December 2020 - Total Food Service by Total Food Service

NEWS

LEGISLATION

BROOKLYN COUNCIL MEMBER REYNOSO INTRODUCES SURCHARGE BILL

council member who represents parts of Brooklyn and Queens introduced a bill last month that would allow restaurants to add a 15 percent surcharge to the tab if they pay all their employees a base wage of at least $15 per hour. Council Member Antonio Reynoso, who represents parts of Ridgewood, Bushwick and Williamsburg noted: “We introduced the legislation to help compensate restaurants that decide to pay their tipped employees the $15 general minimum wage. Employers are allowed to pay

“We introduced the legislation to help compensate restaurants that decide to pay their tipped employees the $15 general minimum wage.” — Antonio Reynoso tipped workers a lower minimum wage than standard employees, since these workers are expected to make up the difference through gratuities. Reynoso has named the surcharge in his legislation the “Food Service Establishment Surcharge.” The sur-

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charge would need to be clearly disclosed on the menu, final bill and receipt should a restaurant decide to take advantage of it. The surcharge cannot be applied to takeout or delivery orders. Reynoso’s bill also mandates that restaurants make it clear that the

additional charge is not a gratuity. All tips would still go to the workers. The bill would repeal and replace a new local law that temporarily allows eateries to charge customers a “COVID-19 Recovery Charge.” The current COVID-19 law allows restaurants to add a surcharge of up to 10 percent of the tab. The COVID-19 law ends 90 days after full indoor dining is once again permitted. Reynoso’s legislation would allow establishments to add a higher surcharge to diners’ bills on a per-

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December 2020 • Total Food Service • www.totalfood.com • 3

NEWS

NEW OPENINGS

NATHAN’S FAMOUS SEEKS TO EXPAND BRAND WITH GHOST KITCHEN CONCEPT DEBUT

ings of New York is the company’s new virtual concept featuring New York-style chicken wings as well as Harlem-style chicken and waffles. Customers can choose from more than a dozen different wing sauces ranging from Classic Buffalo and Creamy Mild Buffalo to Carolina Reaper and Ghost Pepper, as well as a signature Buffalo sauce created by culinary consultant and James Beard Award Winner Mark Miller, the company said. Fries can be served as a side or loaded with an assortment of toppings including the NY Cheesesteak fries by Pat LaFrieda. The waffles, which can

be served a la carte, will be topped with real maple syrup and butter. The menu also features a Waffle Sundae and a Waffle Shake as dessert options. “We are excited to launch Wings of New York and provide our fans with high-quality wings, hand-dipped chicken tenders and Harlem-style malted waffles through delivery,” said James Walker, senior vice president, Restaurants. “We’ve worked non-stop with our team as well as our culinary consultant Chef Mark Miller, to develop the menu with flavors that will resonate well with wings and waffle lovers all over.” Wings of New York is available only through third-party delivery initially

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in the New York Tri-State area, with expansion plans across the United States. The brand, which will utilize Nathan’s Famous kitchens as their Wings of New York ghost kitchens, has launched on UberEats, DoorDash, Grubhub and Postmates. Ghost kitchens and delivery services not only played a role in the launch of Wings of New York, Nathan’s Famous also announced the expansion of their menu offerings to Vancouver, Canada. The use of ghost kitchens has helped the brand grow in 12 countries, the company said. Nathan’s Famous recently expanded their menu offerings in the Middle East through a partnership with Kitopi, a cloud kitchen plat-

form, and in Ireland through a partnership with the Eddie Rockets chain. The Vancouver market menu will be available through Uber Eats thirdparty delivery for now. The company expects SkinTheDishes and DoorDash services to come online in the next two weeks. Nathan’s Famous will offer its classic hot dog and fries as well as an expanded menu featuring premium burgers, hand-dipped chicken favorites and more. Nathan’s Famous, Inc. has operated a chain of fast food restaurants specializing in hot dogs for decades. The original Nathan’s restaurant stands at the corner of Surf and Stillwell Avenues in the Coney Island neighborhood of the Brooklyn.

December 2020 • Total Food Service • www.totalfood.com • 5

NEWS

REMEMBERANCE

RUSSIAN TEA ROOM RESTAURATEUR FAITH STEWART-GORDON DIES AT 88

conic New York City restaurateur Faith Stewart-Gordon is being remembered for the Southern charm she brought to the Manhattan theatre scene while presiding over the famed Russian Tea Room. StewartGordon died recently in her New Preston, CT home at age 88. Born Faith Courtney Burwell in Spartanburg, SC in May 1932, Stewart-Gordon spent her youth and college years in the city. Affectionately called “Plum” by family and friends, she attended Converse College and studied acting at Northwestern UniverFaith Stewart-Gordon in 1977 at the Russian Tea sity with dreams of making it on Room, the elegant restaurant that she owned and Broadway. presided over for nearly three decades. However, while she did perform in a number of producfilm adaptation released in 1954, the tions in her younger years, film “One Potato, Two Potato” (1964), she is best known for her realand a small role in the play “Ondine,” life role as the owner of the Russtarring Audrey Hepburn, in 1954. sian Tea Room in Manhattan for Stewart-Gordon wrote her autobinearly 30 years. ography, “The Russian Tea Room: A Stewart-Gordon was best known Love Story,” published in 1999, four for keeping the then nearly 70-yearyears after she sold the restaurant to old restaurant in step with modern Warner LeRoy. She also wrote two othtimes. She was responsible for giving er books about her experiences at the the menu a contemporary French restaurant and memories of the stars and American influenced update and who frequented it, “The Russian Tea for the restaurant’s iconic year-round Room Cookbook” in 1981 and “The Christmas decor. Russian Tea Room: A Tasting” in 1993. Her innovative marketing included The Russian Tea Room was the the extensive use of radio advertising. backdrop for a number of movies durShe used radio to promote the restauing her time as its owner with “Tootsie” rant as “barely to the left of Carnegie (1982), “When Harry Met Sally” (1989), Hall,” which was geographically corand “Manhattan” (1979) all featurrect if metaphorically much less so, ing scenes in the lavishly decorated because it was based within the late restaurant. 1920s by White Russian expatriates Stewart-Gordon married three who had fled the Bolsheviks. times, first to Sidney Kaye, then ownA stage and film actress, Stewarter of the Russian Tea Room, in 1957 Gordon had roles in a number of proin Spartanburg. Eighteen years her ductions during the 1950s and 60s senior, Stewart-Gordon met Kaye in including “New Faces of 1952” and its

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1955 on her third visit to the Russian Tea Room during a boring first date with another man, according to her memoir. The pair were married for 10 years until Kaye’s death from cancer in 1967. She took over ownership of the restaurant after he died, an unusual occupation for a woman at the time. In his will, Kaye instructed her: “I’ll provide you with three months after my loss of life to determine if you wish to preserve it. My recommendation is to take the cash and run.” But, she added, “I felt the Tea Room needed to proceed. It was a trigger and I needed to do it for him, in fact. I’d be letting him down in any other case. This was my future.” For years, Stewart-Gordon resisted big windfalls for the property and even for the air rights, which is why the 20-foot-wide constructing nonetheless separates two residential behemoths, Metropolitan and Carnegie Hall Towers. But she lastly accepted Werner LeRoy’s offer of $6.5 million. After a four-year, $36 million renovation, the restaurant reopened, nevertheless it closed once more shortly after LeRoy died in 2001. It reopened in 2006 underneath new administration. Stewart-Gordon later married James Stewart-Gordon in 1970, whom she divorced in 1991, and in 2004, she married literary agent Helen Brann. The couple lived in their home in Bridgewater until Brann’s death in November 2015. In her later years, Stewart-Gordon returned to her passion for painting. Her watercolor paintings mostly feature domestic scenes, rural and pastoral landscapes, and portraits of her and Brann’s many pets. Stewart-Gordon’s work was shown in a number of Connecticut galleries and businesses.

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 Joyce Appelman Francine Cohen 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 Steve Cuozzo 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 2020 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

December 2020 • Total Food Service • www.totalfood.com • 7

NEWS

FRANCHISING

MORFOGEN INKS FRANCHISING PACT TO CREATE GLOBAL FOOTPRINT FOR BROOKLYN DUMPLING SHOP

ransmart, the industryShop will bring the Automat of yesleading franchise developteryear into the 21st Century. The ment company, announced state-of-the-art QSR will have a last month that it will offiDumpling Lab in the front window cially represent Brooklyn Dumpling with the restaurant’s dumpling makShop, the soon-to-open, 24/7 quick ing machine for all to see. Guests service restaurant serving creative, will be able to place an order on flavor-packed dumplings with their phone or via one of the restauhands-free technology, in its global rant’s Touchless POS kiosks. When a franchising endeavors. The restauguest’s order is ready, the customer rant’s flagship location is opening will receive a text notification to get in Manhattan’s East Village this Detheir special delivery from a marked cember. Fransmart was drawn to locker, which will open automatiBrooklyn Dumpling Shop’s unique cally once the customer scans their concept, which reimagines dumpbarcode. Lockers storing hot food lings in 32 unique varieties along will be red lit indicating it’s 100 dewith the latest in restaurant tech grees, chilled lockers will be blue innovation. lit and 28 degrees and auburn lit “This is all about disruption,” lockers will indicate one’s at room said Brooklyn Dumpling Shop Cotemperature. This will provide an founder Stratis Morfogen. “Disrupting the QSR industry, disrupting traditional kitchen operations, disrupting traditional 30 percent payrolls and bringing back the greatest product distribution machine ever created, the Automat. We believe we’ve created the Tesla of automats, all controlled from your smartphone. I’m excited to show the world our revolutionary new QSR from the 100% contactless drive-thru, to our guests’ relationship with our Automat. Grow big and grow fast. That’s the ethos of our partnership with Fransmart led by Dan Rowe.” RPI’s innovative ONDO locker technology is at the center of Brooklyn Dumpling Shop’s contactless strategy. Brooklyn Dumpling

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“I’m excited to show the world our revolutionary new QSR from the 100% contactless drive-thru, to our guests’ relationship with our Automat.” — Stratis Morforgen experience that is Zero Human Interaction from start, to finish. “I’ve never seen anything like Brooklyn Dumpling Shop. Once customers try it, they will be hooked,” said Dan Rowe, CEO of Fransmart. “This is the right concept at the right time – high volume, small footprint, tech-forward, fully co-packed menu built for speed, accuracy and incredible taste. The contactless format is the solution to the biggest problem the restaurant industry is currently facing. It is perfect for franchising and we already have prospects who want to open locations in airports and the largest malls in the country. There will be 1,000 locations across North America and in the top 25 mass gathering areas around the world.Brooklyn Dumpling Shop will serve diner-inspired, unique dumpling combinations. Mashups where the dumpling meets the deli sandwich will be on the menu with options like Pastrami, Bacon Cheeseburger, Lamb Gyro, French Onion Soup, Philly Cheesesteak, Impossible, Reuben and Peanut Butter & Jelly. Traditional

Soup Dumplings such as Matzo Ball Soup will also be featured in addition to Wonton Soup Dumplings. A series of private tastings at Brooklyn Dumpling Shop’s sister restaurant Brooklyn Chop House in the Financial District took place over the last six months to perfect the menu. In partnership with Fransmart, the franchise development company responsible for the explosive growth of iconic brands like Five Guys Burgers & Fries and QDOBA Mexican Grill, Brooklyn Dumpling Shop will look for experienced multi-unit foodservice operators to develop franchise territories in top markets across the globe. Fransmart is a global leader in franchise development, selling over 5,000 franchises worldwide and turning emerging restaurant concepts into national and global brands for 20 years. Company Founder Dan Rowe identified and grew brands like Five Guys Burgers & Fries, QDOBA Mexican Grill, and The Halal Guys from 1-5 unit businesses to the powerhouse chains they are today. Fransmart’s current and past franchise development portfolio brands have opened thousands of restaurants globally. Fransmart and their partner brands are committed to franchise development growth.

December 2020 • Total Food Service • www.totalfood.com • 9

NEWS

RESTAURANT MARKETING STRATEGIES

ELIMINATION OF MINIMUM ORDERS IS LATEST SYSCO INITIATIVE IN PORTFOLIO OF SOLUTIONS FOR NATION’S RESTAURANTS

estaurants across the nation are dealing with a variety of complex issues as they transition from a successful summer of outdoor dining to the realities of limited-capacity, indoor dining during the winter. From the very onset of the pandemic, Sysco, the nation’s leading broadline distributor, has taken the initiative to collaborate with restaurants and the foodservice community to find immediate solutions to support their business. Most recently, the Houston, TX based distributor announced it would eliminate minimum order size requirements with

the goal of further supporting the industry as it battles its way through these unprecedented times. “We understand that restaurant operators have had to significantly change how they operate during the pandemic,” said Greg Keller, Senior Vice President of Sales and Chief Customer Officer. “Eliminating minimum delivery requirements removes one more worry for restaurant operators, providing significant flexibility in managing their business and making it easier to get what they need, when they need it.” The elimination of minimum delivery size requirements for custom-

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“Our goal is to work side by side with our foodservice operators every step of the way.” — Greg Keller, Senior Vice President of Sales and Chief Customer Officer ers’ regularly scheduled delivery days is part of the company’s “Restaurants Rising” campaign. This change went into effect in November for all Sysco U.S. Broadline, FreshPoint, Buckhead Meat and Newport Meat customers. While this change is applicable to both large and small customers, it is especially helpful to independent restaurant operators planning for potential changes in demand and COVID-19 restrictions during the winter months ahead. “From the beginning of the pandemic, our goal has been to work side by side with our customers every step of the way,” Keller continued. “Throughout the year, Sysco has supported restaurants in making changes to their business, such as converting dining rooms to pop-up grocery markets early in the pandemic or establishing takeout and delivery service.” They have also helped restaurants revamp and streamline their menus and designed QR codes to create a touchless menu experience. “The goal of the Restaurants Rising campaign was to make it easier for restaurants to succeed and strengthen their business for the future,” Keller said. Under the Restaurants Rising umbrella, Sysco also offers value-added services and strategic partnership discounts for current and new cus-

Greg Keller

tomers. Combined with the company’s world-class sales team, operators have access to a truly unique set of tools. “Many of our sales associates come from culinary backgrounds and really understand the needs of the restaurant foodservice customers. Among Sysco’s value-added services are free marketing restaurant tools. Restaurants need to promote their business more than ever before and Sysco’s team can design marketing solutions such as banners and posters that can be printed locally. The company also offers discounts on solutions and services with thirdparty providers, such as delivery, mobile ordering and menu services. “Our program includes special discounts

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1-800-MTUCKER December 2020 • Total Food Service • www.totalfood.com • 11

NEWS

NEW PROTOCOL MENU SOLUTIONS

KRAFT HEINZ DEBUTS $1,000 REBATE ON KETCHUP AND 100% TOUCHLESS KEYSTONE® AUTOMATIC DISPENSER FOR FOODSERVICE OPERATORS FACING PANDEMIC CHALLENGES

hen two of the food industry’s iconic companies merged in 2015, nobody saw a worldwide pandemic in their crystal ball. The true potential of Kraft and Heinz coming together for the nation’s foodservice operators and consumers remains relevant five years later despite the onset of Covid-19. “The merging of Kraft and Heinz under one roof created a company that unleashed marketing and innovation, the likes of which had never been seen before,” noted the company’s US Foodservice Channel Marketing Lead, Flora Gauthier. “With that came an enhanced selection of solutions throughout the entire menu and meal occasions, from sides to desserts and from breakfast to dinner.” The nation’s restaurants and foodservice operators have continued to reinvent themselves in 2020 to respond to rapidly changing dining needs. Their priority has been to find and maximize new sources of revenue including outdoor dining, takeout and delivery. In much of the country, outdoor dining is giving way to indoor dining as the weather takes a colder turn. With that comes a focus on implementing new safety protocols to be able to once again welcome patrons inside. Those moves have required culinary operations to take a look at what they are serving patrons from a new perspective. “We are finding that many of our customers are making a statement to their guests by serving the Kraft Heinz portfolio of products,” explained Gauthier. “It sends a message that they remain committed to the

highest quality and best tasting products available in the marketplace, with brands customers trust – an important attribute especially in the current environment. Independent research shows that customers are willing to pay an upcharge for a recognizable brand like HEINZ, which in turn allows operators to reflect that in their prices”. Kraft Heinz Foodservice’s commitment has included ongoing investment in tools and resources for the industry that it serves. Kraft Heinz is positioned from a research point of view to provide unique insights into assisting the industry in finding solutions. “We have a tremendous advantage given the hundreds of thousands of restaurants and foodservice operators we work with every day,” Gauthier said. “We are constantly gathering insights and are able to share those findings with our customers and the distributors that serve them. Our goal is to be able to drill down to provide

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tailored information by cuisine type, region or menu item to support our customers.” The company’s support also includes a team of chefs that can ideate with operators and even make recommendations on adapting their menus to reflect the very latest trends. As restaurants prepare to shift their focus again on indoor dining, Kraft Heinz has worked closely with the operator community to offer innovative solutions within quick timelines. This is exemplified by the upcoming launch of the new HEINZ KEYSTONE® Automatic Dispenser which is compatible across the entire range of condiments and sauces. “This upgraded version of the original HEINZ Keystone Dispenser allows consumers to simply wave their hand above the sensor atop the unit to enjoy the great taste of HEINZ, and we’re pleased to report that 94%* of consumers said they’d feel safe using this when dining out,” explained Molly Scott, Head

of Category Marketing for Kraft Heinz Foodservice US. This new dispenser will be available to ship in the US and Canada starting February 2021 and is available to preorder now at https://www.kraftheinzfoodservice.com/products/equipment/equipment . With the financial challenges of the pandemic, Kraft Heinz has recently announced an aggressive rebate program with savings of up to $1000 on the purchase of Heinz ketchup. “We understand that aside from customer safety, operators’ primary concern currently is cost management – so we designed a campaign that addressed this head on in order to support our loyal customers in the most meaningful way right now,” said Gauthier. For more details on the rebate and ways to redeem the offer, please visit: fspromos4u.com/kraftheinz. *SUZY Custom Research, KRAFT HEINZ, August 2020

December 2020 • Total Food Service • www.totalfood.com • 13

NEWS

TAX SOLUTIONS

Article by David Joseph, Co-founder of DAVO Sales Tax (www.davosalestax.com)

THE FIRST THREE BACK OFFICE TASKS TO AUTOMATE NOW

s your restaurant grows, your time becomes more essential to the long-term success of your business. You may have started by making sure you touched every process in your business, but now you need to get some time back, and one of the easiest places to start is in the back office. There are many tools available to automate some of the most tedious tasks so you can focus on better things. Industry sources say that full-service restaurants earn around 3-5% profit. To make any improvements you need to work to grow your sales, and you need to find ways to run a tight ship. A wise friend of mine once told me, “It’s not how much you make; it’s how much you keep. If it doesn’t contribute to your bottom line, you have two choices: ditch it or do it as efficiently as possible.” You didn’t get into this business for the tedious back-office jobs that don’t help your bottom line. You want to spend your time on your craft, menu, guest experience, marketing, and with your staff - not with this. Back office tasks become something we tolerate, but they are time-consuming and draining. Even worse, mistakes are costly. It would help if you got rid of tedious jobs that take up your time and resources. When you switch to a cloudbased POS, there are apps and extensions to help manage all kinds of typical restaurant tasks. Cloud POS systems enable you

to leverage technology to streamline scheduling, inventory, payroll, bookkeeping, online orders, loyalty, gift programs, sales tax management, and more. Also, having these tasks systemized and collecting data can help you make better business decisions and directly improve your bottom line. Here are the three items to automate in your restaurant ASAP: 1. Scheduling: Move past the printed sheets of paper, whiteboards, verbal commitments, emails, and spreadsheets. A scheduling app can help you easily manage your schedule, collect availability, communicate with your team, and let them easily switch shifts. The popular scheduling tool 7Shifts

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claims your managers will spend 80% less time on schedule making and 70% less time communicating with staff. 2. Payroll and Time Tracking: Time tracking apps are more reliable and efficient ways to keep track of your employees’ time. Employees can clock in and out on their own, and the app syncs with your payroll service to send them information when it is time to run payroll. Many services, like Homebase, even offer screening for COVID-19 symptoms as your employees clock in to keep your team safe and compliant. 3. Collecting, Filing, and Paying Sales Tax: We are biased, but we think businesses get zero benefit from man-

aging their own sales tax. Keeping the state’s funds causes lumpy cashflow issues, mistakes, and late filings quickly get expensive. It is just something you have to do with no benefit to your bottom line. DAVO puts sales tax on autopilot. Each day we automatically set aside the necessary sales tax funds, then file and pay them to the state right when they’re due--without you having to do anything. It’s a nobrainer. We want you to spend more time growing your business. We want you to be efficient and technology can help you get your valuable time back. Automating these three specific items are a great place to start. They’re easy to set up and gets you results immediately. DAVO Automated Sales Tax (davosalestax.com) integrates with many popular POS systems to set aside sales tax daily and file and pay it when it’s due--on-time, and in-full. Put your sales tax on autopilot and never worry about it again. David Joseph is the co-founder of DAVO Sales Tax (davosalestax.com) and a former restaurant owner. DAVO Automated Sales Tax integrates with many popular POS systems to set aside sales tax daily and file and pay it when it’s due, ontime, and in-full. Put your sales tax on autopilot and never worry about it again. David can be reached at david@davosalestax.com or (888) 659-8432.

