Food Service Monthly

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Volume 15, No. 2 n February 2016

TM

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OCEAN CITY SPRING TRADE EXPO 42 years of bringing hospitality buyers and sellers together for business

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insidefsm Volume 15, No. 2

February 2016

news and information

columns

FSM News…………………………………………………………………………………………… 3 Association News OCHMRA…………………………………………………………………… 10 Ocean City Expo Preview 2016……………………………………………………………… 10 Association News VRLTA……………………………………………………………………… 18 Association News RAM………………………………………………………………………… 23 Association News DRA………………………………………………………………………… 28 Association News RAMW……………………………………………………………………… 28 Restaurant Activity Report…………………………………………………………………… 31 Ad Index…………………………………………………………………………………………… 32

Sauce on the Side by Michael Birchenall…………………………… 2 Bob Brown Says by Bob Brown………………………………………… 8 Culinary Correspondent by Celeste McCall……………………… 20 Food Smarts by Juliet Bodinetz……………………………………… 22 The Latest Dish by Linda Roth……………………………………… 24 Working in America by Becki L. Young……………………………… 25 Whining ’n Dining by Randi Rom …………………………………… 26 Balti-MORE by Dara Bunjon………………………………………… 27 Modern Business Solutions by Henry Pertman………………… 30

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Volume 15, No. 2 n February 2016

TM

The Newsmagazine Foodservice Professionals Rely On

OCEAN CITY SPRING TRADE EXPO 42 years of bringing hospitality buyers and sellers together for business

on the cover Liz Walk, Event Manager OCHMRA, and Susan Jones, Executive Director and Expo Producer, are ready to heat things up when hospitality buyers and sellers meet in March at the OC Convention Center. photo: Kyle Hughes

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Foodservice Monthly is the only publication to be awarded the RAM Allied Member of the Year award and the RAMW Joan Hisaoka Associate Member of the Year award, the highest honor for a non-restaurant member.

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FEBRUARY 2016 | 1

SAUCE ON THE SIDE Michael Birchenall

No, I Haven’t Forgotten, Redux

L

ast year for this issue, I talked about food shows, expos and opportunity to engage the buyer and seller in the foodservice sector. Much has changed over the year … obviously much more than I expected.

I began with my column last February with, “Do you still remember the Mid-Atlantic Food & Beverage Expo we used to attend in October every year? The Restaurant Association of Maryland (RAM) then produced the annual show and indeed it had exhausted its life support groans and RAM pulled the plug. Some said we could bring it back in better times, but I said at that time … once you kill it, it stays dead. Life has gone on, but there is still an unfulfilled void.”

I was wrong and it is back albeit the end of September and back to the Cow Palace in Timonium with memories of past success. Lodging is still the third ingredient in the name Mid-Atlantic Food, Beverage & Lodging Expo so it will be exciting to see how that shows itself as an opportunity for immediate growth.

Nothing has changed when I say the Annual Ocean City HotelMotel-Restaurant Association Trade Expo is my favorite show of the year and other than the hummingbirds coming back to my

back deck in April of every year, the OC show is my best harbinger of spring.

Susan Jones, Liz Walk and the team of volunteers, board members and the whole OC community make it possible for buyers and sellers to get together in a relaxed, fun … and productive setting to begin the cycle of getting ready for a new Eastern Shore tourist season.

Next up at the end of March is the Virginia Food and Beverage Expo sponsored by the Virginia Department of Agriculture and Consumer Services (VDACS).

The Virginia Food and Beverage Expo connects industry buyers with Virginia specialty food and beverage products. The trade event takes place once every two years to promote Virginia products and advance economic development.

Olivia Wilson and the VDACS team are pros that travel the US and international markets promoting Virginia.

as they have in Georgia and North Carolina. Stay tuned here for more news as the details are revealed.

Now I’ve said it before … all shows are good shows for Foodservice Monthly (FSM). Our readers come to the shows and we can interact with them … and even better the advertisers and potential advertisers that fund our effort to give you the best possible newsmagazine are manning the booths. Every show is a great time for us to, connect, reconnect; thank and listen to our readers and advertisers as well as cultivate new ones.

Has anyone asked you how you want to find out about new products, the latest trends and special pricing? What about innovation? How can you run a better business? How can you make better buying decisions? Are

you willing to see demos by other chefs showcasing new techniques and the latest trends? Do you want educational seminars? How far will you go and how long can you stay away from your operation to attend an event tailored to what you need to know?

2016 is going to be test … to see if the show model has been tweaked enough to bring you out of your restaurant into a trade show atmosphere. We’re looking forward to the old and new shows with their opportunity to offer a value driven proposition: introduce the marketplace to a foodservice event showcasing a combination of the latest products, educational seminars, networking and value.

See you in Ocean City.

lookingback

This month the newly named and focused Virginia Restaurant Lodging Travel Association (VRLTA) announced they are producing a Virginia Restaurant & Lodging Expo at the end of October in Richmond. They are using Exposition Development Company (ExpoDevCo) to run the show …

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Volume 15, No. 2 n February 2016

The Newsmagazine Foodservice Professionals Rely On

Michael Birchenall Lisa Silber Electronic Ink Contributing Writers

Contact

Editor and Publisher michael@foodservicemonthly.com Sales Manager lisa@foodservicemonthly.com Design and Production fsm@eink.net Juliet Bodinetz, Bob Brown, Dara Bunjon, Andrew Kline, Genevieve LeFranc, Celeste McCall, Henry Pertman, Randi Rom, Linda Roth, Michael Sternberg, Jay Treadwell, Becki Young phone: 703-471-7339 email: info@foodservicemonthly.com fax: 866-961-4980 web: www.foodservicemonthly.com

Foodservice Monthly is published by Silver Communications, Corp. The FSM mission is to provide the Mid-Atlantic foodservice professional with news and information in an informed, imaginative and insightful newsmagazine. Foodservice Monthly assumes no responsibility for material submitted to us. All information contained in this publication is believed to be accurate. No part of this publication may be reproduced in whole or in part or transmitted in any form without prior permission from the publisher of Foodservice Monthly.

2 | FEBRUARY 2016

The Snowmageddon 2010 was the source of my messy snow angel ... an art form better left to others. For Jonas, I have opted for the warmer environs of my home office ... working on deadline to get this issue to press on time.

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FSM NEWS

It’s Trade Show Time … Let the Innovation Come Forward

L

ast year it was hard to find a regional trade show — an allencompassing opportunity to bring together buyers and sellers in hospitality and foodservice.

This year it has all changed, except in Ocean City where they are celebrating their 42nd Annual OCHMRA Trade Expo March 6–7 (read all about it in this preview issue). It even outlasted the Restaurant Association of Maryland Expo that gave it its original inspiration. What is new as the iPhone likes to say … Everything.

Following the OCHMRA show will be the 2016 Virginia Food & Beverage Expo sponsored by the Virginia Department of Agriculture and Consumer Services (VDACS).

The Virginia Food and Beverage Expo connects industry buyers with Virginia specialty food and beverage products at the end of March at the Greater Richmond Convention Center.

Then we wait until the fall for the

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Restaurant Association of Maryland (RAM) show. Marshall Weston, president and CEO of RAM gave Foodservice Monthly the official word, “We’re bringing it back … the Mid-Atlantic Food, Beverage and Lodging Expo!” He continued with the reasoning behind the revival, “After taking a break and not hosting the Expo for several years, the Restaurant Association of Maryland has heard the hospitality industry loud and clear and will be having the trade show once again in 2016. Feedback from the industry led RAM to recognize how important the Expo was to hospitality businesses across the region and the need for such a show on an annual basis.”

In January came the news from President Eric Terry of the refocused and renamed Virginia Restaurant Lodging and Travel Association that they would host a trade show for Virginia in Richmond. You can see in this issue in Terry’s monthly

column his take on this new venture. Exposition Development Company, Inc. (ExpoDevCo) has partnered with VRLTA to produce the annual trade show serving the Restaurant, Foodservice, Lodging and Hospitality industry in Virginia.

If you are among those that wanted to see a strong regional foodservice hospitality trade show … you have four this year to visit and evaluate. Is this enough to get you out of the operation to see new products, innovation and explore engagement with buyers and sellers.

Tell them what you want to see.

You will make the show a success if it provides what you need to run a better operation.

Ocean City Trade Expo March 6, 7 Sunday, Monday March 6 11:00 a.m. – 5:00 p.m.

March 7 11:00 a.m. – 4:00 p.m.

Guests must be 21 to attend. Expo is open to the trade only.

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2016 Virginia Food & Beverage Expo March 23, Wednesday 10 a.m. – 4 p.m.

Greater Richmond Convention Center Exhibit Hall D Richmond, Va. Not open to the public and no one under 18 will be admitted.

Mid-Atlantic Food, Beverage and Lodging Expo September 27, 28 Tuesday, Wednesday Maryland State Fairgrounds Timonium, Md.

Virginia Restaurant & Lodging Expo Exposition Development Company, Inc. (ExpoDevCo) and VRLTA October 24-25 Greater Richmond Convention Center Richmond, Va. FSM NEWS Continued on page 4 FEBRUARY 2016 | 3

FSM NEWS continued

Kreider Farms Earns AHA Certification Kreider Farms recently announced that their new state-of-the-art cage free facilities were audited by the American Humane Association. Kreider scored 100% on the audit and are now AHA Certified. Kreider Farms is a real working farm supplying fresh quality eggs, milk, drinks and premium batch-churned ice cream to select wholesalers and retail stores throughout the Mid-Atlantic region. Headquartered in Manheim, Pa., this third generation family owned and operated company is located in Lancaster County, home of the most productive non-irrigated farmland in the country.

The American Humane Association created the first welfare certification program in the United States to ensure the humane treatment of farm animals. The American Humane Certified program provides third-

party, independent verification that certified producers’ care and handling of farm animals meet the science-based animal welfare standards of American Humane Association.

The program provides ongoing outreach to farmers in the implementation of the best humane practices for animals.

American Humane Association is working on a new educational curriculum for children on farm animals to help educate our children about where our food comes from and ensure future generations are invested in the humane treatment of farm animals.

Breakthru Beverage Group Launches Charmer Sunbelt and Wirtz Beverage begin new venture Breakthru Beverage Group, the beverage wholesaler formed

by Charmer Sunbelt and Wirtz Beverage, was established on January 1 and launches in markets

across the country. The operations of the company and its affiliates will span 19 markets, and the company will represent a portfolio of premier wine, spirits and beer brands totaling more than $6 billion in annual sales.

“Breakthru Beverage is built upon the best of our legacy operations while setting a new path and approach forward,” explained Greg Baird, Breakthru Beverage President & CEO. “Our vision for the future is focused on excellence and how we can be a stronger and more innovative partner for our suppliers and customers in all of our markets.”

“The name Breakthru was chosen very deliberately,” noted Danny Wirtz. “We truly believe we can challenge the boundaries of the traditional distributor and bring a focused and insightful approach to how we do business.”

The Breakthru Beverage brand replaces legacy house names in markets including Del., Md., Va., and Washington, DC. In Maryland, Reliable Churchill will now operate as Breakthru

Beverage Maryland. The company will also maintain existing facilities, including corporate offices, and continue to employ more than 500 people statewide. “The pace at which we are moving should indicate the level of commitment and excitement we have about Breakthru,” said Baird.

