April 2021 - Total Food Service by Total Food Service

NEWS

TECHNOLOGY

CT FIRM TEAMS WITH CHIPOTLE TO INVEST IN SELF-DRIVING AUTO TECH FIRM NURO

hipotle Mexican Grill Inc has invested in autonomous driving company Nuro’s series C round of funding in a move to help bolster its delivery network. Nuro uses driverless on-road robotic cars to deliver products to consumers. SoftBank-backed Nuro raised $500 million in its latest round of funding. Woven Capital, a venture fund owned by Toyota Motor Corp, is the other investor in the company. The self-driving tech company had raised about $940 million from Softbank, the Japanese conglomerate, and Greylock Capital Management, an investment firm based in Stamford, Connecticut. Last November, Nuro raised $500 million from a group of investors that included T. Rowe Price Associates, Fidelity Management and Research Co. and Baillie Gifford. Neither Chipotle nor Nuro disclosed the terms of the deal. “Early investments in digital innovation have provided a competitive advantage operationally with digital kitchens and the brand’s Chipotlanes,” the company said in a statement. “Now the organization is exploring disruptive opportunities outside of traditional third-party partnerships.” Nuro already has agreements with Kroger,

Walmart, and CVS wherein it delivers prescriptions and groceries in the Houston area. Nuro uses Prius cars that are redesigned with its self-driving technology. It now has got permits to makes self-driving deliveries in the state of California. Nuro’s $940 million money injection from SoftBank in 2019 raised its valuation to almost $5 billion. For the fast-casual food chain, the investment in Nuro builds on its already strong digital operations that have been a standout in the industry during the COVID-19 pandemic and has helped Chipotle ride out the worst of the impact. Brain Niccol, the CEO of Chipotle, took over the company in 2018, and this is the first “significant” investment that

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“Nuro could change the traditional delivery model, and we believe consumers are going to continue to seek options and additional access points for how and where they enjoy their food,” — Curt Garner, Chief Technology Officer at Chipotle the food chain restaurant has made in a third-party technology business under his leadership, the company statement said. “Nuro could change the traditional delivery model, and we believe consumers are going to continue to seek options and additional access points for how and where they enjoy their food,” said Curt Garner, Chief

Technology Officer at Chipotle. Nuro co-founder Dave Ferguson said that financial and strategic support from major companies like Chipotle will help Nuro Euro advance their technology and business both in terms of more customers and revenue. Chipotle has been able to meet the Pandemic-led online food delivery demand by upping its digital presence. The restaurant said on that its digital business increased 174% year over year in 2020, almost half of which came from delivery. With that Chipotle sees their synergy with Nuro as an organic investment Chipotle has been innovating with its menu and marketing strategies to stay ahead of the competition and give the everdiscerning, forever online customer some value additions. Chipotle’s digital orders made up 46.2% of its sales in 2020. The company posted $2.8 billion in digital sales last year.

April 2021 • Total Food Service • www.totalfood.com • 3

NEWS

EXPANSION

FILIPINO FAVORITE JOLLIBEE INKS PACT FOR TIMES SQUARE FLAGSHIP

ollibee is betting on Times Square. The popular Filipino fast-food chain has inked a lease to open a 7,127-square-foot flagship at 1500 Broadway, between West 43rd and West 44th streets. The space includes 3,127 square feet of ground floor retail space as well as 4,000 square feet on the lower level. Jollibee has more than 1,300 locations worldwide, but just two other New York City locations, at 6229 Roosevelt Avenue in Woodside and 609 Eighth Avenue in Midtown. When the original Manhattan location opened in 2018, fans of the brand waited in hours-long lines to sample its popular Chickenjoy — a dish of fried chicken with rice and gravy.

The Jolibee story is truly one for a movie script. In 1975, Tony Tan Caktiong and his family opened an ice cream parlor in Cubao, Phillipines. The outlet later began offering hot meals and sandwiches upon request from customers. When the food items became more popular than ice cream, the family decided to convert the ice cream parlor into a fast-food restaurant and became the first Jollibee outlet in 1978. By the end of the first year of operation, there were seven branches in Metro Manila. The first franchised outlet of Jollibee

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opened in Manila in 1979. As Jollibee experienced rapid growth, it was able to withstand the entry of McDonald’s in the Philippines in 1981 by focusing on the specific tastes of the Filipino market, which differed from the American fast food company. Jollibee will bring several American-influenced items, as well as casual Filipino fare to its new Midtown flagship. Among the establishment’s best sellers are the Yumburger, the house hamburger first introduced during their early days of operation; the Chickenjoy, a fried chicken meal introduced in the 1980s; and Jolly Spaghetti, their sweet-style interpretation of spaghetti. which is being advertised as “the meatiest, cheesiest spaghetti”. Jollibee’s first outlet in North America opened in the United States in California in June of

1998. CBRE’s New York team of Amira Yunis, Anthony Stanford, Henry Rossignol and Elliot Ferris facilitated the negotiations for the Times Square transaction, representing both the tenant and landlord Tamares Real Estate. The building’s other retail tenants include Starbucks and Citizen Watch Fast-food restaurants have done well in the pandemic. They paid 92 percent of their rent in the month of January, according to a report by Datex Property Solutions. To learn more about Jollibee, visit their website at jollibeeusa.com/

April 2021 • Total Food Service • www.totalfood.com • 5

NEWS

E&S EXPANSION

SINGER EQUIPMENT COMPANY EXPANDS SOUTHEASTERN FOOTPRINT WITH THOMPSON & LITTLE ADDITION

red Singer, President and CEO of Singer Equipment, announces the acquisition of the business of Thompson & Little. Located in Fayetteville, North Carolina, Thompson & Little is one of the largest foodservice equipment and supplies dealers in the Southeastern United States. Drew O’Quinn, the current leader of Thompson & Little, will continue to run the new division as its President, reporting directly to Fred Singer. The new division will operate under the name Singer T&L. Fred Singer said, “I am excited about the opportunities that this acquisition will bring to our compa-

“Most importantly, they share our passion for building long-term customer relationships.” — Fred Singer ny and the employees and customers of Thompson & Little. Drew and his team have a reputation for performing high quality work and managing technical and complex projects. Most importantly, they share our passion for building long-term customer relationships. We look forward to supporting the growth of Singer T&L and building on the great team that is already in place.” Drew O’Quinn added, “I am delighted to be joining the Singer team. Our companies are both family businesses that care deeply about our customers and team members. By joining with Singer, we gain scale, expertise, and access to resources that support our next stage of growth. I could not be more excited for the opportunities this acquisition brings to our customers and associates.” “Our entire leadership team is looking

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forward to working closely with Drew and all of Singer T&L to grow our business throughout the Southeast” noted CFO of Singer, Seth Feldman. “Drew has a track record of success, as well as a history of industry leadership. We look forward to welcoming Drew and his team to Singer.” Singer Equipment Company, the fifth largest foodservice equipment and supply dealer in the United States, remains privately owned and operated in its third generation of family leadership. Headquartered in Elverson, Pennsylvania, Singer also maintains offices throughout the Mid-Atlantic and Southeast, as well as 5 distribution centers totaling over 450,000 square feet. Singer builds commercial kitchens nationwide for chain restaurants, higher education, healthcare, and other hospitality clients, and distributes operating supplies to foodservice establishments throughout the east coast. “Singer will continue to look for other strategic acquisitions that enhance our ability to service key markets and customers,” Fred Singer concluded.

Main Office 282 Railroad Ave. Greenwich, CT 06830 Publishers Leslie & Fred Klashman Advertising Director Michael Scinto Art & Web Director Mark Sahm Director of Public Relations and Special Events Joyce Appelman Contributing Writers Morgan Tucker Francine Cohen Leslie Super Editorial Interns Wyatt Semenuk Claudia Giunta Paola Zevallos Juliette Miettunen Phone: 203.661.9090 Fax: 203.661.9325 Email: tfs@totalfood.com Web: www.totalfood.com

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Cover photo courtesy of Maria Loi Total Food Service ISSN No. 1060-8966 is published monthly by IDA Publishing, Inc., 282 Railroad Ave., Greenwich, CT 06830. Phone: 203.661.9090. This issue copyright 2021 by IDA Publishing Inc. Contents in full or part may not be reproduced without permission. Not responsible for advertisers claims or statements. Periodicals Postage paid at the post office, Greenwich, CT and additional mailing offices. Additional entry at the post office in Pittsburgh, PA. Subscription rate in USA is $36 per year; single copy, $3.00. Postmaster: Send address changes to Total Food Service, P.O. Box 2507, Greenwich, CT 06836

April 2021 • Total Food Service • www.totalfood.com • 7

NEWS

CONDIMENT DISPENSING SOLUTIONS

By Brian O’Regan

KRAFT HEINZ NEW TOUCHLESS DISPENSER SET TO WELCOME BACK FANS TO NATION’S BALLPARKS

s fans make a return to ballparks across the country, there are still many questions new protocols concerning food concessions and self-service stations. Kraft Heinz has developed an answer to those questions. Over the course of the past year, Kraft Heinz has developed the Heinz Keystone® Automatic Dispenser. According to Molly Scott, Kraft Heinz Director of Category Marketing for Food Service, the new dispensers eliminate the need for consumers to touch the dispensers to enjoy their favorite Heinz sauces. The dispenser is 100% touchless and was designed by Kraft Heinz to reduce consumer stress over the use of shared touchpoints. “Condiment lovers can simply wave their hand above the dispenser to enjoy the great taste of Heinz. Each touchless use delivers a pre-portioned 0.5-ounce serving to allow for more effective coverage on food, like a favorite burger or fries,” said Scott. The dispenser was developed by Kraft Heinz after speaking with both foodservice operators as well as consumers. Scott explained, that in 2020 Heinz found that 67% of foodservice operators were looking for permanent solutions for condiment dispensers due to COVID-19. According to Scott, when Heinz interviewed consumers, 91% of consumers said that if an operator has a dispenser on site, it is important for it to

be hands free. Additionally, 94% of consumers said they would feel safe using the Heinz Keystone® Automatic Dispenser when dining out. The concept for the dispenser was developed by the Kraft Heinz Research and Development Team in order to assist consumers during the pandemic. “When this was starting to hit in March, we said hey, this was an important part of our Heinz brand, being a 150-year-old brand. It’s extremely important that we keep up with the trends to make sure that we are there at every point for the consumer need.” In addition to keeping the health and safety of the consumer in mind during the development of the Heinz Keystone® Automatic Dis-

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“The Pandemic has spurred huge growth in chicken wings. So the new dispensers’ ability to handle both ranch dressing and barbecue sauce makes it invaluable.” — Molly Scott penser, the team also stayed focused on profit and loss priorities of foodservice operators. With that goal in mind Scott’s Kraft Heinz team sought to minimize cost for the operator during the R&D process. “We were able to accomplish that goal by creating a lid that works with our existing dispensers. This allows the operator a couple of points of flexibility. One because it is less of an investment. From an operational perspective they do not have to do as much training with their staff on how the dispenser bags fit inside. They can easily just remove the lids they currently have, and they can replace it with the handsfree lid.” The unit’s flexibility to handle not only ketchup but the full line of Kraft Heinz condiments is sure to make it both a fan and operator favorite. “The Pandemic has spurred huge growth in chicken wings. So the new dispensers’ ability to handle both ranch dressing and barbecue sauce makes it invaluable,” Scott added. The pandemic has also brought a new industry focus on takeout and delivery. The new hands-free lid helps both the consumer and the operator execute their commitment

to contactless dispensing. “It works with our full line of various sauces: ketchup, mustard, mayonnaise, ranch, barbecue sauce, you name it. The dispenser works on all of our machines and sauces.” The dispenser enables the operator to pre-set that all servings of Heinz sauces are dispensed in measured 0.5-ounce servings to eliminate waste. “It is perfect for both prefilling ramekins in the back of a restaurant, or for self-service by the consumer,” Scott said. Scott feels that the Kraft/Heinz dispenser will play a key role in helping Americans return to ballparks and stadiums safely in the coming months. Scott looks forward to the day that she as well as many other fans can return to baseball, football and college football games while safely enjoying their favorite Heinz sauces in a safe manner. The dispenser lid is sold by Heinz for $190 and can be ordered online at the Heinz website linked below, over the phone at 1-855-57HEINZ (1-855-574-3469), or by contacting your Kraft Heinz Representative. h t t p s : / / w w w. k ra f t h e i n z foodservice.com/product/ 0000000000234930/HEINZ-Keystone-Automatic-DispenserBundle?categoryid=equipment

SAY HELLO TO ÁRDANA FOOD & DRINK

TABLETOP CONSULTING

DESIGN & BUILD

FOODSERVICE EQUIPMENT & SUPPLIES

JANITORIAL & PPE

PAPER & DISPOSABLES

“ Choosing to work with Singer was one of

the best decisions we made before opening Árdana. Not only are they a one stop shop for everything from back of the house equipment to tabletop, they also have experts that helped to guide us through our decision making process. ”

www.singerequipment.com

- Michael Christou Owner, Árdana Food & Drink Warrington, Pennsylvania

April 2021 • Total Food Service • www.totalfood.com • 9

CLEAN AND GREEN

WITH LAURA CRAVEN

A COMMITMENT TO GREEN IS STILL HIP

ith the rollout of vaccines, people around the country are beginning to feel more comfortable venturing back out into the world. Part of this, of course, includes diners returning to their favorite restaurants to enjoy a brief respite from the stress of the past year. As exciting as this is for the food industry, restaurant and food service operators must remain committed to the changes their customers have come to expect. While health and safety have enjoyed most the of the recent spotlight in this regard, a business’ environmental footprint and sustainability efforts remain important. restaurant While the concept of adding “sustainable” /manager, you to the list of mandatory qualities a business must possess can seem o concentrate daunting for many cash-strapped ope menuerators, and the reality is that this is not a choice. If the simple notion of doing satisfaction. your part to protect the planet isn’t enough motivation, consider the fact that customers committed to safeREGULATIONS? guarding the environment vote with their wallets. Upping one’s green game can even result in money saved. Reduced energy and water consumption lead to lower utility bills and using items like controlled napkin and paper towel dispensers reduce the volume of supplies purchased. Luckily there are many resources available to aid establishments in navigating this initiative. Because we know that sustainability initiatives are not onesize-fits-all, the experts at Imperial Dade make it a point to sit down with each business to discuss

My biggest piece of advice when creating a sustainability program is to look at it holistically and strike a financial balance that makes sense to you.

utions for a Greener Restaurant

their goals and vision. We then break everything down into what can be implemented immediately and what will take a bit more time. Our experts pull together the different puzzle pieces needed to make the customer’s vision a reality and put their sustainability program together efficiently and methodically. As I mentioned earlier, making a push for sustainability isn’t synonymousCITY withHALL increased costs. Operators would be surprised by how many aspects of their business could be changed for the better in ways that simultaneously reduce costs. My biggest piece of advice when creating a sustainability program is to look at it holistically and strike a financial balance that makes sense to you. Imperial Dade can help operators identify exactly what changes can be made that

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offset the increased costs of others. In addition to implementing green practices, it is important to share your efforts with your customers. The focus on sustainability will regain mindshare as we emerge from the pandemic and customers will once again hold businesses to higher standards. And, if these standards are not met, the customers will dine elsewhere. Be sure to communicate not only sustainable efforts visible to the public but share what you’re doing behind the scenes as well. You can tell your story in a number of ways. Print the messaging on your takeout bags and napkins or post the information on websites and social media. Educate your staff so they are involved in the program and can explain the initiatives to guests. For restaurants looking for a simple starting point, green cleaning is a good option. Changing to sustainable cleaning supplies is cost neutral and can even result in cost savings. Businesses can start by working with their distributor to choose cleaning chemicals that have a reputable thirdparty green certification. Imperial Dade also offers chemical mixing stations that can be installed in the back of the house. This equipment allows for automatic mixing of highly concentrated chemicals and water which has cost, safety, and environmental benefits. Although many people

Laura Craven is the Vice President, Marketing & Communications at Imperial Dade. Laura oversees marketing and corporate communications for Imperial Dade, a national distribution company headquartered in Jersey City, NJ. Her responsibilities include marketing communications, brand and reputation management, internal and external communications, experiential marketing events, and media relations. Laura has been with the company for over 16 years and has contributed to the organization’s growth and brand awareness. A LEED AP, Laura consults on sustainability initiatives and as a GBAC Trained Technician she assists customers develop cleaning programs.

in the past have questioned whether or not green and safe can co-exist, the takeaway for any business should be that they certainly can, and in fact often go hand in hand. Being environmentally conscious can lead to the same results that being safetyoriented does. Examples include the proper use of chemicals improve indoor air quality and reduce the spread of illnesses, installing touch-free, controlled-usage dispensers in bathrooms to improve hand hygiene and decrease waste, and the careful selection of packaging to ensure food integrity while lessening the impact on the environment. Today, customers’ expectations are higher than ever and investing in both safe and sustainable supplies and operations is a wise decision.

April 2021 • Total Food Service • www.totalfood.com • 11

NEWS

By Wyatt Semenuk

ON-PREM MARKETING STRATEGIES

ATMOSPHERE TV COMBINES FUN AND INCREASED PER CHECK REVENUES FOR REOPENING OPERATORS

s the availability of vaccines continues to increase, the restrictions placed on restaurants and bars continue to diminish, allowing patrons to safely return to their favorite businesses to enjoy a reprieve. One of the most difficult challenges restaurants have had to tackle is maintaining a positive atmosphere in spite of current events. Many businesses fall short in this regard, producing uninviting, sterile environments, or, displaying negative, demoralizing content on their televisions. Luckily, Atmosphere TV, a new streaming television service designed specifically for businesses, has arrived on the scene to fill this niche and provide a constant stream of positive and engaging content to businesses looking to improve the atmosphere of their establishments. “In this day and age, a constant cycle of depressing news, old sport game reruns, and politics is the last thing people want to watch when they come to a bar or restaurant to relax,” stated Mike Kelly, Director of Distribution Partnerships at Atmosphere TV. “Our goal at Atmosphere is to provide engaging and uplifting content that will not only pull people away from their phones, but do so in a way that influences customers to make additional purchases. Customers can order a drink or a plate of food and scroll through their phone at nearly any establishment, but if a business can set itself apart by providing an atmosphere and experience that customers ac-

tually put down those phones to enjoy, the chances of them spending more money and returning in the future are greatly increased. Business owners can also place their screens strategically in the same line of sight as menus and specials, essentially drawing extra attention to them through the initial allure of Atmosphere’s content. “Due to popular demand, we’ve also recently launched a simple and easyto-use digital signage platform to our program,” said Kelly. “This platform allows the restaurant to upload their own images, features, videos, specials, events, and promotions directly to the screens from devices that we supply. What this means is that operators don’t even need to be on site in order to take advantage of this feature.” Not only is this feature versatile, as it can be utilized over nearly any distance, it also can be used to further enhance the mood of a venue. Operators can announce specials, call attention to upcoming events, and even give shoutouts to specific customers. Establishments can even use the platform

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“Our goal at Atmosphere is to provide engaging and uplifting content that will not only pull people away from their phones, but do so in a way that influences customers to make additional purchases.” — Mike Kelly to save on traditional menu costs by displaying them digitally. “One of the biggest strengths of this platform is its flexibility,” mentioned Kelly. “Because this service can be used to accomplish nearly anything, it quickly pays for itself.” Speaking of costs, the team at Atmosphere TV has been incredibly conscientious of businesses currently operating with reduced revenue. “We provide the base service and the necessary devices to utilize it completely free of charge,” stated the sales and marketing director. “All we require on the business’ end is that they use the service a minimum of 40 hours per month.” Atmosphere also offers a pro subscription, which will only set back

patrons a mere $50 each month. This package includes the digital signage platform, so for essentially a dollar and a half each day, customers will have unfettered access to all of Atmosphere TV’s streaming content as well as the limitless possibilities that the signage platform offers. All operators have to do is sell a single additional item each day for the return on investment to be immense. Although they’ve only been on the scene for a few years, Atmosphere has already solidified itself as a frontrunner for operators looking to make unique upgrades and improvements to their establishment. “As people trickle back into their favorite businesses, they’ll be looking for exciting new features and alterations. With Atmosphere TV, you can show each and every person that you’ve used the downtime well, reassessed the business to find out what could be made even better, and are welcoming them back with something new, exciting and fun ,” asserted Kelly. For more information, operators can visit Atmosphere TV’s official website or contact Mike Kelly directly at mike. kelly@atmosphere.tv.

The

Kitchen

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Visit waringcommercialproducts.com to calculate how quickly you will see a return on your Waring Kitchen investment.