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

NAVIGATING VARIOUS RISKS FACING THE HOSPITALITY INDUSTRY DURING A GLOBAL PANDEMIC

s we close out 2020, many restaurateurs and food service businesses are asking themselves, “Where do we go from here?” When considering your next steps as we enter the winter months, it is important for you to be aware of these recent developments. COVID-19 Liability Waivers A COVID-19 Liability Waiver may take many forms, but at its heart, it is a legal instrument in which the signer acknowledges the risk of catching the virus at the restaurant and releases the dining establishment from any and all liability. If you are wondering whether it is a good idea to require your customers

If you are wondering whether it is a good idea to require your customers to sign a waiver against holding you responsible for their testing positive for COVID-19, we urge you to consider whether you would be interested in signing a document full of legal jargon and warnings before sitting down for a nice meal. to sign a waiver against holding you responsible for their testing positive for COVID-19, we urge you to consider whether you would be interested in signing a document full of legal jargon and warnings before sitting down for a nice meal. To be sure, most of us would not think twice about signing a liability

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waiver if we were about to engage in activities far riskier than shuffleboard or ping pong, like, let’s say, parasailing, hang-gliding, bungee jumping...even horseback riding. A COVID-19 restaurant liability waiver seems to be in another category, however. While we can understand that a skydiving school would want to protect itself from liability because of the inherent risk the customer is taking in jumping out of an airplane, the guests entering a restaurant are, presumably, there with the expectation that eating in your establishment is as safe as it has been in the past, notwithstanding the virus. Consider the waiver’s signal to patrons that the restaurant is inherently unsafe, perhaps leading guests to ask, “If you can’t protect me against the coronavirus during my time here, then why am I here?” Some factors you may want to consider before deciding to use liability waivers in a pandemic environment: Waivers can be tricky and may not be enforceable. The

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.

waivers most likely to be enforceable must be narrowly tailored to the business, and contain clear and unambiguous language. Furthermore, questions remain as to how much weight waivers will carry in court, especially if a restaurant is not complying with health and safety laws or even guidelines. In light of these concerns, if you choose to employ waivers, it is critical to have your business attorney draw up the documents. Presumably, your attorney will be aware of jurisdictional requirements of formatting and presentation, font style and size, language to bold and/or underline and whether a certain color of paper should be used or avoided. Think of the implications. A waiver won’t give you license to play loose with required law, guidelines and protocols on health and safety, but it may imply – to your guests and employees – that your establishment is slacking off on those laws and guidelines. Set your guests’ expectations. An alternative to a COVID-19 liability waiver would be to provide each patron with a handout that describes your commitment to Center for Disease Control (CDC) and local health

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NEWS

CELEBRATIONS

PBAC ANNUAL CONSULTANT’S DINNER GOES VIRTUAL FOR 2020

rom Macy’s Thanksgiving Day parade to the tree lighting at Rockefeller Center, many of the annual New York City traditions have continued on through the Pandemic. For the foodservice industry, one of the key dates on the industry calendar has been a very special annual dinner. In fact, the PBAC Consultants

Dinner is far more that just a dinner. It has become a celebration of two of the key elements that make the ‘City so special. The Eastchester, NY based rep firm has created an annual event to coincide with the annual HX-Show at the Javits Center to host a special night of food, camaraderie and most importantly award-winning entertainment.

The annual PBAC event included a showcase of award wining Broadway talent

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“2020 has been incredibly challenging and we all needed a feel good, escape for an evening.” — Michael Posternak As with most events in 2020, this year’s edition was a virtual show. Guests across the country were sent

New York’s finest wine and cheese and then invited to tune in on Zoom or You Tube to enjoy an evening of some of Broadway’s most spectacular entertainers who sang medleys that varied from Broadway show tunes to classic rock hits. The PBAC event has taken its guest to a number of New York city landmarks including the Cafe Carlyle and Jazz at Lincoln Center before finding its current home six years ago at Feinstein’s 54 Below. “We wanted to create a uniquely New York event for the foodservice consultant community and our manufacturers,” noted PBAC’s Chairman emeritus Michael Posternak. The PBAC event began as a showcase for up and coming Broadway talent. It has grown in stature to far more than that, with three of this year’s performers having been nominated for Tony Awards: Ariana DeBose (2018), Jeremy Jordan (2012), and LaChanze (nominated 1991 and 2018, and won the 2006 Tony for The Color Purple). “We thought there was a great need for this kind of event this year for several reasons,” Posternak continued. “2020 has been incredibly challenging and we all needed a feel good escape for an evening. Our industry is all about the relationships

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December 2020 • Total Food Service • www.totalfood.com • 19

NEWS

TABLETOP STRATEGIES

SUPPORTING THE SAFE TRANSITION TO INDOOR DINING WITH ANTIMICROBIALPROTECTED DISPOSABLES

ne of the biggest challenges that Covid has had on the foodservice industry is what many are referring to as the “theatre of cleaning.” More than anything, the Pandemic has completely revolutionized the mindset of customers when it comes to safety and cleanliness. A waiter spraying down a table with a generic bottle of disinfectant and a dirty rag wouldn’t have warranted a second glance before. To-

day’s elevated standards have shed a light on the traditional approaches deeming them outdated, unsanitary and, in many cases, spell the death for a business. Thankfully, Hoffmaster’s new Bio-Shield disposables, a line of antimicrobial-protected linen replacements, placemats and traymats, offer restaurateurs a way to address this issue. As outdoor dining winds down and the industry moves indoors special attention is now being paid to new protocols and best practices.

20 • December 2020 • Total Food Service • www.totalfood.com

“If a restaurant can make it clear to their patrons that they are going above and beyond the minimum to create a safe environment, customers will repay that goodwill by going out of their way to support that business.” — Andy Romjue “The biggest change that has come with Covid has to do with the way that patrons now approach their dining experience,” said Andy Romjue, president of Hoffmaster Foodservice. “Traditionally, the food would be the number one reason a patron would choose to frequent a restaurant. Now, the cleanliness of the restaurant rates as high, if not higher, than the quality of the food being served. Running a successful restaurant is now directly correlated with how clean of an atmosphere an operator can maintain within their business. This is where our BioShield products come in.” As many restaurants look to move away from linen, Bio-Shield napkin products are the perfect replacement, as they’re not only cleaner, but disposable as well. If bacteria were to land on a Bio-Shield product, the technology would stop bacteria such as E. coli, staph, salmonella, listeria and more from growing or replicating to products used to enjoy a meal. This leads to dining patrons feeling safer in a business, as they don’t have to

worry about things like their linen napkins being reused and harboring potentially dangerous bacteria. The Bio-Shield line creates peace of mind so that a customer’s imagination doesn’t run wild and they will continue to return. With their wide array of Bio-Shield products, Hoffmaster stands ready to aid every segment of the foodservice industry. From napkins and placemats for restaurants, to traymats and guest towels for schools and healthcare facilities, Hoffmaster aims to usher in this new era of cleanliness and safety regardless of industry. “We’re adding this line not necessarily as a replacement for our existing lines, but as an upgrade for folks that are deeply concerned about providing their patrons with an experience that is as clean and safe as possible,” said Romjue. Although products like these can simply seem like an optional upgrade, this tends not to be the case in the eyes of a customer. If presented with a choice between two restaurants, customers will likely choose

continued on page 90

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www.zeroeggfood.com December 2020 • Total Food Service • www.totalfood.com • 21

NEWS

EQUIPMENT AND SUPPLIES

ARC CARDINAL ANNOUNCES NEW BRAND OF CHEF KNIVES AND CUTLERY: RICHARDSON SHEFFIELD

eading North American tableware supplier, Arc Cardinal, is proud to announce the expansion of their product portfolio with a new brand of Chef Knives and Cutlery, Richardson Sheffield, who has been shaping the global knife market since 1839. Arc Cardinal and Richardson Sheffield announce a sales, marketing and distribution partnership in the North American market. Richardson Sheffield has a rich heritage that proves unparalleled expertise and unrivaled specialist knowledge as well as a name that’s synonymous with uncompromising quality, smart design and technological advancement. Arc Cardinal is proud to provide the foodservice and hospitality industry with the highest quality of glassware, dinnerware, flatware and now chef knives and professional cutlery. Each knife is exceptionally hand finished using the finest materials for lasting performance and durability. The brand will include six patterns: Asean, Vulcano, Origin, Universal, Pro Flex and R Cut. The designs range from accessible starter products suited to the beginner to superb enthusiast ranges. Perfect for budding chefs of all kinds, offering premium knife collections for professional chefs with superior quality and value at every level. “We are proud to announce our partnership with Richardson Sheffield and our first step into the

kitchen,” says Alexandre Bollengier, President of Arc Cardinal. “Our common European heritage and shared devotion to quality craftsmanship and innovation makes this partnership a perfect fit. Richardson Sheffield has already been proven

22 • December 2020 • Total Food Service • www.totalfood.com

by many chefs throughout Europe and we are confident the same high precision and quality will be appreciated by chefs in the USA and Canadian market.”

To learn more about Richardson Sheffield, please reach out to your local Arc Cardinal tabletop consultant. To learn more about Arc Cardinal visit www.cardinalfoodservice. com and follow on social media @ arccardinal.

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(201) 437-7440 | ImperialDade.com December 2020 • Total Food Service • www.totalfood.com • 23

TREND TALK

WITH JOYCE APPELMAN

CONSUMERS TO REINVENT 2020 HOLIDAY SEASON

his year brands, retailers and consumers are preparing for major changes related to holiday celebrations, spending and gifting, according to “The 2020 Challenge: Keeping Spirits Bright This Holiday Season,” a new report by Advantage Sales, a division of Advantage Solutions. Nearly nine in 10 consumers cited that COVID-19 has impacted their holiday plans, according to the report, which is based on the responses of 1,027 adults, each of whom typically participates in at least one of the major winter holidays, including Black Friday and Cyber Monday. Participant responses were fielded between September 16 and September 22, 2020 by Advantage Sales’ SMARTeam. “Communities across the nation are seeing a holiday season like never before,” said Kimberly Senter, executive vice president, analytics, insights and intelligence at Advantage Sales. “As the winter holidays are projected to be impacted by changes in consumer demand and sentiment, Advantage’s research outlines where retailers and brands can find new ways

Among the 2021 Trends that WGSN predicts are products created from cacao pods

to bring the holiday spirit to Americans who are, more than ever, craving connection.” Consumers are planning to turn to e-commerce alternatives for holiday shopping vs. brick-and-mortar locations as concerns over safety and economic stress caused by the COVID-19 pandemic affect holiday spending plans. Nearly four in 10 households said their finances were worse because of the pandemic, and of this

WGSN FOOD & DRINK FORECASTS EIGHT KEY TRENDS FOR 2021 WGSN, the global authority on trend forecasting, announces Eight Key Trends for 2021 from its new Food & Drink forecasting platform. The trends reveal what’s next in plant-based innovation, convenient quaffing, functional ingredients and comfort food. Rapid changes fueled by Covid-19 have affected how consumers shop, eat and gather around food. “With a focus on inspiring and informing strategic new product design, we used a consumer-first approach to analyze and forecast the trends food makers and brands need to know now for future success,” says Kara Nielsen, WGSN’s Director of Food & Drink and a long-time food trend authority. “Our research points to these trends to meet consumer needs and desires next year and to inspire 24 • December 2020 • Total Food Service • www.totalfood.com

group, 30% plan to buy cheaper brands, compared to 21% of the total respondents. While 35% of consumers expect to attend fewer celebrations overall this year, households that have been financially impacted by the pandemic show outsized declines in holiday participation with an outlook generally more negative than the average. Overall, Thanksgiving is projected to experience the steepest decline in

innovative new products with global potential.” The 2021 Trends are: 1. Make Room for Labriculture – The food-tech arena will surge with lab-grown beef, seafood and dairy joining plant-based meat and dairy by year’s end as alternatives to animal products. 2. Craveable Vegan – Expect tastier vegan tacos, soul food and indulgent snacks from chefs and creators pairing exciting plant-based ingredients with favourite flavors. 3. Coffee Convenience – Homebound coffee drinking is yielding more convenient coffee formats like concentrates, steeped, single-serve bags and edible coffee snacks. 4. Canned Everything – Along with canned wine, cocktails and hard beverages, 2021 will welcome innovation in sustainable aluminum cans to sup-

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

participation, with a roughly 30-percentage-point drop. Thanksgiving, coupled with New Year’s Eve (27-point decrease), Christmas (23-point decrease) and Black Friday (18-point decrease), total the top four hardesthit holidays amid the 2020 season. For consumers who are planning to

continued on page 100

port our passion for portable potables. 5. Crazy for Cacao – Chocolate lovers will have more to enjoy thanks to resourceful new products being created from cacao pods, and increased attention to cacao’s heritage and preservation. 6. Burnt Basque Cheesecake – This buzzy dessert’s oozing, creamy center and alluring charred top will move from Instagram comfort-food darling to menu and freezer-case treat. 7. Brain Food – It’s been hard to focus this year. Brands will leverage the mental clarity benefits of L-Theanine, the amino acid that powers green tea and other nootropics, to help us think clearly. 8. Sleepy Time Eats – Need some rest? Turn to new food and drink designed to promote a good night’s sleep, from natural botanicals, fruits and other nutritious ingredients.

December 2020 • Total Food Service • www.totalfood.com • 25

PROVISIONS PREVIEWED

WITH LMT PROVISIONS

IN RETIREMENT, JOHN VOZZO LEAVES BEHIND A PLAN IN PLACE

o have earned the trust of John Vozzo is one of the great accomplishments of my professional career. I am privileged, then, as both a mentee and a trusted friend, to share some words on an industry icon retiring this month. Throughout his career, John Vozzo has conducted himself the way in which we should all aspire to. He shows unwavering integrity, by treating every stakeholder with respect. He rests one’s reputation on their word. He rewards loyalty. Above all, he harnesses the responsibilities he has earned to forward the agenda of those most deserving. You’d be surprised to know he just happened upon foodservice. After serving in the military, he answered an ad in the paper for a buyer in 1974. He credits the hire to an interviewer who took a liking to his MGB sports car, or “sheer coincidence”, but I think anyone who has worked with John knows better. For 10 years, a passionate, energetic and very well-dressed young man worked his way up the ladder at Edward Don & Company. Late nights and weekends were a cornerstone of John’s routine up until this column went to print. He was so respected by his peers and the industry, that when John took an interview with Henry Singer, some of Henry’s first remarks to John were, “I thought you’d be taller!” (He and I both give ourselves a few extra centimeters when claiming a height of 5’7”.) In 1984, John left the industry kingpin to join a dealership that, at the time, had less than 30 team members and only serviced the greater Reading, Pennsylvania region. He prepared to work alongside visionary Henry Singer to build the foundation for Singer Equipment Company as it stands to-

In 1984, John joined a dealership that, at the time, had less than 30 team members and only serviced the greater Reading, PA region. He prepared to work alongside visionary Henry Singer to build the foundation for Singer Equipment Company as it stands today. day. With no guaranteed business in the Philadelphia or South Jersey markets, the team purchased, constructed, and laid out the plans for a 75,000 square foot warehouse. John recalls walking through the warehouse on a Sunday when Henry questioned, “You really think we need something this big?” John Vozzo had a plan. He always does. John is calculated, methodical,

John Vozzo in 1987 and 2020

26 • December 2020 • Total Food Service • www.totalfood.com

and comprehensive. His office may appear overwhelmed, but he is never. Just like his workspace, John is full of history, stories, and detailed records. Need advice or to borrow a highlighter, John has both to offer, in abundance. John’s entrepreneurial spirit thrived in his new environment and just a dozen years after construction was completed, the business outgrew its home and was ready for a new headquarters

Morgan Tucker is the Vice President, Marketing at Singer Equipment Company and a member of Singer’s senior leadership team. Attuned to foodservice trends, and guiding many of them herself, Morgan is recognized for her ability to source new products and identify and serve customers’ changing needs. Morgan can be reached at mtucker@singerequipment. com and @littlemtucker.

in Elverson, Pennsylvania. The vision to become the leading dealer in Philadelphia, and beyond, had manifested. As a generational shift occurred, John stood by Singer. Fred Singer stepped into the role of President with a focus on our contract sales division and John continued to lead the distribution business with broad autonomy and trust from ownership. John served on practically every industry board and committee during this time and earned the respect and admiration of the foodservice community. If a man is judged by the company he keeps, then it’s quite clear Mr. Vozzo has done very well for himself and for the Singer family of companies. “John’s career demonstrates the importance of relationships in our business, with vendors, customers and co-workers. John’s vision and character are imprinted into the DNA of Singer,” says Fred Singer. It’s now time for John to move out of the house he spent his whole life building, words he speaks when reflecting on a tenure of commitment. However, because of John Vozzo, our structure is sound and our foundation is strong. A plan is in place. “They say, it’s not a sprint, it’s a marathon. To me, it’s a never-ending relay. It’s time to pass the baton to continue the race,” he says. Please join me in congratulating John on his retirement this month.

December 2020 • Total Food Service • www.totalfood.com • 27

MEDIA CORNER

With Joyce Appelman

WHAT WE’RE READING: personality in American food while reckoning with the outwardly gregarious Beard’s own need for love and connection, arguing that Beard turned an unapologetic pursuit of pleasure into a new model for food authors and experts. This is a book about the rise of America’s food written by the celebrated writer who fills in Beard’s life with the color and meaning earlier generations were afraid to examine.

The Man Who Ate Too Much: The Life of James Beard by John Birdsall In stirring, novelistic detail, The Man Who Ate Too Much brings to life a towering figure, a man who still represents the best in eating and yet has never been fully understood. In the first portrait of James Beard in twentyfive years, John Birdsall accomplishes what no prior telling of Beard’s life and work has done: He looks beyond the public image of the “Dean of American Cookery” to give voice to the gourmet’s complex, queer life and, in the process, illuminates the history of American food in the twentieth century. At a time when stuffy French restaurants and soulless Continental cuisine prevailed, Beard invented something strange and new: the notion of an American cuisine. Informed by previously overlooked correspondence, years of archival research, and a close reading of everything Beard wrote, this majestic biography traces the emergence of

BOOKS, TV, FILM, AND PODCASTS

WHAT WE’RE WATCHING: likely to find yourself nodding your head as you turn the pages, just as you might if you were browsing the menu at his NYC restaurant, Loring Place. For instance, a bacon, date, and radicchio pizza; roasted brussels sprouts with avocado and apple; or a beet green and chickpea soup with corn fritters. Or if those don’t do it for you, how about fried shrimp with Szechuan salt and chile aioli; grilled salmon with orange marmalade, haricots verts, and charred snap peas; or corn and shishito salad with roasted red pepper vinaigrette. There are, in fact, a large number of vegetable dishes here that would make very satisfying main courses. An attractive and intriguing adaptation of restaurant cooking for ambitious home cooks, Chasing Flavor stays true to the spirit that makes Kluger such a well-regarded chef.

Matt Sartwell, Managing Partner, Kitchen Arts & Letters Bookstore in New York City shares his review of the newly published... Chasing Flavor by Dan Kluger and Nick Fauchauld Recipes from the chef of Loring Place: Generously larded with tips on using components of his many recipes for your own creations, Dan Kluger’s Chasing Flavor is a book for cooks who are always on the lookout for a new idea. Whether it’s at an unusual ingredient combination or the adaptation of a technique from a traditional cuisine to new purposes, you’re very

28 • December 2020 • Total Food Service • www.totalfood.com

LA Foodways is a documentary exploring LA’s past, present and future as a food producing center. The series is a deep dive into the different manners in which local organizations are coming together to ensure the future of agriculture in the region in order to identify environmentally friendly solutions for the future. Directed by Raphael Sbarge, the al-

WHAT WE’RE LISTENING TO: most 57-minute documentary delves into the agricultural roots of Los Angeles and how it became the metropolis it is today. Then the film connects the problems of food waste at the grower and wholesale levels with the rising number of people with food insecurity — even more severe today, since the fallout of the COVID-19 pandemic. The documentary is a public television program presented by PBS was nominated for the 72nd Annual Los Angeles Area Emmy Awards in the Education-Information category. https://www.pbs.org/video/la-foodways-pnsrgh/

What’s Next for Restaurants Post COVID-19 Food Tank’s Danielle Nierenberg and Hunter College Food Policy Center’s Charles Platkin hosts industry leaders in three panel discussions. Camilla Marcus, Founding Member, Independent Restaurant Coalition and Co-founder of Relief Opportunities for All Restaurants and Naama Tamir, Coowner of Lighthouse and Lighthouse Outpost tackles- What Is the Role of Restaurants in the Food System? JJ Johnson, Owner, FIELDTRIP and Tom Colicchio, Founder, Crafted Hospitality, cover- The Pivot. Working Through COVID-19. Andrew Rigie, Executive Director, NYC Hospitality Alliance and Salil Metah, Chef and Owner, Laut Singapura Restaurant address- What’s Next for Restaurants Post-COVID?