Breakthru Beverage was formed by joining substantial holdings of The Charmer Sunbelt Group and Wirtz Beverage Group. The company will employ more than 7,000 associates and with its affiliates have operations in 19 markets across the country and Canada. For more information, visit www.BreakthruBev.com

Thank You to Casey’s Bar & Restaurant Good things done by good restaurants: Casey’s Bar & Restaurant (Baltimore) hosted their 7th annual golf tournament in honor of three of their favorite customers on the spectrum, including CJ Manouse. For the FSM NEWS Continued on page 6

Marijuana As a Food Story … the Pitches for Publication Have Started [Editor’s note: Yes, this is the new reality. I am old enough to remember the days of frenzied toilet flushing as word of a bust would spread out of control … and now we have evolved to a day of medicinal marijuana as opposed to the stories of brain rot I used to hear. But now I am starting to get pitches with marijuana as a food ingredient. I even got one for matching strains of the cannabis with wine and I see that at the OC Trade Show there will be a cannabis energy drink to show the buyers. Note in the release below the references to HACCP plans and food safety. The release is unedited except for cuts for space space.]

4 | FEBRUARY 2016

Hi Michael: If you are planning any stories on the marijuanainfused products market in the near future, I would like to introduce you to industry leader Wana Brands. The “edibles” market (don’t call it “candy”!) is one that has been kept in the shadows until just recently, with Colorado’s adultuse/recreational market bringing the sector’s potential into sharp focus within the past two years.

With no federal oversight (since cannabis is still federally illegal), the industry has taken it upon themselves to make sure they meet requirements before they are expected to.

Here is why Wana Brands is a great story:

• Exceptional Products: Wana Brands’ carefully crafted edibles are delicious, and the company has invested in refining its recipes so the taste of their delicious ingredients comes through, not the taste of medicine. Many of Wana’s products are gluten free and vegan. Every Wana product is tested for potency even when it is not required by regulation. Whether using cannabis for medicinal purposes or enjoying the recreational aspects of cannabis, Wana Brands believes that cannabis is a life enhancing choice. Wana Brands’ mission is to provide the best cannabis experience possible for its customers through its exceptional products.

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• High Standards: Even though cannabis is not yet federally regulated, Wana Brands is implementing the highest standards in food safety and compliance programs and will be the first edibles company to produce in line with cGMP and HACCP practices.

• International Expansion Plans: Headquartered in Boulder, Colo., Wana Brands will be entering Oregon and Nevada in the first quarter of 2016, and the company has plans for additional expansion in the other legal cannabis markets, both nationally and internationally.

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FSM NEWS continued

first three to four years, it was a tournament played for fun, not for any specific charity. In years five and six, proceeds were donated to a local church. This year, however, Casey wanted to support an organization which works to provide resources, research, and awareness to his patrons. He chose Autism Speaks and worked hard to get sponsorships from his distributors and donations from local businesses.

Most of all, he needed area golfers including lots of friends to sign up for the tournament. His efforts paid off as he raised $5,000 at the tournament to benefit the upcoming Baltimore Walk Now for Autism Speaks, more specifically team Love CJ. CJ Manouse walks with an extra skip in his step thanks to his friend Casey at Casey’s Bar & Restaurant!

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USPS Celebrates the Soda Fountain In 2016, the U.S. Postal Service celebrates soda fountain favorites — the cold, sweet treats beloved by people of all ages. The act of savoring cool, fizzy confections is a national pastime that dates back generations.

Each of the Soda Fountain Favorites stamps features one of these five illustrations by artist Nancy Stahl of New York City: a double-scoop ice cream cone, an egg cream, a banana split, a root beer float, and a hot fudge sundae. This booklet of 20 stamps includes four of each design. Art director Ethel Kessler of Bethesda, Md., designed the stamps.

During the 17th and 18th centuries, scientists and physicians touted the curative properties of mineral water.

In 1806, Yale University chemistry professor Benjamin Silliman began pumping water full of carbon dioxide gas with the intention of replicating the effervescent liquid found in natural springs. An apothecary in New Haven, Conn., peddled his concoction, as did two soda fountains he opened in New York City.

Competitor George Usher oneupped Silliman by keeping his soda fountains open on Sundays.

Meanwhile, in Philadelphia, Joseph Hawkins and Abraham Cohen successfully sold monthly subscriptions to their shop.

Customers paid $1.50 per month for a daily glass of bubbly liquid.

In cities and towns across the United States, the soda fountain was an important gathering place. When Prohibition banned alcohol sales, people flocked to soda fountains.

During World War II, soda fountains

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popped up at military bases in the U.S. and abroad, because drinking a soda or indulging in a sundae reminded soldiers of simple pleasures at home.

After World War II, the country’s collective attitude toward dining out began to change. Speed and convenience were prized over service, and by the 1960s, the

number of soda fountains had dramatically decreased. Soda fountain culture, however, still lives on in homes, restaurants, and ice cream parlors. The joy of sharing a soda or a sundae is an indelible American tradition.

Would Scheduling Rules Affect Hiring in Washington, D.C.?

A restrictive new scheduling proposal in Washington, D.C., could reduce job growth for the District’s restaurant industry, the National Restaurant Association said at a hearing.

The Hours and Scheduling Stability Act of 2015 pending in the D.C. City Council would apply to restaurant chains with 20 or more stores and retail operations of at least five locations. The bill would: • require employers to post workschedules 21 days in advance and pay employees for up to four hours if the schedule changes.

• require a revised written schedule within 24 hours when changes are made.

• require excessive recordkeeping of every shift for three years.

• require employers to offer available work to already employed, qualified staff before hiring new employees or subcontractors.

The mandate would force foodservicemonthly

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FEBRUARY 2016 | 7

FSM NEWS continued

restaurants to make fundamental changes to hiring practices, said Mike Whatley, the NRA’s director of state and local government affairs.

Whatley testified before the Council’s Committee on Business, Consumer and Regulatory Affairs. “Those changes could result in fewer people being hired to work at restaurants in the District and operators understaffing their restaurants.”

A similar mandate in San Francisco resulted in “extreme confusion” among affected restaurant operators, Whatley testified. The San Francisco ordinance originally passed in 2014, but took effect last July. However, it is not yet fully enforced because of the confusion.

“San Francisco’s requirements are burdensome and call for extensive and often repetitive paperwork,” Whatley said. One of the most timeconsuming tasks for managers has

been ensuring time records match posted schedules exactly. “If they don’t, the manager must figure out why and solve it.”

The provisions in the D.C. proposal go even further than in San Francisco, he added. The DC bill would require businesses to post employee schedules three weeks in advance, compared with two weeks in San Francisco.

Whatley, who testified along with representatives for the Restaurant Association Metropolitan Washington and the Buffalo Wild Wings chain, urged city council members to wait for the results in San Francisco before moving forward in the District.

The Washington, D.C., bill is one of several scheduling mandates currently under consideration in state and local legislatures. A similar bill is also pending in Congress. source: NRA

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NRA Statement on 2016 State of the Union Address The National Restaurant Association released the following statement regarding President Obama’s final State of the Union address: “Much of the focus of the President’s State of the Union address centered on the economic challenges and opportunities the country will face in the last year of his Administration and in the years following his presidency.

“As the trade association representing the nation’s second largest private sector employer, the National Restaurant Association is proud of our industry’s continued role in strengthening the economy and creating jobs.

“We share the President’s goal of growing the economy and creating pathways to the middle class. However, we differ with the President on how to achieve this goal. A thriving economy requires pro-growth policies as well as a renewed focus on training and skill development. Restaurants play an important role in training America’s workforce, providing a first job to one in every three individuals and teaching skills that benefit people throughout their careers.

“Providing individuals with a path to upward mobility is a critical national issue with long-term economic implications. Majorities of Americans believe that education and job training are the most effective strategies to achieve that goal. Our industry continues to be one of opportunity, and today provides jobs and careers to more than 14 million people.

“The restaurant industry is made up of hundreds of thousands of businesses — the majority of which are small — with a diverse set of business models. We need to avoid prescriptive mandates that do not make sense in a non-traditional workplace setting.

“We look forward to continuing to encourage the Administration,

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as well as policymakers from both sides of the aisle, to work with our industry’s businessmen and women to create and embrace policies that allow for innovation and flexibility.” source: NRA

NRA Statement on the 2015 Dietary Guidelines The National Restaurant Association released the following statement regarding the US Department of Agriculture (USDA) and US Department of Health and Human Services (HHS) release of the 2015 Dietary Guidelines for Americans: “We welcome the Dietary Guidelines’ recommendations around a total dietary meal pattern which focuses on increasing consumption of whole grains, fruits and vegetables.

There has been a growing trend of restaurants offering more healthful food choices. In fact, 85 percent of American adults say there are more healthy options at restaurants than compared to just two years ago.

The restaurant industry has made great strides in offering an increased variety of beverage options on menus like water, juice and milk that reflect the DGA recommendations.

Restaurants also continue to show their commitment to developing and offering lower-sodium menu options for consumers. We look forward to continuing to work with restaurant operators and chefs to provide even more healthful menu options for adults and children.

“The National Restaurant Association supports providing consumers with options that can help meet the Dietary Guidelines recommendations and nutrition information to help customers make informed food choices. We advocated for a uniform nationwide menu labeling standard that will help empower consumers when dining out and are continuing our work with FDA and our members as restaurants update their menus.” source: NRA foodservicemonthly

BOB BROWN SAYS Bob Brown

Senses that Sell

H

ow can you sell more without using words?

Consider using the power of sight, sound, smell, and taste.

Create a display case: Guests often buy off the next table as much as the menu. Table-shopping guests crane their necks and ask, “What’s she having over there?” Think of how an Argentinean Malbec on one table sends signals of sharing, celebration and romance, or how a tiramisu slyly whispers, “Go ahead, forget about the diet.”

make five, because guests shop with their senses.

Take Guests on a Tour While dining at Thomas Keller’s Per Se in New York, our waiter arranged a tour of the gleaming lavishly equipped kitchen.

With front row seats, we watched the culinary team’s perfectly choreographed performance. Walk guests to the pizza oven, barbecue pit, or sushi bar. And don’t’ forget the kids—they’re your assistant salespersons.

Android/smartphone enamored, our servers deliver an iPad slide show of desserts, cordials, and coffees.

Power-up with these sense-powered tactics to create an entertaining and prosperous experience for all.

BOB BROWN, president of Bob Brown

Service Solutions, www.bobbrownss.com, pioneered Marriott’s Service Excellence Program and works internationally with prestigious hotels such as Burj Al Arab in Dubai.

He has appeared on the Food Network, is author of bestselling The Little Brown Book of Restaurant Success. Contact Bob for local workshops and executive retreats at 571246-2944. ©2014

Consider using the power of sight, sound, smell, and taste to sell more without using words.

Seductively carry dishes through the dining room: Carry dishes slow and low. One restaurant let their 3-6-9 Mini Burgers towered with onion straws do the talking. Another super waiter flaunts top-drawer Cabs. “See, they bought wine, why not you?” While a server at Paolo’s in DC, I was often stopped carrying our signature Shell Bowl. The mere sight of it sold it.

Don’t Forget Sound Ring a glass to propose a Veuve Clicquot toast. It’s sure to evoke a Pavlovian response from nearby guests. And, it’s no mistake that the Ruth’s Chris Steak House tagline is “Just Follow the Sizzle.” Steaks, fajitas, and other sizzling, fizzing items triple-engage with the power of sight, sound, and smell.

Make a Show

Offer a Taste

Take a page out from Nancy Oakes, chef/owner of Boulevard in San Francisco. Chef-gazing guests seated at the open kitchen counter would find dishes like the Honey Crisp Apple, Walnut and Little Gem Salad irresistible. And ask a bartender what happens when he shakes, rattles, and pours a fresh mint Mojito or Grey Goose Martini.

When he makes one, he has to

When two diners are on the fence about ordering that luscious, supple and soft Merlot, pour both a taste.

