Meat + Poultry - February 2016 - 23

COVER STORY

defining innovation as: the implementation
of something new and beneficial into the
marketplace. This is very different from
discovery, invention, creation and new
product development, Chris points out. The
philosophy is that if Salm is inventing, creating
and developing for its customers, it would be
competing with other customers.
"We have to focus on being the best on the
planet at implementing and operating," Chris
says, and leave the invention and creation of
new products and ideas to the people behind
the brands they work for. "They can't rely on us
to do that."
Another "plank" Chris refers to when it
comes to brand marketers is that his company
is operating new technology systems that
produce better quality products at a lower cost.
"Don't ask us to duplicate your product that
you're manufacturing," he says, which would
mean a partnership based only on the lowest
price. Instead, he says, "Let us make the best
product the technology will deliver."

SHARING THE WEALTH
A somewhat surprising premise for the Salm
strategy is that if at any point, customers
decide it is better for their business to
duplicate what Salm does under its own
roof, Salm provides them with the training
and expertise to ensure those companies
are implementing and operating the systems
properly. Some of the industry's best-known
retail sausage brands started out with Salm
before adopting the same technology in their
own plants. Mark Salm, vice president, recalls
one of the first major brand marketers to do
this, a juggernaut brand in the sausage space.
"Their need was larger than two lines could
handle," Mark says, and the decision was made
to take the process in-house, with the help of
Salm Partners.
"We trained their operators here," Mark
says, and Salm opened its doors to have the
company's engineers come in and see the
processing operations in Denmark. This serves
to help Salm's supplier partners demonstrate
to the market that their technology is
beneficial and viable.
"We're here to provide all the benefits to the
brand marketer and to do what is best for their
business," Mark says.
This sharing-the-knowledge approach
www.meatpoultry.com | 02.16 | MEAT+ POULTRY