Tune in here to watchh t t p s : / / w w w. f a c e b o o k . c o m / watch/?v=680346259534924

Roland’s Food Court Gennaro Pecchia can be heard on SiriusXM radio as a co-host to Roland Campos with Paul Ofcharsky on Roland’s Food Court. Roland and Gennaro’s vast knowledge of fine dining, food tasting and shared love for the food industry,paired with guests including legendary chefs, food stars, cookbook authors and industry icons are what makes this ‘food court’ a unique treat. Tune in to Roland’s Food Court Saturdays @9:00pm ET on SiriusXM 103 - Also on Demand with the SiriusXM

App, subscribe & review. @rolandsfoodcourt @gennaro.pecchia @paulofcharsky Whatever Happened to Pizza at McDonald’s? Is the Mystery-Solving Podcast “Whatever Happened to Pizza at McDonald’s?” satirizes the business of podcasting. On the podcast, Brian Thompson plays an earnest, eager naïf, who regards himself as an intrepid seeker of truth and seems to think he’s digging into a riddle for the ages as he seeks to discover why McDonald’s stopped serving pizza. Whatever Happened is a comedy podcast with nearly 200 episodes usually lasting well under ten minutes. But it’s not a prank show. In fact, most of its humor comes from Thompson taking the title question too seriously. Listen here: https://podcasts. apple.com/us/podcast/whateverhappened-to-pizza-at-mcdonalds/ id1152856686?mt=2

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December 2020 • Total Food Service • www.totalfood.com • 29

COCKTAILS TO-GO FOR THE WIN

WITH FRANCINE COHEN

TECHNOLOGY KEEPS THE DOORS OPEN AND DRINKS FLOWING

now that old saying, necessity is the mother of invention? Sure sounds trite when you say it out loud, but the impact of the pandemic that bars, restaurants and liquor brands are currently struggling with couldn’t make it ring truer. In 2020 this old adage is getting a new lease on life! And it’s not just that everything old is new again; in an era when persevere or perish mean embracing technology and new ways of doing business there are new solutions available. These technologies provide innovative ways for brands and bars can tap to get alcohol into consumers’ hands in ways they couldn’t before. Coupled with eased local liquor laws technology is enhancing and opening new sales channels, to make profitability possible once again. Adoption of behind the scenes tech— like Barcart and OnFleet—

enables brands and bar owners to right their ships during this treacherous sales environment that doesn’t seem like it’s going back to normal anytime soon. In July, a survey by PYMNTS found that nearly 36% of US customers were shopping online. That’s more than they saw shopping online in April at the earliest peak of the pandemic when most stores were closed. And nothing since then has indicated consumers are abandoning their online habits anytime soon. That’s great news for brands working with Adi Pal, Founder/CEO of Barcart, the e-commerce and marketing platform designed to allow alcohol brands to sell directly from their own website. While keeping the existing regulatory framework in place by processing all orders through licensed retailers who procure the supplier’s products via the normal three tier channel, Barcart’s technol-

ogy makes the customer experience simple. And enhances the relationship between brands and consumers. Pal explains, “By enabling ecommerce on a supplier’s website, Barcart creates a whole new sales channel - in addition to on-premise and off-premise channels that exist - which translates into increased revenue and expanded reach, with the supplier firmly in control. Since all sales are fulfilled via the threetier channel, every participant in the supply chain benefits from this new sales channel coming to life.” He continues, “The platform provides commerce and marketing tools - a plugin which allows any website to enable e-commerce in a few simple steps and marketing automation tools which help reach new and existing customers and increase purchases. By improving the shopping experience for the customer, Barcart

Francine Cohen is an awardwinning journalist covering the business of the f&b/hospitality industry, and a proud native Washingtonian (DC). In addition to her work as a journalist she keeps busy fundraising for Citymeals on Wheels, Les Dames d’Escoffier, NY Women’s Culinary Alliance, and the USBG Foundation and serves as chief storyteller and brand steward for clients in the food and beverage sector by providing them with strategic marketing and business growth guidance. She has never met a cheese or beverage she does not like, and lives with her husband in New York; leaving him behind to visit New Orleans every summer. (Except this one. Darn pandemic.) You can reach her at francinecohen@mindspring.com

increases the purchase frequency and that translates into increased revenue for all participants. And finally, by leveraging our marketing automation tools, suppliers are able to reach more customers and increase the lifetime value of each

continued on page 96

(L-R) Behind the scenes tech— like Barcart and OnFleet— enables brands and bar owners to right their ships during this treacherous sales environment that doesn’t seem like it’s going back to normal anytime soon.

30 • December 2020 • Total Food Service • www.totalfood.com

December 2020 • Total Food Service • www.totalfood.com • 31

Q&A

EXCLUSIVE FOODSERVICE INTERVIEW

STEVE CUOZZO Columnist, New York Post

t the top of the list of challenges facing Metro New York restaurateurs is how to deal with their leases. We wanted to find someone who could look objectively at the issue from both sides of the table: restaurant operator and landlord. It was a clear-cut choice who had the expertise and vision to give us that read: Steve Cuozzo. The Brooklyn, NY native has been a staple of the New York City newspaper beat for decades. Since 1972, he has been a staffer at the New York Post. He has held a variety of positions at the fabled tabloid. From promotion manager (where he set up a contest to “win breakfast with the baby elephant at the Bronx Zoo”) to co-executive editor, Cuozzo has seen it all. In 1998, Cuozzo took on the assignment as the Post’s restaurant critic. That review column has been replaced by his ongoing coverage of the restaurant industry. A year later, he added his Realty Check real estate column and before too long it became clear that restaurants and real estate in New York were in fact intertwined. So with that connection now at the foreSteve Cuozzo, front of the restaurant

industry’s battle for survival, Total Food Service sought out Cuozzo to get his read on how the dust may settle. Could you share a little bit about your background? Sure, I’m 70 years old and I was born in Brooklyn and lived there

Columnist, New York Post

32 • December 2020 • Total Food Service • www.totalfood.com

until I was five. We moved out to the suburbs, and I was there for 17 years. In 1972, I moved into the city and have lived with my wife in a number of different places in Brooklyn and Manhattan. We live on the part of the Upper East Side which I call the Upper Cheapside and should not be mistaken for Madison Avenue.

What brought you to the New York Post? My college mentor introduced me to his friend, a top newsroom editor at The Post. I’ve been here since 1972 and I’ve had a million different jobs and roles at the Post. I’ve been

continued on page 34

December 2020 • Total Food Service • www.totalfood.com • 33

Q&A

STEVE CUOZZO, from page 32

covering restaurants since 1998 and commercial real estate for 20 years. I also write on many other subjects including urban affairs, politics and sometimes lifestyle. Occasionally I get to eat grasshoppers which is what I’m doing in the photo.

function of an overall change in the economy. Again, the reality is that few people are aware of the extent to which so many of the best, most popular, most famous restaurants in New York City are wholly or majority-owned by real estate dealmakers.

As we enter an era in which landlords and their tenant restaurants are intertwined, what’s your read on that relationship? There’s a great synergy between the restaurant world and the commercial real estate world and obviously, they’re kind of mutually interdependent. Most people have no idea how much commercial real estate relies on restaurants. There’s so much going on behind the scenes. Many landlords love restaurants and have stakes in the ones in their buildings. Very few people “get it”. If you read the drivel that appears on Twitter and some online publications or blogs, you simply don’t get a true picture. I can’t tell you how many times I read on Eater or Grub Street that another iconic restaurant has succumbed to a rent increase. But many of these ‘iconic’ places are bagel shops. The blame is placed on increased rent and the landlord. Of course, pre-pandemic, the rent is an issue in New York City especially and certainly has contributed to the demise of some restaurants. But the truth is that it’s usually the

Can you share some examples of those partnerships? The Russian Tea Room is owned by a real estate company. Seagram Building owner Aby Rosen has a piece of the Major Food Group restaurants in the old Four Seasons space. Le Bernardin, considered by many to be the greatest restaurant in the country, wouldn’t exist had Equitable Insurance not helped launch it in the 1980s. Il Gattopardo, one of my favorite Italian restaurants, is largely backed by executive dealmakers at Cushman and Wakefield. And it goes on and on and on. After following the industry for so long, what are some of the common characteristics that you see of those that succeed? To begin, a restaurant must have enough cash on hand to see them through at least through an entire first year no matter what calamity strikes. The owners, managers, and in some cases the chefs need to know their customers when they walk in. One of the most precious

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“You’re better off with a racehorse than [owning] a restaurant. If you started small, you quickly learned that you are competing with large restaurant companies... that know how to hire and keep the best people. It doesn’t matter that some newcomers had tons of hedge fund money to play with. You could tell early on that they didn’t have the gift of communicating with their customers. You’d walk in and see revolving-door hosts at the front and that’s deadly for a restaurant.” things about going to a restaurant is being recognized or being known by the people at the front, or by a particular waiter or manager. No restaurant can really be great without that, even at the lower middle price points. There’s a misguided notion that if a customer walks into a new place, they treat you like hell. The idea is that house plays favorites with regular customers. Why in God’s name wouldn’t they if I’m giving a business a bunch of money? It can be overdone even though it’s long past the age of the snooty French restaurants. Today’s younger generation has no idea what that was even like. What’s your read on the level of restaurant service that we see today?

The old days were all about fawning attention to regular customers and celebrities. And in some cases, total disregard for the unknown customer. Indeed, there were restaurants where they treated firsttimers as chopped liver. But, a new brand of disrespect has been created by the economics of the business. Higher rents, food and labor costs compelled owners to cram in as many seats and bodies as possible. That is, before Covid. The crazy thing was, some people in New York enjoyed it. It got to the point where I’d walk in and predict whether a place would make it just based on how the room was set up. If tables weren’t all on top of each other, for-

continued on page 36

December 2020 • Total Food Service • www.totalfood.com • 35

Q&A

STEVE CUOZZO, from page 34

get it. What about this idea that the most important thing now is not how a dish tastes but what the picture looks like on Instagram? That was fortunately starting to wane a little bit prior to the virus. I was never able to understand how a chocolate mousse on social media could be so influential in restaurants’ fortunes. The horrible phenomenon encouraged chefs to deliberately create things that would photograph well, regardless of how they tasted – and sometimes whether they even existed. A place called Atera got lots of mileage out of an online photo of squab with a scarylooking foot attached even though it wasn’t on the menu. Fortunately, prior to COVID-19 it simply wasn’t hip anymore to take pictures to post. But it’s appalling to recall how ‘influencers’ and silly images could make an ordinary restaurant seem important. When you started in ‘98, we were in the middle of the emergence of celebrity chefs. What’s the chef ’s role today? We’ve always had celebrity chefs like André Soltner at Lutece in the ‘70s. There were even celebrity women chefs going way back. The phenomenon didn’t accelerate to warp speed until the advent of the Food Network. Everybody became a star from Bobby Flay, David Chang, Mario Batali. They were young, hip and cooked all kinds of cuisines. In my view, it’s a crummy trend because the more time a chef is doing TV or writing books, building a brand if you will, the less time they are spending cooking. Go back to France in 1930, ‘40s and ‘50s and everybody knew who the Michelin star chefs were. But again, they often were not in their kitchens or even keeping an eye on them because they were off building and attending to the mini-empires they were building. What are some of the characteristics of the chef that can do both?

It’s interesting that even with all of this brand building and expansion to Las Vegas, Atlantic City and wherever, that the great chefs somehow find a way when they are in New York to be in the restaurant. I’m always astonished when I go to a Jean-Georges (Vongerichten) or a Daniel Boulud restaurant, they seem to always be there. I know that Marcus Samuelsson has Red Roosters all over the country and in Sweden, and yet he always seems to be at the HARLEM original. I can’t remember a trip to Marea when Michael White didn’t come over to say hello. Popping in for five minutes doesn’t really take that much time but what an impression it makes. One thing that enabled chefs to build far-flung operations is the sheer number of talented chefs they now have to support them. Ambitious young cooks trained at the CIA gave the “name” toques a talent pool to draw on and they can turn out dishes that taste exactly as if their bosses cooked them. What do you make of the Danny Meyers of the world, entrepreneurs that don’t cook but have built empires? I mean they’re all different and certainly Danny is in a league of his own. You have guys in New York like Jimmy Haber, From New York’s legendary burgers to the current plant based offerings, Steve Cuozzo has Phil Suarez and Stephen Starr, informed and entertained New York Post readers. who have brought us mostly wonderful restaurants with a variety of cuisines. They’re They were Las Vegas-style and sized my restaurants starts as a real estate great but before them there was my restaurants in New York that were deal.” Danny told me that if you’re friend Steve Hanson. He was a true actually designed by a Hollywood paying up to a certain percentage pioneer. He established a template set designer: David Rockwell. And of costs on your rent then you are for B.R. Guest Hospitality by using by the way, Steve’s a helluva home working for yourself, above that, the model that Rich Melman had cook. you’re working for the landlord. But used in Chicago for Lettuce Enteras important as it is to have an aftain You. He began with The CoWhat was the key to the real estate fordable lease, you still need to offer conut Grill sort of a cheeseburger success that enables operators like customers good food, professional place on the Upper East Side. He Meyer and Hanson to grow? service and a perception of value. then rapidly expanded with a specBoth of those guys looked at real tacular jumbo Asian restaurant, estate as the key to a restaurant’s continued on page 38 Ruby Foos, which inspired others. success. Hanson said, “Every one of

36 • December 2020 • Total Food Service • www.totalfood.com

December 2020 • Total Food Service • www.totalfood.com • 37

Q&A

STEVE CUOZZO, from page 36

What has enabled some of these chef/operators to succeed across multiple cuisines? Even if they aren’t professional chefs, they all love food. And, when you love food and you travel you experienced many different, tastes from around the world. It’s interesting that guys like Jean-Georges have developed the ability to succeed in an extraordinary range of cuisines from Asian and Japanese to Italian and French. All of these super entrepreneurs know how to hire people. It’s a funny thing because the talent pool is even in New York, so limited for the most crucial people like top managers. Danny Meyer knows how to do this. They find them and because the business is successful, they’re able to pay proper salaries and provide benefits which lesser competitors are not. Can takeout and delivery save the restaurant industry? Everybody’s in the process of finding out. I’ve interviewed many chefs and owners over the last five months, and everyone said that they’re building a more sophisticated takeout and delivery model than they had previously. Frankly, they have had to in order to survive. Early on in COVID-19, it was all they had. They quickly learned how to manage their customer data, set up better menus online, all to ensure swift and safe delivery. How has the pandemic changed how the industry looks at outdoor dining? It was great fun for everybody and created what can only be described as the “Wild-Wild-West”. It thrived even after indoor eating was allowed at 25 percent capacity. The troubling thing is that the outdoor service is unequally distributed. It was very random depending on how much sidewalk frontage a restaurant has to serve legally. I never thought I’d love eating in the street. Maybe it was the cars and trucks or the beggars, the bands or the 200-pound

dog that liked the sushi on my plate. This summer changed everything. Whether it was a table on the sidewalk or under a tent, I couldn’t get enough. Maybe it was the deprivation after months of not having any restaurants or maybe a shared spirit that we’re all in this together. I love it, and it’s fun. The reality is for many restaurants, outdoor dining has enabled them to serve more customers than they ever did before. What are the challenges that New York City’s restaurants faced before COVID-19 and will continue to face post-Pandemic? I love restaurants and have many friends in the business. I’m fully aware of the challenges that they face, all the time, labor, unions, taxes, and minimum wage. I’ve always believed that the problem with the New York City restaurant industry is that they’re just too damn many seats period. I remember when the smoking ban went into effect when Mike Bloomberg was mayor. I can’t tell you how many stories I read and I might have written one myself about the impending death of the restaurant industry. Because who in their right mind is going to go to a restaurant and not be allowed to smoke at all? Well, look at what happened, the restaurant industry became richer than before. What’s your read on where we are headed? I don’t understand how they can say that they’re on the brink of extinction. If those guys made more money outdoors now than they ever did, hopefully, they squirreled the cash away for the winter. Many of these new outdoor cabanas and igloos are almost like eating indoors which will hopefully extend the outdoor dining season. Can the industry survive without a bailout? Impossible to know, I mean ob-

continued on page 40

38 • December 2020 • Total Food Service • www.totalfood.com

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December 2020 • Total Food Service • www.totalfood.com • 39

Q&A

STEVE CUOZZO, from page 38

viously they’re lobbying as hard as they can for federal relief. There was the Restaurant Act bill that has been held up by Mitch McConnell. Both Trump and Nancy Pelosi wanted it but McConnell for some reason held it up. The PPP helped a million restaurants with payroll and rent. The simple, profound, and elegant answer to that question is, who knows. Because it depends on the duration of the dining restrictions and of course the dispersal of the vaccines. When the dust does settle, we’re going to be missing some restaurants that we love. Is that the same as the death of the industry, no. What should the restaurant industry be looking for from a new mayor going forward? Safe streets period. Ask any restaurateur, the pandemic brought way too much crime to the streets. Of course, there are a million other variables led by overregulation. Every restaurant gets hassled by 88 different city departments: the health department, the buildings department, the fire department. You’ve made your living talking to and covering many of New York’s top landlords. Are we going to be looking at restaurant leases that are based on a percentage of sales going forward? Smart landlords and smart restaurant operators have come to terms with the reality of what’s going on. We are going to see the conventional lease, replaced with a hybrid lease where the restaurant pays a percentage of the gross to the landlord. It will include an escalating sliding scale as things normalize within a year or two and could convert to what was a conventional lease, more like a partnership. For instance, the popular Greek restaurant Avra plans to launch a huge new place next year on Sixth Avenue at 49th Street even though Midtown is very quiet now. They wouldn’t share specifics, but it’s a hybrid lease with lots of revenue-sharing clauses and contingencies that will vary over time.

If you put your real estate hat back on, does that mean you have bankers who lend to those landlords and understand the need for a new reality? Different question. There are plenty of lenders who don’t care. People don’t realize that some landlords are under terrible pressures of their own with taxes and their lenders wanting their money. Some lenders will give the landlord a certain amount of latitude and some will not. In some cases, the property owner is tied up in knots by lenders. That makes it very difficult for them to pass any sort of concession on to their tenants, in the form of abatement, forgiveness, and most importantly lease restructuring. In addition to the change in leases, what will a comeback look like? Menus will change because people’s tastes have changed after what will be almost a full year of eating on the fly – meaning with takeout and delivery or eating outside depending on the weather. But don’t bet against this industry. There are people who love working in restaurants. They love food and the buzz of interacting with their customers. The culture of the business is ultimately what will see the industry through this nightmare. Would you ever invest in a restaurant? Never, not a chance. You’re better off with a racehorse. Nonetheless, there is an allure to the business that continues to attract people’s money and ambition. We all read that only one in 10 new restaurants are still with us 10 years from now. But if you have the money, you can have a lot of fun with owning a restaurant. The other problem is that prior to Covid-19, the city had way too many restaurants and seats to fill. Then, if you started small, you quickly learned that you were competing

40 • December 2020 • Total Food Service • www.totalfood.com

Brooklyn native Cuozzo has a unique hybrid scope on the New York City restaurant scene with his coverage of the restaurant and real estate industries.

with large restaurant companies like Danny Meyer’s Union Square Hospitality Group, The Tao Group and The One Group. They know how to hire and keep the best people. It didn’t matter that some newcomers had tons of hedge fund money to play with. You could tell early on that they didn’t have the gift of communicating with their customers. You’d walk in and see revolvingdoor hosts at the front and that’s deadly for a restaurant. The sad truth is that a lot of people get into the restaurant business

having no idea what they’re in for. In some cases, they don’t care, it can be somebody so rich who wants to show off their place to their friends or want to hang with celebrities. Those sorts of places don’t usually last very long. But even with all the cry-baby stories, I know a lot of people have made a lot of money in restaurants. When it gets cold this winter, many of them will be sailing in the Caribbean! All photos courtesy of Steve Cuozzo

December 2020 • Total Food Service • www.totalfood.com • 41

NEWS

RESTAURANT MARKETING

MISFIT MEDIA LAUNCHES GAME-CHANGING NEW RESTAURANT MARKETING PROGRAMS AND REVEALS THEIR GREATEST SECRETS IN THE RELEASE OF THEIR NEW BOOK

n the midst of a desperate scramble among restaurant owners to secure their businesses without losing customers, the perfect solution for profit sustainability has been brought right to our doorsteps by the gallant efforts of Misfit Media Incorporated. We all know how badly the pandemic has knocked a number of restaurants out of business and caused a steep fall in the income of restaurant owners. But as Brett Linkletter, CEO and Co-Founder of Misfit Media, rightly said, “With crisis comes opportunity, so instead of getting upset about the adverse economic effects of the pandemic, we should think of how best to adapt. No matter what happens, people must be able to get their daily meals, so it is up to us to figure out how to do that.” A common problem in the restaurant industry is that a lot of people do not have an exact means to measure how effective their marketing is, or even determine whether it actually works or not. In light of this, Misfit Media has created a number of creative strategies for restaurant businesses to acquire and retain customers, and also enable them to track their exact return on investment. Applying the concepts of ecommerce marketing to restaurant marketing, Misfit Media has created an efficient automated tracking system that measures a restaurant ad campaign metrics and provides a detailed feedback on your investment returns. The Through this method, the op-

erator can fully understand the level of success of marketing initiatives by tracking and compiling results over time. “This way, you will be able to tell if your marketing strategies are working fine or if you might need to turn up the heat,” added Jace Kovacevich, co-founder of the California based company. Our goal is to help our restaurant customers record and then interpret success metrics, Kovacevich added. These metrics are essential to your business growth.” To improve customer engagement, Misfit implemented a chat automa-

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42 • December 2020 • Total Food Service • www.totalfood.com

“With crisis comes opportunity, so instead of getting upset about the adverse economic effects of the pandemic, we should think of how best to adapt” — Brett Linkletter tion strategy that enables restaurant owners manage a smooth flow of chats back and forth with customers through regular means including text messages, emails and Facebook Messaging. In order to acquire customer contacts for this mode of marketing engagement, Misfit Media has launched a much talked about QR Code Scanner technique. As a result, Misfit’s restaurant customers are able to provide their dining patrons with the ability to scan the QR Code with their phones. This enables the customer to access their menu, while the restaurant is able to seamlessly gather contact information automatically and subscribe the guest to their Facebook Messenger marketing list. From there, Misfit’s restaurant customers are funneled into the restaurant’s database. The restaurant is then able to plan, execute and track their online marketing campaigns to the customer. “It’s about understanding your data and your customers. If we know how to run ads specifically to new people, while remarketing affordably to existing fans, we can make smarter decisions in our marketing, which leads to additional growth for the business,” Linkletter continued. “We help our restaurateurs craft

a unique message by building a case that highlights the restaurants unique features with the goal of choosing your restaurant over competitors that they might currently be loyal to,” Kovacevich said Misfit Media has also carefully finetuned their portfolio of services to reflect the changes that the pandemic has created. Covid-19 has ushered in expansion of both outdoor dining and takeout delivery. “We understand how important it is that our restaurant customers maximize the revenue generated by their on-line ordering platforms, Linkletter said. To accomplish that goal, Misfit Media has designed a proprietary online ordering platform called ‘Dineline’. It enables dining customers to easily make direct orders from their restaurants of choice, directly on their site and without any commission on orders. Indoor seating might get shut down, outdoor seating might be seasonal, but the chances of shutting down online ordering are non-existent,” Linkletter outlined. In addition to online orders, Misfit also understands the Pandemic related challenge of marketing a restaurant’s commitment to safety and sanitation as eateries prepare for colder weather and the return of customers to indoor dining rooms. “We are working with our client base to market their

continued on page 102

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December 2020 • Total Food Service • www.totalfood.com • 43