Offer shot glass samples of your latest greatest micro brew. Taste can be more powerful than the most eloquent description.

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all the difference At Alto-Hartley, customer service is not just a buzzword we throw around. It begins with a real person who answers the phone and remains an integral part of our relationship with you.

From that initial phone inquiry to the final handshake, we believe how we treat our customers makes all the difference and we think you will, too.

4601-A Eisenhower Avenue • Alexandria, Va 22304 703.883.1448 altohartley.com • showroom@altohartley.com

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FEBRUARY 2016 | 9

2016 OCHMRA Expo Is All About the Business of Hospitality

BY SUSAN JONES EXECUTIVE DIRECTOR OCHMRA

G

et ready to experience the excitement and energy of the hospitality world as countless product innovations will soon be showcased in Ocean City. The 42nd Annual Ocean City Hotel-MotelRestaurant Association (OCHMRA) Trade Expo takes place on March 6 and 7 at the Ocean City Convention Center.

Filling three halls of the Convention Center, this Expo

has grown to be one of the area’s premier industry events. Attendees have the opportunity to see, touch, taste and experience the latest trends in every component of the hospitality business. With close to 400 exhibit booths, operators will leave armed with new ingredients, knowledge, equipment and inspiration to successfully run their business. This face-to-face interaction provides a valuable, efficient, and costeffective opportunity to do one-stop shopping and product comparison.

FREE

42nd Annual

VIP registration

online until Feb 26th oceancitytradeexpo.com after 2/26 $15 pp on-site

March 6-7, 2016 Sunday: 11 am - 5 pm Monday: 11 am - 4 pm

OC Convention Center Ocean City, MD EXCLUSIVELY FOR THE TRADE NO ONE UNDER 21 ADMITTED 800-626-2326 x 2 www.oceancitytradeexpo.com

10 | FEBRUARY 2016

Featured Speaker BRYAN VOLTAGGIO

FROM BRAVO’S TOP CHEF & TOP CHEF MASTERS The Newsmagazine Foodservice Professionals Rely On

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2016 Educational Sessions The OCHMRA Trade Expo is more than just a trade show; it is a complete learning experience for improving business. “Industry experts have been lined up to help attendees gain a little extra knowledge to improve their operations,” stated Executive Director, Susan L. Jones. Online giant, TripAdvisor will deliver a session on how to win guests and grow business, while Comcast Spotlight will delve into behavioral targeting and online conversions during their session “Using Digital Video to Find New Customers.” The Comcast Spotlight session will teach attendees how to find their target audience, deliver their message and track users as they convert into customers. They will also learn how a behaviorally targeted video ad campaign can be both effective and efficient in converting digital leads.

Other sessions include seminars presented by Cohn Reznick, who will discuss making the restaurant season more fun and profitable.

During his session “Service and

Meet Apex2 More Control. Made Simple.

Social Media,” attendees will explore the ten most important questions a service team must ask to help improve your service, increase sales and create a social media buzz to get people into a restaurant.

Cohn Reznick will also deliver, “Getting Customers to Return — Regularly,” where attendees will learn the ten most powerful ways you can maximize your in-season throughput. In other words, how to get customers in, make them happy, get them out quickly and make them want to come back.

The equally entertaining and informative economist, Anirban Basu, has been scheduled to appear prior to the show floor opening.

Basu, Chairman and CEO of Sage Policy Group, Inc., will deliver his message on Monday, March 7 at 10 a.m. in Room 208. Recently, Maryland Governor Larry Hogan appointed Basu as Chair of the Maryland Economic Development Commission. His presentation will provide a detailed, data-driven update of the performance of the global, national, and relevant

OCHMRA 2016 EXPO cont. on page 12

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regional economy. Special attention will be given to key aspects of economic life, including trends characterizing financial, real estate, energy, and labor markets. Anirban Basu is the Maryland Tourism Coalition’s favorite economic prognosticator and comic.

Culinary Showcase Corner Bryan Voltaggio has become one of the most recognized and influential chefs in contemporary American cooking. Beginning with VOLT — his flagship, seasonally driven restaurant in his hometown of Frederick, Md. — Voltaggio has delivered an electric shock of culinary innovation to the Chesapeake region, which he loves for its rich culinary history and access to highquality ingredients.

The chef’s passion for cooking was already cemented at a young age, having grown up in an Italian-American family.

He served as sous chef and executive chef at two regional hotel restaurants by the age of 20. Aware of his need for more formal training, he attended the Culinary Institute of America in Hyde Park, NY, during which time he also cooked at the highly acclaimed Hamilton Inn in nearby Millerton. He ascended to the top of the fine-dining world during a nine-year run as executive under Charlie Palmer at

Charlie Palmer Steak in Washington, D.C Voltaggio has been a finalist on Bravo’s “Top Chef,” as well as “Top Chef Masters” — the first contestant to compete on both shows — during which he raised funds for Share Our Strength, a charity he avidly supports throughout the year.

The James Beard Foundation Award recognized VOLT in 2009 as a finalist for “Best New Restaurant.” In 2011, Voltaggio and his brother, Michael Voltaggio of L.A.’s INK, co-authored the cookbook, Volt.INK; his second cookbook, HOME, was recently released.

Recently, it was announced that the Voltaggio brothers are collaborating on an upcoming steakhouse concept for the MGM Casino in National Harbor. You can watch Voltaggio cook up a recipe from HOME during the OCHMRA Trade Expo on Sunday, March 6 at noon in the Culinary Showcase Corner. Cookbooks will be on sale and a meet and greet is planned for immediately following his cooking demo.

Also appearing on stage will be a demo and discussion of the invasive Chesapeake Wild Blue Catfish.

Congressional Seafood Corporate Chef, David Fye and Vice President Tim Sughrue, will deliver this intriguing session on Monday, March 7 at noon.

The wild blue catfish is one of the greatest environmental threats the Chesapeake Bay has ever faced. During a

Latte Art will again be created by a local barista and can be viewed in Eastern Shore Coffee & Water’s booth 228-229 on the lower level in Exhibit Hall A/B. Latte artist, Andrew Wackett noted, “it requires both a perfect shot of espresso, as well as perfectly steamed milk, both of which are very difficult to achieve. My favorite design to make is the design that was the most difficult for me personally, the tulip.”

Demonstrations will be showcased at 11:30, 1:30 and 3:30 p.m. on Sunday and 11:30 and 1:30 p.m. on Monday.

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2016 summer study, it was documented that the catfish consumed over 1.5 million pounds of blue crabs in just one tributary in the span of 60 days.

Congressional Seafood has dozens of customers, including two James Beard award-winning chefs serving thousands of catfish orders weekly.

This demo will help guide how to market this fish in restaurants.

New Products Everything to make your business run more efficient, faster, cleaner, better and tastier will soon be found in Ocean City. One of those new products is Yuengling ice cream bars. “This product was first created during prohibition — when they couldn’t make beer, they made ice

OCHMRA 2016 EXPO cont. on page 14

The Finest Produce, Seafood and Dairy All with one delivery, six days a week!

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FEBRUARY 2016 | 13

2016 OCHMRA 2016 EXPO Cont. from page 13 cream,� stated George Swayngim of Georgeo’s Ice Cream. Many new hand-dipped flavors will be on display at the Hershey Ice Cream booth, including salted caramel cookies and cream. Bar Controls of North America will showcase their draft beer monitor which counts ounces of beer by brand and reports them to your PC! A new energy drink hits the market as Cannabis Energy Drink makes its debut at the Expo.

Hotels and resorts are customer centric businesses. With guests demanding the best service available, hotels and resorts need more efficient ways of meeting those demands. New exhibitor, SYSCALL will feature a complete and reliable Wireless on-site messaging system.

14 | FEBRUARY 2016

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2016

Tony Hiligoss. Additionally, he’ll teach how to make your own wine.

In 2012, Hilligoss was inducted into the American Academy of Chefs (AAC), the honor society of the American Culinary Federation. Tony and his wife own Brews Up, a new supply store offering beer and wine making classes.

Ocean 98 and the OCHMRA

Red, White & Brew Stage For those restaurateurs who are ready to grow profits and support a local movement, more than 20 craft breweries, from throughout Maryland, DC and lower Delaware will be featured in the Dockside Hall. Learn from these breweries how to implement a craft beer beverage program as Brewmasters will be on hand to discuss all the

teamed up to develop their newest contest, In Your Face Trivia Challenge. This bracket elimination will take place on Monday, March 7, beginning at 1 p.m. and is sure to test participants’ hospitality knowledge. Details are still being finalized at press time, so be sure to check out the Expo website, www. oceancitytradeexpo.com for details.

aspects of their craft.

ShoreCraftBeer.com and the Maryland Brewer’s Association have partnered to deliver, “Taste This …

How Craft Beer will Attract More Customers with More Money.”

During this discussion, industry veterans will share their insight and offer helpful tips. A food and wine pairing discussion and demonstration is also planned and will be led by Chef, instructor and business owner,

The OCHMRA Expo Facts!

Make plans to attend today this long standing tradeshow. Expo hours are Sunday, March 6 from 11:00 a.m. – 5:00 p.m. and Monday, March 7 from 11:00 a.m. – 4:00 p.m. Guests must be 21 to attend. Expo is open to the trade only. In order to walk the show floor, you must be a buyer, or a guest of a buyer in the industry. For example, hotel, motel, restaurant, catering, concessions, bed and breakfast, condo/property management, campground, coffee house, ice cream store, nightclub, liquor store, convenience store, cafeteria, nursing home, schools/colleges, hospital.

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Expo management reserves the right to determine if your registration fits these parameters. If you sell to these types of businesses, you would be considered an Exhibitor and must purchase a booth to attend the Expo.

Free pre-registration is available until February 26. After that, you may register on-site for $15 per person with proof of being in the industry: a business card or license, or letter from employer on letterhead (pay stubs no longer accepted). For more information, go to our website: www.oceancitytradeexpo.com or call 1-800-626-2326, ext 2.