April 2021 • Total Food Service • www.totalfood.com • 13

NEWS

by Brian O’Regan

DESIGN SOLUTIONS

VISION TO REALITY OWNERS REP PHILIPPOU BRINGS UNIQUE SKILL SET TO HOSPITALITY/ RESTAURANT PROJECT MANAGEMENT

he restaurant and hospitality industries are not built solely on providing great food and service, they must also have a robust business plan that is properly executed. Providing that a vision for each project is a challenge because each scenario requires different skill set. One of the few professionals with that flexible bandwidth is Jean Marie Philippou. The founder and owner of Banyan Consulting LLC. has worked on projects such as the Celebrity Chef David Restaurants, BarBacon, and the Adelphi Hotel located in Saratoga Springs, New York. Philippou is also now working with several iconic music performance artists in bringing their vision for hospitality related projects that speak to each of their unique ethos

Jean Marie Philippou

to reality to extend their legacies. With her track record of success across a wide diversity of challenges has made her one of the industry’s most in demand project managers. Philippou is currently found herself working on projects with several of the world’s most iconic music artists in bringing their vision for hospitality related projects that speak to each of their unique ethos to reality and extend their legacies, as well as a legendary arts focused New York City hotel looking to up leverage up off their own historically iconic story. The Garden City, New York native brings a large wealth of industry knowledge along with a deep heartfelt willingness to do whatever it takes to help in the projects that she takes on. Her ability to analyze the business side of the industry mixed with her knack for people skills, allows her to create plans that will not just benefit a business and its owners, but also its patrons. “I have an extensive background in art and business. So, in collaborating with clients. I can latch onto their vision by understanding their artistic side. Combined with my business background, I am able to effectively merge those two worlds together to make the perfect love child. As a result, I have ended up becoming an owner’s rep on steroids,” added Philippou. In addition to helping clients manifest their vision into physical hospitality projects with a business plan, marketing, branding and busi-

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“I have found myself successful in my ability to come in and fixing businesses that were struggling or in the launch new businesses because I’ve had to do this many times for my own businesses. That’s how my business has evolved now. I come in like a systems analyst and study everything that they are doing and how they measure up within their respective industry in every aspect of their business, determine what changes are needed, then create the plan to get there and make it happen.” — Jean Marie Philippou ness structure, Philippou also helps to save struggling businesses. She credits her success in analyzing and helping struggling businesses on her experiences from early in her career when she was asked by her celebrity chef clients to co-create their business plans “I have found myself successful in my ability to come in and fix businesses that were struggling or in launching new businesses, because I’ve had to do this many times for my own businesses. That’s how my business has evolved now. I come in like a systems analyst and study everything that they are doing and how they measure up within their respective industry in every aspect of their business, determine what changes are needed, then create the plan to get there and make it hap-

pen - I’m always here to help.” Through her pursuit to help other businesses succeed, Philippou has branched out beyond the typical restaurant and hospitality industry into new markets. She now is working as a consultant with a hiphop artist to develop consumption lounges in the artist’s cannabis dispensaries on the east coast. “One of the keys to a build out on our projects is the team we build to execute. This includes having the right vendors to support our vision. With resources like JC Furniture, it’s easy to get everybody on the same page quickly.” Although she has been limited on this front by the Covid-19 pandemic, Philippou has not let that

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BURRATA

Soft and delicate, with a slightly sweet, milky flavor, BelGioioso Burrata is made with hand-crafted Fresh Mozzarella filled with Stracciatella, a mix of soft mozzarella shreds and cream. Enhance your menu by creating a deluxe Caprese salad with spooned sections of Burrata beside ripe tomatoes and fresh basil, drizzled with extra virgin olive oil. Or enrich your pizza or pasta by topping with a garnish of this fresh, creamy cheese just before serving. Available in 2 oz., 4 oz. and 8 oz. Burrata balls, 4 oz. balls with Black Truffles, and 8 oz. and 1 lb. Stracciatella. For more info and samples, please contact: foodservice@belgioioso.com 877-863-2123

belgioioso.com/Foodservice

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FIORITO ON INSURANCE

PREPARING FOR AND RESPONDING TO WORKPLACE VIOLENCE & ACTIVE SHOOTERS

adly, active shooter incidents have significantly increased in frequency over the past few years, and are unfortunately much more prevalent now than before. The high profile mass shootings in Atlanta, where eight people were killed on March 16th and the deadly March 22nd Colorado shooting that took the lives of ten people, were among at least seven mass shootings in a one week period across the United States. Mental health experts say the effects these horrific events have on the American public are amplified by the COVID-19 pandemic1. Gun Violence Archive statistics show mass shootings rose from 417 in 2019 to 611 in 2020, including 95 incidents in June of 2020 alone. With 103 incidents occurring in the first few months of 2021 (as of March 22nd), incidents are down from the height of the COVID-19 shutdowns but are still 53% higher than the 1st-quarter average of the past four years2. As restaurant owners and managers, it is your responsibility to ensure a safe environment for your employees and patrons. Although it is crucial to take steps to protect from hostile intruders, it is also important to remember that many incidents of workplace violence occur from within. When hostile workplace behavior goes unchecked, it can have wide-ranging impact. The consequences can be severe; from lost productivity, employee turnover, reputational damage, lawsuits and even

Although it is crucial to take steps to protect from hostile intruders, it is also important to remember that many incidents of workplace violence occur from within workplace violence. Recognizing the warning signs of workplace violence and taking action is essential. It’s important that the focus is not just on individual illegal behaviors, but more broadly, the toxic workplace cultures that create unproductive, disheartened workforces. When unaddressed, toxic cultures and workplace behaviors like bullying, harassment and discrimination can escalate toward violence. There are actions that you can take to mitigate the risk of violent scenar-

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ios. Evaluate the workplace and identify both physical and administrative adjustments that you can make proactively: • Institute policies and procedures that indicate a zero tolerance of workplace violence and provide direction for reporting and handling incidents. • Provide training in defusing or de-escalating potentially violent situations, and inform employees of the risks of workplace violence. • Consider the risk of assault when directing workers to take out garbage, store items in external areas, transport

Robert Fiorito serves as Vice President with HUB International Northeast, a leading global insurance brokerage, where he specializes in providing insurance services to the restaurant industry. As a 25+ year veteran and former restaurateur himself, Robert has worked with a wide array of restaurant and food service businesses, ranging from fast-food chains to upscale, “white tablecloth” dining establishments. Robert can be reached at 212-338-2324 or by email at robert.fiorito@ hubinternational.com.

money, etc. • Establish procedures for obtaining medical care and psychological support after a violent incident. • Create a crisis response plan that describes procedures to follow in the event of an emergency, which should include evacuation routes and exits or building lockdown procedures depending on the situation, and have the plan posted for all staff and patrons to access. • Establish an Employee Assistance Program (EAP) with trained counselors who are able to address workplace stress and violence issues. As a confidential service to employees, the EAP provider will assess whether a situation needs to be brought to management and can intervene in employee conflicts. • In the event of a shooting, management should record any physical property damage to broken windows and doors or bullet holes in walls or floors and take pictures. INSURANCE PROTECTION In addition to impacting the wellbeing of your employees and tenants, incidents of violence can also disrupt normal business functions, potentially leading to business interruption,

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NEWS

SOCIAL CAUSES

THE CARING ECONOMY’S IMPACT ON THE RESTAURANT INDUSTRY: IN FACT, COFFEE MAY BE A VEHICLE FOR CHANGE

t’s no surprise that many individuals and industries have been significantly impacted by the COVID pandemic. The restaurant industry, in particular, has suffered massive losses. Moreover, since restaurants represent important gathering spaces where people from across our communities make meaningful connections while enjoying food together, these losses have definitely been felt on a broad scale. In the midst of all these challenges, however, the “caring economy” kicked in as a number of organizations—including Frontline Foods and World Central Kitchen, The Giving Kitchen and the Restaurant Reboot Relief Program, for example— launched initiatives designed to support the restaurant industry. The good news is that many restaurants are starting to recover, with some now looking for ways to do their part and pay it forward by finding novel opportunities to give back to their surrounding communities. In fact, one of the easiest ways some of them have found to make a difference is by sourcing products from local vendors who also engage with social impact causes. Interestingly, coffee suppliers, in particular, are in a position to make a tremendous difference, as all types of restaurants—from local diners to 5-star establishments—have some type of coffee service. Furthermore, since coffee is often grown and sourced from countries with significant economic disadvantages, there

is a substantial opportunity for restaurants to begin partnering with coffee vendors who can support the framing and agricultural sectors in places like Brazil, Columbia

and Africa. Ultimately, if restaurants are able to partner with coffee brands that also support social causes in their local communities, then together

Retired NFL Player and Super Bowl Winner Justin Watson recently launched his third business venture called BLQK Coffee, which is serving caffeine with a cause, having committed to pouring 25 percent of their profits into the support of social justice initiatives and programs for disadvantaged youth.

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they can literally “pour out with a purpose” each day as they work to impact change one cup of coffee at a time. Take, for example, former NFL player Justin Watson, founder and owner of BLQK Coffee. Watson sources his coffee from Ethiopia— and then gives 25% of his company profits to youth and education initiatives right here in the U.S. Highlighting the global benefits of promoting ethically sourced coffee, Watson explains, “Our goals and initiatives are to source from these Black-owned farms, actually giving back to that farmland while also having our profits make a difference for families and youth right here in our own backyard.” San Marino Cafe recently partnered with BLQK Coffee to supply their brand as part of their coffee offering to customers. Their goal is to offer a quality product, giving customers the aroma and flavor they desire, while also supporting social impact and making a difference. Yes, it may sound like small change, but responsibly developing partnerships between restaurants and coffee suppliers—especially with those committed to local giving—has the power to change lives, both here and abroad. These small changes can make a considerable impact as we all work together to engage in the caring economy... an economy we all need in order to help others now and for years to come. Learn more at https://blqk.coffee/

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Imperial Dade More than just distribution! (201) 437-7440 I lmperialDade.com April 2021 • Total Food Service • www.totalfood.com • 19

RESTAURANT DESIGN

WITH CLAUDIA DEL CASTILLO

HOW MY RESTAURANT DESIGN BUSINESS DID THE OPPOSITE OF TANK DURING COVID AND 5 LESSONS FROM IT

n early March 2020, when a global pandemic and impending recession loomed, I looked at my husband and said: “That’s it. My business is gone. I have to start closing invoices and think of a plan B.” As a branding designer who specializes in restaurant design, I was concerned about the wellbeing of my clients in the food industry, as well as my own. Work dried out for a couple of weeks as expected. But, as soon as takeout opened up, the phone started ringing and the email pinging. New rules were in place, and with those came new problems for restaurateurs to solve, and fast. My clients were in triage mode, with frequently shifting messages to communicate, new measures to abide by, operational changes to incorporate, and evolving business models to con-

Claudia del Castillo is a branding designer and creative consultant. Her studio Chipie Design specializes in restaurant design out of Cape Cod, Massachusetts, where she is an active community advocate. Learn more at her website: https:// www.chipie.design/

sider. Suddenly, I found myself problem solving on the daily, creating unique solutions for my clients, and becoming a knowledge source for them about how others in the industry were tackling similar challenges. While the restaurant business can be competitive, it is also a tightknit community. Most of my business comes from word-of-mouth, so when I figured out a good solution for one restaurant owner, they were happy to let others know. Needless to say, we’ve all learned and adapted during these trying times. Our restaurant experiences will be forever changed as a result. Now it’s time to further refine what’s working and what’s not, so that your business is pandemic-proof for the future. 1. Double down on takeout Now that food delivery services like GrubHub and Doordash have become a mainstay, you’re only as good as your takeout - so put some extra love into it. Spend extra on the right containers for your product. If it doesn’t travel well, don’t offer it. Pizza and fast foods might have crushed it during the pandemic, but upscale restaurants have had to completely reinvent their menus for takeout. Fine dining often relies on an elevated ambience and service to create an on-brand mood. Replicating that

continued on page 98

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April 2021 • Total Food Service • www.totalfood.com • 21

CULINARY AND HOSPITALITY EDUCATION & CAREERS

WITH JOYCE APPELMAN

THE ROARING 20’S: THE INDUSTRY BOOM WE’VE BEEN WAITING FOR Education and Mentorship Pave the Way to Industry Recovery

aby boomer technicians, ways adopted an employee-first age 57-75, have already bemindset and culture and made some gun to retire creating even tremendous adjustments to help enmore of a need in a field sure not a single employee was laid where young people may have not off or left without healthcare over the been interested in the past in using past year. While not leaving a single their hands or being mechanically inrestaurateur behind, they pivoted durclined. According to Kirby Mallon, the ing massive closures to servicing more Owner and President of Elmer Schultz nursing homes, hospitals and grocery Services, a third-generation, family stores. They restructured internal owned business, and President of the roles and processes and dramatically Commercial Food Equipment Service reduced expenses. Kirby was quick on Association(CFESA), the pandemic his feet to safeguard the future of the has shifted this thinking with young business and his team. people, finding less value in college, Kirby is working diligently to get the actually gravitating to satisfying work word out about the vast need in the inas technicians. Not only do they get immediate gratification when they can solve a problem and become heroes to a restaurant they get up and running again, but an experienced technician’s total compensation can be well over six figures. Headquartered in Philadelphia since 1950, Elmer Schultz provides service, parts and installation for commercial cooking and refrigeration equipment. The $5+ million small business has 30 employees in Philadelphia, Pleasantville, NJ and Wilmington, DE and works with household names both nationally and locally from Stephen Starr to Michael Solomonov, from Greg Vernick to the Mignuccis from DiBruno Bros. The company was on the cusp of celebrating its 70th anniversary last April when the pandemic hit Kirby Mallon, Owner/President, Elmer Schultz and decimated the industry. Services; and President of the Commercial Food Kirby and his family have alEquipment Service Association (CFESA)

22 • April 2021 • Total Food Service • www.totalfood.com

dustry for these roles which will only continue to grow exponentially as the hospitality industry recovers and thrives. He shares his views with us about the path forward in working with CFESA to ensure a profitable, lifelong career with the job security so many are looking for today. The restaurant industry has been decimated in 2020, but we’re going to have the roaring 20’s - how do you train employees so they’re ready for the industry on the other side? While the industry has been hard hit this past year, I always look for the silver lining. The up-side is that people are starving more than ever for human connection. What a better place to celebrate together than over a meal in your favorite restaurant? I for one, cannot wait for that and I believe as vaccines continue to roll out, many of us will flock back to our favorite restaurants to support those businesses again. As for employees that undergo CFESA training, it’s incredible what the program offers. At the minimum, the CFESA company is making a $25,000 (sometimes upwards of $75,000) investment in the employee’s education. We have an incredibly robust training program that is equal parts educational, tactical and experiential to ensure all technicians are entering the workplace equipped to succeed. Our technicians love the industry as much as I do and I know many

Joyce Appelman is the Director of Public Relations and Special Events for Total Food Service and previously the National Communications Director for C-CAP, Careers through Culinary Arts Program. An industry leader supporting education and scholarships, she has been instrumental in opening career opportunities for many young people in the foodservice industry. Email her at joyceappelman@gmail.com

of them are eager for the upswing that lies ahead. In what ways, if any, has the service agent side of the industry changed over the past year? I think we’ve all gotten leaner, which has been a silver lining of this situation. We took lemons and made lemonade. Many of us got the right people on the bus in the right seats. In the downtimes, we’ve reinvested in training and technology, we’ve gotten better at analyzing inventory, and we’ve improved our work spaces. Of changes that have already been put in place, which do you see as being more temporary and which do you feel may be fundamental, longterm changes? As a business owner, I always thought we all need to be in the same room at the same time to be on the same page. Not so, working remotely while constantly communicating is surprisingly effective and efficient. For our customers, the plexiglass will thankfully come down, but I am so impressed with the hygienic improvements that have been made within

continued on page 96

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PROVISIONS PREVIEWED

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f you walk into a grocery store and advantage of this program have large perfectly for our needs,” he says. get cold instantly, you’re not alone. volume kitchens. “They recover very quickly. We absoMost supermarkets run cold, “When it comes to big, new conlutely love the product. It uses less gas, according to Energy Star, the struction, Singer really dominates the it’s more efficient and it’s saving me government backed program demarket,” says Kyle Coumas, 29, Senior money.” signed to help businesses reduce Trade Ally Manager for Energy SoluA wide spectrum of equipment apenergy consumption and protect tions. “Those types of restaurants are plies for Energy Star’s equipment the environment. where we’ve seen this program impleprogram, from warewashing to cookAt Uncle Giuseppe’s nine grocery mented the most.” ing to refrigeration, and its popularstore locations, you’ll find you’re never Another case study is at the Island ity is growing on at a crucial time. As cold. That’s because they’ve invested Empanada franchise, also in Long businesses attempt to dig out from a in a special HVAC system that pushes Island. mountain of struggle, our industry is warm air down and keeps tempera“The fryer is the most important now seeing unprecedented delays and tures comfortable, while saving on enpiece of equipment for us,” says Roy restrictions to our supply chain, due to ergy consumption. Recently, they’ve Pelaez, President & Founder. With a the COVID pandemic. It’s a time to rebrought energy saving into the back of menu that relies heavily on frying caflect on our choices and embrace this the house, with Energy Star certified pabilities, Pelaez was confident in the great reset. equipment, supplied by Singer EquipEnergy Star models. “When times are tough, this proment Company (Singer). “We love the Pitco VF35. It works gram makes a huge difference,” says “We’re a familyCoumas, who works owned business,” says alongside utility comNick Stripp, Director panies to implement of Facilities & Conthis program nationstruction for Uncle Giwide; it’s currently useppe’s. “We want to available in 12 states make sure that we’re across America. taking care of the en“If we can lower our vironment and the demand for power community.” and gas, it’s going to Stripp is currently save all of us a lot of overseeing the renomoney in the long run vation of one location because these utilalong with the build of a ity companies won’t new store opening this have to invest bilfall. With sustainability lions of dollars in new and savings in mind, infrastructure,” says Singer specified a Pitco Coumas. Energy Star approved The foodservice Solstice fryer. community has a “If you knew how unique responsibilmany chicken cutlets ity. According to Our came out of that thing, World in Data from you’d be shocked,” says the University of OxStripp. “We make a lot ford, food production of chicken parm. Pitco is responsible for over is a great company. 25% of the world’s We’ve standardized gas emissions. The them as our brand for World Economic Fofryers.” rum (WEF) and others The P20-18 fryer is just one of many Energy Star certified models offered The operators taking since have called 2020 by Pitco.

24 • April 2021 • Total Food Service • www.totalfood.com

Sarah Bulmer is the Marketing Manager for Singer Equipment Company, supporting strategic communication with Singer’s diverse range of hospitality clients and manufacturer partners. She studied Journalism & Mass Communications with a focus in food writing at the University of Iowa. Sarah is based in Brooklyn, New York and can be reached at sbulmer@singerequipment. com.

‘The Great Reset’, deeming this past year as the most important time to address climate change. Institutions in major cities have already begun incentivizing change, sometimes forcefully. Anyone looking to build a commercial kitchen in New York City and Long Island in 2019 was met with a dramatic moratorium on gas supply by National Grid. The ban has since been lifted but the future of supply restriction remains uncertain. Companies like Energy Solutions have stepped in, alongside Singer, to provide a solution to the hospitality industry. “Our team is educated and trained to qualify the opportunity to maximize any Energy Star rebate that might be available to the end user,” says Eugene Beniaminson, Lead Equipment Specialist (and resident Energy Star expert) at Singer. Earth Day is April 22nd, but we should consider our planet every day. To see where you qualify for the Energy Star program today, email us at marketing@singerequipment.com.

April 2021 • Total Food Service • www.totalfood.com • 25

RESTAURANT BRANDING + STRATEGY

FUNDAMENTALS OF GROWTH, PART 2: NOT ALL MONEY IS EQUAL

was living in S.t John in the US Virgin Islands, working as the Executive Chef for a beach front restaurant on one of the most beautiful and wellpreserved islands in the Caribbean. I know - sounds like a dream job, right? Well, let’s just say it’s not as glorious as it seems - there are definitely perks - like gorgeous weather 95% of the time, immaculate beaches, and a laid back vibe that is a little too easy to settle into - but that’s a whole other story. You see in the summer, St John empties out - so, one summer, I flew back to New York, and picked up a consulting gig in Bridgehampton, NY. It was a great job - I was basically helping a chef from Spain understand the American culture and palette while at the time helping

him manage this crew of misfit line cooks. One night, after a crazy long service slinging Gambas Al Ajio and Pan con Tomate to three hundred Hamptonites - we headed out for a drink. It was that night that I was introduced to my future partner in my first restaurant. We’ll call him Tommy. Tommy was working in town helping a friend his open a brand new sea to table restaurant. From the moment we met, we hit it off famously. We hung out a bunch of times after that, and when the summer was over - he said to me, “we should open a restaurant”. Now, this is pretty common amongst chefs, I mean, I have had this conversation several times before and nothing had ever come of it. So, I said, “Yeah, that would be awesome!” and never gave it a second thought.

26 • April 2021 • Total Food Service • www.totalfood.com

A few weeks later, I boarded a plane back to the Virgin Islands ready to get back to work, as the busy winter season was coming up fast. I had been back to work for about a month, when I get a text from Tommy and he says, “I have a space for us, and best part is the guy I have known for years is willing to put up all the money, and give us equity!” Whoa. Now, the beaches, and the weather were nice on St. John, but equity in a restaurant in New York - that’s an opportunity I couldn’t down. After a few weeks of back and forth - tossing around ideas - I was on a plane, headed back to NY. I was now a restaurant owner. I met Tommy at the space, and he showed me the progress they were making. I met the contractor, and some of his friends. Tommy and I started putting the menu together, and testing some recipes, and putting together all the A few weeks went by with Tommy and I spending every waking minute in the restaurant making sure everything was just right. But one thing that was odd, was, although I kept asking, I never met the friend (we’ll call him Steve) that put up all this money and gave me this tremendous opportunity. Seemed odd. Then one day, Steve pulls up in his black tinted out SUV, hops out, music blaring, sunglasses on and struts (yes, struts) into the restaurant. Before I could

A 18-year restaurant veteran, Kyle Inserra is now part of the national accounts team Sabre Advisors, specializing in the strategic growth and nurturing of emerging restaurant brands. A restaurateur himself, (co-founder of Polpettina and LA LA Taqueria) his insider’s perspective of what it means to be a restaurant operator day-in and day-out, allow him to relate to his clients’ ever-changing needs. His expertise includes everything from site selection, lease negotiation, demographic and psychographic analysis, competitor analysis and zoning regulations. Kyle is also the host of The National Restaurant Owners Podcast, a show focused on bringing value to restaurant owners across the country by sharing his insight and experience, with a wide variety of guests. Contact him at https://taplink.cc/ kyleinserra

get a word out it was “Hi, I’m Steve, I paid for all this.” Well ok then. “Nice to meet you, I truly appreciate the opportunity and look forward to doing big things.” You see Steve liked big things, he himself was rather big, and considered himself a worldwide nightclub impresario, and proceeded to tell me all the locations in the US and abroad where we were going to be opening this concept. If I’m being honest, I was half scared out my mind for what I got myself into, and half excited. I mean if 5% came true from what he was claiming he could do - we were going to be rich! Again, a different article, at a different time. We finally open, and we were slammed. We had lines down the block, and people were flocking to us, night and day. Then, one day a blurb shows up in the Wall Street Journal, then a fantastic review from The New York Times, next the local magazine names us “Best New Restaurant” and we were off to the races. Sales were going up, 25%,

continued on page 92

April 2021 • Total Food Service • www.totalfood.com • 27

MEDIA CORNER

With Joyce Appelman

WHAT WE’RE WATCHING: Matt Sartwell, Managing Partner, Kitchen Arts & Letters Bookstore in New York City shares his reviews. TODAY’S SPECIAL: 20 leading chefs choose 100 emerging chefs by the editors of Phaidon Press Who are the chefs to watch? Famous names from around the world take this chance to highlight strong talent from 25 different countries. You can learn who has impressed Daniel Boulud, Dominique Crenn, Virgilio Martinez, Ana Roš, and sixteen of their peers. The lineup of rising stars includes chefs working not only in the US, the UK, and France, but also Austria, China, Columbia, India, Mexico, Nigeria, Peru, Rwanda, and Venezeula. For each featured chef there is a profile, a sample menu with recipes for signature dishes, presentation photographs, and accolades from the person who selected them. The selections are not always from the chef’s own backyard. Daniella

Soto-Innes mentions Silvana and Mariana Villegas of Masa in Bogotá, Colombia. Hugh Acheson lauds Mei Lin of Nightshade in Los Angeles. Dominque Crenn praises Macarena de Castro of Maca de Castro in Mallorca, Spain. A fascinating survey that can turn you on to new names to watch. MONK: LIGHT AND SHADOW ON THE PHILOSOPHER’S PATH by Yoshihiro Imai In a land of extraordinary restaurants, monk stands out for the place it occupies between tradition and innovation. Located in Kyoto, the restaurant is situated just off the Philosopher’s Path, a tree-lined pedestrian walk famed for its serenity and the many temples which it passes. Chef-owner Yoshihiro Imai forages and markets daily in the countryside outside the city, and runs his small, fourteenseat restaurant with just two staff. Almost all the cooking is done in a wood-fired oven. The tasting menu changes with the evolving seasons.