PLANT BASED SOLUTIONS

WITH BEN DAVIS

PLANT BASED FOOD TRENDS & THEIR IMPACT ON RESTAURANTS AND RETAILERS

t’s no secret that plant-based food has gained traction in the foodservice and retail industries in recent years. In fact, 9.7 million Americans now follow a plant based diet. Plant-based meat, dairy, and other alternatives to animal products are popping up on menus and grocery store shelves everywhere. Whether it’s Burger King or your favorite local spot, restaurants and retail brands are catering to consumers’ desire to move towards a more plant-centric diet. The global pandemic has changed the way we interact with food. Take out meals from restaurants as well as grocery store sales have increased as more people choose to eat in their homes. From a personal health standpoint, people are incorporating more plant sources into their diets as it is becoming increasingly critical to have a strong immune system. This has resulted in the surge of interest and subsequent consumption of plant-based meals and retail products. With the plant-based market growing quickly and the competition for consumers’ food dollar higher than ever, how can the food service industry best capitalize on these trends? Looking at the retail market is a useful way for the food service industry to get ahead of the game. Retail products are typically ahead of restaurants with trends because of the smaller learning curve. For example, with retail products, consumers purchase a product and cook it at home shortly after, whereas in food service chefs have an ingrained culinary mentality and may be less willing to use new ingredients immediately. An establishment’s ability to successfully incorporate plant-based alternatives into their offerings depends on the food service segment

and the target customer. Plant-based meat alternatives like hamburgers are great for fast food restaurants, for example, because it’s an easy one-to-one switch. Upscale restaurants may not have burgers on their menu, and will achieve a better customer response by focusing on using other unique plant ingredients. For restauranteurs and food service operators, utilizing the marketing and branding of the products is crucial. Use the brand’s name in the title of your menu item. For example, Burger king offers the Impossible™ WhopperⓇ combining the name of their iconic sandwich with the plant-based meat brand, Impossible Foods™. These brands have already done the marketing for their products, so as a restauranteur, it’s important to utilize their name to build hype around your own product offerings without having to do much extra work. Simply putting the brand name on your menu and making customers aware will be effective. Plant-based eating has never been a fad, but more of an underground

44 • December 2020 • Total Food Service • www.totalfood.com

movement that has been gaining a broader audience since the 1970s with brands like Tofurky. Modern brands like Impossible Foods™ and Beyond Meat™ took the first steps to offer these products to meat eaters and include them in their target market. Many people are concerned about their personal health and the potential health risks of consuming animal products, sparking trends such as “Meatless Monday”. For this reason, meat eaters are a target market for these brands because they’re looking for plant-based products that look, taste, and cook the same as their usual meat option. Many companies are testing the waters by introducing one plant-based product into their product offerings. However, this doesn’t service the full spectrum of the plant based community. The novelty of the plant based burger will eventually lose its luster, and restaurant companies can fill this gap in the market by offering plant based condiments, buns, eggs, and cheese products. Plant Based World helps brands

Ben Davis programs the world’s first and only fully plant-based trade expo and accompanying news site and newsletter. He developed the original concept of Plant Based World Conference and Expo for trade show management company JD Events, inspired by his own personal plant-based journey. The event launched successfully in 2019 in the U.S. at the Javits Convention Center in New York City and is currently in the launch phase of a European show to debut in London in 2021. Ben’s mission is to make delicious, natural foods accessible to everyone. He believes that diet and lifestyle are the keys to a balanced and prosperous future for all beings on Earth. Outside of his work in food, Ben is a music producer and performer under the stage name Vibe Street. His greatest joy is making people smile, dance and come alive to the magic of the present moment. Ben is determined to spend his life building community and celebrating this mysterious human experience to the fullest

understand the different avenues for their products. Retail is the obvious go-to option for selling products, but brands should consider catering to the food service industry because there’s less competition in this space versus on retail shelves. Take the brand Good Catch, for example; founded by chefs, they’re tackling the barrier chefs face when trying to incorporate plantbased ingredients by providing oneto-one swaps for seafood products. This way chefs don’t have to spend time learning how to use a new ingredient. By offering plant-based alternatives that are comparable in price, have the same flavor profile, and cook the same, Good Catch is providing a more accessible way for chefs to experiment with trends their customers are interested in. One thing is clear: consumers’ taste buds and preferences are evolving, and the plant-based food market is evolving with them.

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NEWS

FURNITURE SOLUTIONS

2020 IS YEAR OF PERSONAL AND BUSINESS CELEBRATION FOR JC’S AIKEN

estaurants around the country continue to scramble to respond to the challenges and in some cases new opportunities that Covid has created. As they do so, they need more help than ever when it comes to providing customers with high quality, safe dining experiences. Luckily, companies like John Celli Custom Furniture Design, a leading designer of restaurant furniture, have met this need and are seeing great success. Health and safety mandates and outdoor dining have majorly altered the requirements for furniture, forcing many businesses to invest in completely new dining infrastructure. Thankfully however, Senior Project Manager Lina Aiken, as well as the rest of the JC team, are prepared to make this process as easy as possible and have already done so for many of their customers. “My focus, whenever I work with any customer, is to figure out what it is they specifically need so I can offer them a truly personal touch,” said Aiken. “I always tailor my approach to each customer specifically, what they need

John Celli Custom Furniture Design’s senior project manager Lina Aiken

“My focus, whenever I work with any customer, is to figure out what it is they specifically need so I can offer them a truly personal touch.” — Lina Aiken and what their project requires.” This outlook is particularly important in an age where the expectations for furniture are drastically different from what they were a year ago. Now, furniture not only needs to be aesthetically pleasing, it simultaneously needs to be durable enough for outdoor dining, easily cleanable, and potentially, easily transferable between indoor and outdoor spaces. Each of these qualities is important, and every operator has a different combination of them that needs to be satisfied. “I pride myself on being able to meet any of these needs in any project. The most important part of my job is making the design process as easy for our customers as possible while still having the vision to do it in a way that combines functionality with elegance,” stated Aiken. Aiken’s mission is supported by John Celli Inc’s commitment to controlling the manufacturing process. The firm owns both metal and glass factories. Due to the extended relationships it has had with most of its roster of manufacturers, the lines it reps operate extensions of Aiken and the John Celli team. The majority of John Celli’s products are also produced domestically, allowing for greater oversight and increased speed of production and shipment. Part of John Celli’s allure lies also within their wide array of both stock, widely available options and custom solutions. “It’s very important that we have such a broad range of options,” said Aiken. “Although the highly specific custom options are important and

46 • December 2020 • Total Food Service • www.totalfood.com

integral to who we are, it’s not always what everybody needs or wants.” This ties back in to the concept of tailoring one’s service to a customer’s specific needs. Many restaurants are operating with largely reduced revenue streams and cannot afford extravagant furniture options. Other businesses simply may not need them due to their themes or the timelines of their projects. “The fact that we have all of these options at our disposal is what allows us in part to succeed in making our customers’ lives so easy. If a fabric is out of stock, there are plenty of other similar options, and if none of those appeal, we can create something from scratch. We have the resources and vision to meet any customer’s needs,” claimed the affable Aiken. Although the sudden and unexpected swap to outdoor dining has been a formidable challenge for many, Aiken is optimistic about the future. “There have been developments from the pandemic that I think will last and some that I think will not. There’s no question that 2020 will forever change how we look at outdoor dining and it bottom line value for an operator. Our goal is to help guide our designer and operator customers to the next chapter of outdoor dining. I still think that there are limitations in terms of how deep into colder weather that outdoor dining can continue to function. Heaters will only take us so far and who knows how long New York City will be willing to give up sidewalks, curbs and even streets to dining,” Aiken added.

The gifted designer also sees an imminent return to indoor dining. “I believe that at a certain point people will just want to return to the classic indoor dining experience. These modified and improvised experiences, no matter how high-quality, can’t stack up to the buzz of indoor dining. We need to work safely through the health and safety concerns, which will diminish as vaccines and other measures become more commonplace.” Aiken’s 2020 as for many has been bittersweet. While celebrating her eight years with the company, she has helped her customers forge creative new solutions and battle pandemic challenges. However, on a personal note, the year has been very special as she married her soulmate Andy in October 2020. With her wedding Aiken, got the opportunity to utilize the very best of her unique design skills. The gifted designer worked hand in hand with the staff of the Chauncey Hotel in Princeton, NJ to create a tasteful event last month with a nod to the challenges that have come with Pandemic. “It was an absolutely perfect location for an outdoor event to celebrate with our family and closest friends. From flowers to food, Lina orchestrated her special day. “It was so exciting to be able to create and execute my vision of small, intimate and beautiful.” For over 40 years, John Celli Custom Furniture Designs has been a representative for manufacturers that cater to the hospitality market, as well as a manufacturer in their own right. Lina Aiken and the rest of the team continue to carry this legacy and stand ready to aid any customer who comes their way. Interested restaurateurs, foodservice operators and the designers can visit the John Celli website where they can view the company’s portfolio, new catalog, and request more information.

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Discover what's next in Draft Systems at lancerworldwide.com/kold-draw December 2020 • Total Food Service • www.totalfood.com • 47

NEWS

By Wyatt Semenuk

CONTACTLESS SOLUTIONS

GRUBBRR BRINGS FULL SUITE OF CONTACTLESS ORDERING TO NATION’S RESTAURANTS

he food industry’s revitalized focus on health and safety has opened a door for many businesses. With so many restaurants clamoring for equipment to meet society’s new safety standards, businesses that specialize in tech and sanitation are flourishing. Foremost among these is Grubbrr, one of the industry’s leading suppliers of self-ordering technology. With their latest line of contact-less ordering products, Grubbrr stands ready to provide businesses with everything they need to save money, increase revenue and maintain a safe workplace. “The whole point of Grubbrr’s products is to eliminate inefficiencies in the workplace while providing a better and safer service to customers,” said newly appointed CMO Jeremy Brooks. “At the top of that list is lowering labor and increased

revenue. Minimum wage is rising across the country, and while this is good for some, how can we expect small businesses to weather that when the industry is already strapped for revenue? When Covid hit, it exposed that one of the flaws of this industry is that it has always been slow to embrace technology. With our products, businesses can easily eliminate unskilled labor, almost entirely from their front of the house labor costs.” Not only can businesses enjoy significant bottom line savings with Grubbrr’s solutions, it also improves customer experience and increases revenue, simultaneously. “People don’t go to restaurants to admire the architecture or hang out with Covid looming, they go because they’re hungry. By utilizing kiosks and other screen displays, not only is the entire process expedited,

48 • December 2020 • Total Food Service • www.totalfood.com

customers are able to buy with their eyes. The kiosks and mobile ordering solutions provide enticing images of each menu item followed by an upsell, which encourage customers to buy more without the looming pressure of a cashier or being embarrassed by what they order,” added Brooks. These aren’t just lofty claims. As seen on their eponymous YouTube channel, Grubbrr has already found great success with Florida sushi restaurant, Sus Hi. “After adopting Grubbrr technology, Sus Hi expanded drastically, and it now operates in nine different locations,” said Brooks. “Using our technology, they increased their revenue by over 50 percent. This was in the middle of Covid, while their neighbor’s shutdown around them left and right. It’s been incredible helping these people and growing together with

them, you really can’t make these stories up.” Safety and experience is paramount. The less a dining experience is in the hands of some foreign body, the better for a customer. The more they believe their meals are in the hands of strangers behind closed doors, the more their imaginations can run wild and they assume the worst. With Grubbrr technology, not only are employees safer, but every step of the dining experience is also in the hands of the customer. This gives them peace of mind, and the less a business causes them to worry, the more likely they are to return. Grubbrr offers multiple ways to access their products. While businesses can choose to buy software outright on an annual basis, most opt for the software-as-a-service

continued on page 98

December 2020 • Total Food Service • www.totalfood.com • 49

FOODSERVICE TECHNOLOGY

WITH MATTHEW GAVIN OF RPI INDUSTRIES

UNDERSTANDING THE ROLE OF TECHNOLOGY IN TODAY’S FOODSERVICE EQUIPMENT MARKETPLACE

s with many young people fresh out of college, I could have stayed in school beyond graduation. Let’s face it, you get to live in an environment in which you are learning and having fun. The challenge becomes: where do I go from here? Actually, it turned out to be fairly simple. Luckily my academic interests in engineering and keeping an eye out for costs found a home. After a brief stay at Price Waterhouse, clearly, I needed something more creative. So, after a brief stay in Manhattan, I sought and found an opportunity working with one of the more creative minds in foodservice PJ Gavin, who I am blessed to call Dad. I have seen how hard he and his team at RPI and even his competitors work to bring solutions to the nation’s equipment dealers and consultants and ultimately their end-user operator customers. But more importantly, foodservice has always seemed to be slightly behind the rest of the world in terms of embracing technology. I saw my joining RPI as an opportunity to merge what I do best: an opportunity to keep an eye on costs and create solutions with what I look at as reverse engineering. I think of that as seeing the solution first and then figuring out how to create and build it. So, several months into my stay at PWC, my Dad and I were involved in a conversation about the potential of what was being called a food locker. It’s a unit that enables a restaurant operator to take and prepare orders and then safety store the meal in a hot or cold locker. With

I see a glass half full of opportunity. We live in a world beyond food service that is utilizing automation and robotics, so it’s just a matter of time. the meal paid for online, it becomes a simple as the take-out customer or third-party delivery firm coming and picking up the food without any contact. That turned into giving my feedback on energy efficiency and a question about the potential of the heat being thrown off by the compressor to evaporate any condensation. It’s amazing that early on, I’ve learned that in many cases great tech ideas are either launched or killed based on dumb luck and circumstance. We had no idea that COVID would come along and move Takeout & Delivery to new heights. Our Ondo line of food lockers certainly has found its groove much quicker than any of us anticipated as a result of the Pandemic. As many of you know the food and equipment industry’s big show is the NAFEM Show held every couple of years. It’s typically where the lat-

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est tech advances make their debut. We brought Ondo to NAFEM ‘19 in Orlando. You would hardly recognize what the product has morphed into less than two years later. In many ways, I’m hoping to take this space and help the industry spot some of the key tech trends early on and then follow them as they evolve and come to market. At that show, what guests to our booth saw was a big bulky white cabinet. We knew how to make a compartment convertible from hot to cold. I inherited a relationship that my Dad had built with Panasonic to create a kiosk with a lock and key mechanism. There was interest and I began writing code for it, and the conversation continued with Panasonic. It was my job to pull it all together. Little did we know what would lie ahead with COVID. I think the lesson for all of us with Ondo is that the greater good and

Matthew Gavin is Vice President of New Technology at RPI Industries. Gavin hails from Moorestown, NJ. He is a graduate of Lehigh University where he earned a degree in ingtegrated engineering. His interest in Math and Science and business has found a home as he works to bring the very latest in technology to the iconic manufacturer of foodservice cabinets and display cases. He can be reached with your new tech ideas and questions at mgavin@rpiindustries.com

real advancement requires the cross blending of technology and foodservice manufacturing expertise. From a purely financial standpoint, it would cost millions to go at this alone to build something out from the bottom up that will ultimately be used by millions of people. What we’ve learned is you build a team to leverage companies that have expertise in malware and server farms, etc. So for us with Ondo, it began with partnering with Panasonic who has the size and power to make this a reality. What has been really interesting has been the impact that the Pandemic has had on the restaurant and foodservice equipment business. With that has come a new dependence of food operators on takeout & delivery. From a case manufac-

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BLUEPRINT

SHADOWBROOK AT SHREWSBURY I

n 1908, Dr. Ernest Fahnestock purchased the 115-acre Shadow Brook Farm in Shrewsbury, NJ. With the purchase of the farm, Dr. Fahnestock turned a working crop farm into a gentleman’s country estate. After a storied history (think movie script), the mansion was sold to partners Jim Kourgelis, Mark Spinelli, George Kourgelis, Mike Kourgelis, Carl Carfello and Chris Gourmos who also currently own and operate the Venetian in Garfield and Seasons in Washington Township. The Shadow Brook team has a strong commitment to maintaining the history and integrity of the original mansion, while bringing in modern touches for today’s client. In Spring, 2019, new Construction began on the creation of a truly unique catering venue. Studio JBD and Economy Restaurant Supply were enlisted to create a flexible kitchen and dining areas that could enable safe celebrating during these challeng-

SHREWSBURY, NJ

ing times. The addition of The Grand Ballroom - accommodating up to 600 guests - includes dramatic 30-foot ceilings, a Newport inspired fireplace, crystal chandeliers, a dueling grand staircase, theatrical lighting and even a big swing band stage. With operators balancing new safety protocols, Total Food Service wanted to share Shadow Brook’s creative approach to catering. Michael Konzelman’s Approach: This is a premier wedding venue in the NJ/ NY marketplace. There’s 18 acres of privacy for functions that are complete with every

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feature wanted in a venue. It was a total updating of the historic structure and then adding a section twice its size to the back of the Georgian mansion. The ownership kept the building on schedule despite uncertainty of the Covid 19 pandemic we are all affected by. They, like most of our clients, are repeat customers over the last 15 years, and two other locations. The existing kitchen was totally scrapped everything right down to the bare walls. Our approach was to begin with a dish and ware washing solution. My approach to that design is always about flow. It’s all about the separation of clean and soiled dishes. We found a Hobart solution that combines the ability to handle high volume but also with multiple tanks creates enormous water savings. In fact, these two Hobart models (64” for glassware and 86” for dinnerware) could save up to 100,000 gallons of water and we added a scrapper on one of the machines to maximize

Michael Konzelman Equipment Dealer Economy Restaurant Supply Clifton, NJ Jim Kourgelis Co-Owner Shadowbrook at Shrewsbury Shrewsbury, NJ Judd Brown Interior Designer Studio JBD Providence, RI efficiency. The next key piece was the hood and ventilation system. There are two 27” Captive Air hoods featuring UDS (utility distribution system) technology. They were built to UL standards with all of the electric, water, gas, steam and filters, assembled in the factory.

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December 2020 • Total Food Service • www.totalfood.com • 55

BLUEPRINT

from page 54

As you can imagine, this enables big savings on labor and construction time. We were able to just connect it to the building. They even comes with its own circuit breaker boxes, gas shut offs, water shutoffs. The bottom line is big time savings with time, space and labor. That enabled us to build a really flexible cooking system for Shadow Brook’s culinary team. Kudos the EVI for making the installation of the hoods simple. Our goal is to select cooking equipment that enables us to combine firepower, flexibility and technology for the Shadow Brook culinary team. Since we designed the kitchen 10 plus years ago for Jim and his team at the Venetian, they have seen the value of what combi cooking offers. They were early adopters of RATIONAL’s technology. It enables them to execute menus consistently with minimal waste. Simple but vital pieces of a catering menu, including shrimp, can be flawlessly prepared.

We rounded out the cooking package with Southbend ranges and broilers. There are Blodgett ovens, AccuTemp griddles, Pitco fryers, Vulcan kettles and a Anets pasta cooker. They have also begun to expand their use of cook/chill technology with the installation of an Irinox Blast Chiller. With safety becoming more important than ever, we had Reliable install the Ansul fire system to protect the cooking line. The cold side was really interesting. They’ve been big Hoshizaki fans at their other venues because of the simplicity of maintenance and the quality for the cube. We designed and installed five Nor-Lake walk-in boxes in the cellar and another three on the main kitchen floor. Each of those boxes has been equipped with high quality Eagle shelving. Among the challenges was the design and installation of three bars. I was concerned with the complexity of the horseshoe shaped bar.

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Shadowbrook has created a venue that features the majesty of Western European design. (Photo courtesy of Studio JBD)

Krowne really came through with a flexible fully-customized modular design that simplified the entire process. It’s great that they are local because I can go to their factory and collaborate with them every step of the design process. Krowne has also perfected how to run water, electric and even LED lighting through the

bar. Now they even offer customized virtual reality and augmented reality demos that take the design process to the next level. I highly recommend working with Krowne on your next bar project.

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BLUEPRINT

from page 56

Jim Kourgelis’s Approach: My partners and I have owned catering facilities in New Jersey for a number of years. The Venetian in Garfield and Special Events in Washington Township have both been important parts of their respective communities for years. We had our eyes on the Shadowbrook site for a number of years. We thought we had a deal seven years ago but it didn’t close and we were lucky to be able to revisit it a couple of years ago and make it happen. Then as often happens, our vision and that of our neighbors was different. So we settled for a somewhat smaller facility that enables us to host one event at a time. It’s really a special property that was in fact a Doctor’s home over a 100 years ago with 200 plus acres. He had inherited millions of dollars in 1904 before income tax. It has wonderful character and really lends itself to events all year round. With infrared heaters, we can actually host ceremonies in the middle of January. Of course, it’s magnificent in the summer months. It was a really interesting project with our goal of adding a new grand with a grand ballroom from scratch. The only mistake that we made was trying to save the existing front of the building. By doing that, we probably spent $3 million to keep the old building intact versus doing it all brand

new. We built a great team to design and build out the project. I brought in Donnelly Construction as the general contractor. Although 60% of the vendors, the electrician, the HVAC guy, the plumber, are our guys. Donnelly manages them and it was my job to handle payments. We’ve worked with Judd Brown Designs on a number of projects and we are where they know what I like and don’t like. Shadowbrook gave us the opportunity to go that extra step for our brides and their wedding parties. We have an actual salon where the girls do hair and makeup. There’s a matching area for the groom’s party to prep. We brought in Economy and Michael Konzelman to build out the kitchen as they have for us before. Keep in mind that I am a trained chef, so I bring a good feel for what we need to be consistent. We also brought the experience of having built two large kitchens at Venetian and Special Events. It’s much more than putting pieces of equipment on a diagram. It’s about understanding how to make the equipment and flow work for your team. One of the big changes for us was changing combi-oven brands from Electrolux to Rational. We did it because every time we need to repair one of them it was $1000.00. Combi cooking has been a game changer for us with an ability to cook 200 pan seared salmon entrees in six minutes.