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FEBRUARY 2016 | 15

2016 ACCOMMODATION SPECIALS BEST WESTERN 55th Street & Coastal Highway 443-664-4001 Standard Rooms (Queen/Queen/Sofa) Weekday: $49.95/night + tax Weekend: $59.95/night + tax BONITA BEACH HOTEL 8100 Coastal Highway 410-520-0400 (only available Friday and Saturday) Standard View: $59 + tax Premium View: $69 + tax CAROUSEL RESORT HOTEL & CONDOMINIUMS 11700 Coastal Highway 410-524-1000 STANDARD ROOM: March 3: $59; March 4 & 5:-$79; March 6: $59 OCEANFRONT: March 3: $79; March 4 & 5: $119; March 6: $79 2 BEDROOM CONDO: March 3: $159; March 4 & 5: $189; March 6: $159 All prices are + tax/night CLARION RESORT HOTEL 101st Street Oceanfront 800-638-2100 Hotel rooms: $89 + tax Condo suites: $99/1-BR + tax $139/2-BR + tax $179/3-BR + tax COMFORT INN GOLD COAST 112th Street Bayside 410-524-3000 $49/night + tax Guests may upgrade to Bay View room for additional $10/night; or King room for additional $20/night 16 | FEBRUARY 2016

COURTYARD BY MARRIOTT 15th & Oceanfront 410-289-5008 March 2, 3: $89/night + tax March 4, 5: $119/night + tax March 6, 7: $109/night + tax CRYSTAL BEACH HOTEL 2500 N Baltimore Avenue 800-641-0011 (only available Friday & Saturday) Standard View: $55/night + tax Ocean View: $65/night + tax Ocean Front: $75/night + tax DUNES MANOR 28th Street Oceanfront 800-523-2888 Weekend: $99/night + tax Weekday: $69/night + tax All rooms are direct oceanfront with private balcony GRAND HOTEL 21st St & Oceanfront 800-447-6779 Standard Rooms (Double/Double) GRAND VIEW: weekday: $63/night + tax; weekend: $83/night + tax DIRECT OCEAN VIEW: weekday: $89/night + tax; weekend: $119/night + tax HAMPTON INN HOTEL & SUITES 43rd Street Bayside 410-524-6263 $79/night + tax

HOLIDAY INN OCEANFRONT 67th Street & Oceanfront 800-837-3588 3/4-5: $74/night + tax 3/6-7: $49/night + tax HOLIDAY INN SUITES 17th Street & Oceanfront 866-627-8483 3/4-5: $119/night + tax 3/6-7: $69/night + tax HOWARD JOHNSON PLAZA HOTEL 1109 Atlantic Avenue 800-926-1122 March 4-7: $59/night + tax LA QUINTA INN & SUITES OCEAN CITY 106 32nd Street 410-289-5762 $69/night + tax, weekday $89/night + tax weekend Standard queen rooms OCEAN1 HOTEL & SUITES 101 North Atlantic Avenue 410-289-6881 $69/night side view + tax PARADISE PLAZA INN 3 9th Street 410-289-6381 $75 + tax/night, Partial view rooms $85 + tax/night, Oceanfront rooms

HILTON SUITES 32nd Street & Oceanfront 866-729-3200 3/4-3/5: $159/night + tax 3/6-3/7: $109/night + tax The Newsmagazine Foodservice Professionals Rely On

PARK PLACE HOTEL Betwn 2nd & 3rd sts. on the Boardwalk 888-212-7275 3/4-5: OCEANFRONT: $89/night + tax BAYVIEW: $55/night + tax 3/6-7: OCEANFRONT: $55/night + tax BAYVIEW: $45/night + tax PRINCESS ROYALE HOTEL 91st Street & Oceanfront 800-476-9253 3/6-7: $69/night + tax 3/4-5: $89/night + tax Direct reservation no: 1-800-476-9253.

Make sure to mention you are attending the OCHMRA Spring Trade Show 2016 to receive the discounted rate.

QUALITY INN BOARDWALK 17th Street & Boardwalk 800-837-3584 3/4-5: $65/night + tax 3/6-7: $49/night + tax QUALITY INN OCEANFRONT 54th Street Oceanfront 800-837-3586 3/4-5: $69/night + tax 3/6-7: $49/night + tax SEA BAY HOTEL 60th & Coastal Highway 410-524-6100 Standard Rooms (Double/Double/Sofa) ​Weekday: $49.95/night + tax Weekend: $59.95/night + tax Also receive two $8 vouchers to the Sea Bay Cafe for breakfast or lunch daily

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ASSOCIATION NEWS VRLTA Eric D. Terry

Virginia Restaurant & Lodging Expo to Debut in 2016

I

n September 2015, VRLTA launched what it hoped would be the definitive educational conference for Virginia’s restaurants, hotels and attractions— the Commonwealth Hospitality Forum.

After seeing the success of the Forum in its first year, and the success of statewide industry tradeshows across the U.S., VRLTA will expand upon the learning opportunities presented last September with the launch of a complete two-day expo and tradeshow for the industry.

VRLTA is partnering with Exposition Development Company, Inc. (ExpoDevCo) to launch of the Virginia Restaurant & Lodging Expo, a tradeshow serving the restaurant, foodservice, lodging and hospitality industry in Virginia.

During the Expo, a comprehensive educational program will be available to attendees at no extra cost.

Additionally, specialized training courses and certification classes will be offered. And live demonstrations from renowned Chefs and Restaurateurs will add value each day of the two-day event.

The inaugural show and seminar program will be held October

24-25, 2016 at the Greater Richmond Convention Center in Richmond, Va. As president of VRLTA I issued the following statement in announcing the Expo, “The association is looking forward to the launch, and, by partnering with ExpoDevCo, we can utilize their already existing foodservice show network and expand on that to bring our statewide industry together. We are very enthusiastic about the opportunity to offer a restaurant and lodging tradeshow for the Virginia hospitality industry.”

According to the National Restaurant Association, there are more than 14,100 eating and drinking establishments in Virginia. Add that to the 1,495 lodging properties reported by the American Hotel & Lodging Association and there is a combined market that generates $21.3 billion in sales, supporting more than 403,000 jobs.

“Virginia is a major market for the hospitality industry, and we are excited to be working with the VRLTA to build this event,” added ExpoDevCo’s Partner & COO, Stephanie Everett.

More information about the event is available at www.VRL-Expo.com

Tasty bytes at foodservicemonthly.com 18 | FEBRUARY 2016

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The Maryland Wholesale Produce and Seafood Markets are the places to find the freshest variety of produce and seafood.

Visit our website for more information.

The Maryland Wholesale Produce & Seafood Markets in Jessup, MD Produce: 410-799-3880 | Seafood: 410-799-0141

CULINARY CORRESPONDENT Celeste McCall

Say Cheese, Right in Your Shop

T

hings are getting cheesy in the Washington area, as more food purveyors are making their own —on site. Among them are Conan and Genevieve O’Sullivan, co–owners of Capitol Hill’s Sona Creamery & Wine Bar. They fell in love with each other, then with cheese. After seven years of making cheese in Washington State, the couple moved across the country to the “other” Washington.

In 2014, they launched the District’s first full-fledged, on-site creamery.

They chose the nation’s capital “to be close to family and to tap the region’s burgeoning artisanal food and wine movement.”

The O’Sullivans are well qualified. Gen has “been a natural” in the kitchen since age 11, and Conan became a cheese expert by completing the dairy program at Cal Poly University in San Luis Obispo. Not surprisingly, the couple also pairs cheese with their love for wines, especially vintages from the Pacific Northwest. Sona, Irish for “happy,” also conducts cheesemaking classes for the public.

When we first visited Sona, the O’Sullivans were making only fresh quick cheeses — i.e. mozzarella and ricotta. At first they did test batches, which they did not sell. This past fall, Sona received government permission — approval of food code variances — to make and age cheese on site. (Aging time depends on the cheese. For example, brie takes 3 to 5 weeks.) “A DC Department of Health inspector spent a day with us making cheese,” O’Sullivan said, showing us small wheels of brie maturing in the restaurant’s cave.

The O’Sullivans acquire goat and cow milk from Trickling Springs, a regional co-op based in Pennsylvania. “We pasteurize our 20 | FEBRUARY 2016

milk according to federal standards, then drop the temperature to a different degree (depending on the cheese), before adding culture and rennet.

Rennet and cultures are purchased from Dairy Connections (on-line). The restaurant’s stainless steel cheese vat, which holds 264 gallons, comes from a Dutch Company, C. van’t Riet Dairy & Process Equipment.

Besides selling retail, Sona incorporates its cheese into its restaurant menu, including curry

LEARNING THE PROCESS

communicating with the local (food) regulators and make sure all goes smoothly.” For more information call 202-758-3556 or visit www. sonacreamery.com Sona is not unique; some pizzerias concoct their own mozzarella. Examples include Matchboxfoodgroup, a popular pizza/burger chain with several Washington area outlets, which showcases “Do it Ourselves” mozzarella. Another group is called &Pizza, a local chain with myriad area locations, including the original in Washington’s Atlas District and another coming to

Besides making and selling cheese, Sona co-owner Genevieve O’Sullivan pairs her products with wines. photo credit: Celeste McCall poutine — a decadent French Canadian concoction of fries with Madras sauce, half smokes and cheese curds; beer-battered Old Bay Cheddar curds; chevre/pumpkin cheesecake. Sharing chef duties are general manager Larry Cass and others; certified cheesemonger is Brad Ritter.

Advice to fellow cheese professionals? “Make sure you are

Capitol Hill’s Barracks Row. Each restaurant churns out 100 to 150 pounds of mozzarella daily. Every “tribe member” (employee) learns the process, while two or three become experts. Customers may watch the action while sipping wine and awaiting their orders. While the process requires skill (and

SAY CHEESE Continued on page 15

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Conducted by co-owner Genevieve O’ Sullivan, Sona’s cheesemaking classes teach students about various kinds of cheese, while exploring wine and cheese pairing. I chose a beginners’ class for making a fresh, un-aged cheese similar to ricotta. Tuition for the lively, 2-hour session was $75, which included a wine and cheese match-up plus our cheese to take home. Sona also offers more advanced courses, some lasting several days.

Our group of eight assembled in Sona’s “cheese room,” where we paired off, reminiscent of college chemistry lab. In fact, Gen said, cheesemaking is largely chemistry.

After washing our hands and donning aprons and hairnets, each couple poured three quarts of Trickling Springs goat milk into a large container which was immersed in a hot water bath. When the milk temperature reached 98.6 F, we added rennet (enzyme from an animal stomach) and culture.

My partner and I took turns stirring the mixture until it coagulated. Then we strained the cheese through a colander, draining off the whey, and adding a smidgen of salt.

Voila! “20-minute cheese!” While we waited for our milk to heat, Gen poured us each a plastic cup (no glass allowed in the cheese room) of Monastrell Roble, a lovely Spanish red, which we sampled with wedges of Coolea, an Irish cheese with a Gouda-like texture.

We all went home happy with our creations. I tasted mine the next day and it was delicious, with a fairly firm texture, almost like mozzarella.

Sona is located at 660 Pennsylvania Ave. SE, and to sign up for a class and receive Sona’s newsletter, visit www.SonaCreamery.com, Email is cheese@sonacreamery.com or call 202-758-3556.

For more information on cheesemaking visit www.fsa.usda. gov/Internet/FSA_File/pcd5.pdf foodservicemonthly

CULINARY CORRESPONDENT Celeste McCall

flows from local farms and co-ops.

Advice for would-be restaurant cheesemakers? At least one person we spoke to said: If possible, do an apprenticeship with an artisan cheesemaker.”

The Italian Store, located in Arlington’s Lyon Village, also makes mozzarella on site. Several employees share these duties.

Owned by Bob Tramonte, the business has been in his family for

35 years. Moreover, the store — which has a sibling in Arlington’s Westover — imports 100-pound rounds of provolone, which age for 18 months, right in the store. For more information call 703-5286266.

CELESTE MCCALL is a Washington, DC food and travel writer. Contact her at 202547-5024

SAY CHEESE cont. from page 20 patience!), the result is ready to crown a pie in an hour or so.

“There are a lot of variables-time, temperature, finesse and getting a tactile feel,” said one &Pizza cheesemaker, as he sliced a 10-pound block of curds.

“Technique is everything.” Normally &Pizza cheesemakers make mozzarella in 20-pound batches in a 34-quart vat. First, the cook cuts up the (tasteless) curds, leaving as much surface exposed as possible.

Then he or she adds two cups of heavy cream and combines it slowly.

Next, in goes two gallons of hot water (200 F), poured in carefully, to avoid “shocking” the curds.

Gradually, the mixture begins to coagulate. After adding a half cup of sea salt, the cheesemaker prepares a saline bath with curd liquid and ice cubes.

Using a large wooden paddle, the cheesemaker stirs the curds. As the cheese gets stringy, he forms it into 1 ½-inch balls, “smooth as a baby’s bottom.” Eventually, as the lopsided balls cool, they are dried for queso fresco to crumble over pizza or salads. Yes, I tried my hand at it and inveigled a sample.