28 • April 2021 • Total Food Service • www.totalfood.com

BOOKS, TV, FILM, AND PODCASTS

WHAT WE’RE READING: And every meal starts with pizza. If pizza seems bizarre for a Japanese restaurant, Imai makes it clear in thoughtful essays throughout the book that pizza makes profound sense on many levels, from the ease with which it may be shared among diners to the way in which allows the presentation of so many ingredients There is more, of course, from vegetables to seafood, all quickly cooked and beautifully presented with respect for Japanese ideals but informed by the chef’s travels worldwide. Sumptuous photography here makes it clear why monk has become a destination: the pursuit of beauty has not hidden the appeal of the food behind abstraction. This is an uncommonly insightful book which speaks to the passions of both cooks and eaters. THE FOOD THAT BUILT AMERICA Author and culinary entrepreneur Adam Richman hosts season two of The Food That Built America. The fifteen-episode series focuses on visionaries who revolutionized food and changed the culinary landscape of America forever including the origin stories behind the iconic brands we know and love, ranging from pizza chains to the candies you probably have in your pantry. Through dramatic recreations, fascinating facts, anecdotes, and expert commentary from celebrity chefs and food writers, the shows delve into the unbelievable stories of grit, innovation and determination. The series also leans into America’s nostalgia with food by highlighting the product inspiration and numerous trials, triumphs and tribulations en-

WHAT WE’RE LISTENING TO:

dured by these entrepreneurs whose unrelenting innovation ultimately helped them come out on top. Tune in to The History Channel, Sundays at 9PM ET/PT. Editorial Intern Paola Zevallos, Food and Finance HS in Manhattan, shares her review. HELL’S KITCHEN If you are watching the 19th season of Hell’s Kitchen, which premiered in the U.S. on January 7, 2021, you’ll be delighted to know the show has been renewed for a 20th season.

Both seasons were filmed in 2018 inside the Hell’s Kitchen restaurant at Caesars Palace in Las Vegas, Nevada. Seasons one through 18 were filmed in a warehouse in Los Angeles where the chefs competed and lived. For the first time ever, 16 aspiring chefs from around the coun-

try compete each week through rigorous culinary challenges from high-stakes rewards and punishments, all with a Vegas flare. The chefs who possess the right combination of ingredients continue in the competition, until one is left standing and is named the winner. Tune in to Fox to watch Hell’s Kitchen. DRINK HISTORY PODCAST Host Alexa Wilkinson and Co-host Mia Fio Rito air a weekly podcast about the history of cocktails, spirits, wine, beer, and the impact they have had on society and the world as a whole. From Ninkasi & Ancient Egyptian brewing, to hard seltzer and vodka foam, they will cover it all. They will be making cocktails, speaking with experts, makers, historians, and more while they dig deep into our boozy past. Listen on Spotify or find them at

https://www.drinkhistorypodcast. com/episodes HOSPITALITY FORWARD Tune in to Hospitality Forward Podcast, hosted by Hanna Lee and Michael Anstendig of Hanna Lee Communications. Every Wednesday, the duo interviews the smartest, most accomplished journalists who cover the hospitality & travel

industry. These news writers share their insights and tips to help industry professionals earn the media’s spotlight by sharing their expertise and newsworthy stories. Hanna and Michael understand the power of media coverage and its impact on someone’s career and business. With hospitality & travel facing unprecedented challenges, the podcast, which is part of the agency’s giving back to the community initiative, was created to help the industry rebuild and rebound. You’ll be able to listen to over 27 episodes featuring noted media guests including Robert Simonson (New York Times, PUNCH & Imbibe), Ray Isle (Food & Wine), Bao Ong (Formerly Time Out New York), Kara Newman (Wine Enthusiast & Wall Street Journal), Jeff Gordinier (Esquire), Kate Krader (Bloomberg Pur-

suits), Rachel King (Fortune), Mark Ellwood (Condé Nast Traveler, Robb Report & Bloomberg Travel Genius), Shivani Vora (New York Times, CNN & Forbes), Jason Feifer (Entrepreneur), Jacqueline Gifford (Travel + Leisure), and others. Have a listen on Apple Podcasts, Spotify or iHeartRadio. For more information, follow them on Instagram and Twitter at @ hannaleepr.

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April 2021 • Total Food Service • www.totalfood.com • 29

ASK ANDREW

FROM THE NYC HOSPITALITY ALLIANCE

75% OF NYC RESTAURANTS REPORT YEAR-END REVENUE DECLINE OF MORE THAN HALF, SURVEY FINDS Continued Government Support for Rent & Payroll Top Struggling Restaurants’ Needs; 46 Percent Won’t Survive Without It

nother jarring measure of the pandemic-propelled economic crisis for New York City’s restaurant industry was revealed today by a new survey from the NYC Hospitality Alliance. After a 2020 laced with government enforced closures, restricted indoor dining, and significant economic loss, 44 percent of more than 400 responding restaurants, bars, and nightlife establishments across the five boroughs reported year-end revenue declines of 76-100 percent compared to 2019; 31 percent of businesses reported year-end revenue declines of 51-75 percent; and 21 percent of businesses reported year-end revenue declines of 26-50 percent. And conditions didn’t improve early in the new year, with 50 percent of respondents reporting an average weekly revenue dip of 90-100 percent in January compared to January 2020. While Covid-19 restrictions remain in effect, 49 percent of restaurants insist that financial aid from government to cover rent is the most critical form of support and 41 percent say financial aid to

cover payroll is. Without adequate financial aid and ongoing policies to protect small business owners, such as the commercial rent eviction moratorium, 46 percent of respondents said their businesses won’t survive. “The survival of our restaurants and bars is essential to the econom-

30 • April 2021 • Total Food Service • www.totalfood.com

ic recovery of New York City, so the continued number and nature of these struggling small businesses is alarming” said Andrew Rigie, executive director of the NYC Hospitality Alliance. “The federal financial relief for the restaurant industry championed by Senate Majority Leader Schumer and signed by Pres-

PRESENTED BY:

Andrew Rigie is the Executive Director of the New York City Hospitality Alliance, a trade association formed in 2012 to foster the growth and vitality of the industry that has made New York City the Hospitality Capital of the World.

ident Biden was a crucial lifeline for thousands of our restaurants, but without a continuous and concerted effort at all levels of government to revive the industry, the chances of recovery for these businesses and the city will only diminish.” The NYC Hospitality Alliance was a leading advocate for the financial relief directed towards the industry as part of the American Rescue Plan, but even with that important victory, advocates say more long-term help is needed. “The industry needs continued financial support in the form of rent relief and payroll assistance, plus the extension of the moratorium on commercial rent evictions, and it’s critical that New York follows the science and reopens indoor dining to higher occupancy as restaurants outside of the five boroughs have done safely and responsibly for months,” Rigie continued. For full survey results, a link to the results are available here: https://bit.ly/31xgy8N

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April 2021 • Total Food Service • www.totalfood.com • 31

Q&A

EXCLUSIVE FOODSERVICE INTERVIEW

MARIA LOI Executive Chef/Owner, Loi Estiatorio, New York, NY

idtown Manhattan chef Maria Loi’s warmth and smile have become a NYC landmark. She brings a unique background to the restaurant and foodservice industry. For anybody who’s life she has touched, there is an instant connection. Her success in multi-national business and previously in politics in her native Greece has evolved into a rich life in the U.S. Maria has become one of the nation’s leading chefs, philanthropists, brand creators and ambassadors. Before the Pandemic, Loi’s plate was full with her commitments to battling childhood cancer by co-founding the Elpida Foundation, raising scholarship funds, and working with the Loukoumi Make a Difference Foundation, amongst others. During the Pandemic, she turned Loi Estiatorio into a soup kitchen feeding the homeless. As life returns to the new normal, the indefatigable Loi has set a course that many restaurateurs share. She is welcoming back dining patrons and overseeing the expansion of her full line of Loi branded products from Greece and Europe for restaurants, retail, and foodservice. Total Food Service was thrilled to get Maria to share her vision with us. For those who don’t know you, what/ who got you interested in cooking? I have always loved to cook. Ever since I was a little girl, when I was seven actually, I made my first meatballs and my father was so proud of me, and how good my meatballs were, so he made me the chef of the

continued on page 34

Chef Maria Loi

32 • April 2021 • Total Food Service • www.totalfood.com

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April 2021 • Total Food Service • www.totalfood.com • 33

Q&A

MARIA LOI, from page 32

house. Feeling his pride, and seeing the joy on his face, it was exactly the inspiration that I needed to know this was my true calling. But whatever I’ve done, my father always thought that everything was amazing. I got my self-confidence from my supportive parents. Where did you get your culinary education? Do you like the way we educate today’s next generation of culinary talent? Culinary education? I went to the school of nature. I learned through experiences in life and through trial and error. My classes were cooking with my grandparents and my family. Working on our small farm in Thermo, I learned how important it is to learn about seasonal ingredients, where food comes from, and what you can do with it. But I have to say, a lot of kids go to culinary school and they think now I’m a chef. That’s not the case. You have to work hard. You have to be dedicated to learn and gain experiences, not to be afraid to make mistakes. And most importantly, as my friend Loukoumi says, the most important ingredient is to never give up. Walk us through your career track that has included a number of interesting ventures? Are you an entrepreneur or a chef? I cannot call myself just a chef or just an entrepreneur. I don’t know if you know, I was one of the top lobbyists in Europe. Before, I worked with companies like Texaco, Nokia and

A sampling of the cuisine from Maria Loi’s Loi Estiatorio

large media firms. I also worked in politics, as a political lobbyist. I was very successful, but not satisfied with my life. One day after a long day of work, I was reading a poem by Constantine Cavafy, it’s called As Much As You Can in case you want to read it. It was trying to explain not to make your life miserable by dragging yourself along. That’s what I was doing actually. Then one day I made a decision to change my life. I took all my jewelry off, gave it to my friend and drove back to my village where I grew up. It was a big change. Arriving in the middle of the night, I woke up the next morning listening to the birds

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34 • April 2021 • Total Food Service • www.totalfood.com

chirping, breathing new life into me, and I knew I made the right decision! So from there, I began again, gardening, reading, writing, and cooking. Those changes put me on the path for my new journey of making a difference in my life, and the lives of others by cooking for people. I opened my first restaurant in Greece and then I came to New York.

Greece and when I reached the top, I decided that I wanted to move to New York, because to me, it is the center of the world. I wanted to share my passion for Greek and Mediterranean cuisine with America. New York was and is the perfect place for me. I’ve written 35 cookbooks and countless magazines. My most recent book is The Greek Diet, and it’s thriving.

How has the business changed over the years? I wrote my first cookbook, Ancient Dining, which was the official cookbook of the Athens 2004 Olympic Games. Then I appeared on TV in

What are your thoughts on the impact of the Pandemic on the industry over the past year? Did you venture into Takeout & Delivery?

continued on page 36

April 2021 • Total Food Service • www.totalfood.com • 35

Q&A

MARIA LOI, from page 34

Our business has always been about service and hospitality. But the way we conduct it has changed, especially in the last few years. We are more reliant now on technology and how it works. So I make it a point to connect with every guest who dines with us. I feel it is important to remember the human factor. And while it has been difficult for all of us, there has been some positive to come from it, like outdoor dining in New York City and more regulations on thirdparty delivery services, for example, the commission caps. This year has made almost everyone think about what is important to them. And in the service industry, being able to be of service, that’s what is important – for me at least. And businesses have to adapt and evolve. And this is always true. You always will have to do this. The pandemic showed us, and showed me and my team, our vulnerability. I have to say that actually, I’m very proud of my team because we have worked to turn that into our strength. It was like when New York City shut down in March, restaurants could only offer delivery, takeout, or close. Our business model was based on the idea of in-house hospitality. So, before the shutdown happened, we quickly adapted and created a special menu specifically for delivery and take out, engaging the 3rd party providers to expand our reach, and we did it. And it’s not only me, it’s my team. So now, we have more people that can access our nutritious food. We got through the difficult time because we were giving back to the community. I think it’s our responsibility as members of the community to support each other, through good times and difficult ones. During the pandemic, my team and I got together from eight o’clock in the morning to eight o’clock at night. We were able to provide so many nutritious meals to the front line healthcare heroes at the hospitals all around New York. And the most important for me, was taking care of the homeless. There were more than 150 homeless people per day that were coming to our door. We continue to provide meals to the

homeless even now, and I know them by name. I know who wants the burger medium-rare, who likes chocolate cake, who likes yogurt. I now know everyone.

TENDERGREENS™ & MICRO CITRUS MIX™ ON SEASONAL SAAG CREATED BY CHEF CHINTAN PANDYA

For a generation, we have heard about French and Italian products. What does Greece offer? Greece has everything a foodservice operator could want, and more. There are amazing cheeses, incredible produce, fantastic herbs and spices, delicious honeys, wonderful grains and pastas, award winning wines, specialty items that are characteristically Greek, and of course, the Greek olive oil, which is among the best in the world. As I say to my chef friends, all you need is a kitchen full of Greek products to create the best food. Is the goal to add Greek products by replacing imports from other countries? Or are there Greek products that can create new menu solutions that we haven’t seen yet? No, the market is huge, we don’t have to cut the pie. We have to make it bigger, to share the space for products. I don’t believe that Greece wants to push out the other products from the marketplace. Because what it has to offer the market are amazing, organic, healthy products - Greece doesn’t have to compete. But Greece has to fix something in the market there are products out there that are so-called Greek, when they are not. I will call on the Greeks now to educate the consumers. For example, what is real feta? It’s not just white cheese. It’s time for the market to evolve. And now is the time for the authenticity of food and cuisine, and for this evolution, Greece should play a major role. Can you share your goals for your partnership with the Culinary Institute of America and Harvard University’s T.H. Chan School of Public Health? My mission in life is to change the

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continued on page 38

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April 2021 • Total Food Service • www.totalfood.com • 37

Q&A

MARIA LOI, from page 36

world, one healthy bite at a time. Through my work with Harvard and the CIA, I am able to gather knowledge from doctors, nutritionists, food historians, and other chefs, and share this information with my associates and colleagues in the food industry. I’m really glad that in working with these iconic institutions, one of the biggest takeaways is that the GreekMediterranean diet and lifestyle ranks as number one, like it does on the US News and World Report. And of course, it’s my lifestyle! You were an early adapter of the Mediterranean diet. Is there a way to have its impact grow in the quickserve Marketplace? Well, you’re wrong. I was not always like this. I started as a kid with the Mediterranean diet in my village and then I changed when I was a lobbyist. I began to follow the Western diet, you know, like kind of your diet. And the end result? It was a disaster. Always going to the doctors, fueled my lobbying career, and it changed my life. I also changed my eating habits. So I went back to my roots and started eating the way I grew up. I quickly experienced a tasty, healthy and easy Mediterranean diet and lifestyle to adapt to everyday life. From there, I realized that so many people could and would benefit from accessible Mediterranean food in a Quick-service environment because it’s easy to grab and go. So, yes, it can definitely grow its impact in a Quickservice marketplace. How could it be adopted into K-12 and college and university dining? I have to tell you those are two different things. The Mediterranean diet’s presence is growing at the universities and all over the country actually, which is a great thing. These students need real healthy food to help feed their minds and their bodies. They don’t need to be snacking on junk food while studying for exams or writing papers. Thankfully, many universities’ dining services have great programs - they have recognized this fact and are changing their ingredients.

Maria Loi’s full line of Loi branded products from Greece and Europe for restaurants, retail, and foodservice features award-winning extra virgin olive oil and tzatziki

In the K-12 sector the schools do have to make changes. There are a few programs out there that are fighting to show that a balanced Mediterranean diet is crucial for children’s development. The rates of childhood obesity and diabetes continues to increase. So now more than ever, it’s very important that we show how much better and more cost-effective a healthy, well balanced Mediterranean diet is for these children in the short and long term. Can you add a Greek/Mediterranean feel to your menu without a complete makeover? What types of specials would you suggest adding? Yes you can, it’s very easy. I would suggest simple items that are easy to integrate like a Village Salad (what’s known as a Greek salad), which is a full meal. All you need is fresh produce. You can get very good produce from one of the companies, all organic, beautiful and crisp. Source some Greek feta cheese, some Greek oregano, and high-quality extra Virgin olive oil. And even if it’s not Greek, you can at least have extra Virgin olive oil. Or a simple, great fish like branzino from Greece, which is amazing, and made super tasty with Olive oil and

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lemon. These dishes can fit on many menus, and do not require a significant investment or a complete makeover, and are well loved by customers! What led to the creation of Loi Food Products? How has Loi Foods emerged as a leader in increasing interest in Mediterranean diets being implemented on restaurants menus and at home? Actually, for me, it all started because I wanted to bring the amazing quality of Greek and Mediterranean ingredients and products to the U.S. market. I began Loi Food Products with Loi Pasta, 4 different cuts, and then launched Loi Dips, our refrigerated line of yogurt and vegetable based dip. I quickly added our Loi Meli Organic Greek Honeys, because there is nothing like Greek honey…and especially our Black honey, which is rare and unique in flavor and health benefits. I actually learned how to handle and harvest the black honey from my grandfather, he would take me to the top of the mountains to show me. And then I added our Loi Ladi Extra Virgin Olive Oil from Crete, which won the sofi™ Award from the Specialty Food Association for Best New

Product in the Olive Oil Category out of over 2000 entries! We made a name for ourselves in the market, people know the Loi Brand now and Loi Food Products, and they look for it on the shelves because people want to eat healthier food and live healthier lives…and they can, it’s so easy… They just have to buy Loi! You’ve worked with a number of European food brands. What is the opportunity that they see from the U.S.? What advice do you have for them to build the foodservice market share here? I have to say I work with some of the best European brands who have already landed in the U.S. market. My team and I are mentoring other companies so they won’t have to face any obstacles when they do come to the U.S., especially with the FDA. The products are very good and there is a need for them in the market, but they have to follow the rules and regulations and understand that the U.S. market is different from the European market.

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April 2021 • Total Food Service • www.totalfood.com • 39

Q&A

MARIA LOI, from page 38

We were just reading about the Greek wine industry. Can you walk us through what it offers? I drink only Greek wine. The Greek wine industry is truly a hidden gem in the world which is coming up now very rapidly, and stepping into the spotlight. Greece has been producing wine since the ancient years. Some of the most unique wines I’m sure will come to the American market very soon. One of my favorite wines is Black Sheep from Nico Lazaridi Winery, and I’m so glad that they are here in the American market and I can drink it. One of the concerns as indoor dining returns is going to be managing a P&L. How can adding Greek/Mediterranean bring sanity to that exercise? Greek-Mediterranean food is all about a simple methods and honoring the ingredients. They don’t require a lot of labor, which means less overhead. If you combine the Greek

products with quality in-season ingredients, you will have the best results, and that’s what I’m doing to lower costs. It’s very easy. What’s the next step for a chef/restaurateur that would like more info on how to add Greek/Mediterranean fare to their menus? From a practical standpoint, would a restaurant be able to source these products through our local distribution community? From a practical standpoint, we have access to almost everything we want to use in the kitchen. And there are many specialty Greek and Mediterranean distributors that carry wonderful products to emphasize and highlight the qualities that make the cuisine special. And of course, if they want more information on how to source ingredients and products, they can even contact me through Total Food Service.

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Crystal ball: what do you see in the future? So life expectancy, right? I think there are many effects. Studies now have shown following a Mediterranean diet and lifestyle has a positive impact on life expectancy and longevity. One of the biggest factors measured in these studies was the use of extra virgin olive oil, which has been proven to lower the incidence of cardiac events, diabetes, and even cancer. And that’s why I always say olive oil makes life taste better and healthier. To eliminate childhood obesity, we have to look not only at the schools but at the habits of the home as well. There are families that feed their children real healthy food like yogurt, organic chicken and fish. They teach them how to enjoy fruits and vegetables. But actually, if the entire household follows what they’re doing, the children in the house will follow as well. It leads to the Mediterranean diet and lifestyle, which means those

kids will be healthier and happier. And we need to be happy, not only healthy. I’m working on a very exciting project, and though I cannot share the details yet, I promise I will share them with Total Food Service first! I will tell you it’s according to our standards, in line with the Greek Mediterranean diet and of course, it’s going to be amazing. My new show with WGBH, PBS. in Boston will be coming out soon. And, I will tell you the name of the show, which I’ve not included before… It’s called The Life of Loi. It’s slated to be released late spring, or summer. Because of the Pandemic, we cannot rush the filming. We will be traveling to Greece for the first season, because we have other seasons to come as well. It’s focusing on health and wellness through food, history, culture, and travel, and creating an inspirational and educational healthy lifestyle movement – the Loi Movement.