Studio JBD’s ability to listen to the needs of the Shadowbrook team included the design and proper positioning of a spectacular wine cellar. (Photo courtesy of Studio JBD)

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Jim Kourgelis and the Shadowbrook team have created a facility that caters to To the needs of its bridal parties including a a full salon for wedding day preparation. (Photo courtesy of Studio JBD)

I’m proud of the expertise our culinary team has built with combis. In fact, we recently had a Rabbi come in to prep our facility for a Kashruth wedding with a Kosher caterer. He told us the only comparable expertise he had seen was in the White House. The real key to a kitchen like this is the ability to create the cooking flexibility you need for cocktail hour menus. You need to understand how to design a line with griddles, char broilers and fryers. The next step is then understanding, steam tables and plating. The final piece is creating beverage stations for coffee and soda with ice machines. One of the keys to beverage operation and a successful function is understanding how to design and operate bars. You need to understand the difference between a bar that serves a function versus what you would find in a restaurant. It starts with a plan of which vodka, Grey Goose or Stoli, that you are going to serve. This creates efficiency for your bar team. With as many as four bartenders working, you need to understand how to design the space. We teach our bartenders to stay in their own zone behind the bar to keep them bumping into each other. With our design, they can move couple of feet and get everything they need. Our plan included a room directly below with an elevator to be able to quickly and seamlessly restock. The key to our success has been that we love what we do. We understand

that it’s our people that make it happen. We’ve grown to 500 plus people and the greatest joy for us is how many started with nothing and have grown to be our partners. We believe there are no bad workers. There’s only bad management. It’s on us to get the most out of people. I’m convinced that’s how we’ve succeeded at each of our three facilities. Judd Brown’s Approach: About three years ago, the client came to us about purchasing a Beaux Arts mansion which would become Shadowbrook. We had done two previous projects for Jimmy Kourgelis and his team in the same area of New Jersey. He came to us with a goal of building a new facility using the existing building. Our approach was to create a design that maintained the character of the original building with an eye towards using an architectural style that focused on the 1920’s. We created a design that was able to capture that era and would include a new grand ballroom and all the amenities necessary to create a very upscale facility. As we did the research on Beaux Art design, we found that the look is very much derived from Western Europe style. We were challenged when after completing the original design, the local zoning board came back and wanted a smaller footprint. Jimmy met with them and through negotiating found

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December 2020 • Total Food Service • www.totalfood.com • 59

NEWS

By Wyatt Semenuk

EQUIPMENT DESIGN SOLUTIONS

NJ’S KROWNE MANUFACTURING PASSES REINS TO KYLE FORMAN AS NEW PRESIDENT

s the country moves towards a vaccine, spirits are on the rise. Slowly but surely, restaurant and club foodservice operations have a vision for once again welcoming guests indoors. Operators are planning strategies that are focused on new safety protocols with a goal of customers regaining confidence in external dining experiences. With much focus on outdoor dining and takeout and delivery through the pandemic, operators still understand that beverage profits are crucial to maximizing revenues. While there are many factors that are playing into this, manufacturers such as Krowne, a leading player in the bar equipment industry, have been integral. Now, Krowne is poised to become a valuable resource in the rebirth of the industry with the elevation of Kyle Forman to President of the company. Kyle will succeed his father, Roger Forman, who served as the previous president for over 36 years with his partner Frank Bastante. Over the past year, Krowne has stepped up to not only provide businesses with the same, quality equipment they’ve always produced, but to go even further beyond that call. Krowne has completely revamped many of their practices and products to make them even more watertight when it comes to sanitation and safety. Under Kyle’s new leadership, Krowne will surely take even greater strides when it comes to quality bar equipment, health and safety. “Right now, my biggest prioriKyle ty is keeping our employees safe.

“We are incorporating cutting edge technology to completely change the way we design bars.” — Kyle Forman We have also continued to heavily invest in R&D to create innovative solutions that allow our customers to safely operate under these new restrictive guidelines,” said Kyle Forman. “When I say ‘customers,’ I specifically mean people on both sides of the bar. In order to remain operational, customers need to feel safe and bartenders need to be confident in their environment. As the discussion on nationwide shutdowns continue, we all need to take this time to brainstorm and create permanent and impactful design solutions allowing for safe operating conditions. Once we nail down health and safety, we can expand from there.”

Forman

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Although safety is a hot topic now, Krowne has always been a staunch advocate of it. “It has always been a focal point of our design. Bars in general have many touch points and it’s our job to understand the science behind that and create layouts that reduce unnecessary contact and bacteria spread. Now comprehensive and exhaustive safety is no longer optional, and we are fully prepared to meet the demand for new sanitary solutions,” touted Forman. As the industry plans for its future, there are many trends and practices that the operators must adopt permanently. “The health and safety changes we’ve seen will be permanent, not just a passing trend.” “Using bare hands to squeeze a lemon for a cocktail, wiping down tables with used rags, and other commonplace habits such as these are no longer acceptable”. This means that investing in proper safety training and high quality Krowne solutions will pay dividends in the long run. Among leading operators that have collaborated with Krowne to create innovative bar solutions is noted TV host and restaurateur Jon Taffer. His newly opened Taffer’s Tavern in Alpharetta, GA features the Krowne built ‘Bar of the Future’. It is highlighted by a cutting-edge bar equipment, efficient design and advanced training programs. In collaborat-

ing with Taffer, Krowne used its proprietary 3D bar configurator, signature ‘Zero-Step’ design process for cocktail preparation, and virtual reality (VR) training programs to create the inaugural Taffer’s Tavern bar design. Kyle Forman takes the reigns of a company that has long been the source for creative bar design solutions. Krowne has designed bars for leading sports, hospitality and entertainment industry clients including Yankee Stadium in the Bronx, Little Caesars Arena in Detroit, the new Allegiant Stadium in Las Vegas and Florida’s Seminole Hard Rock Hotel & Casino. Moving forward, Kyle Forman has a very specific direction he’d like to take the company. “I want to drive more innovation, more sustainable design, and create a lasting impact in our industry through collaboration with the people who interact with our equipment every day, bartenders. I think that’s the biggest problem that I’ve seen in our industry. The people who are designing these bars are not frequently collaborating with the people who are working behind bars every day.” Forman has already begun to implement solutions to fix this problem. “To address this, we created a bartender ambassador program by adding five award-winning bartenders to our design team. This way we get insight straight from the most prominent members of the front line, eliminating any disconnect.” Krowne has been a leading player in the bar equipment industry for nearly 72 years. With Kyle Forman’s passion for the industry, the New Jersey based company is poised to write the company’s next chapter.

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Zen Bowls December 2020 • Total Food Service • www.totalfood.com • 61

SCOOP

INSIDER NEWS FROM METRO NEW YORK’S FOODSERVICE SCENE

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

ZERO EGG RAISES $5 MILLION IN SERIES A FUNDING SCOOP hears that following its U.S. launch, Zero Egg, a plant-based egg alternative for foodservice and food manufacturers that tastes, looks, and functions like an ordinary egg, announces that it has raised $5 million in Series A funding led by Powerplant Ventures, and joined by existing investors Unovis Asset Management-New Crop Capital and Strauss Group-The Kitchen Hub. The company will use this funding to grow the brand in the U.S. and support its ambitious new product launches in the coming year. With 100 billion eggs consumed each year in the U.S. alone, Zero Egg is focusing on providing affordable, versatile and tasty

plant-based egg products with the mission to make a positive impact on the environment, animal welfare, and people’s health. “By filling the white space in the foodservice industry for plant-based egg alternatives, Zero Egg aims to

make plant-based foods the norm and empower the era of sustainable foods,” said Liron Nimrodi, CEO, and co-founder, Zero Egg. “Our goal is to meet growing consumer demand for an egg replacement that is effective, nutritious, versatile, and kind to animals and to the planet. We are elated to join Powerplant Ventures’ portfolio of brands. We can’t imagine a better partner to help us grow the brand and transform the industry.” Veteran plant-based restaurateur and Powerplant Ventures co-founder and partner, T.K. Pillan, joins the Zero Egg board of directors. “I’ve been on a mission to offer practical plant-based options for consumers at both the retail and restaurant level for many years. What has been missing until now is a complete, affordable plant-based alternative for eggs,” said Pillan. “Zero Egg is a game-changer for the industry. We’re proud to invest in their team and confident it will be the much-needed affordable and versatile solution for operators looking to continue to reduce their use of animal products.”

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

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December 2020 • Total Food Service • www.totalfood.com • 63

SCOOP

METRO NY INSIDER NEWS, from page 62

The success of plant-based milk, which now makes up 14 percent of the U.S. milk category and has more than 40 percent household penetration*, has laid the groundwork for major increases in other plant-based dairy categories, like plant-based eggs, which was the fastest-growing plant-based category in 2019, with 192 percent growth over the prior year according to The Good Food Institute. “The egg category is massive and the potential to disrupt it with an accessible plant-based solution is fairly untapped in the food industry. As investors, we are looking forward to continuing to support the expansion of Zero Egg in the U.S. market,” said Dan Y. Altschuler Malek, managing director, Unovis Asset Management-New Crop Capital and Zero Egg board member. “It was an easy decision to continue investing in Zero Egg because it is uniquely positioned given its functionality, taste, and competitive pricing.” This round of funding includes reinvestment from Zero Egg’s first supporter, Strauss Group-The Kitchen Hub. “We are proud to see Liron and her team materialize the Zero Egg vision,” said Amir Zaidman, vice president business development, Strauss Group-The Kitchen Hub. “The company was started under the framework of “The Kitchen” incubator. The support of investors such as Powerplant Ventures and Unovis-

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New Crop Capital are strong votes of confidence, and what we see as a big step forward for the plant-based egg category.”

DAVO PARTNERS WITH LIGHTSPEED TO FULLY MANAGE SALES TAX FOR RESTAURANTS AND RETAILERS IN THE U.S. SCOOP has heard that DAVO Technologies now offers its automated sales tax service on Lightspeed’s Restaurant and Retail platforms in the United States. Lightspeed customers can now enjoy a fully automated, hands-off sales tax management solution, freeing up valuable time while also being protected from large late payment fines from the state. DAVO Sales Tax sets aside their sales tax funds daily, then files and pays them to the state when due every month or every quarter. “Managing sales tax requires detail and time.” says Peter Dougherty, Lightspeed’s Vice President of Partnerships. “We are excited to partner with DAVO to give Lightspeed merchants the ability to put the sales

DAVO puts sales tax on autopilot by using sales data from retailer POS systems to set aside the exact amount of sales tax collected daily and then filing it and paying it when it’s due.

tax management hassle behind them and to spend that time on what matters: growing their business.” “Restaurants and retailers need every advantage they can get these days.” says Peter Murray, CEO of DAVO. “We really like what Lightspeed is doing to help their customers automate back office tasks and DAVO Sales Tax is a great addition to further build out

continued on page 66

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SCOOP

METRO NY INSIDER NEWS, from page 64

this wonderful platform.” DAVO Sales Tax is available on Lightspeed Restaurant and Lightspeed Retail for $39.99 per month per location. More information can be found at davosalestax.com/lightspeed.

COVID RESTAURANT-HEATER MAP As the temperature outside drops, here’s the big restaurant question everyone is asking is, “Does the restaurant have outdoor heaters?” SCOOP learned that BiteoftheBest.com — a restaurant-review and culinary product site launched in 2006 — has come to the rescue. The site recently introduced a COVID RestaurantHeater Map, a real-time, work-in-progress listing of restaurants that have set up space heaters, heat lamps or some other heating system for outdoor dining. Bite of the Best (BOTB) compiled this list by reaching out to scouts across the city, plus sifting through similar lists posted on various sites, including TheInfatuation, TimeOut, Thrillist and Eater. Both restaurant owners and consumers have

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been providing additional recommendations using the BOTB’s “Suggest a restaurant with heaters” form that’s located below the map. Currently, there are over 600 restaurants listed in the New York City area, with plans under consideration to expand to Connecticut next, starting in New Haven where BOTB originated.

Please note! This special COVID RestaurantHeater Map is not a recommendation about the restaurant’s food quality or dining experience. As its name states, the listings identify restaurants that provide heat for outdoor dining. BiteoftheBest.com has a second map — NYC Restaurant Reviews Map & Rooftop Bars — that does provide meal recommendations, as it links to most of the reviews that appear on the site; Bite of the Best is the #1 restaurant reviewing site on Zomato.com (formerly Urbanspoon.com). BOTB jokingly states that they have attempted to alphabetize this list and asks tolerance if you notice errors as that process is a tedious job. “Hey, Google! Are you listening? The ability to easily put things into alphabetical order would be a nice addition to your maps!!” “Since some of these eateries listed provide heaters only for some tables, be sure to ask to be seated by a heater when you make your reservation,” suggests Bonnie Tandy Leblang, Bite of the Best’s CEO. She also suggests bringing along an extra layer of clothing or blanket.

continued on page 92

December 2020 • Total Food Service • www.totalfood.com • 67

LEGAL INSIDER

FROM ELLENOFF GROSSMAN & SCHOLE LLP

ENSURING COMPLIANCE WITH GDPR AFTER DEATH OF THE EU-US PRIVACY SHIELD

n July 16, 2020, the EU Court of Justice (CJEU) ruled that protections provided by the EU-US Privacy Shield were invalid and that US law cannot adequately ensure protection of personal data of those in the European Economic Area (EEA). Prior to this decision, the EU-US Privacy Shield was likely the most commonly used mechanism for US companies to lawfully receive, process, store and transfer personal information of people in the EEA. The ruling was largely based on the finding that the US government does not limit surveillance of foreigners to that which is strictly necessary, and that US laws lack appropriate remedies for those in the EEA. If your company was relying on the EU-US Privacy Shield to ensure compliance with the EU’s General Data Protection Regulation (GDPR) regime, or did not think GDPR applied to your company, it’s time to take a look at your options to ensure compliance. If your company receives personal data, such as the name, phone number or email address from a citizen of the EEA, then you likely need to consider how to comply with GDPR, as the penalties are extremely severe for violating it. That includes supporting organizations, like Fishbowl’s marketing services, or Olo’s ordering and delivering services. Luckily, even without the EU-US Privacy Shield, there are still options recognized by GDPR for companies that process personal data in the US of individuals from the EEA These

options include the use of standard contractual clauses (SCCs) and binding corporate rules (BCRs). SSCs are clauses in agreements related to data transfer or processing aimed at protecting personal data in accordance with GDPR. BCRs are rules adopted by companies related to similar data transfer and processing guidelines under GDPR. In instances where you do not have individualized agreements directly with the organization providing your company information about those from the EEA, such as a reservation service like OpenTable, relying on BCRs may make more sense. It is important to note that the EU Commission is currently in the process of updating the approved SCCs. So if your company is relying on SCCs, you may need to ultimately amend your company’s agreements when the new SSCs are issued. Additionally, the US has been moving toward compliance with the EUUS Privacy Shield framework, with officials from both the US and EU stating that, “[t]he U.S. Department of Commerce and the European Commission have initiated discussions to evaluate the potential for an enhanced EU-U.S. Privacy Shield framework to comply with the July 16 judgment of the Court of Justice of the European Union in the Schrems II case.” In the Interim, The U.S. Secretary of Commerce noted that, “The Department of Commerce will continue to administer the Privacy Shield program, including processing submissions for self-certification and re-certification to the Privacy Shield

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Frameworks and maintaining the Privacy Shield List.” Given the statements from the relevant US agencies, companies currently certified under the EU-US Privacy Shield framework should consider continued compliance in order to avoid any issues with the statements made to those agencies. As the Chairman of the FTC stated, “[W]e will continue to hold companies accountable for their privacy commitments, including promises made under the Privacy Shield.” So if your company previously did a self-certification or re-certification, it is important to continue to comply with your submissions, as the US is potentially still enforcing those certifications, even when the EU-US Privacy Shield is effectively dead. Also, despite the US Department of Commerce’s commitment to the program, the European Data Protection Board (EDPB) has noted that there is no grace period for those operating solely under the EU-US Privacy Shield regime. Therefore, it is imperative that companies transferring and/ or processing personal data of EEA residents immediately move to implement other safeguards to ensure that they are in compliance with the rules under GDPR. Even if your company is not certified under the EU-US Privacy Shield, if your company is transferring, receiving or processing the personal data of residents of the EEA, your company should incorporate the appropriate protections, such as SSCs

James M. Smedley is a member of the Firm and serves as head of the firm’s Intellectual Property and Technology law group. Mr. Smedley’s practice has focused on strategic counseling of companies with respect to protecting and enforcing their intellectual property rights, both domestically and internationally. Representative matters include trademark and patent prosecution, brand protection and enforcement, intellectual property licensing, anticounterfeiting counseling and privacy/cybersecurity counseling. James Smedley can be reached via email at jsmedley@egsllp.com or by phone at 212-370-1300

and/or BCRs, in order to be in compliance with GDPR. There are some exceptions that companies can rely on, called “derogations for specific situations.” These are neatly detailed in the European Data Protection Board’s, “Guidelines 2/2018 on derogations of Article 49 under Regulation 2016/679.” However, it is imperative to ensure that an appropriate derogation applies, or otherwise ensure that the necessary SCCs or BCRs are in place in order to avoid liability under GDPR. Conclusion If your company receives, transfers or processes personal data from the EEA, it is imperative that you confirm your company’s continued compliance with GDPR, particularly if you were previously relying on the EU-US Privacy Shield to ensure compliance. There is currently no safe harbor or grace period to comply after the July 16, 2020 ruling that invalidated the EU-US Privacy Shield protections. Therefore, either ensure that one of the derogations applies to your company’s situation, or enact appropriate SCCs or BCRs to provide compliance with GDPR.

December 2020 • Total Food Service • www.totalfood.com • 69

PROVISIONS PREVIEWED

WITH LMT PROVISIONS

HEAT DOESN’T RISE, IT RADIATES: METRO DISRUPTS THE SHELVING STATUS QUO

o you remember the film, erational needs transformed. Now ‘A Night at the Roxbury’? more than ever, innovation is crucial. Whether you’ve seen it or A bold idea doesn’t seem so absurd not, I hope you’ll indulge anymore. me in a moment of comic relief. The team at Metro knows this—and In the movie, brothers Steve and Doug Butabi are two nightclub regulars aspiring to own a club of their own one day. In one scene, they’re standing outside a club, anxiously waiting to be accepted inside and suddenly—an epiphany. An inside-out club. Doug turns to his brother and says, “What if the outside of the club looked like the inside?” When the movie debuted in 1998, it was meant to poke fun at the American nightclub industry. The idea of a club where the outside looked like the inside was an absurd satire of a highly exclusive and successful industry. In 2020, it seems we’re not far away from what appeared impossible just a few years ago. This December, more dining is taking place outdoors than indoors. Sidewalks, gardens and patios nationwide have evolved into living, breathing foodservice A closeup of Metro’s new customizable heated shelves. spaces, and thus, our op-

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they’re prepared. Before the pandemic hit, their team huddled together for a national sales meeting that was titled “Disruption 2020”. They knew big change was coming to the industry and that Metro would be at the forefront of redefining commodity kitchen staples. “Don’t go where the puck is. Go where the puck is going—that’s a quote from Wayne Gretzky but it applies here,” says Glenn Lawless, National Accounts Dealer Development Manager. With the invention of their new Super Erecta heated shelves, Metro has literally changed how we think about putting product on a shelf. “The Super Erecta shelving has always been the industry standard in foodservice. Ever since then, we knew we had to innovate somehow,” says Lawless. “People obviously know us for our shelving, and they know us for our heating and holding capacities. It was a marriage made in heaven of the two products. It was on our road map a long time ago.” As owners and operators are more carefully assessing purchasing, it’s this essential, non-as-

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.

suming manufacturer that’s changed the game in how we keep food safe since the company’s conception in the early 1940’s. The new heated shelves are made in North America and are now available for purchase and immediate delivery from Singer Equipment Company. Just like all Metro shelving, these new shelves are adjustable, customizable and compatible with all Metro Super Erecta shelving, so they can be mixed and matched with your chrome and epoxy shelving levels as needed, to keep cold food cold and hot food hot, and all food safe. The heated holding models are sealed with an antimicrobial coating, and also befit these units for extended hold times. Shelves reach a piping hot temperature of 200 degrees Fahrenheit and are waterproof, making them the perfect solution for curbside pickup, takeout and delivery. “A lot of operators are writing their menu around delivery first now,” says Lawless. “It’s exciting to see what’s coming down the path. It’s a catalyst for innovation.” The buzz around these new shelves is radiating, just like the heat from within them. Learn more about same day shipping from our neighbors at Metro, conveniently located in Wilkes-Barre, Pennsylvania. Super Erecta Hot shelving is now in stock. For more information, send us a note at marketing@singerequipment.com.

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NEWS

RESTAURANT OPERATIONS

VENTLESS FOODSERVICE EQUIPMENT: THE GIFT THAT KEEPS ON GIVING

he holidays are here, and the peppermint lattes have arrived! Coffee shops will be delivering delicious specialty drinks and supplying the masses with the caffeine they need to make it through the busiest of days. It only makes sense that coffee shops capitalize on the needs of their patrons to also fill their appetites with delicious food. Now, we are not just talking muffins and scones here, we are talking hot, sweet, and ready to eat! This time of year, coffee shops are thinking of new ways to fill their menu with seasonal favorites. Adding a food menu may seem like a challenge, but with the right kitch-

en equipment it is easier than you might think. Ventless kitchen equipment has been supplying different industries across the world. Today, ventless foodservice equipment seems more common than ever and there is no time like the “present” to join in on the movement. Automatic, fully contained deep fryers, like the AutoFry® and highspeed oven, the MultiChef XL™ are just a few of the options you can use to build out your food program. Prepare things from breakfast and lunch items, to snacks on the go. Whether it is crispy hash browns from the AutoFry or toasted sandwiches from the MultiChef XL, your guests will keep coming back

for more, just like they do for that pumpkin spice coffee. Do not be afraid to get a little crazy with your food choices. Menu additions like beignets, are popping up in coffee shops across the country! These soft doughy desserts make for a perfect hand-held nosh. Or, how about Mile High Hash Browns, loaded with melted cheese and crumbled sausage or bacon? Either are sure to bring pure joy to your customer’s faces when they take that first bite. Now, let’s talk about saving money. Ventless equipment requires no

hood installations, helping owners and operators avoid costs of nearly $30,000.00. Not to mention the additional fees to have your hood systems cleaned and serviced quarterly. Additionally, hood-free options like the MultiChef XL and the AutoFry are easy to use, allowing them to be operated by any employee. This means your business can run on low labor costs, helping you focus more on your guest experience. Ventless equipment is the gift that keeps on giving, so don’t miss out on the profit possibilities that await.