Ingredients arrive from various sources: Curds, which already contain rennet and culture, come from Ohio-based Grande. Milk

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FEBRUARY 2016 | 21

FOOD SMARTS Juliet Bodinetz

What? A Finger in Your Food? Why? … For Real

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egarding food safety, we usually concentrate on biological contamination. However, we also have to worry about chemical and physical contamination.

Physical contamination translates to a foreign object found in the food that we can see with our eyes, that does not belong there, and can be removed physically with our fingertips. These foreign objects can make us choke, scratch or cut our throat as well as do damage to our teeth. Examples of physical contamination are hair, dirt, bones, stones, glass, plastic or metal shavings; and yes, bloody Band-Aids and bloody fingertips. Ugh! A December news item reported a pregnant woman who found a

fingertip in her chicken salad in a California Applebee’s. It made me cringe on so many levels.

In this case, the cook had sliced off the tip of his finger which was then served in the chicken salad she and her family sampled before finding it.

This made me remember past famous cases in the news where fingertips were found in customers’ food. The most famous example may be the incident in March of 2005 when Anna Ayala claimed to have found a fingertip in her Wendy’s chili. It turned out to be a scam.

Her boyfriend, Jamie Placencia, who worked in a construction company, had a co-worker who had severed his finger at work. Jamie bought the finger for $100 and then

Anna placed it in the chili and and reported the incident to the police.

Wendy’s was in the news as a result and lost millions of dollars in sales.

Even when the press clarified that Wendy’s w not responsible for the finger found in the chili, I wasn’t jumping to order at Wendy’s — rightly or wrongly — at the time.

The visual of a finger in its chili worked well as a deterrent, even though I knew the chances of finding a finger in my food was slim to none.

Wendy’s had to spend aggresively on a PR campaign to coax customers like me back to their food.

And therein lies the point. No restaurant wants any accusation made against them because even if unfounded, the public remembers the incident — and the visual — and therefore might not be so quick to eat at the accused establishment.

Incidentally, Ayala was sentenced to nine years in jail and her husband, Placencia, was sentenced to 12 years. They were also ordered to pay retribution to the tune of roughly $21 million.

Not long after this Wendy’s incident, in May of 2005, there was another unfortunate fingertip mishap with a gentleman eating Kohl’s frozen custard ice cream.

Unfortunately, for him, he actually chewed on the fingertip for a while

before he realized the situation. He thought the fingertip was an extra bonus in the form of a free gummy candy in his ice cream. It turned out that one of the workers lost his finger when a bucket fell on it.

Because the worker was screaming in pain and the other workers were helping him, no one stopped the server from scooping ice cream from the mixture into which the finger.

Bottom line: We don’t want to serve customers anything unexpected, whether it be a hair, a bone, a bloody bandage or even a fingertip. It seems so logical to me, but as with the incidents described here, if you can’t find your missing bloody bandage or missing fingertip, don’t you think someone else will, like your customer! Better safe than sorry: discard the product that the injured worker was working with.

Period.

JULIET BODINETZ is the executive director of Bilingual Hospitality Training Solutions with more than 30 years industry and training experience. Her team of instructors’ specialty is food safety, alcohol training and ServSafe training in both English and Spanish; and writing HACCP Plans in the Baltimore/Washington D.C. metro area. www. bilingualhospitality.com, juliet@bilingualhospitality.com or 443-838-7561. For latest food safety tips, become a fan on Facebook or Twitter: @BHTS

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ASSOCIATION NEWS RAM Alex Cooper

2016 RAM Stars of the Industry Award Nominations Now Open by the Maryland Restaurant & Hospitality Self Insurance Fund • Allied Member of the Year • Eddie Dopkin First Course Award Honoring Entrepreneurship in Hospitality • 2016 ProStart Student of the Year • 2016 ProStart Teacher of the Year RAM will also honor inductees

At the 2015 RAM Gala, Foodservice Monthly was inducted into the Hospitality Hall of Honor.

G

et the recognition you deserve by encouraging your partners and patrons to nominate your business for an award this year.

RAM will accept nominations for Maryland restaurants and their staff to be honored for Stars of the Industry awards in many categories.

This is your chance to get statewide bragging rights and the opportunity to display a 2016 award-winning logo on your website, menus and other promotional materials.

RAM’s annual Stars of the Industry Awards celebrate Maryland’s diverse food options and recognize the exceptional talent of the people who dedicate their lives and livelihoods to this industry. Once the nominees are in, thousands of Maryland diners and foodservice professionals cast online ballots to choose the winner in each category.

Winners will be honored at the 62nd Annual Stars of the Industry Awards Gala - Moonlight in Morocco on Sunday, May 1 at the Baltimore Marriott Waterfront Hotel. Over 600 guests are expected

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to attend the foodservice industry’s most exciting event of the year.

To nominate a restaurant or foodservice employee for an award, visit marylandrestaurants.com/ awards

for the Hospitality Hall of Honor to recognize those industry leaders who have exhibited hard work, dedication, courage and creativity while representing the hospitality and foodservice industry in Maryland. In order to be considered for this honor, the recipients must have been a RAM member for no less than 10 years.

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FEBRUARY 2016 | 23

THE LATEST DISH Linda Roth

Watergate Hotel Readies for March Return with Kingbird

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he Watergate Hotel will feature new restaurant and bar concepts at its reopening, slated for March. The main restaurant is Kingbird, a fine dining restaurant in the evening, as well as a casual restaurant during the day, serving breakfast and lunch, and a casual dining component in the evening. The Next Whiskey Bar is the lobby bar with a significant whiskey, bourbon and rye menu. The name is taken from lyrics to a Doors’ song, for those boomers who thought it sounded familiar. The property will also feature a rooftop lounge called Top of the Gate (or is it ’Gate, get it?) that has a panoramic view of the Potomac River. Executive Chef Michael Santoro, most recently at Andaz 5th Avenue in NYC. It’s not his first gig in DC, as he served as chef de cuisine under Brian McBride at Blue Duck Tavern at the Park Hyatt Hotel in the West End. Cooper’s Hawk Winery & Restaurant is slated to open in early February in Ashburn’s Belmont Chase Shopping Center. It offers modern American food, featuring their own proprietary varietals crafted from their Illinois-based winery. The large 10,985 sq.ft. restaurant will offer indoor and outdoor seating for more than 300 guests, as well as a large private dining and event room. There are currently 20 locations around the country, including a Richmond store. They also expect to open in Reston this year. It also offers a wine of the month club. Jeffrey Patterson is their general manager.

Papadopoulos Properties is working with Boston chef Michael Schlow to expand his concepts in 24 | FEBRUARY 2016

the DMV. Schlow’s Italian concept, Alta Strada, is slated to open in Northern Virginia’s Mosaic District where matchbox and Ted’s Bulletin operate (also Papadopoulos deals).

Alta Strada is also slated to open in Mount Vernon Triangle section of DC. Schlow has already made his mark in DC with TICO and The Riggsby at The Carlyle Hotel.

Chef Update

C-C-Changes

Ricarda Planas has been appointed chef at Mpire in the Golden Triangle.

Wagshal’s opened a full service restaurant behind the deli at its Spring Valley (AU Park) location on Yuma St NW. The Fuchs family hopes to do the same at his other location 3201 New Mexico Ave NW, serving breakfast & dinner …

Raku in Dupont Circle has re-branded as Rakuya, Japanese Kitchen & Bar …

Adam Cox of Maison-Dixon Hot Chicken and chef Teddy Folkman of Granville Moore’s and Baroak are partnering with Joe Englert and Jimmy Silk of Capitol Lounge to transition Vendetta in DC’s Atlas District, into a brewpub later this year with a new menu inspired by the Maison-Dixon Hot Chicken concept.

Malik Fall plans to open 1230 Restaurant at 1230 9th St NW by the end of Q2 2016. Chef’s creds are impressive, as he has worked at Le Bernardin and Del Posto in New York and La Tour D’Argent and Restaurant Guy Savoy in Paris.

The cuisine is French and American Nouveau. The 4500 sq.ft. restaurant on two floors includes a lounge and whiskey bar. There will also be a 1000 sq.ft. deck with a retractable roof.

DCity Smokehouse has a new pitmaster: Shawn McWhirter, a veteran of Hill Country who has worked behind the smoker at DCity since the beginning. Although the new location at 203 2nd St NW has not yet opened, they’re serving barbecue at sister bar Wicked Bloom. Jose Adorno is the chef at Mix Bar & Grille in Silver Spring.

He was previously chef de cuisine at Graffiato …

Quick Hits Manuel Iguina, owner of Mio in downtown DC, does not plan to renew his lease, but does plan to open a similar concept, called Acerola (cherry-esque), in Fairfax over the summer …

Haikan is the name of the new ramen restaurant slated to open this spring in Shaw by the folks who brought you Daikaya. The 2,000+ sq.ft. restaurant will offer a varied selection of Sapporo-style ramen …

Nobu slated to open this fall in West End at 2501 M Street NW …

Jackie Greenbaum, plans to open Little Coco’s, an Italian eatery in Petworth. Adam Harvey will reign over the kitchen, as he has done at Jackie’s in Silver Spring …

Un Je Ne Sais Quoi will open where Hello Cupcake was in Dupont Circle. It will specialize in merveilleux, a pastry with layers of merengue and ganache …

The Tilted Kilt plans to open in Silver Spring and in Sterling by end of Q2 2016. They currently have one location open in Frederick …

Pamplona, a Spanish tapas restaurant from the Social

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Restaurant Group, will open where SoBe Bar and Bistro was …

Super Grill opens in Merrifield’s H Mart shopping center where Mario’s Pizza House was …

Arepas Pues is slated to open at 8555 Fenton Street in downtown Silver Spring, serving hand-made corn arepas, complementing Venezuelan, Colombian and Cuban cuisine. Arepa is a flatbread made of ground maize dough or cooked flour …

Burton’s Bar & Grill is planning to open this March in Alexandria.

Dylyn Coolidge, formerly of Commissary and the Beacon Bar, will be the chef, adding vegetarian and gluten-free dishes to the menu …

Zannchi Korean Kitchen will open in the Wisconsin Avenue space in Georgetown where Yummi Crawfish was. The owners are Georgetown MBA students. They plan to open in February.

From the folks at Eat Well DC who brought you The Pig, Commissary, Grillfish and Logan Tavern, comes The Bird, slated to open in Shaw at 1337 11th St NW, specializing in — what else?

— chicken. Seating capacity for 99 with plans for an outdoor patio …

Just Chicken is also slated to open in the U Street corridor this season …

Smashburger opens in Rockville at 1800 Rockville Pike before end of Q1 2016. This will be the 11th Smashburger to open in the DC metro area.

LINDA ROTH is president of Linda Roth Associates, Inc. specializing in marketing, promotions and publicity in the hospitality industry. Contact Linda at 703-417-2700 or linda@lindarothpr.com or visit her website at www.lindarothpr.com foodservicemonthly

And just in the nick of time, Koli Zeka wins the US green card lottery.

WORKING IN AMERICA Becki L. Young

Koli Zeka Is a Lucky Guy

I’m

sure Koli Zeka won’t mind me giving away his secret formula for watching the 4th of July fireworks in DC: a blanket, a bottle of wine, and the Iwo Jima memorial in Arlington.

That’s where he first witnessed – nearly 20 years ago – the spectacular pyrotechnics display that marks our nation’s birthday, and it has become an annual pilgrimage for him.

Koli Zeka is a lucky guy.

Not only is he currently managing DBGB, the first DC restaurant of world-renowned chef Daniel Boulud.