April 2021 • Total Food Service • www.totalfood.com • 41

by Leslie Super

CHEFCETERA

CELEBRATED CHEF FRANKLIN BECKER OPENS A NEW LINEUP OF GHOST KITCHEN CONCEPTS IN SOHO

ith the ghost kitchen trend continuing to pick up steam, Franklin Becker is the latest high-profile chef to jump in and ride this new culinary wave. He is debuting four new delivery and take-out only restaurant concepts from one kitchen, operating out of Zuul Kitchens, a ghost kitchen facility based in SoHo, New York. “As a result of the pandemic, I think everyone has to figure out how to make money outside of the four walls of a restaurant,” Becker explained. Our hands are being forced into another revenue stream.” After Becker’s new bricks-and-mortar projects got delayed, he decided to pivot towards a ghost kitchen to keep

Chef Franklin Becker

his assembled culinary team from leaving and to have the opportunity to test market concepts for future brickand-mortar locations in a cost-efficient way. “It’s a lot cheaper to test brands virtually then it is to test them in a brickand-mortar store,” Becker offered. “I get to open four restaurants for a quarter of a million dollars. I wouldn’t even be able to get my kitchen done for that price.” The Zuul kitchen includes state of the industry equipment highlighted by a battery of Jade Ranges. Becker is no stranger to business innovations. Cooking since the age of 14 years old in local Brooklyn restaurants of his childhood, he went on to study at the Culinary Institute of America, then it was on to executive chef positions at acclaimed kitchens like Capitale, CATCH restaurants, cooking competitions on Bravo’s Top Chef Masters, penning cookbooks, developing food apps and creating the fastcasual, vegetable-centric restaurant chain Little Beet. Now he is rolling out four virtual concepts “influenced by my travels and by the fact that we haven’t been able to travel in over a year,” says Becker. Like Universal Taco, branded as a “passport to flavor” offering eight different tacos peppered with global influences inspired by places like Mexico City, Beijing street markets, the Baja beaches and the like. There’s also Galinha, created to celebrate Portuguese BBQ, and Becker’s love of the country’s rustic way of cooking. Then Shai, an Israelis inspired hummusiya, is primarily a vegetarian and vegan

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“I get to open four restaurants for a quarter of a million dollars. I wouldn’t even be able to get my kitchen done for that price.” — Franklin Becker menu focused on chickpea dishes. The fourth concept Butterfunk Biscuit is the brainchild of Bravo’s Top Chef finalist, Chef Chris Scott, who is partnering with Becker to bring four generations of his family’s biscuit recipes into the homes of Southern food fans. When it comes to succeeding at the ghost kitchen game, Becker thinks “what’s going to separate the adults from the children, is going to be how well you do takeout and if you are able to provide guests the same level of experience dining at home as they would get at your restaurant. What does the food look like? Did it arrive hot or cold? How does it taste? I think the better chefs are striving to eliminate the stigma of takeout.” That makes packaging important. Becker says they are testing their packaging to make sure it stands up to time and temperature and the food arrives as it should. They are also sourcing responsibly and making sure the materials used are good for the environment. Two packaging vendors that passed the test are Sabert and Eco Craft. He acknowledges along with the right packaging is trying to ensure the third-party delivery partners will deliver orders in a timely fashion. Without the exposure a brick-andmortar dining establishment offers

just by mere street traffic alone, the challenge for a virtual brand becomes name recognition, how do you garner the attention of your guests. For Becker that’s been a combination of social media and good old-fashion gorilla marketing -- distributing flyers directly to commercial and residential buildings. “We also have been reaching out to our guests through promotions the delivery services run, Becker concluded. Working with them is a necessary evil at this point. The pros are we get to tap into our customer’s buying habits through their database and we can also reach a larger audience through them. But they charge an exorbitant amount of money to make a delivery.” Becker indicated that 60% of the orders come through Uber Eats, Seamless and Grubhub. As Becker continues to test and develop new dining concepts he can eventually introduce into physical locations, including the multi-concept food hall at Columbia University’s Manhattanville campus set to open, he thinks ghost kitchens will continue to become an important part of the restaurant industry’s future. “Peoples dining habits have changed,” he concluded. “With that, it’s fair to say restaurants will have to change their strategies as well.”

April 2021 • Total Food Service • www.totalfood.com • 43

NEWS

FOOD SERVICE MARKETING

TENNESSEE-BASED CREATIVE ENERGY BRINGS UNIQUE PERSPECTIVE TO RESTAURANT INDUSTRY RECOVERY

he ability to carve a vision for an industry to listen to and to follow can only come from the most eclectic of backgrounds. For Tony Treadway, his unique experiences have given him a truly unmatched perspective. Treadway’s career started as the manager within a nuclear defense contractor during the Cold War with the then Soviet Union. With the fall of the Berlin Wall the contractor would see mass layoffs of its employees where Treadway had built a communications staff. Instead, Treadway opted to form his own ad agency with his staff that would be known as Creative Energy in honor of its nuclear heritage. That was in 1991. Today, the agency has powered its way to become one of our nation’s largest and most respected foodservice industry marketing and advertising agencies in the country. The Creative Energy difference is the molding of a portfolio of brands that enables the company to sit on both sides of the buyer and seller equation. Included in Creative Energy’s stable of brands are a restaurant chain, food and beverage manufacturers, equipment manufacturers, and other supplier brands. “It gives us the ability to understand what both the buyer and seller need to do to accomplish their goals,” Treadway explained. One of the agency’s first accounts was Pal’s Sudden Service. The Kingsport, TN restaurant chain of 30 units has collaborated with Creative Energy for 29 years to build an award-win-

ning brand. Pal’s is a fast-food icon and first restaurant chain to earn the prestigious Baldrige National Quality Award in 2001. “We kept it very simple from the start in terms of messaging, Treadway explained. “The goal was to use radio to reach the target customers when they were in the car and then have a series of billboards support that message from several miles out right to the turn into the restaurant.” From there it was up to the innovative leadership of Thom Crosby of Pal’s to create a unique customer experience. With drive-thru wait times of less than 30 seconds, to its order accuracy and high health stores, the brand’s cult-like following is driven by its operational excellence at

Tony Treadway

44 • April 2021 • Total Food Service • www.totalfood.com

“It doesn’t matter how beautiful our creative is unless we can help our clients consistently grow their businesses.” — Tony Treadway every unit. “One of the keys to our success and maintaining long-term client relationships like the one we have with Pal’s has been that I want to know how sales are doing when I speak with our clients,” Treadway noted. “It doesn’t matter how beautiful our creative is unless we can help our clients consistently grow their businesses.” To drive sales growth, Creative Energy’s strategy is to help its clients achieve cult brand status. “There’s a very simple definition for it: achieving cult status means higher profit margins and assuring repeat purchase behaviors at a significantly lower cost than new customer acquisition,” Treadway explained. This is not easy to accomplish because only one or two brands within any category will ever achieve cult brand love. Cult brands are courageous and fun because consumers want to associate their own beliefs and psyche around a group of like-minded believers who share the fundamental human need for belonging. Beyond a product or service, cult brands sell a lifestyle as brand lovers who want to be part of the brand’s tribe. “Our goal has always been to help our clients understand the potential rewards of being a cult brand,” the veteran marketing executive continued. “With just a 5% increase in brand

loyalty our clients can nearly double their company’s profitability because you can reduce your new customer acquisition costs.” In addition, to building cult brand loyalty through marketing and advertising for its clients, Creative Energy has continually made the same commitment to its local community. With East Tennessee quickly becoming the epicenter for COVID-19 spread, there was no time to ask nicely for locals to do their part. Creative Energy designed a pro-bono campaign to convince those not wearing masks to change their behavior and change it now. Inspired by dramatic testimonials from real, front-line caregivers, the agency created an award-winning campaign that recently received an award from the Northeast Tennessee chapter of the American Advertising Federation (AAF). In addition, Creative Energy was recognized for the association’s Top award for a 30-second television commercial. The “Full of Magic” spot on behalf of Pal’s Sudden Service shared a new message of whimsy and fun around one of the restaurant’s most beloved menu items: Cheddar Rounds. “It is interesting to look back from that frightful day last March 2020,

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April 2021 • Total Food Service • www.totalfood.com • 45

NEWSMAKER

BILL LYNCH,

PRESIDENT, SPECIALTY FOOD ASSOCIATION

ith the pace of vaccinations amped up into overdrive, there are a number of indications that we may in fact being getting our lives back. With that has come the reality that we are seeing our restaurants reopening, and a return of catering in limited capacity. As restaurant and foodservice operators seek to find their definition of the “new normal”, there will come a need for new and creative menu solutions. At the top of the list to source those new and creative ideas has always been the Fancy Food Show at the Javits Center in New York City. Previous attendees were thrilled to hear that The Specialty Food Association (SFA) has scheduled its’ sole in-person trade show for September 27-29, 2021 at Javits. This has always been an interesting show to understand where it fits for a restaurant/foodservice operator. There wasn’t a year that would go by in which one could tour the show and wonder how many different types of olive oil or cheese were bring produced across the globe. Over the past few years, it has become a must-attend on the calendar of the foodservice professional

as many of its exhibitors have recognized the potential of the foodservice operator to build profitable market share. With that in mind, Total Food Service wanted to get Bill Lynch, who leads the Specialty Food Association, to give his vision for how the upcoming show fits in a post-Pandemic foodservice world. Can you share the history of the SFA with our readers? Who was the entrepreneur/visionary that launched the show? In 1952, a group of specialty food importers and distributors banded toBill Lynch gether to protest legislation limiting markups on all food items. The group recognized the potential strength of creating a specialty food trade association both in times of prosperity and adversity. The National Association for the Specialty Food Trade (NASFT) was formed. Later in 1954, this group gathered at Pappas Restaurant on 14th Street in Manhattan to discuss plans for the first

“As the industry has grown, so have the options. Attendees need to be able to find what they are looking for in a sea of products. Connecting buyers and the press to makers efficiently and effectively has been a priority [for the Fancy Food Show].” 46 • April 2021 • Total Food Service • www.totalfood.com

ing buyers and the press to makers efficiently and effectively has been a priority. Whether it’s our Show app, the Product Marketplace, or the ability to quickly filter through thousands of products in Specialty Food LIVE!, we’ve made it easier for makers and buyers to do business. Education is another important component we’ve developed, from panels on trends and sustainability to seminars on certification and launching a specialty food business.

Fancy Food Show. Present at that meeting was a young trade show organizer named Charles Snitow who agreed to partner with the group to launch the first show at New York’s Astor Hotel. It has evolved into the largest specialty food and beverage trade show in North America, and the NASFT is now known as the Specialty Food Association. Who was the customer when the show launched? Small specialty food retailers. How have the needs of your attendee evolved through the years? As the industry has grown, so have the options. Attendees need to be able to find what they are looking for in a sea of products. Connect-

For many years, the show was thought of as a gourmet store and retail grocery show. Each year, there is more and more product packed for any aimed at foodservice. Your thoughts? Specialty foods and beverages have always been an important part of foodservice, from oils and vinegars to cheese and chocolate, coffee and tea. Over the years, our members have learned the benefits of being present in a foodservice environment, how it is another way to reach consumers and teach them about the quality of, and uses for, specialty foods and beverages. Foodservice is an important part of the $158.4 billion specialty food industry. How has 2020 impacted the needs of your attendee base? Connecting with buyers in the ab-

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April 2021 • Total Food Service • www.totalfood.com • 47

NEWS

By Ryan Gallagher

FRANCHISING

TOP FRANCHISE EXPERTS SHARE THEIR VISION FOR POST PANDEMIC RECOVERY

hile analyzing the business climate of 2020, it is no secret that restaurants and hospitality businesses were some of the most devastated. As a result, high profiled celebrities including TV’s Guy Fieri and Podcast impresario Dave Portnoy turned to fundraising in order to bolster a wilted industry. However, while many small-to-mid-size restaurants shut their doors, there were many more restaurant franchises that opened over the last year. Some restaurateurs were able to find opportunity in COVID’s chaos, but not everyone could capitalize. It is estimated that more than 110,000 restaurants nationwide went out of business over the past year, according to the National Restaurant Association. At the same time, 2020 was one of the best years ever for restaurant franchises and franchise development companies. Nearly 200,000 restaurant franchises were added across the United States, according to

Statista. “Last year was definitely polarizing,” said Chris Conner, President of Franchise Marketing Systems in Alpharetta, Georgia. Conner’s company is a full-service franchise development agency that aids businesses like restaurants on their franchise journey. “Some segments were completely obliterated. And for some, the pandemic has helped and pushed them. We’ve had multiple brands set sales records in 2020.” The pandemic swept through the industry and changed the business climate seemingly all at once. Many businesses closed their doors, put their brick-and-mortars up for sale, or opted out of their leases. With so much commercial real estate for sale all at once, the market shifted towards the buyers. “Lease rates went down in commercial real estate,” explained Conner. “Landlords started doing crazy deals. In one instance, Simon Malls offered fixed percentage rent—which

48 • April 2021 • Total Food Service • www.totalfood.com

“But this time, money was available via stimulus. It was the perfect scenario to create [franchise] growth.” — Chris Conner is unheard of. That’s how bad these big commercial real estate owners are hurting right now.” Just like Conner, Fransmart’s Dan Rowe is seeing similarities as he operates his own franchise development company in New Alexandria, Virginia. Rowe is CEO at Fransmart where his team is having one of their busiest years to date. “Fransmart is having record franchise sales because we believe it’s a buyer’s market. Most of our franchisees buying right now are already franchisees. They remember how tough it was to find great sites or great people just two years ago,” explained Rowe. “Right now, it is easier than ever to find better employees. And with many restaurants closed, so the other sites are getting all the sales lift.” During recessions where many individuals need to find work, restaurant franchises often push forward by taking advantage of their proven business models. In 2020’s scenario, franchises that succeeded and expanded were of the fast casual variety. These restaurants do not require many employees, they often take advantage of first-party technology, and have wellestablished, off-premise dining capabilities (takeout, delivery, etc.). Chris Conner explained that the pandemic simply sped up industry trends that were already starting to take hold of the hospitality industry. In this way, 2020 made it nearly impossible for restaurants to stay alive if

they did not switch to serving a highvolume of customers in a quick fashion for off-premise dining. “The pandemic just killed sit down, dine-in,” said Conner. “If you were in a brick-and-mortar, the business had to shift to delivery, carry out, or drive through. A lot of franchises shifted and were able to increase turnover rate and embrace technology.” That is not to say that the fast casual trend is the only way for now on. However due to strict government guidelines, the businesses with proven concepts and streamlined off-premise dining were the same ones ready to purchase another location for their business when the opportunity presented itself. Furthermore, the pandemic’s recession differs from past recessions due to the accessibility of capital and alltime-low interest rates. “The recession in 2009 and ‘10 destroyed franchising because you couldn’t get a loan,” explained Conner. “But this time, money was available via stimulus. It was the perfect scenario to create [franchise] growth.” So, the same scenario that gave businesses like Wal-Mart and Home Depot record sales years transcended into the hospitality industry. In 2020, marginal restaurants folded. The businesses who came into 2020 with some money in the bank saw profits rise and investment opportunities present

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April 2021 • Total Food Service • www.totalfood.com • 49

NEWS

CHEFWEAR SOLUTIONS

CUTTING-EDGE APPAREL TO FILL YOUR CHEF UNIFORM NEEDS

here are many challenges that a chef faces in the kitchen, on top of working long hours, nights and weekends. Chefs are constantly on their feet perfecting their craft, no matter rain or shine, to make sure customers are satisfied with every bite. That means you need chef uniforms that can support your busy lifestyles. We’re talking uniforms that bring comfort, durability and style to the plate! (Chefs like to look good too, you know). So, what’s considered a ‘good’ chef uniform? What features should your

You need chef uniforms that can support your busy lifestyles. We’re talking uniforms that bring comfort, durability and style to the plate! (Chefs like to look good too, you know). chef uniform have? We checked out ChefUniforms.com and all the chef apparel that they have to offer and compiled some of our favorite collections and categories for men and women including chef coats, pants, aprons and shoes. If you’re looking for a durable chef

50 • April 2021 • Total Food Service • www.totalfood.com

uniform without breaking the bank, we suggest Chef Uniforms’ exclusive On The Line Collection (pictured at top). The collection is made of soft, lightweight fabrics and feature faderesistant colors available in classic black or white and new pebble grey. You can also find chef hats, aprons,

pants and coats in both short and long sleeves. Newer to Chef Uniforms is their exclusive Industry Line collection for men and women – a modern approach to kitchen uniforms. The Industry Line includes chef coats, shirts, and aprons made with premium denim cotton, chambray, denim and more. We all know that the kitchen can get hot – after all, you’re cooking up some great grub. If you’re looking to stay cool, we recommend Chef Uniforms’ mesh and lightweight coats. The mesh coats are available for men and women in short, ¾ and

long sleeves in more than eight color combinations! However, if you do prefer to wear a traditional chef coat and long sleeves to protect you from spills in the kitchen, Chef Uniforms’ selection of knotted button coats are also ideal for durability and comfort. Their hand-rolled buttons won’t sag or lose form. The traditional coats are crafted from 65/35 Poly/Cotton or 100% Cotton. Let’s talk chef pants, a kitchen essential to complete your chef outfit. Whether you prefer to wear traditional baggy pants, joggers or stretch, we know that their wide assortment of styles will help you find your perfect pair. Want to add a little boldness to your everyday style? Chef Uniforms offers fun, printed chef pants for men and women. There’s everything from stripes, houndstooth and animal prints! Aprons – defenders of uniforms

and keeper of tools. Chef Uniforms offers chef aprons such as bib, butcher, waist and bistro aprons in different fabrics including soft chambray and 100% cotton. We know that everyone has different ways to wear their apron while cooking, so we were happy to see that they have adjustable strap aprons and customizable color options! You can even personalize your look with embroidery such as stock designs, unique fonts and customized logos. A chef uniform would not be com-

plete without chef shoes. You can browse Chef Uniform’s assortment of restaurant work shoes for both men and women. There are clogs for the traditional chef look or athletic footwear to support your fast-paced working environment. Make sure to watch your step! Chef Uniforms has slip-resistant styles available to ensure your safety while you’re perfecting your culinary magic. Browse slip-resistant shoes to ensure that you’re looking and feeling your best from head-to-toe. Don’t forget the accessories! Chef

Uniforms also offers face masks, chef socks (including compression and crew), neck tubes, backpacks, traditional chef hats, head wraps, neckerchiefs and caps. What sets Chef Uniforms apart is their commitment to comfortable quality apparel at affordable prices for over 35 years. They not only specialize in an individual’s outfit, but they also outfit small to large groups. If you’re looking to spruce up your team’s apparel, we recommend you visit ChefUniforms.com!

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NEWS

By Wyatt Semenuk

NEW CLEANING PROTOCOLS

BEST SANITIZING AND DISINFECTING PRACTICES FOR RESTAURANT REOPENINGS

ith a vaccine finally a reality, and many businesses successfully adapting to the new health and safety-focused climate, the industry is finally getting back on its feet. Although the evolution of the industry has largely been a success, proper health and safety knowledge and education remains important, as a slip can still easily spell dire consequences for any restaurant. Thankfully, companies such as GOJO, the creator of Purell and many other common sanitation products, have taken it upon themselves to make both the products and the knowledge required to use them as accessible as possible. “Before we get into specific products, you need to have a plan,” said GOJO Food Safety Science Advisor Chip Manuel. “The biggest difference between those who were able to stay afloat and those who sunk when the virus initially hit was that those who survived had already maintained

Chip Manuel, GOJO Food Safety Science Advisor

within their business a culture of hygiene and cleanliness. They had already made it clear they held safety in a high regard, and had plans in place to deal with potential problems. These businesses were prepared to evolve because health and safety were not new, foreign concepts to them.” The first step a business must take towards creating a healthier and safer environment is recognizing that safety is just as important as any other part of a business, both for one’s staff and their customers. Learning specific practices is virtually pointless if one isn’t prepared to take the matter seriously. Once a culture and plan are established, businesses can start getting into the specifics of health and safety practices. A common mistake many people make is conflating cleaning and disinfecting, when in reality, the two are completely different concepts. “Cleaning is the removal of debris and refuse from a surface,” stated Manuel. “Removing these foreign objects greatly increases the efficacy of the disinfectant that is later applied. Disinfecting is the kill step, meaning that this process is the actual application of the solution that kills the pathogens. Failing to clean before disinfecting greatly reduces the likelihood that the disinfectant will do its job.” Although the two may seem interchangeable, the reality is that although closely related, they are completely separate, integral steps. A business that understands how to properly clean and disinfect has already won half the battle. “Another common, and even potentially harmful mistake many businesses make is mixing different solutions,” GOJO’s Manuel added. “GOJO products are complex combinations of chemicals designed to do an excellent job as is. Mixing them is not only

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“Using products in unintended ways can also lead to cross contamination, creating yet another unnecessary health hazard.” — Chip Manuel unnecessary, but also dangerous, as many of them can have negative reactions when combined. Concentrated Bleach for example, a common household disinfectant, can react very negatively with other common solutions like de-scaling fluid, in this case creating toxic chlorine gas.” A proper respect for tools like these is particularly important, as not only does improper use make them ineffective when it comes to killing pathogens, it can actually create an entirely new level of danger. On a similar note, reading labels thoroughly and understanding how a product works and how to use it is just as important. “Every label is approved at both the federal and state levels,” said Manuel. “This means that the information on these labels is proven to be precise and tested, therefore warranting close adherence. These labels will often detail proper precautions that need to be taken to handle the product, its intended uses, and its dwell time.” Failing to adhere to any of these guidelines could result in injury or ineffectiveness, so it is important to keep labels on products, not swap the solutions into unmarked containers, and to always read the label before use. Lastly, one should never use a product for anything except its outlined, intended use. “At GOJO, we offer many incredible hand sanitizers, which as you might expect, do a great job of disinfecting one’s hands. These products however aren’t designed for other

tasks, such as cleaning a cutting board for example. In this case the sanitizer residue might remain on the board, and contaminate the next food product that comes into contact with it. In this case, the proper course of action would be to separately purchase a GOJO cutting board disinfectant that’s specifically designed for the job.” Using products in unintended ways can also lead to cross contamination, creating yet another unnecessary health hazard. GOJO eliminates this risk by covering nearly every base with their wide array of sanitation products. Although integrating these practices and properly utilizing the knowledge and products businesses like GOJO offer can seem like a tall order, doing so isn’t a question of convenience. Creating a health and safety culture isn’t an option or a luxury. In this current climate, it’s simply mandatory. Failing to do so not only puts your business at risk, it puts your employees and customers at risk as well. One’s regard for health and safety is indicative of their regard for those who frequent the business. For over 75 years, GOJO has worked hard to provide all the tools and resources one could need to maintain a safe business. They don’t plan on stopping there however and are prepared now more than ever to continue providing solutions for any restaurant or foodservice professionals looking to take their health and safety operation to the next level.