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NEWS

FRANCHISE SOLUTIONS

Article contributed by Franchise Marketing Systems

OPPORTUNITY OUT OF CRISIS: WHAT CORONAVIRUS MEANS FOR FRANCHISING YOUR BUSINESS

eing hit head on by a global pandemic in 2020 was nothing any of us expected. As we settle into our new normal, you may be thinking about franchising your business. What sort of opportunities have arisen out of this crisis? Social distancing, toilet paper shortages, mask requirements — is it truly the right time to franchise? Opportunity has arisen from this crisis in several ways. After my franchise development team and I have seen record franchise sales this year, I say with resounding confidence that the groundwork has been laid and it is indeed an excellent time to consider franchising your business. Opportunity #1: The World is Virtually Easier to Navigate Necessity is the mother of invention. When COVID hit, we figured out a way around social distancing and fast. The digital world is more userfriendly than ever. Let’s break down what this means for franchising your business — the franchise sales process goes faster, and training can be done through readily available virtual platforms. Even trade shows are virtual, eliminating geographical bounds! After you made the sale of your first franchise, your brand is blossoming, and your franchisee is operational — now what? Businesses and consumers step in stride with contactless payments, order-ahead tools, and thirdparty delivery services. There are stronger additional revenue streams

that have occurred due to this national crisis bringing in customers virtually who may never have otherwise set foot in a brick-and-mortar. I’ve enjoyed seeing the ingenuity of franchised brands, such as The Local Culinary, the first-ever virtual kitchen brand family to hit the franchise market during this time. Opportunity #2: Well-Qualified Candidates Seek New Ventures Darwinian law has been in full swing during the pandemic crisis for businesses. Businesses who couldn’t adapt, shuttered. What’s left? People who need jobs and candidates for your franchise who are open to new ideas. The talent pool is rich with wellqualified, well-capitalized potential franchisees. The market is ripe with opportunities for business owners

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looking to develop a franchise because individuals are open to it due to the newfound mindsets of flexibility. As people have found themselves suddenly unemployed this year, their minds turn to alternative ways of bringing in income. As stated in our opening paragraph, my business has seen record franchise sales that have outperformed any other year in my 11 years in operation. This demonstrates people’s willingness to take risk, the desire to be their own boss, and their openness to business ownership. The opportunity for you as a franchisor is a wider, deeper candidate pool from which to choose. Opportunity #3: Real Estate When developing the franchise business plan, we factor in real estate costs. Here’s the opportunity: sev-

eral businesses shut down suddenly when COVID hit leaving empty stores and broken leases in its trail. Don’t let this scare you. These businesses weren’t prepared, and their models couldn’t adapt quickly enough. When adequately prepared for the unexpected you can benefit from lowered real estate pricing and desparte landlords trying to make ends meet. Stores that can be retrofitted lower costs for your franchisees making the value of your franchise offering go up. McDonald’s closed 200 stores in 2020, half of which were in Walmart. Joe’s Gourmet restaurant, a franchise based out of Georgia, capitalized on these empty sites and now has a viable, sustainable, pandemic-proof model in place that will take over these empty sites inside of the nation’s #1 retailer. Recognizing the opportunities that this pandemic has presented — such as empty real estate with desperate landlords — or knowing how to price everything for the current market’s conditions, it all starts with franchise development wisdom. In the same way that franchising uses a proven model to best deliver results to the business owner, a proven development process with a dedicated team of experts behind you is essential. My team and I can help walk you through this decision-making process. Is it the right time to franchise your business? Contact us for a free consultation! Visit our website: www.FMSFranchise.com

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PERFORMANCE SOLUTIONS

WITH DAY & NITE/ALL SERVICE’S MIKE BERMAN

PRESENTED BY

GENERATING MORE REVENUE, LOWERING EXPENSES

he food is exquisite, the service impeccable, the drink selection superb, the ambiance delightful… all of it typically featured on a restaurant’s home page. Yet, Brooklyn’s standout Barano dedicates the highest rent part of their website real estate to safety and hygiene, the restaurant’s recently upgraded HVAC system and installed bi-polar air ionization units. Check out their website for yourself. I recently dined at this outstanding Williamsburg establishment on an otherwise sleepy Thursday night definitely not made for outdoor dining. Barano was at maximum allowable indoor capacity throughout the evening, turning tables with happy, relaxed patrons all night long. Diners will always desire memorable nights eating out. Comforted by a great restaurant’s commitment to protecting their health by investing in the right layers of precaution, they will surely do just that. Recognizing investments in those right layered systems directly correlate to increased revenues, restaurants all over the country are following Barano’s lead. Yet these same leading restaurants are now also realizing an equally greater benefit: reduced operating expenses. Even at reduced occupancy levels, HVAC and refrigeration represents as much as 70% of a monthly energy bill. Equipment operating more efficiently also has numerous positive environmental benefits. An abundance of ongoing research continues to closely link the rise in diseases like covid-19 to climate change. Yet the latest research doesn’t just stop there for the hospitality industry hard-pressed to

Mike Berman is the Chief Operating Officer of New Hyde Park, NY based Day & Nite/All Service. The veteran executive joined the service leader in 2016. He has held leadership positions in his career across a range of business-to-business service sector. Prior to joining Day & Nite he served as Chief Operating Officer of Outside Ventures, LLC, the parent company for several B2B service businesses with a particular concentration in merchant services. As Director and Chief Operating Officer of Meridian Capital Group LLC, he overhauled the corporate structure and enabled the company to achieve a 2006 run rate in excess of $30 billion.

better control expenses. For more than a half year, the NY Times has been reporting attention to indoor air quality rather than surface disinfection is the more effective way to fight coronavirus and other airborne disease, most recently on November 18th. If you have not yet done so, add up how much money you have spent year to date 2020 on surface cleaning materials, potentially dangerous chemicals and associated labor and then consider that expense in the context of renowned NIH respiratory infection specialist Kevin P Fennelly’s observation: “In my opinion, a lot of time, energy and money is being wasted on surface disinfection and, more importantly, diverting attention and resources away from preventing airborne transmission.”

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In practice, from a financial perspective, dedicating an outsize portion of your budget to wasteful practices is the very definition of unsustainable. For all of us, 2021 can’t come soon enough, but we will not bury the truly awful 2020 unless we heed expert advice and follow the footsteps of informed leaders. Not only does Day & Nite Performance Solutions offer the comprehensive range of engineered products and services leaders like Barano have implemented and experts like Dr Fenelly recommend, the company offers innovative financing solutions comfortable for even the tightest budgets in these challenging economic times. Notably, manageable monthly payments inclusive of installation and equipment with accompanying service coverage. Businesses can also take advantage

of substantial Section 179 tax benefits by installing bi-polar air ionization units and upgrading HVAC systems. Topping it all off, the CARES Act includes benefits for upgrading equipment, providing even greater economic advantages for ensuring greater patron health, workplace hygiene and food safety. Day & Nite Performance Solutions’ investment in our industry goes even deeper. The company donates 10% of all new Performance Solutions revenues to the James Beard Open for Good campaign, a philanthropy established for the express purpose of helping struggling independent restaurants make it through these troubled times. The calendar might say 2020 ends 37 days from now, but everything bad about it will continue much longer without all of us taking the right action. To take yours, email jbf@wearetheone.com

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NEWS

KITCHEN DESIGN AND EQUIPMENT SOLUTIONS

CULINARY DEPOT OPENS NEW SHOWROOM AND TEST KITCHEN WITH EYE TOWARDS EXPANDING RESPONSE TO CUSTOMERS’ NEEDS

rior to the Pandemic, many equipment and supply dealers have shifted the focus of their operations to e-commerce. The pressure of Covid-19 then led many traditional equipment and supply dealers down the path of consolidating operations with the furloughing of many sales and design associates. For Culinary Depot the strategy has in fact been very different. The Spring Valley, NY based dealer has opted to grow and expand in these most challenging of times. The centerpieces of that strategy are the opening of a spectacular new showroom facility and a state-of-the-art test kitchen. “It has always been my vision with Culinary Depot to give customers the ability to try equipment,” said Sholem Potash, president and founder. “Our new test kitchen allows our customers to see how different types of ovens, fryers, and more work. We also have the ability to bring in new equipment as necessary, so they can buy what is right for them. As a former executive chef, I

“We don’t see this as a commodity business. Our mantra is the right equipment is everything.” — Michael Lichter know this is vital to a business. On top of that, we’ve built an inventory that simply can’t be matched!” That type of approach has enabled Culinary Depot to grow to the 23rd largest dealer in the country. From humble beginnings in Rockland County, the company now boasts six offices Coast to Coast including California, Nevada, Florida, South Carolina, New York, and New Jersey. “We don’t see this as a commodity business. Our mantra is the right equipment is everything,” noted Michael Lichter, CEO. “We know that if our people can have superior product knowledge, it gives us a big advantage.” In order to make certain that theircustomers are being provided with the correct equipment, Culinary Depot’s management knows that the ongoing

focus must be on staff training. “We are also continually focused on cultivating our team’s passion and care as they build those crucial relationships with our customers,” the veteran equipment and supply executive added. “Our training includes building that consistent attention to the customer whether you are visiting our new showroom or connecting with us on the phone. We certainly understand the power and believe that e-commerce has a place. But it simply doesn’t deal with the priorities of a restaurant or hospitality customer. We look at the overall value of Culinary Depot as being driven by a formula of selecting the right piece of equipment, installing it to meet your deadlines and then being there after the sale to coordinate service.”

The expanded showroom and new test kitchen of Culinary Depot is filled with equipment and design solutions

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Culinary Depot’s approach to the design of its new home and showroom, reflects many of the changes in the industry. Their attention to its customers special needs have made the company the equipment and supply choice of a number of major dealers across the country. From the TWA Hotel project at JFK to major projects across the restaurant and B&I segments of foodservice consultants and end user operators are looking to Culinary Depot to provide the right equipment and installation expertise. Although trade shows have been on pause in 2020, it hasn’t kept the Culinary Depot staff from shopping the world ins search of the latest equipment and supply innovation. From NAFEM to NRA and every local show in between, Culinary Depot has garnered a reputation for bringing among the nation’s largest contingents to show floors in search of the latest solution for the customer. “Our goal as we shop the world is to find equipment that can maximize our client’s kitchen’s productivity and efficiency,” Lichter concluded. With the move to its new Spring Valley, NY home, the award-winning dealer is committed to continuing to set the pace for service while providing the highest quality equipment and design. Culinary Depot looks forward to collaborating with the foodservice community to design and equip kitchens that will create unique dining experiences. To learn more, call today, at 888.845.8200 or visit them online at www.culinarydepot.com.

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NEWS

DELIVERY TRANSPORTATION SOLUTIONS

GALLERY BRINGS COST-EFFICIENT SUSTAINABLE SOLUTION TO FOODSERVICE DELIVERY

s with many secondgeneration executives that take the reins of a family business, Dan Gallery is putting his own imprint on the future of Gallery Inc. After completing his college education (University of Denver), he sought a career outside of the family business. He built a successful career in the mortgage and finance industry before returning to the family business which at the time was known as Carts of Colorado. As a tribute to the hard work of his Dad and Aunt, he made the decision to rebrand the company with the family name. The Denver, CO manufacturer of

Dan Gallery

“As campuses and businesses prepare workplaces for the return of employees and guests, traditional dining experiences are not possible. Companies are looking for creative new ways to provide food & beverages,” — Dan Gallery mobile carts for food, beverage and retail businesses, has launched a unique partnership with AYRO, Inc. and Club Car to launch a new line of electric vehicles to help bring food, beverage, and retail merchandising safely to consumers. With the exponential growth of delivery in the restaurant and foodservice sectors, the timing of Gallery’s entry into the E Vehicle space is perfectly timed. The customdesigned E Vehicles are designed and built by Gallery using AYRO’s Lithium-Powered Vendor Box on the Club Car 411 Vehicle to support mobile power for a range of on-board food service. The new electric vehicles feature convenient hot and cold storage and dispensing to ensure food and beverage items are safely stored, transported and delivered. Operating on at least 50 percent of fuel costs, the zero-emissions vehicles require far less energy than fullsized, gas-powered food trucks and do not require any special charging infrastructure. “As campuses and businesses pre-

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pare workplaces for the return of employees and guests, traditional dining experiences are not possible. Companies are looking for creative new ways to provide food & beverages,” noted Dan Gallery. “Instead of bringing people to the food, we are bringing food to the people and now, more than ever before, consumers need convenient grab-andgo options that are safe, reliable, and efficient.” Gallery E Vehicles help food, beverage and merchandising operators bring their products directly to consumers. The environmentally friendly, cost-effective, fully customizable light duty vehicles are the latest in Gallery’s line-up of innovative products being used in venues across the country, from major NFL stadiums to colleges and universities, conference centers, airports and malls. “At AYRO, we pride ourselves in being able to quickly deploy purpose-built electric vehicles in order to enable sustainable fleets. We serve a wide range of industries that each experience unique challenges,

but by collaborating with our customers and partners like Gallery, we can custom engineer solutions that fulfill specific needs – such as bringing food and other resources safely to the point of demand, reducing noise and emissions, and providing cost savings,” added AYRO CEO Rod Keller. For more than 40 years, Gallery has supplied thousands of mobile food kiosks and portables for many of the country’s top sports venues and household brands including Pepsico, YUM Brands, Starbucks and many more. This summer, Gallery also launched a set of UV light solutions and products to help venues and other public spaces in their reopening efforts during the pandemic. The Gallery brand continues to grow in stature with recent installations at the new high-profile stadiums for the NFL’s Las Vegas Raiders (Allegiance Field) and the SoFi Stadium that serves as home to the Los Angeles Rams and Chargers. Gallery delivered some 1200 plus carts to support both suite service and concession dining in those venues. The entry into the electric vehicle space once again exemplifies Dan Gallery’s ability to find a unique opportunity. “A couple of years ago, we had a client that was purchasing electric vehicles that needed to be customized for use at major airports, Dan Gallery said. The vendor

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

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MY TWO CENTS

WITH JOSEPH LEHR OF GLISSEN

THE CLOTHES STILL MAKE THE MAN (AND WOMAN)

s with many kids, I looked up to my Dad. As you know from my earlier columns, my Dad Eugene was very special in so many ways. The life lessons he taught me years ago have become the foundation of who I am today and the joy that life has brought me on so many fronts. Among the most vivid of my memories is my Dad sitting at the dinner table with his jacket and tie on. I remember asking him as a little kid why he wore a tie to the dinner table. He told me that he felt it was proper. Not right or wrong but proper, and that stuck with me. I’m certain that a lot of his feel-

Every day as I pick what I am going to wear, I treat it as part of the planning for a sales call. ings about being properly dressed had to do with his being a child of the depression. It turned out that his attitude towards clothing began with an interesting job he had as a kid. He was a bellhop at the Waldorf Astoria Hotel in New York. At that time the hotel was located where the Empire State Building is today. My Dad was known in those days as “Red” for his full head of red hair. As a poor kid from New Jersey, he couldn’t help but notice how the hotel’s better clientele were the most

beautifully dressed men and women and he wanted to start to emulate them. For Red the Bellhop (aka Dad) in those years, a 10 cent tip was a good tip. He began to notice that better dressed folks would tip a quarter or half dollar so he started to try to emulate those people’s behaviors. Of course, it was passed down to me. My Mom’s definition of proper was lightly different. She came from what she called an English background and proper table manners

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.

were very, very important in our day. She was all about how to hold a knife, fork and spoon. I still chuckle about the threat of being sent to my room if my elbows were up in the air when I was cutting a piece of meat. They even put a book under your arm. Somewhere along the road, America began to get very casual when it came to clothing. But for me at age 19, starting my career at Glissen Chemical as a road salesperson, it was all about what I looked like when I represented our products. It is funny looking back and thinking about how I actually aspired to one day be able to affair the $4.00 per night for a single room at the Holiday Inn. The greatest thing that ever happened was not being able to stay there. Because it set me off on a lifetime of staying the most magnificent Victorian homes that were known then as guest houses and would be known today at AirBnb. They all had the same charming story. They were all run by a “Mrs Smith.” They were 8, 10, or 12 rooms. The husband had died and there was a sign outside that said Tourist House, Salesmen Welcome. Remember, I was on the road for 2 to 3 months at a time. It was too expensive to come home and I just

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NEWS

DELIVERY TRENDS

INDUSTRY VETERAN WARNS RESTAURANTS TO BE WARY OF DELIVERY PARTNERS AND SUITORS

n line with the recent economic downslide for most restaurants due to COVID-19, takeout and delivery revenues have come under close scrutiny. That’s why 17year restaurant veteran Kyle Inserra has warned restaurants to be wary of delivery partners and suitors who are always on the lookout to offer their services and partnership to good restaurants, only to hurt their businesses in the end. After graduating from college,

Kyle started out working in advertising before moving on to work in finance and but eventually found himself in the restaurant business on a full-time basis. But after 9/11, he felt he needed to follow his passion for restaurants and enrolled in The French Culinary Institute. After Culinary School, Inserra worked in several NYC restaurants and eventually as an Executive Chef for a hospitality group in the US Virgin Islands where he got a lot of

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exposure both in cooking and restaurant management. Afterward, he joined a friend to open a new restaurant named Polpettina, which they had for about 12 years, and is the co-founder of La La Taqueria. Currently his full-time job is commercial real estate where he helps emerging restaurant brands expand their concept across the country. His entry into this side of the business has given him an opportunity to utilize his extensive restaurant operations experience into an advisory role. “The role of the tenant rep broker has evolved - you have to provide value beyond site selection. I see myself as part of my client’s team” Among the most pressing concerns is the industry’s focus on third party delivery. “Let’s start with the fact that some delivery partners are being looked at by the FTC, Inserra said. Operators need to understand that these companies are taking advantage of them in several ways, but I’m most concerned with how they are using their own customer data against them.” Inserra went on to detail, how this phenomenon is taking place. “These groups approach businesses to handle their deliveries, they give you a shiny tablet, they take high resolution photos of your food, and then next thing you know you’re now offering delivery. How-

“Then they start to suggest other brands to customers with lower-priced menus.” — Kyle Inserra

Kyle Inserra

ever, in doing this they acquire a ton of information -customer names, addresses, phone numbers, email addresses, and even of more valuable, their customer’s interest and eating habits. Eventually, they begin to poach the business from the very restaurant they were partnering with.” The veteran restaurant industry professional offered a solution.

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RE-OPENING STRATEGIES

WITH GERRY MURPHY

A MATTER OF SEMANTICS: SHOULD YOU BE DISINFECTING OR SANITIZING?

“T

oe-mah-to” or “ Ta h - m a y - t o ”, we’ve all found ourselves on different sides of pronunciation and definition. As we have struggled through 2020, that challenge has taken on many different roles in the restaurant and foodservice industry. At the top of that list as we battle to get our indoor dining areas reopened safely is the difference between Disinfecting versus Sanitizing. So to begin I went to my trusty copy of Merriam and Webster’s Dictionary. It told me that Disinfecting is defined as cleansing (rooms, wounds, clothing, etc.) of infection and destroying disease and/or germs. Then I turned the page to Sanitizing and found it defined as freeing from dirt, germs, etc., as by cleaning or sterilizing. I am focused on these because as I read everyday about the battle between New York City’s Mayor Bill deBlasio and the Governor of the Empire State: Andrew Cuomo over reopening/pausing of indoor dining, I have come to realize just how important the difference of these concepts are to the foodservice operator. The reason for the definitions is to remind you that you and your staff needs to clearly understand your vision for the cleaning regiment that you need to implement to ensure a safe and on-going reopening. I love this idea of creating “cleaning theatre”. Prior to Covid, good management was invisible. Things were done and the customer never saw it being done and never knew it was being done. A great first “act” in this new show is to make sure the public sees

you and your staff washing hands as often as possible. Its time to “think salad bar” and get rid of the reusable linen towels. Call a quality vendor like Imperial/Dade and have them walk you through the multiple price points of disposable paper for you to use in all of your public spaces. Celebrate in a low-profile kind of way the steps you are taking to clean and sanitize your restaurant. As a former chef, I can remember getting all the accolades for cooking up a delicious and beautiful dish. Now it is the manager/operator that is cleaning and keeping his/her staff informed that will get the accolades. We always here about the importance of culture among your front of the house and culinary teams. A great way to impart this new deep cleaning initiative is to in fact make it a part of you culture. You can accomplish that by training yourself and your staff to feel the pain and suffering of your customers. No matter what news outlet you watch, listen or read all they are selling doom and gloom. I have concluded if you don’t read, listen or watch the

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news you are not informed. If you listen, watch or read the news you are misinformed. Sadly, the effects of Covid are here to stay for an unknown length of time. With vaccine on the way as early as later this month you could make the argument that there is light at the end of the tunnel. It’s all about how palatable you make this fear to you and your team. Fear of course comes in many shapes and sizes. Fear of all the unknowns, fear of the lack of hope and worst of all no place to go. No holiday get-togethers, even with inlaws you don’t like. I want you to use this your advantage as you navigate through the rest of this pandemic. You’ve heard the expression, you get lemons you make lemonade. Your restaurant becomes “the place” for your guests to feel free, enjoy good food, laugh with good friends, and yet at the core is, your guests feel “safe!” How do you become “the place?” I suggest you start at the curb of your property. Is the entrance welcoming? I know the city is supposed to

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.

keep the street and sidewalks neat and tidy however if that is not happening do it yourself. Do it Yourself with a smile because you never know who is watching. Many of you had a very successful experience with outdoor dining. New York City enabled you to even use sidewalk space. Now I want to challenge you to think even bigger. I want this not to be just about you and your restaurant but all of the adjacent retailer on your block and the neighbors that live near your establishment. There is opportunity there, meet with your neighbors and put together a game plan to make things better for the entire block. One idea could work for the entire block and now you are sharing the expense. How about joining forces with neighbors to share expenses of live music and if not live then at least music you all can enjoy. Playing inviting music as your guests walk through the threshold of your restaurant can have an amazing positive effect. The very next immediate step is to have a staff member stationed at the door lobby to welcome guests. Last December people would have thought you were crazy if you greeted them with hand sanitizer and a face mask, but now it is a welcomed norm for your guests. How about putting a QR code with your menu

continued on page 92

December 2020 • Total Food Service • www.totalfood.com • 87

NEWS

NEW SAFETY PROTOCOLS

RESTAURANTS MAKE CLEAN AIR PRIORITY AS THEY WELCOME BACK PATRONS TO DINING ROOMS

n the heels of a highly successful outdoor dining season, many of Metro New York’s restaurants are now focused on the safe reopening of their indoor dining rooms. At the top of that agenda is sourcing a cost effective strategy to keep the air both in the front of the house and in the kitchen virus free. For Chef Al DiMeglio, the challenge of Covid has brought a number of changes in his approach. He is the Chef and Owner of Barano, a wood fired seasonal Italian restaurant in South Williamsburg, Brooklyn, featuring house-made pastas and woodfired pizzas.

