQuickLabel SystemsDart Canada Inc.

Paper Products, Towels, LinensKruger Products LPDart Canada Inc.

Point of Sale Systems & Equipment Howell Data Systems Ideon Packaging Ketchum Manufacturing Inc.

Private LabelDD Beverage Co.Italpasta Limited QuickLabel Systems

Refrigeration, HVAC and FreezersClark FreightwaysHeatcraft Kyser/WarrenHussmann Canada Inc. Jones Food Store Equipment Ltd

Seafood Lakeview FarmsSalish Sea Foods LP

Security Systems & EquipmentIridia Medical

Security Systems & Equipment Howell Data Systems

Signage & GraphicsDana Industries IncIdeon Packaging

Stationary SuppliesSELLERS PUBLISHING

Store Furnishings & DesignsJones Food Store Equipment Ltd

Trade PublicationsCanadian Food & Grocery Guide Western Grocer Magazine

TransportationCHEP CanadaClark FreightwaysNorth American Produce Buyers Limited

UniformsUnitex

WaterNimbus Water Systems Inc.

WholesalerThe Grocery People Ltd. (TGP)

Advertisers Index



ADN Refrigeration Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6

Aurora Importing & Distributing . . . . . . . . . . . . . . . . . . . . . . .18

BeeMaid Honey Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25

Coca-Cola . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23

DirectCash ATM Mgmt Partnership . . . . . . . . . . . . . . . . . . . . .2

Etalex . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .22

General Mills Cda . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4

Heatcraft Kyso/Warren . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31

Howell Data Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .26

Italpasta Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .21

Lakeview Farms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .24

Ocean Brands . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .32

Tree of Life . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .27

C

High in Protein, rich in Calcium and a source of Omega-3 fatty acids, GoldSeal sardines pack a nutritional punch. Their rich, full fl avour

and fi rm texture also make them an easy, ready-to-eat snack.For more information, visit goldseal.ca.

wg jan/feb 05 - part 1 - western...

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