Kill Germs Quickly. No Compromise Necessary. PURELL® Foodservice Surface Sanitizer rapid kill time Kills human coronavirus, norovirus, Salmonella and E.coli in 30 seconds on hard nonporous surfaces formulated for food-contact surfaces No rinse required and NSF D2 certified worry-free performance No handwashing, precautionary statements or PPE required multi-surface use Proven effective across a variety of hard and soft surfaces, even with frequent use dissipates quickly and cleanly NO streaks or sticky residue

April 2021 • Total Food Service • www.totalfood.com • 55

by Kiera Mullany

CHEFCETERA

NICOLE PONSECA BRINGS AUTHENTIC TASTE OF PHILIPPINES TO NYC

icole Ponseca might just beautiful French restaurant that be the happiest accident wasn’t using the space on weekends. NYC cuisine has seen yet. In her first-ever negotiation, Nicole She never planned on secured the space to take on the becoming a nationally renowned weekend brunch rush-- with a twist. restaurateur. After graduating from “I knew enough about brunch and the University of San Francisco with what sold and how I could reintera degree in advertising in 1998, Nipret Filipino food through brunch, cole hopped a plane to New York but keep it authentic,” Ponseca and quickly found a place at the added. firm Saatchi and Saatchi. But just as The brunch pop-up, Maharlika she settled into city life, Nicole hit Filipino Moderno, had guests lined a snag. around the corner within just a “I was more or less the only brown few weeks. Among the first of its girl in the room,” Ponseca rememkind back in 2011, the pop-up was bered. “The assumption was that I met with rave reviews from critics was the expert and people would aland customers alike. Nicole had ways ask me: ‘Where should I go for just begun, and it was already time Thai food?’ I would answer, I don’t know, what are you asking me for? Then I was looking around the room and I was like-- oh, I get it. They have no idea who I am or what I am. I was awakening to what representation meant.” A proud Filipino-American, Nicole became determined to carve out a place for Filipino culture in NYC food. Still working as an advertising executive by day, she began moonlighting as a host and dishwasher at local restaurants. In 2007, Nicole was finally able to leave advertising behind and enter the restaurant world fulltime as the general manager of Juliette, a French bistro in Williamsburg. By 2011, Nicole was ready to bring her own vision to Nicole Ponseca life. She stumbled upon a

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“There were so many times over the lifespan of the restaurant where I didn’t think we were going to make it, but we just keep persevering.” — Nicole Ponseca to expand. The next year, she opened Jeepney NYC in the East Village. “We built the restaurant around a number of ideas that we didn’t get to use for the pop-up,” Ponseca continued. Where Maharlika was a refined and elegant spot for a Sunday out on the town, Jeepney was a boisterous adventure-- an exploration of Filipino culture that stretched well beyond the menu itself. Nicole continued to flourish outside of the kitchen. Her book I Am Filipino was released in 2018 and has been lauded as Best Cookbook of the Year by the New Yorker, Boston Globe, the New York Times Book Review, and more. While researching the book in the Philippines, she met Greg Banzon of Century Pacific Food, who introduced her to her newest venture: the unMEAT 100% plant-based burger. As a lover of plant-based foods, Nicole is helping bring unMEAT to the U.S., flipping the first unMEAT burgers in her Jeepney kitchen. Nicole commented, “We have seen some incredible flavor profiles enter the market and completely disrupt

it, and I think unMEAT is only going to further that disruption.” Then, in March, 2020, Nicole was hit with the most daunting obstacle of her career: the Covid-19 pandemic. She was forced to temporarily close Jeepney, before returning at limited capacity to serve frontline workers and eventually expanding to pick-up and delivery. “I’m stubborn,” Ponseca asserted. “There were so many times over the lifespan of the restaurant where I didn’t think we were going to make it, but we just keep persevering.” The struggle didn’t end with the restaurant. Since the initial shutdown last March, Nicole lost her father to Covid-19 and has experienced racist harassment in the streets. Recalling a moment in the early months of the pandemic, Nicole described being spit on by strangers as she tried to buy food in Chinatown. “I was very naive, up until now, going into rooms,” she said. “I didn’t experience a lot of outward hate or racism to me.” Still, Nicole refuses to stop moving. “I’m going to stay open,” she said, “and I’m going to reinvent.” Jeepney is currently offering pickup and delivery services. With the return of indoor dining, Nicole will be able to open her doors to customers yet again sometime soon.

April 2021 • Total Food Service • www.totalfood.com • 57

LEGAL INSIDER

FROM ELLENOFF GROSSMAN & SCHOLE LLP

GROUNDBREAKING LAWSUIT AGAINST NIKE PROMPTS EMPLOYERS TO CONSIDER TRANSPARENT FACE MASKS AS AN ADA ACCOMMODATION DURING THE PANDEMIC

recent lawsuit brought on behalf of the deaf and hard-of-hearing community should prompt employers to consider taking measures during the COVID-19 pandemic, such as providing transparent face masks for employees and clean writing tools for customers, in order to comply with federal and state disability discrimination laws. Nike, like most employers in 2020, began requiring its retail employees to wear masks to prevent the spread of COVID-19. The company provided solid-colored, Nike-branded masks to all employees. Thereafter a customer, who is deaf, entered one of Nike’s San Diego-area stores to purchase some shoes. Like other deaf and hearing-impaired customers,

that customer relies on her ability to read other’s lips to communicate. Masks like the ones Nike-provided create unique communication problems for deaf and hard of hearing people, because they muffle speech and block visualization of the mouth area and facial expressions. In a first-of-its-kind lawsuit filed in September of 2020, Nike was sued by the customer, who claimed, in a class action lawsuit, that Nike violated state and federal law, including Title III of the Americans With Disabilities Act (the “ADA”) by denying “goods, services, facilities, privileges, advantages, or accommodations” to a person with a disability. The customer also alleged that Nike failed to provide auxiliary aids and services to ensure effective communication for

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customers who are deaf and hearing-impaired, as required under the ADA. Nike just recently settled the lawsuit, which is pending court approval, agreeing to provide transparent masks, as well as pens and paper, to its retail employees so they can more easily communicate with deaf and hearing-impaired customers. Nike also agreed to (1) pay $85,000 in attorneys’ fees and costs; (2) provide guidance to California store employees on how to accommodate customers who have difficulty communicating due to employees’ non-transparent face covering; (3) post notices in all California store entrances noting that accommodations are available for customers with hearing loss; (4) ensure that transparent window face masks and clean writing tools are available upon request; and (5) pay the class plaintiff up to $5,000. Nike may still face additional monetary claims from class members. This groundbreaking lawsuit certainly will not be the last of its kind brought against employers who do not take steps to comply with their obligations under the ADA. Restaurants, as places of public accommodation under the ADA, need to proactively ensure that their employees are trained on how to respond to requests for accommodations from deaf and hard-of-hearing customers, particularly during the COVID-19 pandemic. If transparent face masks are not immediately available, employees can provide

Jennifer M. Schmalz is a Partner at Ellenoff Grossman & Schole LLP in New York City in the in the Labor & Employment practice group. She counsels employers in all facets of labor, employment and employee benefits law, with broad experience in preventing and resolving workplace disputes, compliance with the variety of laws governing the workplace, and the labor and employment aspects of mergers and acquisitions and other corporate transactions. Ms. Schmalz has successfully litigated matters involving employment discrimination, Title III of the ADA, wrongful termination, violations of restrictive covenants, breach of contract and wage and hour violations. She works with clients in a wide variety of industries including hospitality, real estate, transportation, retail, financial services, health care, manufacturing, technology and not-forprofit corporations. Jennifer M. Schmalz can be reached at jschmalz@egsllp.com or via phone at 212-370-1300.

clean pens and paper to communicate with customers in order to minimize any liability under the ADA. Notify your customers by us-

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sales@nbrequipment.com nbrequipment.com April 2021 • Total Food Service • www.totalfood.com • 59

RESTAURANT EXPERT

WITH DAVID SCOTT PETERS

HOW TO DIGEST YOUR FINANCIAL REPORTS

aybe you think you’re not naturally a numbers person. You’re not alone. In fact, I wasn’t a numbers person either. That was until I unlocked the secret to understanding my restaurant financials when I was the operations manager for a multiunit brewpub and cafe in Phoenix, Arizona, decades ago. The magic happened when the owner of the restaurant sent me to a one-day seminar on simplifying accounting, using a lemonade stand as the example. Here’s what they taught me when it came to understanding my financial reports. It starts with your balance sheet and the balance sheet, which basically says, here are my assets, here are my liabilities, and they should equal or balance. But what does it really mean? Think of your balance sheet as a snapshot or Polaroid showing you a picture

If you want to change your life, don’t make your restaurant’s numbers scary. Understand them. Make sure you know where everything went in your restaurant. in time of the health of your business. That’s all that is. You take one at the end of the period (either 13 periods or 12-month accounting). And then do it again at the end of the next period or month. What happens between those two snapshots is the profit and loss statement, also known as your financial statement or income statement. Imagine that Polaroid, your balance sheet, and what happened between those two periods, right? Inventory levels change, cash levels change, things change. Assets and liabilities went up and down. In between those two peri-

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ods is the movie. Looking at your profit and loss statement, you’re going to see a story of what played out that month. For example, that Sysco truck pulling up to the back dock, dropping off $3,000 in product and your employees putting it away, prep happening, customers walking out the door. And this happens day after day after day for 30 days. That movie shows us how we end up where we are. It tells you how much money you made or lost in between those two Polaroid snapshots. Last but not least is the general ledger. The general ledger, if you print that off, is that line by line of every entry that shows what came in and how much of it went to your different categories like draft beer, bottle beer, food, janitorial, paper and so on, all categorized in the right buckets on your profit and loss statement. But your profit and loss statement is just the totals. Remembering you have a beginning and end captured with your balance sheet, and the goings on captured as the movie in between, what does the general ledger tell you. It’s the script, the line-by-line entry of everything that happened. And that’s how you look at your financials. When you see something wrong in your

David Scott Peters is an author, restaurant coach and speaker who teaches restaurant operators how to use his trademark Restaurant Prosperity Formula to cut costs and increase profits. His first book, Restaurant Prosperity Formula: What Successful Restaurateurs Do, teaches the systems and traits to develop to run a profitable restaurant. Known as THE expert in the restaurant industry, he uses a no-BS style to teach and motivate restaurant owners to take control of their businesses and finally realize their full potential. Thousands of restaurants have used his formula to transform their businesses. To learn more about David Scott Peters, his formula for restaurant success, his book, or his coaching program, visit davidscottpeters.com.

profit and loss statement, where do you go? You go to your general ledger, the script, and you see what was said. Maybe it was misspoken and belongs in another place. Those are the top three things I learned that really changed my view on financial reports and my whole life perspective on numbers. But there was one more thing I had to learn the hard way, and that was you have to tell your accountant what your chart of accounts should look like and what expenses go into each line item. That way, everything you look at when it comes to your numbers makes sense to you. If you want to change your life, don’t make your restaurant’s numbers scary. Understand them. Make sure you know where everything went in your restaurant. Then you’re on your path to that which we measure improves, taking your budget and putting your actions next to it because you know where all the numbers came from. Trust your numbers and use them to make proactive decisions to change your business and your life.

April 2021 • Total Food Service • www.totalfood.com • 61

NEWS

EQUIPMENT SOLUTIONS

16 PRODUCTS THAT ARE MOVING THE INDUSTRY FORWARD Learn more about the 2021 Kitchen Innovations products focused on efficiency, safety, sustainability, and more By Patricia Cobe, senior editor of Restaurant Business and FoodService Director. This story was originally published on Restaurant Business.

he 16 recipients of the 2021 Kitchen Innovations Awards, announced by the National Restaurant Association Show, prove that innovation kept progressing despite the pandemic. In fact, many of the cutting-edge equipment advancements address the challenges and trends that are currently impacting the foodservice industry. Manufacturers maximized technology to create winning products that promote safety, sanitation, waste reduction, back-of-house efficiency and productivity. These are the 16 companies and products that are being honored this year with a Kitchen Innovations

Award. Antunes Touchless Sauce Dispenser is in sync with the demand for contact-free condiment service. Optical sensors provide touch-free portions and the equipment comes with a variety of nozzles to adapt to different food products. Curtis was recognized for its GemX Narrow coffee brewer, a compact 10½ inch-wide machine that can fit into a smaller footprint. The fully automated coffee maker brews and dispenses twice the amount of coffee in the same space as a traditional single brewer. Eastern Tabletop meets the need for high-tech, thorough sanitizing with its CleanLite system. The equipment uses antimicrobial LED light technology to protect against bacteria, fungi, mold and mildew. The lights are available as standing fixtures over work stations and pendant or overhead fixtures for larger areas.

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Ecolab earned its award for a Cockroach Multi-Station—a discreet device with a curved design that is said to attract the pests. The glue board has been placed to achieve faster elimination of the roaches after they’re caught. Eloma introduced a more flexible modular combi oven that can be configured with the control panels in different locations and the door opening on the right or left to better fit a kitchen’s flow. It features streamlined or advanced electronic HD touchscreen controls, three cooking systems and two cleaning systems. Frymaster/Welbilt’s new fryer ties into the current fried chicken trend. It’s designed to handle high volumes of breaded bone-in chicken pieces and features an automatic filtration system. The high-tech equipment easily connects to the internet for realtime data collection and remote diag-

nostics. Hobart debuted a two-level dish machine that also features smart technology with its IOT (Internet of Things) app. The upper section of the dishwasher can deliver 80 racks of plates, glasses and other serving ware, while the lower section is designed for heavier pots and pans and utensils. Hoshizaki is jumping on the craft cocktail trend. The compact, undercounter model turns out large ice cubes that are close to 2 inches in size to provide the right amount of chill without much dilution and an impressive presentation in the glass. Manitowoc/Welbilt also garnered an award for its ice machine that produces larger size cubes. A reimagined evaporator design made it possible to downsize the machine from its former bulky footprint and a tech upgrade al-

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April 2021 • Total Food Service • www.totalfood.com • 63

NEWS

by Claudia Giunta

PLANT BASED MENU SOLUTIONS

NYC BURGER WINNING CHEF TEAMS WITH unMEAT TO DEBUT PLANT-BASED MENU SOLUTIONS

hile some of us may have turned to carbs and binge-able TV series since the pandemic started just around a year ago, the other half of us have developed a healthier lifestyle, turning to clean eating and exercise. Luckily, the foodservice industry recognizes both the need to indulge and the need to nourish our bodies. With plant-based industry accelerating over the last few years, combined with a worldwide pandemic that increased health concerns, plant-based foods have become increasingly more popular. Nicole Ponseca, founder and CEO of New York’s Jeepney Filipino Gastropub and winner of New York City’s Battle of the Burgers has partnered with Century Pacific Food to introduce the unMEAT product. unMEAT, soon to be launched in the United States, is the newest take on the plant-based burger and prides itself on its simple, clean, recogniz-

able and easy to pronounce ingredients. This new take on the plantbased burger, made with non-GMOs and full of fiber and protein, will be available in the United States by mid-2021 for both foodservice and retail providers. Century Pacific, the Philippines’ largest package food company founded by Ricardo Po, has seen exponential growth as the company has expanded its production internationally. Executive Vice President and Chief Operating Officer, Gregory Banzon, explains the company’s vision for a plant-based product: “We have been looking at key trends in the food industry and talking with our customers and we definitely see that a plant-based opportunity fits into our environmental and sustainable goals. 90% of our consumers in North America and Europe are aware of the health benefits of plant-based food. While the majority of consumers are omnivores, with 25% considering themselves flexi-

tarian, they understand the need for balance and moderation; they’re going to be more health-conscious and the unMEAT burger will give customers a crutch for healthier eating.” What started as a sardine packaging company in the 1970’s after Mr. Po’s fortuitous trip to a trade show, has since grown to produce canned meats, dairy products, and has even become the fastest-growing plain milk brand in the Philippines. With offices in China, Vietnam, the United States, and a warehouse in the Netherlands, Century Pacific products have become worldwide brands. Century Pacific currently works with household names such as Century Tuna, Birch Tree, and Coco Angel, and is one of the Philippines’ main private label manufacturer for international tuna brands. “When looking at how Century Pacific could further expand on a global scale, we wanted to futureproof our business. What will be the

“While the majority of consumers are omnivores, with 25% considering themselves flexitarian, they understand the need for balance and moderation; they’re going to be more health-conscious and the unMEAT burger will give customers a crutch for healthier eating.” — Gregory Banzon Gregory Banzon

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future desires of our consumers as health and sustainability concerns evolve? That’s where a plant-based product comes into play,” Banzon explained. As experts in engaging customers, Century Pacific suggests that restaurants that have never offered a plant-based product make it an additional or special offering. This will draw the customer’s attention to a healthier option. “They’ll be able to get a good burger or a good for you burger,” Banzon commented. While plant-based products are ideally healthy, Banzon and his unMEAT product recognize a customer’s hesitancy towards venturing into the plant-based world. “There are typically three concerns: unpronounceable ingredients, the product will be higher in price, and it won’t taste like real meat. Our simple ingredients keep the cost down while delivering nutritional

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GILBERT ON RESTAURANT FINANCE

UNDERSTANDING THE RESTAURANT REVITALIZATION ACT

hroughout this past year, we have witnessed many food businesses, especially in the restaurant and hospitality industry, struggle to survive under the financial constraints and economic losses triggered by COVID-19. More than ever, restaurants had to carefully monitor cash flow and rely on close relationships with its customers to stay open. At long last, the American Rescue Plan Act of 2021 (ARPA) was signed into law on March 11, 2021, and it includes the Restaurant Revitalization Fund (RRF), a new grant program established to support restaurants. With the RRF, restaurants that are eligible for its benefits can take advantage of the funds while creating a logical business plan moving forward. Having been a partner at Citrin Cooperman for the past 10 plus years and being a trusted advisor to restaurant operators for close to 30 years, I have come to understand and truly appreciate the value of building strong long-term relationships and working with clients on strategies that allow them to accomplish their goals and prepare for future outcomes. This past year, my goal has been to share our knowledge and understanding of the regulations and resources available to restaurant owners; to help them make informed decisions about their business and advise them on the appropriate solution, suitable for them. Foodservice businesses that are eligible for the RRF include restaurants, food stands, food trucks, food carts,

bars, caterers, and lounges that are not owned by a local or state government. These businesses can own up to 20 different locations including their affiliated businesses. This means the funds recognize independent businesses that are more vulnerable to economic hardships. The grants available would give up to $5 million per a restaurant’s physical location or $10 million for the entirety of a restaurant business, including its affiliates. While it is predicted that there will be more funds added to the current $28.6 billion currently administered by the Small Business Administration (SBA), the initial funds will be prioritized for women-owned businesses, businesses run by veterans, as well as the socially and economically disadvantaged within the first 21 days of

It isn’t only about having the cash, it is also about how you spend it and how long it will last, as well as being able to make quick decisions when necessary. 66 • April 2021 • Total Food Service • www.totalfood.com

distribution. Additionally, $5 billion of the grant funds have been set aside for those businesses with $500,000 gross revenue or less in 2019. As owners prepare to receive news about their fund eligibility and distribution, they should look over their financial statements and future projections. It is essential that businesses gather all evidence of their gross receipts and calculate the reduction of the gross revenue received in 2020, compared to 2019. Be mindful that gross receipts include all revenue and PPP funds. Lastly, restaurants should project their eligible expenses for the covered period – February 15, 2020 December 31, 2021– and allocate the costs among any other funds they have received through the Paycheck Protection Program (PPP) or Employee Retention Tax Credit (ERTC). The funds, similar to that of PPP, must be used for a particular purpose: to recover lost revenue as the result of the pandemic and ensure the restaurant survives through the pandemic’s financial burdens. Specifically, the

Stacy L. Gilbert is an audit and tax partner at Citrin Cooperman, with over 30 years of expertise providing tax, accounting, business, and forensic valuation services. She has a strong focus in the restaurant and hospitality industries, serving as co-leader of the firm’s Restaurant and Hospitality Practice and specializing in strategic business consulting services, including with respect to COVID-19 response regulations and the Payroll Protection Program (PPP). Stacy has specialized knowledge in restaurants and hospitality businesses, advising clients on a variety of tax matters; including, tax compliance and tax planning, income, payroll and sales tax, and foreign reporting; and, provides business advisory services with respect to structuring, internal control, and profitability enhancement.

funds can be used for utilities, maintenance, supplies, operating expenses, covered supplier costs, food and beverage inventory, and payroll. We encourage restaurants to protect and prioritize their employees and allocate as much funding as possible to payroll and related benefits. RRF can provide potential relief for owners who have spent money to try to open a restaurant and want to recover some costs towards a future opening, however, the RRF does not permit businesses to use the funds to open a second location. If restaurants do not use all the funding for the eligible expenses before the end of the covered period, funds must be returned to the government. It is critical that restaurants that have access to the RRF understand that these funds are for specific costs to keep the business operating. The guidelines surrounding federal COVID-19 relief programs frequently change and are complex. Getting through this process requires a different skillset than may be available through the current relationships owners have with their accounting

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CITRINCOOPERMAN.COM

CITRIN COOPERMAN

STACY GILBERT, CPA New York City Managing Partner and Co-Leader, Restaurant & Hospitality Practice sgilbert@citrincooperman.com

RESTAURANT & HOSPITALITY PRACTICE

You know our clients because we work with hospitality businesses in your neighborhood, as well as the ones known throughout the world we help them focus on what counts so they can thrive in any outcome.