Chef Albert DiMeglio of Barano

DiMeglio brought an illustrious resume to Barano, which included stops at Le Cirque, Osteria del Circo & Rubirosa. Al combines his ItalianAmerican Staten Island upbringing with the tastes of Barano D’Ischia, the township in southern Italy where Al’s grandmother, Giuseppina, was born. Giuseppina was instrumental in Al’s growth as a chef, and her cooking incited his love and career in food. “We were able to accomplish something very unique in that we were able to enjoy high price points on our menu but still earn repeat visits,” DiMeglio explained. “For five years, we worked at it and it really was paying off in the five months prior to the pandemic.” With a goal of refocusing to survive, DiMeglio and his partners agreed to take a one week break when Covid struck in March. “Like many businesses, we were trying to understand whether we were defined as being essential. In addition, we own a wine shop, so the challenge was to figure out how to position that operation.” With a re-energized commitment Barano reopened with a skeleton crew of DiMeglio, two cooks and a general manager. The goal was to build a takeout and delivery business with a limited menu. DiMeglio also used his creativity to launch a Farmers Market in Barano. That evolved into a business that was moving some 50 plus farm boxes per week. “We also saw an opportunity with that to get into the cook-at-home business which included innovations like Pasta-

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“There’s no question that [an Atmos Air Bi-Polar Ionization system] is the best way to actively combat viral pathogens, bacteria, mold and in particular the Coronavirus,” Day & Nite’s Matt Sher said. “There simply is not a more powerful system built when it comes to UL 2998 standards.” by-the-Pound. We expanded those offerings into luxury items including dry aged steaks.” “We made a really important decision right away to sever the relationships we have with third party delivery apps. With a 20% fee, it’s not a fee, it’s a partnership. The goal was to keep the doors open and get as close to breaking even as possible.” One of the keys was the discovery of a much lower cost order taking alternative: ChowNow. It offers a monthly subscription of $100 a month and paid for the whole year in 2 months. “We also had a dining guest who owned something called Relay and that bought our delivery costs down substantially,” added DiMeglio. “Our attitude was stated best by one of my partners,” DiMeglio continued. “We were much better off being open and being there for fist pumps and air kissing babies in a time of need for our community. It was worth all the sacrifice of sleeping on the couch for months to protect my family.” At the same time, Barano began building a strategy with a vision of creating clean air environments for their culinary and takeout/delivery

prep team with an eye towards the venal return of diners indoors. “We have a long term relationship with Matt Sher and his team at Day & Nite and knew that they had done their homework long before the advent of a pandemic on air quality. We called him in so that we would be ready when we got the go ahead to reopen.” Barano and many Metro New York City restaurant operators were able to take advantage of Day & Nite’s vision for the impact of the pandemic. The New Hyde Park, NY company has done its homework early on and in January 2020 began notifying its client base Covid-19 mounted in China making its way toward Europe. Among the challenges for Day & Nite was to take stock of the varied technologies they used over the years for Sick Building Syndrome and looked at for LEED Certified spaces to see how it might apply to this never before seen challenge. At the same time, that strategy was tempered by looking for a silver bullet of guidance from government, which was slow in coming.

continued on page 90

December 2020 • Total Food Service • www.totalfood.com • 89

HOFFMASTER

from page 20

the one that goes out of its way to keep their safety in mind. They feel that the regard a business has for safety is indicative of its regard for their customers and employees. 2020 has presented the industry with new sanitation options, some of which are expensive and out of reach for restaurants that are operating on vastly reduced revenue, but Hoffmaster has taken this into consideration. “Our Bio-Shield products will only be a 15 to 20 percent up-charge based on the specific item one is looking to replace. Furthermore, we will still offer our previous lines at the usual prices, so businesses can slowly transition to our products at a pace they can manage,” stated Romjue. Although acclimating to an entirely new customer mindset can seem daunting, Hoffmaster’s president is optimistic about the future. “The key is training. Operators are going to have to re-train their em-

ployees to not only follow the mandated guidelines, but to go even further beyond. This is because, for a restaurant to succeed, they need to set themselves apart somehow. If a restaurant can make it clear to their patrons that they are going above and beyond the minimum to create a safe environment, customers will repay that goodwill by going out of their way to support that business. Although there is a lot of work to be done, the path is clear.” For over 70 years, Hoffmaster has led the industry in producing the most complete line of specialty disposable tabletop products, and it doesn’t plan on stopping anytime soon. In a time when their customers need them now more than ever, Hoffmaster will continue to provide. Those who are interested in Bio-Shield products can contact Hoffmaster at directly for samples and more information at https:// bit.ly/3fUIdag.

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NYC RESTAURANT AIR QUALITY DiMeglio and Barano, as they have done for years, looked to Day & Nite to help them prepare for their eventual reopening. Matt Sher and his team were able to utilize independent laboratory testing and their Performance Solutions HVAC division to actively combat viral pathogen in the air and on surfaces with a variety of proven technologies. The advent of outdoor dining made it clear to DiMeglio that things were changing. “Once the weather improved, many customers that were ordering takeout and delivery wanted to eat outside. We had 50 feet of frontage to be able to welcome guests. It’s interesting to how many of those Italian-American favorites like chicken parm that I grew up on, but I would never dream of cooking becoming so popular. We knew the next step was going to be to plan for indoor dining when the weather cooled.” With that in mind, Day & Nite’s strategy for DiMeglio and Barano’s

from page 88

return indoors was to install an Atmos Air Bi-Polar Ionization system. “There’s no question that it is the best way to actively combat viral pathogens, bacteria, mold and in particular the Coronavirus,” Sher said. “There simply is not a more powerful system built when it comes to UL 2998 standards.” “The lesson of COVID is that the very best of hospitality has been able to shine through. It has also changed how we will plan menus going forward. We will offer a menu with 20 classic staples including pizza with Calabrian honey and then supplement with seasonal specials,” DiMeglio concluded For the visionary eatery Barano, long term success has clearly been accomplished by “being there” for its Brooklyn neighbors. But DiMeglio and his team forged long term success by refusing to compromise on everything from menu to the quality of air that its customers and staff enjoy.

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SCOOP

METRO NY INSIDER NEWS, from page 66

ALEWIFE BREWING AVAILABLE FOR FOOD SERVICE INDUSTRY

of craft beer royalty such as The Jeffrey, Rattle N Hum, the Alewife Taproom, Fools Gold & The Rochard as well as consulting and managing a number of establishments throughout the New York Metro area. For retail and hospitality sales contact Pat Fondiller 917.309.5112 or email patf@alewife.beer or directly from the brewery for home delivery www. alewife.beer

A FLASHY NEW FOOD HALL BRINGS SOME OF NYC’S TOP TALENT TO LONG ISLAND CITY

Alewife Brewing’s Patrick Donagher

SCOOP hears that after testing the waters with Alewife in Long Island City, Patrick Donagher and his wife Roz, along with industry big guns Keir Hamilton and Pat Fondiller, are opening Alewife Brewing in Sunnyside, Queens with an accompanying taproom and the brews are available to the restaurant and foodservice business. Hailing from four generations of family-run bar establishments in Ballyshannon, Co. Donegal, Ireland, Donagher honed his craft beer skills from his parents and in NY entered the family trade. Donagher arrived in NY in the early 2000’s during ‘the revolutionary beer days” where he developed a penchant for crafts that were becoming more popular and desirable than mainstream brews. An electrician by day and while bartending in bars and clubs by night. After working his way up from barbacking to bartending, he began to manage bar operations, and eventually parlayed into ownership alongside his wife Roz. The duo has opened New York City bars

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SCOOP hears that Jacx & Co in Long Island City, one of the city’s long-planned mega-developments from real estate powerhouse Tishman Speyer, has opened with restaurants in the space including chef JJ Johnson’s Fieldtrip, a new fast-casual Chinese spot from the Kimika and Wayla teams, and an all-day cafe from pastry world star Ghaya Oliveira. The bi-level, 11,000-square-foot space houses nine small operators and aims to cater to both office lunch crowds in the building and residents in the surrounding neighborhoods. Jacx & Co is outfitted with pandemic health safety features including a central online ordering site for takeout and delivery and tabletop QR codes for ordering inside the space. The food hall is currently set up for indoor dining with 91 seats available under the current 25% capacity restrictions for the nine vendors: • Al Volo, an Italian restaurant serving paninis, arancini, and more • Beebe’s, a crispy, thin-crust pizzeria • Crif Dogs, a second location of the inventive hot dog and burger joint • Fieldtrip, chef JJ Johnson’s acclaimed rice bowl shop • Ghaya, an all-day Tunisian cafe from pastry chef Ghaya Oliveira • Kissaki, a sushi spot known for its sub-$100 omakases • Lotus + Cleaver, a fast-casual Chinese spot from the team behind Wayla and Kimika • Méxology, chef Ivy Stark’s fast-casual Mexican spot • Taïm, chef Einat Admony’s popular falafel chain

GERRY MURPHY

from page 86

on that mask? Get creative. When vendors come in/call, ask them for their advice. Distributors including Sysco with their Restaurants Rising program have a ton of easily accessible ideas. We all agree the effects of Covid are here for at least six more months. Let’s make the most of our customers and team’s experience. How about moving from the medical grade PPE mask to a high quality, clear plastic face masks for your staff to show off those smiles! What can be better that your staff making smiling and making eye contact with your guests? Your commitment to an upgrade of masks is another enables to accomplish two key strategies. By investing in the masks, you oversee the cleaning and distribution to staff. More importantly, it certifies your commitment to that making the best of things culture that you are after. Another key in implementing this new approach to Sanitizing/Disinfecting is rethinking how to protect the growth you have had in takeout & delivery. It might be time to bring back one of the bus persons you had to let go. Train that employee that the future of the restaurant for a long time to come is dependent on food not being eaten in the restaurant. The pickup area needs to be neat and spotless. I also want to share a couple of simple Backof-The-House strategies that can help simplify implementing both an upgraded Sanitizing and disinfecting strategy. To keep staff safe during non-service times, allow cooks to do prep in the dining room. This will enable your staff to social distance by not being on top of each other. Second customers can see what steps you and your staff are taking to keep everyone safe. I know that I’m asking you to look at things differently than you ever have before. Think of it in these terms, moving forward your “Employee of the Month” maybe the one that calls in sick. Who would have ever thought that you would yearn for the days when your staff worked with runny noses and nobody thought twice about it?

KYLE INSERRA

from page 84

“Restaurants need to realize that they, and they alone, must connect with their customers digitally, they need to focus all of their marketing efforts on pushing customers to their own website and social media platforms and retaining that information. It’s all about owning the process, from the beginning to the end - and customer retention. Restaurateurs need to think like an online retailer - that customer data is vital in marketing, allowing you to do things like setting up an email list so you can market to them on a consistent basis. Having the ability to market to your customers outside the four walls of your restaurant is key, especially right now. You’ve done all that work to get the food to the plate, now you need to perfect the ordering and delivery process.” Inserra also sees the need to reinvent the home experience and touchpoints that comes with delivery. “You still need to provide an experience. The great operators know how to deliver on not just the food - they provide an experience. Let’s say you used to offer cookies to the guest with the check, throw them in the delivery bag - it goes a long way in having the guest reconnect with the feeling of dining in your restaurant. “ In additions to his role as a commercial real estate advisor, his restaurant has been Inserra can relate, because he’s been in restaurateur’s shoes: “In addition to being the bookkeeper, the plumber, and the lead line cook and the bartender, you now need to run digital marketing arm too. Yes, you need to learn it - there is plenty of information out there on YouTube on how to get yourself up and running - don’t ignore it.” Inserra further mentioned that although doing all of these may be a little difficult in terms of costs, and technical knowledge, but it’s doable and affordable. Make the investment in your digital media now, and build the lines of communication with your customers. In working with restaurants across

the country, Inserra is able to focus on the collective characteristics of restaurateurs that are getting it right. “Those are the operators that realize how important it is to realize the changes that are occurring in our industry. They realize it’s just as important it is to be on top of their digital presence, as anything else.” When it comes to site selection, they leave the emotion out of it. They dig into the data carefully looking for every aspect of their

area. What are the psychographics? Why did the previous tenant leave? What are some other competitors in the market. What kind of numbers do we have to do to afford the rent? Do the demos match up with our other locations?” Inserra expects to see more empty dining space because as there will likely be a shake out a lot of people who shouldn’t have been in the business, which presents and for skilled operators who have the in-

frastructure and means to take advantage Covid19, he mentioned, has put a mirror flat against the face of every restaurant’s owner, big and small, and forced them to honestly assess who they are how they are performing. Kyle Inserra is an Associate Director at Sabre Advisors and is available for concept growth and operational consultations, and can be reached at: @kyleinserra on Instagram or via email at inserra@sabre.life

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December 2020 • Total Food Service • www.totalfood.com • 93

BLUEPRINT

from page 58

common ground which included respect for wetlands that could not be built on. We created a building that made the building a little smaller to meet the neighborhood demands. The centerpiece of the design is a central spine that runs from the entrance through to the ballroom. It enabled us to link all the areas in the building. Our design also included maintaining some of the original woodworking character from the mansion. Keep in mind that what makes this different is that it is a single function facility. There are two grand stairways and a spectacular black and gold chandelier that meet at what is the reception point for the ballroom. Those colors in the chandelier are reflected in the Napoleonic empire style that the entire building takes its cue from. Our research enabled us to play close attention to utilizing moldings that fit the original character of the building. What made this interesting is that in the past, projects we did for Jimmy and his team were Mediterranean. With this move to more of a Western European, we’ve used an Empire style that features high gloss black, gold leaf, silver leaf and cream that runs throughout the building. With the importance of cocktail hours in this type of operation, we were actually able to take advantage of the previous owner of the facility. He was a person that would go around as they were demolishing buildings in New York and purchase interesting bar elements. He used much of it in what was called the Jockey Bar on the site. There were antique horseheads and a rail system that features some really interesting stained glass. That old Jockey Bar opens up to what previously was a large dining room; we are now using it as our cocktail space. We supplemented the old millwork by raising its height. We then added leather and wainscoting to complete the look. With that we have a large pre func-

tion area that flows beautifully onto the patios. We also designed and built a second bar off of the central spine that is a Victorian bar. We were able to build a magnificent 30’ x 30’ x 15” wine cellar that adds to the experience. It creates an almost theatrical scenario in which the wait staff is able to serve special wines either pre-function or as part of the event. The second-floor design which was previously a billiards room has been converted into a men’s waiting area that is adjacent to the bridal suite. The design also includes a third floor highlighted by an actual upscale salon for the bride and her party. They can spend the day getting hair and makeup done and enjoying. From a timing standpoint, we were fortunate that we got started on this in October 2019 in advance of COVID. We actually had the steel up and the building enclosed for ballroom addition by December 2019. By having that shell in place, we were actually able to continue working through the Pandemic to get the job completed. We have actually had two weddings there so far. They are of course operating under the Governor’s capacity and social distancing dictates. We’ve also built new safety protocols into the design. There is both an outside patio area and a beautiful chapel. They both feature drop down side screens that work electrically for safety. One of the crucial lessons learned through this process is that you need to able to balance your client’s emotional goal of preserving history with the realities of cresting a functional facility. It’s not easy to accomplish. The goal is to avoid spending a lot of time and effort trying to save an element and then having to remove and replace it. It’s interesting, I have this discussion consistently with Peter Cafaro from our team. He’s always reminding me that we are not here to “pickle” a building. We are here to restore it and give it a new life.

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FRANCINE COHEN

from page 30

customer they acquire through this channel.” While Barcart is focused on acquiring and delighting consumers shopping for their favorite bottles, OnFleet is all about keeping consumers informed. Even though they may never realize they’re utilizing OnFleet technology. Ignorance is bliss, as long as the cocktails show up on time. OnFleet, with its intuitive routing and dispatch platform that enables real-time communications and proactive delivery management, makes that possible. The company’s founder, Khaled Naim shares how they’ve helped beverage businesses satisfy during the recent surge in delivery demand, “As on-demand, instant delivery quickly proliferates, customers have come to expect lightning-fast deliveries with real-time status updates and will take their business elsewhere if last mile delivery services don’t meet their high expectations. If businesses want to not only survive but use this time to increase their revenue and market reach, they need to find a way to step up their delivery capabilities. Onfleet is the solution. guaranteeing fast, seamlessly executed deliveries, taking the hassle out of the delivery process and ensuring elated and loyal delivery recipients.”

New Sips to Francine Cohen

Seek

That level of loyalty bars and brands want from their consumers is similarly reflected in Onfleet’s customer relationships after clients see increased operational efficiencies and consistent cost savings of 50% and Naim notes, “All new customers, ranging from those brandnew to those running a vast operation, such as Onfleet customer Drizly (North America’s biggest online alcohol distributor), experience immediate efficiencies. These translate into measurable improvements in fuel savings, route optimization, and streamlined analytics.” Pal finds similar successes for his client partners like Caravedo Pisco and Drifter Spirits. He remarks, “We were able to help many brands launch during the pandemic and they found success despite the overwhelming odds against it. On the other end, we have numerous retail partners for whom the increased order flow from the online sales channel has supplanted lost revenue. We have also been able to partner up with brands to do exclusive releases where a part of the profits has benefited industry associations and charities.” In an industry that was decimated by the pandemic, bar owners, like Michael Neff of The Cottonmouth Club also benefitted from technol-

with

While the trade finds new life in technology, the end of 2020 warrants a whole new way to look at what’s in our glass. Hence, Proteau. Made in New York by renowned bartender and hospitality expert John deBary, Proteau is a botanical non-alcoholic aperitif. Ludlow Red (pictured) is perfect for a cold winter night by balancing notes of blackberry, chrysanthemum, black pepper and dandelion in just 30 calories per serving. It pairs beautifully with a savory meal or all on its own. Learn more at Drinkproteau.com.

96 • December 2020 • Total Food Service • www.totalfood.com

ogy that not only helped them get actual drinks to customers, but also the whole bar experience. Neff took his bar to the airwaves, so to speak, turning his nightly shift behind the stick into a virtual nightly experience of integrated programming on YouTube, Instagram and Facebook. This meant learning new skills like audio engineering and podcast editing and marketing; skills he turned to programs like Auphonic, Lumafusion, and Buzzsprout to help with. Neff admits that technology has been a saving grace during the pandemic, “Ask me a year ago about my virtual bar and I would have thought you were nuts. I would have said, don’t stay home and watch me, come and watch me here at the bar. But that’s all changed. The work comes because everything produced has to be marketed and anything from making and optimizing websites – everything has some sort of service you pay for or wish you could pay for. And you have to build it. It takes hours of

learning how to do what you’re paying for. The blessing of the early part of the pandemic was that we didn’t have options to open, so if we wanted to stay afloat we had to do something and there’s no way on earth I would have had the time, inclination and inner fortitude to do all I had to do to learn this if it hadn’t been for the pandemic.” He concludes, “The existence of technology has allowed me to maintain business presence and allowed me a public sphere when we didn’t have an actual public sphere. It has substantially altered our presence in the city of Houston for sure. Technology allowed me to bring other people on to advocate at the same time, to rail at the governor, to let other places around the country know they were not alone and to say I’m doing it at this bar in Houston. A bar that, thanks to technology, will hopefully still be sliding drinks across the bar to guests seated there once the pandemic is behind us.

GALLERY

from page 80

that was going to do the build-out for them passed on the business, so we were asked to step in. After being hesitant, I’m glad we did. We built the three vehicles for them and realized it was something that we could handle.” With that expertise added to Gallery’s portfolio, the company has become a premier provider of electric food carts throughout the nation. Most recently, Salem State University in Massachusetts has added one of Gallery’s vehicles to their foodservice operation. Gallery is also in the process of completing electric carts for use hockey power Colorado College’s new Robson Arena that is salted to open in 2021. Gallery sees the use of mobile carts and electric vehicles growing as the result of the Pandemic. “Carts enable a foodservice operator to centralize the preparation of food with the safety protocol of a central commissary and then ensure the quality and consistency of what is being sold and served to guests and customers. Whether you’re running to class, on your way into the office, or heading to catch a flight, we all need convenient on-the-go food and beverage choices right now, and we need to know they are safe,” said Gallery. Dan Gallery has also designed the company’s product line to reflect the foodservice industry’s need to utilize labor efficiently. “We have designed a product line that enables a cart to use a single operator to load breakfast sandwiches in the morning at a centralized kitchen. So we have built-in both hot and refrigerated cabinets into our carts and trucks to streamline that process. We have even included building in coffee pots so that our operators are maximizing profits.” Gallery’s trucks can then quickly be converted to use on a university campus for late-night service. The carts are being reloaded with pizza, prepackaged sandwiches and sodas that are safely providing service to campus dorms. “We see it with our college and university customers.