Not only did he spend nearly a decade with the behemoth DC-based Clyde’s Restaurant Group, including a long stint at the iconic Old Ebbitt Grill (one of the highest grossing restaurants in the United States). Not only did he rise from dishwasher to busboy to bartender to manager with the help and support of generous mentors who were veterans in the DC restaurant industry (Joe Javidara, David Moran).

But the story of how he got to the US in the first place shows just how lucky he really is.

Picture this: the mid-1990’s, Albania. The Berlin Wall has fallen, communism has come to an end.

But the country has yet to find a new way. Unemployment is soaring (40 percent). The economy is in a shambles and fraud and corruption are rampant as the population, dazzled by the allure of capitalism, becomes hypnotized by the promise of easy money and embroiled in a web of pyramid schemes.

Add to this the political turmoil as the president who was voted out of office in 1997 refuses to leave, deciding that the best strategy to cement his power is to create domestic chaos. With the help of his cronies in the military he opens all foodservicemonthly

the government weapons stockpiles in Albania, inviting the population to help themselves.

A state of emergency is declared and a curfew is imposed; all citizens must by home between the hours of 7 p.m. and 7 a.m. The US Embassy evacuates its personnel.

And just in the nick of time, Koli Zeka wins the US green card lottery.

He arrives in DC on May 17, 1997.

Within 48 hours he has an apartment in Rosslyn and soon thereafter, despite his extremely limited English, a job. Within a few months, he gets his start in the US restaurant industry at Summers, a sports bar in Courthouse. He works there for more than two years, rising up through the ranks (and learning the menu via the Oxford English Dictionary he brought with him from Albania).

After a brief hiatus from the restaurant world, he runs into a friend who worked for Clyde’s and he suggested that Koli apply for a server’s position.

He spends three years at Old Ebbitt as a server, trainer, and bartender.

When Clyde’s of Gallery Place opens in 2005, he moves there and is promoted into management.

In 2012, Koli departs Clyde’s for Richard Sandoval’s Zengo, which he manages for the next year, and then he completes a brief stint at the now-closed Eventide in Arlington.

He soon discovers that he misses the energy of downtown DC and voila - DBGB is hiring!

There is one small snafu (which, in retrospect, Koli can laugh about).

After an extensive interviewing process with top managers from corporate headquarters (including a screening with Daniel Boulud himself), Koli receives an invitation to travel to New York for a final interview. Almost immediately he receives another message, thanking

overzealous. The interview is still on, and Koli gets the job.

This story could have ended a thousand different ways. Luckily for the diners of DC, it ends with Koli’s smiling face, greeting his guests at DBGB, which with his help is sure to become another iconic institution in the nation’s capital.

him for his time and advising him the position has been filled. Koli phones the Human Resources Manager to find out what is going on; it turns out that an intern who was tasked with sending “ding” letters got a little

Your passion is creating a memorable meal.

Ours is helping make that happen.

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BECKI L. YOUNG, co-founder of Hammond Young Immigration, is a business immigration attorney with 20 years of experience in the field. She has represented more than 100 of the world’s most prominent hotels and restaurants, and facilitated the sponsorship of foreign professionals, trainees, interns and individuals of “extraordinary ability.” Ms. Young is an active member of the American Immigration Lawyers Association.

She can be reached at 301-917-6900 or byoung@hyimmigration.com.

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FEBRUARY 2016 | 25

WHINING ’N DINING Randi Rom

Light Up a Cause for the Kids … Max’s Taphouse

W

hat do you do with the thousands of empty beer bottles you collect every week?

If you’re Ron Furman, owner of Max’s Taphouse in Fells Point, you create Max’s Waxhouse and produce Candles with a Cause. They use the repurposed beer bottles to create Max’s Craft Wax Home Brewed Candles, which are hand-cut in Baltimore, using 100 percent all natural vegetable wax. They come in very cool packaging that looks like you’ve just bought a four-pack and have various scents and are available at various businesses around B-more.

The cause is the Believe in Tomorrow Foundation, which offers support services to critically ill children. Between the Children’s House at Johns Hopkins and the Believe In Tomorrow House at St. Casimirs, these two facilities provide about 2,400 overnight accommodations to sick kids and their families. For more info go to Facebook.com/MaxsWaxHouse or BelieveinTomorrow.org Way to go Ronnie!

After 18 years in Charles Village, Donna’s has closed. Donna’s Cross Keys location remains open and

With 20 years of experience raising the standards higher on every new project and client

they will focus on Cosima, the Sicilian restaurant in the Mill No. 1 complex that opens this month.

Get a shot and a beer and pub grub in an arcade. I’ve just described the Boiler Room, a new bar that opened at 27 Cross St in the space formerly occupied by Corfu. Brought to you by the team behind Bookmakers Cocktail and Supper Club (also in Fed Hill) was, as word has it, inspired by restaurant employees that like to go out after their shifts and get a shot and a beer and some good food after a long day at work. Sound like anyone you know? Specialty shots, beer and shot pairings, eight draft lines, craft and domestic beers are offered along with menu items such as pierogies, loaded hot dogs, hamburgers and other bar food “with a twist.” Boiler Room has 10 arcade consoles including Frogger, Donkey Kong, Skee-ball and a claw machine. Sounds like a fun conceptdoesn’t it? BoilerRoomBaltimore.com Full Tilt Brewing will hold a new beer release event for their Hops The Cat — The Hops the Cat IPA Bar Crawl is set for February 20 at 12 p.m. until 2 a.m. at various locations throughout the Fells Point neighborhood.

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On the map are Max’s Taphouse, Alexander’s Tavern, The Abbey Burger Bistro, Cats Eye Pub, The Point and The Admiral’s Cup. Proceeds will benefit BARCS, the Baltimore animal rescue and care shelter. For more info go to FullTiltBrewing.com Following on the heels of its 20th Anniversary and a successful inaugural endeavor last spring, Heavy Seas Beer announced that the Blunderbuss Music Fest will be held on June 11 at Rash Field at the

The Newsmagazine Foodservice Professionals Rely On

Inner Harbor. Formerly Heavy Seas Island Jam, this music festival will feature national recording artists including American funk and sole band: Robert Randolph and the Family Band — with an additional four bands to be announced this month.

Event attendees will be offered several craft beer styles onsite to purchase, as well as a variety of food options from various vendors.

Guests are welcome to bring chairs and blankets to take advantage of the spacious stage viewing area. www.hsblunderbuss.com Gluten Free update: My end-of the-year column listed a bunch ‘o places around town to get great GF options. One I didn’t mention was The Elkridge Furnace Inn who, unbeknownst to moi, has offered their entire lunch, dinner and brunch menus as gluten free for years. So now you can enjoy New American Gluten Free dining in this posh, restored 18th-century manor home. Thanks to my long time BFF and EFI GM Mike Stishan for the update. ElkridgeFurnaceInn.com Need more steak options? Texas Roadhouse has signed a lease for a 7,200 sq. ft. pad site at the newly renovated Executive Plaza complex at 11350 McCormick Rd in Hunt Valley — the sixth Baltimore restaurant for the chain.

The Western-themed restaurant, known for its steaks, BBQ chicken and pulled pork has other locations in White Marsh, Pasadena, Dundalk, Westminster and Fallston.

RANDI ROM is a Baltimore special events planner, marketing and public relations maven, freelance writer and the head of R. J. Rom & Associates. Have a hot scoop?

Contact Randi via email at randirom@comcast.net or phone 443-691-9671.

foodservicemonthly

BALTI-MORE Dara Bunjon

Fresh from Their Farm: Geb’s BBQ

T

ucked away in a NW Baltimore County industrial park, making the trip is well worth seeking out GEB’s BBQ. The restaurant is partnership between Edrich Premier Foods/Farm and Chef Benny Gordon. The farm, which is operated in collaboration with NCIA’s Youth in Transition School, serves as an educational and vocational training program for students with special education needs.

A surprise to new diners walking into the industrial park building is to see a beautifully designed restaurant of reclaimed barn wood, a private dining room and reasonably priced breakfast and

lunch items including their BBQ. Slow smoked beef brisket and pork are core to their menu, but house baked goods are not to be missed. Open Monday through Friday for breakfast and lunch allows GEB’s BBQ to continually grow their catering business.

DARA BUNJON: Dara Does It – Creative Solutions for the Food Industry offers a myriad of services: public relations, social media training and administration, freelance writing, marketing and more. Contact Dara Bunjon at 410-486-0339, info@dara-doesit.com or visit www.dara-does-it.com, Twitter and Instagram: @daracooks Listen to her Dining Dish radio program on Baltimore Internet Radio.

GEB’S BBQ RESTAURANT 7205 RUTHERFORD ROAD BALTIMORE 410-298-4634 WWW.GEBSBBQ.COM TWITTER & INSTAGRAM: @GEBSBBQ Chef Benny Gordon, and LaDeana Wentzel, manager

Time to Change. Goodbye Polystyrene...

Effective January 1, 2016, both the use and sale of expanded polystyrene (Styrofoam®) food service products and polystyrene loose fill packaging (packing peanuts) are prohibited in Montgomery County.

1

Plan ahead. Start using recyclable alternatives today!

For more information, visit www.montgomerycountymd.gov/recycling or call 3-1-1 or (240) 777-0311.

Montgomery County, Maryland – Department of Environmental Protection Division of Solid Waste Services Waste Reduction and Recycling Section

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FEBRUARY 2016 | 27

ASSOCIATION NEWS DRA

ASSOCIATION NEWS RAMW

6th Annual DRA Restaurant Resolutions What You Can Learn as a RAMW Member Symposium & Annual Member Luncheon minimum size: 1.5 in. x 1 in

T

he Delaware Restaurant Association (DRA) will hold its sixth annual restaurant resolutions symposium and annual member luncheon on Tuesday, Feb. 9 at Deerfield Golf & Tennis Club in Newark, Del., 8:30 a.m. - 2 p.m.

The one-day industry forecast gives restaurant owners and operators vital information that keeps them on top of current policies, politics and emerging technologies, helping protect their most valuable assets and keep businesses as successful as possible.

The day will feature keynote speakers and workshops designed to cover information for continued success and compliance in the restaurant industry in 2016.

Featured at this year’s Symposium: • Opening remarks from Gov. Jack Markell • $15 Minimum Wage: Will this be Delaware’s reality?

• Hot employment law topics for Delaware’s restaurant owners • No Tipping: Will this come to Delaware?

The day will begin with a continental breakfast, followed by the educational sessions and networking time for members.

It will conclude with the Annual

Member lunch.

For more information or to RSVP for the day, call the DRA at 302738-2548.

Allied members interested in sponsorship and exhibiting opportunities for the event, review the 2016 DRA Education Symposium Sponsorship-Exhibitor Application or call the DRA at 302738-2548.

Delaware Restaurant Association Staff Carrie Leishman, President & CEO carrie@delawarerestaurant.org 302-738-2545 Krystal Peters, Director of Education & ProStart Coordinator; Director of Operations Krystal@delawarerestaurant.org 302-738-2545 Karen Stauffer, Director of Marketing Karen@delawarerestaurant.org 302-738-2548 Mailing Address: PO Box 8004 Newark, DE 19714 Physical Address: 500 Creek View Road, Ste 103 Newark, DE 19711 Phone: 866-DRA-2545 • 302-738-2545

Seaford High School ProStart Students catered a groundbreaking for one of the big sites being built in response to Delaware’s Downtown Revitalization Grant. Gov. Jack Markell took a few minutes to talk with some of the students about Seaford and the Delaware ProStart Program.

28 | FEBRUARY 2016

Membership in the Restaurant Association Metropolitan Washington (RAMW) comes with communication and engagement.

What you take from that and use to make your operation better is up to you. One example is the connection to DC government and the regulatory system and its changes.