April 2021 • Total Food Service • www.totalfood.com • 67

NEWS

by Wyatt Semenuk

SMALLWARES AND TABLETOP

TAIT TAKES HELM OF SMALLWARES GIANT TABLECRAFT

s vaccines have been and display items to takeout and derolling out, so has the livery products. food industry been get“Part of what’s made TableCraft so ting back on track. The successful has been its nimbleness combination of relaxed restrictions when it comes to the products we and increased peace of mind has offer,” Tait added. “What this means led to a large influx of hungry dinis that we’re always listening to our ers returning to their favorite local customers, sales reps and our team restaurants. in search of the next idea. We’re folAlthough this is great news, such a lowing trends in the marketplace development can prove daunting for and always looking for opportunities businesses that have grown used to to both expand our brand which in Covid conditions. Thankfully, third many cases means pivoting whenparty companies such as smallwares ever needed to meet the needs of and tabletop manufacturer/supplier those who depend on us. There are TableCraft continue to support the few companies that are as in touch industry throughout its recovery. with the industry as TableCraft and The commitment to the quality of that’s something that’s always drawn TableCraft’s products and service me to it.” are poised to move to yet another Among, TableCraft’s new for 2021 level with the promotion of Jeff Tait line include new Plastic Beverage to company presidency. Pouches that represent the compa“When I originally joined TableCraft, I didn’t come into it expecting to be here for an extended period of time,” recalled Tait. “My plan was to stick around for a few years to build up my resume, and then move on. Before long however, my outlook quickly changed. Not only was I in awe of the work my colleagues put in to constantly expand the size and scope of the company, but the sheer passion they also displayed while doing so was contagious, and unlike anything I’d ever seen.” This passion and constant desire to expand the company’s offerings is displayed through TableCraft’s comprehensive inventory of solutions, that Jeff Tait, President, Tablecraft offers everything from buffet

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“Part of what’s made TableCraft so successful has been its nimbleness when it comes to the products we offer.” — Jeff Tait ny’s response to opportunity. With many States including New York offering cocktails to-go for the first time ever, the new pouch line offers the operator a fun alternative to the standard plastic or Styrofoam cup. The line is available in varying capacities for drink specials, juices, mixers, fruits or veggies that are perfect for carry out and To-Go business. TableCraft’s R&D team created a design that features Translucent polyethylene pouch design opens so they can stand up, making filling and prepping easy. This willingness to adapt and the speed and accuracy with which TableCraft can accomplish that has proven to be particularly important in the current pandemic environment. With massive developments and shifts in the industry such as the dominance of takeout and delivery and the revitalized emphasis on health and safety, TableCraft’s track record of providing reliable solutions to struggling establishments has been critical. Despite only recently ascending to the throne, the newly appointed president already has an eye on the future. Tait continued: “One of the most important things I’m looking to do is continue to hone and refine TableCraft’s focus on the new. The current pandemic environment is only accelerating

the rate at which the market evolves, and new products and niches are created and formed. Something I’m particularly interested in, in this regard, is technology. In part thanks to the pandemic, technology has garnered more acceptance and appreciation within the food industry than ever before. Most importantly, it has completely altered the way customers want and can obtain product. Moving forward, I’m excited to see how we at TableCraft can integrate and use technology to provide better service to our own customers.” Technology not only makes it easier for customers to support their favorite business, it has also played an integral role in keeping both customers and operators safe. The less direct interaction between parties, the safer they remain, and technology, playing the perfect middleman, has made this easier than ever. As restrictions relax and customers return to their favorite establishments, they will also be looking to see how operators have upgraded and improved them. Integrating technology is an excellent and exciting way to go about doing this. For over 75 years, TableCraft has been providing unparalleled product and service to the food industry. With the promotion of Jeff Tait to President, TableCraft will only further distinguish itself as a leader in the fostering of the food industry’s recovery in 2021 and beyond.

April 2021 • Total Food Service • www.totalfood.com • 69

NEWS

E&S SERVICE

DAY & NITE CONTINUES ITS RAPID EXPANSION ACQUIRING FL’S PERFORMANCE AIR MECHANICAL

ong recognized as the east coast’s leading commercial HVAC, Refrigeration, Cooking and Plumbing installation, maintenance and repair service provider, the Day & Nite family of companies announced that it has acquired Pompano Beach (FL) Performance Air Mechanical’s assets. Matthew Sher, Day & Nite’s President & CEO commented: “For the past decade, Day & Nite has been in a perpetual growth mode. We have accomplished that by continually adding service lines and developing and deploying cutting edge technologies. Most recently that has included expertise in helping our customers, bring peace of mind to their dining patrons and their staffs with the very latest in-

novations in air purification.” Paul Beckett, Performance Air Mechanical’s Founding Partner and CEO said “As a third generation HVACR family owned and operated business with over 40 years designing, selling, installing and servicing a variety of air conditioning, heating, ventilation, refrigeration, humidity control and energy management systems with a reputation for extraordinary customer service and technical expertise, finding the right Performance Air Mechanical strategic fit has been my top priority. After deep and careful analysis of all options it became increasingly clear to me that only Day & Nite made sense as the natural partner for building on everything my wife and I started so many years ago.”

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“We share core values and operating systems. Most importantly, there is a deep commitment to consistently superior internal and external customer experiences that mirrors our mission.” — Matthew Sher Founded by Susan and Paul Beckett, Licensed Class A Florida state contractors with the resources and expertise to handle even the most complex assignments, Performance Air Mechanical’s reputation is best summed up in a single word: reliability. With offices in Orlando and Pompano Beach, Performance Air Mechanical has been Florida’s most trusted name for longstanding employees and customers. “Performance Air Mechanical is a perfect fit for us”, Sher continued. “We share core values and operating systems. Most importantly, there is a deep commitment to consistently superior internal and external customer experiences that mirrors our mission. As we look at this growth, we realize that it needs to be done at a pace in which we can serve each new marketplace.” Sher explained: “To date all of this growth has been self-funded, organic, not because we didn’t have interest in acquisition but because there wasn’t a proper mutual fit. Growing from humble NY only roots to the Atlantic seaboard has, to date, not been through acquisition because in each case we opened our own office with our people.

The Beckett’s and Performance offer us the first opportunity to adhere to our model.” Starting in the 1970’s Kenneth and Irwin Sher founded Day & Nite Refrigeration/Air Conditioning. To further support the company’s world class foodservice clients All Service Commercial Cooking was launched in the 1980’s. Expansions into several significant states grew the Day & Nite/All Service company name, and in 2012 the company deepened its services with Popular Plumbing. Now in its sixth decade delivering sophisticated, cost-effective, integrated workplace environmental, patron and food safety in its self-performing eastern seaboard operation, and a growing national presence of authorized licensees, Day & Nite’s recipe for growth has been marked by geographical expansion from its home base in New York throughout the East Coast. “In combination with other recent company developments, notably DNAS Global Facility Solutions and Day & Nite Performance Solutions, Performance Air Mechanical is a most welcome addition to our core Day & Nite Refrigeration, Day & Nite HVAC, All Service Kitchen Equipment and Popular Plumbing business units,” Sher concluded. Terms of the acquisition were not publicly announced.

April 2021 • Total Food Service • www.totalfood.com • 71

HOSPITALITY MARKETING

WITH REV CIANCIO

CONVERTING YOUR SOCIAL MEDIA FOLLOWERS INTO CUSTOMER ORDERS

magine you aren’t feeling so hot. Maybe you’ve had a headache for almost a week. It’s not going away so you call the doctor and make an appointment. The day comes for your appointment, you head over to their office and after what seems like forever, you get called into an examination room. The nurse comes in and asks you about the brand of jeans you are wearing, comments on your choice of smartphone and walks out. Then the doctor appears, takes one look at you -- no thermometer, no stethoscope and definitely no bend over and cough! Without hesitation, he says “you’re cool” and walks out. How the heck does he know anything about you without taking your temperature, checking your blood pressure, looking into your ear canals, etc?!?! Literally, he nor the nurse would not have any of the information to really know enough to accurately judge your state. You would be absolutely frustrated and likely a little heated. Now take one look at my Instagram profile, or anyone else’s for that matter. What do you see? Followers, likes, comment counts … you really don’t get enough information from those surface signals to know what is going. • • •

Likes, comments and followers - those are vanity metrics. They make an account look good on the surface but do not help you to understand the performance of an account that can inform future strategies. • •

getting responded to? Where are the followers located? Are people sharing or, better yet, saving the content? How many clicks to the bio are happening?

These are the real metrics. This is what should really matter. These are

How long has it taken to build a follower account? What is the rate of follower growth (or decline)? How many direct messages are happening and are they

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the diagnostics that really tell you what is going on with a social media account. Likes, comments and followers - those are vanity metrics. They make an account look good on the surface but do not help you to understand the performance of an account that can inform future strategies. According to a 2019 Facebook IQ

David “Rev” Ciancio is a former New York City bar owner and knows exactly how hard it is to operate and brand a hospitality business. He is now a hospitality marketing consultant, customer and technology evangelist with more than 20 years experience in B2B digital marketing and business development, specializing in hospitality marketing, content, local SEO, reputation management and influencer marketing. He helps technology companies, brands and restaurants to acquire and retain customers. Rev is known as an “expert burger taster,” pens hospitality and marketing tips on his Instagram @revciancio, as well as his LinkedIn Profile. He believes that Pizza is a religion.

study, Instagram plays a key role at every step of the purchase process. People use the platform to discover what’s trending (83%), research

continued on page 89

Your customers’ trust is in your hands So put your hands in Elara brand gloves Show guests you care about their health. Protection you can count on, from the brand you trust.

elarabrands.com Sold through authorized distributors

For each case purchased, Elara donates a meal for a person struggling with hunger in America

April 2021 • Total Food Service • www.totalfood.com • 73

SCOOP

INSIDER NEWS FROM THE FOODSERVICE + HOSPITALITY SCENE

Do you have the SCOOP on any foodservice and hospitality news? Send items to SCOOP Editor Joyce Appelman at tfs@totalfood.com

CALIFORNIA PIZZA KITCHEN BECOMES THE OFFICIAL PIZZA OF THE LOS ANGELES DODGERS (L-R) CPK CEO Jim Hyatt, Steve Garvey, CPK SVP & Head of Culinary Innovation Brian Sullivan, Eric Karros

SCOOP has learned that as California Pizza Kitchen (CPK) proudly embarks on its 36th anniversary this spring, CPK has signed on to become the official pizza of the World Champions

Los Angeles Dodgers. With this exclusive multiyear partnership between the two iconic Southern California-based brands, Dodger fans can now enjoy CPK hospitality and gourmet-inspired menu items including pizzas, salads and more at Dodger Stadium on the Field, Loge, and Reserve Levels as well as in the newly renovated Left Field Pavilion. “This partnership unites two Southern California brands that are woven into the fabric and spirit of Los Angeles. The LA Dodgers brought baseball to the West Coast and CPK brought the West Coast to pizza. As two brands with a shared commitment to driving innovation, and supporting the LA community, we couldn’t think of a better partnership to share the love of pizza and baseball to fans across our hometown of Los Angeles,” said Scott Hargrove, Chief Marketing Officer of CPK. “Creating best-in-class dining at Dodger Stadium is essential for delivering a World Championship-level fan experience for our fans, which is why we’re thrilled to partner with a global brand famous for innovative and iconic California cui-

continued on page 76

Scotsman’s Prodigy Plus ice machine features make having a safe and healthy environment effortless AUTOALERT INDICATOR LIGHTS Easily visible LED lights provide key information without the need to touch / remove panels.

ANTIMICROBIAL PROTECTION Built-in AgION® components help inhibit the growth of microbes, bacteria, mold and algae.

For unit specifications and other brand information, scan the QR code to visit the Scotsman website.

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ONE-TOUCH CLEANING Our Prodigy Plus Cuber one-touch cleaning system makes preventative maintenance simple and efficient.

XSAFE™ SANITATION SYSTEM An optional sanitation system that circulates cold oxygen plasma inside of the machine to help sanitize the air and surrounding surfaces.

Scotsman is represented in NYC Metro by: PBAC & Associates LTD 914-793-9000 Financing Options Available

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SCOOP

INSIDER NEWS, from page 74

sine,” said Corey Norkin, Dodger Vice President, Global Partnerships. “We look forward to a long and collaborative relationship with our new partners, and know our fans will enjoy the inspiring and delicious food items at CPK’s Dodger Stadium locations. The two brands will partner beyond concessions to provide pizza and baseball fans with access to one-of-a-kind experiences that represent the best of Los Angeles. Following all regular season Dodgers home wins, CPK will provide fans the opportunity to claim a free seven-inch Original BBQ Chicken Pizza at select Southern California locations. In addition, CPK will be prominently featured throughout Dodger Stadium touchpoints, including permanent signage on the Left Field Pavilion roof.

SYDNEY’S GUMPTION COFFEE LAUNCHES FIRST OF 100 SHOPS SCOOP heard that Gumption Coffee, which made its U.S. debut back in 2017, with the 6,000-square-foot Industry City roastery and cafe opening in 2018 in Industry City, has opened their first retail location in midtown Manhattan and is the first in a U.S. expansion that’s on track to ex-

Gumption Coffee’s storefront in NYC

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pand to 100-plus stores across the country over the next decade.

Inc., leading the reorganization, rebranding and sale of the company.

ACCLAIMED NYC RESTAURANT TIKTOK PROVIDES NEW CARBONE UNVEILS CPG LINE BUSINESS TIPS AND OF PASTA SAUCES RESOURCE GUIDES SCOOP heard that Carbone, the acclaimed restaurant and NYC Institution that frequents celebrities, just unveiled a line of restaurant quality pasta sauces, expanding the Carbone name to grocery shelves for the very first time. Developed by Mario Carbone and Rich Torrisi— chefs and co-founders of Carbone and the NYCbased restaurant group Major Food Group— the sauces will be available in three varieties Marinara, Arrabbiata and Tomato Basil, launching first in Stop & Shop’s across New York, New Jersey and Connecticut for $8.99/per jar. Using the same time and care that’s applied in a Carbone kitchen, their packaged sauces are made in small batches utilizing only fresh ingredients, including Italian-grown tomatoes, whole onion and garlic, allowing consumers to bring the taste of the famous Carbone dining experience into their home. The Carbone team has brought on Eric Skae as CEO to help spearhead the long-term strategic vision for the company. Eric is a seasoned CPG executive who has a proven track record organizing, structuring and branding several food and beverage companies, including Popcornopolis, Arizona Tea, and more. Most notably, Eric served as Chief Executive Officer for Rao’s Specialty Foods Group,

The lineup of Carbone’s quality pasta sauces

TikTok for Business

SCOOP learned that TikTok has provided a new set of business tips and guides to help marketers make the most of the platform. Go to @tiktokforbusiness in the app. TikTok has grown from some 271 million monthly active users in December 2018 to an estimated 1 billion in 2021.

continued on page 78

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SCOOP

INSIDER NEWS, from page 76

PARMIGIANO REGGIANO CONSORTIUM APPOINTS GOLDEN STATE WARRIORS RISING STAR NICO MANNION AS U.S. BRAND AMBASSADOR SCOOP notes that The Parmigiano Reggiano Consortium announced a sponsorship with Golden State Warriors Italian-American guard Nico Mannion, serving as another Consortium’s United

States Brand Ambassador. Throughout the coming year, Mannion will promote Parmigiano Reggiano’s presence in the United States from fitness, cultural, and nutritional perspectives. Nico Mannion will share his passion for this extraordinary cheese through various virtual and in-person appearances and promotions on his social media channels. He’ll explain why Parmigiano Reggiano cheese is considered a true masterpiece of Italian cuisine and an iconic symbol of Italian culture – while also, helping people across the country learn about its health benefits and its role as a nutritious pre-workout supplement. “As an athlete, food is an integral part of fueling your body for performance. Parmigiano Reggiano cheese is a healthy source of protein that is easy to add to meals, or as a delicious snack on its own. As a proud Italian, I’m excited to partner with Parmigiano Reggiano and add a taste of home to my pre- and post-game routine,” says Mannion. For more information visit parmigianoreggiano.us.

HMSHOST LAUNCHES WOMEN’S AWARENESS CAMPAIGN IN AIRPORTS AND TRAVEL PLAZAS SCOOP learned that global restaurateur HMSHost is taking action to amplify awareness of gender equality and celebrate female empowerment with the launch of two limited-release chocolate bars in participating airport and travel plaza locations. The chocolate bars include uplifting messages and are adorned with powerful female imagery. These products are available in select airport and travel plaza locations. “HMSHost is paying tribute to women and their remarkable contributions in history,” said HMSHost Vice President of Marketing & Communi-

Parmigiano Reggiano cheese

ll i r g r u on yo

on l e c r a B m bread fro A NEW RANGE OF

www.cristalbread.com

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The limited release HMSHost chocolate bars

cations Atousa Ghoreichi. “As the premier restauranteur in travel venues, we are leading the way with programs like this that raise awareness and pay homage to our diverse teams and the unique travelers we serve. “ The three-ounce bars are available in Milk Chocolate and Dark Chocolate Sea Salt and wrapped in the colors of green and purple, respectively, to symbolize women’s equality. The “inspire” Milk Chocolate bar and “empower” Dark Chocolate Sea Salt bar packaging also feature silhouettes of women that depict their diversity across the globe. The limited-release chocolate bars are available at more than 70 airports and travel plazas throughout the U.S. Visit https://bit.ly/3uWa5lm for a complete list.

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THE #1 PLANT-BASED BRAND IN FOODSERVICE1 Please call 877-511-5777 for more information. ®, ©, TM 2020 KELLOGG NA CO. 1 NPD SUPPLY TRACK LAST 12 MONTHS, SEPTEMBER 2018

SAUSAGE-STYLE CRUMBLES & CHEESE PIZZA

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SCOOP

INSIDER NEWS, from page 78

NEW GASTROPUB AND SOCIAL HOUSE INVITES GUESTS TO SIP, NOSH, AND ENGAGE

Restaurateur Mark Turocy

SCOOP noted that Restaurateur Mark Turocy introduced his own brand of hospitality to the historic Black Rock district in Bridgeport, CT with the opening of Black Rock Social House, an oldschool gastropub with a fresh approach. Located at 2895 Fairfield Avenue, a historic landmark building since 1924, the integrity of the building has been meticulously preserved. Gorgeous woodwork, iron fixtures, and large windowpanes wrap the restaurant’s multiple dining levels that are filled with vintage light fixtures and vibrant color splashes of eclectic artwork. Turocy’s 30 years of restaurant experience is punctuated by such career highlights as creating The Comedy Store’s first food program in the company’s 40-year operating history in Hollywood, CA. In 2014 Turocy headed to the east coast to serve as the General Manager of Rizzuto’s Oyster Bar and Restaurant in Westport, CT, where under his leadership, the restaurant was named OpenTable’s “Top 100 Restaurants in the United States. Upon heading back to the west coast to expand operations at Angel City Brewery, Turocy settled back in Connecticut, managing New Haven’s Belgium-inspired Atelier Florian before finding the perfect location for his first ownership endeavor. The Black Rock Social House menu is an international representation of hearty comfort food, bold flavors, and is 100% gluten-free. The culinary 80 • April 2021 • Total Food Service • www.totalfood.com

team is led by Executive Chef Jacob Raitt II, formerly of Washington, D.C. and whose Connecticut kitchen cred includes The Chelsea in Fairfield, Cask Republic in Stamford, and Mezon Tapas Bar & Restaurant in Danbury. Menu highlights include “Noshables” such as Frito Misto with lightly fried shrimp, calamari, and vegetables, served with puttanesca sauce; house-made “Charcuterie” specialties including African merguez sausage; “Soups and Salads”, featuring the restaurant’s soon-to-be signature Sweet Onion and Mushroom Soup topped with queso frier lardons and truffle oil; and Black Rock Social House’s “Comfort Food” dishes such as Roasted 1/2 Chicken Paprikash with herb spätzle. Desserts are inspired, sweet, and flavorful works of art on a plate as illustrated by the red wine poached pear and sweet mascarpone. The beverage program is shaken up with handcrafted cocktails and an impressive craft beer selection. Black Rock Social House has partnered with Firefly Hollow Brewing Company and will feature exclusive draft offerings of their gluten-removed beer. For more information visit www.blackrocksocialhouse.com, @blackrocksocialhouse.

SHAKE SHACK BEGINS USING AIRCARBON CUTLERY AT SELECT LOCATIONS SCOOP learned that Shake Shack is testing biodegradable straws and cutlery at six locations in the U.S. The utensils are made by Restore Foodware in Huntington, Beach, Calif., out of AirCarbon, or PHB — polyhydroxybutyrate — a molecule that’s made by almost all living organisms and melts like plastic but breaks down in the environment just like leaves and stems do, according to Mark Herrema, CEO of Newlight Tech-

A Shake Shack meal with AirCarbon utensils

nologies, which is the parent company of Restore Foodware. The cutlery and straw are now available at Shake Shack units in West Hollywood and Long Beach, CA, along with a new Shake Shack location in Santa Monica when it opens this spring, Miami Beach, FL, and at the Madison Square Park and West Village locations in New York City. The New York City-based chain also announced a plan to replace plastic bottles with more recyclable aluminum ones at select West Coast locations starting in April. Both initiatives are part of Shake Shack’s “Stand for Something Good” mission, which also includes using naturally raised beef, pork and chicken as well as committing to reducing waste in packaging materials. As part of the mission, the chain also vows to support its people and communities around the world.

GRUNINGER ESTABLISHES INNOVATIVE FLAVORING PROCESS FOR MARGARINES AND BAKERY FATS Grüninger AG, Switzerland’s leading producer of industrial and commercial margarines, has developed a new technology of particular interest to bakery and confectionery manufacturers because it offers advantages from factory to fork, to produce palm-free, vegan and vegetarian margarines in which any off-note flavors are effectively taste masked. At the heart of the process is a natural rosemary extract-derived antioxidant that extends the products’ shelf-life and increases heat stability during baking. Employed to overcome common hurdles that arise when replacing solid palm fat with alternative oils, the neutralized fats are subsequently custom-flavored to match specific applications. In addition to stabilizing the flavor of margarines, as well as vegetable and animal oils and fats, a key benefit is an optimized mouthfeel. The products flavored with the help of the new process reconcile consumer wishes with industry requirements: “Fat is one of the most important flavor carriers, which has a decisive influence on the market success of the end product,” says Michel Burla, Managing Director of Grüninger. “In addition to flavoring, we rely on cooling drum technology to optimize the plasticity of the products, which is especially important when dispensing with structure-giving solid palm fat.” For more information visit www.grueninger. ch/en.