23



http://dhenryandsons.com

Meat + Poultry - February 2016

Table of Contents for the Digital Edition of Meat + Poultry - February 2016

Meat + Poultry - February 2016
TABLE OF CONTENTS
COMMENTARY - Proud to be a partner
BUSINESS NOTES - TYSON LEGEND DIES
AI CONCERNS RISE IN INDIANA
CAGE-FREE EGG BANDWAGON GROWS LARGER
COBB-VANTRESS TO INVEST $22M IN FEED MILL
NAFTA PARTNERS SIGN AI AGREEMENT
WALMART TO CLOSE 269 STORES
SIMMONS ANNOUNCES EXPANSION
WASHINGTON - An unanswerable question, naturally
COVER STORY - CULTIVATING PARTNERSHIPS
THE SAUSAGE REPORT - Sausage du jour
Transcending tradition
The numbers
Banking on hot dogs
FOOD SAFETY - A dangerous directive
CDC: SALMONELLA A GROWING THREAT IN GROUND BEEF
PACKAGING SOLUTIONS - In pursuit of packaging
AT HOME, A HIGH DEMAND FOR CASE-READY
INGREDIENT ISSUES - All over the map
SMALL BUSINESS MATTERS - Sizeable obstacles
MEAT-MINDED - TAKIN' BACON TO NEW PLACES
INNOVATION INSIGHT - EPIC future
LABOR - Reducing workplace violence
SHOWCASE
NAMES IN THE NEWS
CLASSIFIEDS
ADVERTISERS
THE INSIDER
Meat + Poultry - February 2016 - TABLE OF CONTENTS
Meat + Poultry - February 2016 - 2
Meat + Poultry - February 2016 - 3
Meat + Poultry - February 2016 - 4
Meat + Poultry - February 2016 - 5
Meat + Poultry - February 2016 - 6
Meat + Poultry - February 2016 - 7
Meat + Poultry - February 2016 - COMMENTARY - Proud to be a partner
Meat + Poultry - February 2016 - 9
Meat + Poultry - February 2016 - CAGE-FREE EGG BANDWAGON GROWS LARGER
Meat + Poultry - February 2016 - NAFTA PARTNERS SIGN AI AGREEMENT
Meat + Poultry - February 2016 - SIMMONS ANNOUNCES EXPANSION
Meat + Poultry - February 2016 - 13
Meat + Poultry - February 2016 - WASHINGTON - An unanswerable question, naturally
Meat + Poultry - February 2016 - 15
Meat + Poultry - February 2016 - COVER STORY - CULTIVATING PARTNERSHIPS
Meat + Poultry - February 2016 - 17
Meat + Poultry - February 2016 - 18
Meat + Poultry - February 2016 - 19
Meat + Poultry - February 2016 - 20
Meat + Poultry - February 2016 - 21
Meat + Poultry - February 2016 - 22
Meat + Poultry - February 2016 - 23
Meat + Poultry - February 2016 - 24
Meat + Poultry - February 2016 - 25
Meat + Poultry - February 2016 - 26
Meat + Poultry - February 2016 - 27
Meat + Poultry - February 2016 - 28
Meat + Poultry - February 2016 - 29
Meat + Poultry - February 2016 - THE SAUSAGE REPORT - Sausage du jour
Meat + Poultry - February 2016 - 31
Meat + Poultry - February 2016 - 32
Meat + Poultry - February 2016 - 33
Meat + Poultry - February 2016 - 34
Meat + Poultry - February 2016 - 35
Meat + Poultry - February 2016 - Transcending tradition
Meat + Poultry - February 2016 - 37
Meat + Poultry - February 2016 - 38
Meat + Poultry - February 2016 - 39
Meat + Poultry - February 2016 - The numbers
Meat + Poultry - February 2016 - 41
Meat + Poultry - February 2016 - Banking on hot dogs
Meat + Poultry - February 2016 - 43
Meat + Poultry - February 2016 - 44
Meat + Poultry - February 2016 - 45
Meat + Poultry - February 2016 - 46
Meat + Poultry - February 2016 - 47
Meat + Poultry - February 2016 - 48
Meat + Poultry - February 2016 - 49
Meat + Poultry - February 2016 - 50
Meat + Poultry - February 2016 - 51
Meat + Poultry - February 2016 - FOOD SAFETY - A dangerous directive
Meat + Poultry - February 2016 - 53
Meat + Poultry - February 2016 - CDC: SALMONELLA A GROWING THREAT IN GROUND BEEF
Meat + Poultry - February 2016 - 55
Meat + Poultry - February 2016 - 56
Meat + Poultry - February 2016 - 57
Meat + Poultry - February 2016 - 58
Meat + Poultry - February 2016 - 59
Meat + Poultry - February 2016 - PACKAGING SOLUTIONS - In pursuit of packaging
Meat + Poultry - February 2016 - 61
Meat + Poultry - February 2016 - AT HOME, A HIGH DEMAND FOR CASE-READY
Meat + Poultry - February 2016 - 63
Meat + Poultry - February 2016 - 64
Meat + Poultry - February 2016 - 65
Meat + Poultry - February 2016 - INGREDIENT ISSUES - All over the map
Meat + Poultry - February 2016 - 67
Meat + Poultry - February 2016 - 68
Meat + Poultry - February 2016 - 69
Meat + Poultry - February 2016 - 70
Meat + Poultry - February 2016 - 71
Meat + Poultry - February 2016 - SMALL BUSINESS MATTERS - Sizeable obstacles
Meat + Poultry - February 2016 - 73
Meat + Poultry - February 2016 - 74
Meat + Poultry - February 2016 - 75
Meat + Poultry - February 2016 - MEAT-MINDED - TAKIN' BACON TO NEW PLACES
Meat + Poultry - February 2016 - 77
Meat + Poultry - February 2016 - INNOVATION INSIGHT - EPIC future
Meat + Poultry - February 2016 - 79
Meat + Poultry - February 2016 - 80
Meat + Poultry - February 2016 - 81
Meat + Poultry - February 2016 - 82
Meat + Poultry - February 2016 - 83
Meat + Poultry - February 2016 - 84
Meat + Poultry - February 2016 - 85
Meat + Poultry - February 2016 - LABOR - Reducing workplace violence
Meat + Poultry - February 2016 - 87
Meat + Poultry - February 2016 - SHOWCASE
Meat + Poultry - February 2016 - 89
Meat + Poultry - February 2016 - NAMES IN THE NEWS
Meat + Poultry - February 2016 - 91
Meat + Poultry - February 2016 - CLASSIFIEDS
Meat + Poultry - February 2016 - 93
Meat + Poultry - February 2016 - 94
Meat + Poultry - February 2016 - 95
Meat + Poultry - February 2016 - 96
Meat + Poultry - February 2016 - ADVERTISERS
Meat + Poultry - February 2016 - THE INSIDER
Meat + Poultry - February 2016 - 99
Meat + Poultry - February 2016 - 100
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