District Foam Ban Is Now in Effect The Sustainable DC Omnibus Amendment Act of 2014 bans the use of food service products made of expanded polystyrene, commonly known as foam or Styrofoam. The ban began on January 1, 2016 and applies to all District businesses and organizations that serve food.

Passed by the DC Council in June 2014, the ban will reduce trash pollution in the District’s waterways. Foam litter is consistently one of the most prevalent types of trash pollution in the Anacostia River.

“Foam is easily blown by wind or washed by rain into our storm drains and waterbodies,” said Department of Energy and Environment (DOEE) Director Tommy Wells. “Over time, foam litter breaks into small pieces that are difficult to remove from the environment and are harmful when eaten by wildlife. Other pollutants like oil, grease, and heavy metals can adhere to these small pieces, causing the contaminants to bioaccumulate in the food chain. The foam ban is an important part of the District’s ongoing efforts to reduce litter in our communities and to restore our rivers and waterbodies.”

Another provision of the law requires businesses and organizations to only use recyclable or compostable disposable dining products by 2017, which will help the District achieve its Sustainable DC Plan goal of 80 percent waste diversion by 2032.

The Newsmagazine Foodservice Professionals Rely On

To ease the transition, DOEE has conducted an extensive outreach campaign to educate businesses and organizations about the requirements of the ban. Efforts include door-to-door canvassing across all eight wards, mailings to all regulated businesses, and a web page with information about the ban and a list of vendors that sell compliant products.

For more information on the District’s foam ban, visit http://doee. dc.gov/foam

A Meaningful Political Connection The RAMW PAC was established to promote the interests of the foodservice industry through all forms of legislative and political action including contributions to candidates seeking office and the support or defeat of legislative or regulatory issues that impact our industry.

Why should I contribute to the RAMW PAC Fund?

Combined contributions and participation in the election process presents a united front of many as opposed to a single front of one. Payments, contributions or gifts to the Restaurant Association Metropolitan Washington may be tax deductible as ordinary and necessary business expenses subject to restrictions imposed as a result of association lobbying activities.

Contributions of any amount are appreciated and we truly thank those who have previously generously contributed.

How to contribute To make a contribution to the RAMW PAC, please mail checks made out to “RAMW PAC” to: RAMW, Attn: PAC Fund, 1625 K Street NW, Suite 210, Washington, DC 20006. Contributions may also be made by credit card over the phone at 202-331-5990.

foodservicemonthly

FSM PEOPLE

Ed Kretmar of Acme Paper & Supply Co., Inc. Earns Top Status in SEFAPro Program The Supply & Equipment Foodservice Alliance (SEFA) is a nationwide network of leading supply and equipment dealers and manufacturers. Founded in 1986, by Tedde Reid, SEFA has grown to be the industry’s leading foodservice buying, marketing, and training group. SEFA recently announced that Ed Kretmar, Sales Representative, Acme Paper & Supply Company, Savage, Md., has earned SEFAPro Level 7 status.

Kretmar is now one of thirteen SEFAPros to have earned this elite status. The goal of the SEFAPro training program is to develop industry leaders and top-level sales professionals. This exclusive program focuses on training top dealer salespeople in three key areas: Product Knowledge, Selling/ Business Knowledge, and Safety & Operations.

With over 40 years in the foodservice industry, Ed is known at Acme as the “Tabletop Guy”. He’s called upon to demonstrate everything from pots and pans to equipment to new and existing foodservice operations. A staff member of Acme for five years, Kretmar has been a SEFAPro since 2010.

Kretmar says, “I never thought you could teach an old dog new tricks, but SEFA has been a launching pad for me to become not only better at what I know and do, but to become a better person.

SEFA has inspired me to do the right thing and be part of something bigger and better.”

FSM asked Kretmar about trends in the marketplace. “First, you have to listen to your customer,” he says. “You have to hear what they are saying.” He describes a market where the idea of co-mingling colors, materials and styles are the norm. As the chef and restaurateur see the table as a palette … you can foodservicemonthly

find bamboo, metal and the coupe plate in combination. Now, the pure bright whites of porcelain are replacing the off whites of old.

As regards to the equipment training he has received at SEFA, “I learn to master the product and then come back to the sales team to teach … to share the knowledge.”

Soft Stuff Distributors Adds New Hires to Fuel Future Success

Ed Kretmar

US Foods of Baltimore also for the Washington, D.C. area.

“Adding new talent to our team is a critical part of making our expansion a success,” says Soft Stuff President and CEO Lois Gamerman.

Soft Stuff Distributors, the 25 year-old specialty food service distributor, has announced the addition of three new territory sales managers to assist them in surpassing customer expectations as well as to expand into Virginia.

Maria Mejia, also a new Territory Manager at Soft Stuff, will service the Eastern Region of Northern Virginia bringing her nine years of foodservice sales experience to the Soft Stuff team. In 2007, she worked for Sysco Foodservice as a Market Associate servicing Washington, D.C., and in 2011 she worked for

Laura Sweatt

Maria Mejia

“Gretchen, Laura and Maria bring great energy, loads of relevant experience, and will help us provide an even higher level of personal service to our customers as we continue to grow.”

RESTAURANTS MULTI-FAMILY REMODELS INTERIORS TENANT

Gretchen Hoffman has joined the company as Territory Manager for the Washington, D.C. region.

Prior to launching her sales career in 2005, Hoffman spent eight years as a chef with Aramark, during which time she worked the 2000 and 2004 Olympics in Sydney and Athens, catering to athletes and the NBC news team. After relocating to Maryland in 2004, she worked as a chef at M&T Bank Stadium. Her culinary experience gives her key insight into what’s most important to executive chefs and foodservice managers.

Veteran sales representative, Laura Sweatt, has also joined Soft Stuff as Territory Manager. She will service customers in the western region of Northern Virginia, where Soft Stuff has just recently expanded. Sweatt spent 18 years with US Foods, first in Las Vegas for three years and then Washington, D.C. for 15 years.

Gretchen Hoffman

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FEBRUARY 2016 | 29

MODERN BUSINESS SOLUTIONS Henry Pertman

Upselling in Your Restaurant: The 5 Ws

W

e all learned the 5 “W”s back in grade school, right? Those basic information-gathering questions of who, what, when, where and why most likely helped you become a better writer and more thorough reporter. Now, gathering the same basic information via those same questions can help make you a more successful restaurant owner. As a restaurateur, you can — and should — use the 5 Ws as a foundation to create better guest experiences, higher quality employees, and dare I say, a better bottom line.

Use these 5 Ws as your to-do list for upselling in your restaurant.

What Upselling food and beverage in your restaurant helps to create happier guests, more productive employees and ultimately helps you attain your financial goals.

Upselling means many things in practice. Selling more wine, more cocktails, more appetizers, more desserts — you get the picture. It’s about selling more. When done properly, guests will enjoy their experience more.

And when customers have a great experience, they are more likely to recommend your restaurant, highlight you positively on social media, and become repeat customers.

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Why This may or may not be the most obvious W. Making more money keeps you in business, and that, along with culinary excellence and customer satisfaction, is why you are in the business. There are other “whys,” however. Guests come into your restaurant to not only have a great meal, but also an enjoyable experience. When upselling, or enhancing a customer’s experience, is part of your culture, it promotes better relationships between your employees and your guests. It is certainly NOT “pushing food down peoples’ throats,” so to speak. It is training your service staff to ask smart questions, attentively listen to answers, and then properly engage guests so that your customer is eager to order what your staff recommends. Aha! Better experiences for staff and guests.

Who There are a number of “whos” in this scenario. Starting at the time a reservation is made, if one is made.

The receptionist needs to ask the right questions (which we’ll get into next)). Upon the guest’s arrival, it is the host or hostess who needs to be involved. Throughout the service, servers, managers, bussers and runners can and should actively participate.

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These two go hand in hand when it comes to upselling. When the receptionist takes a reservation, it’s important to ask questions such as whether the guests are celebrating any special occasion, or if they are on any sort of timetable. The answers to both of these questions are both going to affect what type of upselling is best suited for those guests in particular.

If they are going to a movie and only have an hour for dinner, let the server know. In this case, the upselling needs to be quick appetizers, not lazy ones,

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and entrees need to be relatively quick as well. On the other hand, if they told you that this is their anniversary and they would be spending the evening with friends at your place, go for it. Suggest away. At the table, having your server say, “Happy Anniversary, thanks for spending it with us. May I suggest a glass of champagne and our wonderful crab dip, to share?” and “Do we have seafood lovers at the table or are you carnivores?” allows specific, pointed and relevant suggestions.

Training bussers and runners to make dessert suggestions when they are filling water glasses will be equally important and engaging when done respectfully and properly. Commenting, “has your server told you about our chocolate tornado cherry cheesecake, yet? I see you are just getting started, but it is out of this world!” can be very effective when done properly and with genuine enthusiasm.

Everyone in your restaurant should be taught to understand the table and its guests through honest, important questions. This creates a deeper level of engagement that the guests will appreciate while they are spending more, enjoying the experience more, and again, becoming repeat customers who tell others. That is the end game, and why the 5 Ws are so critical to make your restaurant more successful.

Obviously this is an overview with only a few highlights. Let me know if you would like to chat on more specifics, or on how you can deploy at your restaurant.

HENRY PERTMAN is Director, Hospitality Consulting at CohnReznick. Located in the firm’s Baltimore, Md. office, Henry specializes in front- and back-of the-house management and training, business analytics, point-of-sale maximization, hospitality marketing, food and beverage controls, inventory management, customer service training, and kitchen flow. 410-783-4900, henry.pertman@cohnreznick.com.

foodservicemonthly

RAR RESTAURANT ACTIVITY REPORT

CURRENT REAL ESTATE TRANSACTIONS, LEASES SIGNED, OWNERSHIP CHANGES AND BUSINESS BROKERAGE ACTIVITY Editor’s note: The Restaurant Activity Report (RAR) is a lead summary. The information is supplied to readers of Foodservice Monthly by the RAR and the RAR is solely responsible for its content and accuracy. The list is edited for space.

THE SHAW BIJOU Kwame Onwuachi www.theshawbijou.com 1544 9th St NW Washington DC 20001 A new eatery called The Shaw Bijou will be opening in Washington, DC 20001. The concept is to have guest experience stories through food. The menu will feature favorite dishes from the chef and staff. Updates on the opening can be followed via Facebook at https://www. facebook.com/The-Shaw-Bijou TWISTED HORN Jamie Leeds 202-733-1971 www.twistedhorndc.com 819 Upshur St NW Washington DC 20011 An employee at Hank’s on the Hill confirmed the owner would be opening a new eatery called Twisted Horn in Washington, DC 20011. The menu will serve upscale locally sourced fare with full ABC. Contact number listed 202-733-1971 is for Jamie Leeds, the owner, at Hank’s on the Hill.

ALL PURPOSE Michael Friedman, Michael O’Malley, Sebastian Zutan 202-525-3021 1250 9th St NW Washington DC 20001 A new eatery called All Purpose will be opening in Washington, DC.The menu will serve pizza, pasta, a selection of bruschetta, Roman and Italian-American antipasti, and charcuterie with ABC. Contact number listed 202525-3021 is for Michael Friedman, Michael O’Malley, and Sebastian Zutan, the owners at Red Hen. LA PUERTA VERDE Ari Gejdenson 202-525-4375 www.mindfulrestaurantgroup.com 1401 New York Ave NE Washington DC 20002 Mindful Restaurant Group has announced plans to open a new eatery called La Puerta Verde in the Hecht Warehouse development at Ivy City in Washington. The menu will serve authentic Mexican cuisine representing a variety of regions highlighting their native ingredients. Full ABC available. Contact number listed 202-525-4375 is for Ari Gejdenson at Acqua Al 2.