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NEWS

RESTAURANT OPERATIONS

FRYER SAFETY 101: OPEN VS AUTOFRY S afety plays a huge roll in the foodservice industry. The wellbeing of your staff should always be a top priority. When choosing the right kitchen equipment for your business you will want to make sure it is safe and easy to use. Especially when you employ young adults or teenagers. The last thing any owner or operator wants is an accident or injury on site. Open fryers are some of the most common pieces of equipment attributed to workplace accidents. According to www.osha.gov, “Young workers who cook in restaurants are especially at risk of burn injuries while cooking with or cleaning deep fat fryers or vents above fryers. Burns can occur from contact with

the fryer itself or from hot splashing oil, or when straining the oil or moving the fryer.” Making the safety of your staff your main concern will create a comfortable and successful work environment. So, what is the best way to protect your staff from the hazards of deepfrying? You can start by choosing the right piece of equipment for the job. Ventless, fully enclosed fryers like the AutoFry® keep operators away from hot oil while cooking. The fresh or frozen product is inserted into the food entry chute of the AutoFry. When the chute closes the product drops into the fry basket which is sitting inside of the oil pot. All your team members need to do is select the appropriate cook times and press start. The AutoFry even shakes

the basket for you! Once the cook cycle completes, the basket will automatically drain the excess oil and drop your product into a pan from the exit chute. There is zero contact between the person operating the fryer and the hot oil. Keep in mind that the food is going to be hot after frying. We recommend using gloves and tongs whenever plating or serving the product. Even filtering and cleaning the AutoFry is safer than it is for an

open fryer. MTI has created multiple filtration options that are easy to use and avoids interaction with hot oil. From automated systems to a simple drain hose and bucket, our designs always have safety in mind. Choosing the right kitchen equipment for your establishment is an important decision. Make sure you do your research and make the choice you think fits your business best.

No Hoods? No Vents? No Problem!

NEW OVENS AVAILABLE!

mtiproducts.com

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on page 130

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MY TWO CENTS

WITH JOSEPH LEHR OF GLISSEN

GREAT RESTAURANTS ARE DEFINED BY THEIR DEFINITION OF HOSPITALITY

ith restaurants getting ready to welcome back an increasing number of guests due to the lifting of government restrictions on capacity and the pace of vaccination moving swiftly, I thought it would be fun to share my thoughts on what makes a great restaurant. Although we have been blessed to be entrusted with helping to clean many of the top restaurants glass ware and pots and pans, I am certainly not a restaurant expert. But I’ve been blessed with my beloved bride Bobbi to enjoy some truly memorable dining experiences.

“It’s easy to forget the basics of welcome home Mr and Mrs Lehr.” You’ll notice I didn’t say food and we’ll get back to that. I’m convinced that there is only one word that counts: Hospitality. In fact, go ahead and underline it four times. The good news is that it has a really simple definition. It states with a simple greeting: Hi Mr. and Mrs. Lehr, it’s nice to see you again. There’s a little Italian place in Lynbrook, NY called Livorno Ristorante. His name is Nick and he “gets it”

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because I always get a warm and heartfelt: Welcome home Mr. Lehr. I have another place that I’ve been going to for years. His definition of hospitality begins with the second fundamental of hospitality: listening. From the first time, we visited, I would ask him for Table 11. He asked me why and I told him because that table had a chair with arms that I liked. Turned out it was the only chair with arms in the entire restaurant. When we came back for a second visit, you got it, there was a second chair with arms for Mrs. Lehr. It’s interesting that all the technology and computers in their world are of absolutely no value in running your restaurant, if you can’t master those two simple concepts. Believe me I see all the technology, that manages birthdays, loyalty favorite cocktails and tables but it’s all of these things that are not said that you need to “hear”. I think as you get ready to reopen its important to ask yourself how you got here to begin with. When you opened, you worked day and night to make sure that your restaurant was a success. Everybody starts with all the enthusiasm in the world. To make it work you have to be there at 6 o’clock in the

For 70 plus years, Joseph “Joe” Lehr has been a pillar of the Metro New York restaurant and foodservice industry. At the helm of Glissen Chemical, Lehr has built the Brooklyn, NY based company into a national manufacturer of the industry’s highest quality detergents. He can be reached via email at rich@ glissenchemical.com or via phone at (718)436-4200.

morning starting the prepping, the buying and the setting up for the day. Then when all the guests leave at 11pm you’re closing down at 2 in the morning and getting ready for the next day. Guess what, before too long, you burn out. With that at some point, you begin to forget what it takes to make that soup that makes that customer come back. Everybody is nice at the beginning; they love your food, and your place is very sweet. But then like a great Broadway show, they don’t care that the show was great last night, they have tickets for tonight’s show. It’s easy to forget the basics of welcome home Mr. and Mrs. Lehr.” Maybe for your restaurant, it’s a nicer awning, a beautiful handmade sign, replacing those chairs you

continued on page 100

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RE-OPENING STRATEGIES

WITH GERRY MURPHY

CREATIVE IDEAS TO MAXIMIZE SPRING/SUMMER REVENUES

he Yankees have opened their season at in the Bronx, so winter is behind us. Let us also hope for a long spring. If spring is in the air, then so is Love. By now you know who your true customers are. You love them and they love you. Now is the time to spread the love. How about a Best Customer Club (BCC)? Here’s a thought that asks each of your best customers for an advance against future purchases. Here’s a simple way to put it together. It starts with a VIP cocktail area for these club members while they wait

for a table. The next perk is to add free food delivery and a 10 % percent discount on food purchases. Once you have figured out the benefits you will be offering then it is time to estimate how many customers you are going to invite to “the Club”. I’m convinced that you can actually get top customers to “pay” for these privileges. The deal is that they pay $1000 up front after all membership has its privileges. This money sits in a house account and you debit it from there account. If your business uses a computer for

your reservation and customer ordering, then you will have no problems. This is a simple rework of debit house account (think Peter Luger) One of the top priorities as you get ready for a new season is to update your Spring and summer menu. Time to sit with your chef and the rest of the culinary team. First item for consideration what state and local restrictions are you facing in terms of indoor seating capacity. Make sure you get printouts of what sold last spring & summer, drop those items that did not do well. When all that research is done

Gerry Murphy is a culinary consultant, inventor, and accomplished professional leader offering 35 years’ experience in Culinary Consulting with expertise inRestaurant Operations, Live Cooking Competitions, Certification Consultations, Budget & Finance Administration, Personnel Management, and Project Management. He can be reached at chefgerard@aol.com.

then you can access what new items should be put on the menu. I’m a big fan of the family meal for your staff. This age-old restaurant tradition is something you might want to bring back. The last year has been all about comfort food. Be a little more generous by offering a second meal per employee that they can bring home. I’m convinced with the Restaurant Recovery funding, your competitors are going to look to poach employees, so why not do the little things to keep them. Be cautious of any recovery, as I always say, “what can go wrong will go wrong”. Luck had nothing to do with getting your operation through the last year. Hard work and skill, mix in a few long days and a few sleepless nights and a year has passed. Use that same street smarts that go you through this last year to guide you through the spring and summer. As more folks get vaccinated you should enjoy more activity in your restaurant. Be cautious around those that are predicting a boom they are just like the weather persons on TV wrong most of the time. Do not get me wrong I pray to get back to what was February 2020. Once your customer counts start to return, I’d like you to look at your business through a slight different lens. How about dividing your op-

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NEWS

NEW OPENINGS

ACTRESS CHOPRA JONAS BRINGS INDIAN RESTAURANT SONA TO MANHATTAN

fona is the much-anticipated, glamorous collaboration between the actress Priyanka Chopra Jonas and restaurateurs Maneesh Goyal and David Rabin made it debut late last month in Manhattan. “Sona is the very embodiment of timeless India and the flavours I grew up with,” Chopra Jonas said. But the story of Sona, which entrepreneur Maneesh Goyal and restaurateur David Rabin are opening with creative partner Chopra Jonas on Thursday, starts in Texas four decades ago.

In May 1975, Goyal’s father opened India House in Dallas, which he says was the first Indian restaurant in Texas. Goyal’s father, who also worked at Xerox at the time, started India House because he had a growing family to support: Goyal, who has an older sister and an older brother, was born just a couple months prior. One menu item at Sona is known as India House’s butter chicken. This dish, with charcoal-smoked chicken tikka and tomato gravy, is based on the exact recipe that was used in Dallas. The food that chef Hari Nay-

The interior at Sona

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“We were relentless about location because we did not want this to be a fringe restaurant. People assess you based on your location. From the first second that people heard we were next to Gramercy Tavern, we were legitimized.” — Maneesh Goyal ak is cooking at Sona includes other loving nods to the past, including a dish called Floyd’s Goan fish curry. This dish honors award-winning chef Floyd Cardoz, who died of COVID-19 in 2020. Cardoz ran the pio-

neering upscale Indian restaurant Tabla in the neighborhood that’s now home to Sona. “This was done with the blessing of his lovely wife, Barkha,” Goyal said. “Floyd was the original pioneer of Indian cuisine in America. Floyd just meant so much to us.” Sona’s menu explores Indian food with regional specificity, traveling from the streets of Mumbai to the beaches of Goa. “Our chef, who is from Mangalore and trained under Daniel Boulud, is super proud to be Indian in his core,” Goyal said of Nayak. “When we started to talk about a menu, he was clear early on: He said we need to represent the entirety of India.” The food also gets playful. There are samosas filled with goat cheese and spinach. Crab puri comes with caviar. Kofta korma is made with Dancing Ewe Farm ricotta. Aged cheddar dosas pop with a turmericedamame mash. One idea that Chopra Jonas had was to start dinners with a riff on golgappa shots, which are liquid-infused street snacks that Sona fills with vodka, tequila, or spiced water. Goyal, who befriended Chopra Jonas when she was in New York filming Quantico, is a self-described “voracious entertainer” who’s known

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HOSPITALITY MARKETING products before buying (81%) and decide whether or not to make a purchase (80%) — and each of these moments offer touch points on Instagram where marketers can drive action. People are spending more time on their phones than ever. With more eyes on Google and social media, what does your online presence say about your restaurant? And more importantly, is it encouraging your followers to BUY NOW? Most restaurant operators are focused on follower growth or judging the performance of their content based on vanity metrics. If you don’t know how many people are placing orders, making reservations or signing up for your newsletter by making those calls to action in your Instagram content, you are likely focusing your efforts on activity that results in vanity metrics. Instead, I’d suggest you switch to measuring how many orders you can get your guests to place after consuming your visual content. If you caught my joint webinar on Restaurant Technology with Rory Balkin from Donut Digest, you may recall that the customer journey starts online, but it’s not a linear path. Says Rory “Google has a term for how people search online, and it’s called The Messy Middle. So someone might start out searching for ‘best tacos near me’ on Google, or they might check out reviews on Yelp, or stumble on an article from a local Eater site. But when they land on your Instagram or Facebook page, you should be ready to convert those hungry prospects into followers and from there, paying customers.” Most restaurants think that social media is a great way to attract new customers. The truth is that most people don’t follow a restaurant on Instagram unless they have either already had an experience with them or plan to in the near future. That means that your followers are actually already your guests and your playbook should revolve around loyalty, retention and return

from page 72 trips. Getting them to like and comment on your content is great, as is all engagement, but the real victory happens when they take an action, especially a purchase. You need to convert followers into orders. It feels good when you post something to your social media and literally that same day you see orders come in, items sell out and your favorite, when a guest is in store, shows a server their phone and points to a photo on Instagram saying “I want this!!” Isn’t that awesome!?!? Converting your followers into orders is one of most important things you can do with your Instagram account — a metric that, if you get laser focused on, will give you results that you’ll feel in your pocket book. But the question then arises, how do you do it? How do you get your guests that follow you to start placing orders? That’s why Rory and I wrote The Expert’s Guide to Converting Followers Into Orders. When you download this eBook we’ll show you the steps you need to get more direct orders from your followers on social media. With this guide, we’ll share tips on how to optimize your social media presence so you can funnel followers into your virtual till. And bonus: once you have the customer’s information in your database, you can market to them directly, in a more omni-channel function, and not worry about an algorithm. Take a read and tell us which tactics you implemented to get more followers to open up their wallets. In today’s digital age, it’s easier than you think! Don’t hesitate to tag us in your posts. We love seeing them And the next time your doctor gives you a glowing comment on your aloha shirt (what, just me?), reply by telling him to click the link in your bio and order a sandwich now! Learn more at https://bit.ly/followersorders April 2021 • Total Food Service • www.totalfood.com • 89

NEWS

EXPANSION

GARCIA AND KANFER DUO USE PANDEMIC TO LAUNCH METRO NEW YORK EXPANSION OF KISSAKI SUSHI CONCEPT

ark Garcia was considered an outsider when he moved from his native Chicago to New York in 2016 to open his own restaurant. But now, Garcia is the driving force helping to steer the cuisine and growth of upscale omakase sushi restaurant Kissaki, which opened in the Hamptons in June and is set to open its sixth location in Manhasset this summer. Omakase sushi is a concept that requires diners to entrust the ingredients and presentation of their meal fully to the sushi chef; it has been compared to an artist creating a masterpiece. Garcia’s start in the restaurant world was humble enough.

“I was in high school in Chicago and I enrolled in a culinary arts program in my sophomore year,” he recalls, adding that he got his first job through the program. A veritable tour of Chicago’s restaurant and hotel kitchen scene followed, with stints at Sushi Samba Rio, Kaze Sushi, the Waldorf Astoria, and Momotaro. Garcia first learned Italian cuisine early in his career and then began his ascent into the world of sushi under the 10-year tutelage of esteemed master sushi chef Kaze Chan of Sushi San in Chicago, who is credited with opening an array of influential sushi venues in Chicago for the past 25 years.

Chef Mark Garcia

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“I wanted a more accessible price range. [In NYC at the time,] there was a $50 quick and easy sushi and then there were the $400 plus levels,” — Mark Garcia “I learned sushi from one of the masters,” says Garcia, 37. Following a successful run at Momotaro, Garcia moved to New York and in 2016, he and partner Jay Zheng opened Gaijin in Astoria. The name “Gaijin” literally means outsider in Japanese. The venue’s name was fitting for Garcia not only due to his Mexican roots but also because of doubts about his suc-

One of Kissaki’s menu items, Nodoguro (Blackthroat Seaperch)

cess compared to other master sushi chefs. But those doubts quickly fell by the wayside as Garcia developed a strong following for his innovative ideas. In 2019, Garcia met Garry Kanfer, his current partner and Kissaki owner. “I was very enthusiastic to meet Garry because he wanted to build a brand and not just open a business,” Garcia recalls. Initially, Kanfer sought to make Kissaki a high-end establishment in the price range of $400, but Garcia said it was “too high for the average diner.” “I wanted a more accessible price range,” Garcia said, noting that at the time in New York, there were two very different dynamics. “There was a $50 quick and easy sushi and then there were the $400-plus levels,” Garcia says, explaining that the latter felt a bit “stuffy, almost like a church.” The two settled on something “in the middle” for Kissaki, with prices more in the $150 range. But with the first Kissaki location opening in January 2020, Garcia said the pandemic turned things on their head. He recalled that at first, his spirits were somewhat crushed between

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Visit SanitationFoundation.org/toolkit

April 2021 • Total Food Service • www.totalfood.com • 91

RESTAURANT BRANDING 30%, 50% a week - we knew had something, and people started to take notice. Guests were offering us money to open another locations, brokers were emailing us listings every day - but we held off. It was at this point that Steve asked for a meeting. He started by saying how happy he was, and what a great job we had done - and soon shifted the conversation to money and how much he needed each week on top of his loan payback. Now, I said we were busy - and we were, our sales were about $25k out of a 1,200 SF space - but Steve was adamant that he needed $6k a week, a week, for his “pocket”, and there was no negotiating. And since you’re reading

SONA

this magazine, I probably don’t have to tell you, there was no way we could afford this, and it was a surefire way to put us out of business. It was at this point we began looking for someone to buy him out. We had several conversations with experienced operators and other industry professionals who schooled us on the fact that not all money is equal. What we needed was termed, “patient capital” - essentially money that someone could afford to invest without having to stress about the timing on when he or she will see a return. We currently had the exact opposite of that - and it wasn’t working. This dynamic went on for about two months - and since he

controlled the bank accounts there was very little that we could do. Eventually, we found the ideal partner - who not only bought him out, but brought a calm, business minded/investors approach to the team, and he went on to help us open other stores. The lesson here is - be selective with who you choose to take money from. The restaurant business is stressful enough, and the last thing you don’t need the added stress of having to pay for something you can’t afford on a regular basis. Make sure you do your due diligence to ensure that they don’t need this money in six months. My suggestion: sit down before signing any-

thing, and have a very transparent conversation about where you all stand financially. Bring documentation if you have too. Also, make sure you are clear on compensation and repayment terms and have your attorney draft a promissory note, along with a partnership agreement. In the end, if you’re going to bring in a partner for capital - it would be ideal if they provided some other type of value. Maybe they have experience in growing restaurant concepts, or maybe an attorney or a developer. Something that can help you build your brand and scale your concept without bleeding you dry.

tion because we did not want this to be a fringe restaurant. People assess you based on your location. From the first second that people heard we were next to Gramercy Tavern, we were legitimized.” Chopra Jonas has been “the muse” of Sona throughout the creative process, Rabin said. She’s met with the team to discuss everything from the food to fabric choices to color choices. She’s provided lots of input to Goyal, Rabin, and designer Melissa Bowers about the vibe of the restaurant. “What’s so cool about working with her is that she is unabashedly Indian,” Goyal said of the actress. This is the first restaurant for both Chopra Jonas and Goyal. Goyal knows it’s a privilege for him to open

a restaurant that wasn’t born out of necessity. He knows that having an Indian restaurant where he can think about being fun and glamorous and cool is far different from the experience and sacrifices of many restaurateurs who came before him. One of the first things you’ll see when you walk into Sona is a family portrait with Goyal’s parents and their children standing in front of India House. “The thing is, my father was raising a family of five, taking a gamble, and opening the first Indian restaurant in the huge state of Texas,” Goyal said. “My mother didn’t drive. So he took her to doctor’s appointments and classes. He was playing double duty. We were trying to live that American life and that American dream, in some respects. I’m coming

to it less from a survival standpoint, admittedly, and much more from a pride standpoint.” “I feel like I have to do this,” he continued. “Where’s a really fun great night out with Indian food? If I can’t answer that question, I have to do something. That question should have an answer.” Goyal thinks about the grandparents he never knew because they didn’t ever come to America. And he thinks about his cousins, nieces, and nephews. He wants to “build a bridge for that next generation” and help them stay connected with their food and their culture. “I feel pride and I feel obligation,” Goyal said. “That’s what fueling me, but it’s a very different fuel than the fuel my father had.”

Popular takeout boxes include nigiri featuring tuna, salmon, mackerel, and even red snapper. Garcia says that Kissaki is also using innovative robots at all locations to help expedite the labor-intensive process of making sushi and especially takeout boxes. “The robots have been a great tool for us to use to get ahead,” he adds. The tools are commonly used

in Japan but rarely by city restaurants. Specialties Garcia prepares include seasonal fish such as tuna and salmon with banana peppers and chives. “Our fish is sourced directly from Japanese suppliers,” Garcia says, adding that Kissaki has relationships with farmers and harvesters. The menu also features creative cocktails such as a kissaki kick or green lantern as

well as signature desserts like dulce de leche or matcha red bean chiffon cake. Asked about business now, Garcia says it continues to be very “up and down.” He adds, “we’ve struggled as all restaurants have.” And, even though Garcia says things are improving daily at Kissaki, he still believes it is a challenging business.

from page 88

for throwing lively dinner parties at his loft. He’s often been asked to recommend Indian restaurants in New York. What he realized was that he had hole-in-the-wall picks and places that satisfied specific cravings, but something was missing. “I didn’t have a fun place where it was like, get a group of friends and go there,” Goyal said. There wasn’t a Mr. Chow or a Cosme or a Balthazar or an Indochine of Indian food, so Goyal started talking to his longtime friend Rabin (of The Lambs Club, American Bar, Jimmy, The Skylark) about how to create one. “If you could dream up what an Indian brasserie would be, that’s the kind of spirit we’re looking for at Sona,” Goyal said. “It’s boisterous yet elegant. We were relentless about loca-

KISSAKI

from page 26

from page 90

lockdowns and limited crowd capacities, especially since things had been going so well when they first opened. Like many other restaurants, Kissaki, which now has three locations in New York City, one in Greenwich, CT, and one in Water Mill,NY has had to pivot during the pandemic, which meant offering takeout omakase boxes in small, medium and large.