They want to be able to load up and serve sandwiches and pizza that are fresh, tasty and safe,” Gallery explained. “It’s not uncommon during the day to see the carts being deployed in front of classroom buildings through the day.” As with most manufacturers, Gallery has initiated a vision for the impact that the industry’s new safety protocols will have on the industry. “We are starting to add hand sinks and single and double door coolers that are using UV lighting to ensure

safety,” he said. These new Gallery units are slated to make their debut at the University of Nebraska. Dan Gallery’s vision has enabled the Colorado based company to emerge as a national leader in the production of custom and standard mobile, modular merchandising kiosks. The family-run company has produced more than 30,000 carts for over 5,000 venues in 50 states. Texas-based AYRO, Inc., designs and delivers compact, emissionsfree electric fleet solutions for use

within urban and short-haul markets. Capable of accommodating a broad range of commercial requirements, AYRO’s vehicles are the emerging leaders of safe, affordable, efficient and sustainable logistical transportation.

December 2020 • Total Food Service • www.totalfood.com • 97

NYC SURCHARGE BILL

from page 2

manent basis. The bill is co-sponsored by Council Members Jimmy Van Bramer, Adrienne Adams, Brad Lander, Ben Kallos and Public Advocate Jumaane Williams. If passed, the legislation would go into effect 120 days after becoming a law. The legislation has the support of One Fair Wage, a nonprofit that lobbies for the elimination of the tipped minimum wage. Reynoso continues to emerge as a supporter of the City’s restaurant community. In October, he championed Council effort to extend the current outdoor dining program until September 2021, then replacing it

PBAC 2020 EVENT

with a permanent program that uses city road space. The legislation also allows restaurants to permanently use propane, natural gas and electric heaters outdoors, subject to guidelines issued by the New York City Fire Department (FDNY). The legislation is now waiting on Mayor Bill de Blasio’s signature. “This is a huge win for the restaurant industry and its workers, diners and the morale of residents,” he said. “I look forward to continuing to craft outside the box solutions for how we can safely revitalize our city and its economy.”

from page 18

we have built even if we couldn’t be under the same roof, it enabled friends and business associates to be together.” The event also made a statement about the importance of the Broadway community. “Keep in mind, while foodservice has had limited indoor capacity, and outdoor dining and takeout & delivery to turn to, Broadway has been 100% closed and will probably be the last venue to reopen.” Posternak sees Broadway and restaurants as part of the eventual reigniting of New York City. “Tourists travel here, then stay in a nice hotel, have a great meal and then enjoy the theatre. That amazing meal is for the most part at an independent restaurant that many of us serve.” “Part of our goal for the evening was to let these folks know just how much they mean to us. We wanted to do something special for them, so we were able with the support of our factories to make a significant contribution to the Actors Fund to support these extraordinary performers during their time of need. Its interesting our industries are intertwined. Most of these performers as they try to make it actually support themselves working in our restaurants waiting

on tables.” Many of the performers have in fact been part of each of the last six yearly events. With that has come a bond between consultants and manufacturers and several of the performers including Carrie Manolakos, Ariana Dubose and Evan Harrington. With the annual event has always come Posternak’s much anticipated vision for the year ahead. “We’ve got some challenging times ahead. We are looking at a three to five year window to get back to where we were. New York has been through tough patches before and has always come back stronger than ever. I’m certain that’s where we are headed and God willing it will start next year when we can all gather together at Feinstein’s to celebrate PBAC’s 2021 event.”

GRUBBRR

from page 48

option, as it tends to be more convenient. In terms of hardware, Grubbrr can break costs down into monthly payments, which may be much more appetizing for restaurants operating on reduced revenue. “Costs are entirely tailored to the specific needs of each business,” explained the veteran CMO. Beyond their existing products, Grubbrr has also been working hard for over a year and half on perfecting their new food locker technology. “Our food lockers are the embodiment of the contactless experience,” touted Brooks. “Customers will be able to order from their phones, and then pick up their food by inputting a code sent back to them once the food is ready. Grubbrr Tech will be especially useful in large venues such as stadiums.” Grubbrr is set to make another debut in the professional sports vertical, deploying its technology for another NFL team this month. Lastly, integration of Grubbrr tech is

Contact Grubbrr to Schedule a Demo or to Answer Your Questions at https://grubbrr.com/total-food/

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To watch the replay of this year’s event, visit here: https://www.youtube.com/watch?v=qZ3qNNxRE1U

98 • December 2020 • Total Food Service • www.totalfood.com

nearly seamless. “Because we have already partnered with all the legacy POS systems, integration is easy. We can have kiosks and kitchen/expo display systems installed and operational within a few hours,” added Brooks. Although they are fairly new on the scene, Grubbrr, founded by tech veterans with vision and a strong intuition for where the industry is headed, has already made a huge splash. Now, Jeremy Brooks and the rest of the Grubbrr team stand ready now more than ever to help propel the food industry into the future. “In the past, restaurateurs opposed to technology could get by. Now however, they don’t have a choice. That’s where we come in, we make adapting to the future exciting, easy and effective.”

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December 2020 • Total Food Service • www.totalfood.com • 99

SYSCO

from page 10

for mobile ordering and delivery fees with Uber Eats,” added Keller. The creative distributor with any eye towards putting itself in its customers’ shoes has also introduced an option for easy credit card payment to provide convenience for both existing and new customers. New customers can get onboard in less than 24 hours and start to take advantage of these services and discounts. Another vital value-added service is Sysco’s Foodie Solutions toolkits, which offers a curated collection of industry best practices, easy-to-use templates and exclusive, chef-tested

FIORITO ON INSURANCE and safety guidelines and to ask that your guests abide by them as well. Our recommendation is to spell out what procedures and changes the restaurant has put into place in light of the pandemic, and your expectations for guest behaviors related to them. For example, you may want to ask guests to have patience at elevators as you limit the number of passengers that can enter in order to maintain social distancing. And, a no-exception enforcement of mask usage should be enforced and, for many patrons, welcomed. Putting such expectations in front of guests from the outset may be more effective against litigation than a waiver. ...and about your employees... While some businesses are asking employees to sign liability waivers, it

TREND TALK

products. Keller added, “We have been able to pull from the expertise of the thousands of operators we work with to create strategies that are simple to implement.” These toolkits address a variety of topics to support restaurant operators where they are. The Holiday Toolkit offers innovative ideas to generate additional revenue and provide guests with restaurant quality solutions for easy gift-giving and holiday meals. Ideas include unique takeout offerings, such as charcuterie and cheese boards with wine pairings, take-and-make meal kits paired

with a virtual cooking class, cocktail kits and pies to-go. The Virtual Kitchens Toolkit includes recommendations for serving customers solely through online and phone orders without a brick-andmortar concept or dining room. The Grab & Go Foods guide discusses best practices in pre-made meals and signature dishes. With many operators now offering Family Style Meal Kits, there is a toolkit offering solutions to help customers save time and enjoy an at home experience. “Together, we will get through these difficult days, and we will all

succeed by growing together,” said Keller. Sysco is the global leader in selling, marketing and distributing food products to restaurants, healthcare and educational facilities, lodging establishments and other customers who prepare meals away from home. Its family of products also includes equipment and supplies for the foodservice and hospitality industries. With more than 57,000 associates, the company operates 326 distribution facilities worldwide and serves more than 625,000 customer locations.

is difficult to understand why, since the employees are already covered by Workers’ Compensation laws in every state. If your COVID-19 safety measures don’t adequately protect your employees, it may not only be Workers’ Compensation that comes into play – but Employers’ Liability and, perhaps even a class action lawsuit. Further, in the event of legal action against your business over COVID-19 (or other health and safety issues, for that matter), the first thing your employees’ attorney will be asking is whether you have policies, procedures and guidelines in place, whether you follow them and what training you provide to your employees. Failures here can be a bigger problem than not having waivers.

The best defense is always to consider and follow what reasonable people would do, and follow and communicate your Best Practices to keep everyone as safe and healthy as possible.

quired, and avoiding any potential exposures with your landlords.

pickup and at-home delivery of groceries are likely to see a large increase in popularity. In addition, more than half of consumers (52%) plan to shop for gifts at more online stores, with digital gifting, such as gift cards, expected to be a safe replacement for physical presents. Many respondents are avoiding giving experiential gifts, while others will be looking to stretch their dollars — and provide activities for people spending more time at home — with gifts for the whole fam-

ily rather than individuals. Among gift givers, nearly half of respondents plan to spend between $100 and $499. One-third of shoppers state they will have a smaller gift-giving budget this year.

from page 16

Lease Agreements During this pandemic, landlords have been much more stringent about forcing tenants to comply with lease requirements for insurance, including demanding current certificates of insurance, and making sure that the policies are compliant. Tenants who do not comply are often threatened with eviction and/or evicted. Your relationship with your insurance brokers is more important than ever to make sure you are keeping up with what is re-

Pandemic Coverage – New to the Market A few carriers are now offering Pandemic/Epidemic insurance products. These offerings are tailored for future outbreaks, and can include coverage for non-physical damage business interruption claims, as well as crisis management losses Contact your insurance broker to learn more about the availability of this coverage, or contact me directly if this is something you might be interested in learning more about. HUB International is a leading global insurance brokerage, and has dedicated experts who can answer your questions.

from page 24

celebrate the holidays, 40% are planning to attend smaller, more intimate gatherings. This change in gatherings signals the need for brands to adjust to people buying smaller-sized holiday dishes with a range of traditional and nontraditional foods. Prepared meal kits, smaller turkey and ham meals, and personal-size pies and desserts should be in high demand throughout the season. More holiday shopping is expected to shift online this year as curbside

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Among the report’s findings: • 42% plan to order more of their non-food groceries online compared to last year • 40% will continue to shop in person at brick-and-mortar locations for

last-minute grocery needs • 35% plan to order more of their food groceries online compared to last year • 52% of respondents stated they expect there to be shortages of some grocery items before the end of 2020 Download “The 2020 Challenge: Keeping Spirits Bright This Holiday Season” and other reports at: advantagesolutions.net/newsroom.

December 2020 • Total Food Service • www.totalfood.com • 101

FOODSERVICE TECHNOLOGY turing standpoint that has meant the ability to facilitate contactless transactions between restaurants and their customers. Although, there are those who look at the foodservice equipment manufacturing industry’s approach to technology as archaic, I see a glass half full of opportunity. We live in a world beyond food service that is utilizing automation and robotics, so it’s just a matter of time. Ultimately like healthcare and finance, our industry will embrace new technology to optimize efficiency. For foodservice, it is going to become essential to battle the challenges of finding labor and optimizing the customer experience in the restaurant. What I have found most fascinating is the type of entrepreneur that is emerging with their vision of how to maximize takeout and delivery profits while we slug our way through as an industry the second half of the pandemic and then onto the future.

JOE LEHR

from page 50

MISFIT MEDIA

from page 42

Among the leaders of operators that have vision for the power of technology is Stratis Morfogen. His Brooklyn Dumpling Shop concept is one of the industry’s first collaboration of technology and computers. Foodservice has technology and plenty of computers, but the next step will be to add concepts including AI (Artificial Intelligence) to launch a new generation of efficiency. In simple terms that will enable the cost-efficient cloning of code being used to operate in New York to multiple dining units within a brand across the country. Technology is on the verge of finding its real niche in foodservice. What COVID created is a scenario in which people didn’t want to interact with other people and they didn’t want to leave their homes. Technology and this new collaboration with computers have enabled visionary operators to create a contactless solution with countless others on the horizon to change our industry.

commitment to new cleaning protocols and ensure customer safety,” Linkletter said. Misfit understands how to attract customers back inside with carefully crafted ads and marketing messages that emphasize minimizing contact with people and surfaces to improve customer confidence. Misfit’s approach for their restaurant customer includes messages that highlight safety measures. In their new book, titled “Misfit Marketing for Restaurants: How to acquire, retain and track guests” Brett and Jace outline a number of principles that will enable restaurant owners to adapt marketing changes that have been necessitated by Covid-19. It also provides a complete set of strategies that can be applied during and well after the pandemic. “Social media is a very impactful tool you can use to build your marketing funnel, engage customers and measure the scalability of your restaurant business,” Linkletter concluded. “Our mis-

sion as an agency is to help every restaurant expand their business and so while we can’t work with everyone we knew that we could write a book that could help make a massive, positive impact for many restaurants.” Restaurant professionals are also invited to visit the Misfit Media website (www.misfitmedia.com). It offers clients a great deal of insight into effective restaurant marketing techniques. It also offers a link to their podcasts and case study videos, which explain the specific problems peculiar to the restaurant industry. The site also suggests possible solutions and opportunities that can be harnessed to give one’s business a much-needed boost. Prospect clients are also afforded the opportunity to set up a free strategy session with Misfit Media’s expert Performance Consultants. These no-obligation sessions offer restaurants an opportunity to discuss and learn strategies to attract and retain restaurant guests.

What made it different? It was hand sewn hand stitch. The buttonholes were handmade, four on a sleeve and the sleeve opened up. So, if you sat at your desk, and you opened the buttons on the sleeve, you could roll up your sleeves. There was an inside pocket which I still use on all my suits in those days to hold my cigarettes. Today I use it to hold my glasses. And there was always a buttonhole on the left flap of the jacket to take the penny coin/the tea kettle that my dad gave me that I have worn every day of my business life. I used Noblie Fimiani to make my clothes until I got married. Sixty four years ago, he made my wedding suit. I’ll never forget as he was putting on the “jack” as he would call it in his thick Italian accent, he was getting very emotional. I can still hear him: Mr. Joe, there are “10

thousand-a-stich in this jack and each one is perfecto.” That’s the pride I brought to everything I wear to this day and to how we look at our Glissen line when we present it to a customer. As we bought our home and had children and began to prosper, twenty years later, I was able to go back to custom clothing again. We began a relationship with another local tailor: Ercole. He started by making a sports jacket for me and he’s made everything for me for the last 20 plus years. When my daughter Toni left home, I converted the space into Ercole’s closet, that’s how proud I am of my clothes. I am so blessed to have these clothes and I look at them as confirmation of the growth that I have been able to accomplish both personally and professionally over a lifetime. They are a reflection of

who I am, what Glissen has become and my core beliefs. Every day as I pick what I am going to wear, I treat it as part of the planning for a sales call. There’s always a jacket and tie and sometimes its matched with a suit and sometimes a double or single breasted sports coat. I’m convinced that even in today’s word of business casual and Zoom call, that attention to what your wearing still makes a big statement about you and your product. I see it everyday with my Grandson, Richie Ryan Knoop who works side by side with me at Glissen. He sees that when we walk into a room properly dressed, people listen and want to hear what we have to say. There’s no question that clothes still make the man (and woman) in today’s business world.

from page 82

kept traveling to build our business. Imagine for it was $1.75 a night for a room with a private bathroom. There was even a guide that we subscribed to: the Berkshires Travelers Guide. Think Yelp/Trip Advisor way before its’ time. You would have dinner or breakfast with Mrs Smith. I can remember thinking that while I was in someone else’s home that it was only proper like my Dad taught me to be properly dressed with shirt and tie. In the early days, I bought most of my clothes at the original Barney’s in Manhattan. Back then, a nice suit costs $35 to $40. Then I graduated to a personal tailor named Noblie Fimiani. He had a little shop near our factory in Brooklyn. I can still see and hear the foot pedal on the sewing machine.The first suit he made me was going to be 4x more than a regular suit.

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NEWS

EQUIPMENT AND SOLUTIONS

JMC BRINGS VISION TO EQUIPMENT CHALLENGES OF PANDEMIC AND BEYOND

learly the key to success in any industry in 2020, is the ability to quickly adapt to challenges that have never before been encountered. In the foodservice equipment solutions business, nobody has done a better job than Plymouth, MA based JMC Industries. With University of Hartford graduate Brian Eck at the helm, the Baystate enterprise has been able to build on its well-known refrigeration and cooking lines. Those addition Two of the which include industry leading plexiglass dividers have found themselves at the center of foodservice operation strategies as restaurateurs seek to survive and, in many cases, even use the Pandemic to their advantage. Since taking the reins of JMC in 2005, Eck has continually listened to and quickly responded to the needs of the foodservice professional. JMC’s initial foray under Eck was to create a furniture division. Eck brought a lifetime of being in and around the restaurant and real estate industry to his current post. Originally founded in 1995 by his family, J.M. Curley’s Restaurant Equipment started as a used restaurant equipment dealership but quickly moved to sell new equipment within a few years. “I watched my Dad growing up operate restaurants and at the same time, take a vacant building he owned and begin to fill it with used equipment from former competitors,” Eck reflect-

recent Spartan Shield and Divider options available from JMC

ed. “So, at 15 years old, I was going to school and heading to the auctions on the weekends, to learn the business. I began in college where I went to play baseball, studying engineering and quickly realized that I loved the business side.” When Eck finished at the University of Hartford, he brokered a deal with his Dad to enter the business full time. “The deal was that I would get to put my imprint on the business. We were not doing furniture, so I agreed to comeback full time and in return, he would allow me to build a hospitality furniture division. With that in 2006 Eck created a new division of the company called JMC Furniture. “The key was to build sources to find the right mix of tables and chairs and most importantly to have access to inexpensive warehouse space.” Eck built the furniture business with an innovative model. “We originally sold direct to restaurants and then when we grew,

104 • December 2020 • Total Food Service • www.totalfood.com

I was able to buy in bulk and shift our focus to the needs of the smaller dealer,” he explained. Eck’s vision included a unique understanding of the furniture market. “We really benefitted from the impact of the internet on the furniture market. It really squeezed the profit out of selling furniture for the dealer. So we were able to show them how to sell it profitably. People in our industry also didn’t realize how much labor is involved in selling furniture. You need to work directly with the customer to choose color and even the unpacking of the product. I knew it was important and, in many cases, a big-ticket item. I understood early on that a restaurant’s dining customer may not see the frig in the kitchen, but they certainly see and feel the tables, chairs and booths that directly impact their customer experience.” JMC is the exclusive distributor of Topalit in the US. These unique tops

are ideal for both indoor and outdoor use alike. They’re easy to maintain, scratch resistant, and can withstand the elements. JMC carries a full stock furniture line that ships quick from its New York warehouse within 24-48 Hours to anywhere in the US. JMC’s entry into refrigeration once again reflects Eck’s ability to pivot before the word became fashionable during COVID-19. “ We were originally in the refrigeration business in a traditional distribution model in which we would buy and sell truckloads of a brand we didn’t own. When the deal changed, I could see the importance of selling our own brand,” Eck added. With that he set out on a course to launch JMC’s own brand. It really gave me a great opportunity to take what I learned about globalization in college and put it to work at JMC. With that has come two refrigeration brands that have become the choice of dealers and the end-user professionals they serve. Spartan Refrigeration has quickly become a staple in the foodservice industry. Boasting a superior 430 stainless steel exterior and 304 stainless steel interior, Spartan units are sleek in design and powerful in performance. Eck’s ability to quickly respond to his customer’s needs has also paid dividends as the Spartan line now offers an ice machine equipped with UV lights to meet the industry’s new pandemic protocols for sanitation.

“We also realized early on that we needed a value engineered solution,” Eck continued. “Bison Refrigeration units deliver the performance an economy price. With units ranging from stainless steel to glass door merchandisers, Bison offers a comprehensive lineup of value-priced refrigeration solutions. Pound for pound and built with stainless in and out and tested at 104 degrees, there simply isn’t a better value than Bison on the marketplace.” JMC’s cooking line has become a favorite of the nation’s culinary community. Its Copper Beech line boasts everything from 10 burner ranges, broilers to convection ovens, fryers, electric griddles and single burner gas stock pots. Top chefs like the line’s sleek design, low maintenance and standard features that separate its units from the rest of the foodservice industry. Copper Beech products are backed by a 1-year parts and labor warranty.

“We’ve built our business with those 5-minute calls that differentiate us from other manufacturers.” — Brian Eck Eck has also positioned JMC as a leader in the PPE foodservice industry. “I could see early on that there was going to be broad need for plexiglass shield across multiple segments So we made a commitment to purchase millions of dollars of plexiglass and the machinery to cut and manufacture the shields that have enabled restaurants to reopen safely. Spartan Shields are made with high-quality clear acrylic that is guaranteed to help prevent the spread of airborne illnesses within workplaces and retail settings. The Pandemic has also enabled the JMC to be looked at in a different light by the nation’s dealers. “We understand that dealers want to fulfill their commitments to their buying groups. However with COVID-19 and the un-

certainty of manufacturers to fill orders to labor and materials challenges in their factories, we have become a “go-to”. Dealers understand that first and foremost, they need to respond to the needs of their restaurant and foodservice customers and JMC has the inventory to accomplish that, Eck added. In addition, Eck and his JMC team support their dealers by calling the end-user operator to walk them through installation and operational details. “We’ve built our business with those 5-minute calls that differentiate us from other manufacturers.” With that commitment to service that is above and beyond, among JMC’s most significant additions in 2020 has been the expansion of the company’s rep network. “We are

thrilled to partner with a Frank Doyle and his TD Marketing team in Metro New York,” Eck said. “They share our passion for offering quality products and service that goes that extra step. I can’t say enough about the folks on the TD team including Mike Fortanscio, who has been a true mentor to us.” Eck’s ability to see the needs of the marketplace, will continue to serve as the foundation of JMC. That growth and feel for globalization has in fact enabled the company to grow beyond foodservice with the launch of Spartan Medical. The new division will serve the medical needs of the nations’ hospital and healthcare professionals. With COVID-19, JMC is no offering a complete line of air purification solutions under the newly created Spartan Air line. Eck sees that step has a building block to offer a full HVAC line that will be supported by the firm’s service network of some 2000 plus professionals across the US.

December 2020 • Total Food Service • www.totalfood.com • 105

Behind You!

“

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