PANCHO VILLA MEXICAN RESTAURANT 540-658-0895 www.panchovillava.com 14101 St. Germaine Dr Centreville VA 20121 A new location of Pancho Villa Mexican Restaurant will be opening in Centreville, Via. The restaurant features a menu of authentic Mexican food such as soups, appetizers and entrees such as enchiladas and steak. In addition, the restaurant will have full ABC. Contact number 540-6580895 is for existing location at 155 Garrisonville Road in Stafford, VA. KING STREET OYSTER BAR Rick Allison 703-470-5991

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12 S King Street Leesburg VA 20175 A new oyster bar called King Street Oyster Bar will be opening in Leesburg, Va. As the name suggests, the restaurant will feature seafood options, particularly oysters. In addition, the restaurant will have full ABC. Contact number 703-470-5991 is for owner Rick Allison. Alternative number 703-737-3700 is for Rick Allison’s other restaurant, Pittsburgh Rick’s.

WET CITY Josh and P.J. Sullivan 410-635-1220 p.sullivan@hardlysquare.com 223 W. Chase St Baltimore MD 21201 The menu will offer 20 draft lines of craft beer from local, national and international breweries, craft cocktails and American gastropub fare. Contact number listed 410-6351220 is for PJ at his other business Hardly Square. You can also reach him via email at p.sullivan@hardlysquare.com.

ALTA STRADA Michael Schlow 781-237-6100 http://www.altastradarestaurant.com 2911 District Ave Fairfax VA 22031 Alta Strada will be opening a new location in Fairfax, Va. The restaurant has existing locations in Massachusetts and Connecticut and features a menu of Italian cuisine such as homemade pastas, individual pizzas and full antipasti. Contact number 781-237-6100 is for Massachusetts location at 92 Central Street in Wellesley, MA. THE BIRD Josh Hahn 202-332-3710 www.eatwelldc.com 1337 11th St Washington DC 20001 A representative of Eat Well DC, confirmed the restaurant group will be opening a new eatery in Washington, DC 20001. The eatery will have seating for 99 and a Total Occupancy Load of 125 inside premises. Request made for a Sidewalk Cafe with 65 seats and a Summer Garden with 35 seats. The menu is still being developed. Contact number listed, 202-332-3710, is for Eat Well DC. BACKFIN BLUES CREOLE DE GRAW Bob Steele 410-378-2722 400 N Union Ave Havre De Grace MD 21078 An employee at Backfin Blues Bar & Grill confirmed the owner would be opening a new eatery called Backfin Blues Creole de Graw in Havre De Grace, Md. The menu will focus on Creole-style food and French dishes with full ABC. At this time the space is being renovated and an open date is expected for late February 2016. Contact number listed 410-378-2722 is for Bob Steele, the owner at Backfin Blues Bar & Grill.

TAVERN & GROCERY Andy McClure 434-984-4667 333 W Main Charlottesville VA 22902 Tavern and Grocery is coming to Charlottesville, Va. The restaurant will feature a menu of upscale pub food such as burgers and bahn mi. In addition, the restaurant will have full ABC. Contact number, 434-984-4667, is for The Virginian restaurant at 1521 University Ave in Charlottesville, VA 22903.

GELATI CELESTI Steve Rosser 804-346-0038 www.gelatiicecream.com 1400 N. Boulevard Richmond VA 23230 Gelati Celesti will open a new location in Richmond, Va. The restaurant’s menu includes a wide assortment of handmade ice cream as well as pies and cakes. In addition, the new location is slated to open by late summer 2016. Contact phone 804-346-0038, is for location at 8906 A West Broad Street in Richmond, VA. CASBY’S KITCHEN & TAP 757-962-4783 info@casbys.com www.casbys.com 1336 N Great Neck Rd Virginia Beach VA 23454 Casby’s Kitchen and Tap is slated to open in Virginia Beach, Va. The new restaurant and pub will feature a

menu of typical pub food and will have approximately 15 beers on tap. In addition, the pub and grill is slated to open by March 2016. Contact number for the restaurant is 757-962-4783 BANTAM KING Daisuke Utagawa, Yama Jewayni 202-589-1600 700 5th St NW Washington DC 20001 An employee at Daikaya confirmed the owners would be opening a new eatery called Bantam King. The new eatery is expected to open in March 2016 in Washington.

Bantam King will specialize in chicken ramen and Japanese fried chicken. Contact number listed, 202-5891600, is for Daisuke Utagawa and Katsuya Fukushima, the owners of Daikaya.

RESTAURANT Joe Englert and Jimmy Silk 202-399-3201 1212 H St NE Washington DC 20002 An employee at Vendetta confirmed the owners would be changing the name, concept and possibly making small renovations. At this time Vendetta will remain open and the to-be-announced eatery will change over in a few months. Contact number listed 202-399-3201 is for this location.

PAMPLONA 202-827-4530 3100 Clarendon Blvd Arlington VA 22209 A new restaurant called Pamplona will open in Arlington, Va. The restaurant will have a Spanish tapas concept and menu has yet to be disclosed. In addition, the new restaurant is slated to open by Spring 2016. Contact number, 202-827-4530, is for Provision at 2100 14th Street in Washington, DC which shares the same owner.

LOST SAINT Andy McClure 434-984-4667 333 W Main Charlottesville VA 22902 A new pub called Lost Saint is coming to Charlottesville, Va. The pub will feature full ABC. Downstairs from the pub will be a restaurant with a menu of upscale pub food such as gourmet burgers. Contact number, 434-984-4667, is for The Virginian restaurant located at 1521 University Ave in Charlottesville, Va. which shares the same owner.

1927 CAFE AND BAKERY 804-592-3368 6 N Laurel St Richmond VA 23220 A new eatery called 1927 Cafe & Bakery is headed to Richmond, Va. The cafe which is slated to open by February, will feature bistro fare, such as breakfast burritos and sandwiches in the morning and sandwiches and wraps, including curry chicken salad, buffalo chicken and a BLT, at lunch and in the evening. Contact number 804-592-3368 is for the Altria theatre, which is where the cafe is located.

EGGSPECTATION Enzo Renda 301-585-1700 www.eggspectation.com/locations/usa/ 10209 Grand Central Ave Owings Mills MD 21117 A new Canadian restaurant called Eggspectation will be opening another US location in Owings Mills, Md. The menu for the 5,582 sqft full service restaurant features 160 items, including appetizers, soups, salads, sandwiches, chicken, fish, steaks, pasta, and a large assortment of high-end egg and crepe dishes. The house specialty, Eggs Benedict, is offered in over a dozen ways. Eggspectation uses only authentic recipes and ingredients, freshly prepared. Contact information listed 301-585-1700 is for the Silver Spring, MD location.

QUEEN CITY CREAMERY Linda Freas, Chelsea Boyle, Rhiannon Morgret 301-777-0011 www.queencitycreamery.com 108 W. Harrison St. Cumberland MD 21502 Sources report Queen City Creamery in Cumberland, Md. is now under new ownership. The menu serves classic American fare with no ABC. Contact number listed 301777-0011 is for this location.

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BURTONS GRILL AND BAR 757-422-8070 www.burtonsgrill.com Telegraph Road Alexandria VA 22315 A new location of Burton’s grill is coming to an unspecified address at the Hilltop Village Center in Alexandria, Va. The restaurant is an upscale-casual restaurant featuring contemporary American cuisine. The restaurant’s menu will focus equally on vegetarian and gluten sensitive food as well as a kids menu. There will be 6,200 sqft of space.

Contact number 757-422-8970 is for Virginia Beach location at 741 Colonia Road inside the Marketplace at Hilltop.

ARI’S DINER Ari Gejdenson 202-525-4375 www.mindfulrestaurantgroup.com 1401 New York Ave NE Washington DC 20002 Mindful Restaurant Group has announced plans to open a new eatery called Ari’s Diner in the Hecht Warehouse development at Ivy City in Washington. The menu will serve traditional American diner fare. Contact number listed, 202-525-4375, is for Ari Gejdenson at Acqua Al 2.

SAKERUM Stephanos Andreou 202-955-9001 2204 14th St NW Washington DC 20009 An employee at Barcode confirmed the owner would be opening a new eatery in Washington. The eatery is expected to open in late February 2016. The restaurant will serve cocktails, sushi, and Latin fare for dinner and late night dining. The 110-seat space will span two levels and features a retractable roof. Contact number listed, 202-955-9001, is for Stephanos Andreou, the owner at Barcode.

SAMOS Michael and Valentina Georgalas 410-675-5292 www.samosrestaurant.com 1703 Whetstone Way Baltimore MD 21230 An employee at Samos Restaurant confirmed the owners would be opening a new location this spring in Baltimore, Md. The menu will serve Greek salads, soups and sandwiches. Contact number listed, 410-675-5292, is for the original location.

LIVE OAK Jeremy Barber 1603 Commonwealth Ave Alexandria VA 22301 Live Oak, a new restaurant coming to Alexandria, Va., is slated for a spring 2016 opening. The restaurant will feature Southern inspired cuisine on its menu. In addition, the restaurant will have full ABC. URBAN FARMHOUSE Kathleen Richardson 804-325-3988 www.theurbanfarmhouse.net 100 E Franklin St Richmond VA 23219 Urban Farmhouse is expanding to a new location in Richmond, Va. The new 800 sqft location is expected to open by spring 2016. The menu will feature sandwiches, fresh salads, and entree’s, and changes seven times a year. Contact phone number listed 804-325-3988 is for the original location at 1217 E Cary St, Richmond, VA. COOK OUT Morris and Jeremy Reaves 336-431-1094 www.cookout.com 5670 Indian River Rd Virginia Beach VA 23465 Cook Out will be opening in Virginia Beach by the first quarter of 2016. Cook Out is a fast casual restaurant that serves an American menu featuring hamburgers, hot dogs and fries during lunch, dinner and late night hours with a variety of signature milkshakes and no ABC available.

Contact phone number listed 336-431-1094 is for Morris or Jeremy Reaves at the corporate office.

No reproduction without express written permission under penalty of law. Published by Restaurant Activity Report, PO Box 201, Willow Springs, NC27592; Office: 919-3460444; Toll Free: 888-246-0551; Fax: 919-882-8199; www. restaurantactivityreport.com

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ADVERTISER INDEX

Acme Paper & Supply................................................ 6 Alto Hartley............................................................... 8 Barter Systems Inc................................................. 32 Bilingual Hospitality Training Solutions...................... 32 BME....................................................................... 22 Capital Seaboard.................................................... 13 DePalo & Sons....................................................... 23 ECOLAB.................................................................. 11 EMR....................................................................... 15 FoodPRO................................................................ C3

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H & S Bakery............................................................ 5 Holt........................................................................ 17 Itek Construction + Consulting................................. 26 Martin Bamberger................................................... 30 Maryland Food Center Authority................................ 19 Metropolitan Meat Seafood Poultry........................... C4 Newell Rubbermaid................................................... 7 OCHMRA Spring Trade Expo..................................... 10 Restaurant Association of Maryland Education Foundation............................................................. 32

The Newsmagazine Foodservice Professionals Rely On

Restaurant Association of Maryland......................... 14 Rita St. Clair........................................................... 21 R&R Coatings......................................................... 12 Saval Foodservice................................................... C2 SuperSource DC..................................................... 25 Tech 24 Construction.............................................. 29 Technical Resources ............................................... 27 VA Department of Agriculture Consumer Services...... 18 Valley Proteins.......................................................... 9 Virginia Linen............................................................ 1

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