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FIORITO ON INSURANCE property damage and other types of large losses that require the proper insurance protection. Business interruption insurance coverage may also apply if an organization is forced to close and is affected as a result. Large losses that include business interruption are generally measured by insurers through their forensic accounting analyses of an organization’s historic profit and loss for the applicable period of time. Your broker should help you with this process. It is important to note that insurers determine business interruption coverage based on the time it takes after a shooting to regain access to the location, repair physical damage, and complete necessary cleanup. You may not have control of your premises for an extended period of time and authorities may leave the crime scene as is for days, triggering a pollution claim and a longer than expected loss of use or rental income. Although the type of documentation will vary by incident, organizations should be prepared to share: • Detailed monthly profit and loss (operating) statements. • Sales statistics and forecasts. • Purchase orders, invoices, proof of payment for any damaged items, and extra/expediting expenses. There are three notable points to take in account for the general, auto and excess liability insurance section of your policy that will be part of your claim: • Coverage: The policies provide “third party” coverage meaning that damage suffered by a third party was caused by your employee(s) or you arising out of your business operations. In most cases, this coverage is bodily injury or property damage. Coverage arising out of an active shooter tragedy should be provided if a third party proves that you were partially or completely negligent before, during or after the shooting. Potential allegations could include: o Failure to ensure a reasonably safe environment

from page 16 o Failure to protect third parties o Liability due to consequences you took to protect third parties and / or your property It is important to note that each policy excludes “expected or intended” injuries caused by you. In general, this means that there may be a limit to the amount of force you use to protect third parties and/or your property. • Crisis management: Be sure that you have this coverage. It is not automatically provided on any or all of these policies. The premium for it is usually minimal, if any. However, not all insurers provide this coverage within a General Liability program. • Policy Limits and Sub-Limits: Most (not all) policies have legal expenses in addition to the limits of liability, meaning defense costs are unlimited. If a neighbor alleges property damage due to the consequences of an active shooter event that you are legally liable for, bear in mind that all of these policies contain pollution exclusions so be sure to check the language of these exclusions because the language may affect coverage. In summary, having a crisis management plan that you practice periodically is crucial. It does not take much time to create and what it can save you can be priceless. Unfortunately, senseless acts of violence are often unavoidable even with the best practices in place. Speak with your insurance broker to ensure that you’re covered for the financial impacts of an unforeseen tragic event. For the latest information, guidance and resources on COVID-19 to help you protect what matters most, please visit https://www.hubinternational. com/coronavirus. 1. https://abcnews.go.com/ Health/mass-shootings-add-mental-health-issues-affected-covid/ story?id=76631283 2. https://www.usatoday.com/indepth/news/2021/03/23/boulder-shooting-follows-spike-gun-violence-during-2020/6965360002/

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PHILIPPOU

from page 14

stop her. Together with her partner, Philippou is facilitating the expansion of her client’s cannabis business to a national and international footprint. Philippou is also helping a NYC hotel prepare for the eventual return of the hospitality industry and tourism. “Hotels need the financial wherewithal to survive the shortterm reduction in guests that came with the Pandemic,” she explained. “I am convinced that hotels will return to profitability in the longterm.” “As far as New York, when it does

GERRY MURPHY

come back it will come back with a fervor. There is so much pentup frustration with people being grounded, that I think once they can safely go, they will go, and New York will come back. Theater will come back, restaurants will come back, hotels will come back.” With her plate full during the Pandemic, Philippou is excited by her current projects. The visionary Owners Rep/project manager sees a busy time ahead for her client base as the restaurant and hospitality industry fully reopen.

from page 86

eration into profit centers: Catering, Dine-in sales, Liquor sales, Food to go sales, Appetizer’s, and Desert sales. Once this is done do a cost break down on each item for each area. Example if you give a linen napkin in your dining room what is the cost of that napkin. I mean the total cost. What did you spend on napkins last year? Divide the total cost by the number guests served. I am willing to bet your napkin cost is at least 10% more than you think. (lost napkins, customer theft, staff mistakenly throws away napkin to name a few of the reasons you are spending more on Napkins than you thought.) The reason I bring this up now is your time to correct all the mistakes and/ or miscalculation of the past. Remember, once you have figured out where your restaurants profit centers are, now focus improving the centers that are not doing as well or simply discontinue that service. Here’s where I am headed with this train of thought. I have a client and he was successful in another industry. He decided to open a restaurant he told me was going to make a fortune in the food business. I though wow with this kind of drive it was probably true. Sadly, he left his money in charge and not his work ethic. He contacted me seeking help. Like

most operations the wheels fell off slowly he was unaware he was driving his operation into the forest simply with his absence. After observing his operation for a week or so, I came to understand his problem. To fix his problem, it was going to take a lot of hands-on work. He was older and did not want to put in said time. He charged me with fixing his restaurant and I did so in about 40 days. I put my plan in place as a simple as it sounds, I went looking for nickels and dimes every day. Sure, enough I found the nickels and soon after the dollars started to follow. Within five weeks we had the operation humming found a new manager and the place is still thriving. The reason for that story was to emphasize WORK. In this industry of ours it is not how much you have or what degree you have it is your work ethic that will get you to the other side. Success comes to those that work for it. So, congratulations on making it to spring. One you have completed all the tasks for this month. Get your eyes and mind on making sure you are getting as much as you are entitled to from the new stimulus package. But remember all the cash in the world, cannot make up for the time that needs to be spent working both in and on your business.

LEGAL INSIDER

from page 58

ing signs, such as the ones posted at Nike stores, which state the following: “If you prefer to be assisted by an employee who is wearing a clear face mask, or if you need any other accommodation, please ask an employee for assistance.” Restaurants would be wise to implement these easy and inexpensive steps to ensure access to all customers, including those who are deaf or hearing-impaired. In addition to accommodating customers, restaurants should also take similar steps to avoid employment-related claims by their own workforce. Specifically, ensure that transparent face masks and/or other auxiliary aids are available for use by managers and coworkers of employees who are deaf or hard-of-hearing. The responsibility to provide reasonable accommodations to employees with disabilities does not stop during a pandemic. In fact, many employers are seeing an increase in requests for workplace accommodations as

a result of COVID-19. Employers may, if they have not already, receive more requests for accommodations related to wearing protective gear, changes in schedules and working from home more frequently. In each circumstance, employers should document the employee’s request, engage in a cooperative dialogue with the employee and document their response (which is required in certain jurisdictions including New York City). A reasonable accommodation is one that allows the employee to perform his or her essential job functions with the accommodation and does not pose an undue hardship on the employer. Employers with questions regarding their responsibilities under the ADA are encouraged to seek the advice of counsel in order to avoid protracted and costly litigation. The lawsuit referred to herein is Bunn v. Nike, Inc. United States District Court, Northern District of California, Oakland Division (Case No. 20-cv-7403-YGR).

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KIRBY MALLON

from page 22

kitchens and their staff and I hope they remain the new standard. What do you see as the biggest areas of untapped opportunity for this industry? CFESA service companies need to pivot and find new sources of revenue within our industry. For example, further outreach to essential operations including hospitals, grocery stores and nursing homes that have commercial cooking equipment. I want to be clear this does not mean turning our back on restaurants whom we continue to support in every way possible. Our technicians are also a huge source of opportunity. As the face of our industry, they are in direct communication with our customers and we need to listen to our customers to satisfy their ever-changing needs. How can someone entirely new to this industry break in? Go to https://cfesa.com/directory/ and apply to local service companies. All service companies are looking for quality candidates to hire and train. A basic understanding of how to use tools, maybe a little understanding of electric and a good attitude will get you hired. You will be paid to learn the little unknown and secure the highly coveted job of a CFESA Certified Technician. What should they expect during training? Expect to be vetted by a seasoned CFESA Master Technician Trainer who will first make sure they are engaged, focused and willing to learn every day. All of our technicians are rock stars who add value daily. The Monday morning blues will be a one-way ticket home. Trainees will quickly be evaluated on how they interact with the customers – believe me, this can be 50% of the job. After six months of hands-on, real-life training, the trainee will be sent to the CFESA World Headquarters and Global Training Facility in Fort Mill, SC for a weeklong intensive training course covering the basic principles of electric, gas, steam and water, known as the EGSW class. Once the trainee completes this

course, they would be ready for entrylevel tasks such as planned maintenance or replacing parts troubleshot by more experienced technicians. Before they know it, they feel confident and are ready go out on their own. What does the process and trajectory look like from training to field technician? From the day hired to the day they are out on their own can be anywhere from 6-8 months. Field training and classroom training for roughly six months followed by CFESA testing in electric, gas, steam and/or refrigeration for the next few years. The trajectory to CFESA Master Certification takes about four years. (The same amount of time one would spend at college – without compensation, and possibly incurring debt.) An experienced CFESA Master Certified Technician earns six figures and can typically move to anywhere in the country and get a job immediately. What advice do you give to new technicians? Stay the course. Don’t panic and take this time to reevaluate all of your processes and procedures. If you hear “that is how we have always done it,” figure out the better way. Also, relationships have proven to be invaluable during this difficult and trying time. Over-communicate – it can only serve you and your team to learn how others are problem solving. Make plans now so that your company is ready for the boom to come in the next few months. How important is mentorship in your field and how do you cultivate a culture of continuous learning? Mentorship is crucial for the success of a technician, and on a larger scale, the overall growth of the company. We create clear and open lines of communication, establish regular one-on-one meetings between employees and supervisors, and try to create as many opportunities as possible for less experienced technicians to work side-by-side with industry veterans so they can glean lessons and experience in the field firsthand.

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STACY GILBERT

from page 66

or financial services providers. With that in mind, we offer unique advisory services and dedicated professionals who stay current and knowledgeable about regulations. It isn’t only about having the cash, it is also about how you spend it and how long it will last, as well as being able to make quick decisions when necessary. Our advisory services are specifically geared to helping our restaurant clients thrive in any outcome. We pride ourselves on our consistent communication with business owners to help them with both their challenges and goals. Over the past year, our priority has been to educate restaurants on available support systems and funds. Going forward, we will continue to strengthen those relationships by helping them achieve the best value and benefit from the

KI AWARDS 2021

resources they have available, while strategically advising them on how to monitor their cashflow to make future decisions. As warmer weather is around the corner, and more people receive the vaccine, there is a new sense of hope for restaurant and food service businesses. The RRF is a great win for the industry, and we hope owners are quick to take advantage while the funding is available. We are here to help guide restaurants to prioritize their immediate needs while calculating future projections to help them prepare for future challenges and thrive in any outcome. For more information on the Restaurant Revitalization Act and its benefits, visit https://www.citrincooperman.com/industries/restaurants-and-hospitality

from page 62

lows touchpad operation. Minipack America’s new vacuum sealer speeds up multiple techniques, including sous vide cooking, marination and infusion with more precise controls. The compact machine comes in eight body colors for a designer touch. Picnic created a robotic pizza assembly system that reduces food waste and labor while increasing sanitation. It offers touchless handling of ingredients; once a team member places the dough on a conveyor, the system follows the operator’s recipe to add sauce and toppings, then sends the pizza directly to the oven. Rational USA employed advanced technology in its new iCombi Pro oven that gives the operator more control over the cooking process. Thermocouples adjust energy to match the desired result, whether it’s browning or steaming, increasing productivity by 50% and speed by 10%. Sunshine Innovations targeted its new device to the increasing number of hummus fans. The fully automated Luccy produces fresh, warm, ready-to-eat hummus at a point-ofsale serving station. The Luccy is programmed with countless recipes, so

the zero-touch hummus production requires no human intervention. T&S Brass and Bronze Works’ water-monitoring system uses a smartphone-size device that straps onto a restaurant’s water line to detect leaks and promote conservation. It’s equipped with AI to listen to the water flow and alert operators to identify any malfunctions. TurboChef Technologies released Plexor, a new modular system that can stack a convection, impingement and speed oven—or any combination thereof—into one single footprint. All work off a single control panel and shared plug. UNOX was recognized for its MULTI.Day Hot Vacuum system. In less than 60 seconds, the system vacuum-stores hot food in trays that can be transported without risk of spillage or outside contamination. The sealed trays can preserve food for days without refrigeration. The KI Awards are selected by an independent panel of judges who work in the industry. Due to the cancellation of the live National Restaurant Association Show this year, the recipients will be featured on The Show To Go, a cost-free digital marketplace.

April 2021 • Total Food Service • www.totalfood.com • 97

RESTAURANT DESIGN

from page 20

experience to-go means including special, personalized touches like branded, well-designed instructions for how to assemble and perfectly garnish a meal. Food safety comes first, and delivery systems like DoorDash can’t always be trusted. Create on-brand labels to seal takeout. There is a good reason why taco boxes boomed during the pandemic and deli paper was in shortage. Takeout is king! To-go cocktails descended upon us from the heavens in 2020, and we’re all crossing our fingers that they are here to stay. Bottling them (with tamper-proof seals, of course) with cleverly branded labels is another opportunity to go the extra mile to deliver a takeout experience that highlights your brand’s voice. 2. Get a POS that is geared for takeout If your POS isn’t ideal for takeout, the time to change it was yesterday. Invest in a newer POS system that

is built for online ordering. Be sure that the look is consistent with the face of your brand and allows you to customize a well-designed user experience for mobile purchases. Yes, it will come at an additional cost. But it’s a lifesaver for some restaurants. 3. Overhaul your website for mobile If you haven’t updated your website design in five years or more, you’re way overdue. Website design trends change quickly as they evolve with our general interaction with technology. Your website and social media are the portal for your takeout. Make your takeout button easy to locate and secure that sale. Today, most sales are happening on customers’ phones and your online experience should reflect that. Ask your website designer for a responsive site that adjusts well between desktop and mobile.

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4. Adopt the super menu combo: contactless + responsive + disposable Responsive websites are key, but so is having a responsive menu within it. Put away the PDFs - you’ll lose customers by asking them to pinch in and out of their little phone screens. Table tents or table stickers with QR codes linking to restaurants’ websites quickly became a necessity during the pandemic, and they’re likely here to stay.. That’s why you need to be sure your website features an easily updated and responsive menu.. Disposable menus are also expected, but they’re also expected to look great! Just because they’re disposable doesn’t mean that they can’t be beautiful. And, they can double as takeout menus for customers to bring home if you communicate that clearly. These three solutions work hand-

in-hand and cover the tech-savvy to the technophobe. They need to have a cohesive look, make sure your fonts and color palettes match across the board. 5. Clean up your branding and marketing Any and all of the above will be far more effective if you start with some soul searching. Revisit your brand values, mission, character and voice to make sure you’re staying current and true to yourself. Make sure that everything that your brand does and says matches those values. You’ll notice that these five steps are related and intertwined - and they share a foundation of solid branding. You need to brand and design every detail of your customers’ experience - whether in person or to-go - with thought, care and a signature style. Now is the time to design the restaurants of the future.

April 2021 • Total Food Service • www.totalfood.com • 99

unMEAT

from page 64

information our customers are familiar with and can pronounce. With less than ten ingredients that you’d find in any culinary kitchen, consumers can trust what’s in the product. Century Pacific’s experience in consistently delivering flavor with our nutrition science team has allowed us to produce a healthy plant-based burger

CREATIVE ENERGY

The unMEAT burger will soon be available as a take-out burger in the United States. Century Pacific is the master franchisee of Shakey’s Restaurants in the Philippines. With that entree the company was able to add the unMEAT product to some 200 plus restaurants. “We understood that this would

be a delivery product because of the times and we did a lot of road testing to get it right.” A delicious burger filled with simple, trusting ingredients that you can get delivered to the safety of your own home-- does it get better than that? For unMEAT and its restaurant customers, it’s a recipe for success.

that we designed with them. They have come to trust our instincts. In many cases, Creative Energy’s value to each of these brands grew even more over the past year. They needed to “pivot to new opportunities” and the Tennessee-based agency made it possible. “We have a tomato company that needed to educate foodservice operators on the many different menu applications for its tomato sauces as they trimmed back their menus for Takeout & Delivery during the Pandemic. “We worked with them to show how adaptable their tomato sauces could be as part of an omelet in the morning to a sauce for a dinner entrée or on late night loaded fries.” For another client, the opportunity was in

portion control packets of hot sauce needed for Takeout & Delivery. With funding from the American Rescue Act on the horizon, Treadway envisions the value of cult brands growing in significance. “Let’s consider something as simple as a wobbly table. Rather than seeking a temporary solution for the table, the operator will now be able to invest in a value-added table that maximizes the customer experience and eliminates the cost of employee distraction of attempting to fix the problem on the fly. Our goal is to help our client explain to the restaurant operator that the investment in a quality table may even add an additional table turn for a restaurant,” Treadway noted.

Treadway and his Creative Energy team see an essential element into achieving their goal of cult brand status for the restaurant and foodservice professional as being dependent on an on-going commitment to hospitality. “Look at the landscape today of banks and car dealers reconfiguring their operating models from welcoming a customer into their facility to a faceless computer transaction. Treadway concluded: “The beauty of foodservice is that the owner or bartender greets you by name and knows your favorite dish or cocktail. That’s the essence of building a cult brand and the true definition of hospitality.” To learn more about Creative Energy, visit https://creativeenergy.agency/food/

on the Green. With that he built a team including one Drew Nieporent and built one of the world’s highest grossing restaurants. Nieporent of course has moved on to build the Myriad Restaurant Group into a powerhouse. The City of New York took the contract back when LeRoy passed and has spent the last 10 plus years trying to figure out how to make the property work. My longtime friend Bernardo gets it. My children and grandchildren get such a kick out of Bernardo coming over to welcome us at the table. “Is everything alright? Can I get you anything else?” I wonder to if this old definition of hospitality is lost in how casual dress has become. Is the assumption that because we no lon-

ger dress to dine and in an elegant dining room like the Homestead in Greenwich, that the basics are no longer required? Let’s address the role of food in my definition of hospitality. I’ve always found it interesting that the first question I usually get from friends or family is: how was the food? I think the assumption today needs to be that given the world of Food Tv that we live in today, the food is always going to be good and fresh otherwise the restaurant simply won’t survive. Again, my priorities remain with welcome home Mr. and Mrs Lehr. It’s been interesting seeing some of the changes that the Pandemic has brought. Takeout and Deliv-

ery have gone from afterthoughts to vital revenue streams. I expect that they will remain important to a restaurant bottom line. So why not think in terms of how a little creativity could add to maximizing your restaurants commitment to hospitality. How about printing and attaching a copy of your commitment to how this box of food was packed with a fresh pair of gloves, minimal contact and of course how much we are looking forward to welcoming you again to our dining room. Exciting times ahead, why not reset with a return to a warm and personal greeting for every guest. Trust me after this challenging year, it will go a long way to making sure they come back soon.

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when we rallied our employees in our lobby and send them home to work remotely during the pandemic to where we are today. Our employees never lost sight of our mission to use our insights to bring brands to life through ideas that serve a greater purpose. That is why we invested in our own community to save lives and grow business for new and established clients,” Treadway noted. For Tony Treadway, the Pandemic has brought vindication of his commitment to the belief that the building of a cult brand can endure doing the most challenging of times. “It’s interesting that every one of our clients with the exception of one, continued with the execution of the branding

JOE LEHR

that genuinely tastes like a meat burger. We have created a plant-based burger that looks like meat, tastes like meat, and can be priced like a regular meat burger.” The last year in take-out and delivery sales has dramatically increased as people would rather stay in the comfort and safety of their homes.

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hate or better tablecloths or linen napkins. Could also be securing the funding to keep those key members of your staff that ensure customers return. Please put every penny of that bet money back into your future. When we talk about your team and its’ role in hospitality, I think about what has happened to Tavern on the Green over the past decade. The legendary showman Warner LeRoy understood that the restaurant was built as a tourist attraction. He knew that theoretically he could get away with “build it and they will come.” But instead, he took the same commitment to hospitality he used to build Maxwell’s Plum in the 70’s and brought that to Tavern

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FRANCHISING

from page 48

themselves. However, that is not to say that franchising in 2020 was easier or more prevalent than ever before… Dan Rowe explained that there are actually less businesses going after franchises at the moment. It’s just the ones that can see the opportunity are really making it work. “People are nervous, especially first timers. Also, there are those people who haven’t been through a serious economic cycle before,” said Rowe. “But I’ve been doing this for 30 years and have been through some storms. All the opportunities are always after the storm, so now we are going for a land grab.” People like Rowe and Conner are using their decades of industry experience to coach franchisees through what seems to be a very uncertain

BILL LYNCH

time. They’ve shifted their location discovery and overall franchise development to a virtual experience. Additionally, franchise development businesses have had more time to research recent Federal Trade Commission (FTC) rule changes and convey that information to their franchisees. “It certainly isn’t any easier,” said Rowe. “It’s actually harder in terms of FTC and registrations. The FTC was a mess this year. The rules changed and lots of brands had difficulty getting or staying registered to franchise, and that compounded the problems of COVID.” So, restaurants that were in a position to jump at new opportunity were able to differentiate themselves. Of course, thanks to experienced franchise development companies like Rowe and Conner oversee.

“It is easier in the sense that a franchisee could open for less than it would have cost two years ago,” said Rowe. “You can get better conversions, get lower rents, better terms, higher ROI, and have an easier time getting employees. Plus, a new restaurant opening nowadays makes a lot of noise. Whereas two years ago, you needed 10 PR firms to make any noise about an opening.” Upon some cursory research, many individuals can find these very trends occurring close to home. Over the last several months, one local-to-NJ, fast casual restaurant has been expanding nationwide. Bubbakoos Burritos set out to reach the franchise’s 100th restaurant by the end of 2020 and has hit that mark. “Bubbakoos was one we sold for a while,” said Chris Conner. “We’ve also

done really well with pizza—Pizza Guys is Chicago pizza with a twist. They have a heavy delivery focus.” So, as the fast casual trend is exacerbated by the year of coronavirus, it still is not clear if that trend will end sooner-than-usual or continue for a long future. However, it is clear that those who are quick to adapt are those who find themselves leading from the front in 2021’s “new normal.” “We are killing it,” finished Dan Rowe. “We continue to automate and digitize our franchise marketing and sales processes. We have been careful to sell smart franchise deals to experienced groups and we coach in picking the right locations, building the right teams, launching the right marketing. Because in the end, happy and reference able franchisees are the best tool to sell more franchises.”

to see this at the Fancy Food Show in September.

run the gamut from maker to distributor, importer, buyer, foodservice, and consultant, so I encourage people to check out our membership page and sign up for more information. Additionally, we are very active on social media with updates about our shows, members, and more on Facebook, Instagram, Twitter, and LinkedIn. Our next event, Specialty Food LIVE!, is May 10-14. It is trade-only, and open to qualified buyers and members of the press.

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sence of traditional trade show environments has been a major focus for the SFA, and in 2020 we debuted Specialty Food LIVE!, a digital marketplace, to meet this demand. It was so successful that buyers asked us to extend it by a day. We continued this into 2021 in January and have another one taking place May 10-14. Another way we’ve connected our members is through Infinite Aisle, our new online ecommerce marketplace that is designed to make year-round selling simple for our maker members. What sort of trends came out of the Winter virtual show that our readers can expect to see at Javits later this year? Our Trendspotter Panel identified the following trends during Specialty Food LIVE! January 2021: • Restaurant-Level Ingredients and Products • Dining for Social Media • Global Flavors at Home • Values-based Shopping • Healthful Snacking • Plant Based Meal Prep

Our Trendspotter Panel always includes at least one person from a foodservice point of view: Melanie Zanoza Bartelme, global food analyst, Mintel; Jonathan Deutsch, Ph.D., professor of culinary arts and food science, Department of Food and Hospitality Management and founding director, Drexel Food Core Lab; Seyma Ozkaya Erpul, founder, Funky Bakers; Amethyst Ganaway, professional chef, writer, and recipe developer; Leticia Moreinos Schwartz, author, journalist, spokesperson, food expert. How has the growth in takeout & delivery impacted the mix of product that will be at SFA/Javits? (Interesting that in many cases Wegman’s and the local restaurant are competing for the same customer) In the SFA Trendspotter Panel 2021 predictions, “Eating/Cooking at Home” with “Restaurant Food in the Home Kitchen” was on target our Trendspotters also cited this in their findings from January, so my expectation is that we will continue

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As you project forward, the audience will be a “recently vaccinated” attendee and exhibitor. What is the show going to ensure a safe trip to Javits? The pandemic has taught us to be nimble, and we are monitoring and evaluating every possible element that goes into the planning and execution of a Fancy Food Show. We just added SAFFE – Safe at Fancy Food Events – document to our site, which was developed in conjunction with Javits, a Global Bio-Risk Advisory Council accredited facility (GBAC STAR™ Facility Accreditation), to ensure that we’re prioritizing the safety of all participants. That information can be found here and will regularly be updated as conditions evolve. What’s the next step for an attendee or potential exhibitor that would like more info on the SFA show? Connect with us - there are so many ways to do that! Our members

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SOCIETY FOR HOSPITALITY AND FOODSERVICE MANAGEMENT